Tuesday, December 1, 2009

Brisbane Graduate School of Business

Brisbane Graduate School of Business is home to ‘Australia’s Innovative MBA’ and provides well structured postgraduate courses to help prepare you with the management skills needed to contribute effectively in the various fields of Business. We invite you to explore the following pages for more information about the BGSB and our programs.

Courses :
Postgraduate business courses
Master of Business Administration (MBA)
Master of Business (MBus)
Double degree options
Graduate certificates
Doctor of Business Administration (DBA)

more details : www.study-australia.info

International University of Japan

From our vantage point in the heart of Asia, we offer a unique perspective of the world in a lively global setting. At the International University of Japan, our culturally diverse campus, coupled with our location and our insight into Asia, will enrich your educational experience. After two years at IUJ, graduates have not only an MBA, but a unique global perspective, real-world international management experience, and a powerful business network in Japan and in the 80 other countries worldwide where IUJ alumni are government and business leaders. This is the IUJ advantage.
Demand for IUJ Graduates. IUJ graduates are more qualified than the average MBA. They have worked with Japanese and multinational companies during their MBA program. They also have the experience of living and working with classmates from over 50 countries, many of whom are accomplished businesspeople and public servants. An international orientation and cross-cultural communications skills, when combined with a world-class practical education and proficiency with the most advanced technology, make IUJ graduates highly attractive to employers. The IUJ experience is both Japanese and international. IUJ's location in Japan is ideal for an MBA program with a distinct Asia focus. IUJ's rural location allows students to experience the wonders of traditional Japanese culture. Cosmopolitan Tokyo, arguably the most fun, and definitely the trendiest city in the world, is easily accessible via bullet train. Students have academic and business opportunities in this world financial center.
Our MBA puts top priority on your business career. Passport to your chosen career opportunities, top companies recruit IUJ MBAs. Support from a global network of Alumni, world-class faculty, regional communities, multinational corporations and governments. Move to exciting management careers in: Finance, Marketing, IT, HR, Accounting, Operations, Consulting, General Management and More...
more details : www.study-japan.info

The undergraduate program (Faculty of Commerce and Management) - Japan

The undergraduate program (Faculty of Commerce and Management) has been responsible for research and education in the fields of commerce and management; areas that have been central to the research and educational activities carried out by Hitotsubashi University since the days when the school was known as Tokyo Business University. The research performed by faculty members has for many years been regarded as research of the highest standard in the fields of commerce and management. Moreover, this meticulously and systematically organized research has become the basic content of the faculty’s educational curricula. Achieved through the faculty’s high standards of research and education, the cultivation of individual talent has been making a large contribution to Japan’s industrial progress, and the program is highly regarded by both academia and industry, as well as society at large.
The undergraduate program (Faculty of Commerce and Management) is currently made up of two departments, the Department of Business Management and the Department of Commerce. The main areas of research and education within the Department of Business Management are corporate activity and associated administrative problems.

Department of Business Management ( Business Management and Accounting Area) 3 Programs

Department of Commerce (Market/Money and Finance Area) 4 Programs
more details : www.study-japan.info

Ritsumeikan University - Japan

A number of public issues have emerged from instability in the political, administrative and economic structures which have traditionally supported society. In this era, there is a need for human resources who are capable of dealing with public issues based on an accurate understanding of the issue in question, and have been trained to think, evaluate, judge and act with a sense of personal responsibility.
more details : www.study-japan.info
Since its foundation as the Kyoto School of Law and Politics, RU has more than 100 years of tradition and a history of tailoring education in response to society’s human resource needs. The Graduate School of Public Policy was established to foster human resources who can think, evaluate, judge and act to tackle public issues in the tradition of the Kyoto School of Law and Politics.

more details : www.study-japan.info

Since its founding in 1950, the Ritsumeikan University Graduate School of Law has produced researchers who excel in their field. In recent years the school has been putting its energy into educating high-level legal professionals. With the building of a new law school, new internship programs, and other exciting developments the Graduate School of Law is working together with society as we enter the 21st century.

Researcher Training
The Research Course trains researchers to be adaptable in the next generation, and encourages them on to doctoral studies. In the constantly changing academic atmosphere of Law and Political Science, the school aims to produce independent researchers with a wide base of research prowess who are able to carry out research tasks on an international scale. This course engages in systematic education and training to develop research capabilities, and promotes further education and branching out into other fields.

