Sales 101 - Ever the Student

SALES 101 - Ever the Student

By Nikki Viljoen – Viljoen Consulting April 2009.

It is said that “the best way to become a master at what you do is to combine ‘study’ with ‘practice’ for the rest of your life.”

It is also said that “knowledge is power” although strictly speaking, I believe that it is what you ‘do’ with that knowledge that makes you all powerful!

When I graduated college in 19 . . . , oh hell, it was lifetime ago, I was this fresh faced kid that had been to hell and back, but was a survivor.  I was also done with ‘study’, I was done with sour faced adults who always thought that they knew what was best for me.  I had the world in my future and the future in the palm of my hand.  I was going to conquer the world. Yeah right!

The first reality check came from my first real job, and by that I mean something other than tending bar, or being a ‘shampoo’ girl in a hairdressing salon, or being a sales assistant in a clothing shop (all of which I had done to put myself through college).  You see my first ‘real’ job was in Rhobank in the now Zimbabwe and I was working in the import/export outsourced division of the bank, called Freight International. Ironically this was in the middle of the 70’s and the middle of sanctions by the world against the then Rhodesia.  I don’t think we could have imported a paperclip if we tried and as for our ‘exports’ well the world wanted tobacco – badly, so we found a way and they turned a ‘blind eye’.  Tobacco and believe it or not graphite.  For those who don’t know, graphite becomes the ‘lead’ in your pencil – strange commodity, I am sure you would agree. 

The point is however, that although I was ‘done’ with my perception of ‘study’, the ‘study’ was certainly not done with me.  We don’t come equipped to handle every job or task that comes along and certainly school and/or college and or university doesn’t even begin to give us the fundamentals of what we need for ‘life’.

I found that the more I learnt, to do the work that I had signed up for, the more my natural curiosity got the better of me and the more I wanted to learn – and learn I did.  Numbers held a fascination for me – not in the way that they did for Einstein, but certainly no less of a passion.  Numbers are easy for me to memorize and they somehow just stick there.  For example the Rand/Dollar rate in 1977 was 1/1.12 – (yes folks, believe it or the Rand in those days was more valuable than the dollar $1.12 = R1), my how the wheel turns. 

How about if you are adding up a whole bunch of numbers and you don’t balance and you are out by a number that is divisible by 9, go through the 9 times table – you have transposed for example 27 to 72 or 36 to 63 (depending on the number that you are out by).

Then of course if you are adding up a whole bunch of numbers and you don’t balance and you are out by ‘3’ then you have transposed either a 5 for an 8 or visa versa, or if you are out by ‘5’ then usually you have transposed a 3 for an 8 or visa versa.

Now as I get older, I find myself devouring information, as if there is no tomorrow.  I am ‘challenged’ by the fact that there is still so much more that I want to learn and too little time to not only take it all in, but also to apply it. 

Those who know me, know that I consider myself a techno-phobe, yet I am an internationally recognized blogger, I have what I would consider one of the most amazing websites on the planet and I have learnt how to ‘tweet’ on twitter (which means of course that there are now even less hours in the day for me). 

Not bad for someone who was determined not to do any more ‘study’ don’t you think? 

I consider myself an expert in my field, I have more than adequate knowledge on some topics and an opinion on most.  I continue to grow, emotionally, intellectually and spiritually on a daily basis and I use the knowledge that I have so painstakingly gathered over all these years, every day.

Through my writing, I know (judging from the testimonials on my website) that I have touched the minds and lives of many and in doing so, I have made a difference in the way that people do business and how they sell themselves and their products.

So, remember that ‘study’ is similar, but quite different to learning.  Learn your craft and apply all that you have learnt in order to improve yourself and enrich the lives of others.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Networking 101 - Making Contact Quickly

NETWORKING 101 - Making Contact Quickly

By Nikki Viljoen of N Viljoen Consulting CC

Dr. Renate Volpe, in her nugget cards entitled “Networking Tips” says:

“Make contact within three days of meeting people”.

Oh dear!  This is one that I fall down on quite badly sometimes!  Well maybe not hey – you see I try and send everyone an e-mail as soon after I have met them as is humanly possible.  The e-mail tells them a little more about who I am and what it is that I do and also gives them my Business Profile. 

Then here comes the challenge, for me at any rate, contacting those people again telephonically to set up individual meetings!  It could take a week or even more to get hold of that person again and set up a meeting with them.  Those that get hold of me (and I must admit that they are very far and few between) obviously then get an appointment before the rest, but that’s just first come first serve.

Remember it’s in your own best interest to get hold of the person that you met as soon as possible and make an appointment to see them, sit down and have a one on one with them – it increases your ‘circle of influence’ and in so doing it also increases your ‘value add’ and more importantly – it also more often than not, brings you work – whether it’s the person themselves who can give you work or whether it is someone that they know who needs your services or products – it’s all work and that is the bottom line!

For more information on Renate, please visit her website at http://www.drrenatevolpe.co.za

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Business Tips - Five Mentoring Tips

BUSINESS TIPS – Five Mentoring Tips

By Nikki Viljoen – Viljoen Consulting CC

As many of you may know I am currently working with the Cherie Blair Foundation as a mentor.  One of my fellow mentors, Jenny, shared five of her recommendations for mentors with us.

- “Get down and dirty – you can’t mentor from a distance, you have to get your hands dirty and understand the nitty gritty of what your mentee does”.

Well that sounds like pretty logical advice to me!  The Cherie Blair Foundation mentors and mentees are based literally all over the world and I have yet to come across a mentor mentoring a mentee in their own neck of the woods.  I was matched up to a young lady who originally comes from Kenya, but who now lives Rwanda.  Sure we can’t get ‘up close and personal’ to one another and we rely on SKYPE for our two weekly chats, but the point is that I know exactly what her business is about, what her ‘crisis’ areas are, what her challenges are and how she is or isn’t coping.  It’s all about communication and sharing – her sharing with me and me sharing with her.  I mean really, how could I possibly give someone business advice if I didn’t know the very basics about what business they are in.

- “Open doors – use your connections and your networks to open doors for your mentee.”

The whole idea behind mentoring is about sharing experience and advice and so for me, sharing connections (obviously where appropriate) is also what is called for.  Not only will it benefit your mentee but it will also add value to the person whose details you share.  Networking is a basic resource for any business.

- “Don’t let your mentee off the hook, keep them focused and on track to act.”

