Ten ways LinkedIn can be used by small business
Putting leadership back into strategy, Harvard Business Review (PDF)
Personal & Professional Development

Career Corner

Professional Fundraiser
Sustainable Careers

Ten ways LinkedIn can be used by small business

By Kemp Edmonds, Sounding Board May-June 2010, Volume 50 #3

Small businesses are using LinkedIn for finding leads, growing a business globally or finding the right vendors. Try using it for 15 minutes a day. Here are 10 ways small businesses can use LinkedIn:

Acquire new customers through online recommendations and word of mouth.

Satisfied customers are the best source of new customers. Increase your word-of-mouth referrals by asking your happy clients to write you a recommendation.

Keep in touch with people who care most about your business.

Sites like LinkedIn help keep your business top of mind. LinkedIn is effective for two reasons: it is used for business reasons and it includes fewer status updates, which means you stay top of mind.

Find the right vendors to outsource services.

LinkedIn makes it easy for you to find and vet vendors through your peer network.

Build your industry network – online and in person.

Search LinkedIn's Groups directory to find industry associations, events and networks to take part in. Imagine being able to find only industry events that your prospective clients are attending.

Get answers to tough business questions.

Small business owners deal with challenging questions on a slew of topics each day. LinkedIn Answers and Groups help you find answers to these vexing questions.

Win new business by answering questions in your area of expertise.

Use the many forums on LinkedIn to share the knowledge you've gained in your area of expertise. This is a great opportunity to win new business or find prospective clients.

Find mentors and raise funds.

You can use LinkedIn to find mentors or potential investors for your startup. There are over three million startup professionals and over 12 million small business professionals on LinkedIn.

Network with peers in your industry for repeat business referrals.

LinkedIn Groups is a powerful medium to find peers in your industry to network with and to find complementary businesses to share referrals with.

Convince potential customers of your expertise by sharing unique blog content.

Small businesses smart enough to create unique content on their expertise should link to it from their LinkedIn profiles.

Keep your friends close and your competition closer.

Over 150,000 companies have a company profile on LinkedIn, the "public profile" for companies. These pages present key statistics on companies as well as showcasing movers and shakers and recent hires.

Join the Board of Trade LinkedIn group: http://www.j.mp/linkedin_vbot

Follow the Board of Trade on Twitter: http://www.j.mp/twitter_vbot

Join the Board of Trade on Facebook: http://www.facebook.com/VancouverBoardofTrade

Contributions from Raj Hara and Martin Hui, members of the Small Business Council, The Vancouver Board of Trade.

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Personal & Professional Development

What Makes a Great Leader?

By Gail Stewart

I would like to think as we wrap this up that we have done our best, we have changed our country and we have changed the lives of people and that the next generation will have something that perhaps the last didn't have.” John Furlong

When I think of great leaders I visualize people I have seen and heard, people I have met, and those who I have dreamed of meeting – individuals who through their words and actions stand out in my mind as being truly great leaders. The mention of their names alone inspires me. And then the questions arise. What makes a great leader? What is it about these people that inspires and motivates me? Are great leaders born or are they made? If a person is a great leader is it necessarily implied that they are also a great or even a good, person? If I am inspired by these great leaders does that mean that I am a follower? Do great leaders aspire to be leaders or is it possible to be a reluctant or accidental leader? Am I a leader and do I have what it takes to be a great leader? Is the sentence, “What makes a great leader?” grammatically correct? So many questions! This was the moment when I realized that if I was going to write an article on leadership, I would need to find answers to these questions.

My first stop was the internet. After wading through numerous blogs, authoritative websites and Wikipedia, I still hadn’t found the definitive guide to great leadership. I hadn’t even uncovered a definitive description of the word ‘leader’. I then decided to do some field research. I polled five people and asked them, “What makes a great leader?” and “Name one person who you feel is or was a great leader.” The answers ranged from “the ability to instill fear” to “my mother” – not necessarily in the same context. The conclusion was clear. Ask five people and you will get five very different responses. And they will all be correct. There are no wrong answers.

As members of the Vancouver Board of Trade we are privileged to meet, see and hear some of the most acclaimed leaders of our time. If I asked you to name the one speaker who stood out for you in the past twelve months, from a list that includes leaders of commerce, industry, sports, government and politics, entertainment, and the non-profit sector, who would you choose?

