At a recent meeting of my PR Mastermind Group, a think-tank for PR executives, the discussion turned to doing more with less, in terms of how to service clients during these touch economic times.

How do you prioritize? When do you say “no?”

This becomes particularly difficult when you get caught up in “over-servicing” a client – doing more than is required or agreed upon for the price you negotiated – and then come to the point where you have to push back.

“We over-service like crazy because we want the please the client, but it’s not sustainable,” one agency pro remarked.

These are situations where you run up against your budget and, while there are times you can exceed that budget, there are times when you just can’t, particularly with a smaller staff. Discussing the situation with the client becomes necessary, and sometimes difficult.

“In our agency we over-service by nature,” said another participant. “We don’t pay attention to timesheets. Then we have to push back and we say it will cost you X more, and then they push back. It was very awkward. They’re used to you always saying ’yes’.”

Another PR pro said her agency doesn’t over-service much, but expectations do creep up. Extra work is determined on a case-by-case basis and seen as a bonus for the client.

Setting expectations up front can be a difficult task. There’s always more you can do, so where do you stop? Do you let a client leave because you can’t go over budget? Do you not pursue a lead for that reason? Because of the economy, it’s a little more appropriate to stop and talk about money with a client now when you get to that point.

Establishing parameters can help. The mentality of “we’re your partner” makes a huge difference. “You need to establish parameters. We’re not just ‘vendors’ ,” commented another participant.

“It’s a very important paradigm shift to not just think of yourself as just a vendor. They’re hiring you because of the value you add. You’re not just ‘doers’.”

“But the flow of money goes only one way, and money has become a much bigger issue with the economy the way it is. A year from now if the economy is better and clients have more money, how does the conversation change?”

One agency PR pro said the way the agency handles projects is different now because of the economy; efforts are shortened, and smaller. When things get better, they will have time to build more. “We’re doing a lot of over-servicing. We’re watching them lose their budgets. We can only go so far so long. You have to prepare to say no’.”

“Time spent over-servicing is time not spent being out there getting more business,” said another participant.

The group agreed that things have gotten somewhat better over the past year. Last year it was “grab and go”. This year things are starting to get back to where they were, though there’s still quite a ways to go. You can see the difference now in terms of sheer volume, and the fact that there are more agencies bidding for business.

“A few months back we were so busy. We’re getting better at ‘pruning’,” said another participant.”We have a good pipeline but you have to pick and chose.”

“When you have a client who understands what you do, it makes a difference,” said another participant. “You have to sell your clients on the value of PR. Here’s what will happen if you don’t …”

SO, how are you going to change the conversation with your clients? What can you differently starting now to create better boundaries (but not barriers:)? I’d love to hear your thoughts.

Related posts:

1. Worried about taxes?
2. Opportunity Is Knocking, When You Choose To See It That Way
3. Balancing the Needs of Staff v. Clients

“When are you going to start living your dreams?,” asks Ryan Bingham (played by George Clooney) in the new movie, “Up in The Air.” Bingham, who is a corporate axe-man, asks the question of a guy he has just fired. The fired executive smiles, knowingly, as he realizes that the time has come — and that, at last, he may have a shot at living the life he had only imagined.

It was the right question, at the right time, asked in the right way.

The right question can make your head hurt. Why is that?

When we ask ourselves questions, we ask the same kind of questions — resulting in the same kind of answers. And , so, we are stuck, and then usually stay stuck — stuck in our old patterns, and our old way of doing things. Stuck in mediocrity. Stuck in the cycle of stuckness. Unless we ask ourselves new kinds of questions, we can’t seem to break the pattern of our responses — and the quicksand thickens.

My coach asks me questions that can leave me dumbstruck, sometimes generating an audible groan or whimper, like that of my dog, Bueller, when he knows he has misbehaved. It is an “oh, I wish you hadn’t asked that” groan, because it is exactly where I need to “go” — it is the unexamined which needs examining. It is the line of questioning destined to uncover my gremlins and fears, my assumptions and limiting beliefs — those thoughts that hold me back.

Albert Einstein said: “We can’t solve problems by using the same kind of thinking we used when we created them.” What this means is that a shift needs to happen. We need to see things from a different perspective.

A coach helps clients see things from a different view to create a necessary shift in order to find the answer or solution. It is a little like rewiring the brain..and our brains often need rewiring. Asking these kinds of questions can also create an energy shift, moving an individual into a higher level of conscious energy and positive possibilities.

