Business Books Worth Reading for Your New Year

December 7th, 2012

As 2012 draws to a close, it’s only natural look back on the year – was it a successful one business-wise…were goals met or even exceeded? – and look forward to the coming year with ideas on how to make it even more fulfilling.

I’d like to share some books that have educated and enlightened me, and helped me run my business better and smarter. (Descriptions courtesy of Amazon.com.)

  1. Blue Ocean Strategy: How to Create Uncontested Market Space & Make the Competition Irrelevant by W. Chan Kim & Renée Mauborgne
    Written by the business world’s new gurus, Blue Ocean Strategy continues to challenge everything you thought you knew about competing in today’s crowded market place. Based on a study of 150 strategic moves spanning more than a hundred years and thirty industries, authors W. Chan Kim and Renee Mauborgne argue that lasting success comes from creating ‘blue oceans’: untapped new market spaces ripe from growth.
  2. The Checklist Manifesto: How to Get Things Done by Atul Gawande
    In his latest bestseller, Atul Gawande shows what the simple idea of the checklist reveals about the complexity of our lives and how we can deal with it. The modern world has given us stupendous know-how. Yet avoidable failures continue to plague us in health care, government, the law, the financial industry—in almost every realm of organized activity. And the reason is simple: the volume and complexity of knowledge today has exceeded our ability as individuals to properly deliver it to people—consistently, correctly, safely. We train longer, specialize more, use ever-advancing technologies, and still we fail. Atul Gawande makes a compelling argument that we can do better, using the simplest of methods: the checklist. In riveting stories, he reveals what checklists can do, what they can’t, and how they could bring about striking improvements in a variety of fields, from medicine and disaster recovery to professions and businesses of all kinds.
  3. The Finch Effect: The Five Strategies to Adapt & Thrive in Your Working Life by Nacie Carson
    As Darwin famously observed, the beaks of each generation of Galapagos Island finches change to accommodate shifting food resources, allowing the birds to survive by adapting their capabilities to the new environment. Today’s business people should take note: In the post-crisis economy, traditional career strategies spell professional extinction, but the fluid new “gig economy” offers tremendous potential for anyone willing to adapt. Based on her popular blog and drawing on her leadership development experience, Nacie Carson explains what it takes to make it in today’s world of work.
  4. Thinking Fast & Slow by Daniel Kahneman
    In the highly anticipated Thinking, Fast and Slow, Kahneman takes us on a groundbreaking tour of the mind and explains the two systems that drive the way we think. System 1 is fast, intuitive, and emotional; System 2 is slower, more deliberative, and more logical. Kahneman exposes the extraordinary capabilities—and also the faults and biases—of fast thinking, and reveals the pervasive influence of intuitive impressions on our thoughts and behavior. The impact of loss aversion and overconfidence on corporate strategies, the difficulties of predicting what will make us happy in the future, the challenges of properly framing risks at work and at home, the profound effect of cognitive biases on everything from playing the stock market to planning the next vacation—each of these can be understood only by knowing how the two systems work together to shape our judgments and decisions.
  5. The Googlization of Everything (And Why We Should Worry) by Siva Vaidhyanathan
    In this provocative book, Siva Vaidhyanathan examines the ways we have used and embraced Google–and the growing resistance to its expansion across the globe. He exposes the dark side of our Google fantasies, raising red flags about issues of intellectual property and the much-touted Google Book Search. He assesses Google’s global impact, particularly in China, and explains the insidious effect of Googlization on the way we think. Finally, Vaidhyanathan proposes the construction of an Internet ecosystem designed to benefit the whole world and keep one brilliant and powerful company from falling into the “evil” it pledged to avoid.
  6. Primal Leadership: Learning to Lead With Emotional Intelligence by Daniel Goleman, Richard E. Boyatzis & Annie McKee
    Drawing from decades of research within world-class organizations, the authors show that great leaders excel not just through skill and smarts, but by connecting with others using Emotional Intelligence competencies like empathy and self-awareness. The best leaders, they show, have “resonance”–a powerful ability to drive emotions in a positive direction to get results–and can fluidly interchange among a variety of leadership styles as the situation demands. Groundbreaking and timely, this book reveals the new requirements of successful leadership.
  7. King Authur’s Roundtable: How Collaborative Conversations Create Smart Organizations by David Perkins
    Your organization functions and grows through conversations–face-to-face and electronic, from the mailroom to the boardroom. The quality of those conversations determines how smart your organization is. This revelatory book shows you how the Round Table of Arthurian legend can help foster collaboration and transform today’s world of business, nonprofits, and government.
  8. Crucial Conversations: Tools for Talking When the Stakes Are High by Kerry Patterson, Joseph Grenny, Ron McMillan & Al Switzler
    The New York Times and Washington Post bestseller that changed the way millions communicate.
  9. The Power of Habit: Why We Do What We Do in Life & Business by Charles Duhigg
    In The Power of Habit, award-winning New York Times business reporter Charles Duhigg takes us to the thrilling edge of scientific discoveries that explain why habits exist and how they can be changed. With penetrating intelligence and an ability to distill vast amounts of information into engrossing narratives, Duhigg brings to life a whole new understanding of human nature and its potential for transformation.
  10. Little Bets: How Breakthrough Ideas Emerge from Small Discoveries by Peter Sims
    What do Apple CEO Steve Jobs, comedian Chris Rock, prize-winning architect Frank Gehry, the story developers at Pixar films, and the Army Chief of Strategic Plans all have in common? Bestselling author Peter Sims found that all of them have achieved breakthrough results by methodically taking small, experimental steps in order to discover and develop new ideas.

