Table of Contents

Gimme Five!
From the Desk of Mike Skarr
The Young and the Experienced
World Wide
Leaders, Get in Line Now!
Safe Mode
From the Desk of Steve Frost
Money Man
Selling Point
Before Election Day, After Hours
Calling All Connectors
This Fits the Bill
Press-ing Issue
Go Mental
Greater Greetings
Dusting For Prints
Story 17
International Rationale
Rachel's on the Rise
Have no Fear...
Notables
GRattitudes
 

FOCUS: Women in Business turns five this Wednesday, September 6 as Pamela Davis, CEO of Edward Hospital & Health Services, joins us for a discussion of the benefits of taking risks. That's appropriate for a group that took some risks in 2001 to establish a regular Chamber program that helps business women achieve success. It's also appropriate that Ms. Davis speaks on Wednesday, as she was the guest speaker at the second WIB breakfast back in 2001.

Inspired by a similar event at another Chamber in May of 2001, NACC Members Barb Dwyer and Bev Garrett pitched the concept of a local businesswomen’s-interest group to Sandy Forty, the Chamber's vice president at that time. Sandy was enthusiastic and supportive, and soon the Board of Directors gave provisional approval for a one-year pilot.

After a meeting of 22 business women in July of that year, the program moved from idea to reality and emerged on September 5, 2001, with a humorous presentation, “How to Stay Energized in a Changing World.” Since then, many women (and even some men) have attended to learn more about leadership, networking, marketing, human resources, life balance, customer service, and other issues of strategic importance to business success.

The Chamber will honor the fifth anniversary of FOCUS: Women in Business at the September 6th breakfast. Many of the women who were part of that first meeting five years ago are still active on the committee. One, Shirley Fancher, says, “As a founding member and current chair of the FOCUS: Women in Business committee, I have witnessed the benefit that these programs have brought to businesswomen. The enthusiasm of attendees at the breakfasts resonates throughout the room and creates a high-energy venue for discussions, networking, and learning.”

Wednesday's breakfast, sponsored by InfoUSA, takes place from 7:30 to 9:00 a.m. at the Naperville Country Club, 25 W570 Chicago Avenue, and the cost to attend is just $25 for Members and $35 for non-members. You may register online. Contact Jean Fee for more information.

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From the Desk of Mike Skarr

Which Comes First - Leadership or Funding?

I was very intrigued by an article from the August 16, 2006 USA Today that I read while sitting in an airport. The article talked about the recent gift of businessman Boone Pickens to Oklahoma State University in the amount of $165 million. It wasn’t the size of the gift that caught my attention (although it ranked as the seventeenth-largest donation to a university since 1967). It was the message sent with the money. The entire donation will be used to build athletic facilities! At first read, I questioned the need to give this gigantic amount of money for that cause. Historical “athletic” giving had been somewhere between $7 and $9 million per year. What was this seventy-eight year old oilman trying to accomplish?

As I re-read the article, I realized it just wasn’t about athletics. “I’ve had a lot of experience,” says Pickens. “I’ve had winners – I’m not talking about athletics, I’ve had winners in business - and when you get down to it, its funding and leadership (that makes a difference). If you can provide the funding and get the leadership, you’ll have a competitive team." The reaction from various university leaders was quite interesting. The football coach described it as a great opportunity. The tennis coach (Boone’s money isn’t just going to football) said you were going to see coaches squirming because it was going to take away excuses for not winning. A faculty member complained that it was an overemphasis on athletics. Others saw it as powerfully impacting the university’s ability to recruit future athletes and to student scholarships. But the University President saw it this way: "Let’s face it. This is America. People like to be associated with winners. They like to be associated with things that are on the upswing, and this institution in on the upswing. Boone gave us that momentum."

After reflecting for a few minutes, I came to the conclusion that money can both create and/or follow vision, leadership and funding. Mr. Pickens saw the clear connection that setting higher expectations requiring increased leadership results from increased funding. I am sure that Boone will not be a happy camper if his investment doesn’t generate a reasonable return. Athletics can be the gate-keeper to an exciting new university culture at OSU – it isn’t necessarily just about athletics. As I have become a seasoned veteran (my new way of saying I am getting older), I have come to appreciate that appropriate funding (it doesn’t have to be this lavish) can generate significance changes in an organization's confidence and a culture of success.