So what are the elements of a good question? (now, that is a good question!)

These are questions designed to elicit the other person’s point of view. Open-ended (Who, what, when, where, why and how) questions that genuinely invite open sharing and begin with phrases such as:

How does that affect…?
What did you notice about…?
What were our expectations when…?

Stay away from questions that can be answered “yes” or “no.”

A few examples of a good question:

When are you at your best?
What would you be able to do if you had no fear?
How do you express your gifts?
What is your purpose?
What are your core values?
What would be the best thing that could happen by “saying no?”

Or the question that motivated me to pursue my ambition of starting my own business, “what would your life look like if you stopped playing small?”

So, consider surrounding yourself with people who ask you those open-ended questions, those empowering, powerful questions that get your mind really working. Maybe it is a coach, maybe it is a good friend or another supporter, someone who will suspend judgement and compel you to think in a new way – a way that will create new energy to take different and more positive action.

And try to be that person who asks these kinds of powerful questions – what a gift you can give to others in your life. The gift of curiousity and caring…and empowerment.

And how do we, as listeners, learn to listen between the lines when receiving the answer…well, that will be the subject for some future article.

Related posts:

1. CAREER FREEDOM: ESCAPE FROM THE RAT RACE June 23, NYC, 6:30-9:00
2. The New Networking Paradigm: Think Connect, Not Network
3. What The Bleep About Blogs

Top 10 Leadership Lessons I Learned from My Wheaten Terrier, Bueller

Leadership is the ability to motivate and inspire others to take positive and sustainable action. We are all leaders – it is not whether we lead, it is how well we lead. While human beings may be the alpha in most families, that is not to say that we can’t learn much from our canine friends. So here are the top 10 leadership lessons I learned from my sweet and adorable, albeit highstrung 3 year old Wheaten Terrier, Bueller (yes, as in “Ferris”).

10. Run with the Alpha Dogs

Whenever I take Bueller out for a stroll or to the dog park, he’s immediately attracted to lively, energetic dogs, as if feeding off their energy and level of excitement. But are humans really that different? Energy and enthusiasm are contagious, so surround yourself with as many optimists, go-getters and energetic types as you can (just be sure to skip the “dog greeting” part)

9. Be willing to learn new skills

Last month, at the ripe old age of 3, Bueller learned to fetch for the first time. Turns out, you can teach an older dog (he’d be highly insulted if I referred to him as “old”) new tricks. Those times they are a changin’, so acquire the skill sets you need to change with them, or risk getting left behind when the pack moves on. 

8. Get enough sleep

A no-brainer. You can’t even function properly, let alone be your sharpest or at your absolute best, on less sleep than your body needs to renew/regenerate itself. Of course, perhaps the 17 hours a day Bueller puts in is overdoing it a tad…

7. Be a dog with a bone

Bueller’s tenacious. When he gets his hands, er, teeth, on something, he never lets go, no matter what I try to do to yank it free or distract him. Perseverance, determination and tenacity are the qualities of many an effective leader.

6. Be loyal

Sure, loyalty comes naturally to pets, but humans do seem to struggle mightily with the concept at times. Showing loyalty and acting with integrity not only reveals character and lets people know if you can be trusted, it inspires others to treat you in kind. In this case, you get what you give, so why not give your absolute best?

5. Be curious

Bueller accepts nothing at face value. He sniffs and sniffs until he finds out all that he wants to know. He is curious about who is at the door, where the smell of food is coming from and what you have in your pocket. Great leaders are equally curious, and while they might not eat your couch to get to the bottom of things, they definitely “listen between the lines” until they get the answer they seek.

4. Live in the Moment

Every moment is a new opportunity for my pup. What happened a minute ago, or what might happen in the future, is of far less interest to him than what is happening at this very second. The freedom that he finds in living this way releases him from worry. Great leaders, while they have a compelling vision, believe that to truly experience life is to be in the moment.

3. Know when to stop chasing your tail

Tail chasing can be really fun for a dog, and for some people, too. But even a dog knows when enough is enough, when it’s time to eat, or chase a new dog, or give you a hug or a lick. A true leader realizes when it is time to let an idea go and to create something new, and when enough energy and resources have been devoted to a project which , perhaps, is ahead of its time.

2. Use your instincts

Bueller is a holographic thinker – he brings in all of his senses as he lives his life. He smells it, tastes it, feels it, sees it, hears it.  Great Leaders use all of their senses, their instincts, their emotions, intuiton and analytical skills to arrive at the best possible solution.