Oh thank goodness for this one! I have had several requests from clients as well as colleagues for me to mentor them.  They are really keen to get all the information and experience from me until I tell them that I want a written agenda at least 48 hours before the meeting, that they have to take minutes which must also be given to me prior to the next meeting and that all actions that they have agreed to must have a ‘due by’ date and that those deadlines have to be met.  Remember the whole ‘If you can’t measure it, you can’t manage it’ thing – clearly this applies to mentoring as well.

- “Meet regularly – weekly or bi-monthly to keep the momentum going, the sessions can be short and sweet”

You really cannot monitor what your mentee is doing or give them the correct guidance if you are not communicating on a regular basis.  I have found that 20 to 30 minutes every two weeks is more than sufficient once you get going.  The initial meeting(s) will be a bit longer but then that is because you are getting to know one another and to understand the needs of each other.

- “Be prepared to learn as much as your mentee does”.

This one quite honestly I was not prepared for and one that has had the most impact on my life.  Be prepared to listen, carefully – I did and I am so glad that I did.  I have learnt a huge lesson from my mentee and it’s not one that I will forget!

And a final word from me, give your mentee room to grow – don’t give them everything on a platter – steer them in the right direction, but make them think for themselves, often they will come up with their own solution.  This will strengthen their ability to problem solve and ensure that they do not become reliant on you for every decision that they need to make.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Motivation - The Right of choice

MOTIVATION - THE RIGHT OF CHOICE.

By Nikki Viljoen of N Viljoen Consulting CC

Today’s quote comes from Oprah Winfrey, who says “Understand that the right to choose your own path is a sacred privilege.  Use it.  Dwell in possibility.”

Actually Oprah comes up with some pretty dynamic stuff from time to time and this is one of those times.  How often do we actually get to choose our own path – well I guess the answer would be All the Time.  Strictly speaking I don’t think that that is true!

Now before everyone starts jumping up and down on my head, let me explain.

I recently parted company with a friend.  It was a relatively ‘new’ friend as the friendship was only about four years old (my ‘oldest’ friendship is going on for forty five years now), so in the grand scheme of things, I wasn’t too emotionally devastated.  Losing or walking away from a friendship is not something that is new to me, however, that said, it is not done lightly.

To give you a brief, if somewhat un-emotional run down of what happened here are the highlights.  Lets call her Anne.

Anne met a new man in November.  I have no problem with that, in fact I have always encouraged her relationships. Within 6 weeks he had purchased her a new lounge suite, new bedroom suite and there were new appliances for the kitchen on order. Still no problem for me as long as you are aware of why all these purchases are taking place.  What did start happening in the beginning of December though, is that suddenly arrangements that were made with me months and weeks before he arrived on the scene, were cancelled at the last minute (I mean an hour or so before we were due to meet) and the cancellation was done by SMS.  Not good.  For me this is disrespectful on two levels.  One is that now I am being treated like I am not good enough (and yes it is my right to choose to believe or react like that) and secondly breaking an arrangement like that should be done in person, even if it is done telephonically, with an explanation – not be SMS.  Again for me that is like saying that I am not worth the call.

Me, being who I am, I confronted her about this and then discovered that the problem is that this man is one of those controlling, manipulating type people.  It also came out that he was now paying most of her bills, rent and the like and that he basically didn’t want her to see anyone (and that included friends) except for himself of course.  Every time she told him of a meeting planned between the two of us, he ‘closed’ his wallet and threw a temper tantrum.  She, now being used to the additional money, gave in and then not wanting any kind of confrontation with me, sent me an SMS to cancel our arrangement.  Well that is also her choice I guess, but it is one that was very cleverly manipulated by this fellow under the guise of – ‘well I’ll help you financially because you have gotten yourself into a bit of a financial situation.”

This kind of behaviour also carries a huge consequence – you see not only has she lost me as a friend (my choice is not to allow anyone to treat me with this kind of disrespect) but further on down the line, she will lose the ability to make any kind of decision of her own – they will all be made by him.  Technically, she will have given him the right to make all decisions for her, because of the control that he will exercise over her in the disguise of money.  Not nice at all, but it was her choice to allow him to do it the second time.

You see, another of Oprah’s sayings is “Believe someone the first time they tell you something!”  The first time he manipulated her with money, she should have made the right choice.  She didn’t and the result is that in a way she has given him “permission” to continue in this way.

Oprah is right when she says that the right to choose is a sacred one.  It is something that many people have gone to war over and have given their lives for.  It is something that we as individuals should treasure and guard.

Whenever we make a choice, we should consciously remember those who made the wrong choice, in the first place, and who as a result of that, now have very little choice at all.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

HR 101 - What to do When . . . Your Staff Want to Strike - Part 3

HR 101 - WHAT TO DO WHEN . . . . Your Staff Want to Strike – Part 3

By Nikki Viljoen – N Viljoen Consulting CC.

Please note that this pertains to South African Labour Relations and Best Practice Requirements.

Today we are going to look at when a strike is considered protected.  This means that there are certain procedures that the staff and unions have to follow before the strike can be deemed protected.

In terms of Section 64(I)(a), the first thing that needs to happen is that they need to have referred the dispute for conciliation.  They can’t just decide that there is a ‘dead lock’ in negotiations and they were therefore strike.  They have to refer the dispute to the CCMA or the bargaining council.  Clearly it is incumbent upon them as well as the employer to try and resolve the dispute before any strike can take place.

After that, should a Certificate of Outcome, stating that the issue has been resolved be issued or after 30 days (or any extension to this that has been agreed to by the employer and the employee) after the first referral was received by the bargaining council or the CCMA, employees will have the right to strike.  Remember that it is one of the two alternatives, not both.

The second thing that needs to happen is that the staff must give notice of intention to strike.  The employer needs to receive the notice of intention to strike at least 48 hours prior to when the strike will begin.  The notice of intention to strike must clearly state the starting time and date of the strike.  Please remember that if the dispute relates in any way to a collective agreement that was decided and completed in a bargaining council then the notice of intention to strike must also be given to that council. In the instances where the employees are also a member of their employer’s organization that is also a part or been part of the dispute in question, then the notice of intention to strike must also be given to that particular organization too.

The third thing that has to happen, is that if the issue in dispute is about a refusal to bargain, the employees must obtain ‘an advisory arbitration award.’  This advisory arbitration award, must be obtained prior to the notice of intention to strike being issued.

A question that is often asked is whether a strike can be called unprotected even if the procedures that have been documented above have been followed.

