By Jenna M. Weglarz-Ward[Flickr, Simi and Rachael by Jerry John, CC BY-ND 2.0] Retrieved on September 17, 2015Children begin to learn about relationships and language starting in the womb. As babies listen to their mothers talk to the clerk at the grocery store, sing to the radio, and chat with family members, they begin to develop a brain for language. Once born, they continue to listen to their mothers and family members use language to communicate with each other, solve problems, and develop relationships. Even before their first words, babies understand the language around them and their brains develop pathways to strengthen their ability to understand and express themselves.At the same time, they are learning about the emotional environment. They experience stress, excitement, happiness, sadness, and frustration themselves and observe and feel other’s emotional states. They are learning that when Mom makes a certain face, she does not feel good but when her body feels a different way, she feels better. Similar to language, babies are developing neural pathways to help them learn what do with their own and other’s emotions.Research has indicated that the earlier and more we talk to our babies, the better their outcomes will be. Additionally, children with strong emotional literacy have better academic success and less challenging behaviors . Betty Hart and Todd Risley’s  ground breaking work indicated that children who live in low incomes families are not exposed to as many words as children in more affluent homes, as many as 30 thousand less words before they enter kindergarten. This commonly referred to as the Word Gap. Additionally, vocabulary in lower income homes is more likely to be directive and negative (e.g, get your shoes, you’re in trouble). Children in more affluent homes are more likely to have exposure to a larger range of vocabulary. However, family income may not be the only factor that impacts the word exposure to children. Parents who struggle with mental health issues, are experiencing trauma or illness, are single parents, work long hours, have multiple children, or spend a lot of time with their smartphones, may be talking to their children less often than possible. Therefore, it is important to support all families in bridging the word gap.Not only does this word gap impact language and cognitive outcomes including school readiness, a lack of learning and understanding of emotional words can impede social and emotional development. It is common that children with language delays also have challenges in making friends and identifying and coping with their emotions. Therefore, it is important to not only talk to our babies more, but make sure that we are including emotional vocabulary as well.Dr. Dana Suskind at the University of Chicago has more recently expanded on this work through the 30 Thousand Word Initiative. Dr. Suskind, has been working to support parents and communities in talking to their children more in order to close this gap. In addition to the strategies we presented in our December webinar on emotional literacy such as expressing your own feelings, labeling children’s emotions, and reading and singing about emotions, Suskind  recommends the 3 T’s.Tune In: Notice what the child is focused on and talk about that. Respond when a child communicates – including when a baby cries or coos.Talk More: Narrate day to day routines, such as diaper changes and tooth brushing. Use details: “Let Mommy take off your diaper. Oh, so wet. Does that feel better now?”Take Turns: Keep the conversation going. Respond to your child’s sounds, gestures and, eventually, words – and give them time to respond to you. Ask lots of questions that require more than yes or no answers.What Emotional Words to Include?Starting with basic emotions such as happy, sad, angry are great. However, adding more complex words, even early, develops a rich emotional catalog from which children can use as they learn to understand and express their emotions. It is important to include both positive and negative emotions in their vocabularies.Complex Feeling Words Affectionate, agreeable, annoyed, awfulBored, brave, bummed, beamingCalm, capable, caring, cheerful, clumsy, confused, cooperative, creative cruel, curiousDepressed, disappointed, disgusted, down, delightedEcstatic, embarrassed, enjoying, excitedFantastic, fearful, fed-up, free, friendly, frustratedGentle, generous, gloomy, guilty, gladHeavenly, hilariousIgnored, impatient, important, interestedJealous, joyfulKindLonely, lost, lovingMerryOverwhelmedPeaceful, pleasant, proud, pleased, positiveRelaxed, relievedSafe, satisfied, sensitive, serious, shy, stressed, strong, stubbornTense, thoughtful, thrilled, troubledUnafraid, uncomfortableWeary, worried, worn outWhile working with families, take time to share with them why it is important to share emotions with their children as well as how. In addition to modeling and practicing with parents, share resources available through our December webinar materials.References Hart, B., & Risley. T. (1995). Meaningful differences in the everyday experience of young American children. Baltimore, MD: Brookes Publishing. Joseph, G. E., & Strain, P. S. (2003). Enhancing emotional vocabulary in young children. Young Exceptional Children, 6(4), 18-27. Joseph, G. E., Strain, P. S, & Ostrosky, M. M. (2005). Fostering emotional literacy in young children: Labeling emotions. Center for Social Emotional Foundations for Early Learning.  Suskind, D. (2015). Thirty million words: Building a child’s brain. New York, NY: Dutton.This post was written by Jenna Weglarz-Ward & Amy Santos, PhD, members of the MFLN FD Early Intervention team, which aims to support the development of professionals working with military families. Find out more about the Military Families Learning Network FD concentration on our website, on Facebook, on Twitter, YouTube, and on LinkedIn.
