Stuart Friedman - The Company is Only as Strong as Its Culture
Exit Coach Radio
Click here to read this episode's transcript. Stuart Friedman, President of PMA Progressive Management Associates, is an expert on improving workplace culture. After effectively helping a Fortune 500 company build a cohesive and strategic business model, he decided to start PMA. He now focuses on helping a number of the 10 million small businesses with 1-99 employees, as this is where he believes improved culture is the most important. Stuart knows firsthand that a company’s culture can make or break their lasting success. Now more than ever people are concerned about what is in it for themselves. In order to appeal to everyone, we must speak in a way that they will truly hear. Stuart dives deep on his concept, “The Relevance Factor” and discusses how business leaders can use it to establish a more ubiquitously understood culture. He also shares tips for people who may not own a business, but wish to enjoy their current job more. Stuart outlines some common misconceptions that lead to misunderstandings and lack of top-to-bottom alignment. A company will be most successful when its whole team is in line with the target and communicating effectively, be sure to listen to Stuart’s insight on improving your workplace culture. 1-Min Sections: 5:47-6:47: People are not mind readers, leaders need to develop a culture rich in communication in order to get strategic success 8:02-9:14: Thoughts on inherent bias of people’s preferences/choices 9:33-10:34: Mistakes commonly made in communication with employees 12:04-12:58: Example based on telephone game 22:50-23:55: Break Free From Job Jail - tips for both employees and employers Are you and your Company Transition-Ready? Click Here for a free report & assessment!
Ep33: Stuart Friedman | CEO of Stu Friedman Associates
20 Minute Leaders
Stuart is an industry recognized coach and trainer with an extraordinary understanding of how overcoming limiting beliefs and blind spots leads to stronger, more aligned relationships in today’s multicultural workplace. His clients include Genentech, Intel, Apple, Microsoft, Sony, and Nissan. Stuart is a contributing author to Fortune.com, a TEDx speaker, and interviewed by Forbes, Bloomberg BusinessWeek, BBC and WCBS NewsRadio.
On The Record: The Podcast of the Cuyahoga County Common Pleas Court
Judge Stuart Friedman retired in early January, 2019, after three decades on the Cuyahoga County Common Pleas Court Bench. He spoke with host Darren Toms about his education, law career and time on the bench. Judge Friedman also discussed the two things he's most proud of during his time as a Judge.
Less Marketing, More Consulting — How To Win Projects Within Your Network with Stuart Friedman
Consulting Success Podcast
Today I’m excited to be joined by Stuart Friedman from Global Context. This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager. He had climbed his way to the top of the corporate ladder when a piece of luggage knocked a profound truth into him — literally. After months of stuttering and having speech and cognitive therapy, Stuart realized that the ability to communicate and the ability to process information and his talent for both was not to be taken for granted. Global Context was born, and 12 years later he has been working in all aspects of cultural communications — from the challenges within one organization to the cultural differences that are always apparent, and often the killer, of any acquisition or merger. On this episode, Stuart shares the number one consulting success truth — your network is your biggest marketing tool. We explore how you can make your network work for you so that you don’t have to spend your time chasing after your next client. By using Stuart’s advice, your next client will come to you. He shares lessons he has learned, mistakes he commonly sees consultants make, and some of the ways that he has scaled his business for growth without hiring unnecessarily. If you’ve been looking for ways to spend less time marketing and more time consulting, you won’t want to miss this episode of The Consulting Success Podcast with Stuart Friedman. Building A Business on Cross-Cultural Communications A background of engineering, marketing sales, and theater may not seem like one that would logically add up to forming a cross-cultural communications consultancy, but that was the perfect recipe for Stuart. It all came together during a conversation with a previous competitor. Stuart was approached to do some consulting work, and the former competitor specifically wanted to know how Stuart had managed to take away all of their business in Asia. It was obvious that Stuart knew something that his competitor didn’t, and at that point, he realized that the work he had been doing in studying different cultures and business practices could benefit more than just him. This former competitor became his first client, and the rest is history. Stuart has consulted many high-profile companies, but he prefers to maintain a mix of large and small clients in his business. Bigger clients mean more time and higher client acquisition costs, and as someone who has worked with big-name companies including Apple, Sony, Oracle, Microsoft, and Nissan, Stuart has discovered something else. He has found that the bigger the company and the more accomplished people he works with, there also tends to be a greater amount of blind spots that can limit the executive's willingness to learn and change. Higher up people are often convinced that they’re in their role because they already understand how everything works, and Stuart calls working with larger companies with people such as that a laborious effort. Changing an executive’s mind can be a difficult task to take