The answer, as always is as clear as mud – yes it can, depending on what the dispute is about.  Clearly each case should be judged on its own merit because of the way in which things are ‘written’ and documented.  It’s about the law you see, and usually anything to do with the law means that some bright spark somewhere will find a loop hole or something that has not been clearly (enough) documented.

Let’s have a look at an example of this.

George and his fellow worker, have insisted on a minimum wage of R25.00 an hour.  Mike is prepared to pay R8.00.  Eventually, after much negotiation and name calling both parties agree that R10.00 per hour is a fair amount for the minimum wage, across the board.  The union then decides, well they think it should be R11.00 – nothing prevents them from asking for more than what has already been agreed to.  The Union now says that Mike is refusing to bargain and they proceed to put the procedures in place to start the strike process.  In this particular instance, a clause needs to be inserted allowing for an increase to the minimum wage.  This will negate the necessity for collective bargaining about wages increases at shop floor level. 

As you can see however, it is in your own best interests (not to mention the drain on your financial resources) to get a really good Labour Attorney involved in any of these types of discussions or negotiations as failure to cross the obligatory ‘t’ or dot the ‘i’ could result in costing you a lot of money in the long run.

That all said, there are also some instances where employees can strike without following any kind of procedures.

If Mike were to change the working hours, or the age of retirement or the benefits that have been documented in the Letters or Contracts of Employment, without entering into any kind of negotiation with the employees, George and his fellow workers could go on strike and because the regulatory issues governed in Section 64(4), if Mike does not restore everything to the way it was, they would not have to follow any of the procedures that would normally have to be followed before submitting a notice of intention to strike.

Next week we will have a look at some tips on how to control a strike action.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Sales 101 - Be Realistic About the Outcome.

SALES 101 - Be Realistic About the Outcome.

By Nikki Viljoen – Viljoen Consulting March 2009.

There is a huge difference between having an outcome that we want and the outcome that we usually get!  Not achieving what we want, in terms of sales can be devastating.  Our confidence goes for a ‘ball of chalk’, we feel depressed and worthless and worst of all is that our motivation takes a leave of absence and we have to ‘kick start’ ourselves every morning just to get going.

Cold calling and the difficulties associated with the constant rejection that is the reality of this method of sales can be very draining and soul destroying, particularly if our expectations are not in line with reality.

Here’s the thing though – even the top sales people on the planet are rejected on a regular basis.  That’s the truth.

Think about it logically for a moment, what are the chances that the person that you want to speak to, is unavailable to chat to you, when you are available to chat to them? How many times have you phoned a friend and had to leave a message because they did not answer the phone?  When that happens how do did you react?  Did you feel rejected and unloved?  Of course not.  Usually you would just leave a message, understanding that the friend is not available and then go on about your business.  So how about using that tactic when you ‘cold call’ a company.  Just leave a message for the person to contact you and go on about your business.

Then there is the person that you actually get hold of and for whatever reason, they don’t have the problem that your particular product or service can do anything about.  Once again you feel rejected.  Go back to the scenario of your friend.  You need to borrow a drill from a friend and you phone the first one that you think may have one, but he doesn’t – so now you have the sulks!  Of course not – you probably have a laugh about it and then phone the next friend who may have one.  You go about your business – you need to do the same thing here.  So this particular prospective client does not need your product or service – ok, but there are still thousands who do, so instead of sitting there feeling sorry for yourself, move forward to the next one.

Now what about the person who does have a problem that your product or service can definitely sort out, but he is currently busy with someone else or something else and cannot discuss anything with you right now.  So what do you do – it’s your choice you know.  Some will sulk and get all bent out of shape, some will try and force the conversation and the sale and of course, some will make a note to phone the prospect again.  Just a word of warning here, if you are the one who tries to force the conversation and the sale, all you end up doing is killing the sale even before you have started.  There is nothing more irritating than a salesperson who won’t listen.  They very seldom make it through the door a second time. 

Each time you phone a prospect, you should understand that there are several outcomes that could happen.  Be prepared for each one.  In fact, write down on a piece of paper all the different types of answers that you may get and understand that you may not get the one that you want.  Don’t hype yourself up and get yourself expectations that are so far from reality that they are preposterous.  The only person you will hurt is yourself.  Don’t take it personally – some times things are just what they are, and they are not always about you.  Your prospects also have lives that they are busy with and their priorities will be different to yours.  Understanding this will go a long way towards you reaching a realistic goal.

Setting yourself unrealistic goals and not achieving them is setting yourself up for failure all round.  Setting yourself realistic goals and then achieving them will only boost your confidence. 

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Networking 101 - Quality before Quantity

NETWORKING 101 - Quality before Quantity

By Nikki Viljoen of N Viljoen Consulting CC

Dr. Renate Volpe, in her nugget cards entitled “Networking Tips” says:

“Making two or three good contacts at an event is good enough.  You don’t have to ‘work’ the whole room”.

Now she tells me!  This is one of the biggest mistakes that I made when I first went to Networking events and meetings.  In my enthusiasm I wanted to talk to everybody and ran around frenetically trying to get every person’s card and then afterwards trying desperately to get an appointment with someone!  That was really hard work and in many ways very soul destroying too.

You see many people don’t understand the value of networking and so they couldn’t see the connection or synergies that ‘could have been’ and the result of that of course was that they couldn’t see why there was a need to meet with me in the first place, let alone discuss ways in which we could help one another.  That, for me was, and still is, very difficult to understand.

Anyway, the bottom line is that I was spending a huge amount of time and energy on people who could not see the value of what I was doing – so quite frankly – why bother!

Nowadays, even if I only make one contact, that for me is good enough.  That one person, understanding what networking is all about and the value that I not only get from that person, but the value that I can give to that person, is worth far more to me in time, effort and good referrals than 100 people who cannot see the value and have no interest in what I am doing.

So be selective, get in touch with ‘like minded people’ – don’t waste your time and energy on those who cannot or will not see!

For more information on Renate, please visit her website at http://www.drrenatevolpe.co.za 

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Business Tips - Documentation and SARS

BUSINESS TIPS – Documentation and SARS

By Nikki Viljoen – Viljoen Consulting CC – May 2013

Please note that this pertains to South  African SARS (South African Revenue Services) requirements.

On a daily basis I meet with people who are either starting their own businesses or alternatively there are those who have been in business for many years now – irrespective of where they are in this particular journey called life, they more often than not, have no clue about the legal requirements around the retention of their business documents.

The harsh reality is that not only is there a legal requirement in terms of what documents must be kept there are also requirements on how long these documents must be kept and they are not all just about the financial records either.  Some need to be kept for only a couple of years, others for up to 5 or 7 or even 15 or so years and others that have to be retained ‘indefinitely’.