Who will forget Craig and Marc Kielburger, the two young men who founded Free the Children and inspired us to buy 908 goats at a single luncheon! If you thought the excitement and energy of the 2010 Olympics faded away after the Games then you weren’t among the1000 plus, BOT members who had the privilege of being inspired by the words of John Furlong. In a speech that was honest, humble and most of all, inspiring, John Furlong recounted his long journey leading up to the Olympics - the lows as well as the highs.

“The biggest lesson for us was that we had a vision, and we never quit on it, never.” ”Someday historians will look back at Canada’s growing strength in the 21st century and say that it began right here on the West Coast with the best winter Olympic Games the world has ever seen.” And the spirit continues to live on!

One of the most talked about events in 2010 had to be the address given by Former US President Bill Clinton. If you weren’t among the lucky members of the audience that evening and missed the opportunity to hear this great man’s speech about the power of one - how each of us can make a difference and an impact in this world, check out his book, “Giving – How Each of Us Can Change the World”, available through the BoardStore. In an excerpt from the book he says, “We all have the capacity to do great things.” “My hope is that the people and stories in this book will lift spirits, touch hearts, and demonstrate that citizen activism and service can be a powerful agent of change in the world.”

What makes a great leader? Is it personality, intelligence, talent, determination, confidence, skills, megalomania? Is it all or a combination of these traits? Perhaps we do all have the potential to be great leaders or as Anthony Robbins positions it, the potential to “unleash the power within”. What makes a great leader? Ask yourself two questions. Who do I think is a great leader and what is it about that person that inspires me? When you can answer these questions, you will have your answer. You will know what great leadership is made of.

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Personal and Professional Development

Business Networking on the Golf Course

By Gail Stewart

You’ve been preparing for this meeting for weeks. The introductions have been made, the pleasantries have been exchanged, and you are gearing up for the BIG PITCH. Suddenly a hush falls over the group. Should you speak up or wait for the client to speak? You assess the situation. You are ½ hour into the game and at the 3rd hole. The client takes out a 9 iron and after a long drive is looking at a chip on to the green and rolling it up to the pin. Suddenly you are wondering if this was a mistake. You are looking a minimum of another 4 hours with this person who has the potential to catapult you to stardom in your company or send you to the depths of despair. And you chose to talk business on a golf course! The good news is, you made a great decision! The bad news is you didn’t do your home work and as a result you are not prepared for the art of business networking on the golf course.
We asked an expert for advice on the advantages of doing business on the course and some simple tips on etiquette.

Rita Rennie - Corporate Marketing Manager for GolfBC Group had this to say.

The Advantages
Contrary to meetings taking place in a boardroom or office, or even over lunch, playing golf with a business associate guarantees a minimum of 4 hours of time with someone – their undivided attention. You don’t have to rush through a presentation, but rather can spend time socializing and getting to know each other before turning the conversation to business. There is plenty of time to share ideas, or even to ponder proposals during “quiet” times when someone is teeing off, hitting the ball or putting.

Whether you have an existing relationship or are just getting to know the person, golfing allows for the time to build a more personal relationship as well and get to know each other on a different level.

When you are in your office, it is easy to be distracted or overwhelmed by the amount of work on your desk or in your inbox, putting you in a rushed or stressed state before you even get to your meeting. Perhaps you get interrupted by a colleague for something important… Being out on a golf course tends to make work stresses go away. Whether it’s the serene/quiet atmosphere, surrounding beauty, or a bit of exercise, it’s almost impossible not to feel calmer and more at ease on the golf course (until, of course, you duff one into the woods).

You immediately share a common interest: golf. Perhaps not to the same level of passion, but at least it’s a starting point that you can build on. Knowing the same people or having something in common is a great start to networking.

The Etiquette
Networking on the golf course is an opportunity not limited to good or great golfers. One of the advantages about golf is that it’s a sport that pretty much anyone can do with relatively little effort. You can golf with family, a spouse, colleagues, and strangers or even by yourself – with an opportunity to spend hours with up to three individuals with plenty of time for talking. You don’t have to be a great golfer to enjoy yourself on the golf course, but knowing golf etiquette before heading out in any business capacity is very important. In most cases, golf etiquette can be learned in just one introductory lesson.

While it’s easy to get carried away discussing a business deal or proposal, golfers have to be aware of the actual game itself. Put the conversation on hold while everyone has a chance to tee off (and anytime someone is hitting the ball or putting). Be aware of everyone’s golf shots to ensure you don’t hit out of turn. If you do talk to someone in your group while another person is hitting, only do so if you are not within earshot. People need to concentrate when putting, so keep conversation to a minimum and never walk on someone’s line (the line between their ball and the hole). Without knowing more about the individual, restrain from giving out tips about their swing etc. Not everyone likes the “impromptu lesson” while in the middle of their game.

