<?xml version="1.0" encoding="UTF-8"?>
<?xml-stylesheet type="text/xsl" media="screen" href="/~d/styles/atom10full.xsl"?><?xml-stylesheet type="text/css" media="screen" href="http://feeds.feedburner.com/~d/styles/itemcontent.css"?><feed xmlns="http://www.w3.org/2005/Atom" xmlns:dc="http://purl.org/dc/elements/1.1/" xmlns:thr="http://purl.org/syndication/thread/1.0" xmlns:feedburner="http://rssnamespace.org/feedburner/ext/1.0">
    <title>The NierenBlog</title>
    
    <link rel="alternate" type="text/html" href="http://www.nierenblog.com/thenierenblog/" />
    <id>tag:typepad.com,2003:weblog-622238</id>
    <updated>2013-05-18T16:39:55-04:00</updated>
    <subtitle>In my travels, as President of The Nierenberg Group, I am fortunate to meet wonderful people and hear their stories. Please read about some of the fascinating people and situations that make up my world.
Thank you for taking the time to learn about those who has made a difference in my life and work.
I look forward to learning about you!

Sincerely,

Andrea

See more:
TheNierenbergGroup.com
@anierenberg

Get my Tip of the Month:
http://www.nierenberggroup.com/Tip

Best selling author, Andrea Nierenberg speaks at Universities, Fortune 500 companies, and intimate workshops about networking for success, personal and financial success. 

Book a Speaking Engagement
http://www.nierenberggroup.com/Booking</subtitle>
    <generator uri="http://www.typepad.com/">TypePad</generator>
    <atom10:link xmlns:atom10="http://www.w3.org/2005/Atom" rel="self" type="application/atom+xml" href="http://feeds.feedburner.com/typepad/thenierenblog" /><feedburner:info uri="typepad/thenierenblog" /><atom10:link xmlns:atom10="http://www.w3.org/2005/Atom" rel="hub" href="http://pubsubhubbub.appspot.com/" /><feedburner:emailServiceId>typepad/thenierenblog</feedburner:emailServiceId><feedburner:feedburnerHostname>http://feedburner.google.com</feedburner:feedburnerHostname><entry>
        <title>Staying In Touch Across The Continents</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/thenierenblog/~3/a_dymCmNNfw/staying-in-touch-across-the-continents.html" />
        <link rel="replies" type="text/html" href="http://www.nierenblog.com/thenierenblog/2013/05/staying-in-touch-across-the-continents.html" thr:count="1" thr:updated="2013-05-19T13:19:32-04:00" />
        <id>tag:typepad.com,2003:post-6a00d8341cfa9a53ef01910223e5d6970c</id>
        <published>2013-05-18T16:39:55-04:00</published>
        <updated>2013-05-18T16:39:55-04:00</updated>
        <summary>Staying In Touch In December of 2005, I visited the wonderful country of Kenya. Truly life changing in so many ways as anyone who visits there will tell you. When we visited one of the tribes, I had the honor...</summary>
        <author>
            <name>Andrea</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.nierenblog.com/thenierenblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>
<a class="asset-img-link" href="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef01910223e3dd970c-pi" style="display: inline;"><img alt="Me and the Masai ladies (2)" class="asset  asset-image at-xid-6a00d8341cfa9a53ef01910223e3dd970c" src="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef01910223e3dd970c-320wi" title="Me and the Masai ladies (2)" /></a>
<a class="asset-img-link" href="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef01901c525f8a970b-pi" style="float: right;"><img alt="Images William" class="asset  asset-image at-xid-6a00d8341cfa9a53ef01901c525f8a970b" src="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef01901c525f8a970b-320wi" style="margin: 0px 0px 5px 5px;" title="Images William" /></a></p>
<p>Staying In Touch</p>
<p> In December of 2005, I visited the wonderful country of<br />Kenya. Truly life changing in so many ways as anyone who visits there will tell<br />you. When we visited one of the tribes, I had the honor of<br />talking with the Chief of the Village, William as he gave us a tour. He was<br />inspiring and a fantastic spokesperson for his community.</p>
<p> Seeing how these wonderful people live and their<br />passion and unity for each other made me and everyone in my group so very<br />appreciative of what we have.  </p>
<p> Remember there is no electricity anywhere and I tried to<br />experience what everyday life is like as I entered one of the huts.</p>
<p> You can imagine my surprise when Chief William gave me his business<br />card and asked for mine- and said he would email me! Yes-- he runs daily into<br />the next village- a mere 20 mile run each way to buy beads for the ladies to create<br />their beautiful wares ( see our picture) and to do his Emailing!</p>
<p> He asked me to send him one of my books and he also admired<br />a watch I was wearing which was my Oprah watch from Chico's that I travel with.I promised to send him one.</p>
