Archive for November, 2007

Competing Through Innovation

Friday, November 30th, 2007

By Dean Whittaker

As our communities become more global in their perspective, we find that competing through innovation becomes the key to survival of many of our companies. “The Rise of the Creative Class” and “Live first, Work Second” are two books that tout the importance of attracting and keeping talent as part of the demographically induced “talent wars.” The emphasis on diversity as it contributes to creativity has also become an economic imperative. Collectively, all these reflect the “idea infrastructure” of a region.

How do ideas flow through your micro-culture? Are there lead walls between companies, or do ideas easily flow through a low viscosity infrastructure which facilitates the transmission and, more importantly, adoption of new ideas?  The TED (Technology, Entertainment and Design) conference www.ted.com is an example of the type of infrastructure that can facilitate the flow of ideas. Its tag line is “ideas worth spreading.” The 20-minute presentation of BIG ideas by world thought-leaders is fascinating to watch on the conference website.  This Monterey, California, conference illustrates a process by which ideas are introduced and connections made to promote their further development and commercialization. If you think about it, the iPhone is an example of an innovative product that comes from the intersection of the three domains represented at the TED conference.

What if your area were to hold its own TED-type conference on the three domains in which your area excels?  Could this provide a forum to lower the viscosity and increase the velocity of the free flow of ideas within your area? What other impediments exist to the movement of ideas from creation to implementation? How about non-compete laws that exist in some states but not California? Do your capital markets support commercialization of new ideas?

If competing through innovation is our future, what are you doing to help create and sustain a local infrastructure to enable this rapid viral dissemination of ideas?  Do you have ideas to share? Pass them along and I will report back in our next newsletter. In the meantime, Happy Holidays.

Building Relationships: The Importance of Process Definition and Development

Friday, November 30th, 2007

By Todd Smithee

Generating qualified leads is a constant concern for sales teams in nearly all organizations.  How many times have your sales executives asked for more “qualified” leads from marketing?  If your organization is like most, it is a very common request.  You can invest more money in trade shows, email marketing, print ads, and pay-per-click activities to generate more leads. Is this really the answer, though?

Before investing more in lead-generation activities, you may want to consider reviewing how your organization processes the leads you are currently generating.  This can be done by asking just a few simple questions:

Question 1 – What is Your Distribution Process?

If your answer includes the terms “email” or “delivered to managers for distribution,” you will want to take a timeout.  These delivery methodologies provide little or no opportunity for success tracking and ongoing lead management.  Leads can also get lost in the “noise” of day-to-day activities.  There are web-based lead-management solutions available that will automatically distribute leads and notify the appropriate party of any new lead opportunity.

Question 2 – How Many Attempts Do Your Sales Reps Make to Reach a Lead?

Most marketing teams cannot answer this question, especially if they do not have appropriate lead-management processes and technology.  It typically takes up to three attempts to connect with just sixty percent of a list of trade show leads.  Web lead contact rates can be even lower.  An effective lead-management process can ensure maximum contact rates for all of your leads.  A well-thought lead-management process will also allow you to contact your leads much more rapidly, resulting in better conversion rates.  “Based on our research, our key findings are that personal contact and timeliness are the most important elements of an effective lead follow-up strategy.”  KnowledgeStorm and The Artimis Group

Question 3 – Are Your Leads Being Nurtured Over the Long Term?

Face it.  Sales teams have monthly and quarterly quotas that drive activity.  Nothing is going to change that in the foreseeable future.  This pressure often results in leads receiving less than optimal attention.  An effective way of dealing with this is to keep all leads in marketing until the prospect has a need for your firm’s product or service.  An ongoing nurturing process that utilizes multiple touch points (email, telemarketing, newsletters, etc.) ensures that you will stay in front of the prospect until they are ready to buy.

Lead generation is only a part of the equation.  A well-designed lead-qualification process will ensure maximum conversion and ROI on lead-generation programs, without the expense of implementing new campaigns.  Lead process definition and development can quickly deliver improved results.  It is a great place to start.