on, but Stuart knows exactly how it can be done. Winning Business Within Your Network By taking on projects with smaller companies, Stuart has been given the opportunity for greater success with larger companies. Much of the work that he has procured in his business has come from smaller companies that have since moved onto larger companies, and those people have remembered his work and reached out to him again and again. Referrals in his network haven’t entirely eliminated the need for marketing, but by maintaining and expanding his network, he has been able to shift his focus from chasing clients to getting consulting work done. Over the last 12 years, Stuart says that the majority of his work has come from personal contacts and referrals and that is significant proof that your network can give you more business than your marketing efforts might. Rather than focusing on marketing and business development, Stuart shares the efforts that have given him the greatest success in acquiring new clients. His success has been accelerated with writing and speaking opportunities. As has been the case for many of my guests here on The Consulting Success Podcast, Stuart has found that by taking advantage of these opportunities, he has increased his credibility and that companies are more trusting of his ability to deliver the kind of change they are seeking. Additionally, Stuart has maintained a good bandwidth of communication with the clients he has worked with and is currently working with. By following the news he stays informed on how business moves are impacting cultures, and he can stay connected with those in his network. Just like Stuart, you will find that your network is invaluable in accelerating client acquisition. Never neglect your network! The payback for the time that you put into maintaining your contacts will be worth more than any amount of money that you could possibly put into marketing. Convincing Clients That They Need Your Help Your job as a consultant is to convey the value in your work to buyers so that you can help them become a better company than ever. Unfortunately, many clients don’t recognize their problems or even care about getting those problems fixed, especially when choosing between making such changes or focusing their efforts on the “hard skills” of growing sales and revenue or decreasing costs. Although the “soft skill” of improving the culture of a business may not be as high on the priority list for an executive, it is just as essential for the success and health of a business. As a consultant who works in the heart of Silicon Valley, Stuart has had plenty of experience with this same problem. It’s the great paradox of successful companies. In the same conversation, Stuart has heard executives boast about their advanced technology, experienced and talented employees, and operational excellence, and then go on to share the less-impressive facts that they have missed revenue goals, have too-high expenses and are facing disappointing and surprising forecasts coming in again. If these companies have such excellent resources, why are they still struggling? Simply put, the human issues are the ones that will bog down any company. Once Stuart is able to help executives recognize this overarching flaw, his work becomes easier. You’ll want to listen to the approach he uses and the tips he shares for helping stubborn executives recognize that they do have big problems and that those problems can be solved with the help of a successful consultant. One of the greatest points that Stuart shares in our conversation is this — your job as a consultant is not to persuade the market into thinking that you have a good opportunity to share with them. Instead, your job is to figure out where you can add value. Stuart says, “You can wake up every day and try to convince somebody that they need something that they don’t think they need, but wouldn’t it be a lot more fun to figure out what keeps them up at night and talk to them about how you can help solve that problem?” Simply put, you have to focus on your area of expertise and help your clients see where and how you can add value to their company. If you can do that successfully, you can then position yourself in such a way that you can have deeper and more meaningful conversations with potential clients. And, just like Stuart, the insurmountable task of helping executives recognize that they actually do have a problem that you can solve will get much easier. Turning Mistakes Into Learning Experiences Every consultant has made mistakes. It’s part of the process on the road to success, but there are always lessons to be learned from our mistakes. Stuart shares three major mistakes in our conversations, and the lessons he’s learned from each one are invaluable. You’ll want to hear him explain each of them himself, but here is a glimpse into the stories he tells. First, Stuart learned the hard way that the companies he has worked for didn’t necessarily have his best interest at heart. Secretly, he says, he may have been hoping that someone would take him under their wing and point him in the direction of entrepreneurial consulting, but that advice never came. Rather, he had to forge his path on his own and find his own place in the systems he was working through. Second, Stuart regrets not taking better advantage of the time and training he had while he was still working as “a cog in the corporate system.” He reflects on the number of business trips he took and the time that he wasted just by watching the in-flight movies. Instead, he could have spent that time in more valuable ways by researching the insights that would have given him stronger and quicker legs when he finally did begin to pursue consulting. Of course, we all know hindsight is 20/20, but