<p> When I returned home, he did in fact send me an email that<br />was waiting in my inbox and to remind to send the book and the watch :-) and then three weeks later, he sent me a thank you note and said that the book was proudly<br />displayed in the Main hut. I was honored. He was also showing off the watch!</p>
<p> Years have passed and just today, I received an email from<br />him with a note about a new project they are doing and wanted to know if I<br />remember him!!</p>
<p>I just wrote back and said, William, how could I ever forget<br />you!You are the master and you live what true relationship building<br />is all about.</p>
<p>Here is what I learned from Chief William about Sales and Communication:</p>
<p>*Be proactive- He emailed me to see that I returned home<br />safely and thanked me for visiting his village</p>
<p>*Be resourceful- He runs back and forth 40 miles daily to<br />use a computer and email ( no wonder they always win the Marathon)</p>
<p>*Ask for what you want- He wanted to make sure that I<br />sent the book and the watch- and he asked for both</p>
<p>*Say Thank you-- He wrote me a thank you as soon as he<br />received the gifts</p>
<p>*Stay in Touch- Yes, it has been quite a few years,however, he reached out again to tell me about a new project they are embarking on and I will be sure to contribute</p>
<p>*Differentiate yourself- When William wrote to me, he assumed that I would remember him and with all the thousands of people who pass through his village over the years, he must have a great memory system- since he knew I was the one that sent him a book and a watch-- or at least he made me feel special</p>
<p>Chief William truly made an impression on me!!</p>
<p> </p></div>
</content>



    <feedburner:origLink>http://www.nierenblog.com/thenierenblog/2013/05/staying-in-touch-across-the-continents.html</feedburner:origLink></entry>
    <entry>
        <title>Virtual Teams Strengthen Connections with Video</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/thenierenblog/~3/Vz6bucDd_xE/virtual-teams-strengthen-connections-with-video.html" />
        <link rel="replies" type="text/html" href="http://www.nierenblog.com/thenierenblog/2013/05/virtual-teams-strengthen-connections-with-video.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d8341cfa9a53ef017eeb0e1422970d</id>
        <published>2013-05-11T13:48:00-04:00</published>
        <updated>2013-05-11T13:48:00-04:00</updated>
        <summary>My friend, Elaine Pofeldt is a freelance writer who specializes in writing about entrepreneurship. Her credits include Fortune, Money, Inc., Forbes and numerous other outlets. She is truly an amazing writer and editor and has a long career with Business...</summary>
        <author>
            <name>Andrea</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Business Corner" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.nierenblog.com/thenierenblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>
<a class="asset-img-link" href="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef017eeb0e1198970d-pi" style="display: inline;"><img alt="Images" class="asset  asset-image at-xid-6a00d8341cfa9a53ef017eeb0e1198970d" src="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef017eeb0e1198970d-320wi" title="Images" /></a></p>
<p>My friend, Elaine Pofeldt is a<em> freelance writer who specializes in writing about <br />entrepreneurship. Her credits include </em>Fortune, Money, Inc.<em>, <br /></em>Forbes<em> and numerous other outlets. She is truly an amazing writer and editor and has a long career with Business publications. </em>She interviewd Don Zinn, Managing Partner, Exigent Search Partners, Inc. and me for an article in EXECUTIVE TRAVEL magazine.</p>
<p>I hope you find it interesting.</p>
<p>The Entrepreneur: Donald J. Zinn, Managing Partner, Exigent Search Partners <br />Inc., Tarrytown, N.Y.</p>
<p>Our company is an executive search firm. My partners and I opened right after <br />Thanksgiving in 2010. Yes, it was a crazy time to start a search firm, but we <br />decided that the struggling economy would not stop us from reaching for our <br />dream.</p>
<p>Since then, we’ve done searches for iconic brands such as Hershey, the global <br />professional services company Navigant Consulting and a technology start-up in <br />San Diego. We’ve also helped local clients. I recently did a VP of finance <br />search for Clancy Moving Systems in Patterson, N.Y, and have helped Digiscribe, <br />a local technology company, build their sales team. Typically, the searches are <br />for the director and vice president level and up, with salaries of $150,000 or <br />more. This year, we expect to double our revenue, and the company is <br />profitable.</p>
