Creativity vs. Productivity Do you think of yourself as a creative person? We usually think of creativity as something artistic - like being able to play an instrument, or paint a picture, or write a poem. But creativity can find its way into everything we do - even in business. How you look at a particular problem or challenge, how you plan your marketing campaign, how you deal with your staff - can be more effective with an infusion of creativity. Once you realize that creativity is simply a matter of looking beyond the obvious, you can move into a greater level of productivity in your work.

Why Do I Need to Be Creative? You may not realize it, but creativity can simply make you better at what you already do. Organizations that value creativity and implement innovative programs, solutions and strategies are more successful than those who stick with the same old thing. Their employees are more satisfied, their productivity is higher, and the work environment is stimulating and positive. In today's economy, where rapid changes are the norm, creatively looking at your business decisions may mean the difference between your survival or the competition taking your place in the market. What is Creativity? Michael Malko, one of the world's leading experts in the field of creativity defines creative people as those who come up with more ideas in a shorter space of time. This may mean you have to come up with a few BAD ideas before you get to the good ones, but it also means you're more likely to hit a great idea rather than a mediocre one. How Does Creativity Affect Productivity? Let's say you are facing the problem of a suddenly saturated market for your product and your inventory is high. Traditional thinking might give you two or three options. You could drastically reduce the price of your product for a quick liquidation. You could package that product with another more successful product to try to move it out. You could write it off as a loss. These may be solutions to the problem but none of them are very innovative. It's like taking a dart gun and shooting it straight at the target and being happy that you got the dart on the board, even if it didn't get close to the bull's-eye. So what if you took a day to just brainstorm. You took your dart gun full of ideas and just started shooting. Chances are some of your darts will hit the wall, some will hit the ceiling, but some, will land on the dartboard, and the more darts you shoot the greater your chances of hitting the bull's-eye, and a perfect solution to your problem - one that will give you more options and a more profitable solution than the obvious ones you came up with originally. How Can I Become a More Creative Person? Late author and radio personality Earl Nightingale, developed a list of attitudes and attributes of creative people. Listed below are some of the things Nightingale suggests define a creative person: realizes that his mind is an inexhaustible storehouse of ideas, ploughs its depths constantly, and seeks to replenish the storehouse whenever possible has carefully and clearly defined goals and writes them down reaches out for ideas that come his way respects the minds of others and gives them credit for their ideas knows the brain thrives on exercise and constantly seeks to stretch his mental muscles knows that ideas are slippery and must be recorded or they will be lost is always looking for ways to do his work and live his life better anticipates achievement - he expects to win is intensely observant and pays attention to everything he hears, and sees problems as challenges to his creativity knows the value of giving himself and his ideas away What sets a truly creative person apart is not an inborn talent or special gift, but more a mindset, attitude and habit. These are qualities which can be developed by anyone. How creative are you in your approach to your business? Can you create opportunities that look beyond the obvious to find truly innovative ideas to increase your productivity? Take the initiative to move beyond the status quo. Challenge your mind to add creativity to your problem-solving and business planning. Before long you'll be wondering how you ever managed to run your business without it!

Mapping Your Mind Last month we printed an article on brainstorming. To follow up on that we'd like to introduce you to a concept called Mind Mapping that takes your brainstorming one step further. Mind Mapping was developed by Tony Buzan in the 1970's. It is a concept that uses pictures and/or word phrases to organize and develop thoughts in a non-linear fashion. It helps people to "see" a problem and its solution more clearly.

