Cambridge Who's Who Sales Technique Video

Recognizing that one of the most challenging and rewarding aspects of business is making a sale, Cambridge Who’s Who^® has created the instructional Sales Techniques video as part of the Professional Development Series.

By Cambridge Who’s Who^® Member and Mark Kass, Ph.D.

Cambridge Who's Who Member and Contributing Author Mark Kass, Ph.D.

India and China are justifiably two of the world’s emerging superpowers whose prestige were most recently demonstrated both by President Obama’s state visit to India to look for opportunities to increase trade between India and the U.S. (Nov. 7, 2010 through Nov. 10, 2010), as well as the ongoing U.S. tête-à-tête with China regarding the country’s economic and military power.

Raghav Bahl, the Managing Director of Network 18, India’s largest television news network, brings great resources to bear in his analysis of why the race between China (the Hare) and India (the Tortoise) is important with particular reference to describing the attributes of both countries, as well as the implications for their rivalry over the next half-century (Bahl, 2010).

Who does Bahl believe is going to win this race, and what are the implications for the U.S. in particular and the rest of the world in general?

Bahl’s analysis is superb with respect to his sophisticated evaluation of the economic and political characteristics of both countries. He posits that in the short-term, China has the greatest advantages, owing both to its manufacturing base, as well as its ability, through the medium of large cash surpluses, to bargain persuasively and effectively with respect to mergers and acquisitions outside of China, as well as its capacity, through a planned economy, to create and implement effective five-year plans.

That being said, there is a downside to the Chinese miracle as well: The Chinese have exploited the global consumer-led economic demand surge by focusing on investments and exports. As Dahl notes, “This has made it vulnerable to the fortunes of non-Chinese consumers.” He observes that the Chinese expansion has come at the expense of civil liberties most recently exemplified by their reaction to the awarding of the Nobel Prize to the Chinese dissident and scholar Liu Xiaobo. Finally, the other compelling factor for preservation of the Chinese miracle is the advancing age of their population.

India, as Dahl argues, also brings great resources to bear in this race, but they are perceived to play second fiddle in their mutual competition to, at this point, the overwhelming prestige and power of China. India’s strengths relate to its vibrant democracy — the world’s largest — as well as the ability of its robust entrepreneurial classes to develop and implement innovative solutions to global business opportunities using English as their lingua franca. This is further complemented by the relative youth of the India population.

Where India is disadvantaged in at least the medium-term, is in their paucity of modern infrastructure, as was evidenced by the difficulties relating to the 2010 Commonwealth Games (Oct. 3, 2010 through Oct. 14, 2010), and their ongoing rivalry with Pakistan. Further constraints on India’s economic competitiveness include the prevalence of internal armed insurrections that continue to spring up within India proper.

Why is this book important, and what are the implications for the rest of the world regarding both the race between the Chinese Hare and the Indian Tortoise, and the ability of the U.S. to steer an advantageous course with respect to both of these competitors?

First, Mr. Bahl exhibits an exquisite sensibility and intimate sense regarding the attributes and flaws of both of these countries. Though he is an Indian patriot, he is, through the benefit of a fine analytical mind, able to analyze in some detail the policy implications of Chinese strengths and weaknesses.

He is quick to note that China, owing to the ability of leaders such as President Hu Jintao and Prime Minister Wen Jiabao to effectively use their authority through the auspices of a planned economy to make the hard decisions regarding infrastructure and energy, will create certain advantages in their competition with India over the short- and medium-term (for at least the next 20 years). Bahl argues that the Chinese face a potential pivot point in 20 years, owing to the rapid aging of the Chinese population, and the pressures brought about by domestic Chinese consumers and ethnic factions that may impact their global competitiveness.

Bahl believes India’s advantages relate primarily to the fact that it is a democracy, and that English is the official language of the Indian government and commerce. Bahl describes India as being a tortoise whose greatest strengths rely in its ability to persevere for the long haul.

However, there are a series of compounding and potentially escalating implications for India as well. Can they continue to feed their population, as well as bring more and more of their populace into the middle class while overcoming infrastructure difficulties? Will India be able to capitalize on its business process re-engineering capabilities to make it an effective global player for the remainder of this century and beyond?

