You will never change my mind in a negotiation

I’ve been negotiating contracts for so long now that it’s impossible for me to remember every moment in every negotiation

 

But there’s one thing I remember vividly from every single negotiation, because it’s probably the one thing that’s remained constant through all these years

 

I’ve never had my mind changed in a negotiation

 

I’ve agreed to things and made compromises, all for the sake of getting a deal done, but no one’s ever convinced me that they were right and I was wrong…about anything

 

And likewise, I’ve never changed anyone’s mind in a negotiation, because that’s not the purpose of a negotiation

 

Our goal as negotiators is to compromise, give and take, until we arrive at a deal that’s mutually beneficial…that makes good business sense for both sides

 

However, too often I see negotiators become preachers who start lecturing the other side on the “truth of the matter”

 

Well the truth of the matter is that if I come into a negotiation believing a supplier’s software was worth no more than $10K, there’s absolutely nothing they can say that’ll convince me it’s worth a penny more than that

 

Now I may agree to pay more than $10K, but not because I’ve seen the error of my wicked ways and repented for doubting the honesty of a software vendor

 

I’ll pay more because there’s other factors impacting my decision

 

Maybe I know that they’ll never sell me the software for $10K so I’ll try to get other things thrown into the deal…longer warranty period, better indemnities, a cap on annual increases

 

The point is, I’m not focused on convincing them that I’m right and they’re wrong in a negotiation

 

The “truth of the matter” is that I couldn’t care less what they believe, as long as I get everything I need to make this a good deal for my organization

 

And I realize that’s a lot easier said than done. We’re human beings and we’re constantly looking for validation of our beliefs

 

Just turn on the news and see what’s going on in the world…right vs. left, liberal vs. conservative, republican vs. democrat

 

People yelling and screaming, lying and acting violently…just to show that they’re right and the other side’s wrong

 

Thankfully no one’s ever been violent with me in a negotiation, but I’ve been yelled at and I’m constantly being lied to

 

But none of that’s going to change my mind

 

I may walk away from a deal if I find out I’m being lied to, but more often I’ll use that as leverage in the negotiations

 

And the minute someone raises their voice it’s like they flipped on a flashing neon sign that says “I have no more valid arguments so I’m just going to start screaming like a petulant 5 year old”

 

So how do we achieve that zen-like state where we can just tune out the noise and focus on getting a good deal?

 

Well, the first thing you need to do is define what a “good deal” means for your organization…what’s your BATNA?

 

Is it driven by price… does have to be less than a certain dollar amount or you’ll walk away from the deal?

 

Is it driven by timelines… does it have to be done by a certain date or you’ll walk away?

 

Is it driven by features and functionality… it has to do these things or there’s no deal

 

Next, you need to set your threshold of acceptability, like how much you’re willing to compromise on certain terms and conditions

 

Or how much screaming and lying are you willing to put up with

 

All of these things create the foundation for a strong negotiating strategy and, when you have that, the rest is just noise

 

Now all of the things I’ve just talked about, and much more, are covered in the Sourcing Essentials Course my colleague, Mark Morrissey, and I launched a few months ago (https://oneviewnow.com/training)

 

And I truly believe that anyone who gets involved in Procurement, Vendor Management or Negotiations for their organization would benefit from this course

 

But it doesn’t matter what I believe, it only matters what you and your organization need right now

 

So I’m not going to try convincing you to believe me…instead, I’ll show you

 

In January of 2020 I launched a course called the “7 Skills of the Elite Negotiator” and I made it free

 

Almost 250 procurement professionals, legal professionals and senior executives took the course

 

I’ve reopened that course for 90 days, you can sign up here -> https://mop.mykajabi.com/7-skills-signup

 

So if you’re on the fence about the Sourcing Essentials Course, sign up for the free one and decide for yourself whether or not this type of training is for you

 

And when you’re ready to take the Sourcing Essentials Course, feel free to reach out to me directly at [email protected] to learn about our corporate group rate

 

Mohammed Faridy

CEO, OneView

 

 

 

 

 

 

 

Share

Are you a Winner or a Learner?

It seems to me that most of us are happy to just be agreeable when it comes to our perspective about how the world works. As individuals we find some sense of mental peace knowing that we think like the rest of a group.  

But I’ve always looked at things differently.  Sometimes I’m right and sometimes I’m wrong.  And when I am wrong, I’m never afraid to admit it.  I forgive myself and accept it as a learning experience.

As Lionel Ritchie recently told a contestant on American Idol, “When you win, you win.  When you lose, you learn.” 

It’s one thing to allow yourself this flexibility, but as a Manager or Leader do you extend this same flexibility to your team’s innovative ideas?   And, perhaps more importantly, if an idea fails, do you offer the same “forgiveness” for your team as you would for yourself?

Continue reading

Share

How have the pandemic adaptations affected your Physical Security?

Well into the COVID19 pandemic, organizations, governments big and small have had to take measures and make changes to their environments to adapt to the needs of their staff, customers, their service delivery model, requirements of health science, government agency regulations and perhaps “new” industry best practices and of course the ever-changing virus.

These measures have evolved into many different things. We’re going to specifically focus on physical security devices.

Two of the pervasive items that have been introduced in many environments are plexiglass and signage.

Organizations have installed plexiglass barriers at intersection points of personnel as they have the potential to interact with other personnel, customers, vendors, etc.

Informative signage itemizing physical distancing rules, self assessment health protocols have been placed all around in both strategic and random locations within the environment to ensure every opportunity for personnel and visitors to be informed.

Funny thing about all of this plexiglass barriers and signage.

In some cases, not all, we have inadvertently defeated some or many of the installed security devices functionality and purpose. That is, their ability to monitor, detect and alert (alarm).

  • Motion detectors blocked, unable to provide proper coverage
  • Cameras experiencing sun flare reflection off plexiglass
  • Nuisance alarms due to swinging signage on the increase
  • And other unforeseen affects

There are incidents where this is enough of this added material, that areas, although devices are active and functioning as per specifications, are unable to detect properly – leaving areas with no security detection or proper monitoring.

We have the answers.

Let’s go for a (physically distanced) walk and have a conversation.

Your security risk plans are more than just a motion detector or even a strategic camera placement.

We can Help.

Plan the Work. Work the Plan.

Should your Municipality need assistance, contact Michael White Group today, and we will be happy to answer your questions or provide quotations.

Share

The Management Trilogy

During the Covid-19 Pandemic, managers have been hard-pressed to pivot to a virtual style of leading their teams. Even where the work of their teams does not lend itself to ‘work at home’ strategies, nevertheless a greater reliance on the use of virtual tools has emerged. So how are you doing with that?

Managers have to provide leadership for their teams across three domains. We call this The Management Trilogy, consisting of three overlapping areas:

Daily Management is a set of management processes whereby you and your team control and improve your mission-critical processes and cultivate your team values. This is where you, as a manager, LEAD WITH VALUES.

Crisis Management is a set of management processes whereby you and your team plan for, deal with and manage the aftermath of disruptive and unexpected events. These events threaten to harm the organization, its staff, customers and stakeholders, and the communities it serves. This is where you, as a manager, LEAD WITH VALOR.

Strategic Management is a set of management processes whereby you and your team plan for, move towards, and create your future. This is where you, as a manager, LEAD WITH VISION.

Of course, it’s rarely as simple as that. Whilst engaging in Daily Management, you can be hit with a crisis or indeed crises, such as Covid-19 and more. And at the same time, your team’s vision of a desirable future gets shelved until things ‘get back to normal’, whatever that is! And you have to manage all of this virtually!

It’s simple, but not easy. Here are a few tips to help you navigate these challenges:

TIP #!: Know yourself – in the intersection of these three domains, you will experience many different emotions. Managing your emotions will be key, as will leading with values. Knowing your personal and professional values will create a strong foundation for helping others understand their emotions and values.

Tip #2: Know your team members – Understanding what motivates your team members, and how they deal with the pressures and conflicts that arise between you, they and other team members will be crucial to maintaining a balanced and cohesive team.

Tip #3: Know your manager – Understanding your manager and their stressors will go a long way towards creating a strong working relationship between the two of you, which will stand you in good stead when you need your manager’s support.

If you would like to learn more about The Management Trilogy and the tools and techniques you can utilize virtually to achieve success, contact me at [email protected] or by calling 1-877-432-8182 (local in Edmonton 780-432-8182).

Brian Ward,

CEO, Affinity Consulting and Training

Edmonton

 

Share

Covid-19 Increases HungerCount

 

The Covid-19 economy has reduced quality of life for many impacted by the pandemic. Individuals struggling with food security and mental health will increase. Innovative digital solutions can help collect data and apply data science to provide guidance on how best to manage the crisis with the resources in your community using proactive strategies that cost less and deliver better outcomes.

The Institute for Smarter Government can show you how.

Food Banks Canada monitors hunger across Canada each year with data collected from 4,934 organizations. There were over 1 million visits to Canadian foodbanks in 2019 delivering over 5.5 million meals. This was an increase of 47% over 2018. The pandemic will accelerate visits to the foodbank in 2020 and 2021 with an increase in mental health concerns at the same time.

In 2019, 57% of those requiring help with food were on social assistance, 48% came from a single adult household. One in eight were unemployed.

When Food Banks Canada annual survey HungerCount 2019 asked agencies what their clients’ main reason was for accessing a food bank, clients shared that their social assistance or benefits were too low. They had low or delayed wages. Some had lost their job and were unemployed or did not have enough hours. These four areas of concern accounted for 80% of those individuals requiring assistance from a food bank.

That was in 2019. With Covid in 2020 and now 2021, the economy will hit those living on the edge the hardest. Many families and single adults have less household income. Unemployment and reduced hours with lower pay will greatly accelerate the number of single adults and families arriving at the food bank in 2020/2021.

No alt text provided for this image

Foodbanks HungerCount 2019

There are over 1.1 million Canadians receiving welfare and over 2 million if you include those with disabilities and mental health issues. The Canada Community Health Survey shows food insecurity has a statistically significant relationship with mental health variables.

The connection between food insecurity and mental health is greater with single person households now accounting for 48% of all households served. One in three of the single adults lives in poverty. Since 2016, seniors over 65 mostly with fixed incomes requiring an expansive array of expensive medications have increased visits to the food bank by nearly 30%.

Close to one in five single adults experiences food insecurity and many of those need support from a food bank to make ends meet. Many within this group have mental health issues that are exacerbated by poverty and low income. Many have mental health issues that go untreated for lack of supports available to them, are stuck in a cycle of inadequate social assistance or disability-related supports, or have lost a job and have nowhere to turn for new training and education programs to re-enter the workforce.

When the rent and wage subsidies transition back to the pre-covid economy, the need for food bank support will increase. Mental health and a range of other human service issues will surge.

Food Banks Canada will conduct research March 2021, across the nation to collect data from each community. Short term solutions will help address the immediate need for food while longer term solutions will focus on policy and try to address the question why. #BellLetsTalk offers some great Covid 19 resources to help everyone get through this together.

Canada is now seeing over 8,000 new case of the coronavirus each day. This is four times the rate when the pandemic started in 2020. Vaccines will help reduce transmission. This will take time.

Each community needs to understand how best to serve their population with the resources at hand. Innovative digital solutions can help begin collecting data in a client centric manner that makes it easier to apply analytics and create prescriptive programs that deliver better outcomes for less.

The Canada Healthy Communities Initiative makes it possible for every community to apply for Infrastructure Canada funding starting January 2021.

Be smart and get ahead of the Covid crisis. #Buildbackbetter Find out how to submit your proposal for funding at February webinar. Details will be posted shortly.

Share

How Will You Deliver Effective Training in 2021?

What is the most important HR training topic for 2021?

If you are an HR Leader or CAO, how will you invest your Learning and Development budget to get the maximum benefit for your team? Read on to see how over 1000 HR and L/D professionals answered this question. Their answers may surprise you.

graph on training topics for 2021

 

These topics are crucial to the well being of organizations and their staff. There is an underlying challenge that many HR professionals face. This is, in part, due to the challenges presented by COVID-19 and the various restrictions and changes brought about by the pandemic.

The Blanchard survey found a number of themes emerging among HR Professionals. These are:          

  • Successfully making the shift to virtual and online learning
  • Helping a workforce struggling emotionally with implications of COVID-19 and working remotely
  • Concerns about their L&D jobs

Do you agree with these, and the ranking order?

In many ways, these challenges can create a ‘Perfect Storm”. Many organizations were unprepared to make the shift to online learning, and as a result, the effectiveness of this mode of Learning and Development is suspect. In fact, the respondents indicated that while 53% of their training is now done virtually, many felt that it was less effective than in-person training.

How do you feel about the effectiveness of your transition to online training?

Given the constraints and challenges many smaller Municipal HR Departments face, it raises the question of how to effectively provide the training necessary. Many HR Departments are already facing the challenge of providing basic training, without the added challenge of having to pivot this online. Over 60% of the respondents said that a lack of the resources, and proficiency in developing eLearning resources, would be major constraints.

How will you pivot your training, and ensure that you continue to provide the best results?

One solution is to look to support professionals who have the training material and are equipped to provide high-quality online resources to help meet your targets for 2021.

If you would like more information, feel free to contact me to see how we can help you deliver top-quality training during this challenging season.

Email me at [email protected]

*Statistics and other information taken from The Ken Blanchard Company’s Report 2021 Trends: Learning and Development in a COVID World

Share

Physical Security Risk: know how to assess it

 

Many small to medium sized business (and even large enterprise businesses)  and government, have limited budgets, let alone spending a lot on risk and security.

Before you do go and spend a lot of capital on risk and security mitigation measures (aka security cameras, access control, bars and locks, lighting, training, fencing, etc.), you need to know what you’re buying for.

That is, you need to know what risks you are addressing.

Risk dial

Having a Risk Assessment completed on your municipality narrows the focus of your spending and aligns your purchasing with the specific types of risk and security mitigation measures you need.

To get a little technical…Risk assessment is the overall process of risk identification, risk analysis and risk evaluation. It involves the process of identifying internal and external threats and vulnerabilities, identifying the probability and impact of an event arising from such threats or vulnerabilities, defining critical functions necessary to continue the organization’s operations, defining the controls in place necessary to reduce exposure and evaluating the cost of such controls.

That is a mouthful. Let us break this down a bit.

If you have a threat, but there is no vulnerability, then there is no risk.

If you have a vulnerability but no threat, no risk.

Perhaps something many can relate to, you went online and purchased some products, and they are set to be delivered to your home. And no, we are not going to discuss online security…a topic for another day perhaps.

The packages are delivered to your home. But because of your daily routine, errands, off to the office, or shop, you are not always home. The shiny object is the packages just delivered. The vulnerability or sometimes referred to as a gap, is you are not home, and the packages now sit on your front step unattended. The threat, someone will take those packages right from your front step.

So, going back to the assessment. The key is once you know what your largest threats are (and yes you need to be able to determine that), it is important that you take action (implement risk and security mitigation measures) to lower your vulnerability.

Why not eliminate the vulnerability?

Great question, thanks for asking.

Eliminating the vulnerability may not always be possible.

Some business sectors and industries simply have built-in threats. But, if we focus on lowering the vulnerability, we lower the risk of a loss.

The assessment is complete, and we have identified risks. The next important step is finding the risk and security measures that are going to be the most effective in mitigating the identified risk. These measures come in all different shapes and sizes, video surveillance, locks and safes, lighting, security focused training, etc.

Where in doubt, reach out to us or find your trusted Independent Risk and Security consultant.

Yes, we highlighted Independent. That is definitely a topic for another day.

It all starts with a conversation.

We can Help.

Plan the Work. Work the Plan.

Should your Municipality need assistance, contact Michael White Group today, and we will be happy to answer your questions or provide quotations.

 

Share

Oh, you’re in Procurement…so what do you do exactly?

eye glasses sitting on a mouse pad

Have you ever told someone you’re a Procurement Professional, and then spent the next 20 minutes explaining what a Procurement Professional does?

 

Why is it that doctors and lawyers can simply say they’re doctors or lawyers and leave it at that…but as Procurement Professionals we turn ourselves into pretzels trying to justify our reason for existence?

 

One of the reasons is because the procurement industry, and we ourselves as Procurement Professionals, haven’t done a good job of defining our role in an organization

 

Remember, if you don’t define your role then somebody else will do it for you

 

So if your internal clients think your job is to get quotes, cut POs and make sure invoices get paid…those are the only things they’ll want your help with

 

But if you can articulate and, more importantly, demonstrate your understanding of your organizations competitive market positioning

 

And how you’re responsible for aligning the supply chain with the organizations goals and objectives

 

Then getting quotes and cutting POs isn’t who you are, it’s just some of the MANY things you do as a Procurement Professional

 

No here’s the catch…saying and doing are two very different things

 

So before you start telling your colleagues about secondary sourcing strategies to mitigate offshore supply chain risk

 

Or why it’s important to implement formal vendor management and category management programs in your organization

 

You should also have the skillset to do actually these things

 

And to help with that, we just launched new Strategic Sourcing Essentials eLearning course I co-developed with my friend and colleague, Mark Morrissey

 

Mark and I cover 6 modules in the course:

 

  1. Aligning Strategic Sourcing with corporate goals and objective
  2. Competitive Positioning and Supply Chain Risk
  3. Leading Class Practices
  4. Vendor Management
  5. Negotiation Strategies
  6. Case Study – Process Transformation

 

You can go through the course at your own pace, and when you’ve completed it and submitted your responses to the final case study, you’ll receive a digital certificate of completion

 

You’ll also have access to the course for 1 year so you can always go back and review any of the modules or chat with your peers that are also taking the course

 

And if you’re in a team of 3 or more people, you can take advantage of our corporate rates

 

2020’s been a tough year and many people didn’t get a chance for any meaningful professional development

 

Well this is a chance to, not only tick a box on your year-end review, but actually build on your skillset as a procurement professional

 

For more information you can visit our website

 

Thanks and hope to see you in the course,

Mohammed 

 

 

 

 

 

Share

Do you know what you want or need?

It is important that you know what you are asking for…so that it’s not risky.

You have asked for an Assessment. Stakeholders are concerned about security. Is the goal to look to identify your Security Risks, Threats, Consequences or Vulnerabilities? Or all of them? Collectively, there is a formula for that.

Risk = Threats + Consequences + Vulnerability

Do not be taken in by someone who says all assessments are the same.  A risk assessment, threat assessment, vulnerability assessment, security audit or even a business impact analysis are not the same as each other.

Square peg, round hole.

A Threat assessment looks to understand what entities may have an interest in creating a security concern or problem for your organization.

A Security Audit is a validation or verification that security measures that are currently in place are actually in place and doing what they intended to do. This audit focuses specifically on the effectiveness of security and determines if a known vulnerability is being addressed. It does not measure risk.

Vulnerability Assessments look to understand both consequences and vulnerabilities. Threats however within a vulnerability assessment are assumed to be at a high level. At the end of a Vulnerability assessment organizations quite often implement increased security measures to address the vulnerabilities and lower the consequences. This happens because the level of threat and the probability of an occurrence from happening is not actually analyzed.

The Consequence focused Business Impact Analysis identifies the most critical of assets to an organization and sets out to build resiliency around these identified assets, most commonly as a business continuity plan.  Business Impact Analyses do not address threats or vulnerability.

The Risk Assessment is the most effective means of determining security adequacy as it considers all three elements of risk – threat, vulnerability, and consequence.  A Risk assessment should be the methodology of choice if you are seeking to determine your security adequacy and avoid the potential pitfalls of not having all of the information.

But all is not lost. It is okay if your organization needs to only conduct one or several of the assessments mentioned above. There may be cause for you to do one assessment over another, resulting in a more intimate understanding of that particular assessments output.

We can assist your organization in determining which of these assessments is best for you given your organization’s current security risk landscape.

We can Help.

Plan the Work. Work the Plan.

Should your Municipality need assistance, contact Michael White Group today, and we will be happy to answer your questions or provide quotations.

Share

An Artist’s Eye to Risk & Security Program Success

 

 

Michelangelo famously created the sculpture David and JK Rowling famously revealed characters that already existed. Two completely different types of artists and art.

But how did Michelangelo actually approach this masterpiece? Did he take a stone and begin to carve, and David was eventually the result, or did he know that David was already in the stone and he had to carve away the waste to reveal him? JK Rowling did the latter.

Which approach applies to your organization?

Do you work to reveal the security practices that are already intuitively imbedded by hard working staff doing the right thing and expand on these, or realize that you need to start fresh and create something new?

Let us take a look. Your organization is well established. Many operational and strategic programs and processes are in place. But your now are faced with ramping up your security program. Create policies, procedures, establish the

With both approaches your personnel, all personnel, security or otherwise play the most significant part in the immediate and continued success of your Risk & Security program.

At a high level view, your Risk & Security program has 3 major components;

  1. Plans/Procedures: you need purpose, direction, and accountability
  2. Hard/Soft tools: software, hardware, technical systems…such as cameras, card access, etc.
  3. And the third piece that actually holds it all together and makes it work, people (personnel).

Of course, while the various plans/procedure, technical systems and devices assist in the assurance of security – it all ultimately boils down to personnel.

But they don’t just get there on their own.

There needs to be a commitment within your program to educate, cooperate, and involve personnel to be successful.

Not sure where to begin? We can help.

It all starts with a conversation.

Plan the Work. Work the Plan.

Should your Municipality need assistance, contact Michael White Group today, and we will be happy to answer your questions or provide quotations.

Share