March 2011 - Business Law & Order - A. Reed Newland
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The document discusses several challenges and considerations for living and doing business overseas, including: 1. Language and cultural differences can lead to misunderstandings, so it is important to participate in the local culture and acknowledge cultural norms to avoid faux pas. 2. The Foreign Corrupt Practices Act (FCPA) makes it illegal to bribe foreign officials and enforcement of the FCPA has increased dramatically in recent years, with large fines and criminal penalties for both companies and individuals. 3. Protecting trade secrets is crucial when working with overseas partners, and confidentiality agreements are the most important measure for maintaining secrecy of trade secrets given legal challenges to enforcement abroad. International limitations on attorney-client privilege must
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Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...
In this session, you will learn how to define a prospect’s needs, wants, challenges, and/or problems, or “pain.” You will learn the three components of pain and how to use specific questioning techniques to prompt the prospect’s internal motivation. Additionally, you will learn how to qualify or disqualify the opportunity based on whether your product or service could solve the problems identified.
Michigan Marketing Minds - March 10, 2015 - Field notes on brand positioning ...
Discover, explore and learn new ways to position your brand for customer engagement and advocacy. Session leader Scott Hauman will share and review real world brand definition methods and strategies that will help you shape your company, product or service brand for success.
Michigan Marketing Minds - February 10, 2015 - Entrepreneur's Workshop
Mike Suman is an inventor and entrepreneur who has created 54 patents and numerous products. He hosts a weekly NPR radio show on innovation and has authored a textbook on turning ideas into businesses. In this workshop document, he provides advice on various stages of taking an idea from concept to commercial product, including prototyping ideas cheaply, testing the market and product with industry experts, trying not to hard tool until a customer is committed, and partnering with people who have complementary skills. He emphasizes the importance of testing ideas, having evidence of distribution, and selling like a passionate 14 year old to convince potential partners and customers.
Selling Smart Workshop - Why Have a System for Selling?
This document summarizes workshops from the Selling Smart Workshop Series. The first workshop discusses why having a systematic sales process is important. The second workshop features a panel on applying sales processes to different business contexts. The third workshop outlines the agenda which includes a training session on common sales challenges, a panel Q&A, and small group discussions. Key topics discussed include the need for trust-based relationships with customers, understanding customer emotions, and using a systematic approach tailored to each unique situation.
Michigan Marketing Minds - January 13, 2015 - Marketing 101: Your Marketing Plan
One of the keys to success for any business is to develop a strategic marketing plan. It can be a comprehensive, integrated plan or a one-pager. Pavan Muzumdar of PSI Insight kicks off this session by presenting a strategic framework that will help you align your thinking for the year. Don Hart then follows up to help you with a homework assignment of crafting your own One-Pager 2015 Plan.
Michigan Marketing Minds - December 9, 2014 - Joy, Inc.: Building your Brand ...
The document is from Menlo Innovations and promotes building a brand with joy. It discusses creating a workplace people love by adding joy. It provides tips for organizations such as seeing teamwork, embracing learning, daily stand-ups, and running experiments to fight fear and embrace change. The document encourages downloading a free chapter of the book "Joy, Inc." and registering for upcoming tours or workshops from Menlo Innovations.
Selling Smart - December 3, 2014 - Identifying Personality Styles and Adaptin...
The document summarizes an upcoming workshop on selling smart and identifying personality styles. The workshop will have a morning session from 9-10 am on identifying personalities and adapting sales approaches. This will be followed by a panel Q&A from 10-11 am where attendees can ask the panel of sales experts questions about applying the techniques in their own businesses. The workshop will provide practical sales strategies and exercises to help sellers identify different personality types and tailor their approach using proven DISC communication methods.
Michigan Marketing Minds - November 11, 2014 - Maximizing your Data
The document summarizes an event hosted by Michigan Marketing Minds called "Maximize Your Data". The event featured a panel discussion on harnessing the power of data with panelists from Envision Health, Eastern Michigan University, and Siemens PLM Software. The objective of the event was to discuss how organizations can use data through trends, dashboards, and other tools to help grow their business. The format included an open panel discussion and Q&A with the audience.
Michigan Energy Forum - November 6, 2014 - Energy Jobs and Education
The document summarizes a presentation on energy jobs and education in Michigan. It discusses how the energy cluster is an important part of Michigan's economy, currently employing 89,000 people and expected to grow by 7.1% by 2020. It faces challenges in attracting new and more diverse talent as the current workforce ages, and keeping skills up to date. In-demand jobs include mechanical engineers and construction laborers, which require degrees or on-the-job training respectively. Data on job postings and skills are also presented.