While not technically about business, these books give practical advice, draw parallels from the “real” world that are useful in business, or help place who we are and what we do in a larger world view context.

  1. Boomerang: Travels in the New Third World by Michael Lewis
    Michael Lewis’s investigation of bubbles beyond our shores is so brilliantly, sadly hilarious that it leads the American reader to a comfortable complacency: oh, those foolish foreigners. But when he turns a merciless eye on California and Washington, DC, we see that the narrative is a trap baited with humor, and we understand the reckoning that awaits the greatest and greediest of debtor nations.
  2. Deep Survival: Who Lives, Who Dies, and Why by Laurence Gonzales
    Examining stories of miraculous endurance and tragic death—how people get into trouble and how they get out again (or not)—Deep Survival takes us from the tops of snowy mountains and the depths of oceans to the workings of the brain that control our behavior. Through close analysis of case studies, Laurence Gonzales describes the “stages of survival” and reveals the essence of a survivor—truths that apply not only to surviving in the wild but also to surviving life-threatening illness, relationships, the death of a loved one, running a business during uncertain times, even war.
  3. Blogs, Wikis, Podcasts & Other Powerful Web Tools for Classrooms by Will Richardson
    For educators of all disciplines, this third edition of a bestseller provides K–12 examples of how Web tools such as blogs, wikis, Facebook, and Twitter allow students (substitute businesses) to learn more, create more, and communicate better.
  4. Endgame: The End of the Debt Supercycle by John Mauldin & Jonathan Tepper
    Greece isn’t the only country drowning in debt. The Debt Supercycle—when the easily managed, decades-long growth of debt results in a massive sovereign debt and credit crisis—is affecting developed countries around the world, including the United States. Endgame details the Debt Supercycle and the sovereign debt crisis, and shows that, while there are no good choices, the worst choice would be to ignore the deleveraging resulting from the credit crisis.

I hope you will discover the same benefits from reading them that I have! Do you have any other books to recommend?

Ever Have These “Oh @$%$!” Moments?

November 20th, 2012

Over the years of working on websites for clients, two common “Oh @$%$!” moments crop up periodically. They cost businesses time and money, not to mention panic and aggravation, but the good news is that they can be avoided.

Oh @$%$! My domain name has expired!

You find a great domain name through a registrar like Network Solutions or register.com, manage to navigate the bewildering array of upsells, and finally (phew!) purchase your new domain name. What happens next? Usually, the account username and password, plus the expiration date of your domain name, are soon forgotten. When renewal time rolls around, you can’t be contacted because you didn’t update the registrar with your new email address, or you think your web host/web developer/someone else is taking care of it, or the credit card on record for auto renewal has expired.

Whatever the case, your domain name expires. In the best case scenario, your website (and probably email) will be down for a few hours while you scramble to renew. Worst case? You lose your domain name altogether to another purchaser, possibly even a fast-acting competitor. How much would that cost your business?