The Practical Law Course uses the basics learned in undergraduate study and examines cases objectively, exploring possible applications of legal code, in a structured approach to acquiring understanding and familiarity with legal theory, in preparation for the National Bar Examination.
The Law and Politics course trains professionals and International Law specialists well-versed in various technical functions related to industrial and civil-service fields, internationalization and computerization. Continuing education is also offered for working people.

The Graduate School of Sociology was established in 1972 to provide a varied approach to advanced studies in applied sociology for students interested in pursuing academic careers as well as those interested in careers in research institutes, business, mass media, and the public sector. Courses are divided into three major subject areas: contemporary society; humanity and culture; and human development and social services. The program is designed tp provide a theoretical understanding and analysis of contemporary social issues.

In 1991, a two-year M.A. evening program was established for working people to pursue advanced research in sociology. In 2000, enrollment was expanded to accommodate 60 students each year in the master's program and 15 in the three-year doctoral program. Study at this level is based largely on fieldwork, where students choose research themes that have a direct impact on contemporary social issues.

Note: For detailed information on the Graduate School of International Relations, please visit their English-language homepage:

The Graduate School of International Relations has developed a flexible and interdisciplinary curriculum to approach the problems facing international society from a variety of perspectives through our “3 plus 1” programs.

Global Governance Program

Globalization has generated a crisis in the governance capabilities of nation-states. This program focuses on how international society should tackle emerging challenges that a nation-state is incapable of handling by itself, including ethnic and religious conflicts, international crimes such as terrorism and human and drug trafficking, environmental degradation and the spread of infectious diseases.

International Cooperation and Development Program

The economic disparity between rich “North” and poor “South” countries is widening. There is a pressing need for solutions to problems arising from the “North-South” divide and for the establishment of a new international economic system. Students in this program study the political and social background of these problems as well as policies aimed at sustainable development and poverty reduction.

Multicultural Understanding Program

The world is becoming more unified with the rapid progress of Information and Communication Technology (ICT). This program examines the impact that the unification of the world through globalization has on cultures and identities of individual countries and societies.

Global Cooperation Program

This program enables students to participate in English-language discussions with fellow students from all over the world. It also seeks to promote networking while training young leaders who will play leading roles in the field of global cooperation. On this unique Master’s program, all subjects are taught in English, and courses have been designed to meet international graduate school education standards.

Amidst increasingly complex applications of policy issues, irregular political actors, and fading borders, the Graduate School of Policy Science aims to deepen the understanding of today’s policy problems, thereby improving practical problem-solving capabilities.

A New Type of Research Training: “Research Projects”
The Graduate School provides many opportunities to do joint research projects with several faculty members. These projects are based on such themes as corporate activities, education, welfare, environmental protection, information technology, internationalization, and urban planning, and may also involve collaboration with industry, government bodies, aid organizations, and international research organizations. The applied research instruction style of the Graduate School of Policy Science involves participating in collaborative research, gathering research materials, learning new research techniques, gaining experience and knowledge, and seeking higher standards of research.

Common Lectures to Support Research Projects
The school holds lectures to ensure the acquisition of foundational ideas, theories, and information that may not be dealt with in one’s research project. Above and beyond offering opportunities to objectively examine certain research, these lectures promote the acquisition of skills for approaching other various policy issues. Topics such as policy processes, analysis, and design are covered. Furthermore, these lectures help to develop the intuition to correctly assess social situations in real time.

With over 50 years of experience, this school has been conducting both specialized and comprehensive research in a range of humanities fields. The Graduate School of Letters aims to educate researchers who stand at the forefront of the academic world, able to competently navigate a number of different fields.

The master’s program includes majors in Philosophy, Psychology, Japanese Literature, Eastern Thought, English Literature, History (Japanese, Eastern, Western), and Geography, as well as the Institute for Human Science (language, formative culture, regional culture). Students receive individual instruction regarding their chosen theme in addition to lectures in their field of study.

The doctoral program includes the Institute for Human Science, and such majors as Western Philosophy, Psychology, Japanese Literature, Eastern Thought and Literature, English Literature, History, and Geography.

Since its founding, the Graduate School of Letters has been accepting students from different universities and the workforce, and welcomes those with inquiring minds and a sense of social awareness.