Hooray for Trains! A Better Way to Travel

Friday, November 30th, 2007

By Joel Burgess

America spent about 3.7 billion hours stuck in traffic last year, burning extremely expensive gasoline. At the airports, delays are common. One recent study found that between January and August 2007, one in four flights arrived late. In August alone, 159 flights were kept on the tarmac for more than three hours. Consequently, more than half of U.S. businesses augment commercial air travel with expensive corporate jets and charters.

One alternative: efficient intercity rail travel. Trains use one-fifth less energy than cars or planes. They run in bad weather. They are business-efficient and tourist-friendly. Yet, since the early 1960′s, with the exception of the Northeast Corridor from Boston to Washington, D.C., railroad transportation in the U.S. has become largely irrelevant, inadequate, and outdated.

The rest of the industrialized world is investing heavily in its train systems. Europe, as one example, is wiring itself for high-speed rail in order to decrease emissions and increase productivity. Some predict the eventual obsolescence of air travel on the continent.

France: Last fall, a new 200 mph TGV (Train a Grande Vitesse) linking Paris to the German border opened, where it intersects Germany’s own high-speed InterCityExpress. In April, an experimental TGV run on the Paris-Strasbourg route hit 357 mph.

Spain: Soon high speed trains will cover the 375 miles between Barcelona and Madrid – the distance between Washington, D.C. and Boston, a 7-hour trip – in 2 ½  hours. In addition, talk persists of a rail tunnel to link Spain with Morocco.

Japan:Japan has developed a 360 mph magnetic-levitation, or maglev, train that rides a cushion of air. Propelled by the electromagnetic force of magnets, these trains are designed as complete transportation systems.

China: China has committed a quarter of a trillion dollars to its railway service. A trip from Shanghai to Beijing – the distance from Chicago to Baltimore, 18 hours by Amtrak – will eventually take 5 hours

The American train system lacks both financial resources and government support. Amtrak, which is federally funded, received a total of $1.3 billion last year. Twenty-five years ago, Amtrak was receiving the same amount: $1.3 billion. Compare that to the $40 billion allocated for highways and the $14 billion for airlines in 2006, and it becomes clear that train travel is a low priority in our country. For the 2008 fiscal year, the Bush Administration proposed $800 million for the railroad, which is a $500 million cut from 2007. In 2005, the President proposed pulling the plug entirely on Amtrak’s subsidy.

Despite its lack of funding, as our airways and highways have slowed, demand for train travel has been increasing. The number of Amtrak riders was up for the fifth year in a row, reaching record levels, despite the fact that a third of trains arrived late last year. In the Northeast, since Amtrak introduced higher-speed Acela trains in 2000, the railroad’s share of 10,000 daily commuters between Washington, D.C., and New York City increased from 45% to 54%. Experts predict that, with the population climbing well past 300 million in the country, the demand for travel will only grow. Severe weather will further add to general transportation turmoil, leading travelers to look for alternatives to air travel.

The key to improvements for the US train system may be federal incentives for state investment, given two successful projects that relied heavily on state funding. Amtrak recently expanded service from Chicago to downstate Illinois and St. Louis, where the number of riders is up about 50%. Likewise, major improvements were made to the Philadelphia-Harrisburg line where attendance also increased.

Now, Congress is considering legislation that would allow the trains to rebuild. The Lautenberg-Lott Passenger Rail Investment and Improvement Act, is designed to completely overhaul the system. The Senate approved the Lautenberg-Lott Passenger Rail Investment and Improvement Act on October 30, and the bill is now before the House. The legislation would commit $10 billion over four years to develop high-speed, short-haul rail corridors modeled off of the European city-to-city routes. They could run between Washington, D.C. and Charlotte, N.C.; Portland and Seattle; Chicago and Detroit; and Miami and Jacksonville, FL.

“I’m amazed at the rancor about our numbers – they are so small,” says Alex Kummant, Amtrak’s CEO. “It costs about $1.50 for every man, woman and child to sustain this network – one cup of coffee per person. Look at highway congestion, environmental issues, and the capacity of airline travel. For city-to-city transportation, we need passenger rail.”

