My views on life, love , career and…well just about everything.

Bearing Problems Negatively Impact Emergency-Power Systems

Here is a good article from facilitiesnet on a much ignored problem with emergency power systems. Always remember , it’s the small simple things that get you every time.

Bearing Problems Negatively Impact Emergency-Power Systems

Here We Go Again!

Well football fans , just like Michael Vick and Brett Farve , I have joined a new team, again!

As of July , I am the Director of Site Support Services at Hardy Services a division of The Hardy Corporation.

Cool title huh! But what the heck do I do?

Hardy has been in the mechanical contracting business since 1943. OK that’s air conditioning and plumbing stuff right? Hang on it gets better! In the 80s Hardy started up Hardy Services to do service work on the mechanical systems they sold. Still AC and flush toilets right? Now that you are thoroughly confused , let me wrap it all up for you. About 10 years ago , Hardy Services began to work with Liebert , a manufacturer of computer room air conditioning and uninterpretable power systems. Hardy Services is the factory authorized service center for Liebert cooling in Central Alabama. Liebert and other similar manufacturers like APC play in both power and cooling not to mention racks and power distribution. Hardy began to see more opportunity in some of the other things that support information technology like power systems , raised flooring and even fire suppression systems. Now this all begins to make sense! Since mechanical service companies play all day long with piping and wiring how much of a stretch would a UPS be , or an FM fire system , or even a card reader for access control?

So who goes out into the marketplace and spreads the gospel about all this great stuff that Hardy Services is doing? This person needs to understand the IT business and be knowledgeable about how data centers operate and be able to interface with IT Managers , CIOs as well as facilities management people.Enter yours truly!

Now you may ask, why has it taken me since July to post? I have been and still am , really busy getting our presentations and processes put together but everything is just about to come together and ready to make its debut.

Here’s the other great thing, I LOVE MY JOB! Frankly, its been a while since I could say that and I am really enjoying the challenge.

Stay tuned…..I am about to be in full promotional mode so expect lots of stuff on the blog in the coming months.

The Questions You Need To Have The Answers To…

I was visiting with a friend of mine at his office the other day and the discussion naturally turned to telecommunications (imagine that!).

I asked him how many phone lines he had……he began to count the buttons on his phone..”Four?”.

I asked about internet, what kind of service he had…he replied “pretty good!”

You can imagine what kind of answer I got when I asked , “Do you have PRI?”

I was recently working with a company that still had Centrex (ESSX) service. The lines where going into their twenty plus year old Nortel 824 phone system…….?? Upon examining their phone bill I was astounded by the cost. They were using tens of thousands of LD minutes and their rate was 20 cents per minute! The billing increment was in 1 minute intervals! They were averaging $12,000.00 a month!!!!

The morale of the story is…….you need , no you MUST know how you connect to your customers and the rest of the world not just from a cost perspective (my example of the Centrex customer) but just because YOU NEED TO KNOW THIS STUFF! Imagine that you asked someone , “How much is your house payment?” and they didn’t know……????? You really must know some basic stuff about the most important communications tool that you have.

Here are the things you must know:

1. Who is our voice provider?

2. Who do we get internet from?

3. Where does our website live?

4. Is our email handled internally or is it hosted outside? If outside of our organization, where does it live?

5. What is the length of any contractual commitments we have to the above?

6. What kind of phone system do we have (if any) and how old is it?

7. What are we paying for these services? (remember to include everything in this list, not just the phone bill)

8. When is the last time we reviewed all of the above with someone who really knows how all this works?

If you don’t know the answers to 1 through 7, you need to get them. Then you need to act on item 8.

The Value of Value

OK the title sounds at the least repetitious and maybe even silly,but I have been thinking a lot lately about value. Gitomer and all my other guru’s talk a lot about “building value for the customer”. What is valuable to your customer?

In my world, I build value on three levels. One with the knowledge and expertise that they gain access to by doing business with me and my company. This knowledge base is not just what’s in my head but the cumulative knowledge and experience of all the people that I work with and the ones that we interact with that don’t necesarily belong to the inner circle of the company.

The second value builder is how we can leverage technology to help them accomplish the things that they need to do or want to do, effectively, reliably and efficiently.

The third is the way we do business. We apply the principles of trust based selling to every project. If you always have the best interests of the customer in mind,even if that doesn’t always parallel what makes you the most money, you will prevail and prosper in the end.

The Three Books You Need

I want to reccommend three books to add to your library. The first is Jeffrey Gitomer’s “Sales Bible” which I mentioned in an earlier post. This is probably the greatest sales tool ever developed. I say this not because Gitomer offers groundbreaking sales strategies that you haven’t heard of before, just the opposite , it is “Sales 101” the basics. Sales is like sports, the further you get away from the fundamentals, the worse off you are.

The second book is Charles Green’s “Trust-Based Selling”. This one is ground breaking. The whole idea is that you always do what is best for your customer. That doesn’t sound too earthshattering , right? Think about this conversation with your sales manager in Corporate America, ” Well Boss , I met with that million dollar prospect that I have in my forecast this month and after talking further with them about what they really needed , I told them that our biggest competitor was really a better fit for them.”

The third book is “The Art of Winning” by Dennis Connor. Connor is portrayed as America’s most sucessful sailor and being the one that brought the America’s Cup back to the U.S. in 1987 after years of being held in Australia certainly qualifies him for that. This book is essential for everyone seeking to prevail in any competitive situation.

At Advanced Teledata , these are the three books that are required reading in our Sales Development Course. Who is in our Sales Development Course? Everybody!

The Sales Bible

I bought the latest version of Jeffrey Gitomer’s “Sales Bible” the other day. If you are not familiar with Jeffrey Gitomer, Google him. I have been a Gitomer devotee for about 10+ years for one simple reason, you can read just about any of his writings – books, website or syndicated newspaper column- and get something that you can use THAT DAY!

The “Sales Bible” will cost you about $30.00 from Amazon. If you are hesitant to invest $30.00 in your career, consider a career change.

Nuff Said…..