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particular individual is indeed very about whom to hire to solve their are having problems. This search
full of himself. challenges. Their belief is that a noted, would include the following: viewing
national or international expert is their LinkedIn profiles, visiting their
Such experts might tout, “My far better than a local, experienced websites, and reading their blogs or
company or I have to create a custom- provider. Of course, when the solution other postings.
ized solution,” which increases the fails, those in leadership roles do not
fees. Again, there are many existing want to admit they made a mistake. When you feel you have found
curricula that have proven track several potential “experts,” then
records. These are successful and In addition to poor to failed leader- connect with them, talk with them
generally free or very affordable solu- ship, experts often fail because of this in person, if possible, and just get to
tions such as Six Sigma or the Lean one word: alignment. Unless solutions know them. Learn their approach
Startup Methodology. The desire to are aligned to what Jay Galbraith from beginning to end, and ask for a
put the organization’s own brand on it identified as the Star Model™, gaps general ballpark investment to see if
only increases the price and potentially will exist and become a fertile ground you can afford their solutions. Listen
reduces the ability to achieve results. for all those dandelions. for their answer when you question
the return on your investment. Review
Years ago, I was exposed to Dr. Don The question then arises: how do I their LinkedIn recommendations or
Kirkpatrick’s “Four Levels of Evalua- know, as a small business owner, sole recommendations on their websites
tion.” At least once a year, if not more, proprietor, sales professional, or even and speak to companies or individuals
some noted organizational or talent a C Suite executive, what individual or who have done business with them.
management expert attempted to sell company to select to help me overcome
the “Five” or “Six Levels of Evaluation.” current challenges or barriers? During the sales process, study the
Sometimes what has already been proposal for deliverables. What will
created works and does not need a Believe it or not, the answer is this particular expert deliver to your
revamp at a much higher investment. at your fingertips, your keyboard, business? Review the time line as well
and phone. as anticipated results. In spite of what
Ego also surfaces when it comes to the noted sales expert said, in business,
business executives making decisions Begin a search of local professionals leadership results do matter.
with expertise in the area where you
After making a favorable deci-
COMPREHENSIVE SIGN SOLUTIONS sion to hire an “expert,” create
a communication process where
for events, store fronts, buildings, vehicles, trade shows and more. decision makers will receive weekly
updates. This is a critical and often
ignored step because by the time it
is discovered the “solution” was not
effective, the expert may potentially
offer a “reason” and suggest an
“add-on” to address this unexpected
obstacle. Some experienced and
results-focused professionals will
include this communication process
within their proposal.

Yes, qualified and caring business
experts do exist. Just because their
solutions are a lesser investment, do
not discount their ability to get the
job done. Experts do not have to cost
an arm and a leg. They can support
your future business growth provided
they understand how your business
makes and keeps money. N

We create signs and graphics to meet all your visual communications needs — from Leanne Hoagland-Smith is the heurist
vehicle graphics to building signs to decals and everything in between. And don’t for the next generation of talent
forget about upcoming events — from trade show displays to golf tournament signs, management. Her ability to guide
to corporate event signs. Call or email today! forward-thinking leaders in all industries
facing new and repetitive problems,
713-914-9999 73@fastsigns.com from people to operations, earned her
6115 Westheimer I Houston, Texas 77057 inclusion in the 2013 Top 25 Sales
Influencers by Open View Labs. Leanne
6 NBIZ ■ August 2014 looks forward to hearing from you at
leanne@processspecialist.com.