<p>We’ve grown to a seven-person firm, and everyone is spread out, from Chicago <br />to Boca Raton, Fla. We have a corporate headquarters in Westchester County, <br />N.Y., but everyone really works virtually, because we’re often traveling. Our <br />team works with clients and candidates at their location—and they are based all <br />over the country. We believe it is important to interview every candidate <br />face-to-face before we send them to a client and have traveled around the <br />country for searches.</p>
<p>To bring our team together, we have a group conference call, at minimum of <br />every two weeks. Usually, it’s been 45 minutes to an hour, at 5 p.m. on Mondays. <br />In the past, it was clear that people were not always 100 percent focused on the <br />calls. They were multitasking and checking emails.</p>
<p>Our communication as a group was also strained. With two people on the phone, <br />you will rarely step on each other’s sentences. I can hear your breathing. I can <br />hear that you’re ready to pause. When you put six or seven people on the phone, <br />three people can jump in at the same time. In today’s world of Voice over IP, <br />you can talk for 30 seconds before you realize there are two other people <br />talking. People were talking over each other.</p>
<p>I knew Andrea Nierenberg, an executive coach, from attending a lecture she <br />gave on networking years ago. I asked her to coach us on improving our <br />communication about a year and a half ago. Andrea worked with us on skills like <br />listening and understanding the difference between communicating virtually and <br />face-to-face. She suggested that we substitute Skype calls for phone calls. <br />Conversation is only a small part of communication. Facial expression and body <br />language are part of it, too. We’ve switched to Skype for a lot of our internal <br />communications in the last four to five months.</p>
<p>Better communication is hard to measure, but I’ve definitely found that we <br />focus better and listen better on Skype calls. On Skype, one person has to <br />initiate the call and conference everyone in. Then you get a screen that has <br />everyone’s picture on it. The system is sensitive to who’s speaking. It <br />highlights the speaker and elevates that person to the top of the page. Seeing <br />each other has helped our communication. People are communicating in a more <br />natural way. The calls are a little bit quicker and nowhere near as tedious. <br />They’re more interesting and more fun.</p>
<p>When I went on a trip to Florida last week, I didn’t bring my laptop. I <br />brought my iPad instead, so I could use Skype and email. There is almost no <br />reason to carry a laptop anymore. The iPad had everything I needed to stay in <br />touch with my clients and my team.</p>
<h4>The Expert: Andrea Nierenberg, Principal, The Nierenberg Consulting Group, <br />New York City</h4>
<p>When Don asked me to help Exigent Search Partners communicate more <br />effectively as a team, we decided that I’d join the company’s conference calls, <br />so I could observe what was happening. I could see right away that people were <br />hearing, yet there was room to improve the way they were listening to each <br />other. They each had their own agendas and wanted to talk. Some had worked <br />together for a long time. Their patterns of communication had been formed, and <br />we needed to do some work to change them. And some participants were obviously <br />multitasking and distracted on the team calls.</p>
<p>I suggested switching from phone calls to Skype calls, so everyone would <br />focus. On Skype, everyone else can see when you’re checking your email while <br />they’re talking, so it happens less. You also have to look polished and dress <br />professionally—something that virtual employees don’t always have to do. It’s <br />surprising how much this raises the level of professionalism.</p>
<p>To make sure everyone was engaged in the calls, we set up a system where we <br />rotated the responsibility for managing the call and setting an agenda among the <br />participants. If certain people were not involved in a project we were going to <br />discuss at 5 p.m., they could join at 5:30. And if the call was turning into <br />more of a one-on-one, we scheduled a separate work session for those involved <br />and moved on. Those changes helped to shorten the meetings from an hour to 45 <br />minutes and made the calls more productive.</p>
<p>Improving how the team communicated wasn’t just about using a different <br />technology. Initially, I had everyone in the group do a listening exercise, <br />based on the DiSC assessment (a personality test that many employers use) to <br />determine what their natural communication style was. Sometimes when people <br />don’t have the same style, they don’t feel they can get along well. Someone who <br />is more analytic and methodical might annoy another person who is a big-picture, <br />bottom-line thinker by reciting a long list of facts and figures, for instance. <br />Once I determined what each person’s style was, I coached them on how to flex <br />their styles so they could communicate better with others who had a different <br />style. The analytical type might prepare for the call by selecting just a few <br />key figures to mention, to hold everyone’s attention.</p>