A good way to plan and edit a non-fiction piece is to structure the storyline like you would a formal essay. In this post we’ll take our cues from writing fundamentals and show you how.Think back to high school English class, and having to write essay after essay. I don’t know about you, but my english teachers drilled a very specific structure into my head for writing these essays and reports. This structure proved incredibly useful when I aced my college writing class, but I also realized over time that I was subconsciously using the basic fundamentals of essay organization in my videos – specifically non-fiction ones.Some of this came through in the initial planning stages, but a lot of the time I was handed several reels worth of interviews in the editing phase with no clear plan besides “this is what they want the video for.” The basic essay structure was incredibly useful in taking all of that content and forming it into a coherent piece that was easily followed by the audience. So, indulge me for a second while I recap “Essay Writing 101” for you and you’ll see how applying these concepts to an “essay structure” of editing can make things easier for you to edit together a cohesive story and easier for your audience to get the point.There are three important characteristics of a well-structured essay that can easily apply to editing a video: An “hourglass shape”, a thesis statement and a “roadmap”.The Hourglass ShapeThe idea behind the hourglass shape is to start broad: general background on your topic to introduce it to your audience. As the intro goes along, you quickly get more specific, ending with your thesis statement/main idea, which sets the tone for the main body of your content.Your main content stays specific to your subject and is meant to backup your thesis – it’s your evidence for your main point. Then at the end, you reach your summary. Your summary reiterates your thesis in a new way to sum everything up, then you start to get broader in topic, explaining why your main idea matters in the big picture of things.So: start with a broad background, get more specific until you reach your thesis (main idea), stay specific and support your thesis, sum it all up, then get more general and explain why it matters to your audience in the big picture.One advantage of structuring your video like this is that your audience doesn’t get thrown into the story “in medias res” (latin for “in the middle of things”). Starting “in medias res” is a great technique for narrative and fiction pieces, but it can often be a hindrance to non-fiction work, especially short form where you need to get the audience up to speed quickly.Another advantage is that you have a clear understanding when organizing the story of what will support your main idea and what won’t, so you can cut your content down to what really matters.A third advantage to structuring your video this way is that by finishing with how this relates to the big picture, you give a global/grand scale of importance to your message and leave this as the final lasting thought for the audience.The Thesis StatementThe thesis is the point you are trying to make. Every good essay and every good video try to make a point – a reason why the audience should pay attention. A good thesis has a number of components, but the main two that apply here are:A clear and specific message/point you are trying to get acrossEvidence to support your pointThere are actually three types of thesis statements: analytical, expository (explanatory), and argumentative ; these just so happen to fit well with common reasons someone would want a video!An analytical piece breaks down research/evidence on an issue into the key points so the audience can better understand it, and usually comes to a non-controversial fact-based conclusion (if it even has a conclusion).An expository piece explains something to the audience, but it’s not trying to make the audience think one way or another.An argumentative piece tries to convince the audience that an opinion or claim is true/valid and supports it with evidence. It can be similar to an argumentative piece, but the thesis and the conclusion drawn are subjective, even when supported by evidence.Knowing what type of piece you are editing informs what supporting content you need to find and how best to order that content. You need to know what you’re saying and you need to know how to back it up!The RoadmapOne of the things I was taught in school is that your essay thesis should contain the topics of your supporting evidence, and these topics should be arranged to match the order of your body paragraphs, basically creating a roadmap for your essay.For example: “People should do [thing] because of [evidence x], [evidence y], and [evidence z]”. The supporting body paragraphs would cover the topics of x, y, and z in that order. This gives the audience an understanding of what’s to come.In video, you don’t always have the luxury of having your talent or interviewee say that perfect statement that summarizes all of the evidence in the right order. What you do have is the ability to either create your roadmap ahead of time and make sure you get those topics covered, or you can group all of the content you have into the different topics and decide on what best supports your message and how best to arrange it for flow.This is the basic function of an editor, but you’d be surprised how many go right into laying things in the timeline without an actual plan in place! Having this “roadmap” lets you quickly sift through content to find what fits, have an idea of what transitional content you’ll need, and lay it all in the timeline without having to guess what order works best.A Practical ExampleEarlier this year I did a project for KIPP Academy in Nashville, TN, to be shown at a fundraising event for the expansion of the program from one middle school to K–12 and 6+ schools. I’ve written about this project before from a post-production perspective, but one thing I haven’t talked about is the planning. We sat down with some of the staff from KIPP, listened to their vision and reason for wanting this piece, and we asked them questions about the school, what the ultimate outcome they were trying to accomplish, etc. As we went through this meeting, I started forming a thesis and roadmap for the project.Their ultimate goal for the video was to “develop a case for why KIPP needs to grow” and based on that, why people should donate and invest in KIPP:I had my message, they had given me an idea of what evidence we would cover, so I drew out a (super messy) handwritten timeline in my notebook:Since you probably can’t read my terrible handwriting, here’s how it was structured:History of the schoolWhat they’ve done at the middle school (results)Where they’re going (goals for community impact)Practical (better high school & college grad rate, etc.)Personal (character building, neighborhood transformation, etc.) How the audience can helpYou can see how this initial idea of a timeline in pre-production came together:This “essay structure” of editing had a huge impact on how we made this video, but I use it on everything from small corporate testimonials to huge multi-interview videos for marketing campaigns. This structure can give you a head start in your planning, even when there wasn’t a plan in place to begin with. Give it a try and share your thoughts/experiences in the comments below!