Add to all of this the digital and electronic age and although in many ways this simplifies life there are also instances where this will complicate things.

Take for example the tax records . . . it has been promulgated into law that the tax records and financial documentation pertaining to these records can be stored in their electronic form provided that they are stored electronically in a physical location in South Africa.  Furthermore, if the taxpayer wishes to store and maintain their accounting or invoicing records using ‘the cloud’ technology or servers outside of South African borders, they will need to obtain written approval from a Senior SARS officiator.

Apparently though, obtaining authority to do this is not an easy achievement either, as the following requirements have to be met.  These are (but not limited to):-

- You have to be able to easily access these records here in SA.
- Irrespective of the location of these servers, this should not affect the access to the records.
- It is a requirement that the country where the servers are hosted has to have an international tax agreement with South Africa for reciprocal tax assistance.
- That the taxpayer in South Africa has to be able to produce an acceptable electronic form of the record – ideally it should look exactly like its paper hardcopy equivalent and
- The storage capabilities must meet all storage requirements.

Additional challenges that may be encountered are in the form of system description development should the software or electronic platform not be commonly used and/or recognized in South Africa, so beware of all the ‘off the shelf’ products that may have been developed in India or the USA as they may carry ‘hidden’ costs.

Be sure to have properly researched what you purchase to ensure that SARS requirements are always met – it will be cheaper in the long run.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Motivation - The Seed

MOTIVATION – THE SEED

This was not written by Nikki Viljoen of Viljoen Consulting CC.  In fact she has not idea who wrote it and where it came from – it is however, very pertinent to life!

A successful Christian business man was growing old and knew it was time to choose a successor to take over the business.

Instead of choosing one of his Directors or his children, he decided to do something different. He called all the young executives in his company together.

He said, "It is time for me to step down and choose the next CEO. I have decided to choose one of you. "The young executives were shocked, but the boss continued." I am going to give each one of you a SEED today - one very special SEED. I want you to plant the seed, water it, and come back here one year from today with what you have grown from the seed I have given you. I will then judge the plants that you bring, and the one I choose will be the next CEO."

One man, named Jim, was there that day and he, like the others, received a seed. He went home and excitedly, told his wife the story. She helped him get a pot, soil and compost and he planted the seed. Everyday, he would water it and watch to see if it had grown. After about three weeks, some of the other executives began to talk about their seeds and the plants that were beginning to grow. Jim kept checking his seed, but nothing ever grew.

Three weeks, four weeks, five weeks went by, still nothing. By now, others were talking about their plants, but Jim didn't have a plant and he felt like a failure. Six months went by, still nothing in Jim's pot. He just knew he had killed his seed. Everyone else had trees and tall plants, but he had nothing. Jim didn't say anything to his colleagues, however. He just kept watering and fertilizing the soil - He so wanted the seed to grow.

A year finally went by and all the young executives of the company brought their plants to the CEO for inspection. Jim told his wife that he wasn't going to take an empty pot. But she asked him to be honest about what happened. Jim felt sick to his stomach, it was going to be the most embarrassing moment of his life, but he knew his wife was right. He took his empty pot to the board room. When Jim arrived, he was amazed at the variety of plants grown by the other executives. They were beautiful, in all shapes and sizes. Jim put his empty pot on the floor and many of his colleagues laughed, a few felt sorry for him!

When the CEO arrived, he surveyed the room and greeted his young executives. Jim just tried to hide in the back. "My, what great plants, trees, and flowers you have grown," said the CEO. "Today one of you will be appointed the next CEO!" All of a sudden, the CEO spotted Jim at the back of the room with his empty pot. He ordered the Financial Director to bring him to the front. Jim was terrified. He thought, "The CEO knows I'm a failure! Maybe he will have me fired!"

When Jim got to the front, the CEO asked him what had happened to his seed - Jim told him the story.

The CEO asked everyone to sit down except Jim. He looked at Jim, and then announced to the young executives, "Behold your next Chief Executive Officer!

His name is Jim!" Jim couldn't believe it. Jim couldn't even grow his seed. "How could he be the new CEO?" the others said.

Then the CEO said, "One year ago today, I gave everyone in this room a seed. I told you to take the seed, plant it, water it, and bring it back to me today.

But I gave you all boiled seeds; they were dead - it was not possible for them to grow. All of you, except Jim, have brought me trees and plants and flowers.

When you found that the seed would not grow, you substituted another seed for the one I gave you. Jim was the only one with the courage and honesty to bring me a pot with my seed in it. Therefore, he is the one who will be the new Chief Executive Officer!"

*   If you plant honesty, you will reap trust

*   If you plant goodness, you will reap friends

*   If you plant humility, you will reap greatness

*   If you plant perseverance, you will reap contentment

*   If you plant consideration, you will reap perspective

*   If you plant hard work, you will reap success

*   If you plant forgiveness, you will reap reconciliation

*   If you plant faith, you will reap a harvest

So, be careful what you plant now; it will determine what you will reap later.

HR 101 - What to do When. . . Your Staff Want to Strike - Part 2

HR 101 - WHAT TO DO WHEN . . . . Your Staff Want to Strike – Part 2

By Nikki Viljoen – N Viljoen Consulting CC.

Please note that this pertains to South African Labour Relations and Best Practice requirements.

So what we now know is when the staff cannot strike – let’s take a step backwards though and define exactly what a strike is:

Section 213 of the Labour Relations Act (LRA) says “The partial or complete concerted refusal to work or the retardation or obstruction of work, by persons who are or have been employed by the same employer or by different employers, for the purpose of remedying a grievance or resolving a dispute in respect of any matter of mutual interest between an employer and an employee, and reference to ‘work’ in this definition includes overtime work, whether it is voluntary or compulsory.”

What does all of this actually mean? 

This means that in order for it to be termed ‘a strike’ there have to be three definite components.