During a networking golf opportunity, it’s important to keep emotions in check. Remember – this is not a competition, and no-one likes to golf with an angry, moody or stressed golfer. Also keep encouraging comments post bad-shot to a minimum – even if it was meant in good spirit, it can draw more attention to the bad shot and can add more stress to the person’s game.

Different people have different golfing personalities. A low-handicap golfer will not mind heading out with a business associate who is a high-handicap, but it’s likely they will get frustrated if basic etiquette is not followed.

Last, but not least, something as seemingly unimportant as wearing the proper golf outfit and shoes goes a long way to creating a sense of confidence.

This advice from a June 2002 Business Week article entitled How to Play Business Golf, offers a good summary.

You may not be able to break 100, but you don't have to be Tiger Woods to dress and act like a professional.

The golf outing is actually a microcosm of the business world. It's no different from a job interview or a sales conference. Be prepared. Know how to dress, whom to tip, and what to say. Know the rules of the game and, equally important, the etiquette. Be professional, but have fun.

For information on courses, programs, special offers and contests go to www.golfbc.com

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Personal & Professional Development

The Importance of Goal Setting

By Gail Stewart

“Setting goals is the first step in turning the invisible into the visible.”
Tony Robbins

Goals - we all have them. Or do we? Be honest – without belief, actions, commitment, follow through — without results, they’re not goals. They’re dreams, wishes.

Now don’t discount the importance of the dream or the wish. A dream can offer you a moment of pleasure, a momentary escape, perhaps to a ‘happy place’. But the time will come, and it will come quickly, when you need to resume your place in the real world. And in the real world we need to be very clear about the differences between dreams and goals. If you have a dream and can identify and commit to the actions required to achieve that dream, then it becomes a goal. It’s that easy!

Praveen Varshney, member of the CYP Advisory Board concurs with the opening comment by peak performance guru, Tony Robbins.

“If you don’t set goals to determine where you’re going, how will you know when you get there? Goals give you more than a reason to get up in the morning, they are an incentive to keep you going all day!”

So how do we transition our dreams into goals? How do we lose those pounds, attain that degree, get that job, buy that house or retire with a million dollars at age 45? Once you have identified the goal and made the commitment to yourself to achieve it, how do you get there?

In his groundbreaking 1954 book, The Practice of Management, available through the BOT Boardstore, Peter Drucker pioneered the Management By Objectives (MBO) approach to management which in turned spawned SMART, the now universally accepted management strategy checklist for tracking your objectives and goals.

How does SMART work? Ensure that your goals and objectives are:

Specific

Know specifically, what your desired end results are.

Measurable

How will you know if you are on the right track to achieving your goals?

“Develop a plan to make it happen, reverse engineer the final result. It helps if the goals are measurable, identifiable, and specific so you can tell if you’re making progress.” Praveen

Achievable

Set yourself up for success! And be …..

Realistic

Recognize that there may be factors in this process that are simply out of your control.

Time-based.

Give the goal a time line. If it doesn’t have an ‘achieve-by date’ it ceases to become a goal and becomes an on-going project

Praveen’s advice is to monitor, review and document the progress of your goals on a frequent basis.

“Most people don’t write down their goals nor revisit them frequently. Have them somewhere where you can look at them regularly. Out of sight, out of mind, it’s nice to have them there as a reminder and easier to visualize as well.”

CYP Program Committee Member, Nathalie Turmeau, agrees with Praveen on the importance of documenting your goals and had this advice to offer.

“One technique I learned from my university instructor was to debrief important meetings or projects by listing what went well and what could be improved upon. Throughout the years, the practice of journaling my goals and their progress has helped me develop my skills, and given me the confidence and encouragement to reach even further!”

Another practice that Praveen, Nathalie and Tony Robbins all agree on is the importance of involving others in your goals. Whether that individual is someone who inspires you, mentors you or is simply there as a sounding board, there will be times during your journey when another perspectives could be just the incentive you need to push yourself even further!

"If you want to be successful, find someone who has achieved the results you want and copy what they do and you'll achieve the same results”. Tony Robbins

“Sometimes it’s helpful to find a friend or perhaps a coach who you can check in with on a regular basis, to make you accountable to yourself and help you through the inevitable stumbling blocks.” Praveen

Never stray from your own belief in yourself and your potential, nor from your core values and beliefs. They are the fuel and the engine that will power you on your journey.

