Building Multicultural Teams Means Building Success

April 18, 2010

Does your team lack cohesiveness and understanding because it comprises members from different—even conflicting— cultures? Would your productivity increase if team members from different cultures could work together more effectively? If so, you may benefit from multicultural team building.

In Canada especially, where multiculturalism is an integral part of our national identity, workplaces are filled with employees and managers from all corners of the globe. Sometimes, the cultural differences that arise in the workplace can create conflict, miscommunication, and diminished productivity. In certain industries, such as health care or manufacturing, these conflicts and miscommunications can increase the risk of injury to others.

So, how do you build and solidify a multicultural team? The first step to bridging cultural differences is awareness. Recognizing that things would run smoother if everyone communicated and respected each other is the first step to solving the problem. In too many cases, managers from the dominant Canadian culture will overlook or brush off cultural issues, because they are difficult to define and, at times, delicate to talk about. People worry about being called bigots or racists when they speak about diversity issues in the workplace.

In my experience, the opposite is true. If a manager has the courage to say, “We have some issues around diversity to examine. By facing up to them, we will build a stronger team, and we will each learn something,” then the veil of embarrassment or discomfort is lifted and an open dialogue can begin.

This dialogue is the second step. It means giving everyone in the group a voice, and creating a safe space for others to speak and be heard. A moderated dialogue, facilitated by an experienced diversity consultant, will help to keep things focused, and ensure that everyone feels respected. Awareness and dialogue are not enough, however, to solve the problem. From there, we need to move to action. This involves creating a new culture that is focused on neither traditional Canadian culture, nor the other cultures involved, but on building a strong, diverse, productive, multicultural team. It means shedding old stereotypes, to make way for a new team identity that gives each member an equal voice, and promotes both diversity and productivity.

This new culture establishes a new benchmark for tolerance within the organization. It also lays the foundation for new policies, procedures, and other governance issues pertaining to operations and personnel that will keep your team focused and productive.
A new team culture can be built in various ways. It may include:

  • identifying key issues and concerns for your organization—what specifically needs improvement? what situations, circumstances, or personnel issues do you need to target?training for managers and staff in cross-cultural awareness, management, and conflict management;
  • training for staff in expectations of the Canadian workplace, and managerial and operational styles;
  • language and/or accent-reduction training to enhance communications for non-native speakers of English;
  • cross-cultural communications training for all staff and managers.

This final step to building a successful multicultural team is crucial. Once communications and awareness issues have been successfully managed, you can move on to applying the new model to enhance your team environment, productivity, and even the bottom line.

With increased trust and awareness, team members will be open to adopting new ways of thinking and working. You will be able to identify specific areas within your team or organization that require attention and find effective solutions that all team members support and are willing to put into action. If you previously had personnel issues rooted in cultural differences, you will be able identify them, explain why they must be addressed, and, most importantly, you will have the tools to ensure that your staff and managers work effectively and respectfully.

Building multicultural teams is about increasing awareness and tolerance, and eliminating, or at least diminishing, resistance and even conflict. Some of the team-building strategies familiar to North American businesses may work, but multicultural teams have some unique characteristics. Learning to use these productively will benefit you, your team, and your entire organization.

Copyright © 2002 by Sarah Elaine Eaton

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.


Word Power: Writing to win in business

April 16, 2010

What and how we write can have a huge impact on our success in business. The image we create on paper is just as important as the image we create by our wardrobe, posture and handshake. Is your business writing as effective as the rest of the marketing you do?

You want everything you write to be powerful and have impact. There are several things to consider in order to achieve this.

Firstly, know your audience. Whether you are writing a cover letter or a business development proposal, the most important factor of your business writing is your reader. One good strategy is to imagine you are the reader. Ask yourself, “As a reader, what’s in this for me?”  ( . . . a  prospective new employee, a bigger bottom line, good publicity, etc.) Try to answer that question as you write.

