Halfway through a presentation, a potential or existing client begins peppering you with pointed questions. What do you do? This turn of events can be intimidating. But in reality, it’s a powerful opportunity to reassure your customer or prospect. Discover how to develop the right mindset to field questions and concerns and learn to welcome objections. By the end of this presentation, you’ll understand how important objections are to the selling process and how they actually increase your chance of securing new business. At this powerful event you’ll learn:

  • The different types of objections and how to recognize and respond to them
  • A way of looking at objections so they’re no longer intimidating
  • Why objections are critical to the selling process and how they actually help you secure new business
  • Michael’s LACE method of addressing objections and meeting your client’s needs
  • How to “sit on the same side of the desk” as your customer to create a collaborative relationship

di_logo2.jpg by Liz O’Donnell (Boston)

DiversityInc., the magazine dedicated to educating businesses on the benefits of a diverse workplace, this month announced The Diversity Inc Top 50 Companies for Diversity® list. The list, now in its ninth year, recognizes the winners of a competition which measures an organization’s commitment to diversity based on four criteria: CEO Commitment, Human Capital, Supplier Diversity and Corporate and Organizational Communications.

Companies and organizations with more than 1,000 employees are eligible for the award as long as they offer health benefits to same-sex partners of employees. In order to qualify, they must complete a detailed, analytic survey of more than 200 questions. The survey attempts, not just to track metrics, but to draw an accurate picture of a company’s culture. This year’s list is representative of 19 different industries from consumer packaged goods companies to industrial businesses.

Topping the list are the following companies:

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The Women in Law Empowerment Forum (WILEF) presents its next seminar, “The X and Y of Associate Development and Retention: Generational Considerations and Perspectives,” on Thursday, March 19 from 8:00 a.m. to 10:00 a.m. at Skadden, Arps, Slate, Meagher & Flom LLP, Four Times Square, New York. The Firm is a sponsor of WILEF, and corporate partner Lois F. Herzeca (NY) serves on its Advisory Board.

To register to attend, visit this site.

Green IT allows us to do more for less. Its benefits transcend improving cost savings and showcasing corporate social responsibility as it provides the incentive to take today’s data center technology to new heights, combining innovation with engineering. While reducing waste, optimizing power consumption and promoting reusability, it revolutionizes the discipline of demand management by using virtualization, grids and utility computing. This seminar will introduce today’s infrastructure modernization techniques, highlighting how to manage your data center footprint, managing risk, handling incremental business demands quickly and cost-effectively.

orla.png by Pamela Weinsaft (New York City)

An Oxford-educated Northern Irish woman goes to London then New York and becomes a principal at one of the world’s largest professional services firms in less than 11 years. On sabbatical, she goes to South America—did we mention she also speaks Spanish?—to work with underprivileged women and orphaned children. She runs, plays tennis, plays the piano and has a passion for the theatre, Spanish culture and cosmology. She also serves on two committees within her firm, both of which support the work of women within the organization. Overall, it’s an impressive profile.

Ms. Beggs started at PwC as an actuary immediately following her graduation from Oxford University in 1997. “I got an unconditional offer to join Oxford and you don’t really refuse that. I wouldn’t have studied math at any other university. But because the offer came from Oxford, you accept graciously (and then begin to question your entitlement to a place in one of the world’s most prestigious universities).”

As a math major, she wasn’t prepared to go into academia. “Frankly, I wasn’t done with studying. So the actuarial profession appealed to me because it enabled me to work 4 days a week and then have the 5th day off to study for the professional qualifications. So it seemed like quite a nice compromise to take a job with PwC and qualify as an actuary in the process.”

But she quickly realized that actuarial work wasn’t as interesting to her as mergers and acquisitions. “M & A work is varied and provides an opportunity for the actuarial profession to have a big impact owing to the large defined benefit pension plans whose financials implications are oftentimes not understood…[a]nd working for a firm like PwC gives one access to an A-list client base.”

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Join us for our much anticipated Women of Influence awards celebration on Wednesday, March 18th at The Fairmont in downtown San Jose. Presented by the Silicon Valley/San Jose Business Journal and El Camino Hospital, we will honor 100 women who are making a difference in business, government or nonprofits in Silicon Valley.

The 2009 Women of Influence honorees exercise power and influence within their industry and throughout the valley and serve as role models for future generations of leaders.

Our awards event on March 18th will pay tribute to our honorees, and will also provide a great opportunity to network and meet these amazing women.

Our public reception starts at 6:00 pm, followed by the awards dinner from 6:30 – 7:30 pm and we will conclude the evening with a networking dessert reception from 7:30 – 8:30 pm.

We’d like to thank our title sponsor El Camino Hospital and our partner sponsors AT&T and University of Phoenix.

Tickets are going fast and this event is almost sold out. Please click on the link to register for your individual ticket or VIP table of 10. https://sanjose.bizjournals.com/sanjose/event/5433

For more information or to order tickets or your company table by phone, please call 408-299-1880.

iStock_000002838991XSmall_1_.jpgby Jane Carruthers (London)

It’s the elephant in the room. You can have equal opportunity programs, gender equality task forces, women’s action groups and all the promises of equal pay for equal work enshrined in your Human Resources manuals, but none of it matters a jot if you don’t have clarity on whether you really are paid the same as your male counterparts.

Gender equality has long been the rallying cry for women seeking to reach their full potential in the workplace. What is sad is that in the struggle to achieve the roles and responsibilities they deserve, the crucial issue of pay is often sidelined.

The Glass Hammer has written long and passionately about professional women deserving equal pay for equal work: it isn’t a story that will go away any time soon. In Britain, nearly 40 years since the Equal Pay Act of 1970, women working full time across the UK still earn on average 17% less an hour than men working full time. It’s even worse in London, workplace for many of our UK readers – full time women will suffer a pay gap of 22.3%.