Make tax season a little less painful with these tax deductions for filmmakers and videographers. It will likely save you money!Before we begin: We’re not Certified Public Accountants, so be sure to consult a CPA to find out exactly what tax write-offs work best for you. Let’s kick this off with two pieces of very important advice…Keep Immaculate RecordsKeep your records in order and set aside a percentage of every dollar you earn for self-employment tax. I’ve found that utilizing assets such as Square to send invoices and run credit cards really helps me keep my records tight. Then I tie Quickbooks to my bank account to consolidate all of my records into one place. At the end of the year, all I have to do it send the Quickbooks documentation to my CPA so she can prepare my taxes for filing. Speaking of CPAs…Hire a Certified Public AccountantYou’re going to need help navigating the ins and outs of what can be deducted and what can’t. Hiring a CPA will help you save some money in the long run.Image from ShutterstockDeductions for Filmmakers and VideographersAs we explore these possible tax deductions for filmmakers and videographers, keep in mind that you could end up audited. Be sure that you can justify your deductions. That point is going to come up a lot as we move forward. Now let’s look at some easy ways that deductions can save you some money.1. Small ItemsAny small item that you spend money on for daily production tasks is something you can deduct. Tool kits, dry erase boards and markers, gaffer tape, etc. These are all things you can deduct. You just have to be able to justify the purchase and its use in your daily business.2. All Computer Related ItemsIf you purchased a new computer this year, it’s deductible – with some conditions. If you use that new computer solely for work, then you can claim the entire purchase price, but only by using a Section 179 Deduction. If you’re using the computer for business and personal, that changes how much of the purchase price you can deduct. Your CPA will be able to give you a more concrete idea of what those numbers are.It’s not just hardware that can be deducted; software is eligible too. Your Adobe Creative Cloud subscription is a great example of software that’s deductible. Just make sure you give your transaction invoices to your CPA in Quickbooks or physical form.Image from Scott Prokop / Shutterstock.com3. Film & Video Production EquipmentEvery piece of equipment that you purchase for your work is a deduction during tax season. Did you purchase a new camera this year? That’s a deduction. Did you go to B&H Photo and purchase new lenses for that camera? Maybe a penguin case? ND filters? Those are deductions. Or maybe you purchased new sound equipment from Sweetwater? Deduction. Even batteries, memory cards, tripods, sliders, and stabilizers are deductible as long as they are being justifiably used for your business.4. Digital and Print ResearchAs filmmakers and videographers, we are constantly consuming content in order to stay on top of what is going on in our industry. Because of this you might be justified in deducting the whole cost or a portion of the cost of Netflix, Hulu Plus, Amazon Prime, cable service, movie tickets, industry books, periodicals, and smart phone apps. Again, you have to be able to justify these expenses as something you need for your work. Your CPA will be able to give you a concrete answer on whether you can apply these expenses as deductions.Image from Shutterstock5. Dining and EntertainmentTo deduct dining and entertainment expenses, you need to be able to justify how they relate to your business. More than likely you wont be able to claim the entire amount. When dining with clients or colleagues, I usually claim around 50% of the cost. I’ll also deduct the cost of a wrap party for my crew after filming has concluded. Screenings and premiere costs are also deductible. All of these things can be seen as the cost of doing business. Here’s what the IRS has to say on the matter.6. Online PresenceAll of us need some sort of online presence in order to build our business. Because building this online presence is so crucial to earning a living, you should look at deducting the cost of this presence. Things that could apply here are cloud storage costs (Onedrive, Google Drive, Dropbox), yearly website domain and hosting costs, and online membership costs such as IMDB Pro. Even the costs of website design and development are deductible.Image from Shutterstock 7. Travel Expenses and ConferencesExpenses you incur while doing business outside of your home might fall into the travel expenses category. Whether you’re driving for five hours or your taking a flight across the country for a film shoot, these are all deductible expenses. Be sure and keep records of everything including rental cars, taxi rides, and hotels. If you paid for the travel of your crew, add that cost as well. Additionally, if you’re attending a conference like NAB or SXSW, you can deduct the attendance costs, as they directly pertain to your work. For more information on travel expense and conference deductions head over to the IRS Website.8. Business Startup ExpensesKeep track of all the costs that you pay out to start your business such as incorporation fees, lawyer fees, and copyright/trademark filing fees. You can even deduct the payments made to your CPA or financial advisor. Also check out Caron Beesley‘s Startup Cost Tax Deductions article on the SBA.gov blog.Image from Shutterstock9. Printed Self MarketingIn addition to your online marketing, you’ll likely want to purchase printed media like business cards, flyers, or brochures. These costs are deductible as well. In fact, business cards were #4 on the Bloomberg Business list of 25 Unsung Tax Deductions.10. Home Office ExpensesHome offices and editing rooms are loaded with potential deductions, including the actual space you use. Other likely deductions: desks, chairs, lamps, pens, printers, printer paper, ink cartridges, staples, etc. You get the idea. These may seem like small insignificant purchases, but they add up quickly. The IRS has an entire page dedicated to the ins and outs of home office deductions.Image from ShutterstockWhat We’ve Learned About Tax DeductionsDeductions aren’t too hard to decipher, as long as they are legal and pertain to your business. With that in mind, the most important take-aways are: Keep immaculate records and hire a CPA. Talk to other filmmakers that you know – chances are one of them has a CPA that they can recommend.Are you a seasoned filmmaker or videographer? Do you know of additional deduction options not listed in our roundup? Let us know in the comments below.
Corporate video doesn’t have to suck the life out of the room. Here are seven simple ways to make your corporate video as entertaining as it is informative!Cover image via ShutterstockCorporate video production has been a mainstay of the film and video production world for as long as cameras have been around. However, for almost just as long, they have suffered a negative reputation as unimaginative, uninspired, and downright boring to watch, shoot, or edit. That does not have to be the case.Sure, they often feature subjects, people, and companies that are not usually the most interesting or extreme, but with the right tricks, you can make your corporate videos fun again. If you still have soul enough to be up for the challenge, here are seven ways to make your corporate videos exciting, fun, and wildly watchable. 1. Animate LogosIn this day and age, knowing that some videos still have flat, non-animated logo reveals at their beginnings and ends is kind of ridiculous.For those who think a logo card fading in from black or white is still an acceptable way to grab your audience’s attention, well, you’re wrong. You’re actually losing your audience from the get-go. Aside from a plethora of tutorials available online that show you how to create animated logos, there are several free and cheap options available on this site alone (like the one featured above). You’ll find a few more resources below. Use them!3 FREE Animated Logo RevealsFree Logo Reveals and Animated FontsBest Animated Logo Reveal Tutorials2. Use After Effects TemplatesAlong with an animated logo reveal, using a full After Effects template throughout your corporate video can make a world of difference in style and storytelling. A good AE pack will feature eye-catching logo reveals, lower thirds, slide animations, animated fonts, and customizable colors, all of which can be dragged and dropped into your original footage with ease. Here are some resources below, or just head straight to RocketStock and browse their selection online.9 FREE After Effects Templates10 MORE FREE After Effects TemplatesTypography After Effects Templates3. Get Your Subjects Out of White SpaceImage via VimeoThe white cyc wall was all the rage after Apple’s successful run of minimalist commercials — however, it’s become somewhat of the norm in corporate videos ever since. While not necessarily