Secondly, keep your sentences short and to the point. This will help you maintain good sentence structure and makes it easier for your reader to understand what you are saying. A good rule is to write to a grade seven or eight level. Although this may seem like you’re aiming low, remember that many readers will scan your work, not read it closely.  Author Tom Sant points out that “one of Lincoln’s greatest speeches was his Second Inaugural Address. Of its 701 words, 627 have just one or two syllables. (That’s 89.5 percent.)”  If the “short and simple strategy” worked for Abraham Lincoln, couldn’t it work for you?

Avoid jargon unless you are certain that your reader will understand every single word. It could be that English is not be the first language of everybody who reads your work. If you avoid jargon and slang, you will reach more readers. That could make the difference between winning or losing a contract.

Be yourself. If you don’t speak and act with a stuffy, intellectual tone, why would you write with one? What is your personality and how can you incorporate it into your business writing? I know one person who signs her e-mail with, “Smiles, (her name)” instead of the traditional “Sincerely, (name).” It works for her precisely because she lights up a room with her vibrant smile. She’s always smiling — it’s her signature and it works for her. If you’re not sure how to do this in your writing, read your work out loud. Does it flow with a natural rhythm? Does it sound like you? You can also ask yourself, “How would I say this if I were sitting right in front of the person reading it?” Then, write it that way.

Finally, take the time to check over your document. Most word processors have spelling and grammar checkers. While they may not be perfect, they can help to catch typos and other common mistakes. By taking the time to do this consistently, you become your own quality assurance manager when it comes to the image you are projecting with your business writing. This is a crucial step that many people overlook.

It’s important to check the final version of the document. It has happened to most of us that we spell check something, make revisions and send it out without a final spelling check. Then — oops! –somehow that silly mistake jumps off the page after it’s too late to change it. Once I had to throw out 500 brochures because they came back from the printer with a spelling error. Talk about a costly lesson!

There may be times when it works to your advantage to hire a professional writer or editor. Even as a person with two university degrees in languages who writes and edits professionally, I often ask others to proofread my work before I send it out. I do this especially with marketing materials, as I know that others will judge my competency by the image I project in my marketing materials. I have learned a lot from doing this.

Writing is like any other skill:  it can be learned. If you already know how, chances are, there’s room for improvement. Ask yourself, “How can I make my writing the best it can be?”  That’s what professional writers do on a daily basis. That’s what entrepreneurs and other business people can do to polish their image, enhance their credibility, win customers and increase sales. It’s about presenting the best of yourself – both on and off the page.

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.


Tips for preparing an effective marketing strategy

April 15, 2010

A marketing strategy is a map that gets you and your business where you want to go. It gives you a plan to promote your business, target the right clients and allocate your resources wisely. They say that trying to grow your business without having a plan is like going on a road trip without a map. You may get somewhere, but will it be where you wanted?

Marketing strategies are useful in any business or organization dedicated to generating revenue. This includes educational institutions trying to promote programs that make money.  Some people may tell you that you need a business degree or a marketing expert to prepare a strategy. While these things may help, you can outline a basic plan yourself, even if you don’t have a business background or the resources to hire a consultant. Common sense, a clear head and a vision of where you want your business to go can do wonders for helping you prepare a good, solid marketing strategy. In fact, the process of creating that vision can open marketing opportunities you would otherwise miss, simply because you are able to clearly describe your business anywhere, any time.

Here are the essential elements of a marketing strategy.

  • Define your product / service. What are you offering? Define it clear, simple, objective terms. Depending on what it is you are selling, your definition may be one line or several paragraphs. You want to be able to concisely answer the question, “So, what does your company do?” If you fumble for an answer – or don’t have one at all – your marketing efforts may never be sufficiently focussed to help prospective customers decide on you. Depending on what you’re selling, your definition may be one line or several paragraphs. If you offer more than one product or service, consider having  a broad, but concise definition for all of it, along with brief definitions of each individual product or service.
  • Highlight the benefits. How will your client benefit from this product or service? This can be tough to articulate. One way to do this is to ask yourself, “If I were a customer, what would I get out of this product or service? What good is it to me? Why would I want it?” Another way to think of it is, “For what problem does this product or service provide a solution ?” For example, if you own a coffee shop benefits to your customers might include a variety of regular and specialty drinks, delicious snacks, a friendly atmosphere, free reading material and an excellent meeting place for friends and business people. If you have snacks that are wheat-free, sugar free or dairy free, that is another benefit for clients with certain dietary restrictions.
  • Be clear about the strengths and weaknesses of the product / service. Let’s be clear. Every product or service has limitations. Trying to be all things to all people may hurt your business in the long run. We may like to think that the market for whatever we offer is limitless, but the reality is that the better we know exactly what we offer, the more likely we are to attract exactly the right client.