<p>I also taught them how to recognize signs that listening could be improved, <br />as can happen with any team. I suggested they ask themselves questions like: Who <br />is someone you listen to well? And who is someone you don’t listen to well? How <br />do you behave when you are listening well—and what do you do when you are not? <br />Often, there are patterns. For instance, some people get angry and interrupt <br />when they are not listening well. Now that everyone has learned to recognize the <br />signs that this is happening, we’ll joke about it and nip it in the bud. Someone <br />will say, “We’re not really listening. Let’s get back on track.” And we do.</p>
<p><em>Elaine Pofeldt is a freelance writer who specializes in writing about <br />entrepreneurship. Her credits include </em>Fortune, Money, Inc.<em>, <br /></em>Forbes<em> and numerous other outlets.</em></p>
<p> </p>
<p> </p></div>
</content>



    <feedburner:origLink>http://www.nierenblog.com/thenierenblog/2013/05/virtual-teams-strengthen-connections-with-video.html</feedburner:origLink></entry>
    <entry>
        <title>Cross-Generational Conversation With The Elephants In the Room</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/thenierenblog/~3/dgq-wqnXh4E/cross-generational-conversation-with-the-elephants-in-the-room.html" />
        <link rel="replies" type="text/html" href="http://www.nierenblog.com/thenierenblog/2013/05/cross-generational-conversation-with-the-elephants-in-the-room.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d8341cfa9a53ef01901bdc28a1970b</id>
        <published>2013-05-05T21:40:07-04:00</published>
        <updated>2013-05-06T21:41:05-04:00</updated>
        <summary>Fantastic insights and article by Phyllis Weiss Haserot. She is terrific with amazing insights and knowledge. My friend Phyllis Weiss-Haserot is the Cross-Generational Voice and the president of Practice Development Counsel, a business development and organizational effectiveness consulting and coaching...</summary>
        <author>
            <name>Andrea</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.nierenblog.com/thenierenblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a class="asset-img-link" href="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef017eead9afcb970d-pi" style="display: inline;"><img alt="Images" class="asset  asset-image at-xid-6a00d8341cfa9a53ef017eead9afcb970d" src="http://www.nierenblog.com/.a/6a00d8341cfa9a53ef017eead9afcb970d-320wi" title="Images" /></a> Fantastic insights and article by Phyllis Weiss Haserot. She is terrific with amazing insights and knowledge.</p>
<p>My friend Phyllis Weiss-Haserot is the Cross-Generational<br />Voice and the president of Practice Development Counsel, a business<br />development and organizational effectiveness consulting and coaching firm she<br />founded over 20 years, A special focus is on the profitability of improving workplace<br />inter-generational relations as well as transitioning planning for baby boomer<br />senior partners/executives and their firms (<a href="http://www.nextgeneration-nextdestination.com/">www.nextgeneration-nextdestination.com</a> ). </p>
<p>Phyllis is the author of <em>The Rainmaking Machine</em>" and “The Marketer’s Handbook of<br />Tips &amp; Checklists” (both Thomson Reuters/West  2012). <a href="mailto:pwhaserot@pdcounsel.com">pwhaserot@pdcounsel.com</a>. URL: <a href="http://www.pdcounsel.com/">www.pdcounsel.com</a></p>
<p><strong>CROSS-GENERATIONAL<br />CONVERSATION WITH THE ELEPHANTS IN THE ROOM </strong><strong>by Phyllis Weiss<br />Haserot</strong></p>
<p> </p>
<p>A while ago I was thinking about stories to tell at a conference where our panel was discussing the issues and solutions at the intersection of generations and gender. Most of the attendees were women partners in firms or female senior in-house counsel. My perspective is not as a player in the midst of management and internal politics of theissues, but as a problem-solver seeing the bigger issues.</p>
<p>Immediately coming to mind was another conference months off at which I was asked to moderate a panel on relationship skills relating to the value equation of inside/outside counsel collaborations. Interestingly, surprising to me, the panel selected by the organizers is all women as are almost all the speakers besides the male conference co-chair. </p>
<p> Next racing through my mind was a<br />fundraising message I had received again that morning from a not-for-profit<br />organization with a mission to enhance the lives, personally and professionally,<br />of women over age 50, which restricts membership to that demographic.</p>
