I had the pleasure of attending WIC’s general meeting last Thursday, where Kate Purmal shared insights into how we can make 2010 our best year yet…without breaking our necks! I particularly like that last part!

As part of the networking exercise, everyone was asked to answer the following question:

If you could choose between the following, which would you choose:

• You double your revenue in 2010 but work the same amount of time
• You keep your revenue at the current level but work half the time
• Your revenue and the amount of time you work remain the same but your projects are 2x more satisfying

That was a tough one for me. I want to keep my revenue at the current level and work half the time (I have a young daughter)—but I also want the projects to be 2x more satisfying. An overwhelming amount of Thursday’s attendees voted to double their revenue but work the same amount of time.

What would you choose?

Digging a Little Deeper

If you attended the meeting and would like a copy of Kate’s PowerPoint slides from Thursday’s meeting, email her at kpurmal@gmail.com, and she’ll send them to you. She’s also offering meeting attendees special deals on two of her upcoming workshops, geared to building sales and your thought leadership.  

Sales Boot Camp

If the presentation whet your appetite and you’d like to take your sales to the next level, Kate has an upcoming Sales Boot Camp on February 18, 2010. The one-day workshop is $495 for WIC meeting attendees.

In the workshop, Kate digs deeper on several topics from the WIC meeting:

-       Role-play to perfect the art of creating a “trial balloon” proposal in a single meeting
-       Create a phase 1 or Trojan Horse proposal for your business
-       Develop a phased model for your services
-       Build an action plan to fill your sales pipeline
-       And much more

For more information and to register visit http://www.acteva.com/booking.cfm?bevaid=196613

Thought Leadership Workshop

Kate and her personal guru Mark Levy, author of Accidental Genius, are hosting a one-day intensive workshop where you’ll use private writing and exercises to develop a compelling thought leadership platform. You’ll tap into your creative genius to brainstorm high-level ideas and review them with the group to pick the most compelling and captivating concepts. By developing a platform for thought leadership you gain access to a wider range of potential clients and can charge more for your services.

The workshop is $495 for WIC meeting attendees.

For more information and to register visit http://www.acteva.com/booking.cfm?bevaid=196828

Research from The Guardian Life Small Business Research Institute, as outlined in “Women Business Owners to Lead the Nation in Job Creation ” by Rieva Lesonsky, shows that by 2018, women entrepreneurs will be responsible for creating between 5 million and 5.5 million new jobs nationwide,” more than half the new jobs expected.

According to the article, Guardian’s research shows that when women become their own bosses, they’re more likely than male managers or entrepreneurs to:

• Diligently engage in strategic and tactical facets of their business
• Proactively focus on customers
• Incorporate community and environment into their business plans
• Be receptive to input and guidance from internal and external advisers
• Create opportunities for others

When I read the list above, my first reaction was, “Duh, we’ve known that at WIC for years!” In fact, these very characteristics are what set WIC apart from so many other networking organizations. It’s these very characteristics that underscore WIC’s collaborative organizational structure and drive our members and affiliates to readily share their advice, experience, and insights with others in the WIC Community who solicit help with a particular business problem. (NOTE: Ms. Lesonsky was also not surprised by these findings.)

I particularly liked the quote from John Krubski, futurist and research advisor to The Guardian Life Small Business Research Institute:

“This women-led management approach will have a profound impact on the employees and customers connected to these businesses. Women small-business owners will ultimately create more opportunities for employees to grow in their jobs and inspire others to start their own small business–all while providing customers with superior service.”

So to all of my fellow WIC colleagues and associates, I say, “You go girls!”

Read the full “Women Business Owners to Lead the Nation in Job Creation” article 

I just finished reading an interesting post on Copyblogger by Sonia Simone. I love people who aren’t afraid to question the status quo or express an opposing viewpoint to acceptable practices. I love it even when I don’t agree with them, because it keeps the conversation going, ensures we don’t get complacent, and pushes us to explore all the avenues.

The mantra in social media is to invite feedback, engage in conversation. Sonia isn’t advocating ignoring comments. Rather, she suggests we should:

• Focus on where we want to go
• Develop a “red velvet rope policy”
• Ask ourselves “Is this person my customer?” whenever we receive a negative remark.

It’s an article worth the read.

“Are You Getting Dangerous Feedback from Your Readers and Prospects”

I love finding nifty tools, those little gadgets, programs, and the like that make life easier. In fact, when I redid my aveconsulting.com site recently, I added a section in the Visitor’s Toolbox where I list some of my faves. I’ll definitely add this newest one to the list.