The first one of course has several parts to it and it revolves around the issue of work.  It is (but not limited to):

• “Refusal to work”.  This means that any refusal to work, whether it is a ‘go slow’ or work relating to overtime or even if the employee refuses to ‘clock in/out’ and so on.   So let’s take the example of George, who is in a production line at a factory.  George’s job is to pack the finished product into tissue paper, place it back onto the conveyer belt and from there it goes to the next person who packs the wrapped product into a box.  George abandons his station at the conveyer belt and refuses to wrap any of the product thereby refusing to perform any of his duties.
• “Partial refusal to work”.  In this instance George stands at the conveyer belt and wraps only some of the product into the tissue paper and then also refuses to place the wrapped items onto the conveyer belt.  In this instance he is only refusing to perform some of is duties but not all.
• “Retardation of work.”  In this example, George continues to perform his duties but at a rate that is as slow as possible, without coming to a dead stop.  This is commonly known as ‘a go slow’.  George’s manager asks George to assist with the packing of the product into boxes, but George refuses as his contract does not specifically state that he must pack product into boxes.  This is known as ‘work to rule.”
• “Obstruction of work”.  In this instance George does not wrap the product at all but does put the unwrapped product onto the conveyor belt which means the product cannot be packed but must be removed from the packing area and taken back up to the point where it should be wrapped by George, before any packing of boxes can continue.

The second component in terms of a strike, is that a single employee cannot strike and it therefore has to be two or more employees that refuse to work before it can be considered a strike.

The final component in a strike is that there has to be purpose to the strike which is usually to resolve a dispute or to remedy a grievance.  To resolve a dispute is usually around the issue of salary increases or benefits and a grievance is usually around issues of perceptions of unfair dismissal.  In this instance George is dismissed for dishonesty in that some of the wrapped product ended up in his pockets or in his home without any of it being paid for.  George is disciplined, found guilty of misconduct and dismissed and his colleagues feel that he has been dismissed unfairly and go on a strike in an effort to force management to give George his job back.

Please remember that a grievance of any nature can be and is anything that is between the employer and the employee whether there has been a collection bargaining process or not.

Next week we will look at protected and unprotected strikes.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Sales 101 - Finding the Right Prospects

SALES 101 - Finding the Right Prospects

By Nikki Viljoen – Viljoen Consulting 

As much as you need to have a really intimate knowledge of your product or service, so to do you need to know who your prospect or target market is.

Many small business owners like to think that their particular product or service is something that every single person on the planet has to have!  Well as much as that may be true in a Utopian world and as much as they would like to think that, the reality of the situation is that that is simply not true for a number of reasons.

There are those that will not see the value of what it is that you are offering, those who just cannot afford what you are offering, those that are just not in the right demographics to know what you are offering  and of course those who have no clue what you are offering.

Then from your side, you have to actually understand who it is that you need to target.

Think about sitting in a restaurant – the place is packed, waitrons are rushing around trying to get everyone fed and watered.  Some people are upset because they have been given the wrong food or it has not been cooked to their specifications, others are tired of waiting and are ready to walk out – on the other hand there are those who have really enjoyed their meals or are enjoying their meals.  Some have finished and are leaving, others are arriving.  Some are young, some are middle aged, some are grannies and grandpas.  Some are European, some are oriental, some are from right here in South Africa, some are from other countries.  Some come from rich homes and others from poor homes, some are male and some are female.  Do you get the picture yet?

You see, even though the restaurant’s target market are ‘hungry people’ there are different kinds of hungry people.  People who have different tastes and have different expectations.  Some who want fish and others who want meat or chicken and then of course those that only eat vegetables.  The chef has to understand all these different variables and ensure that he can accommodate all the different taste buds.  The restaurant manager have to make sure that their waitrons are properly trained and that they can handle the pressure of serving difficult clients as there are patrons that enjoy being fussed over and others that don’t, but still want good service. There are diners that want ice in their drinks and others that don’t and still some that want a single ice cube or two – the waitrons have to remember all of this, get the orders right and delivered on time to the correct person and so on.

Understand a little better now?

So, make a list of who your target market is, then for each target market that you have listed, draw down and make a list of all the sub-groups.

Once you have identified all of your sub-groups, make a list of the best prospect or the person that you would most like to deal with and why you would like to deal with them.  Once you have done that, make a list and select the top three things that your product or service has that would win them over and another list and select the top three problems that they may encounter that you would then be able to resolve. Don’t try and fix things that you have no control over – focus on what you can fix.

The list with the things about the product that would win them over becomes the focus of what you sell to your target market and the list of problems will ensure that you are ready to respond to any problems that you may encounter.

Do you see how you have narrowed your prospects down?  If you have followed these suggestions, in all probability you have found the target market that is most right for you.

Now all you need to do is get selling – and remember, always have fun!

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Networking 101 - Don't Confuse Networking with Friendship

NETWORKING 101 - Don’t Confuse Networking with Friendship

By Nikki Viljoen of N Viljoen Consulting CC

Dr. Renate Volpe, in her nugget cards entitled “Networking Tips” says:

“Don’t confuse networking with friendship.”

Actually, whilst we are on the subject, don’t confuse business (of any kind) with friendship either – they are two different issues that should inhabit two different spaces in your life – if they don’t and if you confuse or blur the line the result could mean the loss of business or the loss of the friendship – so be careful about what you are doing and make sure that the lines and boundaries are very visible and very clear to all parties concerned.

Don’t get me wrong there is nothing wrong with social networking, in fact you can make some really great contacts and even do some really good business on places like LinkedIn or even Facebook but I wouldn’t rely on them as the sole focus of my networking commitments.  I would use them rather as tools to enhance what I already have.

There are a huge number of other Networking opportunities out there both from a local perspective as well as internationally. There will always be some that feel a whole lot more comfortable than others – it’s a matter of choice.  I would not say that one is necessarily better than the other – it’s about what works for you at the end of the day.

Having said that however, you need to take the first step and actually get onto the site or get to a meeting and get going!   Networking takes work, it doesn’t just happen!

For more information on Renate, please visit her website at http://www.drrenatevolpe.co.za

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Business Tips - Setting Goals

BUSINESS TIPS – Setting Goals

By Nikki Viljoen – Viljoen Consulting CC

I am sure that you have all heard the old adage that “if you can’t measure it, you can’t manage it”!  Although many business owners faithfully quote this saying almost on a daily basis, the sad reality is that few actually use it themselves.

The reality is that few actually set goals for themselves – goals that they can actually leverage off for their own personal successes. Goals that are specific, that can be measured – that have meaning and make perfectly logical sense.  Goals that motivate and excite them, that make them jump out of bed in the morning, ready and rearing to face the day.

Many business owners strategize for the business, for the staff, for the clients, for the suppliers  . . .  but fail to develop strategies for themselves.

So the challenge today is for you to develop a strategy for yourself, then work out your plan.  It might be something as simple as getting yourself to more ‘self-development’ type workshops or as complicated as working a four day week, and then a three day week and then a two day week and then a four hour week.

Whatever it is, write it down.  Set actions with deadlines and then focus on achieving your goal.