I am still amazed how many of our Members can tell this story of that "miracle" funding that leveraged their success. But, as Boone points out, funding with leadership won’t cut it – you need both. I would argue that the money won’t get you changed, improved and re-engineered performance. Great leadership can, and will, produce that same impact sometimes without adequate funding. We call most of these folks small business owners!

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"You're fired!" usually means the end, but it was just the beginning for Andy Litinsky. The 23-year-old who was shown the door by Donald Trump will show up on our door on Thursday, September 28 at the Hilton Lisle/Naperville. Three months after his turn on the hit television show The Apprentice, Litinsky found himself re-hired by Trump, and he now heads up the day-to-day business operations of Trump Productions in Los Angeles. This special evening is presented by the Young Professionals of the Naperville Chamber and sponsored by Corporate Strategies & Solutions, Sir Speedy of Naperville, the Hilton Lisle/Naperville and Phunctional Design.
 

World Wide

The next meeting of the Chamber's Small Business Council will show you just how much closer the world is these days. Our new partners at the World Trade Center Chicago, a leader in facilitating international trade in the Midwest, will make a special presentation on just how easy it is for you to expand your business across borders. Join us this Thursday, September 7 at 11:45 a.m. at the Chamber office.

As an NACC Member, you've received a complimentary membership in the World Trade Center Chicago, which entitles you to receive the WTCC newsletter and calendar and have access to their trade research services and the trade facilities in any one of the more than 300 World Trade Centers throughout the world.

Don't miss this informative presentation by WTCC's Bill Lada - it's FREE, but you must RSVP so we know you're coming. Contact Jennie Gates for more information.

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To be a leader, sometimes you have to follow directions, so here's one: sign up today for the Chamber's Community Leadership Program, as only a few places remain! The program begins its 24th year on Tuesday, September 12 and helps groom the next generation of leaders for our community.

The Community Leadership Program is presented by the Chamber in partnership with North Central College and is sponsored by Edward Hospital & Health Services and Financial Strategies & Solutions Group.

"Know Your Community" means more than remembering how to get to the grocery store or where to pay your utility bills. When people learn about the economics, government, services and structure of their community, they are better prepared to pursue leadership roles in business and in volunteer organizations. The 24th annual Community Leadership Program was designed to help business people to do just that - learn about various aspects of the community in which they live and/or work.

The ten-week program consists of morning sessions held on consecutive Tuesdays beginning September 12 from 7:00 a.m. to 9:00 a.m. (some session times may vary slightly). During the sessions, the day's topic is presented via interactive projects, small group discussions or panels of experts. You'll meet and learn from community leaders and elected officials as they share their expertise and experiences. Active participation is encouraged.

Enrollment in the Community Leadership Program is open to all individuals from all firms. It is especially beneficial to those who are seeking to further their business and profession by learning about their community. Participants will come from diverse backgrounds to achieve a variety of viewpoints in the program dialogue.

During the 10-week program, you will work on a service project with a team of fellow class members. To help you decide which community service organization you would like to work with during this experience, visit their individual websites below:

• Naper Settlement
• Ecumenical Adult Care of Naperville
• Naperville Area Humane Society
• Loaves and Fishes Community Pantry

2020 Vision

As owners, executives, and officers of businesses, you know that not much happens if an organization's leaders cannot or will not lead. Good leaders constantly assess the organization as it currently exists, evaluate what trends are occurring or will occur into the future, define the vision that will allow the organization to flourish in the anticipated environment, and effectively communicate that vision to the people that will implement that vision. It is an endless process. Good leaders think about tomorrow and delegate today to an able lieutenant. 

It is not easy to be a good leader. Even if you have the necessary leadership skills, you are constantly being bombarded by distractions and unproductive demands on your time and attention. It takes a great deal of discipline to think about tomorrow. It is easy to get sidetracked. You must be committed to looking ahead and expending the resources necessary to prepare your organization for tomorrow. Think of all the factors that affect your business. What will your customers need in the future? Where is your industry going? How are you preparing your organization to change? The only sure thing about the future is the presence of change. Change must be embraced and the need to change must be a constant in the organization's culture. Flexibility and optimism are also critical for an organization to flourish. Like you, the Chamber must also be looking to the future, anticipating change and responding to your needs.

What is the purpose of all of this jibber-jabber? The Chamber exists to serve you. Your Chamber is committed to doing so for the next generation. We refuse to be sidetracked or distracted from that goal. Today's Chamber model provides you with opportunities and addresses your concerns, but what will the Chamber need to look like as we gallop toward the future? In order to answer that question, the Chamber will need to collect and analyze data, dialogue with our members, interview businesses, and share information with key community organizations. Some call this the strategic planning process. We call it good leadership. The process will be called "Chamber 2020."