<p> What these three events have in common as I see it is that the focus, intentionally or not, will turn out to be Boomer and older half of Gen X cohort women talking primarily to themselves, preaching to the choir.</p>
<p> I’ve pointed out in each case the need to have all the stakeholders in the room, all with a voice, and all talking freely with each other. Where are the male leaders with the clout to lead change? Where are the younger people who need to be engaged, not only for their career development, but also to sustain the success of organizations? Are the more senior women, many of whom consider themselves a minority demographic – as they are in leadership roles – making assumptions without inviting the voice of others whose support they are only likely to have when the conversation feels comfortable for all genders and generations and other aspects of diversity,including diversity of thought?</p>
<p>I truly believe we need cross-generational conversation and cross-gender, cross-race and other diverse elements as the beginning of the solutions to many problems and to sustainable success for our businesses and our institutions.</p>
<p> The panels I put together to discuss inter-generational challenges are comprised of different generations, genders,ethnic, countries of origin and perhaps less obvious characteristics. There is always diversity of thought. The more we allow opportunity for diverse expressions, even outside one’s comfort zone, the more likely we are to grow comfortable. We don’t learn much when we are insular. There is comfort in<br />talking with similar thinking individuals and supporters but much less progress<br />than when being inclusive and inviting resisters and those unaware of issues<br />and possible biases to prominent seats at the table. Or perhaps developing<br />understanding relationships over a drink.</p>
<p> ©<br />Phyllis Weiss Haserot, 2012. All rights reserved.</p>
<div>
<p> </p>
</div>
<p><br />The generational chronology for easy reference: Generations are defined by the<br />similar formative influences – social, cultural, political, economic – that<br />existed as the individuals of particular birth cohorts were in adolescent-early<br />adult years. Given that premise, the age breakdowns for each of the four<br />generations currently in the workplace are approximately:</p>
<p><strong>Traditionalists</strong>:    born 1925-1942</p>
<p><strong>Baby Boomers</strong>     born 1943-1962</p>
<p><strong>Generation X</strong>       born 1963-1978</p>
<div>
<p><strong>Generation Y/Millennials     </strong>born 1979-1998</p>
</div>
<p> </p>
<p> </p>
<p> </p></div>
</content>



    <feedburner:origLink>http://www.nierenblog.com/thenierenblog/2013/05/cross-generational-conversation-with-the-elephants-in-the-room.html</feedburner:origLink></entry>
    <entry>
        <title>The Future of Sustainability From The Expert</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/thenierenblog/~3/XAV_9XcgOq0/the-future-of-sustainability-1.html" />
        <link rel="replies" type="text/html" href="http://www.nierenblog.com/thenierenblog/2013/04/the-future-of-sustainability-1.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d8341cfa9a53ef017eeab52ebe970d</id>
        <published>2013-04-30T21:12:57-04:00</published>
        <updated>2013-04-30T22:13:36-04:00</updated>
        <summary>My guest blogger this week is Tom Paladino,a nationally recognized leader in sustainability and the founder and president of Paladino and Company. Drawing upon his technical expertise in both architecture and engineering, Tom has brought innovative ideas, a building science...</summary>
        <author>
            <name>Andrea</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.nierenblog.com/thenierenblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p> 
<a class="asset-img-link" href="http://thenierenblog.typepad.com/.a/6a00d8341cfa9a53ef019101afb3ff970c-pi" style="display: inline;"><img alt="Images" class="asset  asset-image at-xid-6a00d8341cfa9a53ef019101afb3ff970c" src="http://thenierenblog.typepad.com/.a/6a00d8341cfa9a53ef019101afb3ff970c-320wi" title="Images" /></a><br />
<a class="asset-img-link" href="http://thenierenblog.typepad.com/.a/6a00d8341cfa9a53ef019101afb47d970c-pi" style="float: right;"><img alt="Imagestom" class="asset  asset-image at-xid-6a00d8341cfa9a53ef019101afb47d970c" src="http://thenierenblog.typepad.com/.a/6a00d8341cfa9a53ef019101afb47d970c-320wi" style="margin: 0px 0px 5px 5px;" title="Imagestom" /></a></p>