In the 21st century, human support services will become even more important in fields including medical services, welfare, health, child raising, child care, family relations, education, and psychology. In both public and private sectors, NPOs and NGOs have begun to cooperate with each other to offer support services, and new qualifications are being introduced for official recognition by specialists. Due to this, there is a growing demand for research on the organizational processes of human service providers at large in terms of management, consultation, and assessment. The Graduate School of Science for Human Services offers a curriculum that emphasizes case studies and wisdom gained through clinical work to teach not only the theories and methodologies of support service but also the issue of "support to the supporters," and the processes of constructing a support system. In this way, the school trains professionals who have the capacity to play a leading role in various fields of human support.

The curriculum of the Graduate School of Science for Human Services is designed to produce professionals who can contribute to the development of human support activities, and is based on the following concepts:

First, the curriculum is aimed at establishing and pursuing the principle of applied human science, a discipline that will become increasingly important in the 21st century as the need for human support services grows. More specifically, the curriculum makes it possible for students, through the social sciences, to understand the macroscopic development of human support services. At the same time, it sheds light on the microscopic nature of direct and indirect human support services through practical work (personal fulfillment) in association with quality of life (QOL) and a human science approach.

Second, the development of professionals who have an outstanding ability to sympathize with and understand others is emphasized. Therefore, the curriculum focuses on the effective integration of a macroscopic, social-science viewpoint with the techniques of human support services.

The Graduate School of Language Education & Information Science is a professional school that combines the study of language instruction, linguistics and communications studies. The school was established in April of 2003 and provides high level training for future Japanese and English language instructors who plan to teach at home or abroad.

Language Education Course
The English Education Program gives students practical training and develops their communication skills. Teaming up with the University of British Columbia in Vancouver, Canada, the program offers students the chance to receive TESOL qualification.

For working professionals, the program offers evening and weekend classes in a special two-year program. Furthermore, the Distance Education system allows you to take classes in realtime at our locations in Osaka (Yodoyabashi), Kyoto, and Shiga.

The Japanese Education Program trains future Japanese language teachers through both lecture and practicum the skills they need to be prepared in both a Japanese and international classroom.

Language Information Course
Building on theoretical linguistic skills and emphasizing sociolinguistic fieldwork and computer-aided corpus linguistics, this course trains researchers to investigate current topics in language learning and Information Technology and Communication (ITC).

The twentieth century was a time of vast scientific advancement and progress, and simultaneously a time of conflict and starvation. As the segmentation of scholarship progressed we began to lose sight of the big picture. Ritsumeikan University has developed the Graduate School of CoreEthics and Frontier Sciences to conduct integrated research, to work with researchers and planners on the frontlines across a number of disciplines in seeking solutions to universal problems. CoreEthics is based on four central themes: Publicness, Life, Socio-cultural Symbiosis, and Representation.

Diverse projects interwoven into a new graduate education
12 full-time faculty members use project-based research to help students step beyond conventional academic disciplines.

During their first and second years students take part in project seminars as sub-members, while developing the basic skills needed for research work. At the end of year two students focus on a preparatory doctoral thesis from which the student then advances becoming a formal joint researcher. The student then assumes a central role in project management, and can participate in symposiums and give presentations outside of the classroom.

Support courses for practical research skills
These are seminars developed to give the next generation the practical skills they need to conduct research and present results. The courses develop skills in using IT equipment, academic writing in Japanese and English, and management skills for organizing research activities.

The Graduate School of Economics offers a cutting-edge multimedia environment to educate and train future business leaders and economists for the new century. The "Cyber Dealing Room," a facility that opened in 1999 with computers that simulate investment action and financial markets, offers students valuable preparatory experience. Students in the two-year master's degree program can choose from five research programs including public finance and tax programs. Graduates of other programs gain employment in various professions, whether as public servants, teachers, researchers for private institutes, licensed tax accountants or certified public accountants. The completion of three additional years of theoretical and practical studies leads to a doctorate and the opportunity to teach at the university level, or alternatively, take on other high-level responsibilities in our global society. In September 2002, the Master's Program in Economic Development (MPED) was established to give international students the chance to earn their MA in Economics in an English-language environment.