You know that it is something that you should do, you know it is something that you want to do and most importantly, you know it is something that you can do!

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Motivation - The Smallest Decision - The Biggest Change

MOTIVATION – The Smallest Decision – The Biggest Change

By Nikki Viljoen of N Viljoen Consulting CC – March 2010

Kerri Russell says “Sometimes it’s the smallest decisions that can change your life forever.”

Much has happened in the last week that not only echo these words but also highlights them and I must admit that I sat in front of a blank screen for quite a while, waiting for inspiration to show itself.  Not that I have ever suffered from writers block, you understand, but purely from a place of finding the right words.

We make hundreds and thousands of decisions each day – some of them are conscious and many are not.  Some have little or even no consequence (that we are consciously aware of – but remember every action has a consequence) others carry profound consequences.

Think about if for a moment – how many times have we taken the wrong fork in the road and ended up lost or going in the wrong direction?  How many times have we second guessed ourselves only to find ourselves in a place that we really didn’t want to be or even need to be.  Those are the negatives and as negative as they seem to be, they are a reality and we need to be aware of them and aware of how we deal and engage with them. 

I want to however, deal with the positives.

I have often had the pleasure of a chance encounter with someone, who has then turned out to be ‘exactly what the doctor ordered’.  It is said that the Universe or God (whomever you perceive him to be) sends exactly the people that you need in your life at exactly the right time that you need them and I certainly find this to be true in my life. I have often made a last minute decision to go or be somewhere and then met someone who has had a profound effect upon my life.  I have often, as an afterthought said or done something, that has led to greater things or even a greater understanding of who I am and what my life’s purpose is.

Many of the articles that I write here, under the banner of “Motivation” have been written to challenge you the reader, but believe me most of them have challenged me, many have taunted me until I got it right or made the decision or changed my mindset.  The fact that I am writing at all was because of the ‘smallest decision’ and look at the profound affect it has had on my life.

Each day, as I sit down to write the article, especially the “Motivation” articles, I often find myself excited, nervous and above all eager to find out what it is that I will write – what the words will mean in my life and how I will choose to react to them. I find myself smiling at my recognition of the truth as I read the words that I am writing.  I find myself kicking my own rear end, as I take up the challenge that I have just laid down for you to do and I find myself wanting to know more, to understand more and to be all that I can be.

Who would have thought that Vanessa’s (my mentor and friend) statement that I should be writing would one day turn into this?  Who would have thought that a little decision to write, to commit my thoughts and opinions to paper, would result in international ratings and rankings and recognition.

Who would have thought it  . . . . . certainly not me!

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

HR 101 - WHAT TO DO WHEN . . . . Your Staff Want to Strike – Part 1

HR 101 - WHAT TO DO WHEN . . . . Your Staff Want to Strike – Part 1

By Nikki Viljoen – N Viljoen Consulting CC.

Please note that this pertains to South African Labour Relations and Best Practice requirements.

How much do we actually know about when the employee can strike and when they can’t?

Let’s explore this situation together.  Firstly let’s have a look at when employees can’t strike.

According to the Department of Labour and the Labour Relations Act (LRA), employees cannot strike if (but not limited to):-

1. the employees have entered into an agreement that they have collectively entered into that then prevents them to strike because of the reason why they want to strike.  Ok that sounds very confusing, let’s give an example.  Let’s say that the workers and management have all agreed to an incentive bonus at the end of the year based on performance and turnover and profit.  The first year that this is happening, the performance of the employees has not been great and this has resulted in the company not making targets because the turnover was not great and then because of huge theft in the warehouse, the profits are really bad.  The union cannot now call for the company to present 13th cheques as a bonus.  In this instance if the workers went on strike it would be deemed illegal.

2. the employees have entered into an agreement where any disputes have to be referred to arbitration. What does this mean, let’s have another example. The employees (and/or the Union) have signed a document stating that they will not strike and/or call for strike action until an issue (whatever that issue and/or disagreement may be) has been referred to arbitration. If the matter is still at a deadlock, with neither side being able to move, then under certain conditions (and they then have to list these), strike action may be called for. So the employer offers an increase of 8%, the employees decide that that is not good enough, they want an increase of 20%.  Neither side backs down and the union now calls for strike action.  In this instance if the workers went on strike it would be deemed illegal because they have not gone through the arbitration process.

3. ‘the issue in dispute is one that a party has the right to refer to arbitration or the Labour Court in terms of the Act.’  Again – what does this mean?  Let’s assume that one of the employees was caught with his hands in the cookie jar so to speak.  He has stolen large quantities of money and he has been disciplined and found guilty of misconduct and he has been dismissed.  His fellow workers are really angry about his dismissal because they pretty much like the guy and well stealing from your employee is actually not a bad thing, so they go on strike demanding that he be re-instated.  This would be considered an illegal strike as the dismissed employee has not (yet) gone to the CCMA for arbitration.

4. the employee works in what is considered an essential service or a maintenance service.  So this would be people like nurses and/or the refuse removal guys and so on.

Next week let’s look at exactly what a strike is and when a strike can happen.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Sales 101 - Finding What Your Customer Wants

SALES 101 – Finding What Your Customer Wants

By Nikki Viljoen – Viljoen Consulting CC November  2009.

The easiest sales usually come about with the right kind of marketing and quite frankly I was not really sure where to put this particular article – there is such a huge divide between sales, marketing and branding and yet they are so incredibly close too. So if your perception is that it should be under something else . .  well just pretend that it is!

Here we go –

Let’s take the same product, in the same place.  On one of “The Apprentice” shows the challenge was to see which team could sell the most food at a football game.  Both teams had exactly the same food, both teams were at the same game, both teams had the same number of members.

Team # 1 had hundreds of people crowded around the point where they were selling the food from.  They had cheerleaders doing whatever it is that cheerleaders do, there were eating type competitions, lots of ra ra going on and lots of people everywhere.  Sounds quite like fun doesn’t it.  I am sure it was a lot of fun, but they did not win – Team # 2 did.

Team # 2 did not have a specific point where they sold the food from.  There were no cheerleaders, there was no ra ra.  So what happened?  What made Team # 1 and Team # 2 so very different.

Well let’s examine the setting.  Why do most people go to a football game?  For me the most logical answer is ‘because they want to see the game’!  

If you are going to the football game to watch the game, logic must tell you that you will not wanting to be queuing to buy food and drink, irrespective of how gorgeous the cheerleaders are, or what the prize is for the eating competition.  You’re there to watch the game and speaking from my own experience, I even resent having to queue up to go to the bathrooms.