If you use subcontractors — or you frequently (or infrequently, because it’s free) send documents that you need signed — you need to check out EchoSign.

Beyond Simple to Use

• EchoSign notifies the recipient via email that there’s a document for them to sign
• The recipient goes to the secure page, fills out the form, signs it digitally, and clicks a complete button
• EchoSign then sends a PDF of the signed document to the signer and the original requester

I just experienced the process from the signer end (W9, Contractor Agreement, Direct Deposit Form), and it was absolutely the most painless on-boarding process that I ever experienced. No printing. No faxing. No scanning. In about 10 minutes I was done (and that was only because I needed to read the agreement). I will hands down use it when I have docs for people to sign, as I’ll get them faster and keep my contractors happy.

Easy on the Bottom Line

As for the cost, if you send five docs or less per month, the service is free. After that, there are tiers based on usage. There are other nifty tools, too, like Zoho Writer, which “enables you to collaborate with partners, employees, and customers on documents and then send them out for instant digital signatures.” You can also use it to store forms and templates that you use again and again. There’s currently no charge for Zoho Writer, and it may be used with any type of EchoSign account.

If you’ve used EchoSign yourself, I’d love to hear about your experience. If you try it after reading this review, I’d like to know how you like it.

NOTE: I have no association with EchoSign whatsoever and in no way benefit from this recommendation — other than to make other consultants happy, which will hopefully reflect positively on Women in Consulting (WIC).

I read a nice article on Raintoday.com that deals with a scenario that most consultants face at one time or another: What to Say When a Client Claims Your Price Is too High” by Charles H. Green, Contributing Editor, Raintoday.com. It’s a good read, so make sure to check out the full article.

“If you’re like most professionals, you’re not comfortable with selling. It’s not easy fighting the feeling that hyping yourself is somehow inappropriate. And it’s worse when you have to deal with objections, doing presentations, and getting rejections—or waiting for the phone to ring.

“But little can compete for sheer discombobulation with the plain old, ‘We think your prices are too high.’ What do you say to that?”

• “Listen to your gut and ask yourself seriously, objectively, curiously, ‘What exactly do they mean when they say your prices are too high.’ And stay there for a minute. That’s because until you know what they mean, you are simply arguing with yourself. You presume to know what the client means and are answering the presumed objections you have invented.”

  According to Green, there’s more than one reason why customers may think this way (read the article for the details on each of these:) 

  • Sticker shock
  • Budget busting
  • Bazaar bargaining
  • Sucker punched

“Here’s the key point. If you try to guess which of those scenarios is operating behind the curtain of your client’s eyes, you have maybe one chance in four of getting it right. But if you choose to guess without confirming your guess with the client, you will lose—even if you guess correctly

“Therefore, the worst thing to do is defend against the attack you are imagining in your own head. The best thing to do is exactly what you don’t want to do—ask the client simply, ‘Can you help me understand what you mean by that?’”

(Blogger’s note: I love this point. It’s key to every client interaction. Don’t guess. Ask. Communicate.)

• “Asking the ‘help me understand’ question: explain that clients often mean widely varying things when they say the price is too high. The read off the list above.  
• “The intent behind the conversation: treat price concerns like any other objective piece of information: you explore its meaning and implications with the client until you have a share understanding.”

Read the full “What to Say When a Client Claims Your Price Is too High” article

I just finished reading a wonderful article on The Huffington Post by Morra Aarons-Mele, called “The Women We Know.” It’s a good read, so make sure to visit the site. Morra convenes an online group for the American Cancer Society, so she uses her experiences in, and mini stories from, that realm to illustrate her point: that there’s a new women’s movement about, one grounded in personal support and social change and that’s largely happening online in micro communities and large gatherings.

The article sparked a number of thoughts (a sign of a good post!), but the first one that came to me is “I know. I experience the power of women almost daily through my involvement in Women in Consulting (WIC).”

Now, I know some of you’ll think, “Of course she’d write that. She sits on the board. She’s the president-elect. She’s supposed to say how wonderful WIC is.” You’re right. It is part of my job to promote WIC. But — and this is a big but — WIC is an all-volunteer organization, save for our administrative support and a small stipend for PR. I don’t get paid for the work I do for WIC. It’s all pro bono — same for all of WIC’s board of directors, program chairs, and coordinators. If I didn’t believe everything I wrote or said about WIC, I wouldn’t be here. If I didn’t receive all the benefits that I tout, I wouldn’t donate so much of my time to help keep WIC going. So, yes, I drink the Kool-Aid, but only because I know first had that it’s mighty tasty.

It’s Not About Perfection. It’s About Connection.