<p>My guest blogger this week is Tom Paladino,a nationally recognized leader in sustainability and  the founder and president of Paladino and Company. Drawing upon his technical expertise in both architecture and engineering, Tom has brought innovative ideas, a building science knowledge and perspective, and a proven process for design integration to the nearly 300 green and LEED projects he has consulted on. Tom helped found the City of Seattle Sustainable Building Task Force, a regional initiative that ultimately led to the adoption of LEED by the City of Seattle,the first city in the country to do so.<br />  <a href="http://www.paladinoandco.com/">http://www.paladinoandco.com/</a></p>
<p> </p>
<p>Can we remember a time when there weren’t green buildings and a sustainability movement? It seems like light years since the <a href="http://www.usgbc.org/articles/it-was-20-years-ago-today">U.S. Green Building Council</a> was formed.</p>
<p>Yet it’s been only two decades and the USGBC is celebrating its 20<sup>th</sup> anniversary. Our congratulations to Rick Fedrizzi, the CEO and Founding Chairman of USGBC, and his entire team.</p>
<h3><strong>How it Started and What the Future Holds</strong></h3>
<p>As an early leader in the green building movement, I’d like to share my thoughts with you about:</p>
<ul>
<li>How <a href="http://www.usgbc.org/leed">LEED</a> has evolved</li>
<li>Why the 2008 financial “meltdown” may have been a good thing for the sustainability movement</li>
<li>My vision for the next 20 years</li>
</ul>
<h3><strong>Early Pioneers</strong></h3>
<p>Paladino and Company isn’t far behind the USGBC in longevity. I began my firm almost 20 years ago and recall my first contact with LEED, when it was simply an alphabetical list of environmental impacts – from asbestos to xeriscaping – that buildings create. But that point of view is hard to apply to the construction industry. That’s not how it’s organized.</p>
<p>Lynne Barker, an early LEED evangelist, who worked as a sustainable construction manager at Sellen Construction in Seattle, recruited me. She became aware of my work in trying to make buildings perform better. Along with other building science people, we embarked on creating a new vocabulary and common language.</p>
<p>The sustainability movement quickly gained momentum and, in 1998, we joined the U.S. Green Building Council so that we could exchange knowledge and bring a share of voice advocating for sustainable business results. We were one of those 200 or so early volunteers that created <a href="http://www.usgbc.org/leed">LEED</a>, as you know it, at the Pocantico retreat.</p>
<p>I’m proud that a short time later Paladino and Company wrote the book on LEED, so to speak — the first LEED Reference Guide. We were fortunate to direct the LEED Pilot Program and initiated the LEED Workshop series.</p>
<p>Together, Steve Keppler, another early pioneer, and I delivered the very first LEED workshop ever. Steve (whose firm merged with Paladino last year) was the first project manager for LEED at the USGBC. Today, our companies have taken over 400 projects through certification and provided technical review of more than 700 LEED applications.</p>
<p>Paladino is now guiding development of the LEED v.4 Reference Guide that will be launched later this year.</p>
<p>I was fortunate to be in the right place at the right time. My early training was as an engineer and I later earned an architecture degree. Engineers and architects began to collaborate to try to make buildings perform better. Seattle became the incubator for the green building movement.</p>
<p>The three big environmental impact issues in Seattle back in the late 1990s were protection and restoration of the spotted owl, old growth timber harvesting and salmon protection in waterways in an urban environment.</p>
<p>Seattle was experiencing urban sprawl and was confronted with reconciling the environment with economic growth a decade before most cities.</p>
<h3><strong>Establishing Best Practices</strong></h3>
<p>Those of us who were involved with LEED from the beginning realized that a simple list of environmental impacts wasn’t enough. Seattle had practical issues around energy usage. Other cities had different issues around buildings. Upon reflection, the conversation around sustainability was about creating a common design language and a methodology for achieving better performance.</p>
<p>This was considered revolutionary: linking methodology and performance. The need was so great that the real estate industry sucked it up like a sponge, incorporating the evolving methodology into the design of buildings and commercial interiors.</p>
<p>As the methodology of the construction industry changed, USGBC continued to grow as the third-party verification service you could depend on. LEED provided a measurement for quality control in an industry that didn’t have that kind of quality control before.</p>
<p>Historically, industry practice was to make it first and apply quality assurance after the project was completed. Nobody really thought much about quality assurance. But if you applied LEED standards you would achieve quality control and improve building performance.</p>