So being logical again, it stands to reason that I would prefer it if someone came around to me with food and drink.  It would mean that my focus was removed from the game (as I decided and ordered whatever it was that I wanted to eat or drink) for seconds rather than hours.  

Here’s the other thing – people who get exactly what it is that they want, when they want it, don’t usually have a problem with paying more for it.  Again, speaking from my own experience I would much rather pay say R30.00 for a steak roll that was delivered to me in my seat than say R15.00 for the same steak roll that I had to get up and go and find in another part of the stadium, where I had the irritation of having to queue for 15 to 20 minutes, have people pushing and shoving at me (we all know how that happens in a queue and it is one of my personal pet hates) and then when I eventually get back to my seat, I have missed most of the play and as luck would usually have it, the best goal/catch/run (insert whatever you want here).  That would just annoy me immensely!

So what does that tell me?  Simple really, “The key to success in business is GIVING PEOPLE WHAT THEY WANT”.  

Very simple, yet so many people get it all wrong!

So change your mindset – find out how to do things better, or faster, more profitable but most of all, find out what it is that people want and then give it to them in a better way, or much faster and then watch how your profits grow!

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za 

Networking 101 - Grabbing Opportunities

NETWORKING 101 - Grabbing Opportunities

By Nikki Viljoen of N Viljoen Consulting CC

Dr. Renate Volpe, in her nugget cards entitled “Networking Tips” says:

“Remember!  Opportunities present themselves to be grabbed with both hands, or be relinquished forever.”

Whilst I do believe this, I also believe that the minute you ‘miss’ an opportunity, it becomes ‘open season’ on that opportunity for someone else.  If you don’t take that opportunity, it will become someone else’s and then don’t cry!

In my opinion, one of the biggest tragedies facing the Small Business Owner (and the large one for that matter) is their failure to recognize an opportunity when it comes a knocking.  You see some opportunities are around for a while and some are here for just a fleeting moment!  You need to be constantly aware of what is going on around you.

Opportunities are, for me, in some way like people – sometimes the timing is also not quite right and you have to learn to ‘let go’ too.  Not every opportunity that you seize with both hands is going to be the right one.  That is why, not every deal that you think you might like to make always works out – some basic chemical is missing somewhere!  Chasing an opportunity that is just ‘not right’ can also be costly and time consuming for little or no reward. 

So you need firstly recognise that there is an opportunity and grab it, once you’ve grabbed it, you need to ascertain if it is the right opportunity for you and if it isn’t, you need to let it go, or pass it onto someone else.

Remember though, you cannot ‘let it go’, if you haven’t first grabbed hold of it, to understand what it is.

Happy Hunting!

For more information on Renate, please visit her website at http://www.drrenatevolpe.co.za

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Business Tips - From Employee to Entrepreneur - Part 9

BUSINESS TIPS – From Employee to Entrepreneur – Part 9

By Nikki Viljoen – Viljoen Consulting CC

So far we have looked at:-
1. The difference between being an employee and an employer;
2. Your Purpose:
3. The People around you and
4. Your Personal Footprint.
5. Knowledge & what you do with it
6. The Generosity of your Spirit
7. The Role of Technology in your Business
8. Self Confidence
9. Creativity
10. Focus
11. Vision
12. Result
13. Networking
14. Leadership
15. Management
16. Problem Solving
17. Being Innovative
18. Teamwork
19. Strategy
20. Branding
21. Marketing
22. Profit and Passion

Today we will explore the last three in this series.

1. Scalability
Contrary to popular belief in many quarters, there is a huge difference between being a small business owner and being self-employed.  Make no mistake, whilst it is incredibly important to keep your finger on the pulse of your business and be aware of exactly what is happening in every aspect of it, the reality is, if your business in not fully defined as a company and if it is still reliant on you for it’s very survival, well then you are self-employed. There is no right or wrong for either, it is purely dependent on the way the company (or you) operate.

It is important however, that when you plan for the future that you understand the difference between the two (being self-employed and owning a company that is). 

2. Leverage
At some point in time, most business owners need funding.  Make sure that your business plan remains current as well as accurate and that you have made allowances for the interest that needs to be paid back (when you are calculating what you need and then what you can afford to pay back as well).

And finally . . . . .

3. Legacy
Like it or not, we all leave a footprint of one sort or another on this planet.  We are all responsible, one way or another, for the consequences of our thoughts and actions.

The decisions that you have made, or not, have impacted on our planet, your community, your colleagues, your friends, your family and more importantly on yourselves.

What will be you remembered for when you are gone?

Of course we all need to make money to improve our lives and the lives of our families, but we also need to make a difference and leave the world a richer place for our having been here.

. . . and oh!  Don’t forget to always have fun!

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Motivation - The Strong Man

MOTIVATION –  THE STRONG MAN

By Nikki Viljoen of N Viljoen Consulting CC

Today’s quote appears to have been written anonymously and it says “It takes a strong man to swim against the current; any dead fish will float with it.”

So what does that mean to you - I know what it means to me.  Have a look around you at all the entrepreneurs, at all the small business owners and at all the people who have made a success out of their lives.  They are all the ‘strong man’ in this story.  They have all done, whatever it is that they have done and achieved against many, many odds!

I know from my own experience, that when I decided to go on my own, it was the biggest ‘leap’ of faith that I have ever taken in my entire life.  Looking back in retrospect of course, I wonder about the fear and uncertainty that I experienced.

Of course at the time, it was really difficult and had I given in to my fear, or indeed listened to any of the numerous people that were telling me how stupid I was and the rest that goes with that, I would certainly not be where I am today, and this missive would not be in the process of being written.  Again, looking back, I cannot understand what was so scary – what I do know however, is that I have grown a very thick skin.

Don’t get me wrong, I will listen to any advice that anyone wants to give me, but I make up my own mind, and do what is best for me and for my business, not what other people perceive as being best for me.  I’ve come to realize that other’s people fear of me failing is exactly that – their fear and as such, it’s nothing to do with me and none of my business!  I’ve come to realize that when they tell me not to do things, it is because they lack courage to do what it is that they dream of and on some subconscious level they seem to think that they are ‘saving’ me from myself. 

How presumptuous!  Oh I know that on some level they think that what they are doing is ‘best’ for me – but actually what they are doing is adding to my stress.  Instead of supporting me and finding ways to assist me or to help me realize my dreams, they put every kind of hindrance before me.