Is WIC perfect? Heck no. Is it for everyone? Nope. No organization is — that’s what keeps life interesting. “Variety is the spice of life” didn’t become a cliché for nothing. What WIC is though is a community…a place to connect, to learn, to get support, to be motivated.

Now you may say, “Morra’s post was about movements. WIC isn’t a movement.” And you’re right. WIC isn’t a movement or even necessarily about social change (although the organization and many or our members do get involved). However, Morra’s post is about community and women and their power to bring about change. And WIC is all about that.

WIC is first and foremost an online community. It started as a small group of women meeting in person to support each other. And we still have regular monthly meetings (six total to accommodate the Bay Area geography), as well as special events and workshops. But WIC’s true value comes from the knowledge bank that is the WIC online Community, the partnerships we make with other organizations and businesses, and the relationships that one can build simply by getting involved. 

Make a note of that last point, as it’s one of WIC’s best kept benefit secrets and also the reason that movements grow. It’s only natural that the WIC people that I’m closest to are the ones that I’ve worked with in my various roles. I started small (helping with a silent auction, managing one of WIC’s newsletters) and slowly moved into larger roles. I’ve been on the board for almost four years now, serving in two different capacities.

The people that I turn to first for business advice are the people with whom I’ve collaborated with at WIC. The people I refer first are the people I work with, as I’m familiar with their work ethic and deliverables. And, as I’ve mentioned in the past, at least 75% of my business can be directly tied to having volunteered at WIC. And it’s not like I see all of my coworkers all the time. Heck, one of them I didn’t meet face-to-face until we’d worked together for two years! Our communications were all through the Internet or the phone for quite a while. Not only do we refer each other for projects, but we’ve developed a friendship that will last beyond our work on WIC.

It’s Not About Competition. It’s About Collaboration.

The current women’s movement works because the women work together for a common cause. It’s simultaneously about each woman and all women. Everyone is important, but no one is more important than anyone else.  This philosophy is the life blood of WIC and taps into the true power of women. Sure there are exceptions, but overall women tend to be about collaborating with others not working against them.

I and so many other WIC members that I know are more than happy to help a fellow consultant brainstorm ideas on how to improve and promote their business. Our archives are full of members and affiliates openly sharing consulting best practices. And I know that I recommend other writers for projects and other writers recommend me. It feels good to help. And I firmly believe what goes around comes around — and I’d rather see the good karma coming and going vs. bad.   

It’s Not About Going Alone. It’s About Going Together.

In her post, Morra wrote, “This week, in the midst of frenzied online organizing to promote gender equality in health care, I had a family crisis. And when I had to bow out of the action, Jodi Jacobson wrote, ‘Don’t apologize for anything…that’s what a movement is for….”

Consulting can be a solitary business. Social media communities make it less so. But even before the advent of Facebook, Twitter, LinkedIn…I didn’t feel alone, because I was part of WIC — a pre-social-media community. The people I’ve come to know at WIC are my colleagues. And that group continues to grow as I continue to meet more people from the WIC Community. I’m continually amazed at the organization’s ability to attract sharp, savvy individuals who are so open and willing to share.

I don’t promote WIC and tout its benefits because I’m going to be president. Rather, I accepted the president role because I believe so strongly in WIC and want to help ensure its continued success.

Anyone who knows me is probably wondering how I could be writing a post on work-life balance. This year has been full of days that start at 6 or 6:30 and don’t end until midnight or later and working weekends. In fact, I’ve found little time for one of my favorite stress relievers: exercise. NOTE: this post isn’t about the benefits of exercise.

I love the endorphin rush I get from a good walk in our hilly neighborhood while listening to some of my favorite music — another top stress reliever. However, after getting to bed at midnight or later, the last thing I want to do is drag my you-know-what out of bed to exercise. Heck, even when I was a fitness fanatic that wasn’t my favorite hour to break a sweat. The result, I find myself feeling less than stellar for my lack of movement and determined to do something about it. Little did I know all that I’d get out of it.

Lesson # 1: Put a stake in the ground.  My situation wasn’t going to change anytime soon, so I decided to find a new time and claim it as my own. At least four times a week, 5pm is my time. Period. I owe it to myself and my business. I think clearer, and I’m more pleasant–both business-building benefits. And I owe it to my family–I’ll be way more enjoyable to be around.

Lesson # 2: Be open to new possibilities. A key component to my walks’ ability to improve my mood and outlook is the opportunity to lose myself in music and my thoughts, totally on my own away from all responsibilities. However, the second time I was getting ready to go, my eight-year-old daughter asked me to go. This meant no music, no opportunity to mentally escape, no time just for me — three components that make these walks such a stress relief. Yet, this was a chance for free, uninterrupted time with Ashley, to show through my actions that I love being with her, and to encourage her to seek out physical activity.