<p>However, many owners then and now don’t measure if quality has <em>actually been created</em>, even after LEED certification, which brings us to the next frontier in sustainability.</p>
<h3><strong>The 2008 Meltdown in Construction</strong></h3>
<p>The 2008 financial meltdown was a disaster for the real estate industry, halting many projects. LEED expansion hit the pause button due to the huge drop in commercial real estate activity over the past five years.</p>
<p>The slowdown caused many in the industry to rethink their priorities for sustainability. What many people feel is needed now is a return to our roots. Owners are focusing on quality and the business value that real estate brings to the enterprise. Paladino is being asked by clients to create new analytics around business value and green real estate.</p>
<p>It’s almost like going back to the future. Fortune 500 real estate executives acknowledge the positive benefits of green building, but there is a lot of traction around core business value and a desire for less compliance drag from LEED, which USGBC is addressing.</p>
<p>There is a growing movement to transform the real estate institutional value chain created by enterprise planners, including property acquisition, market demographics, customer engagement and allocation of capital.</p>
<p>Here is the question building owners are asking about the future: <strong>How does real estate add value to our enterprise?</strong></p>
<h3><strong>Envisioning the Next 20 Years</strong></h3>
<p>There will be a transformational focus on linking green real estate to institutional value chains. This will lead to four major changes in how an enterprise approaches real estate.</p>
<p>The first will be the emergence of a very senior <strong>C-suite real estate professional within the enterprise that will oversee and link all its sustainability</strong> <strong>programs</strong><strong>, </strong>from corporate social responsibility to real estate construction<strong>.</strong> For the most part, that person doesn’t exist now. There is a lack of overall strategy for sustainable real estate portfolio programs. No one is measuring if the real estate spend creates business value for the organization.</p>
<p>Second, if an enterprise uses sustainability as one its business drivers <strong>a different kind of assessment </strong>will be needed. If one green building is good, then what processes need to be changed so that all our buildings go green?</p>
<p>In programming a building, the owner needs to take into account new spaces, new activities, new employee populations and demographics. In budgeting for a project, new technologies need to be accounted for in unlikely places.</p>
<p>Typically, you see a lot of money being spent on energy systems in the mechanics of a project, whereas in a green building the bulk of the budget may be invested in the skin of the building which impacts the energy system. The rising <a href="http://www.theverge.com/2012/12/22/3795470/pnc-new-pittsburgh-headquarters-a-skyscraper-that-breathes">Tower at PNC Plaza</a> is a perfect example.</p>
<p>The third change is that these new technologies will require <strong>a different kind of building operator than most enterprises have on staff.</strong> The new operator is someone with the analytical skills to evaluate <a href="http://www.sas.com/big-data/index.html">Big Data</a>, the massive amounts of information that enterprises accumulate that can serve as the basis for innovation, differentiation and growth. The new operator is someone who can understand and intuit the power of Big Data instead of working off a checklist.</p>
<p>The fourth big change is to understand <strong>how sustainability creates business value for the enterprise</strong>, both top and bottom line. For example, if you know that a green building enhances productivity of the core workforce then your top line increases because the employees present and working are more productive.</p>
<p>A building that is healthier incurs less personal time off (PTO), and reduces health care costs, thus improving operating income by decreasing your expense line.</p>
<p>Those whose main occupation is sustainability have many ideas for how to change processes and make buildings greener. Moving forward, the newly empowered high-level professional that oversees the real estate value chain will need the skills and tools to evaluate these new processes, based on reliable data, to prove the business value of sustainability to the enterprise.</p>
<p> To learn more- subscribe to the blog and visit the website.</p>
<div>
<p>RSS Feed: <a href="http://www.paladinoandco.com/feed/"><img alt="RSS Feed" src="http://www.mozilla.org/images/feed-icon-14x14.png" title="RSS Feed" /></a> | <a href="http://www.paladinoandco.com/subscribe-to-our-blog">Subscribe via email</a></p>