Here are 4 steps to take to prevent this from happening:

  1. Keep your registrar and login information (username and password) in a safe place.
  2. Set reminders for when your domain and your credit card on record expires.
  3. Make sure the email you have on record is current and make sure it is an email that you check often.
  4. Buy your domain name from your hosting provider. Having everything in one place saves time, and can even save money. Buying domain names through several different registrars, and then hosting at yet another provider is time-consuming to keep track of, and making sure all the URLs and hosting mesh seamlessly costs more in time, effort and money.

Oh @$%$! My web site has been hacked!

My website's been hacked!This can happen when using a low-cost host with insufficient security, so the simple solution is making sure you use a reliable and reputable host.

Much more common are malicious and/or bored hackers making educated guesses. 12345, the name of your pet, your spouse, your favorite sport, or even the word “password,” are NOT suitable passwords – they’re a hack just waiting to happen. What to do?

  1. Make sure you use strong, un-guessable passwords. Sites like strongpasswordgenerator.com can help you generate strong, random passwords.
  2. Change passwords every few months and don’t use the same password for every on-line account you have - you’re giving up the keys to your entire on-line kingdom if a hacker does manage to figure out your password.
  3. If your site is built in WordPress, make sure it is the most recent version, and update plugins as soon as you are notified that an update is available. Adding a security plugin to monitor suspicious activity on your site is also advisable.

Hopefully these @$%$! scenarios will never happen to you because you have already done these things, or you’re going to drop everything and do them right away!

JS Graphics Wins International Davey Award

October 26th, 2012

The winners of The 2012 Davey Awards were announced by the International Academy of the Visual Arts on October 22, and we were very pleased to learn that JS Graphics, Inc.  has been awarded a Silver Award for its logo design for Artigiano, a line of artisan breads from Traditional Breads of Lynn, MA. Traditional Breads wanted a product logo to convey the idea of breads and rolls hand-crafted in a European tradition. The logo will be used on all Artigiano packaging.

Winning logo design

With nearly 4,000 entries from across the US and around the world, the Davey Awards honors the finest creative work from the best small firms, agencies andcompanies worldwide.

“This year’s winners truly represent a smart, nimble approach to creativity and embody the quick thinking, resourceful nature that make small agencies so unique” noted Linda Day, Executive Director of the IAVA. She added, “On behalf of the entire International Academy of Visual Arts, I want to thank this year’s Davey Awards entrants and winners for sharing their amazing capabilities and talents, allowing us to once again highlight the best small firms worldwide.”

The Davey Awards is judged and overseen by the International Academy of the Visual Arts (IAVA), a 200+ member organization of leading professionals from various disciplines of the visual arts dedicated to embracing progress and the evolving nature of traditional and interactive media. Current IAVA membership represents a “Who’s Who” of acclaimed media, advertising, and marketing firms including: Sotheby’s Institute of Art, Yahoo!, Estee Lauder, Wired, Insight Interactive, The Webby Awards, Bath & Body Works, Brandweek, Polo Ralph Lauren, ADWEEK, Alloy, Coach, iNDELIBLE, MTV, Victoria’s Secret, HBO, The Ellen Degeneres Show, and many others.

4 Web Design Mistakes Small Firms Make

October 22nd, 2012

A web site is no longer optional for small businesses – it is (or should be!) an important ingredient of your marketing efforts. However, a poorly conceived and designed web site can do more harm than good to your business, with the potential of turning visitors away and toward your competitors. Are you guilty of any of the following common mistakes that small businesses make regarding their web sites?

  1. Know your target marketCreating a site before understanding who your target market is.
    Instead of focusing on how quickly your business can get a web site up and running, concentrate first on researching who your target audience will be in your specific market. The content and structure of what your site should be will become apparent and be more successful if you do this research.
  2. Do it yourself.
    There are many products out there that let anyone build a “website in a night” or DIY. But just because you can doesn’t mean you should. Web visitors form an impression about your web site, and by extension, your business, in under 7 seconds. Doing it yourself means missing out on the expert advice and guidance from a professional web designer who understands the best way to reach your clients, and stays abreast of current technology and trends. Don’t let a poorly designed or disorganized website drive your prospects away!
  3. An unclear or NO call to action.
    You’ve done your research and have an attractive website that targets your specific audience with content that clearly conveys what your business can do for them. What do you want visitors to do now? Call for more information? Sign up for your newsletter? Tell your visitors what the next step should be!
  4. Out-of-date content.
    You cannot simply “set it and forget it” when it comes to your web site. Your customers want and expect current information when they visit or they may assume you are not competitive, current in your field, or even that you’ve gone out of business.