Source: A Better Way to Travel?
By Peter Richmond
Parade Magazine
Published: November 4, 2007

A World-Changing Tool

Friday, November 30th, 2007

By Jami Miedema

Imagine trying to function in today’s world with only a fifth-grade education.  That’s the reality for one-third of the children in developing countries.  While thousands of dollars are allocated per student per year in the United States, approximately $20 per student is allocated for schooling in developing countries, putting those children at a serious disadvantage when it comes to education.  But building more schools and hiring more qualified teachers will only solve part of the problem they are experiencing.

In the increasingly global economy, a nation’s ability to compete is affected by the education of its people and their capacity to reach markets worldwide.  The computer is a useful means for both these essentials.  A foundation that acknowledges the importance that computers play in the learning process is One Laptop Per Child (OLPC).  The group was founded in 2005 and has been on a mission to invest in children’s education overseas ever since.

According to OLPC’s website, the organization’s goal is “to provide children around the world with new opportunities to explore, experiment, and express themselves.”  To reach this objective they developed the new XO laptop, which costs under $200, and will soon decrease in price.  They are rechargeable by hand and do not require much power.  Mass production of the laptop was begun this month by Quanta Computer, Inc.  The company will be manufacturing around 250,000 of the computers by year’s end and will produce approximately 1 million per month next year to benefit children in Libya, Peru, Uruguay, and several other countries.  This program will allow developing countries to invest in their children’s educations and ultimately their futures as rising nations.

The new XO laptops are available for purchase in North America through the Give One Get One program.  If an individual buys the laptop to donate to a child overseas, he can also purchase one for himself – all for under $400 dollars!  One Laptop Per Child is truly a tool to change children’s lives, giving them the chance to explore and learn about the world around them, and eventually contribute ideas to better their society and the world.

Source: One Laptop Per Child. Retrieved November 26, 2007, from www.laptop.org.

A Thankful Heart

Friday, November 30th, 2007

By Maria O’Connell

The day has come and gone. It’s a holiday that is singular to the US. It is a time to stop. It is a time to gather with family around a food-filled table. It is a time to reflect. It is a time to give thanks. It is Thanksgiving.

Last year, about this time, I spent my first Thanksgiving away from home – 4000 miles away, to be exact. I was in Spain. It was quite a surreal experience on that day to be surrounded by people who had no context for a holiday I have ardently celebrated since I was born. My Spanish friends had all sorts of questions about Thanksgiving. They tried their best to understand the tradition and its importance, but I still missed home a lot on that day.

In Spanish, ‘Thanksgiving’ translates to ‘el Día de Acción de Gracias.’ Literally translated it means: the day of the action of thank you. I love the Spanish translation because it says exactly what Thanksgiving is supposed to be: it is a day to be thankful for what you have.

At my home on Thanksgiving before we begin eating, we stop to share in thanksgiving with each other. We always go around the table to state something, or many things, that we are thankful for.

In my first week here at Whittaker Associates, at my very first staff meeting, I was pleasantly reminded of this timeless tradition. I do not know when it was established here at the office, but without fail, at the culmination of our weekly meeting each employee states three things for which they are thankful. I think this routine greatly contributes to our positive work environment.

Giving thanks can make the day a little brighter. It reminds us of the good things this life has to offer. It creates a thankful heart.

So maybe you too have a tradition of saying why you’re thankful at Thanksgiving. Or maybe you even have that tradition in your work environment. But if you didn’t get the chance to share why you’re thankful this past week, you haven’t lost your opportunity! Find someone and tell them why you are thankful. Then ask them why they are thankful in return.

Biography

Friday, November 30th, 2007

By Jim Bruckbauer

Jim Bruckbauer, Account Manager

Jim will mine his skills in strategic planning and his knowledge of current business trends as the latest addition to the Whittaker Associates team. He will direct a variety of projects as our Account Manager.

A graduate of Grand Valley State University, Jim plans to undertake a Master’s degree in Public Administration with an emphasis in Economic Development and Urban Planning.  While at Grand Valley, he served on the Executive Board of the Collegiate Entrepreneur’s Organization and is currently an Alumni Advisor to the group.

Jim is passionate about the economic vitality of West Michigan and has forged relationships with many community and business leaders while working with the City of Grand Rapids Economic Development Office. He is also involved with Neighborhood Ventures, a non-profit focusing on the revitalization of the business districts of Grand Rapids.

In his spare time, he enjoys live music, traveling, camping, hiking, and running.