The part-time story is even worse. Women in part-time work in the UK are paid on average 36% less than part-time men, the figure rising to a staggering 45% in London.

The data from the US is just as discouraging, with women in full-time work earning a meagre 80 cents on the dollar compared to men in comparable positions.

The question is: why do we put up with it?

Fundamentally different approaches to asking for money is clearly an issue: we are told that a man will ask for a raise on the off-chance he might get it, whereas a woman expects that her efforts will be noticed – and rewarded – and will seldom go cap in hand to her manager demanding a pay hike.

In the UK, the situation is worsened by the attitude that women suing their employers for gender discrimination can be perceived as bounty hunters by the court system and the press. The fact that the courts are largely staffed (if not stuffed) with older white males is obviously not much help.

Anecdotally, I have come across several women who were discriminated against in terms of their pay. One particularly shocking case involved a woman at a global bulge-bracket bank who was forced to take legal action against her employers. She requested a Peer Remuneration Review and discovered that in spite of being top-ranked in her sector in external surveys, she was earning around less than half of the pay some of her male colleagues were taking home. Yes, you read that right – Less.Than.Half. And this was a bank busily professing its love of gender equality long and loud in its Employee Handbook.

While any employee can legitimately request a peer remuneration review, the reality is that you would be perceived as a troublemaker if you made one just to establish the pay ground rules. They’re usually deployed after the employment relationship has already broken down, trust is in tatters and you have to prove that you’ve been underpaid in order to proceed to court.

And employers can throw obstacles in your way if you do demand clarity on your pay – fudging the issue by comparators using who are junior to you, downgrading any successes you may have had or using questionable data such as call-rates to quantify your results (or lack thereof). You may also find that the much-loved (by HR) 360 Appraisal is invoked, and all of a sudden colleagues and managers have ‘issues’ with your performance. You will almost certainly be friendless in the office, as peers rush to disassociate themselves from you.

While all of this sounds too ‘doom and gloom’ for comfort, there are measures you can take to protect yourself and ensure that you are being fairly rewarded for your efforts. Here are some suggestions:

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istock_000005168521xsmall1.jpgContributed by Caroline Ceniza-Levine of SixFigureStart

As a recruiter I have seen thousands of resumes over my career. For each career level, from student intern to rainmaking partner, there are specific nuances that make winning resumes stick out. However, at all levels, winning resumes demonstrate three criteria:

No mistakes. This means no typos, no spelling errors, and no grammatical mistakes. Watch out for homonyms that won’t get caught by a simple spell-check. You don’t “meat” clients (hopefully!). Check proper names for exact spelling (e.g., PowerPoint, not Powerpoint or Power Point).

Quantitative results. If you sold business, how much in revenues exactly? If you cut costs, by how much in dollars or %? If you managed a division, how large by number of staff or budget or both? Even non-profits or public sector jobs have tangible metrics. If you solicited grants, how much did you raise? If you organized a conference, how big was the audience, budget, participant list?

Compelling career progression. The resume should tell your story, and the ideal career story has a successful ending. Your most recent job should be the peak of your career to date. Your past jobs should show an upward trajectory, in terms of responsibility and/or expertise. Of course, those starting out may have only junior jobs on the resume, but each successive job should show growth in some area.

Caroline Ceniza-Levine is co-founder of SixFigureStart (www.sixfigurestart.com), a career coaching firm comprised exclusively of former Fortune 500 recruiters. Prior to launching SixFigureStart, Caroline recruited for Accenture, Time Inc, TV Guide and others. Email me at caroline@sixfigurestart.com and ask how you can attend a free SixFigureStart group coaching teleclass.

Demonstrate your commitment to gender equality, diversity and inclusion. Join over 500 other business and public sector leaders at one of the most prestigious diversity events of the year.

The Opportunity Now Awards and Dinner 2009 are generously sponsored by Santander

Celebrate, Entertain, Network

As well as recognising the commitment and progress which has been made in this arena, this glittering occasion also provides an excellent opportunity to network and exchange best practice.

Hosting a table gives you the perfect opportunity to reward your people or demonstrate your commitment to clients.

Guests will be addressed by inspiring and high profile speakers who will share their personal stories and achievements.

We will be delighted to hear from:

  • Carolyn McCall, Chief Executive of Guardian Group Plc and Chair of Opportunity Now
  • Samira Ahmed, Broadcaster & Journalist as host for the evenings proceedings
  • Cherie Blair, Leading Silk at Matrix Chambers and Patron of the Opportunity Now Awards
  • Cilla Snowball, Chairman and Chief Executive of AMV Group will provide the keynote address

This is one of the most prestigious occasions in the diversity calendar so make sure your organisation doesn’t miss out.

For more information contact: Michelle O’Brien 020 7566 8715

Book Now

Strategies, Insights & Solutions: Where are we now? What needs remain?
Collaboration as a key strategy for progress.

~ ATHENA International will host an inaugural Leadership Summit to collectively develop and enhance leadership strategies for women in the 21st century.

~ Held since 1994, ATHENA International Conferences provide a forum for experienced and emerging leaders to network, share ideas, and examine leadership perspectives in an ever-changing world.

~ The 2009 Leadership Summit will provide opportunities for peer interaction amongst organizations and individuals, along with the potential for expanding global connections.

~ Women from around the world will attend, including many ATHENA Award recipients.

~ Outstanding women leaders will be featured keynote speakers

~ The International ATHENA Award and the International ATHENA Young Professional Award will be presented at a Gala Dinner.

For more information, contact Deb Medema, ATHENA International Leadership Summit Director at 312-580-0111.