You will want to identify a few key strengths and limitations of your product or service. You may find that the strengths and weaknesses are closely related. For example, some strengths of my language program consulting services would be:

  • Strong niche market. Not many people offer services that help educational institutions promote their language programs. Most educators are not business people and so, promoting their programs is not generally their strong suit. I offer a unique service that helps them increase their enrollment.
  • Worldwide market. Language programs are offered in numerous countries and I can help them all improve the way they promote their language programs.
  • International experience. I have lived, studied and had business experiences in several countries. All of these things help me understand the international market better. I can pass that experience on to my customers.
  • Bilingual service. I’m a native English speaker with a Masters Degree in Spanish, and almost ten years of experience teaching that language. I can confidently offer clients service in either language.

Notice that the limitations facing this aspect of my business are closely related to its strengths:

  • Narrow market – Even though I am passionate about helping language schools promote their programs, and my potential market is global, there may not be enough demand for this to be the only service that I offer. I continue to offer other services related to languages, culture and marketing.
  • Services are only available in two languages. There are thousands of language schools out there that are managed by people who don’t speak English or Spanish. If I could help school administrators and language program managers who spoke only French, German or Japanese to promote their programs, my potential market would grow exponentially. My bilingualism is both a benefit and a limitation.

We have to be realistic about both our strengths and our weaknesses. It helps us focus on what we do well, so we can do even better.

  • Know your competition. Take the time to find out who else is offering similar products or services.  In today’s world, there are very few totally new ideas or products. It is in your best interest to know who else is offering something similar to you. Remember these tips to success: “First, best or different.” If you are the first one ever with a new idea, product or service, lucky you. If not, you want to either be the best at what you do, or offer something slightly different from your competition.
  • Determine who your market is for your product or service. This may seem self-evident, but all too often, business owners say, “Well, everyone is a potential client!” That’s not true. After you define your product or service and assess its strengths and weaknesses, then you are in a position to ask yourself, “OK, who needs this most?Whoever needs it most is your best target market.
  • Develop a vision for the sales of the product / service. Where would you like it to be in 5 years? 3 years? 1 year? Next month? Although it may seem unreasonable to plan so far in advance, remember that a plan can change, but without a vision of where you are going,  you will never get there. This kind of vision may be developed by the owner or the executive team of a business. Rarely will this vision be the responsibility of a single employee.
  • Establish a budget for marketing, promoting and advertising. This is often the hardest part. Some people say that 20% of the gross annual earnings of a business should be funneled back into promoting it. Often, small businesses are reluctant to put a number on how much they want to spend on marketing. In this case, one of two things often happens: either you overspend or you miss excellent opportunities to promote your business.
  • Decide what to spend your marketing dollars on. If you have a vision that stretches a couple of years into the future, then you are better prepared to allocate your funds in certain areas such as web site development, printing brochures, attending networking events, etc. Be sure to include items such as postage, packaging, envelopes, stationery and business cards. If you mail out a brochure or coupon to 1000 prospective clients, then the money you spend on postage is a marketing expense.
  • Keep track of what you spend on promotions and the results. This takes time. The idea is to track what works for your business and what doesn’t. You can speculate all you want, but unless you have numbers in front of you, the idea that you have is just a hunch, not fact.

A final reminder: marketing and sales are not the same. Marketing takes place over a longer term and is related closely to public relations and promotions. You are building an image of your product or service, your business and yourself. This takes time.  Even if you don’t have huge dollars to invest in marketing your business, the time you spend developing a strong, effective marketing strategy is an investment in your business, your future and your success. Write your own road map to success and then enjoy the journey!