a bad thing in the right circumstances, if you’re looking to give your videos a boost, try taking out the shots that literally offer nothing besides their subjects. Offices may not be sexy, but bringing subjects to life creatively in their actual workspaces and environments can give your videos an instant boost.4. Use Better Stock FootageWhether you’re using it for a pick-up shot or editing a full video off a stock budget, there are times when you need to call upon some dynamic stock footage to show corporate synergy and collaboration.Sure, there are almost as many places to get stock assets as there are miscellaneous shots of workers pointing at white boards, but that doesn’t mean you can’t find quality. Using a service like Shutterstock is a great way to get your video to stand out.5. Try to Avoid Flat Compositions and Straight LinesImage via BTV Business TelevisionWhen shooting corporate video, it’s important to remind yourself that you’re already down in the count against boring an audience. Filming for convenience (i.e. setting an interview against a wall for minimal set dressing) may be a common urge — but you should resist that urge when possible.It might not look like a big difference, but the image above at the very least gives some depth in space and color, as well as several different line planes to direct the eye back to the subject — all helpful devices in giving your audience a reason to keep watching.6. Minimize Corporate BuzzwordsVideo via AvayaThis may be easier said than done (following the next step listed below might help), but one of the biggest flaws in the realm of corporate video is the amount of buzzspeak, buzzwords, and industry terms that — while helpful to those with explicit knowledge — can instantly take any bystander or less business-savvy viewer out of the video. If you hear one of these words dropped in an interview, make a point to get the speaker to explain things in a more rudimentary fashion.7. Have Conversations, Not ScriptsImage via Black Label Film StudioWhich brings us to our final tip. Some videos need to be tightly scripted — like whiteboards or animated pieces — but for those that rely on corporate employees talking into the camera, scripts can be devastating when read poorly and unconfidently.One of the best ways to entice the best out of your subjects is to get them talking to you in a conversational way, straying away from rigid, scripted reciting of information. Get them comfortable in a spot in the room and focused away from the camera. If they’re any good at their jobs, they’ll usually be excited to talk about it — just, you know, to another person, not a camera lens.How do you keep your corporate videos from boring the audience? Let us know in the comments below.
Not every documentary turns out the way you intend. Find out how this filmmaker pivoted to tell a remarkable story.All images via Netflix.We had the opportunity to sit down with the DP Jake Swantko of Netflix’s latest documentary, Icarus. This riveting documentary begins by attempting to reveal the truth about steroid use in sports. However, after consulting with a Russian scientist, the story takes a drastic turn from a Supersize Me-like experiment into a story of espionage while shining a light on one of the biggest scandals in sports history.PremiumBeat: Will you tell us a little bit about your background and how it led to your work on Icarus?Jake Swantko: Yes, well I come from a journalism background. I graduated from the University of Oregon with a degree in communications and then that program went on to basically become cinematography towards the end of my tenure in school. I started shooting documentaries right towards my senior year and then picked up a gig with National Geographic. It’s been a long road. I started off in Oregon and then lived in L.A. for about a year, then I moved to New York, and then briefly after I moved to New York I did some work during the Ukraine Revolution. After that I got a call from Bryan, probably two or three months after I did that work, and he basically told me about this idea for a project that he wanted to start shooting in a month in Boulder, Colorado. So he connected me to a producer who I worked with for quiet a while. I then basically met this guy in Colorado. It started off with this guy with all his belongings in an SUV.For me the camera’s always been able to speak the way I see. To be able to find so much of your voice with the camera, it’s been just a revelation throughout my career. It’s been great to become more of a cinematographer and learn and be able to capture the things as you want to imagine them. I think that’s always been the ethos of my work is to try and capture what I see. It was perfect for Brian and I to meet like that. He needed a journalist, or he needed somebody kind of with that background, and so yeah — I kind of just took off from there.PB: Will you tell us a little bit about the camera package you used on the film?JS: Yes, we used a Canon Vixia for sort of that Supersize Me candidness that you see a lot of in the film. We shot with a Canon C300 and a 24-70, 16-35, and a 70-200. The camera was just the perfect package for us. I shoot with that camera on a Glidecam HD2000 on the back of the motorcycle. The camera ended up being able to balance on the Glidecam. Also, the dynamic range and also the versatility to shoot both action sports but also be able to go incognito enough to go into these Moscow labs and shoot with Gregory. It was the camera to use. Then when the dual pixel autofocus came out, it made it much better to control.PB: The plot of the film almost completely changes; it does a complete 180. As a cinematographer did you have to adjust your shooting style and approach with that change in story or direction?JS: It’s funny, so I come from a journalism background. I had to switch my brain to shoot action sports, and then once it became this political sort of thing, I realized this is more conversation-based and less action. It was definitely at the beginning trying to figure out how to shoot action sports first and take chances with it. Once it became like this is, it was more like nothing strange.PB: As filmmakers was the plot change a gradual process and you happened to find yourself in this new story, or was it immediate and you had to make that quick decision to switch?JS: Well, it was gradual. It’s just weird how it all came about. The second trip of the races, we ended it in Geneva, and then we would leave from Geneva to Moscow to go talk with Gregory. There was kind of a gradual transition in the middle of it. Then when you go from over the course of three years, I guess anything is gradual. I mean when you start to look at it full circle, we started off with a Canon Vixia camera shooting this guy getting out of his car with all his belongings in Colorado. Then you’re filming a Russian chemist getting fingerprinted to enter into witness protection.PB: Did you have that feeling that you struck gold with where the story went?JS: Gregory certainly at one point said “Ryan you’re a very lucky man.” With Gregory, he’s always saying very explicit and controversial things, but he’s just Gregory, you know. So it seemed like fun and games, and then, yeah — all of a sudden it was this thing, and we were releasing documents to the New York Times, and the story was on the front page. Then it’s like Wow!PB: So I absolutely loved the lighting in your interviews. Can you tell me a little bit about your lighting approach for those?JS: I love to use pretty simple things to assist natural light as much as possible. I think the C300 is a great camera; its color rendition in daylight is so perfect. Basically what I would do is rig together an 85-watt fluorescent bulb in a china ball and push through silk. Then other than that, we had KinoFlos when we had bigger setups.PB: Will you tell us a little more about your GlideCam setup?JS: When I was approaching shooting and style, I was like I need to take more risk. I was up against the footage from the Tour de France where they have ENG cameras on motorcycles built out. I was going to have none of these and go like 100 miles an hour downhill. Plus, I had to shoot like 14- to 16-hour days. So I was like I’m trying using the C300 on the GlideCam, and it balanced.PB: What’s the main thing you want people to take away from your work on this film? JS: When you are a cinematographer like me, if you are coming from a journalism background, you kind of feel sort of the same things that I feel. Gregory is by far the most intelligent, charismatic, interesting character I’ve ever met. I really hope that people see him for that. There’s a lot of stigma around what he did and the measures he took to beat the system. I would just say (and to echo the film a little bit) he’s risking his life to do something extremely unpopular that no one wants to hear about. The goal of this film is to give him a voice and give whistleblowers like him a voice. There’s no incentive to do what he’s doing, no incentive whatsoever.