As a beginning step, the Chamber will need a consultant to help guide us through the Chamber 2020 process. The Chamber has issued a request for proposal in the hope of identifying willing partners in the Chamber 2020 process. You should have received a copy of the request for proposal electronically, so you should have a good idea what we intend to do. Once the proposals are received, a committee of the board of directors will select a consultant. Once a consultant is selected, we will work with that consultant to outline the steps of the Chamber 2020 process and to communicate the steps of that process to you. Your help and opinions will, of course, be a significant part of the planning process. Chamber 2020 will help us determine where the Chamber needs to be in 2020 in order to meet your needs a generation from now.

Why are we thinking about 2020? Your Chamber is thinking about tomorrow because that is what good leaders do.

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The money spent to attend the Chamber's monthly General Membership Luncheon is always a good investment, but this month's event will tell you about a host of other good investments. Dr. Robert J. Froehlich, vice chairman of Chicago-based DWS Scudder, chairman of its Investor Strategy Committee, author and a frequent contributor to major media outlets, will speak on investment strategies. 

Known as "Dr. Bob" for his dynamic and entertaining presentations, Froehlich has appeared on financial programs on FOX News and on CNBC, including "Squawk Box" and "Kudlow & Cramer." He was one of the original regular guest financial commentators when CNN launched its new network, CNNfn, in December 1995. He has been interviewed on "Wall Street Week With Louis Rukeyser," "Money Line" with Lou Dobbs and "The MacNeil/Lehrer News Hour," and has written a pair of investment books. 

Sponsored by UBS Financial Services, Inc., the luncheon takes place on Monday, September 25 from 11:30 a.m. to 1:30 p.m. at the Holiday Inn Select, 1801 North Naper Boulevard in Naperville. The cost is $25 for Members and $35 for non-members and you may register online. Contact Jean Fee for more information. 

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If sales are your business, you can never get enough good information about making them better. The Chamber and Aurora University have partnered to present a three-part professional sales series that begins on Friday, September 22 with "The Strategic Sales Process" at the Hilton Lisle/Naperville. This panel discussion will give you the chance to address the key skills, behaviors and methods you need to succeed in sales. The session will explore the buying process, communicating and adapting to the buyer effectively, selling ethically, prospecting, setting appointments, uncovering needs, proposing need based solutions, responding to objections, closing professionally, delivering excellent after the sale follow-up and much more.

Future sessions (on November 3, 2006 and February 9, 2007)will explore Customer Relationship Management and Strategic Account Management.

The series is sponsored by Mutual of Omaha, and the cost for this first session is just $25. You can register online or contact Jennie Gates for more information.


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Republican candidate for Illinois Governor Judy Baar Topinka will visit with members of the local business community at the Chamber's of Commerce’s monthly Business After Hours networking event tomorrow, Tuesday, September 12 from 5:00 to 6:30 p.m. at Bistrot Margot, 216 South Washington Street in downtown Naperville. “This is an excellent opportunity for local business people to meet a gubernatorial candidate in person, so they can be better-informed when they go to the polls in November,” said Laura Crawford, the Chamber’s Senior Vice President, Marketing, Membership & Legislative Affairs. As always, Business After Hours is free - just bring your business cards. Contact Jean Fee for more information. 

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We've told you for more than a year now about the benefits of transitioning your Membership to one of our Business Connect plans, and here's another one: On Friday, September 29, Classic, Premier & Executive Premier Members will have the chance to attend an exclusive sales seminar hosted by Bill Bartlett of Corporate Strategies & Solutions, Inc.

"Five Keys to Growing Your Business in Today's Competitive Environment" will teach you ways to develop new business opportunities, including:

• Advanced prospecting strategies and tactics;
• A systematic formula for client development;
• Ways to create a prospecting funnel that converts "suspects" to best fit clients;
• Ways to define A,B & C prospect through success profiles;
• A behavioral "cookbook" formula that will allocate time for new and existing customers; and
• Ways to utilize your existing customer base to find new customers.