the lesson Stuart learned should be taken to heart by anyone that is considering moving away from the safety net of the corporate world — take advantage of any time you have to learn more about the field in which you see yourself as a successful consultant. Third, Stuart reflects on the most common mistakes that he sees repeated all too often in the consulting world. Earlier in our conversation, Stuart shared his perspective on marketing and client acquisition costs. Now, he gives more insight into the consulting secrets that really work for him, and it’s not spending big bucks on marketing. Listen to him tell the facts and you’ll understand exactly what he means when he says that his higher fees and business growth have come more surely by not pursuing an account than ever before. Business Growth Starts Here Global Context was formed back in 2008, just prior to the stock market crash. It was a disappointing day for Stuart when he had to let go some of the long-time colleagues turned employees that had joined him in his new business venture, but it also gave him some perspective on how he really wanted to grow and scale his business. The second time around, Stuart decided to create a network of affiliates who were also consultants in other specialized areas that were synergistic with his work. From Brazil to Finland, he was able to join forces with other consultants and create a network of people that he can now use to help him complete various projects. Additionally, because Stuart is fully booked, he has had to figure out ways to scale his business if he’s not willing to hire on employees. He shares a number of ways that he has made this work for him, including aggressively building product. He has developed his own e-seminars and blog posts, developed seminars for other people, and even developed an app for people to practice a presentation in front of an audience and receive real-time feedback. Each of these efforts has allowed Stuart to maintain control over his business size and scale it right to where he feels most comfortable. As someone who has enjoyed a dozen years as a successful consultant, someone who can now turn work away, and someone who has found the key to smarter marketing and business sizing, Stuart is a guest that you are sure to gain valuable insights from, all on this episode of The Consulting Success Podcast with Stuart Friedman. Key Takeaways: [:10] From the theater to Silicon Valley — meeting Stuart Friedman. [4:05] Building a consultancy around cross-cultural communications. [7:12] Working with big brands starts with small projects. [9:15] Maintaining your network is worth more than marketing. [12:34] Helping clients recognize that they really do have a problem that you can fix. [17:55] Challenges and mistakes on Stuart’s path to consulting success. [24:03] Follow-up with potential clients is an essential part of the process. [26:12] Scaling business growth means working smarter. [30:30] Connecting with Stuart Friedman. Mentioned in This Episode: Global Context Stuart Friedman at Business Insider Stuart Friedman at Fortune.com Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com
Consultant, advisor, and author Stuart Friedman speaks with Burke Allen
Big Time Talker with Burke Allen — by SpeakerMatch
Stuart Friedman is a top-rated speaker who has conducted more than 500 presentations and 175 speaking engagements around the world. He is an international consultant, executive advisor and author. Stuart has an MBA in accounting, a BA in chemistry and is SPHR certified. He is an instructor at the Wharton School of Business, and author of the book, “Break Free From Job Jail.”Stuart Friedman has written numerous articles and frequently comments on business leadership and operating successful businesses in today’s economic environment. His premise is that outrageously successful organizations work with clear and honest communication, and understanding of The Relevance Factor™.Founded in 2000, PMA, Inc. is a management consulting firm that focuses on alignment of employees to desired strategic outcomes. Stuart encourages quantifying and factually measuring human capital to ensure his trademark result of Right People Right Fit™.Stuart began his career with the consulting firm, Accenture (formerly Andersen Consulting) and then worked for a logistics company building high-performance teams for consumer package clients. He went on to become Vice President of Human Resources for a Fortune 500 company, where he was hired as a “change agent” to build a cohesive Small Business Division, at the time very fragmented. Stuart was successful, and his efforts resulted in the creation of a $750 million division. As a consultant, Stuart has guided many organizations to business success: primarily start-ups, small and medium-sized businesses.
How To Create Flawless Execution In Your Business- Interview With Stuart Friedman
New Work Revolution
Flawless execution? I know those two words put together pique my interest. In fact they pique my interest a lot. What if you could create a team that was on the same page and executed projects on time, on budget, every time. I met today's podcast guest, Stuart Friedman, at a business meeting that I attended a month or so ago and he had the type of content and approach that resonates with business owners. When it come to falling short in your business, it's usually because you don't execute properly. It's not that you don't want to execute. You aren't sure how to execute properly. This is where Stuart comes in. Stuart was gracious enough to spend time with me and share the same 4 keys to executing flawlessly that he teaches the executives and business owners that he works with. Get a pen and paper handy, click the play button below and enjoy this week's podcast.