What follows is a true story.The salesperson called his contact after learning that he lost the big opportunity for which he and his company were competing. After a long bid process and a tough competition, the low bidder was awarded the business. The salesperson wanted to understand why his prospect chose the low bidder and what he could have done differently to convey the value that he and his company created.There were four finalists. The first three finalists had prices between 1.7 million dollars and 1.9 million dollars. While $200,000 is no small sum of money, it isn’t enough of a difference to disqualify any of the bids; they’re all reasonable, and they all create value for the client.The low bidder’s price was around $800,000. That gap is too large to understand. There is a major difference in price, and that means there is a major difference in the value being created.The salesperson pressed their prospect to understand how they justified choosing a price so much lower, that the business couldn’t be done for that price. The contact told him this story.The contact called the bidding company and asked them why their price was so much lower. He asked whether they could profitably take the business at that price. The salesperson from the winning company told the contact that they were in fact going to lose approximately $1,000,000 by taking the business, but that it was worth it in order to be able to use the prospective company’s logo in their marketing material. (It is a logo that you would recognize, for sure)Assume a 15% gross margin in this business is customary. The winning bidder needs that logo to equate to $6,650,000 in new business to pay for the $1,000,000 they are losing by taking the business.I am certain that the winning bidder sees this as an investment. How do you see it?QuestionsWhat do large price differences indicate when it comes to quality and service?How do your client’s perceive a very low price? How should they perceive the lowest price?How do you provide your clients with the confidence that you can serve them without showing them logos of the companies you serve? (Not always a bad idea, in my experience)What happens to clients who underinvest in the results they need? What happens to sales organizations that don’t capture enough of the value they create to serve their clients?Was the logo worth $1,000,000? Will it equate to $6,500,000 in new sales?
Hustlers don’t let anyone tell them what they can–or cannot–do. They don’t accept other’s perceived limitations as their own.Hustlers don’t wait for permission to lead. When something needs to be done, they step up and make things happen. They lead when leadership is required.Hustlers don’t punch a time clock. They don’t count hours. They count outcomes. Hustlers are engaged in their mission.Hustlers don’t wait until they have the requisite experience or some kind of formal permission. They don’t wait until they have a degree or a certificate. They just start.Hustlers don’t fear mistakes. They know that they’re going to get things wrong. Hustlers believe that failures and mistakes are just the education they need on their way to success.Hustlers don’t set their targets low or take baby steps. They compete. They know most people believe they should only be competing to be better than they were yesterday, but hustlers want to stand toe-to-toe with the best in the world. They measure themselves against greatness, even when that greatness is way out in front.Hustlers don’t give up, give in, or go home. They persist long beyond the point that non-hustlers have packed it in. Their stubborn, pig-headed determination is one of the primary reasons they succeed.Hustlers don’t scrimp when it comes on investing in themselves. They know that they are the single most important asset they will ever own, and they work to improve themselves–even when they have little money to invest. They believe that the reason they don’t have more money is because they haven’t yet invested enough in themselves.Hustlers don’t hang with complacent, conformist crowd. They don’t spend time with people who aren’t moving and shaking. They don’t spend time commiserating.Hustlers don’t make excuses. Hustlers don’t blame anything or anyone else for anything. They know that they own their failures every bit as much as they own their successes.Hustlers don’t criticize other hustlers. They admire them. They acknowledge people who are the best at what they do, and they learn from them.Hustlers don’t take no for an answer. Hustlers don’t even hear the word no. They try over and over again. They try a new approach. Once a hustler sets her mind to something, regardless of the time, effort, or approach required, they achieve their goal.
There are a lot of ways to waste the one completely finite, non-renewable resource that is your time. Some things that feel like work are not work at all. Other things that you pretend will improve your work are really just distractions.Looking for ShortcutsThe time you spend looking for shortcuts is time you could have spent doing the actual task itself. You can easily spend more time working on trying to get out of the work you need to do than the time it takes to actually do that work.It’s nice to have clean lines, to have processes, and to be efficient. But if it takes more time to manage those systems than it does to do the work, those systems are not really shortcuts.Cleaning Your DeskCleaning your desk is usually a way to procrastinate and avoid something you really should be doing.The problem with cleaning your desk is that it gives you a sense of accomplishment, but it does nothing to move your closer to your goals. You would be better off getting your most important tasks completed with a messy desk than you would be getting nothing important done with a pristine workspace.Filing Your EmailThere is no reason to create nested folders inside nested folders. In fact, there is no reason to file your email in nested folders at all.Outlook has a great search engine. So does Gmail. So does Mail.app. In fact, all modern email software offerings have amazing search capabilities. Scrolling through your search results is faster than spending hours building a meticulous folder structure. And it’s faster.Working SmarterIf working smarter means spending countless hours setting up your systems, deciding to try something new, and then setting up new systems to see if you can gain a few minutes of efficiency, then don’t work smarter (I am a case study here, so I know what it is I speak of).One of the smartest ways you can work is to simply do the most important thing you need to do first each day. Working hard on what’s important is better than working smarter if that means you aren’t doing what needs to be done.Most of the time you spend on the Internet and Social Media is a serious waste of your time. So is most of the time you spend watching television.If you value your time, don’t waste it. You have as much as you have and no more.
Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now Because we live in an age where the digital tools provide infinite distractions, it is easy to get drawn away from your work by visual, audio, and written content designed to amuse and entertain you. Even though the social channels can be used for work, more and more they are less and less business-oriented in the content they provide.These entertaining distractions are not primarily to blame for pulling people away from their work. Instead, there are two other primary causes to blame. The first is things that look like real work but that don’t contribute to the result in a meaningful way. The second is work that belongs to someone else in some other department.Something Isn’t Being DoneThere is always something that needs to be done that isn’t being done. This idea, as simple as it is, is surprising to some. Because you are doing something, you tend not to think too much about what isn’t being done. It might also strike you as novel to think about choosing what isn’t getting done.There are emails from people inside your company, from your clients, and from other business associates that require your attention, even if only to provide you with some small bit of information you need. Your inbox has an endless stream of requests for your time and attention to certain business-related matters. Not many are cat videos, although you no doubt have friends and family that send you things that you’ll enjoyWhile you live in your inbox, something isn’t being done that has a greater impact on your results, and you are the one choosing to leave it undone. If you are in sales, putting email before prospecting is to trade opportunity creation for time spent on activities that have a low probability of resulting in you creating or winning a new opportunity. If you are in leadership, the inbox is no better, doing very little to move you and those in your charge toward the future you are building.This isn’t to say that you shouldn’t answer your email, but to make the point that what is most important should be done before things that are necessary but in no way enough when it comes to producing the results you need.If You Are Doing This, Who Is Doing ThatA lot of tasks find their way to people who don’t – and shouldn’t – own those tasks. Salespeople do not belong to operations, customer service, or accounting, yet they take orders from clients, solve customer service challenges (like chasing down shipments) and retyping invoices and generating reports their clients request. While you are doing work for other people and other departments, there is no one doing your work (unless you can ask the accounting department to make your cold calls while you retype invoices).Is what you are doing the most important thing you could be doing now, and is it going to do more than anything else to produce the result for which you are responsible?Are you intentional about what you are doing—and equally intentional about what you are not doing?If you feel like there is never enough time to do everything you need to do, it might serve you to first decide whether you should be doing something at all.
Dairy farmer Pehlu Khan, who was beaten up by a mob of cow vigilantes at Behror in Alwar district last week, died of serious injuries on his chest and lower abdomen, the autopsy report has revealed in its preliminary findings.The 55-year-old farmer from Nuh in Haryana sustained internal injuries on his lungs, while his ribs were broken and blood clots were found near his heart, stated the post-mortem report prepared by a four-member team of doctors and medical jurists. “It appears prima facie that Pehlu Khan died of internal injuries and heavy bleeding. The medical team has asked for viscera analysis for submitting its final report,” Alwar superintendent of police Rahul Prakash told The Hindu on Friday.The three accused — Vipin Yadav, Ravindra Yadav and Kalu Ram Yadav — who were arrested on Wednesday on the basis of video footage of the incident, were produced before the Additional Chief Judicial Magistrate in Behror on the expiry of their one-day police remand. The court sent them to judicial custody for 14 days.Hunt on for 10 moreMr. Prakash said the police had identified 10 more accused persons in the case after establishing their presence on the spot from the video footage circulated on social media. Their names have been added to the FIR registered initially against six suspects on charge of murder and other offences. Three special teams of police officers were searching for the accused, who had fled their homes, and were conducting raids at their suspected hideouts, said the Superintendent of Police.Civil rights groups have sought immediate intervention of Chief Minister Vasundhara Raje to stop the “lawlessness and free run” given to cow vigilantes allegedly with the support of many people in high places.Asking whether the law and order machinery had been handed over by the police to the cow protection vigilante groups, the People’s Union for Civil Liberties said if this was not stopped, lawlessness would prevail on the streets and the State’s economic foundation would be attacked.Demands of activistsIn a memorandum submitted to Ms. Raje, PUCL State president Kavita Srivastava and other activists demanded immediate arrest of all attackers, suspension of Behror Station House Officer and resignation of Home Minister Gulab Chand Kataria for “openly glorifying and lauding the criminals”.
The National Commission for Women (NCW) has sought a ‘progress report’ from the Tripura police on the investigation into rape, molestation and murder of women in the State. It expressed serious concern over the ‘spate of outrageous incidents against women’. “I have told the DGP to send a detailed report within a reasonable time, failing which we would summon them before the Commission,” NCW member Sushma Sahu told newsmen in Agartala on Tuesday.