Both of these countries have compelling advantages and disadvantages as they continue to emerge on the world stage. Raghav Bahl has provided us with the benefit of his wisdom to further the process of analysis on how best to engage with both of these countries while at the same time helping to protect U.S. interests in its ongoing competition with both of these emerging global super powers.

This is a must-read for policymakers and forecasters of global economic trends.

Reference:
Bahl, R. (2010). Super Power? The Amazing Race Between China’s Hare and India’s Tortoise. New York: Penguin, 2010. Portfolio Hardcover.

Dr. Mark Kass is Managing Director of Ph. Diversified Services Worldwide, Inc., a global educational consulting firm (www.mark-kass.com), and is the author of “Intercultural Cooperation between Israelis and Palestinians: A guide to conflict resolution facilitation.”

Biography

Cambridge Who's Who Member and Contributing Author Mark Kass, Ph.D.

Cambridge Who’s Who^® member Dr. Mark Kass currently works as the Managing Director for Ph. Diversified Services Worldwide, Inc., a firm that specializes in assisting corporations, government agencies and non-governmental organizations (NGOs) in global political risk assessment, conflict resolution, and change management. Dr. Kass uses his extensive experience in management and leadership training to assist clients in managing the changes they encounter during periods of growth and periods of decline. His emphasis on creating or sustaining cultures of corporate innovation during periods of change has helped his clients manage their businesses effectively through turbulent economic challenges, both nationally and internationally.

Dr. Kass has lectured and taught widely throughout the world. His lecture topics have included the management of political and business cultural conflicts during organizational transitions; the implementation of change control management strategies; and the design of global training and educational curricula for major universities and international organizations.

Dr. Kass received a doctorate in international relations from the University of Missouri. He also received a master’s degree in international relations from Creighton University, and a bachelor’s degree in political science from Grinnell College. His personal interests include music and martial arts. Dr. Kass also reviews books for the New York Journal of Books.

Dr. Kass’ most recent published work, “Intercultural cooperation between Israelis and Palestinians: A guide to conflict resolution facilitation” demonstrates how conflict and change management within the Israeli-Palestinian geo-political dispute has relevance and solutions for understanding effective cross-cultural communication in the workplace.

For more information, or to connect with Dr. Kass, please visit www.mark-kass.com.

Article(s) by Mark Kass

• A Clash of Titans: the emerging rivalry between India and China New!

By Cambridge Who’s Who^® Member and Contributing Author Kerri Duncan, Ed.D

Cambridge Who's Who Member Kerri Duncan, Ed.D.

Communication is a large part of the process of diagnosing a child with autism. A speech therapist is your best bet in assisting with a diagnosis in this area. You may also want to confer with your child’s doctor, parent educator, developmental specialist or neurologist. Remember, communication is a big part of the puzzle in diagnosing someone with autism, but it is still only a piece of the puzzle. The areas to look for include:

• Reduction, absence or loss of expressive (spoken) language.
• No attempt to replace language with another method of communication.
• Inability to converse with another person even if speech is present.
• Repetitive use of words, or echolalia (echoing words without meaning to the listener).
• Absence of imaginative play atypical to a specific age group.
• Inability to read nonverbal language presented by others.
• The child may have language, but doesn’t necessarily understand the “nuances” of language.

Sometimes children have language, but lose it around the age of 18-24 months. Other times, children never develop language at all. It is a very good sign of further language development if children babble, echo or appear to want to talk, and are socially interested in communication. At Rivendale, we use a total communication approach to teaching children language skills. We work closely with a language therapist and incorporate “verbal behavior” into our entire day.

For more information about autism, or how we can help you educate your child with autism, visit the Rivendale website at www.rivendaleinstitute.com or call Kerri Duncan, Ed.D.: (417) 864-7921 in Springfield.

Cambridge Who's Who Member Kerri Duncan, Ed.D.

Dyslexia is a language learning disorder that results in deficits in reading, spelling, and often, written language. Students who evidence dyslexia have adequate general cognitive ability, but manifest considerable difficulty in learning to read via conventional instruction. The primary difficulty students with developmental dyslexia face is word recognition, which is based on a deficit in their phonological coding — the process of translating subvocal units of prints into sound. Students with dyslexia have difficulty with phonics (the ability to sound out words), making reading less automatic and slower, thus interfering with their reading comprehension. Also, deficits in phonics make spelling considerably less accurate and automatic. The close relationship between reading and spelling exists because students use the same phonological code in different directions. When reading, one moves from letter to phonological representations; when spelling, one moves from phonological representations to letters.