Bueller and Alan

Dogs love to bark and to bark loud.  They say “here I am, and I listen to what I have to say.”  A true leader makes sure that his voice is heard, even when expressing an unpopular opinion. He risks what people think about him, and speaks his mind.

So how are you going to lead? Time to learn from our four-legged friends!

Related posts:

1. Attention Employers: Your Employees Want, No NEED, A Coach Approach!
2. About ENERGY LEADERSHIP

Related posts:

1. Enjoy this video of my presentation at Mediabistro's August 4th Career Circus in NYC: "Optimize Your Career Search"

Watch it here.

Related posts:

1. CAREER FREEDOM: ESCAPE FROM THE RAT RACE June 23, NYC, 6:30-9:00
2. GETTING IN GEAR FOR YOUR JOB SEARCH
3. August 13, 2008

PRESENTED BY ACTS OF BALANCE AND CAREER INTERVENTION 
IN PARTNERSHIP WITH FORDHAM UNIVERSITY

Tuesday, ,July 28, 6:30-9:30 p.m.
Join career/business coaches Alan Cohen and Allan Fried for an engaging — and informative — evening, sure to leave participants energized, enlightened and filled with possibility as they pursue greater career satisfaction.


113 West 60th Street 12th Floor (Please have a photo ID)

$10 Fordham students/alumni and NY Business School Clubs;
$20 General Public
Pre-Registration Required: http://www.careerintervention.com/workshop

New York City is the most competitive city in the world and a rather challenging (and often unwelcoming) place for those with small dreams or unclear goals. Whether they be students, executives, doctors or actors, thousands of ambitious, success-minded people eagerly flock to “The City That Never Sleeps” with every intention of rising to the top of their respective field. But if one hopes to succeed in such a competitive and often chaotic environment, it takes more than just smarts and skills; it takes the outlook, attitude, and the game plan of a winner.

Talk to someone who has achieved greatness in their field (Lance Armstrong, Oprah Winfrey or Steve Jobs, for ex.) and you’ll notice that they don’t devote a lot of time to discussing their strengths, technical knowledge, or even how smart they are. They will, however, talk about the need to engage the mind, body and spirit in the quest for excellence.
This program provides concrete, easy-to-implement steps, actions and strategies that will enable you to hurdle psychological obstacles and break through personal barriers — regardless of your particular career focus — and quickly set yourself apart from the competition.

PRESENTERS

Alan Cohen, MBA and certified professional career and leadership coach, has more than 25 years of experience in business, with a specific expertise in the areas of public relations, marketing, human resources, training, and development. As the President of ACTS OF BALANCE COACHING (www.actsofbalance.com), a NY-based firm, Mr. Cohen helps executives navigate the changes in their respective businesses, and works with them on achieving greater professional success and fullfilment.
Most recently, Mr. Cohen served as the Director of Communications for the Broadway League. In addition, he was Director of Corporate Training and Development for Scholastic Inc., the international children’s media company, as well as the company’s director of publicity, where he served as a member of the marketing team on the enormously successful Harry Potter book series.
Mr. Cohen received his professional coach training from iPEC (Institute for Professional Excellence in Coaching), an organization for which he also serves as an Associate Coach Trainer. He works closely with the Public Relations Society of America, Media Bistro, F.I.T., and The Ladders.com, the Web’s premier job-seeking site (through which he offers interview-prep coaching, webinars and seminars). Mr. Cohen holds a BA in English and Theater from Connecticut College, and an MBA from Fordham University’s Graduate School of Business.

Allan Fried is a New York City based career coach (www.careerintervention.com) specializing in helping accomplished professionals generate (and demand) better compensation for doing the work they love. He has been described by his clients as “talented, Zen-like, and passionate” and they attribute their many successes to his intuitive ability to help them both discover and leverage their natural strengths.
Prior to becoming a coach, Mr. Fried spent almost 20 years as an executive and entrepreneur in the music business, quickly working his way through the ranks to the position of Vice President International at record label BMG, where he guided the careers of multi-platinum recording artists. Sensing rapid changes in technology, he joined the pioneering digital entertainment company Knitmedia as COO before launching his own entertainment marketing firm. Mr. Fried received his coach training from NYU’s Coach Training Program and Coachville’s Graduate School of Coaching, where he is also an instructor. He holds a BA from the University of Maryland.