Mind Mapping can be used to generate new products, solve problems, plan strategies, or develop a process. The key to Mind Mapping is not to think logically. Generate ideas, and if one idea generates another, don't stop to analyze it, just put it on the map. The crazier the association the better. True innovations often come from the wildest places. A mind map consists of a central word or concept. Around that you draw 5 - 10 ideas that relate to that word. You then take each of those words and again draw 5 - 10 ideas that come from them. Once you've mapped all those ideas, you can use them to begin formulating the basis for your plan, finding the solution to your problem, or determining a strategy. For many people, making connections that aren't linear is very difficult, but it is the secret to how the minds of the most creative people work. Expanding our ability to think in a non-linear fashion will open new doors to creativity and problem solving we never thought possible. Here's how you do it. Take a sheet of paper and turn it sideways. Using coloured felt pens, draw a small picture (or write a phrase) representing the issue you are dealing with (for example - new product markets). Draw 5 - 10 lines coming out from the main problem using a different colour for each line. Each line represents a different aspect of your main theme (maybe each line can represent a currently untapped market - toy market, food stores, boutiques, etc.). Along each line draw branches going off, write another five or six ideas that come from the main branch. (Say you chose food stores - other ideas coming from that might be - form strategic partnership with a specific food company). Here's an example of what a mind map might look like if you wanted to discover new markets for your sugarless low carb Belgium chocolates.   Mind Mapping can assist you in making connections you would normally not have made, leading you to more ideas and ultimately coming up with solutions to your problem or issue. If you're not used to thinking creatively, this process might help you practice getting there. (There are some great software programs that you can download from the internet to assist you with this process. Type mind mapping into your browser and see what comes up.) Map your mind and see where it takes you!

Negotiate Your Way to Success Nine Tips to Create Win/Win Situations It has been said that in today's business environment, you don't get what you ask for, you get what you negotiate. Due to our rapidly changing business culture, things are no longer written in stone the way they used to be. Policies are ever-changing, there are exceptions to almost every rule, and procedures are constantly under scrutiny and revision. This means that everything is negotiable (even the things people tell you aren't). Knowing this is a powerful advantage in bargaining. Negotiating (using relationship strategies) is increasingly becoming the way to create business success through strategic partnerships. Here are some tips to help you successfully negotiate your way toward what you want.