The Graduate School of Business Administration challenges the new generation of business leaders, merging economics, science and engineering while being attentive to industrial-governmental-academic relations. The School is training 21st century entrepreneurs through the newly founded Professional Course.

more details : www.study-japan.info
Acquiring Skills through Simulation and Case Study
The master's Professional Course curriculum is designed to foster basic skills through core courses (marketing, finance, management, etc.), continuing on to the Career Intensive Program (entrepreneur , marketing, international business administration, personnel affairs, accounting). Classes are held using practical educational strategies such as case studies, simulations, and group projects.

more details : www.study-japan.info
Individuality and Network-building
Networking is integral to business, and a sense of identity is essential for networking. The Graduate School of Business Administration puts an emphasis on individuality, and career development. Out of 60 graduates in the year 2002, over half were over the age of 25, 40 percent were women, 30 percent just began their Business Administration studies, and 20 percent were international exchange students.

more details : www.study-japan.info

Graduate School of Business Administration - Japan

The Graduate School of Business Administration challenges the new generation of business leaders, merging economics, science and engineering while being attentive to industrial-governmental-academic relations. The School is training 21st century entrepreneurs through the newly founded Professional Course.

Acquiring Skills through Simulation and Case Study
The master's Professional Course curriculum is designed to foster basic skills through core courses (marketing, finance, management, etc.), continuing on to the Career Intensive Program (entrepreneur , marketing, international business administration, personnel affairs, accounting). Classes are held using practical educational strategies such as case studies, simulations, and group projects.

Individuality and Network-building
Networking is integral to business, and a sense of identity is essential for networking. The Graduate School of Business Administration puts an emphasis on individuality, and career development. Out of 60 graduates in the year 2002, over half were over the age of 25, 40 percent were women, 30 percent just began their Business Administration studies, and 20 percent were international exchange students
Master's Program
Mathematics and Physics Major Integrated Science and Engineering
Advanced Science and Engineering Major
International Technology and Management Program
Advanced Information Science and Engineering Major

Doctoral Program
International Technology and Management Program

more details : www.study-japan.info

Department of Business Administration - Aoyama Gakuin University - Japan

Students acquire assured wisdom and the ability to act to create a new market as a business entity.
How do businesses, which are interrelated with society and markets, evolve? Business administration is a field of study for scientifically and theoretically explaining actual corporate activity and for proposing their ideal form. A step inside the generally-defined area of "business administration" takes you into the three areas of business administration, trade and marketing, and accounting. These three areas together support the sound development of businesses. In the Department, students receive a well-balanced education in these three areas and can acquire theoretical and practical skills for realizing "better management." During their third year, students select courses from a vast array of courses in light of their perceived future careers. In the courses on accounting/finance, which is a study primarily based on the corporate perspective, students will study the accounting field, which is the common language of business, and the finance field, which pertains to the procurement and management of funds, in order to enhance their professional skills. Moreover, in the courses on strategy/management, which is a study based on the perception of international markets, students will analyze management data, devise strategies to solve issues that were raised as a result of conducting these analyses, and envisage management of an organization for putting these strategies into effect, in order to enhance their professional skills.

more details : www.study-japan.info

McGill MBA Japan program

For almost 200 years, McGill University has distinguished itself as one of the world's great public universities, renowned for outstanding students, professors and alumni, for achievement in teaching and research, and for its distinctive international character and reach. The McGill MBA Japan program brings those rich traditions of excellence, in addition to the over 100 years of business education and management expertise, to Tokyo in a unique format that meets the needs of today’s working business professional.
The McGill MBA Japan program is a two-year 60-credit program delivered to the same standards as the full-time MBA program offered on McGill’s Montreal Campus in Canada. The MBA Japan Program’s weekend commitment, however, lets you continue to work full-time so that you can convert new knowledge directly into creative solutions to help you reinvent your work, your ideas, and your future, right from the very first class.
The McGill MBA has received significant international attention for its strong global perspective, the dynamic structure of our program, and the accomplished students bringing life and experience to our program.
Global perspective
At McGill, we pride ourselves on the global quality of our education. Today's graduate-level management education must position itself in the world economy, and we have been featured in surveys by the Financial Times, Le Figaro, Business Week, America Economia and Canadian Business.
At the same time, the McGill MBA is among the most 'international' MBA programs, with nearly half of our students coming to us from abroad. The MBA Japan Program continues this tradition of internationalism in Tokyo, described by William Gibson as “the global imagination’s default setting for the future.”
Likewise, two thirds of Desautels faculty members join us from across the world - representing some 15 different countries - they have taught, studied, and practiced professionally in many more. All are actively involved in a range of international research and teaching projects, bringing a wealth of experience into every classroom session.
more details : http://study-japan.info