“They are the axle around which the wheel of your life turns” Praveen

Perhaps the most important key to goal setting is to recognize when you have in fact achieved a goal! “Remember the important lessons learned and most importantly, celebrate the successes!” Nathalie

“Enjoy the process of successfully achieving and celebrate some of the small milestones along the way! The satisfaction could be as simple as crossing off an item on your To Do list!” Praveen

Remember, in order to achieve any job successfully, you need the tools, the knowledge of how to use them and the desire and commitment to put those tools to work. So go suit yourself up and get started!

“You see, in life, lots of people know what to do, but few people actually do what they know. Knowing is not enough! You must take action!” Tony Robbins

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Career Corner

Sustainable Careers

By Gail Stewart

Is it really possible to make an impact AND a living?

"Without question!" says Mark Pezarro, Principal, Earthvoice Strategies and Chair of The Vancouver Board of Trade's Sustainability Committee. Global warming, carbon regulation, rising energy costs and changing expectations – all of these factors are contributing to a wholesale shift in the way products are conceived, markets are developed, and value is created. Sustainability - the ability to operate and perform well in the long term by addressing financial prosperity, environmental impact and social responsibility in your business model – is becoming core strategy for the world's most forward thinking companies. There is a very real opportunity for young professionals to contribute their energy, skills and passion to redefining business based on sustainability principals and reaping the benefits for themselves and the organizations to which they belong."

Mark is talking about Sustainable Careers. Well it sounds good in principal but what exactly is a Sustainable Career? And don't sustainable jobs require specialized education and training? The good news is that sustainable jobs come in all shapes and sizes. As Mark positions it, "Whether leading through values or reacting to pressures, companies today must respond to the major challenges of our times. Business as usual is no longer an option."

As a result, an increasing number of companies are in fact, creating specialized positions. Sustainability Managers, Energy Managers and Environmental Compliance Specialists are becoming more and more in demand as companies rise to meet these new demands and challenges. But how do the rest of us fit in to this picture? How do we use our education and experience in marketing, banking, sales, technology, customer service and other traditional job roles to transition into a sustainable career?

While it is true that some of these roles do require job specific training and education, many companies are looking for that magic combination of education, work and life experience, interests and skill sets. Perhaps you want to put that Marketing or B.Comm degree to work in a sustainable way. Find a company in your area of expertise that not only shares your beliefs and commitment, but actually puts them in to practice through green products or philosophies. Combine your leisure interests and professional experience and discover new opportunities that you might never have considered.

Perhaps there is a possibility to become the office sustainability expert in your current role? The Board's Sustainability Committee has a number of CYP Members on it who meet regularly to meet its mandate – gathering information about environmental sustainability and its relationship to social and economic sustainability, particularly from a business perspective; to work with other Board committees on issues and advocacy which relate to balancing economic, social and environmental aspects of sustainability; to encourage The Board and Board members to pursue best practices in sustainability; to pursue policies, advocacy and public communication promoting sustainability."

BC Hydro is a leader in the area of sustainability and has a Power Smart team which anyone can join at www.bchydro.com to learn more about sustainable practices. Environmental sites such as www.greenbiz.com are a great resource and Global 100’s Most Sustainable Corporations in the World features 9 Canadian Companies and can be viewed at www.global100.org. The World Business Council for Sustainable Development www.wbcsd.org – a CEO-led, global association of some 200 companies dealing exclusively with business and sustainable development offers a global perspective on business led sustainability.

For those interested in transitioning into a career in Sustainability, Canada’s Green Job Site – GoodWork Canada www.goodworkcanada.ca lists current opportunities including Marketing and Project Coordinator for a car share co-op, Sales Manager for a solar products company as well as Eco Farm apprenticeships and internships.

Earthvoice Strategies' Mark Pezarro says, "There is an opportunity for young professionals to contribute to the transformation of businesses to a new business model based on sustainability; a model based on the realization that long-term success means attending not just to the financial bottom line but also the environmental and social bottom lines as well. This is necessary to ensure that future generations will have access to the same opportunities and quality of life that we enjoy today. It means realizing that we can only flourish as businesses and individuals when we live in harmony with the biosphere and the citizens of the surrounding community"

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Career Corner

Professional Fundraiser

In this month’s issue of Career Corner we shine the spotlight on a profession that is not only a shining star, but in today’s economic climate, also a rising star. If you are looking for a career that is in demand, and recently named one of the top 30 careers in 2009, receiving a grade of “A” in all categories including prestige and job market outlook (US News & World Report), then read on.