Oh and I am not alone either!  Every single person who has gone out on their own, started their own business or even dared to follow their hearts and their dreams, was in exactly the same space that I was in. They have all grabbed the bull by the horns and followed their hearts.  They are all the ‘strong men’ who have swum against the current and who have won the right to live their dreams.  They should all be applauded and their courage recognized.

So the next time you have something to say to someone who wants to start a business or follow a dream – instead of telling them what they can’t do, rather encourage them and tell them what they can do, help them, support them, encourage them and watch how successful they become.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za.

HR 101 - What to Do When . . . You Want to Avoid Clashes with Employees

HR 101 - WHAT TO DO WHEN . . . . You Want to Avoid Clashes with Employees

By Nikki Viljoen – N Viljoen Consulting CC.

Please note that this pertains to South African Labour Relations and Best Practice.

For me prevention is always much better than a cure.

Here are a few tips that will assist in ensuring that there are a few less ‘clashes’ between employees and employers.

• Make sure that the employees that are in charge of ‘procurement’ of any kind, do not have private relationships with your suppliers.

This means that you should not have a staff member in charge of purchasing all of the stationary for the Company, who is married to someone who owns a stationary store.  This is clearly a conflict of interest and could result in illegal ‘kick backs’ and the earning of unearned commissions.  It could also end up meaning that your Company is paying bigger fees for purchases than you should be.

• Make sure that your staff members have written permission to carry on with a business that is in competition to your own.

Now this is just common sense don’t you think?  Staff members shouldn’t be doing anything on the side without your written consent.  Make sure that whatever it is that they are going to be doing to earn extra cash, is not in competition with you and make sure that it is not going to interfere with their duties at the office.

• Employers cannot expect employees to perform illegal duties.

Be careful here.  If you instruct the bookkeeper not to pay SARS for any reason, you are instructing said bookkeeper to break the law!  Although the bookkeeper works for you and should be loyal to you and your company, you cannot expect the employee to break the law on your behalf.  Make sure instructions that you give to your employee are within the boundaries of the law.

• Employers cannot expect employees to ignore their own legal rights in order to satisfy the interests of the employer.

Again, be fair – it’s your business and you can work as much ‘overtime’ as you like, but you cannot expect your employees to work excessive overtime. It’s not good for their well being and ultimately it’s not good for your Company.  Overly tired employees make mistakes that could cost the Company dearly.

• An employee who is involved with a Trade Union’s first loyalty is to the Trade Union and not the employer, particularly where the law is protecting the employees’ rights and not the employers interests.

As much as this is a difficult one to swallow, it is the law!  An employee, who is a Manager for example and who is also a member of the Trade Union, cannot be expected to inform on issues that were discussed in the Trade Union meetings.  It is also illegal for the Employer to prevent someone in a managerial position to become a Union member.  That said, Managers who are Union members can be disciplined in certain instances.  For example if a manager was discovered, not disciplining their subordinates because they were fellow Union members, said manager could be disciplined themselves for not performing their own functions.

This is a very difficult one to constrict though, therefore if you have a situation where you feel that a Manager is not performing his/her duties because of Union issues, I would suggest that you contact an accredited Labour Attorney who will advise you on the case in question.

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za

Sales 101 - Making Use of Everything

SALES 101 - Making Use of Everything

By Nikki Viljoen – Viljoen Consulting CC 

I was asked a question the other day – it went along the lines of, “if a big company has a huge sales force, why would they need a web site”?

Well actually why would they?  There are some Corporate Companies out there that have spent hundreds and thousands of Rand on the training of their highly professional sales team.  Why would they then go and spend thousands more on getting a web site up and running and then the cost of maintaining that etc.

Well I guess that answer would be for the same reason that I got to Networking events, why I use my website,  why I use FaceBook as a marketing tool, why I use LinkedIn as a marketing tool and why I use Twitter as a marketing tool. 

I doubt that any of us actually know all of our potential clients and I doubt that even if we did know them all that we could actually get to them all – a functional website does.

Then of course there is the fact that the Internet is not going to go away.  With an efficient website, you reach not only the potential customers in your immediate vicinity but you get to reach potential customers all over the world,

For me it’s about using every single tool that you can afford that is available to get your product or service out there.  That means irrespective of whether you have the most proactive sales force on the planet you should still have a presence on the internet.  It means that you should be tweeting on twitter and it means that you should still be going to Networking events and any other Marketing that you are able to afford.

It means quite simply, that you use everything!

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za

Networking 101 - Networking equals - ACTION

NETWORKING 101 - Networking equals ACTION

By Nikki Viljoen of N Viljoen Consulting CC

How many of us, in the past, have gone to networking events, where we have religiously handed out handfuls of business cards and received fistfuls  of business cards in return?  We’ve promised to contact the numerous people who have given us their cards, in order to ‘do something together’ and then when we have gotten home, the cards are dumped on the desk or very diligently filed in the rolodex and in some extreme cases even trashed?

So come on, be honest now – how many of us?  I know that I am guilty of this – in the past!  Not now, you can be sure of that, definitely not now.

You see I have come to realize the value of a business card!  For me every business card is an opportunity!  It doesn’t matter where you got that card, at the supermarket, in the pub, at a networking event – anywhere! 

In my business, next to my IP, my database is my biggest asset and I treat it with respect.  It houses my large collection of contacts (from business cards that I have collected) and with that comes my own ‘circle of influence’. 

Here are the people (not just contacts – they are living breathing human beings who should be treated with respect), who add value to my business because here are the people that I will recommend in terms of the services that they provide and the widgets that they sell.  They make me look good to potential clients.

These are also the people who refer work to me – now that deserves even more respect, don’t you think?  These are the people who I interact with on a daily basis and who I choose to surround myself with.

Napoleon Hill in his book, Think and Grow Rich, says ‘Men take on the nature and the habits and the POWER OF THOUGHT of those with whom they associate in a spirit of sympathy and harmony.’

The people that I associate myself and who I choose to interact with on a daily basis are the very people whose names and contact details I have found on a business card.  They are (hopefully) people who are ‘like minded’ to myself.  They are people who are entrepreneurs and SMME’s and service providers, who are serious about doing business, who are hungry for new business, who want to grow their businesses and who are passionate about their businesses, themselves and what they do – these are the people that I want to be around, don’t you?

So when you get home, with your fistful of business cards, do something with them, contact those people – set up appointments with them, start building relationships with the people who you want to be in your ‘circle of influence’, your database and who will become your ‘value add’. 

I hope this means that you are looking at the Business Card in your hand in a completely different light now – you are, aren’t you?

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za