Alphabetic Phonics is a derivation of the Orton-Gillingham multisensory approach to teaching reading, writing and spelling to children with dyslexia in small-group or one-to-one tutorial settings. As the name implies, Alphabetic Phonics stresses important characteristics of the English alphabet, especially phonology and letter sequence. Major emphasis is placed on teaching phonic skills for reading and spelling. Alphabetic Phonics is built upon Samuel Orton’s theory that dyslexia is caused by neurophysiologic-based disabilities that may be helped by multisensory teaching techniques that provide linkages between the visual, auditory and kinesthetic senses. 

Studies have proven that students who have been trained in the Alphabetic Phonics program made significant strides in their word recognition and reading comprehension when compared with control students in reading programs that did not use explicit instruction in the alphabetic code.

For more information about dyslexia, or how we can help you educate your child with dyslexia, visit the Rivendale website at www.rivendaleinstitute.com or call Kerri Duncan, Ed.D.: (417) 864-7921 in Springfield.

Biography

Cambridge Who's Who Member Kerri Duncan, Ed.D.

Cambridge Who’s Who^® member Kerri Duncan, Ed.D. received a Master of Science in Education in 1990 from Southwest Missouri State University and recently earned a Doctor of Education from Nova Southeast University. For the past 27 years, she has been dedicated to the quality education of children with learning disabilities and autism. From 1985 to 1991, Dr. Duncan served as a special education teacher (K-12). She became a principal in 1991. Currently, she is an adjunct professor at Drury University in Springfield, Mo., where she instructs graduate student coursework in exceptional child education.
 
Dr. Duncan’s greatest accomplishment was starting the autism program at Rivendale Institute of Learning, a private school that provides alternative education and enrichment to students with learning disabilities and autism. Located in Springfield, Mo., the school recognizes individual differences, and provides a learning environment that emphasizes social, emotional, physical and intellectual development. As the director of the school, Dr. Duncan develops programs to address the needs of children with learning disabilities, language delays and autism. Since its establishment in 1985, the school has tripled in size, while additional locations continue to open throughout the United States.

Additionally, Dr. Duncan founded Rivendale Extension Services, a 501(c)(3), whose mission is to raise awareness for children with special needs and provide assisted special education programs. To further assist disadvantaged families with children who experience learning differences, she formed a partnership with the Community Foundations of the Ozarks, where an endowment fund was established to provide scholarships for families so that their children would have the opportunity to receive alternative educational programming.

Kerri Duncan is currently developing the coursework for an autism certification graduate program in the state of Missouri.  She has received professional recognition, and, in 2003, was named among the Top 20 Most Influential Women by the Springfield Business Journal, and was one of the top three finalists for the Athena Award. In 2004, she was the recipient of the Service to Mankind Award. She has been a recipient of the Women Mean Business Award, presented to her by the Missouri Business and Professional Women’s Organization, and, in 2006, she received the Difference Maker Award from a local Decision Makers Network organization.

For more information about the Rivendale Institute of Learning, visit www.rivendaleinstitute.com, or call Kerri Duncan, Ed.D.: (417) 864-7921.

Article(s) by Kerri Duncan

• Dyslexia New!
• Autism and Communication New!

By Donald Trump Jr., Executive Director of Global Branding and Networking, Cambridge Who’s Who^®

Photo by Scott Duncan

Navigating a small business in today’s economy is like driving that car you refuse to scrap, even though it’s time to head to the dealership. You jumpstarted it this morning, and crossed your fingers in hopes that the engine would run long enough to get you to and from work. You’ve done the research and entertained the prospects of buying a new car, but you’re holding out for the next great deal. Similarly, small businesses are operating under pressure to stay afloat, with no clear signs of market growth. While the National Bureau of Economic Research claims the recession ended in June of 2009, a lot of people are scared for the future of their enterprises. Fittingly, I was invited to speak about small businesses and the economy on Fox Business “Bulls and Bears,” where I referenced the Cambridge Who’s Who community. As Executive Director of Global Branding and Networking for the organization, I see our members taking a spirited approach to thrive and survive firsthand.