PMO role?Some reports from New Delhi said the Prime Minister’s Office had informed Chief Minister Nitish Kumar prior to the raids, apprehending law-and-order problems and seeking adequate security measures.“Information regarding raids was given by the CBI to the Director-General of Police around 7.30 a.m., some time after the raids began following which the police made necessary security arrangements in view of law and order,” the official statement said.Also Read CM awayChief Minister Nitish Kumar has been away at Rajgir in his home district of Nalanda since Thursday afternoon reportedly because of health issues.Mr. Kumar and his party, Janata Dal(U), have remained tight-lipped about the raids, while the Congress, another RJD ally, has backed Mr. Prasad’s claim that those were part of “vendetta politics” by the BJP and the Modi government.Security reinforcementsAdditional security personnel were deployed at the offices of the BJP, the RJD and the JD(U) in Patna while the raids were on.Additional Director-General of Police (Headquarters) S.K. Singhal said a general alert was sounded across the State in view of the political ramification of the raids. The Bihar government on Saturday rejected news reports that senior civil and police officials were tipped off about the CBI raids on locations linked to Rashtriya Janata Dal chief Lalu Prasad and his family on Friday.“It is a totally baseless news,” an official release said.Quoting sources, reports said Chief Secretary Anjani Kumar Singh and State Police Chief P.K. Thakur were alerted by the CBI on Thursday night to the impending raids on the premises of Mr. Prasad, Deputy Chief Minister Tejashwi Prasad Yadav and other members of the family.Also Read Won’t be cowed by such raids, says Lalu ED raids premises of Lalu’s daughter Misa Bharti in Delhi
Incessant rains due and the subsequent deluge claimed five lives in Kolkata and adjoining districts on Tuesday. While two persons died when parts of an old dilapidated two storied building collapsed in the Taltala area in central Kolkata three others died in the districts of south Bengal.According to Kolkata Police at around 12.25 pm the old building collapsed. Three fire engines along with personnel of disaster management group were pressed into rescue operation, which went for several hours.“At around 4.25 pm the bodies of two persons-Himadri Pahar (38) and Hansa Shaw (20) were extricated from the debris and sent to Calcutta Medical College and Hospital for legal procedure,” a statement by Kolkata police said.Meanwhile, the situation remained grim in Birbhum, Purulia, Bankura, and Hooghly district of south Bengal. While two persons died in Purulia when a wall collapsed on them, one person died in Birbhum when he was washed away during the day.In Purulia two persons-Sikandar Mirza (30) and Siaz Khan (12)- died and five got injured in the Nanduara village in the district’s Raghunathpur sub-division when an earthen boundary wall of a house collapsed on them, District Magistrate of Purulia Alokesh Prasad Roy told The Hindu.He also said that so far waterlogging has not turned out to be severe in the district with only some areas of Jhalda I and Barabazr block witnessing some waterlogging.In Birbhum one person has died due to drowning in the afternoon in the Hatiea village of Labhpur block. While locals said that the situation in Labhpur has become “grim” with about 17 villages facing heavy waterlogging, the District Magistrate P.Mohangandhi claimed otherwise. “Labhpur being a low lying area, there is waterlogging in some areas. But so far it is not a cause of concern,” said Mr.Gandhi.As for Hooghly a senior district police official said that was a breach in an embankment on the Rupnarayan river at the Dhannobadi village under the Khanakul Assembly seat. “As a result nearly 16 villages in the area are facing severe waterlogging. The district administration is keeping an eye on the situation,” he said. One person Shyamal Sengupta (38) got washed away on Monday. However, Superintendent of Police Sukesh Jain said that “Mr.Sengupta’s body has not been found yet.” Areas such as Khanakul, Goghal, Arambagh in the district are facing severe waterlogging.In Bankura 1,000 people had to be to be shifted to relief camps due to severe waterlogging. “ There is severe waterlogging in Bankura II, Joypur, Kotalpur, Patrasayer, Mejhia and Onda blocks. We have set up six relief camps,” District Magistrate of Bankura Moumita Godara said.Meanwhile State’s Irrigation Minister Rajib Banerjee accused the Damodar Valley Corporation (DVC) for releasing waters from dams “without consulting” the State government. “The situation has become a cause of concern for us. Despite our repeated letters the DV is releasing water without consulting us,” he said. According to the Indian Meteorological Department, Bengal is likely to receive heavy rain at isolated places on Wednesday.
A man has been arrested on charge of spreading a false rumour on social media about braid cutting incidents, police said on Monday.The development comes amid a string of complaints of braid chopping, which has led to panic and fear in some areas of Uttar Pradesh and other neighbouring states.The message allegedly sent by a person identified as Jahir Khan, husband of Gardaha village head, claimed that a braid cutting gang was reported to be targeting a few villages of the area, Gola kotwali inspector Deepak Shukla said, adding it was “a baseless rumour”. The officer said that the message was forwarded to him on his Whatsapp number.“I called up the sender of the message and after ascertaining his location, the man (Khan) was arrested. He could not explain the authenticity of the message. A case under IT Act has been lodged against Jahir (Khan), and he has been sent to jail.,” Mr. Shukla said.
At least nine migrant labourers were killed after an elevator box being used for an under-construction tunnel plunged into the ground near Bhigwan in Pune district, 100 km from here.The incident occurred on Monday evening. The tragedy struck as the deceased were emerging from the underground tunnel aimed at linking the Nira and Bhima Rivers near Indapur Taluk. The deceased have been identified as Mukesh Maurya, Mukesh Kumar, Sushant Pandi, Sabinga Naidu, Avinash Reddy, Chhotu Gole, Surendra Yadav, Rahul Narute and Balram Suan.“The elevator carrying the workers and construction equipment plunged down at least 100 feet after the cable broke. We will be conducting a thorough probe into the tragedy,” said Inspector Neelkanth Rathod of the Bigwan police station.The State government has announced an ex gratia of ₹2 lakh to the kin of the deceased, informed State Water Resources Minister Girish Mahajan.The labourers were working on the project which involves the construction of a 24.8 km-long ‘Nira-Bhima Link -5’ underground tunnel which is to enable the waters of the Nira River to be linked to the Bima River Bhima in a bid to bring relief to parched districts in the State.