The McGill MBA Japan is designed for high-achieving, ambitious students interested in making a real impact with their careers. McGill’s Desautels Faculty of Management seeks applicants with strong managerial potential.
Admissions are based on many factors. Your undergraduate degree (minimum GPA 3.0) and any further academic qualifications are important indicators of intellectual ability and likelihood of success in our program.
Candidates take the Graduate Management Admissions Test (GMAT) in addition to the TOEFL, if applicable.
A waiver of the GMAT can be considered for applicants who demonstrate significant academic achievement and or substantial quantitative ability. Waivers are not automatic and will only be considered upon request from the candidate after his or her application has been received.
Applicants must have a minimum of two years of relevant full-time work experience after their undergraduate degree. The admissions committee is also interested in your extracurricular interests and letters of reference. Qualified applicants will be invited to an interview with an alumni or staff member.
Note: Admission to the McGill MBA Japan program is based on a combination of work experience, academic background, standardized tests, and the results of an interview. Candidates with extensive employment experience and/or advanced academic credentials may have certain criteria waived. Please contact our office to discuss your application. more details : www.http://study-japan.info

Friday, October 10, 2008

Management Course study-canada.info

Dare to be Different When Planning Your Budget

As publishers are looking toward next year’s plan they may be feeling a little queasy. After looking at budget figures most of this year that have been lower than expectations you may be approaching next year with some caution. While that may be safer (and maybe more realistic) your shareholders are expecting you to lead the company to increased revenues and better margins of profit next year regardless of world economic conditions. Their other investments are going south so they are looking to you to perform. That’s why you get paid the big bucks.

Independent owner/operators of papers may have a more understanding shareholder, however, their task remains the same as publishers of chain owned papers, increase revenues and improve profits. Your family is depending upon you to keep your investment in your paper secure while improving your lifestyle.

Either way, one of the first things you should do is learn some ways to relieve stress because next year could be one of those years. (Send me an e-mail and I will e-mail you a copy of an article from our Health & Fitness special section, 10 Quick & Easy Ways to Manage Stress).

Following are some things to consider when you are preparing your budget and plans for next year.


If you are really going to have an impact on your revenue or budget for next year you must decide to do something different. You can’t increase sales by 10% by doing the same thing you did this year. Honestly, if you do the same things you did this year you will probably end the year with a decrease in revenue.

· Consider new separate products for your business. I am not suggesting you stray too far away from your base product, but consider new products that can generate revenue. Some examples are:
o Rack distributed pieces that are targeted at a specific reader including tourist guides, restaurant guides, real estate, area information books, etc.
o Direct mail products that are targeted at a specific demographic including high income households, business to business, specific zip code, etc.
o Glossy coupon books. Deliver this product as a separate book from your paper or as an insert with extra distribution.
o Generate revenue from your web site. If you have a web site that is getting a lot of hits you can sell links or banner ads on your web site.
Whatever new products you decide upon, you will be more successful with a dedicated sales staff just for these products. A half-hearted effort on a new product will provide half-hearted results.

· Consider new in-paper promotions for your paper. Put a new twist on the “same old” pages you do every year. Some examples are:
o Sell weekly directories for web pages or local e-commerce. Many of your local advertisers have invested in a web page and now need to drive traffic to it but don’t know how. Help them out by putting together a directory of local web pages. This can be a great tie-in with selling links to their sites from your web page.
o Run a yellow page directory. Using yellow ink over a page, sell some of those accounts the yellow pages have as huge advertisers. This might open some doors for advertising from attorneys, physicians, mortgage companies, insurance, furnaces, electric contractors, dentists, etc. Take a minute and go through your yellow page directory and look at the ads from those categories. Many of these businesses are spending $15,000 a year and more in phone directories.
o Produce new special sections. Try some topics like Death & Dying, Summer Cookout, Pet Care, Family Life, etc. They will be popular with your readers, (58% of households own a dog or a cat) but you need to gain advertising support. Maybe they start as a few consecutive pages in the paper or a single page for a few consecutive weeks instead of a complete separate section. Don’t be stuck in the rut of doing the same tired sections every year. Some you may be doing now may need to be put on the shelf for a while. If they are dropping in page count every year and becoming harder to sell, it may be time to shelve them for a year or two and replace them with something different.
o Add exciting promotions to your paper. Give away a trip to Hawaii or a 2-year lease on a Lincoln with a multiple week giveaway drawing that draws consumers into local businesses to register. Host a business expo or job fair at a conference center supported by a separate section. My favorite promotion still is a crazy day sale. The paper attaches numbers to each paper delivered that the consumer takes around town on a specific “crazy day” to match their number with one posted in local businesses to purchase an item for $1 if the number matches. This is fun to sell and gets everyone walking around town with your paper in their hands. I love it!