Selling Smart - November 5, 2014 - Verbal Up Front Contracts to Shorten the S...
This document outlines an agenda for a Selling Smart Workshop featuring an interactive training session on using Up Front Contracts (UFC) in sales, followed by a panel Q&A. The workshop will teach attendees how to verbally set ground rules for healthy business relationships through UFCs, which involve agreeing with prospects on purpose, agenda, expectations, time, and outcomes before interactions. Attendees will then have a chance to ask the sales expert panelists questions. The goal is for attendees to learn a skill to gain more momentum in sales by using UFCs to avoid dangers like free consulting or being asked all the questions.
Business Law & Order - October 20, 2014 - Financing your Startup
This document provides an overview of considerations for financing a startup, including sources of funds, goals, and types of financing. It discusses equity financing versus debt financing, noting that equity financing involves giving up ownership stake, control, and founder equity in exchange for investment, while convertible financing allows retaining full equity initially. The document recommends leveraging networks to find investors, educating oneself on industry trends, being prepared for a lengthy fundraising process, prioritizing good long-term partners over specific terms, and utilizing resources like blogs and books to learn about pitching investors.
Selling Smart Workshop - September 10, 2014 - Pitching Your Business for Emot...
Most people blather-on to prospective customers about all of the stuff they love about their product or service, and then wonder why the prospect doesn’t “get it”. This session will demonstrate and then help you to state your business in a brief, targeted way so a prospective customer will appreciate your value, and get emotionally involved enough to want to know more about your offerings.
Michigan Marketing Minds - September 9, 2014 - Expressing Thought Leadership:...
This document summarizes a presentation about content marketing strategies. It discusses Atomic Object's use of content marketing to build its brand and attract clients and employees. Atomic Object publishes a company blog called Atomic Spin with various types of content related to software development. The blog aims to provide useful information even to non-clients. Managing the blog requires substantial time from employees for content creation, editing, promotion and more. However, the blog has helped Atomic Object attract prospective clients and employees and has received recognition from peers.
Selling Smart Workshop - August 6, 2014 - Selling Services by a Proven Process
This document summarizes a workshop on selling services with a proven process. It includes:
- An interactive training session in the morning addressing common challenges in selling services.
- A panel discussion in the afternoon where professionals discuss applying the tactics in their real-world businesses and answer questions about specific challenges.
- The workshop teaches a 5-step proven process for selling services: opportunity identification, qualification, solution development, proposing, and service delivery. It aims to help "accidental salespeople" overcome common problems through establishing a new systematic approach.
Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse...
The document outlines an agenda for a networking workshop. The workshop will provide coaching and tools to help attendees achieve their networking goals and feel more comfortable asking for referrals. It will include an interactive training session in the morning followed by a panel Q&A in the afternoon where attendees can ask the panelists questions about applying networking strategies to their specific business challenges. The panelists are professionals in the fields of sales, networking and business coaching. The workshop will cover topics like identifying referral opportunities, effectively sharing requests, and following up to build relationships. The overall goal is to help attendees get more customers through high-finesse networking.
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Michigan Marketing Minds - April 14, 2015 - Creating Customers
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March 2011 - Business Law & Order - A. Reed Newland
- 1. LIVING AND DOING BUSINESS OVERSEAS A. Reed Newland Assistant Corporate Counsel Plastipak Packaging, Inc. [email_address] March 21, 2011
- 2. Plastipak Global Operations Europe
- 4. Living & Doing Business Overseas LANGUAGE AND CULTURAL DIFFERENCES
- 10. FCPA Recent Trends $1.6B Siemens 2008 $14.3MM Maxwell Technologies 1/11 $137MM Alcatel 12/10 $2.9MM RAE Systems 12/10 $40MM ABB 10/10 >$1MM and 57 months Prison Diaz – Haiti 7/10 87 months Prison Jumet 4/10 $184MM Daimler 4/10 Penalty/Fine Entity/Individual Date
- 22. Akzo Nobel decision affirmed on September 14, 2010 by the highest court in the European Union. Limited to competition proceedings? Living & Doing Business Overseas ATTORNEY-CLIENT PRIVILEGE Important International Limitations
- 24. Living & Doing Business Overseas Just Like Parenting – Challenging and Rewarding?!
Editor's Notes
- Reed Newland Ann Arbor SPARK Presentation March 21, 2011