It’s a difficult situation, yet the reality for many, whose instincts are telling them to freeze hiring and investment. Many are unsure whether to continue competing in mature markets, with no foreseeable innovation to drive an economic boom, or to get out completely and carve a new niche. If you’re like many small companies, you are designed largely to yield short-term benefits, while not looking at the bigger picture for expansion and growth. But people can’t expect things to be a certain way in order for them to progress. Small business owners, executives and employees alike need to take a proactive approach to professional development — they need to participate in vigorous networking and diligent marketing of their expertise, products and services.

As history dictates, companies that are able to evolve with the times, and maintain a strong foothold in the global economy, are the exception, not the rule. In the ‘90s, when the Internet was in its infancy, I don’t think most companies were prepared to make the transition to e-commerce — a largely unexplored space at the time. A great example is the music industry: Although labels still struggle with piracy issues, in the past decade they were forced to acclimate to an entirely new business model as they watched their revenues flounder. The companies that emerged at the top stopped relying solely on CD sales, started selling singles and albums digitally, and licensed their music to films, advertising campaigns, and retail and restaurant chains.

Even top companies must accept change, lest they become dinosaurs in the global market. Looking to the big guns, it is widely known that on Sept. 8, 2010, at the WAN-IFRA 9th International Newsroom Summit, The New York Times publisher and chairman Arthur Sulzberger Jr. stated, “We will stop printing The New York Times sometime in the future,” to push the publication entirely online. While a date was not determined, the poignancy that one of the most powerful newspapers in existence is willing to adapt to the online space in the face of falling revenues and circulation, and the rise of popular electronic tablets such as the iPad and the Kindle, resonated.

To survive an uncertain future, small businesses must flex with the ebb and flow of the global economy. It also requires that they leverage resources and strategies to help them distinguish themselves from the competition. I’m working with Cambridge Who’s Who, and that is exactly what we do — help individuals to brand themselves, gain recognition, network, and stay ahead of the curve. At the get-go, Cambridge Who’s Who was primarily a publisher of print registries filled with biographical profiles. But as times changed, the forward-looking management team drastically transformed its business model and rebranded the organization. They created ways to feature members online, while increasing their social networking abilities and introducing them to a vast selection of communication channels available on the Web.

In the midst of a fast-paced and connected world, our team has learned that the most effective way to reach your audience is to continually provide them with fresh content. We are helping our members to build up their digital real estate™: the various properties available to them on the Web that can enhance and promote their brands. This includes opportunities to be featured on our Charities Blog, News Blog and Resource Center, and on Cambridge Who’s Who Connect™, our social networking platform. Additionally, our members have the option to tell their stories in the form of a professional video biography, which we shoot, post, edit and share online. Video is an ideal form of digital real estate because it gives the viewer a very clear and personalized depiction of an individual or company. The full package comes with short and long versions, combining professionally rendered audio and video for a memorable, high-impact presentation. To view a great example of the Video Production and Distribution program at work, please visit Cambridge Who’s Who member Riccardo DeGirolami’s video feature.

In order for our members to take full control of their online identities, we also offer them the option to participate in the Website Development and Internet Exposure programs. After we secure their URL, our editorial staff posts the most pertinent information about them across five pages, including an overview, a biography, press release, certificate of recognition, and a contact form. We then select keywords, optimize the pages, and drive traffic to the website — all within a quick turnaround time. Anyone who has made their content public by way of a professional website knows that there are numerous steps involved, including website design and programming, plus the creation of meaningful subject matter. We have consolidated these steps, making the Website Development Program, coupled with the Internet Exposure service, a fast and efficient way to expand your digital real estate.

As you can see, Cambridge Who’s Who is firmly grounded in the now, making a strenuous effort to equip its members with effective tools and resources. In many ways, the organization mirrors my own life. My father, Donald Trump Sr., became one of the world’s most widely recognized real estate moguls by way of traditional personal branding methods. As I have come up under his wings, I am adapting to the now and uncovering powerful ways to pioneer the real estate movement in a new realm — online. Together, Cambridge Who’s Who and I are taking the necessary steps to provide members with the means to gain a foothold and navigate through economically tough times.