Oops…did you recognize your web site in any of these mistakes? Fear not – it’s never too late to make it right! A web site is a flexible marketing tool perfect for fine-tuning your message to attract the kind of clients that want your services.

The Recipe for Marketing Success

September 17th, 2012

Recipe for Marketing

If you ate flour yesterday, an egg today, sugar and salt tomorrow and butter next week, would you have tasted a “cake?” Obviously not. Separately, these ingredients taste nothing like what they become when mixed together in the right proportions and baked for the right amount of time.

So, if you try email marketing for a couple months, or send out a one-time mailer, or advertise in one publication one month and a few months later in another publication, have you really tasted “marketing?”

“I tried marketing once and it didn’t work.”

I hear this from time to time from business owners. When I ask what they tried that didn’t work, the reply is usually an ingredient (activity) or two that they tried one time, but with no strategy or plan to get the right mix of activities and timing, or even an idea of how to measure success. Not surprisingly, they were disappointed with the results.

The Recipe for Marketing

Marketing, like cooking, is more than just the ingredients used. To get good results, marketing needs a recipe that combines the right mix of activities, timing and presentation to get delicious results. “Marketing” rarely turns out well if there’s no strategy and plan (recipe) for using the ingredients.

Even following a plan, continuing to taste, smell and test during the process is important, so the types or proportions of activities can be adjusted for the best results.

Strategy + Planning + Activities = Cake!

When you put thought into marketing strategy and planning, and add the right mix of activities to support it, the chances for success rise dramatically. Do you have a marketing plan for your business? Do you follow it? Are you testing every so often to see if your activities still support your objective? If you are, you’ll have your cake and eat it too!

Thanks to Don Kaplan, Kaplan Marketing, for providing the analogy and inspiration for this post!

Can I Use A Stock Photo for That?

August 22nd, 2012

Can I use that?Purchasing stock photos is an affordable way to get images to use on websites and marketing materials. (And in this post, I am referring to artwork purchased legally through a stock photo site, NOT photos taken off web sites or from Google image searches. Photos obtained that way are NEVER OK to use for any purpose!)

Because the photographers, models and artists who create these images are hard working folks just like us, it’s important not to misuse their work. One stock photo site, iStockphoto.com, answers some questions regarding the legal use of stock photos:

Using an image as part of a logo, trademark, design mark or service mark

A logo is meant to present your business uniquely in your market space. How will that even be possible if your logo uses a royalty-free image that millions of other people can or will download for their own use? In addition, it violates the Content License Agreement, and using an image this way infringes upon the creating artist’s copyright. You will never be able to develop or enforce rights for a logo that uses a royalty-free image, and you put yourself at risk for being asked to cease-and-desist or being sued.

Reselling an image on posters, apparel, etc.

Downloading a stock photo or artwork doesn’t mean you are free to use it however you want. Extended Licenses are necessary when artwork is used beyond its original licensing intention. An Extended License allows greater usage freedom and fairly compensates the artist for the extended use of their artwork. Extended Licenses are also subject to some restrictions, so read the provisions carefully.

Depicting models in a sensitive way or with falsely attributed information

It’s a violation of the rights of the model and artist to use a stock image in a way that shows a model in a sensitive fashion, i.e.; mental or physical health issues, substance abuse, criminal behavior, sexual activity, etc. Even if you are promoting a good cause, be careful not to violate these licensing permissions.

Don’t think that no one will ever find out that you are using a stock image out of the scope of the licensing to which you agreed. Stock image sites, as well as the artists, are diligent in searching for mis-use of their images, and will pursue compensation for violations.

