SPS Commerce Conference

Thank you very much for coming to the presentation on "Complex Sales in a Sound-Bite World" at the 11th Annual SPS Commerce Customer Council. SPS Commerce put on a great and well organized conference. I hope I gave you something informative, entertaining and of real value.

I created this page so that you can have all the resources from the session in one place. As promised, all the key materials are here for you to download and use. Click on the picture below or you can click here for the slide presentation.


You can also download the one page summary here.

The key point of the of the time we spent together is that most sound bites or attempts to simplify the complex sale are just false appeals to character, logic or emotion. It's much better to know:

What makes someone trustworthy...

· Can they do what they say? (Competent)

· Will they do what they say? (Reliable)

· Will I see what they do? (Open)

· Will they do what they should? (Principled)

Who you can trust: People of Virtue, Practical Wisdom and Goodwill.

· “The “virtue yardstick” is the happy medium between two extremes.

· “It depends” is the test of practical wisdom.

· Goodwill is not win/win between two people…but win/win between two choices.

I would suggest this works not just for complex sales...it's common sense for doing business with anyone.

Thank you again for all your positive comments and contributions. I look forward to building closer relationships with you in the future.

Sincerely,

David

Click here to email me with any questions or thoughts, or you can leave comments by clicking on the comments button below.

A Conversation With John Howard

FOR IMMEDIATE RELEASE:

CONTACT:
David Farrar

President and CEO, FGRAssociates LLC

1622 W 25^th Street, Minneapolis, MN, 55405

Tel 612 423 2723

Minneapolis, Minnesota, 23^rd October, 2008 – FGRAssociates will be working with the Hendrickson Institute for Ethical Leadership and the Australian American Chamber of Commerce to support the 2009 Hendrickson Forum and the visit of former Australian Prime Minister John Howard.

The Hendrickson Institute for Ethical Leadership affirms creative leadership and educates ethical, globally oriented leaders for a diverse, multicultural society. The Institute assists emerging leaders by offering programs and scholarships that integrate leadership models and ethical principles, while instilling an understanding of morals and spirituality.

Mr. Howard will discuss the role of world leaders in a new century, addressing the growing concerns of globalization and global economics, the environment, and threats to international security. He will explain in what ways, and to what degrees, China, India and the Pacific Rim may participate. Finally, he will respond to questions submitted by Forum participants.

Forum Date: Tuesday, April 21, 2009, Nicollet Island Pavilion, 40 Power Street, Minneapolis, Minnesota. To purchase blocks of tickets or become an event sponsor, please contact Sabrina Kelly at 612- 238-4507.

FGRAssociates will provide expertise in promoting the forum in the business community, and the cultural aspects of doing business with Australians and others in the Pacific Rim.

ABOUT FGRAssociates – Trained psychologists and practical business consultants, FGRAssociates helps business owners and senior executives create powerful business connections through the practice of principled behavior, alignment of business activities and engagement of key stakeholders.

Download a version to print or share here.

Email me

Life Is A Marathon

Last week, after a three year break, I completed my sixth marathon in the seven years I have been in the US. It was a cold, rainy day and many of the crowds and cheerleaders stayed away. I timed the run well and with an hour to go I could have walked and still beaten the sweep car. I came in with time to spare, and I think I feel better than any of my other marathons.

Before I say anything else I want to thank a few people who made it possible.




First there is my charming and beautiful wife! Genevieve is a source of perpetual inspiration. If I were half as good as half the things Gen says I would be Superman! Gen cycled and drove around the course cheering, delivering snacks and supplying motivation.


Then she brought me home, poured me a beer and made lunch. What more could you ask for?



This is my mother-in-law. Camille doesn't like having photos taken! However, she likes taking photos, and has snapped many of the photos that end up here. Camille came out in the pouring rain and brought me hot coffee and warm gloves. Good-on-ya Camille.







This is the rest of my US family. Elvis is my little brother from the BigBrotherBigSister program. We have known each other for just about all of the seven years I have been in America. Here is a photo of him now with his new wife, Andrea, and new little Elvis, Jnr. Little Brother Elvis is not so little now. BBBS is about providing support and mentoring, and maybe a positive role model. However, Elvis has been a really positive influence in my life, probably more than I have been in his. He is a great young man and it makes me feel good to think I have been lucky enough to have been "adopted" by him.


Vincent Francoul, the best French Chef in the Twin Cities, and probably the whole of the US, also ran the marathon, and then did a special paella dinner for a bunch of us who were recovering. Way to go! For him and all my other American, Australian and global friends and clients who sent their good wishes: THANK YOU.

26.2 miles is a long way and you have a lot of time to think as you slog around the course. It's nice to achieve something, and nicer still to have friends and family and a strong network to support you and help you along the way. I am pleased with what I did and grateful for all the help.

And before you ask my time, (which was pretty slow), here's a quick joke.


Q: What do you call the last person to cross the line?
A: A marathon runner.