<p> <a href="http://www.paladinoandco.com/staff-profiles/tom-paladino/">http://www.paladinoandco.com/staff-profiles/tom-paladino/</a></p>
</div></div>
</content>



    <feedburner:origLink>http://www.nierenblog.com/thenierenblog/2013/04/the-future-of-sustainability-1.html</feedburner:origLink></entry>
    <entry>
        <title>People Love YOU--The Real Secret to Delivering Legendary Customer Service</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/thenierenblog/~3/1KnDb6O2Og4/people-love-you-the-real-secret-to-delivering-legendary-customer-service-1.html" />
        <link rel="replies" type="text/html" href="http://www.nierenblog.com/thenierenblog/2013/04/people-love-you-the-real-secret-to-delivering-legendary-customer-service-1.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d8341cfa9a53ef01901b96126d970b</id>
        <published>2013-04-30T09:35:00-04:00</published>
        <updated>2013-04-30T09:35:00-04:00</updated>
        <summary>People Love You by Jeb Blount Link to: http://free.salesgravy.com/people-love-you-jeb-blount There are a lot of great books on the value of customer experience. Unfortunately, they only cite best practices by B2C companies like Amazon,Apple, Starbucks, and Zappos. Great companies… great customer...</summary>
        <author>
            <name>Andrea</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.nierenblog.com/thenierenblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>
<a class="asset-img-link" href="http://thenierenblog.typepad.com/.a/6a00d8341cfa9a53ef017d431f2d5a970c-pi" style="display: inline;"><img alt="Cover_Blount_People Love You" class="asset  asset-image at-xid-6a00d8341cfa9a53ef017d431f2d5a970c" src="http://thenierenblog.typepad.com/.a/6a00d8341cfa9a53ef017d431f2d5a970c-320wi" title="Cover_Blount_People Love You" /></a></p>
<p>People Love You by Jeb Blount</p>
<p>Link to: <a href="http://free.salesgravy.com/people-love-you-jeb-blount">http://free.salesgravy.com/people-love-you-jeb-blount</a></p>
<p> There are a lot of great books on the value of customer<br />experience. Unfortunately, they only cite best practices by B2C companies like Amazon,Apple, Starbucks, and Zappos. Great companies… great customer innovations… but,dramatically different customer relationships.</p>
<p> B2B relationships are far more complex. B2B buyers don’t<br />spend their own money (unless you’re dealing with the owner). B2B relationships<br />tend to be long-term rather than contractual. They involve large sums of money,<br />strategic relationships, and layers of influencers and end users.</p>
<p> </p>
<p>That’s why I’m glad to tell you about a new book by Jeb<br />Blount, a leading expert on customer experience and account management. Jeb<br />wrote <a href="http://free.salesgravy.com/people-love-you-jeb-blount"><strong>People Love You: The Real Secret to<br />Delivering Legendary Customer Experiences</strong></a> for account management and<br />customer service professionals in B2B companies and high‐end B2C<br />relationship management.</p>
<p> </p>
<p>People Love You will show<br />you:</p>
<ul>
<br />How to make your customers happy
<li><br />What to do to keep your customers from defecting<br />to competitors</li>
<li><br />Ways to get customers to buy more every year</li>
<li><br />The secret to getting customers to love you</li>
<li><br />How to deliver a great experience for every<br />customer</li>
</ul>
<p> For many companies, the loss of even a single customer<br />can create layoffs, close plants, and potentially threaten the future of the<br />company. Account managers are very often the glue that holds these<br />relationships together. In <a href="http://free.salesgravy.com/people-love-you-jeb-blount"><strong>People Love You</strong></a>, you'll gain the<br />insight, knowledge, and tools you need to serve and engage customers on an<br />emotional level that will anchor them to your brand, your product or service,<br />and ultimately to you.</p>
<p> </p>
<p>Learn more and, I highly recommend that you <a href="http://free.salesgravy.com/people-love-you-jeb-blount"><strong>get your copy</strong></a> today! You'll be glad<br />you did. When you order now, you’ll also receive instant access to over $500<br />worth of business tools from leading experts, including a gift from me.</p>
<p> </p>
<p>P.S. When you buy the book, make sure to read “Chapter 4:<br />Put Customers First” at least twice – it will change how people do business<br />with you forever.  Check out <a href="http://free.salesgravy.com/people-love-you-jeb-blount"><strong>People Love You</strong></a> now.</p>
<p> </p>
<p> </p></div>
</content>



    <feedburner:origLink>http://www.nierenblog.com/thenierenblog/2013/04/people-love-you-the-real-secret-to-delivering-legendary-customer-service-1.html</feedburner:origLink></entry>
 
</feed><!-- ph=1 -->