Related posts:

1. June/July Career Workshops
2. Winning Your Career Game: The New Rules Workshop Monday, April 20, 2009, 6:30-9 p.m.
3. CAREER FREEDOM: ESCAPE FROM THE RAT RACE June 23, NYC, 6:30-9:00

As a certified executive leadership coach, working with many public relations executives and owners of small public relations firms, I can relate to the challenges faced by professionals in the industry today.

Before becoming a coach I was a PR practitioner for over 20 years, both on the agency and client side, which allowed me the opportunity to work on dozens of high profile campaigns — from Harry Potter to the Broadway stagehand’s strike — or in other words, from pure fantasy to harsh reality. I got into PR because my Dad was a publicist..yes, I wanted to be a publicist when I grew up (!). I thought it was glamorous, creative, exciting..would allow me to merge my interest in writing, with my love of theater and the arts (I really wanted to be an arts publicist, and I did get my wish!).

So, for many years, I enjoyed great success as a publicist, working in the arts, corporate sponsorship and with large media organizations, and for much of the time it was a great deal of fun..but then something changed. I started to feel burned out, drained of creativity and passion, no longer excited about the business that I loved so much years earlier. It had all become “same old, same old.” After 25 years of being in PR, what I decided I REALLY wanted to do was provide support to those in the business, and be the mentor and coach that I always wished that I had.

As a coach, I help PR executives stay at the top of their game and navigate the ever- changing landscape of their industries. I advise them on how to become more effective in business planning, budgeting and goal setting and turning around those difficult situations that may be placing a drain on inspiration, productivity and resourcefulness. I help PR execs bring out their most authentic selves and to be more creative and ultimately, more successful.

I help them focus on on their particular version of “the big picture” so that they can achieve whatever it is they’re striving for.

Coaching has many applications. Here are some good examples…

- leadership development
- on-boarding new staff
- team building
- communications skills (brainstorming, networking, pitching clients and press, integrating social media into the workplace)
- getting clear on goals and developing strategy

- enhancing skills and creativity
- work/life balance and time management
- how to leave the “crisis” in “crisis communications” in the office
- dealing with difficult bosses, staff and clients – including the challenges that arise with Gen X, Y, “Millennials” and Boomers in the same office

Other examples include:

- improving personal and business relationships
- resolving ethical issues
- creating a personal vision for your life and career
- stress management

PR is a great profession…but it doesn’t have to be SO hard…I’m here to help.

Related posts:

1. STAND OUT IN YOUR CAREER: An 8-Point Program for People Who Want to Rise to the Top, Tuesday, July 28, 6:30-9:30 p.m.
2. Coach Alan Cohen Featured in STATEN ISLAND ADVANCE, April 12, 2009
3. THE LADDERS.COM NEWSLETTER HIGHLIGHTS COACH ALAN COHEN'S SUCCESS WITH A CLIENT OF THE LADDERS TO LAND A GREAT JOB

CAREER FREEDOM:
ESCAPE FROM THE RAT RACE

When: Tuesday, June 23 2009 6:30 – 9:00PM


Where: Fordham University, Lincoln Center Campus. 12th Floor

Have you ever wondered why you were put on this planet? What your calling is? What is the career you would feel passionate about? You are not alone. More people than ever are strugling with these questions.

There is no reason to feel anxiety, frustrated, or stuck.

We have all met those people that love their work. They don’t even notice the difference between Wednesday or Saturday. This is not because they are workaholics, their careers are so aligned with who they are, it is effortless.

How would it impact your life overall, if you never felt like you are working?

Allan Fried and Alan Cohen, two of New York’s leading career coaches, have joined to create a workshop that will help you do just that.

During this engaging and hands on two-hour workshop you will have

0.A clear definition of what career freedom means to you.

0.Common myths about the rat race, why people stay stuck in it, and steps to get out.

0.Reasons why these people find their careers so inspiring.

0.Ways to stay in action even when you feel like quitting.

0.Specific techniques for starting the transition, once you know what you want to do.

0.A new sense of optimism and energy about your career and life.

We will stay around after the seminar as long as they will let us, and give FREE Laser Coaching Sessions to deal with your most urgent issues. (Laser Coaching is a brief highly focused coaching session that cuts right to the chase, so you can move into immediate action.)

As an added bonus all participants are invited to a free exclusive telecass, where we will answer any questions that have come up for you, once you have put what you learned into practice.

Who should come to this workshop?