If you are really going to have an impact on your bottom line for next year you must decide to do something different. You can’t improve profit by 20% by doing the same thing you did this year. Honestly, if you do the same things you did this year you will probably end the year with a decrease in profit.
My prediction for next year is...your cost of doing business is going to increase. I don’t need to be a prophet to know that costs are going to increase and in order to just stay even you either need to raise revenue or reduce cost. Maybe you better try a little of both.

· Evaluate everything you spend money on. In 1976 or 1977 Jimmy Carter talked about a zero-based budgeting plan. I liked the idea. The plan was to take every expense to zero and justify the expense. Would you buy it all over again? I don’t remember that Jimmy ever did anything using his plan, but I still liked the idea. Do you really need to spend money on five art services or would four be sufficient? Are the local events you sponsor still providing the return you expected or are there other events that could use your help that would give your paper better exposure for the sponsorship fee?
· Are your suppliers earning their way? Are you paying competitive prices for newsprint? Are you using the same suppliers for you have always used just because you have always used them? Do other suppliers offer a more competitive package or better material for the same or less money?
· Evaluate your staff. Do you really need 57 writers on staff or can some of the material be generated from contracted writers or services? Are your classified ad people sitting around waiting for the phone to ring or are they generating business with outbound calls to renew ads or sell new ads? Are your salespeople planning their sales calls before they hit the road to make the most of their time? Have you provided training for your managers? Often, we will promote a great salesperson to a sales manager without providing any management training and then wonder how this great salesperson turned into such a mediocre manager. That is OUR fault. You will see improved production and improved morale when a manager who understands how to lead people supervises your staff.
· Is there computer software, computer hardware or equipment that you can purchase that can help your staff operate more efficiently? Evaluate these as a capital expense and determine a return on your investment. If it saves you money and you can pay for the expense with improved savings in wages within 24 months. You should definitely consider the purchase. Write down how this purchase will save you money and make sure you follow through with the plans to reap the savings. Too often, managers justify an expense with a projected savings and then do not follow up on the process to realize the savings they projected. If the ROI is over four years you should probably pass. Save your money to spend on upgrades that will pay for themselves. www.study-canada.info

Management Course China

Role Models For Your Staff

Any department in your paper that has more than one person has a staff leader. This single person controls the attitude of most of the staff within the department. You may think (or hope) I am referring to the Department Manager. I am not. I am referring to that headstrong staff person within the department. In sales, it may be the top salesperson. In other departments it may be the veteran staff member.
Management doesn’t appoint these people as team leaders. This is either a self-proclaimed position or one that is thrust upon them because of their good performance or strong personality. These people set the pace for the department (good or bad). Their attitude and performance determines the outcome of a project more than the hard work of the department manager. They are the role models everyone else patterns their behavior after.
Once you determine who the role model for the department is you should work with them to develop great role model characteristics. Help them develop the work patterns and attitudes you would like to see modeled for the entire staff. Involve them in decisions for the department. Use their leadership to help create a stronger department.