Voting for the third and final phase of the 2017 civic polls in Uttar Pradesh concluded on Wednesday with yet another round of malfunctioning EVMs and discrepancies in voter lists, leading to angry protests in several districts.The third phase, which covered 233 local bodies across 26 districts, however, registered an increase of 1.5% voting and touched 53%. The overall voting over the three phases was 52.5%, around six per cent increase from 2012.Complaints over EVM malfunctions and discrepancies in voter lists were received from several districts, including Bareilly, Bulandshahr, Auraiya, Jaunpur and Barabanki.Vijay Mishra, a resident of Bareilly, was frustrated after he found the wrong name listed on his address in the booth. “The address was correct but they listed the wrong name, some Radhelal Maurya instead of me,” said Mr. Maurya, adding that due to missing names only three out of his 30-member family were able to vote.Voters lathichargedIn Barabanki, voters faced similar issues and in ward 26 in Peer Batawan, police lathicharged people allegedly without provocation, breaking chairs and tables of polling agents, to disperse the crowd which had assembled to inquire about the lists.State Election Commissioner S.K. Agarwal said polling was conducted peacefully, even as he downplayed the incidents of malfunctioning EVMs, 27 on Wednesday, as normal. A total of 503 EVMs had to be replaced over the three phases, out of which 250 were in Lucknow itself.Mr. Agarwal said the figure of 503 was negligible compared to the total number of EVMs deployed by the SEC, 32,374.Counting will be held on December 1.
It’s chilly around the Dal lake on Saturday afternoon, but a cruise-houseboat with an open-air theatre sets off to generate warmth with live music and enthusiastic youngsters.In a bid to reclaim lost social spaces and nose-diving tourism, the Jammu & Kashmir tourism department has started ‘Valley Weekends’, an initiative to infuse new life into the otherwise dull weekends in the conflict-ridden Valley.“The open-air houseboat will be like an open-air theatre. People will perform every weekend. The idea is to revitalise social spaces and defeat the notions that winters are dull in the Valley. And the fact is youngsters want to come out and experience things,” said Sarmad Hafeez, secretary, tourism. The initiative involves heritage walks, ethnic food festivals and music shows across the Valley. “Tourists can now relish hareesa, a local winter meat dish served in breakfast, at a new joint started at Boulevard on Saturday. The idea is to expose tourists to local flavours and also the flavours of the different seasons. Autumn and winter seasons are equally enjoyable in Kashmir as summers,” said Mr. Hafeez.Protests dent tourism Street protests and militant violence in the past two years dented the tourism sector in Kashmir, with the peak season in 2017 witnessing “an 80% slump”. The weekend festivals, offering experiences and a host of entertainment activities, are aimed at reviving tourist footfalls. Mountain biking, canoeing and rowing will now be a weekend fixture.“‘Valley Weekends’ will help keep youth engaged with the activities and make Kashmir a lively place for tourists,” said director, tourism, Mahmood A. Shah.He said “it will send a positive message across the globe that Kashmir is a safe and a tourist-friendly place”.
Security forces killed three militants, including Tehreek-ul-Mujahideen Srinagar district commander Muhammad Ehsan Fazili alias Eesa, in Anantnag on Sunday night.Amid violent protests, the authorities placed parts of Srinagar and south Kashmir under security restrictions. Educational institutions were closed and exams cancelled. Train services were suspended.Police said, Fazili and two others were killed during a search operation.The police identified the second slain militant as Syed Owais, an affiliate of the Hizbul Mujahideen, and a resident of Kokernag. “The identify of the third is being ascertained,” the police said adding that arms and ammunition, including AK-47 rifles, pistols, hand grenades were recovered from the encounter site.Fazili, a student of Bachelor of Technology of Baba Ghulam Shah University, had joined the militants in September last year and “was involved in a recent attack on a police guard post at Soura, in which one police constable was killed”, said the spokesman.The policeman’s killing was also claimed by the Islamic State-affiliated news magazine ‘Amaq’, fuelling speculation about local militants’ links with the group.Violent protestsViolent protests broke out as hundreds of locals participated in the funeral prayers of Fazili and Owais in Srinagar and Kokernag.The protesters raised green and black flags. A few protesters unfurled the IS flags in the procession held for Fazili. They chanted pro-azadi and pro-militant slogans. Security forces used smoke shells to control the situation.Clashes spread in large parts of Srinagar. Several vehicles were damaged by the stone-throwing protesters. Most offices and business centres also remained closed.Top separatist leaders, including Syed Ali Geelani, Mirwaiz Umar Farooq and Yasin Malik, were placed under house arrest.
The Calcutta High Court has directed the West Bengal government to set up an anti-human trafficking unit headed by a specially trained officer, preferably a woman, in every district of the State.Any FIR registered under the sections of Immoral Trafficking (Prevention) Act, 1956, and sections 370, 372, 373 of the Indian Penal Code or under the provisions of the POCSO Act, involving commercial sexual exploitation of women, should be investigated by the anti-human trafficking unit, the High Court said in its order. The police station where the FIR is registered will hand over such cases to the unit in 24 hours, stated the order delivered last week by a Division Bench of Justices Ravi Krishan Kapur and Joymalya Bagchi.Alarming numbers The direction assumes significance as Bengal has recorded the maximum cases of trafficking in the country. According to the latest NCRB data, Bengal in 2016 recorded 3,579 cases of human trafficking (44%) among 8,132 cases recorded in the country. The Bench gave the order while cancelling the anticipatory bail granted to Sangita Sahu, owner of a hotel in Joka area, by a lower court.She is accused under ITPA, POSCO Act and sections of IPC dealing with human trafficking. The Bench noted that “the menace of trafficking of women and minors have assumed alarming proportions”, and expressed concern over the “lackadaisical manner in which offences involving commercial sexual exploitation of women and children like the present one are investigated, prosecuted and/or pursued”. The High Court’s direction has been welcomed by a number of non-government organisations working against commercial sexual exploitation of children and women.Saji Philip, director of operations, International Justice Mission, Kolkata, the organisation which aided the investigative agencies in the raid at Ms. Sahu’s hotel in September 2017 where 30 people were arrested, called the order a “fresh lease of life in dealing with cases relating to trafficking of children and women”. “This order will strengthen existential directives and aim at fixing the lacunae in each step of trafficking cases, including rescue, rehabilitation and prosecution,” Mr. Philip said.