Get the Facts - Make sure you know and understand what everyone wants. This sounds simple but often misunderstanding is the downfall of successful negotiation. State your position, and make sure you get the other party to clearly state theirs. Only when both positions are understood do you have a place from which to start your negotiations. Always Look for Win/Win Opportunities - Most of us think of negotiating as one party winning, the other losing. Thinking win/win requires a paradigm shift. There are no winners or losers in successful negotiation. Both parties must gain something, and both parties must give something up. Realize you don't have to win on every point - decide which ones you can give up in order to get the ones you really want. Look at their position and determine where you can give to let them gain what they need. When both parties come out feeling as if they've won, you've been successful. Give Benefits - In order for the other party to give, you need to provide value or benefits to them. Think about who you are, what your business does, and match it to the needs you perceive based on the facts they have given you. The more closely you can offer benefits to match their needs, the more likely they are to negotiate with you about yours. Know Your Limits - You will need to know what you're willing to give up, and what hill you're willing to die on. Know where that ultimate line is for yourself or you may end up giving away something you really weren't prepared to part with. A trick for doing this is thinking beforehand about the maximum (the most you dare ask for without being ridiculous), the minimum (your own bottom line, whether that's price or product), and the goal ( a realistic compromise). Having thought this through ahead of time puts you in a more confident bargaining place. Set the Rules - Make sure that you begin the negotiations and set the rules right from the start. You might say something like "Before we get started I'd just like to go over things as they stand and outline what I hope we can accomplish here". In doing this you begin from a position of strength and leadership. The other person will generally agree and you both have a starting point that has been clearly defined. You'll also find that since you started the process, the other party will generally allow you to lead. Also, you pick the time and place if you can. To succeed in negotiation you must be prepared physically, mentally and psychologically. Don't put yourself in a position where someone in your office could interrupt and make an immediate demand on you, or where you will be distracted by phone calls or incoming messages. Pick a time when you won't be interrupted and a place where there will be few distractions. Be Patient - Life isn't an equation, and negotiations can rarely be wrapped up in neat little packages the first time around. Sometimes solutions need to "sit" a bit with each party so they can mull over all the ramifications involved. Trying to hurry this process makes you look desperate and can end in an unsatisfactory result. If the other party is in a hurry, your patience can be a distinct advantage. Stick to Your Guns - When you know you're offering a good deal, stand by your proposal. Don't let fear, condescension or sarcasm from your opponent push you into agreeing to less than what you feel you deserve. If you can't achieve satisfaction, always be willing to walk away. Know your cut and run point and don't give in to coercion. If this person won't bargain with you in a way that's win/win, you're better off to find someone else who will. Always Document the Deal - As soon as you've reached an agreement, go back to your office and write up a document containing all the points you've agreed on, and send a copy to the other party. Verbal agreements are always a bit dangerous, and allowing too much time to go by without verifying the details will almost certainly result in details having changed in one or the other party's minds. Having a signed bargaining agreement allows you to proceed with the agreement in good faith with no misunderstandings, and prevents you from having to take the matter to court some day, or having to renegotiate the same issues again later. Remember the Human Touch - No matter what the issue, remember you are dealing with human beings, not machines. Each person who comes to the table has history, and patterns that will affect how the negotiations will go. If you're people-savvy and understand behavioural styles (look back at the December issue for a reminder of this), you can increase your chances of success tenfold. Talking to people in the language they need to hear will help you achieve greater win/win solutions. Finally, it's good to remember that you're not at war - you're in negotiation. That means you're coming together with another party to try to find a solution that works for both of you. Use your listening skills and ask appropriate questions to find common goals and workable solutions. If you make the other person feel like a winner, you both will be!   Choosing a Financial Advisor Many business owners feel uncomfortable working with financial professionals, preferring to make their own way with their finances. The farthest many entrepreneurs are willing to go is hiring a bookkeeper to run the daily finances, and an accountant to do their tax return at the end of the year. Few actually enlist the services of a financial advisor, but there are some definite benefits to doing so. The Benefits of Having a Financial Advisor As a small business owner, you have specific needs concerns and financial priorities. With all that you do to run your business, sometimes it's hard to see the big picture in terms of your financial needs. A financial advisor's job is to look at the big picture and make certain your money is doing the best it can for you. A financial advisor should do more than just provide advice on investment opportunities - he should be able to help you come up with a financial plan that makes good sense for you and your business. A well-chosen advisor can be an important ally in creating and carrying out your long-term financial plan. Evaluating a Financial Advisor Here are some things you should consider when evaluating a financial advisor. One size definitely does not fit all, and the right choice for your business is important. Credentials - Don't be afraid to ask what professional certifications, designations and degrees he holds. At minimum, the person should hold the industry standard CFP (Certified Financial Planner) designation. If you are looking for someone who can assist your business with any aspect of insurance, look for someone who also has a CLU (Chartered Life Underwriter). Professional designations tell you the advisor has undergone rigorous training to achieve their professional status. Your accountant may not have these financial planning certifications and therefore may not necessarily be a good financial advisor. Experience - How many years experience does the advisor have? As an entrepreneur or small business owner you have specific financial needs. Make sure the financial advisor has a good track record for helping small business owners build and protect their wealth. Payment - Ask questions about how your financial advisor gets paid. It is generally better to stay away from advisors who collect brokerage commissions, and work with one that is paid on a fee for service basis. Advisors who stand to gain from what they sell you, may sell you something in their best interest, not yours. Chemistry - What's your gut feeling about this person? Do you trust them? Do you feel good about working with them? If you have even the slightest hesitation or if you see any red flags when you're doing your interview, move on. In order for your relationship with your financial advisor to succeed, you must feel comfortable with them. Ask yourself whether this is someone you can see yourself working with for several years to pursue your financial goals. Attitude - Do you sense the advisor is genuinely concerned about the success of your business? Look for someone who makes it a priority to learn more about your business before offering any recommendations. Someone who offers blanket solutions without taking a detailed look at your situation should not be trusted. References - Always ask for and follow up on references. If your financial advisor is reluctant to give you the names of clients he has worked for, it's a sign of trouble. Contact people who have worked with him and ask some questions. How well does this person work with their accountant or lawyer? Do they see themselves being with this person for the long haul (why or why not)? What has this person been able to achieve for them? Have they ever had any concerns about this person's conduct and/or advice? Remember, your financial goals are at stake so do your homework. Reporting - Finally, ask what they are prepared to do for you and how they will keep you informed. Quarterly assessments? Monthly meetings? Annual statements? Make sure they are willing to work with whatever system is comfortable and useful for you. If you think having a financial advisor might benefit your business, set up meetings with several. You'll get a sense pretty quickly of what you're looking for and what you feel comfortable with. Take your time, and talk to people you know and get referrals from them. Word of mouth is still the best way to find a good match. Choosing a financial advisor is just one more way of adding expertise to your business. You hire people with specific skills to work for you, and people hire you because of the skills you possess. It make sense to hire someone with specific skills when it comes to something as important as your business finances.

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