Top Performers resisting Role Modeling

Despite what basketball legend, Charles Barkley once said, leaders are role models. No one likes to have every action (and reaction) judged but despite their reluctance if they are a leader, they ARE a role model. People around them watch and judge everything they do. Peers, subordinates, co-workers and of course, supervisors all watch how the leader acts and reacts in every situation.
In sales, as in basketball, the leadership role is assigned to the top performers. New salespeople approach their career with enthusiasm and a desire to be the best. They are attracted by the promise of the “big bucks” that result from being a top performer themselves. Often, they look for a mentor to pattern their future success after. During Michael Jordan’s playing days, rookie NBA players along with young people around the country wanted to “Be like Mike”. They looked toward a mentor that that they could pattern their style of basketball play after. Similarly, rookie salespeople want to be like the top performer on the sales force.
Like Charles Barkley, some top performer salespeople don’t want to be role models. They are reluctant to accept the responsibility of being the leader and modeling the performance of the “perfect” salesperson. Their reluctance is usually due to the pressure of having everything they do being watched and judged. It is easier to be viewed as a top performer when the only thing that others look at is how many points you score (or sales you close). It becomes more difficult to retain the top performer position when everyone watches your performance both on and off the court. Despite the top performer’s resistance to accept the role model position, if he/she is the top performer they are setting an example that others will follow. They may be setting a good example or a bad example but either way they are setting an example.

Top Performers accepting Role Modeling

Some top performing salespeople are thrilled to accept role modeling. They enjoy sharing ideas and helping the rookie salesperson get started in the right direction. They remind me of David Robinson of the San Antonio Spurs. When the Spurs drafted Tim Duncan, David willingly became the teacher helping the rookie adapt to the new surroundings in the NBA and turn around a losing franchise in to the world champions just 3 years later.
Top performers in your organization who willingly accept role modeling can be your company’s best asset. Following are some tips I have given top performing salespeople to help them become great role models.
· Guard your tongue – Always speak positively about your customers, your co-workers, your company and its leaders. Don’t use foul or inappropriate language.
· Be Nice - Treat everyone with respect. Poor role models often have a higher value of themselves than others. Everyone in your company has an important role in the team’s success. Great role models recognize that and encourage those around them to strengthen the team.
· Work harder than anyone else – Expectations are high for the top performers. Everyone watches their work ethics and is quick to criticize any misuse of time or company assets. Great role models get to work earlier, have shorter lunches and stay later than average sales performers. They don’t waste time during working hours surfing the Internet, wasting an hour deciding what everyone is doing for lunch or playing games on their computer.

The results of top performer David Robinson’s role as the teacher paid big dividends to the San Antonio Spurs. A top performer in your organization willing to be a role model can help develop your team into world champions.

Here is a quote to remember: “Be a light, not a judge. Be a model, not a critic.”
Steven Covey, Business consultant www.study-china.info

Management Course China

Expectations For a Manager
During the 22 years I spent running papers I discovered some characteristics that I found valuable for my department managers to possess. I didn’t want them to just be a boss. I expected them to be leaders. My expectation for the management staff was high and I was seldom disappointed. I always clearly shared my expectations with them and they responded. My staff and management were always highly regarded in the office, in the community and in the industry.
I want to share with you some of my expectations for managers and supervisors as they lead the people at your newspaper and shopping guide.

Be a Positive Leader – You will set the tone for the entire staff in your department. If you are down and acting as if you are fighting against the world your staff will feel that same way. Your example is the personality reflected throughout the entire department. I expect you to be a positive leader. You are always setting an example for your staff to follow. Is it a good example, or a bad example?

Be a Follower – As the manager and leader it is your responsibility to see that everyone follows the procedures set by our management team. This is difficult at times, especially if you don’t agree with the procedures. You should share your opinions when the policy is being set. However, once the policy or procedure is set it is your responsibility to make sure it is followed.

Be a Teacher – Help your staff learn to do their job better. Share the workload without being the one who does all the work and keeps all the glory. Generally, people like to work hard and be a valuable contributor to the success of the business. After all, this is their place of employment too. They like to work for a successful business and they love to contribute to that success. Encourage them to learn more about their work. Give encouragement to those who perform well. Reprimand those who do not perform well. Nobody likes to work with a slacker. The workload has to be picked up by those who are performing well. It is not fair to punish people for doing their job well to cover for those who aren’t carrying their load.

Be a Student – Always schedule time to study. You must try to improve your personal performance by learning to do your job well. As a manager, your job is to accomplish the goals of the company through people. “Getting things done through people” is a complete description of a manager. Spend time reading and doing research to improve your management skills.