And, what if this career also allowed you to follow your dream and passion while helping to make the world and your community a better place?& Sounds too good to be true?

Not if you are a professional Fundraiser.

In 2009 the role of the professional Fundraiser is not only a respected and valued profession, but also vitally necessary and nonprofit organizations across the country are looking for that magic mix of passion, moxie and knowledge to help them through these challenging times.

We spoke with three seasoned experts in the field.

Cheryl Guerin, CFRE (Certified Fundraising Executive) is Director of Vancouver Community Fundraising for VGH & UBC Hospital Foundation. In May of this year she will be awarded with her Masters degree in Non Profit Management from the American Jewish University in Los Angeles.

Connie Hubbs, Director of Fundraising Support at Metasoft Systems – providers of BIG Online/FoundationSearch - is Chair of the Professional Development Committee for the AFP (The Association of Fundraising Professionals) Chapter in Vancouver, which offers a variety of educational programs and resources for those considering a career in fundraising as well as those already in the profession.

In addition to webinars, breakfast meetings, workshops and professional social minglers, the AFP offers AFP First Course - a 2 day introduction to Fundraising, Grant Writing and other key subjects. Enrollment is limited to 40 and in the 10 years that the AFP has offered this course in Vancouver, over 400 students have attended.

Meg Clarke is Program Head, Fundraising and Nonprofit Management Programs at BCIT. In the 10 years that the Associate Certificate program has been offered, BCIT has had over 2200 registrants.

I asked Cheryl, Meg and Connie, “What advice would you give to a young professional considering a fundraising career, as well as to those individuals already in the profession?”

Cheryl says “First, find your passion. Write a personal mission statement and discover what motivates you. Then, find organizations that you believe in and volunteer for those organizations to gain insights and skills and the art of fundraising. Feel the power of philanthropy by raising money to do “good” in the world. Make a difference. Gain all the practical experience you can, and do this as you attend the AFP, AHP, BCIT or other organizations that will provide you with formal training.”

“Think about preparing to get certified as a Certified Fund Raising Executive (CFRE). It's a designation that says you've achieved a certain proficiency in your career. Nonprofit organizations rely on fundraisers to provide the monetary resources to serve their Mission, be it helping people/animals/the environment, etc. Learn your craft. Times are hard and reputable nonprofits will hire the most experienced, educated fundraisers they can. “

Connie adds “Find a solid team doing all the right things and learn the right way from the start!” “Go back to basics, diversify your funding sources, tell your story and work hard!”

Meg says “It's a wonderful profession, regardless of the current economic climate, because fundraisers are happiness catalysts: we help move resources from those who have more than enough to those who need them and in the process make both parties happier. Giving creates well being, both in individuals and in societies.” “Stay the course: keep focused on the core mission of your charity and on the relationships that will enable your organization to thrive, long-term.”

We also asked them “If you are a young professional interested in transitioning into a fundraising career, what are the key skills that will help you along the way?”

Cheryl replies, “While it is essential to be educated in ethics, nonprofit law, strategic planning, marketing, communications, fundraising techniques and strategies one needs to have irreproachable personal integrity, great listening and people skills, and creativity. I could go on and on.& I would also recommend Toastmasters for the art of public speaking, and groups like the Vancouver Board of Trade for networking.”

Meg replies “You need to have passion for creating a better world, excellent communications skills, curious, inquiring mind, good listener, strategic thinker, financial acumen, self-starter, team-player, high integrity and ethics.”

And Connie concludes with “Great communications skills, organization, AND boundless optimism and enthusiasm!”

So now your curiosity is piqued and you want to know more about joining the growing community of individuals across Canada who are proud to call themselves professional Fundraisers?

Here are some links to get you started!

AFP Vancouver www.afpvancouver.org
AFP Canada www.afpnet.org
CFRE www.cfre.org
For fundraisers wishing to advance their careers, CFRE (Certified Fundraising Executive), and ACFRE (Advanced Certified Fundraising Executive) accreditation can be achieved through CFRE International, the only internationally-recognized baseline professional credential for philanthropic fundraising executives.
BCIT www.bcit.ca
Capilano University www.capilanou.ca
BIG Online/FoundationSearch www.foundationsearch.ca