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Special Reports
Lead Generation: Bringing
in Business
Be a Business Mensch, Consultant Declares
DENVER -- Management Theory M is the next new thing in business strategies, said
a business consultant based here. M, by the way, stands for the Yiddish word mensch, which roughly translates to
being an honorable person.
"As with any management theory worth its lox, Theory M comes with a slew
of buzzwords - buzzwords to replace paradigm shift, data dump and benchmarking. Don't ask 'Who moved my cheese?'
Ask, 'Who schmeared cream cheese on my bagel?'" Karen Susman, head of Susman & Associates, said. Her Theory
M glossary includes:
Chutzpah. (hutz-pa) Clear your throat as you say the "ch." Rhymes with
"foots paw." 1. Guts, audacity. 2. A brazen move. Making that deal took real chutzpah.
Application: Develop chutzpah in yourself and your team. If you want to succeed
in this global marketplace and uncertain times, you've got to take risks.
Maven. (may-ven) Rhymes with "raven." An expert. Example. "We called
in a consultant. He was a knowledge management maven."
Application: You don't have to know it all. Save time, frustration and money by
calling in an expert to compliment your expertise.
Megillah. (mu-gill-uh) Rhymes with, hmmmm, megillah. A long story. Example. "Stop
your megillah. What's the bottom line?"
Application: Give the bottom line of your story, or point, first. Then support
and illustrate your thesis with as much of your long story as necessary.
Plotz. (plotz) Rhymes with "pots." To collapse or explode from aggravation
or outrage. Example: "When I told my manager I wanted to transfer, she plotzed."
Application: Practice stress management techniques and share them with staff so
coping skills are developed and plotzing is minimized.
Schmooze: (sch-mooz) verb. Rhymes with "lose." To chat. To network.
The most vital career-building tool. Example: The salesperson reported to the sales manager, "I schmoozed
with everyone at the chamber lunch. And, I got six hot leads."
Application: Schmooze to build mutually beneficial relationships and exchange
information. For career success, practice networking skills. Schmooze it or lose it!
Shtick. (Sh-tick) noun. Rhymes with "pick." A studied, overused routine.
Example: The disgruntled customer said, "Every time I call for service, they give me the same shtick. 'It's
not my job.'"
Application: Review the scripts, or shtick, your sales, service reps and marketers
use. Are they on automatic pilot? Give them the authority and knowledge to be flexible so they can meet the needs
of the customer.
Yenta. (Yen-ta) Rhymes with "tent-a." A gossipy person who can do a
lot of damage in an office. Example: "Don't tell Jim in finance anything about the merger. He's a real yenta."
Application: Confront yentas so that rumors and conflict can be nipped in the
bud and discarded faster than bad pastrami.
Zaftig. (Zaf-tig) Rhymes with "cough-big." Plump, chubby, fat, super-sized.
Example: "In the '90s we added too many staff and locations. We got zaftig."
Application: Keep things lean in the good times and you'll be prepared for tough
times.
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