If you’re a company bent on surviving, I highly recommend Cambridge Who’s Who. I have had the privilege of speaking with a number of hardworking members; they are determined to continue promoting themselves and flourish in these times. By striking up conversations within this vast network, I am confident that you will gain new strategies to succeed.

By Cambridge Who’s Who^® Member and Contributing Author Michelle R. Tinkham RN, BSN, MS, PHN, CNOR, CLNC, RNFA

You are probably aware that anxiety and stress can negatively affect how you feel and act, but are you aware that it also affects how your body functions? Anxiety can increase a person’s heart rate and blood pressure, which can have life-threatening consequences on the body. It can also lower immunity levels and delay wound healing.¹ For some time, it has been recognized that a person’s attitude regarding their illness can affect their healing ability. For instance, a positive, calm attitude can help reduce pain levels in postoperative patients.² The use of music therapy is one of the many ways in which healthcare facilities help patients relax. In addition, the use of aromatherapy, particularly the smell of lavender, is employed in some areas to promote a more peaceful environment. This smell has even been shown to reduce nausea and pain levels.² Various alternative and complementary therapies exist to enhance traditional medicine, not just in the hospital, but also in our everyday lives to improve our quality of life. Artistic expressions, such as visual art, music and craft making, are examples of these very helpful therapies that you may not have explored on the path to a healthier you.

 The National Institutes of Health state “[m]any scientists agree that the arts can help reduce stress and anxiety, improve well-being, and enhance the way we fight infection.”³ Many of us lead very busy lives and feel that if we are able to squeeze in some “gym time,” we are improving our health, but find we are still stressed and tired afterward. This is because we are only focusing on the physical body, not our mental and spiritual health. A “holistic” approach to health is not a new idea, but has been gaining momentum for some time. Listening to calming music or viewing visually pleasing artwork can help us to relax, as well as improve our moods and the physiological functions of our bodies. This has been proven in hospitals, doctors’ offices, and even in our own homes. In fact, these ideas have gained much acceptance in the medical community, and there are now awards granted to facilities and programs that offer outstanding art projects to their target audiences.

So, why wait until we are ill to employ these therapies in our lives? Many community centers offer painting and other art classes to citizens at very low costs. Most cities have musical performances in their parks, which are often free to the public. Even taking 10 minutes to listen to music that improves your mood can also improve your health. In this very busy, stressful time, we must remember that we need to meet more than just our physical needs; to be truly healthy, happy, and whole, we must nurture all of ourselves.

References

1. Vaughn F, Wichowski H, Bosworth G. Does Preoperative Anxiety Level Predict Postoperative Pain? AORN J. 2007; 85(3): 589-604
2. Garbee D, Beare P. Creating a Positive Surgical Experience for Patients. AORN J. 2001; 74(3): 333-337.
3. Sadler B, Ridenour A. Transforming the Healthcare Experience Through the Arts. San Diego, CA: Aesthetics Inc; 2009.

Biography

Cambridge Who’s Who^® member Michelle Tinkham, RN, BSN, MS, PHN, CNOR, CLNC, RNFA, is a perioperative registered nurse who specializes in vascular surgery. She serves as the general, vascular, trauma, and transplant resource nurse at Riverside Community Hospital in Riverside, Calif. With 11 years of experience assisting in surgical operations, Ms. Tinkham has published manuscripts and written courses for professional journals, most specifically AORN Journal, which is a primary source for perioperative nurses to obtain valuable information on perioperative field practices, guidance and support.

Michelle Tinkham is actively involved in many professional organizations, such as the AORN, Inc., the Society for Vascular Nurses (SVN), and Sigma Theta Tau International (STTI). Ms. Tinkhman participates as a board member on five national committees, is the national education chair for the Vascular/Endovascular Specialty Assembly, and an abstract reviewer for STTI. Recently, she was honored with the Excellence in Vascular Nursing award from the SVN, as well as two writer’s awards from STTI.

In 2001, Ms. Tinkham received a Master of Science in Healthcare Administration, having previously received a Bachelor of Science in Nursing from California State University Bakersfield. In addition, she holds numerous professional certifications, and operates her own surgical first assisting and legal nurse consulting business.

Article(s) by Michelle Tinkham

• How Artistic Expressions Can Improve Your Overall Health New!