Change Everything – Never accept the answer “That is the way we have always done it.” Be willing to improve every way we do business. In order to remain competitive in today’s marketplace we must be ready to change the way we do business in an instant. Always look for a better way. Always justify the expense. Make the task more efficient. Make the task easier. Make the task less costly. Improve working conditions. Improve the quality. Always justify the expense. Always look for a better way.

Never Compromise Integrity - Always be fair. Treat staff and customers with respect. Treat them the way you expect to be treated. Always be honest. Never lie to a staff member, customer, supervisor or yourself. Always be nice. You can create enemies with your attitude. You can also create friends with your attitude. Always respect your staff. Loyalty and dedication to the job come from loyalty and dedication to the boss. These attributes come from the example you set. Are you loyal and dedicated? Most importantly, do you appear loyal and dedicated? Your actions are under constant scrutiny. Never speak a bad word about your staff, your customers or your company and its management.

Dave Baragrey is a business consultant and sales trainer for Publishers-Edge, a Special Section syndicate for print and on-line special sections, and Consulting business specifically designed to help newspapers and shopping guides.


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Tips for Team Building
By Dave Baragrey

As football season begins we watch college teams prepare for another season of gridiron action. We see the news reports and speculations of what teams are expected to win the most games based on their talent, yet every year, despite a constant turnover of players some college teams are ranked in the top 25 regardless of the talent of their players. They have developed a winning tradition that follows year after year. What is the “magic” that keeps these teams in the top 25 every year? How can your paper, despite a frequent turnover of players, continue to be ranked in the “top 25” year after year? There are things we can learn from college football coaches.

Practice the Fundamentals

Everyday at football practice the players run through drills to make sure they know their role on every play. How is your staff training scheduled? We usually do a good job of training our sales force, but what about the rest of the team? Football teams don’t only work on training the running backs and wide receivers, they have to make sure everyone on the team is well trained.

Most publications do a reasonable job of initial training of their production staff but often the training stops there. They seldom offer any on-going training program. Most state associations offer production training sessions at conferences occasionally at a reasonable cost to your paper. If your association doesn’t, let them know the type of training you would like to see more of at the conferences.

What about the quarterback? One of the most overlooked areas of training at papers is the training of their front line managers. Often, we promote a great salesperson, comp artist or other deserving staff member to the role of department manager without providing the proper training to teach them how to manage their staff. We then wonder what happened to his great salesperson that is now a mediocre manager. The quarterback (dept. manager) of the team needs training in how to call the plays and how to motivate the team to perform their job well on every play.

Go Over the Game Tape

After every game the team watches game tape to see what they did wrong and right in the last game. At your paper, do you have the staff go through the game tape (the previous published paper) to praise them for an assignment that was completed well and to let them know about a blown assignment?

Steaks Dinners for the Offensive Line

We report on the game and describe all the great plays the quarterback, running backs and wide receivers made, but the linemen get no glory. Great quarterbacks treat their linemen to a steak dinner because they know that without their blocking the big plays have no chances of being successful. The linemen continue to work hard every week to protect the quarterback because they know he appreciates their work in the trenches. Is your quarterback (the dept. manager) giving the linemen (dept. staff) the positive reinforcement they need for top performance in the next game?

It is amazing what a kind word recognizing a job well done does for the attitude of your staff. Unless you are paying your staff 3 million dollars a year plus a signing bonus, you need to provide positive feedback that makes them feel an important part of the team.

No Breakdowns in the Line

Every member of the team has a specific duty on each play. If just one breakdown occurs, the play can be ruined. If the offensive line misses a block the quarterback is sacked. If a defensive back blows the coverage, the opposing team completes a long pass for a touchdown. Despite the best plans, if an assignment is blown, the opposing team can score. Team members must complete their assignment for the play to be successful.

At our paper, we can’t afford for individual team members to blow their assignment. If the salesperson does a great job of researching information, preparing the presentation and convincing the client to buy advertising in your paper, the play can be blown by errors in composition, poor printing quality or non-delivery of the paper to the consumer.

Team members need to know how important their role is in the success of the team. If they feel that their performance doesn’t matter to the success of the team they will start missing blocks and blowing tackles that will allow the competition to score.

Here is a quote to remember:
”If anything goes bad, I did it. If anything goes semi-good, we did it. If anything goes really good, then you did it. That's all it takes to get people to win football games for you.”
Paul Bear Bryant, Former football coach, University of Alabama

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