0.Individuals that are currently in a job they can’t stand and believe they are trapped.

0.Individuals who are tired of complainging about their work situation and are ready to take action.

0.Individuals who have lost their job and want to use it as an opportunity to springboard into somethhing new or different.

0.Individuals who are in a career they like and feel low on energy. You know you are not achieving anywhere near your potential.

0.Individuals who achieved significant success and are asking “Is this all there is?”

By now you are wondering what’s the catch. This must cost $100 or more.

Our goal is to help as many people as we can. We want to make coaching affordable and accessible to give everyone the chance to feel passionate about their work. Imagine how different the world would be, if everyone woke up eager to go to work.

Thist is why we are virutally giving this workshop away.

$10 For NYBSC/Fordham Students and Alumni
$20 General Admission.

Don’t forget about these additional bonuses:

0.Free Laser Coaching.

0.Conference Call Follow Up.

0.7 Power Steps you can take to bring you career freedom.

PRESENTED BY
 ACTS OF BALANCE AND CAREER INTERVENTION 
IN PARTNERSHIP WITH FORDHAM UNIVERSITY

Advance Registration Required: www.careerintervention.com/workshop

Related posts:

1. June/July Career Workshops
2. Enjoy this video of my presentation at Mediabistro's August 4th Career Circus in NYC: "Optimize Your Career Search"
3. Winning Your Career Game: The New Rules Workshop Monday, April 20, 2009, 6:30-9 p.m.

I am pleased to announce that today I received the proud distinction of being an Associate Certified Coach through the International Coach Federation, adding to my Certified Professional Coach credential. This designation ensures the highest standards for the coaching profession set out by the ICF.

Public Relations Society of America Counselors Academy

I just returned from California where I participated in the PRSA Counselors Academy conference. I was so proud to be a part of this event, which brought together thought leaders from around the world, who are leading the public relations industry. Talk about a group that is really seizing opportunities amidst this challenging economy! I look forward to serving the public relations industry, as both an executive coach, as well as p.r. advisor to small businesses

Related posts:

1. Upcoming Events, May 2010
2. What’s Your Leadership Energy Level?

Workshop Registration
CAREER WORKSHOPS PRESENTED BY ACTS OF BALANCE AND CAREER INTERVENTION
IN PARTNERSHIP WITH FORDHAM UNIVERSITY

CAREER FREEDOM:ESCAPE FROM THE RAT RACE
Tuesday, June 23, 6:30-9:00 pm
Networking 9:00-9:30 pm

Fordham University
Lincoln Center Campus
113 West 60th Street 12th Floor
(Please have a photo ID)
$10 NYBSC/Fordham Students-Alumni/$20 General Public
Advance Registration Required: www.careerintervention.com/workshop

Are you ready for your dream job?
Do you want to get out of your own way?
Have you been thinking about making a move but not taken any action?
If you feel stuck in your career, and are ready to do what you were put on this planet to do ……then this workshop is for you!

Define success on your terms
Uncover some of the obstacles and challenges that may be in your way, including your thinking about what is truly possible for yourself.
Create your vision of career freedom

SEIZING CAREER OPPORTUNITY:STAND OUT IN THE CROWD

Take Charge of Your Career and Turn Challenge into Opportunity.
Tuesday, June 28, 6:30-9:00 pm
Networking 9:00-9:30 pm

Fordham University
Lincoln Center Campus
113 West 60th Street 12th Floor
(Please have a photo ID)
$10 NYBSC/Fordham Students-Alumni/$20 General Public

Advance Registration Required: www.careerintervention.com/workshop

Whether you’re currently in transition, looking to make a move to a similar or different industry, or wanting to move ahead in your current position, this workshop will prove invaluable.
Develop your personal brand.
Uncover the opportunities you’ve been missing.
Discover how challenges and obstacles may be your greatest opportunities.
Leave with actions you can take that will move you in the direction of your dreams.

Join career coaches Allan Fried and Alan Cohen for these engaging workshops; they share many of the same tools and methods they use in their practices with their private clients.

Related posts:

1. CAREER FREEDOM: ESCAPE FROM THE RAT RACE June 23, NYC, 6:30-9:00
2. STAND OUT IN YOUR CAREER: An 8-Point Program for People Who Want to Rise to the Top, Tuesday, July 28, 6:30-9:30 p.m.
3. Winning Your Career Game: The New Rules Workshop Monday, April 20, 2009, 6:30-9 p.m.