So instead of resenting the loss of my one hour of “me” time, I chose to welcome this wonderful opportunity to share my walk with my daughter.   

Lesson # 3: Small changes can make a big difference. When we set off on our walk that first day, Ashley put her little hand in mine and started to chat away about her day. We talked about all sorts of topics, from school to vacations to why people litter to friends to the cows and other animals that surround our neighborhood and more. We laughed. And we just plain enjoyed each other’s company, sometimes daydreaming and not saying anything.

The decision to go on my walk with Ashley — and how I chose to view it —  has had a huge impact on how I feel, more than just a walk by myself would do. I still get the endorphin rush and the calming effect that I get from music, but it’s different. Different in a good way — and being open to new ways has a lot to do with that.

Do I miss my solitary walks? Sure, but I can do those when she’s otherwise occupied. Meanwhile, I’ll continue to welcome what the universe has to offer instead of fighting it — or at least try. I’m certain that’s another great stress reliever.

Lesson # 4: Feed two birds with one seed. (I never liked “kill two birds”; I like birds.) I’m a great multitasker. But I don’t typically advocate being a multitasker when it comes to relieving one’s stress. Kind of defeats the purpose, if you ask me. Yet, sometimes feeding two birds with one seed is more rewarding than tending each bird separately. Walking with Ashley gets me moving and outside with nature (another stress reliever that I recommend), and it increases the time I spend with my daughter, time that isn’t spent doing homework or cleaning or running errands. I would call that the best type of multitasking there is.  

There are other lessons of course, but you get the idea. One little walk (or whatever helps you deal with stress and brings you joy), combined with a better attitude and a go-with-the-flow approach, can “keep the doctor away,” give you the feeling that there is some balance in your life, and teach you a lesson or two along the way that you can use elsewhere in your life.

Nice short article by Digital Inspiration on a new Bit.ly feature: uploading files and sharing them through email, Twitter, and other social networks. The post explains how to do it and lists the advantages of using it vs. uploading files directly to yfrog. 

 Read “Now Upload Files Through Bit.ly” or try it for yourself.

This bit of prose has crossed my email many times, and I’ve shared it with my friends and family in the past. This time, I thought I’d share it with my WIC friends. I know some of our members, affiliates, and readers are men, but I think you’ll see the value in the message and share it with your wives, daughters, mothers, sisters, and other significant females in your life.

While technically it isn’t about woman in business, it’s message it’s good to remember:  “Women have vital things to say and everything to give. However, if there’s one flaw in women, it’s that they forget their worth.”

To all the wonderful women of WIC, have a wonderful day and don’t forget your worth!

Women have strengths that amaze men.
They bear hardships and they carry burdens, but they hold happiness, love and joy.
They smile when they want to scream.
They sing when they want to cry.
They cry when they are happy and laugh when they are nervous.
They fight for what they believe in.
They stand up to injustice.
They don’t take “no” for an answer when they believe there is a better solution.
They go without so their family can have.
They go to the doctor with a frightened friend.
They love unconditionally.
They cry when their children excel and cheer when their friends get awards.
They are happy when they hear about a birth or a wedding.
Their hearts break when a friend dies.
They grieve at the loss of a family member, yet they are strong when they think there is no strength left.
They know that a hug and a kiss can heal a broken heart.

Women come in all shapes, sizes and colors.
They’ll drive, fly, walk, run or e-mail you to show how much they care about you.
The heart of a woman is what makes the world keep turning.
They bring joy, hope and love.
They have compassion and ideas.
They give moral support to their family and friends.

Women have vital things to say and everything to give.

HOWEVER, IF THERE’S ONE FLAW IN WOMEN, IT’S THAT THEY FORGET THEIR WORTH.

Please pass this along to all your women friends and relatives to remind them just how amazing they are.

It’s not often that consultants need to hand out a resume, but it’s always nice to keep useful resources in mind. Mashable posted a review of neat resume builder called JobSpice. Check it and Mashable’s review, “JobSpice: A shockingly Simple Resume Builder,” out. 

“Resumes: we all hate them, but they’re the key to even landing the job interview. You want it to be clean, concise, eye-catching, and most importantly, accessible. You can build them in Word, but then formatting changes based on the computer. PDFs are better because they render better, but creating them is often a painful process and most tools on the market from the likes of CareerBuilder or Monster just don’t cut it.”