© 2003 Sarah Elaine Eaton

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.


Marketing Your ESL Program Successfully: Tips and Tricks

April 13, 2010

I came across this presentation I gave a few years ago at the TESL Canada / BC TEAL conference. Given the power of technology, I thought I’d try an experiment and share those slides with you here.

Marketing Your ESL Programs Successfully

View more presentations from Sarah Eaton.
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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.


Avoid these 5 marketing blunders

April 13, 2010

Some of marketing is trial and error. As our business evolves, we try different ways to sell more or diversify the kind of clients we have. Here are a few things that we overlook sometimes. They can mean the difference between successful marketing and the frustration that comes from not getting the results you want.

Blunder #1 – Having no idea about what’s happening in your business, from a marketing point of view.

Do you know how much money you’re spending on marketing? And what percentage of your total income is spent on marketing? How many customers do you have? How many magazines have you advertised in during the past year? If you don’t have the answers to these questions at your fingertips, then you may be unaware of what your business is actually doing, as far as marketing goes.

If this is you, then it is time to figure out what marketing ideas you have tried this past year and how much money you spent. Research means knowledge. And knowledge is power.

Blunder #2 – Having no clear or attainable goals.

Not having any goals, or having goals that are vague or simply unreachable is a common mistake.

Have you set your marketing and recruitment goals for this year yet? If not, what are you waiting for?  Writing down your goals and sharing them with your support staff and teachers can be an excellent motivation to help you reach them. To simply say, “We need more sales” won’t do it. You want to be clear and specific.

Saying, “We will increase sales by 1000% this fiscal year”  may put unreasonable expectations on you and your business. Or you may give up because it’s more of a dream than a goal.

If you say, “We intend to increase our sales by 10%, and that includes diversifying by having more customers from (insert the name of a city, country or industry here)”, then that’s an excellent goal, because it is both specific and attainable. Check out an earlier post I wrote on Setting Reasonable Goals.

Blunder #3 – Not tracking your marketing efforts.

It’s important to remember that marketing is a process and you need to monitor and track your results on a regular basis. If you advertise in a magazine, then it’s helpful to keep track of how many responses you get to your ad. This can include inquiries you get about your business. It is part of the tracking process.

It’s worth it to give a new marketing effort at least 6 months before you expect to see a return. In some cases, it may be more. But if you’ve been advertising in the same community newspaper for the past 8 years and you’ve never had a response to your ad, drop the ad and use that marketing money elsewhere.

Blunder #4 – Not tracking how your marketing efforts relate to your sales.

When you examine how your marketing efforts relate to your sales be sure to look at the whole picture. Ultimately, you want to see that your marketing activities impact your “bottom line” in a positive way. Marketing really involves a combination of activities that include advertising, networking, branding, etc. Together, they should impact your sales. If, when you examine your marketing efforts, you see something that doesn’t increase your sales and also doesn’t help you in developing professional relationships or branding your business, you may want to consider dropping it and trying something else.

Blunder #5 – Thinking that you have to do it alone.

Even if you are a one-person business, you are never alone in the business world. Call upon your network of graphic artists, web designers, and other professionals to help you. One of the most valuable activities you can undertake in marketing is to develop trusting relationships with people who can help you. Of course, you don’t want to give away all your secrets, but if you can have someone to talk to who also understands the industry and the challenges you face then you may be able to help each other succeed.

If you are lucky enough to have staff, they can also help you market your business. Ask for ideas and advice. More often than not, people feel important when you ask for their opinion. They’ll usually be happy to share their ideas and input with you.

I have met many marketers who feel isolated and alone in their jobs. Their frustration leads to decreased productivity and general unhappiness. If you think you have to do it alone, then you’re doomed to feel disempowered. Join a local business club or two. Go to networking events on a regular basis. Stay in touch with others who are like-minded and success-oriented. When you know you have support, you can focus on what needs to be done to get the results you want.

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.