"Executives vs. Managers"

From the WALL STREET JOURNAL, November 14, 2007, Letters to the Editor:

"I read your article "Alcatel Stakes Turnaround on More Cuts" (Leading the News, Nov. 1) with great interest having worked for Patricia Russo both at AT&T's Business Communications Systems division and at Lucent Technologies, pre-Alcatel-Lucent.

I had anticipated nothing less than "more cost cuts, operational improvements and a slimmer management team" as her "much-anticipated turnaround plan" for Alcatel-Lucent. Those executives who cut their teeth at AT&T, including Ms. Russo, Carly Fiorina, Rich McGinn and Gary Forsee, had a formula for any crisis. It included: cut headcount, cut budgets, reduce senior management (especially those who were threats or outspoken) and always reorganize. From 1984 on, this formula played out again and again at AT&T and its spinoffs.

Anyone can lay off personnel, cut budgets and change an organization chart. It takes true genius and creativity to grow a business. Without that genius, executives at any level are just managers.

George F. Franks III
Bethesda, Md."

George F. Franks, III is the President of Franks Consulting Group, a Bethesda, Maryland management consulting and leadership coaching practice. Franks Consulting Group is on the web at:
http://franksconsultinggroup.com
George can be reached by e-mail at:
gfranks@franksconsultinggroup.com

Business Card Do’s and Don’ts

The business card is one of the most used and least understood tools in business today. Whether CEO of a Fortune 500 Company or founder and part-time CEO of a web-based start-up, the business card is an effective communication and marketing tool. But like any tool, it must be used properly. The do’s and don’ts of business card etiquette, while not the key to wealth and success are helpful to prosper in a business or organization of any size.

The Business Card. If you work for a mid-sized to large company or organization, the style and format of the business card will have been decided for you. If you have your own company or organization, then keep the business card traditional in size and shape. Have them printed with all your key contact information in additional to you company or organization’s name, logo and tag line. For those who order and design their own business cards, I highly recommend the services of VistaPrint. They are hard to beat in terms of ease of use, support and price. You can get 75% Off Premium "Custom" Business Cards at VistaPrint.com!

When to Carry Business Cards. Unless you are going swimming or otherwise actively engaged in sports, carry your business cards. Do no limit carrying them to work days, the office or business functions. Some of the best opportunities for business networking are at the least likely events or times.

How to Carry Business Cards. Some people carry business cards loose in their pockets or their purse. The best thing to carry them in is a business card case. These are available in metal and leather. I carry the leather one made by COACH and it has served me well. The metal ones are acceptable also as long as they are no bigger than the business cards.

When to Offer Your Business Card. Some people whip out their business card every time they meet someone at work or at a work related function. The best times to offer your business card are:

- When someone asks for your card.

- When you ask someone for their business card.

- At the END of a meeting with a client or potential client before they leave.

- If someone asks for your contact information (business or otherwise).

- At the end of an air flight if you have talked with the person sitting next to you.

- If you dine next to someone outside of your company at a professional or networking function (business-related), you may tell them that it was enjoyable talking with them and offer them your card as you shake hand and leave.

Business Card “Don’ts”.

- Don’t give your business card to people who work with you. If you are that unmemorable you may need a professional coach.

- Don’t give your business card to people at a reception or networking function unless they ask for yours or your contact information.

- Don’t drop them in bowls for raffles as you will only be contacted by someone trying to sell you something.

- Don’t give them to others to hand-out for you.

- Don’t leave them on bulletin boards or in stacks at any place other than your own desk – and only then if you meet face-to-face with customers or clients.

- Don’t hand them out to anyone at a church service (social functions are acceptable) or at funerals.

Old Business Cards. Old business cards make great book marks and also work well for “to do” lists.

Business cards are both a blessing and a curse. Until everyone passes all contact information through technology, we will still have a tool called the business card. Know when and how to use them as an effective business development and communication tool remains essential to success.

George F. Franks, III is the President of Franks Consulting Group - a management consulting and leadership coaching practice. Franks Consulting Group is on the web at:
http://franksconsultinggroup.com
George can be contacted at gfranks@franksconsultinggroup.com