How to Commit the Perfect Murder – of Your Brand

June 12th, 2012

We’ve all seen folks oblivious to what’s going on around them. Walking into wallsignoring explosions…they just don’t pay attention to what is obvious to most of us. Just as embarrassing (at the least) or deadly (at the most) are businesses that ignore their brand. Branding is more than a logo or a mission statement or a flashy brochure. Here are three easy ways to kill your brand literally without even trying:

  1. No strategy. Don’t let your consumers know what your business can do for them or what makes you unique – let them figure it out themselves! Don’t research who your target audience is – simply hang up your shingle and hope for the best. This is a great strategy for your competitors, because they’ll be quick to fill in the void and tell your prospects how they see your brand.
  2. Inconsistency. Inconsistency weakens your brand and confuses your customers. Your brand is everything about your business, from your product or service to your corporate brochure to the way the phones are answered. Avoid presenting a unified and solid personality, as most strong brands do.
  3. Poor execution. Create something so bland or obtuse that it goes unnoticed. A mission statement that’s a meaningless collection of buzz words, a marketing message that’s confusing or complicated, a generic web site – make sure no one notices, understands or cares about what you’re trying to say.

Your brand is what others say about you when you’re not in the room. What are folks saying about your business?

What Makes a Logo Memorable?

May 17th, 2012

It’s been said, and I agree, that your brand message should be easy enough for a child or your mother to understand. Applying that standard to the visual mark of a business, designer Alan Ladd shows his 5-year-old daughter logos she’s not familiar with for 5 seconds, then asks her to redraw them from memory. What parts of logos have the most lasting impression for her, and, by extension, to all of us? Check out his video:

Practical Tips for Hiring the Right Designer for You

May 11th, 2012

Selecting a designer for your firm to work with can be daunting. Some considerations are easy – you may not like the style of a particular designer, or maybe they are out of your price range. But what are some other things you should pay attention to?

    1. Few design examples. Graphic design IS visual communication. A designer that has few, or no, samples of past work is a red flag. Examples don’t necessarily have to be directly related to your industry, but you should see a range of samples that show how the designer solved previous communication challenges so you can be confident that (s)he can solve yours.
    2. Lack of follow-through. Does the designer return your calls and emails promptly? Is (s)he responsive to your questions, schedule, and deadlines? You don’t want to be a babysitter – you need someone who is going to collaborate with you and be responsive.
    3. No detailed estimate. You need to know what you’re paying for. How many design concepts will be presented? How many rounds of edits are included? What are the deliverables? A detailed estimate up front prevents disappointment later.
    4. Make sure you are comparing apples to apples when reviewing proposalsVery low estimates. This may seem counterintuitive – why would you want to spend more than you have to? However, receiving a low estimate may mean there are things not included in the estimate, or the designer is inexperienced. Make sure that you are comparing apples to apples when you review estimates.
    5. No contract. A contract means you’re dealing with a professional. Contracts protect everyone involved. What happens if you decide to kill the project? How will you be billed? What happens if the scope of the project changes? A contract will spell out what happens in these circumstances at the start so that there are no surprises if circumstances change.

And, please be very wary of sites that offer logos for $79 or less. Horror stories abound about these sites. In addition to being notorious for copyright infringement, you’ll have little interaction with a designer (often inexperienced and in another country) and no guarantee that your “custom” logo won’t be sold again and again to other businesses. (Read my post, Logo Design for Dummies – And Thieves, for more on this.)

Talking Pictures

April 24th, 2012

A recent conversation with a prospect reminded me how effective infographics are at conveying complicated information in an easy-to-understand way. He had information that, if understood correctly by his prospects, would show why using his services would increase their profits. He struggled with the right words to explain to me what that difference was. Finally he said, “If I can just get them to see how much more they would earn with my program, they’d be convinced!”

A picture is worth a thousand words

Studies have shown that people retain information better when it is presented visually as opposed to spoken or written words. Which of the following is easier for you to understand?

“Our domestic students represent 32 states – 23 from Maine, 57 from New Hampshire, 8 from Vermont, 314 from Massachusetts, 19 from Rhode Island, 64 from Connecticut,  39 from New York, 9 from Pennsylvania,…yada, yada, yada.”

Or:

Where our students come from infographic

Not only can you see at a glance which states are represented, you can also clearly see which are not!

The next time you have complex information you need to share with others, consider using infographics. An infographic will take your data and turn it into information you clients and prospects will understand.

Here are some sites for inspiration: