About Howard Lake Howard Lake is a digital fundraising entrepreneur. Publisher of UK Fundraising, the world’s first web resource for professional fundraisers, since 1994. Trainer and consultant in digital fundraising. Founder of Fundraising Camp and co-founder of GoodJobs.org.uk. Researching massive growth in giving. 23 total views, 1 views today AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to LinkedInLinkedInShare to EmailEmailShare to WhatsAppWhatsAppShare to MessengerMessengerShare to MoreAddThis New director of charitable events at WCIT Howard Lake | 27 April 2006 | News AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to LinkedInLinkedInShare to EmailEmailShare to WhatsAppWhatsAppShare to MessengerMessengerShare to MoreAddThis The Worshipful Company of Information Technologists (WCIT) has appointed Paula Wallington as director of charitable development.Paula will focus on strengthening the ‘culture of giving’ among all 650 WCIT members and will seek to maximise the organisation’s potential by ensuring that member’s available time and resources are matched with the most appropriate and relevant opportunities available within the voluntary sector. Paula joins WCIT from Crime Concern where she was director of communications, fundraising and marketing. Previously, she was employed as director of communications and fundraising at ACRE. Advertisement Tagged with: Management Recruitment / people
Jose Tabata is greeted by manager Clint Hurdle after hitting a two-run home run against the Arizona Diamondbacks in the eighth inning of the baseball game on Friday, Aug. 16, 2013, in Pittsburgh. (AP Photo/Keith Srakocic) PITTSBURGH (AP) – Jose Tabata heard all the rumors in advance of the July 31 non-waiver trading deadline and understood the significance of slugging prospect Andrew Lambo being called up this week.“I know people are saying the Pittsburgh Pirates need a right fielder,” Tabata said. “It makes me feel like I’ve got to do something. Whatever the front office wants to do, that’s their thing. I just want to help my team win.”Tabata did that Friday night with a two-run homer and rookie Gerrit Cole pitched six solid innings to lead the Pirates over the Arizona Diamondbacks 6-2.Tabata’s drive was his fourth of the season and came off J.J. Putz in the eighth inning, putting the NL Central-leading Pirates ahead by four. Tabata connected a day after he came off the bench and had three hits in a 12-inning loss at St. Louis.Lambo had started the previous three games in right field after having his contract selected from Triple-A Indianapolis on Tuesday. However, Tabata got a chance to get back into the lineup Friday night after getting three hits off the bench Thursday against the Cardinals.Tabata, who is hitting .269, sent an opposite-field shot to right after Gaby Sanchez doubled.“It’s always a good sign for Jose to drive a ball the other way like that,” Clint Hurdle said. “That’s the gift he’s brought to the game since he’s been a young player. That’s one of the first things I saw in 2010 when I was (the hitting coach) with the Texas Rangers and they played the Pirates. That’s one of the first thing people here talking to me about when I became the manager.“He squared some balls up in St. Louis and hit a ball hard tonight. That puts him in a good spot where he’s aggressive in the batter’s box right now.”Cole (6-5) was pitching on eight days of rest. He had his previous turn in the rotation skipped in part to allow veteran A.J. Burnett to pitch Thursday against the Cardinals and also to get extra rest. The 22-year-old Cole has pitched 140 innings between the major leagues and minor leagues in his second major league season.The right-hander gave up two runs and five hits with two walks and five strikeouts.The first overall pick in the 2011 amateur draft won for just the second time in his last seven decisions after winning the first four starts of his career.“It was tough to get a feel for the breaking ball, Cole said when asked about the effect of extra rest. “I threw some good one but there were others where I wasn’t totally committed to trusting it would break.”Having more days off is something I’ve got to attack, though. It’s going to happen again. It’s something I’m going to have to get used to.”Starling Marte and Andrew McCutchen had two hits each for Pittsburgh.Brandon McCarthy (2-7) lost his fourth straight decision, giving up four runs and seven hits in 5 2-3 innings with three walks and five strikeouts.“The whole thing felt like I was in a fight,” McCarthy said. “I was able to command my sinker, but that was about it. My cutter was as bad as I can remember it in a long time.”Martin Prado had two of Arizona’s five hits.Pittsburgh broke a 2-all tie and moved in front for good with a two-run fifth.Marte doubled with one out and scored on Neil Walker’s double. McCutchen then singled in Walker to make it 4-2.Pedro Alvarez’s two-run single put the Pirates ahead 2-0 in the third. The hit scored Walker, who had walked, and McCutchen, who had doubled.Arizona answered with two runs in the fourth. Cole walked Paul Goldschmidt and Aaron Hill with one out, and they scored on singles by Prado and A.J. Pollock.After winning three straight games against Baltimore in their final at-bat, the Diamondbacks didn’t have the same magic as Jeanmar Gomez and Mark Melancon combined for three scoreless innings of relief.“Cole threw the ball good, moved the ball in and out very good, had good velocity, the ball was moving,” Diamondbacks manager Kirk Gibson.NOTES: RHP Trevor Cahill (3-10, 4.66 ERA) is expected to be activated from the disabled list and start Saturday’s game against Pittsburgh LHP Jeff Locke (9-3, 2.43). Cahill has been out since July 1 with a bruised right hip. … Diamondbacks SS Didi Gregorius did not start after going 8 for 47 (.170) in his previous 14 games. Cliff Pennington took his place. … Pittsburgh signed RHP Kyle Farnsworth to a minor league contract as a free agent and assigned him to Triple-A Indianapolis. The 15-year veteran was released Aug. 9 by Tampa Bay.
Facebook79Tweet0Pin0 Submitted by Johansen Olympia Dance CenterJohansen Olympia Dance Center continues its 40th anniversary season with four free recitals this Sunday, June 9th at the Washington Center in downtown Olympia. The recitals are at noon, 2:00pm, 4:00pm, and 6:00pm, and last approximately one hour. Each performance is unique and features ballet, pre-ballet, tap, jazz, hip-hop, and modern dance. Dancers range from age 4 to aspring pre-professionals, plus adults. No tickets are needed, and seating is general admission.Johansen Olympia Dance Center is directed by Ken and Josie Johnson, who danced professionally and received degrees from The Hartt School at the University of Hartford. The Johnsons are also certified in Primary through Level 3 of the ABT National Training Curriculum in New York.Johansen Olympia Dance Center is proud to include the AMERICAN BALLET THEATRE National Training Curriculum, a breakthrough 8 level program that combines high quality artistic training with the basics of dancer health and child development. The Center is committed to offering high quality dance training in a positive and nurturing environment.
The biggest market value losers in 2019, including Bale and ex-Liverpool star 1 LATEST moving on Cavani ‘agrees’ to join new club and will complete free transfer next summer three-way race Where every Premier League club needs to strengthen in January IN DEMAND He is currently starring for Portugal’s Under-19s at the current European Championship, and Barca representatives are in Finland watching him perform.The officials are now set to discuss a possible transfer and West Ham could be willing to let the player leave.It’s felt an offer worth £600,000, with add-ons, will be enough to seal the deal.Quina, 18, will play for his nation in the final of the European Under-19 Championship against Italy. Top nine Premier League free transfers of the decade RANKED targets Man United joined by three other clubs in race for Erling Haaland targets REVEALED Liverpool’s signings under Michael Edwards – will Minamino be the next big hit? Tony Cascarino backs Everton to sign two strikers for Carlo Ancelotti Latest Transfer News Kevin De Bruyne ‘loves Man City and wants to keep winning’, reveals father LIVING THE DREAM West Ham United starlet Domingos Quina in action. Chelsea confident of beating Man United and Liverpool to Sancho signing West Ham United could lose starlet Domingos Quina this summer with Barcelona set to hold talks with the player, according to Sky Sports.The Hammer signed Quina from Chelsea two years ago and while the player is highly-rated he is yet to make a Premier League appearance. TOP WORK Arsenal transfer news LIVE: Ndidi bid, targets named, Ozil is ‘skiving little git’
Johannesburg, Monday 29 August 2016 – Brand South Africa, in partnership with Brand Finance will on Thursday 15 September 2016, announce the country’s top 50 South African commercial brands.Announced annually, the Brand Finance approach to brand valuation involves valuing ‘brands’ at three different levels, each reflecting the different definitions of ‘brand’ commonly used in the market place. These levels include: branded business value, brand contribution and brand value.South African commercial brands are a key component of a strong nation brand and how this is experienced by both domestic and international audiences. As such commercial brands are key messengers in positioning the country competitively.Media is invited as follows:Date: Thursday 15 September 2016Time: 09h00-10h30Venue: Brand South Africa103 Central StreetHoughtonRSVPs: Tsabeng Nthite on 076 371 6810Brand South Africa will be pleased to facilitate requests for interviews.Participate in the conversation on #Top50Brands2016 #SANationBrand.
South Africa’s Lucas Sithole became the first African to win a wheelchair tennis Super Series title on the weekend when he beat world number one David Wagner 7- 5, 6-7, 6-4 to claim the quads singles title at the British Open Wheelchair Tennis Championships. One of only six Super Series events, the British Open Wheelchair Tennis Championships was played at the Nottingham Tennis Centre. “We would also like to thank Airports Company South Africa for their sponsorship which gives the players the opportunity to participate in international events and to realise their dreams,” Losch added. KG Montjane Montjane and Sithole were eliminated in the semi-final of the miex doubles, going down 0-6, 5-7 to the English pairing of Marc McCarroll and Jordanne Whiley. Singles Focused, determined and clinical in his execution, Sithole defeated the British star, ranked 11th in the world, 6-4, 6-4 to advance to his third Super Series singles final of the year, and his second meeting with world number one David Wagner. Sithole has won 23 singles titles to date, including the Korea and Daegu Opens in June 2012, but the prestigious British Open Quads singles title is his biggest win to date. ‘Very proud’ SAinfo reporter and Wheelchair Tennis South Africa “We are so proud of Lucas, and know he has the talent and ability to win numerous titles of this magnitude. Congratulations Lucas, to your first of many,” said Wheelchair Tennis South Africa’s manager, Karen Losch. Sithole and Burdekin reached the semi-finals of the doubles competition, where they lost to the top seeds, Wagner and Sarah Hunter 5-7, 3-6. Sithole’s coach Holger Losch said in a statement: “We are very proud of Lucas, and believe winning one of the six big events on the world tour is a very important step to him realising his dream of being world number one.” 24 July 2013 South African golden girl, Kgothatso “KG” Montjane, ranked sixth in the world, ran into an inspired Jiske Griffioen, ranked third in the world, in the quarter-finals of the women’s singles competition and was beaten 6-2, 6-2. The doubles proved to be more fruitful for Montjane as she and her Dutch partner Marjolein Buis won through to the final where their winning streak was ended by Griffioen and Aniek van Koot, who emerged 6-2, 7-5 victors. Sithole began his title challenge strongly, defeating Great Britain’s Antony Cotterill 6-2, 6-1 to set up a semi-final showdown with his long-time rival, Jamie Burdekin. Sithole had beaten Wagner only once previously, in the Airports Company South Africa SA Open in April. However, sticking to his game plan, Sithole showed moments of brilliance to defeat Wagner 7-5, 6-7(4), 6-4 and claim the trophy.
Share Facebook Twitter Google + LinkedIn Pinterest The National Dairy FARM Program announced today the release of a stockmanship training video as part of the program’s partnership with the National Beef Quality Assurance (BQA) program.The 27-minute video is divided into several chapters, including “Point of Balance,” “Understanding the Flight Zone” and “Utilizing Tools to Effectively Move Cattle.” Each segment contains reminder points and multiple choice questions to test viewers on the content. The video can serve as a training resource to satisfy the FARM Animal Care Version 3.0 requirement for annual employee training.The video, directed by Dr. Robert Hagevoort of New Mexico State and the U.S. Dairy Education & Training Consortium, is available on theFARM Program website and YouTube page in both English and Spanish.“We are more than happy to develop and provide a tool for farmers and employees that will help them better understand why cows behave the way they do, and as a result become more careful and more efficient animal caretakers,” Hagevoort said.The FARM Program, created by NMPF in 2009, believes the dairy industry has a great story to tell when it comes to producing safe, abundant and affordable milk and dairy beef. Beef Quality Assurance is a nationally coordinated, state-implemented program that informs U.S. beef producers and consumers about common sense husbandry techniques and accepted scientific knowledge that can help raise cattle under optimum management and environmental conditions. FARM’s partnership with BQA demonstrates that U.S. milk producers are committed to providing the best in animal care, residue prevention and environmental stewardship.
A variety of companies, many of them familiar names, are also offering a range of do-it-yourself options such as Staples Connect and Belkin WeMo. (Among the less familiar names, Hong Kong-based Vera seems to have a growing fan base.) Of the DIY products on the market, two seem to be winning over tech reviewers for their ease of use and flexibility: SmartThings and Revolv.See also: SmartThings’ Alex Hawkinson: “We’re Debugging How Your House Responds To You”Typically, there’s an Internet-connected hub that ties in to sensors and other smart devices around the home. This allows users to manage their Philips smart lightbulbs, Sonos speakers, Nest thermostats and many other gadgets wirelessly over Wi-Fi, Bluetooth and some of the short-range radio networks standard in home automation. (For SmartThings, that’s Zigbee and Z-Wave; Revolv supports Z-Wave and Insteon.)In these and other systems, some devices can even talk directly to each other to trigger actions. For instance, when your front door unlocks and opens, it could prompt playback of soothing music or an audio file of guard dogs barking loudly. Getting those systems up and running is fairly easy. You start with the hub, hook it up to your Wi-Fi router and then start adding gadgets via mobile apps, which makes for a straightforward set up. The whole system’s also adaptable—you don’t have to drop a huge wad of cash on all the devices at once. You can pick them up piecemeal over time, or swap out switches, sensors and electronics as your needs change.The SmartThings starter bundle starts at $199 and includes sensors, presence detectors and smart outlets. Installation is a manual affair, though the app walks users through every step. The Revolv hub costs a little more, at $299, and doesn’t include smart peripherals, unless you spring for one of its new combo packs (from $414 and up at Amazon). For the price, customers get a “lifetime subscription” with purchase, which means there are no recurring monthly charges. And setup with Revolv is a breeze. Its system can auto-detect any compatible smart devices you already have installed and add them to the system. 3. You Can Start Small If there are specific things you want to control, you don’t have to connect your whole home. Instead, you might choose a single-purpose product. Again, there are lots of choices. You may have heard about Dropcam smart cameras, Lockitron locks and Nest thermostats and smoke detectors, but there are also lesser-known smart appliances from established brands, like Schlage and Yale locks. Depending on your needs, you could start with a smart refrigerator, pet feeder, bathroom scale, air conditioner, and much more. But when picking a smart appliance, don’t just look at your current needs. Think about what might interest you in the future.Take Philips Hue smart lightbulbs, for example. Though pricey—at $200 for a pack of three bulbs and the bridge—these long-lasting lights boast several benefits, the main one being that users can turn them on or change colors from smartphones. What may be more interesting is that they also work with SmartThings, Revolv and other systems, which could enable more uses down the road. A presence sensor or sleep tracker could tell Hue to turn on when you get home, or even illuminate in a warm sunrise color as you wake up. By contrast, LG’s just-announced Smart Lamp is only $32, but it’s only available in Korea, and it doesn’t work with smart-home controller systems that aren’t made by LG.Here’s another reason to consider compatibility: As you buy more products over time, you’ll wind up with loads of smartphone apps to manage each item. If it works within another service, you could have a single app with which to control it all instead. 4. You Can Manage Your Smart Home From Your Phone—Or Your Watch 5 Outdoor Activities for Beating Office Burnout In drastic and dramatic fashion, IOActive and the U.S. Computer Emergency Readiness Team issued advisories a couple months ago urging users to unplug their WeMo devices immediately.The groups cited glaring security holes like weak data encryption, insecure software updates and other security issues. Later that day, Belkin responded by declaring it had fixed the security holes via various software updates. After the advisory went out, I followed up with Mike Davis, IOActive principal research scientist, to find out how prevalent those problems could be. His response: “These kinds of issues have been pretty common in embedded Unix devices for years,” he said, referring to dedicated non-computer gadgets. “Vendors program once and forget about them, when in reality they need to be [continuously] maintained and updated with the same care as desktops and servers.“Belkin isn’t unique here. These are essentially the same mistakes that continue to cause issues for United States EAS (emergency alert systems),” said Davis. Further, he told me that Belkin was notified about the problems, but failed to act on them appropriately. This, he said, is what pressed the firm to trigger the advisories. See also: Why Nest’s Smoke Detector Fail Is Actually A Win For EveryoneOf course, not all companies ignore issues. Take Nest, for example. When it discovered a bug in the Nest Protect smoke and carbon monoxide detector, CEO Tony Fadell urged users to disable the related feature—the wave-to-dismiss gesture—until the company could issue a fix. Security holes necessitate at least the same amount of attention as feature glitches. Or at least they should. Security risks are numerous for the connected home—really, for any touchpoint in the Internet of Things. And yet, all too often, companies take shortcuts. Or they leave their APIs open and insecure on purpose, so hobbyists and third-party developers have room to play with them. But Harris pointed out that “if enthusiasts can do it, black hat [hackers] can do it as well.” That’s why, even though Zonoff describes itself as an “open platform,” it still has stringent application, evaluation and testing processes. The company’s roster of business clients, like Staples, demands it. Other competitors may “self-police,” Harris said, “but we have to answer to companies with enormous security teams.” (Note: Though Zonoff, like many other smart home companies, was vulnerable to the major security bug known as Heartbleed, the company confirmed to ReadWrite that it has patched its servers, as did SmartThings and Revolv. iControl reported that it was not vulnerable.) I’ve spoken to several smart home companies, and they rarely bring up security voluntarily. Even those that pay strict attention to things like encryption, security token authorization protocols and software updates still tend to skip over the topic.It’s not hard to see why. They don’t want to suggest that smart homes aren’t safe. And the issues haven’t been raging across the headlines yet, so why bring up a sore subject? After all, physical break-ins or robberies still pose greater threats to home security than hacking. That may be true now, but if connected residences become the inevitability that the numbers suggest, then we could see a tipping point. Tech breaches matter—in so many areas, but especially when it comes to our homes. Smart or not, it’s where we eat, sleep, rest and play. The idea of a stranger having access to, or worse, control of our most intimate spaces is no small matter. And the single most important thing would-be smart home owners really need to know is that their chosen provider takes that threat seriously. Feature image courtesy of Flickr user wissenschaftsjahr; Intel Energy Sensor image courtesy of Flickr user Intel Free Press; Comcast van image courtesy of Comcast; Revolv image courtesy of Revolv‘ Philips Hue image courtesy of Philips/MeetHue Japan; Pebble smartwatch image courtesy of Pebble; Belkin WeMo image courtesy of Belkin 9 Books That Make Perfect Gifts for Industry Ex… adriana lee Related Posts 12 Unique Gifts for the Hard-to-Shop-for People… 4 Keys to a Kid-Safe App Comcast, Time Warner, AT&T and Rogers all offer home automation and control via subscription packages. Verizon does as well, although it stopped accepting new orders last fall, possibly to ramp up for another smart home service. Introductory prices range anywhere from $10 to $50 per month, not including initial hardware costs. What you get for the money varies. In some cases, you install and control your own appliances from your TV and mobile; other times, the company will set up the system for you and provide ongoing surveillance and other monitoring services. Sometimes, you can get a combination of the above.The subscription format is popular among telecom companies, as well as other providers such as ADT and Lowe’s. It’s most suitable for people who like the peace of mind that comes from a known company watching over things—and are willing to pay for it. If you’re on a budget, however, and don’t mind doing everything yourself, you’ll want to note the growing number of off-the-shelf DIY kits and devices. Those shrink-wrapped products typically have no ongoing costs for basic-level services. Here, users are both masters and managers of the house, installing, monitoring and controling everything themselves using mobile apps and cloud services. 2. … Or A Cheaper DIY “Smart Home In A Box” The terms “connected home” and “smart home” are basically new labels for an old concept. Home automation, control and security systems have been around for decades. What separates them from today’s products is, among other things, price. In the past, only the wealthy could really afford to trick out their domiciles.While there are still plenty of expensive systems available from architects and contractors—for prices ranging from a few thousand dollars to millions—they’re no longer the only options. Advances in wireless technology and mobile devices, as well as falling component prices, have lead to more convenient and affordable connected products. Practically all of them offer smartphone control and, even better for renters, many don’t require permanent fixtures or rewiring. This intersection of innovation and economics has led to an explosion of new smart products. (Amazon’s online store even carved out a dedicated home automation section, as have Home Depot and other retailers.) Recent estimates from Juniper Research predict the smart home market will double over the next few years, from $33 billion in 2013 to $71 billion by 2018.Some manufacturers are busy building out closed ecosystems. For example, Samsung’s recently announced Samsung Home could include other products in the future, but it will remain exclusive to its own smart TVs, home appliances and smartphones for now. Meanwhile others—from cooperatives like AllJoyn and OpenHome to startup WigWag—believe all brands and devices should speak a common language, so they can work together. And there are plenty of options between those two poles.You could be forgiven if you find the whole notion of connecting your home a bit bewildering at this point. That’s OK—it’s a frontier environment, and confusion goes hand-in-hand with opportunity. Still, there are a few basics everyone should keep in mind as they start figuring out how they want to trick out their domicile.Start with these five fundamentals, though, and you’ll likely save yourself a lot of grief.1. Consider A Connected-Home Subscription … ReadWriteHome is an ongoing series exploring the implications of living in connected homes.If you don’t already live in a smart home, odds are good that you will before long. When that day comes, your connected residence will be like a member of the family—or, more likely, a butler. Just like Carson on Downton Abbey, your home will know when you’re home or away. It will respond to your commands, or kick into high gear at your mere presence. And it will manage your lights, locks, interior climate and more, just the way you want them, with little to no prompting from you. See also: What’s Holding Up The Internet Of ThingsAccording to Gartner, the number of connected devices installed will increase 30-fold by 2020, from 900 million in 2009 to 26 billion units by 2020. It’s an eye-catching figure, made more so by the fact that it doesn’t include our favorite connected gadgets—smartphones, tablets and computers. More than anything, this speaks to the momentum of the Internet of Things (IoT) and one of its primary sub-categories: the connected home.With IoT, connected machines and devices talk to each other, allowing for heightened levels of control, monitoring and automation. This extends to environments both public (think city infrastructure, utilities and transportation) and private (like your house and the appliances in it). It’s an exciting thought. But it can also be confusing and nervewracking—particularly for folks delving into this topic for the first time.So we’ve laid out some of the major considerations for the connected home below, to give you a leg up on this emerging trend before it lands on everyone’s doorstep.Getting Smart About Smart Homes5 Reasons To Connect A HomeWhy would people be interested in smart homes? In our research, the same five reasons kept turning up: • Energy savings• Cost savings• Security/surveillance• Convenience/automation• Health monitoring/tracking Tags:#ADT#AllJoyn#belkin#Belkin WeMo#connected home#home#iControl#insteon#Internet of Things#Lockitron#Lowe’s#Nest#OpenHome#Philips Hue#Revolv#Samsung#Samsung Home#SmartThings#Sonos#Staples Connect#WigWag#Z-Wave#Zigbee The smartphone has emerged as the remote control for the smart home. But over the past year, the functionality has hopped from the pocket to the wrist. Thanks to independent app makers, Pebble smartwatches can control an array of smart things—including Philips Hue lighting (via the Huebble app), Sonos connected music systems (Kronos), Nest thermostats (Leaf), and other devices. Meanwhile, last year, Pebble officially partnered with iControl, the company that provides smart home services for ADT, Comcast, Verizon and Time Warner Cable. Now TWC IntelligentHome customers have a new Pebble app that can adjust their basic home-control settings—for instance, by letting the system know that you’re “away” rather than “home.”And if you have a Nest, consider this: Google, the smart thermostat’s brand new parent company, just introduced the Android Wear software platform for smartwatches.Samsung’s Gear 2It sure looks like a bona fide trend. CEO Mike Harris told me that Zonoff, the tech company behind Staples Connect, will offer support for Pebble and Android Wear to their enterprise clients this year. iControl, in addition to its partnership with Pebble, will also work with the Samsung Gear 2. The company wouldn’t say if Android Wear is in the mix yet, but it’s clearly excited about more potential smartwatch partners hitting the scene: “The integration of smartwatches with connected home technology brings us another step closer to an integrated, smarter lifestyle,” Jim Johnson, iControl executive vice president and general manager, told me via email. “The more devices that are integrated into our smart home cloud, the more information we can gather to create a highly personalized experience.”The gathering of all that information will likely lead to new uses and more convenience. However, with a greater surge of data, comes a greater need for security. That’s true in many areas of technology, but even more so when it comes to people’s homes. 5. There’s No Such Thing As “Hackproof” Belkin WeMo products are cute, easy to use and integrate with a slew of other products and services. Unfortunately, they also turned out to be vulnerable to hacking.
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now If you aren’t seriously into all things business-to-business sales, this post and the other post I wrote about buyers being 57% into their buying journey might need a little context.Corporate Executive Board produced research that indicates that buyers are 57% or 65% into their buying journey before they engage with a salesperson. I like the people I know at CEB, especially Brent Adamson and Matt Dixon, authors of The Challenger Sale.But so many people have taken this statistic and massively distorted its value by suggesting that inbound marketing and social selling are the only way to get in front of a deal. Worse still, some people miss the point that the value of the statistic is that it is a call for salespeople to work harder to create value, not that salespeople have no value to offer their buyers.That said, I don’t think your dream clients are anywhere near 57%, and if they are, you are allowing it by not creating greater value.Here are 12 hypothetical questions you might ask to make sure your dream client found their way through their own buying process successfully without your help. Can I assume that you already know what you need? Can you share with me how you frame up your challenges and what you believe to be the right solution as it stands right now?Are you worried about the things that you don’t know? Would you benefit from another perspective, another way of looking at these challenges?If there were other systemic challenges that someone else could see but you might be too close to notice, would you want that perspective before you made a decision?How did you make the trade-offs in solving this problem or challenge this way instead of some other way that might have helped you with a greater systemic challenge you might not yet have picked up?Is it safe to assume that other than discussing our pricing, there is no value that I can create for you here?I am concerned about our ability to determine the cultural fit of our two organizations in a 90-minute bake-off presentation in your boardroom. Is the relationship a factor you believe will be critical to success if we work together?Can I assume that your team is already aligned around what the right solution needs to look like? That no one opposes this initiative? Are there some people who might need to be engaged in order to get the results you’re really after here?Can I assume that you aren’t open to new ideas, even new ideas that might produce better results faster? Or would you still be open to seeing all of the choices available to you to see what you feel most comfortable and confident with?Can I assume that you are aware of all the risks that you might face and that you are comfortable with those risks? Can you share with me what you perceive as your greatest risks here.Can I assume that it’s okay that you are going to have to do something radically different in 6 months time by pursuing this solution this way? Or would it make more sense to explore the options you’re going to need to look at the next few months?What if the solution you like doesn’t produce the intended outcome?Can I assume that you don’t mind if what you do here gives your competitors a serious advantage and leaves you vulnerable to competitive threats?I wrote these questions in an adversarial tone, not because that is how I would ever recommend you deliver them, but because I want to make a couple important points. First, your buyers don’t know what they don’t know. Second, your buyers likely don’t know what you know.If there is information and insight parity, you aren’t working hard enough to change that balance.