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• The annual Membership Directory and Buyers' Guide - This recently-released, 146-page publication is the definitive resource to everyone who's anyone within the Chamber. Each Member business is listed alphabetically and by category, and the directory includes a listing of contacts, maps, and community information.
• The annual Community Resource Handbook is a smaller version of the directory that is chock-full of important information for anyone living or working in, or especially considering moving to, the Naperville area.
• We also publish area maps and an atlas that are invaluable for getting around our rapidly-growing area.
• Our Shopping & Dining Guide is a comprehensive look at the many wonderful places our community offers for shoppers and diners. Complete with maps and loads of information, it's the first place to turn to plan an evening out or a shopping excursion.
• COMMERCE is a new, quarterly business magazine that has already become a must-read for area movers and shakers. Each top-quality, four-color issue includes features on important business issues, news you can use, and the latest on what our Members are up to.

• Why your mind is conditioned to repeat the past, and how to change it;
• Why stress does not ever have to be a part of your life again;
• How your mind, body and environment work to keep you balanced;
• Why relationships are the key to happiness in your life; Confidence tools that you and your team can use every day; and
• How to develop clarity for achieving any goal you desire.

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Your business is as unique as your fingerprints, and branding your business is a big step towards standing out among the usual suspects. October's FOCUS: Women in Business breakfast will examine a variety of popular brands, the keys to building a successful brand, and why consistency is crucial when it comes to branding.

Melna Langham, the Maclyn Group's Senior Creative Director, will headline this event, which is sponsored by Plus Signs & Banners and takes place on Wednesday, October 4 from 7:30 to 9:00 a.m. at the Naperville Country Club, 25W70 Chicago Avenue.

While with the Maclyn Group, Langham has developed numerous brands, marketing campaigns and print collateral for a variety of local and national clients, and was instrumental in the Chamber's recent re-branding.

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Did you know the Chamber has several exciting resources for those looking for a job or volunteer opportunity as well as for Members looking for new employees? We are constantly adding new local employment opportunities in our online Job Bank, which you can search to find the right new job. If you're a business, you can post your openings on one of the most-visited sites in the area cost-effectively. Among our more than 2,000 Members are a large number of not-for-profit organizations that are always in need of volunteers. If you're one of those organizations, or if you're looking for a way to give back to the community, visit our NFP Volunteer Network. And a new partnership with Quiet Agent has brought a new tool to efficiently and confidentially connect employers and job-seekers online. Check out any or all of these resources and best of luck in your search!

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The Chamber's International Business Council has always looked across borders - now it's looking to the future. At the group's next meeting on Tuesday, October 3 at 4:00 p.m. at the Chamber office, attendees will discuss the IBC's goals for the upcoming year. Appetizers and wine (graciously provided by Wine Expressions) will be served. Please RSVP to let us know you're coming.

The International Business Council facilitates Members' international business decision-making strategies through exploration and education, and serves as a resource on international business opportunities. Contact Laura Crawford for more information.

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We're proud to announce a well-deserved promotion for one of our staffers. Rachel Mummery, who joined us just over a year ago as Member Services Coordinator, is now our Assistant Manager, Finance & Technology. In her expanded role, she'll handle our bookkeeping as well as lending technology support. Though she's a Wisconsin native, Rachel is solidly a part our community and our Chamber. Join us in congratulating Rachel on her move up.

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...COMMERCE is almost here! The Fall issue of our quarterly business magazine rolls off the presses and into your mailboxes next week. The cover story details the Chamber's legislative efforts on behalf of business, in hopes of negating that old adage that "Business doesn't vote." Once you see how getting involved in the process of public policy has real, bottom-line benefits for you and your business, you may just join the growing ranks of our politically-active Members.

Also included in the latest issue:

• State Senator Steve Rauschenberger says he's "embarassed" about Illinois' status as a state that is hostile towards business in a frank Q and A;
• Speaker of the House J. Dennis Hastert looks at the challenges facing our economy in the 21st century;
• Tips to keep you from going soft while working hard at your desk job; and
• The latest news on what Chamber Members are up to.

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The Current is published weekly by the Naperville Area Chamber of Commerce

Michael W. Skarr, Editor • Laura Crawford, Managing Editor • Kenn Tomasch, Writer • Jeffrey Ross, Neil Gates, Patrick Skarr, Contributing Photographers

EDITORIAL POLICY: Articles written by outside authors do not necessarily reflect the view or position of the Naperville Area Chamber of Commerce. Reproduction of articles is authorized by permission only and with credit given to the Naperville Area Chamber of Commerce. The Chamber reserves the right to reject advertising based on content and does not accept advertising that is in conflict with a position of the Chamber. The advertising of products and services in COMMERCE does not necessarily represent endorsement by the Naperville Area Chamber of Commerce.