Documenting Person-Centered Thinking & Planning for Your FamiliesAn excellent way to begin to document the process of Person-Centered Thinking and Planning is through a one-page description. In this document, the child, along with parents, caretakers, doctors, teachers, case-workers, therapist, or anyone else who knows and cares for the child, come together to detail the following:Things That Are Important TO MeThings That Are Important FOR MeHow You Can Support MeWhat You Love About MeAnything else you need to know… Person-Centered Thinking & PlanningPerson-centered planning is most helpful for parents of children with disabilities (those eligible for special education). However, we believe that this process can also be used for all children with special needs, particularly for military families who are facing the challenges of relocation.Person-Centered Thinking and Planning is a process based on what the child (the Person) wants in life. The most important aspect in this process involves deciding what is important to and for a person, which eventually leads to development of the child’s future plans. This process happens when a group of people that know and care about the child partner with the child to develop the plan. Note that all perspectives are important regarding what works and does not work for the child. Parents/guardians using a Person-Centered Thinking and Planning approach can determine when to begin this process based on the child’s growth and development. References:Helen Sanderson Associates, Person-Centered Thinking Tools.National Child Traumatic Stress Network (NCTSN) (2017). Retrieved on March 13, 2018.The Learning Community for Person-Centered Practices. Retrieved on March 13, 2018.This MFLN-Military Caregiving concentration blog post was published on April 6, 2018. Keeping this document updated is particularly helpful for military families who relocate and will need to share information with those who work with their child. This succinct document can lead to discussions and planning regarding how a person would like to be involved in the community, procures supports at school, etc. Additionally, the document details the manner in which the person would like to live life now and in the future. Written by Rebecca Bardenhagen, M.Ed. and Lakshmi Mahadevan, Ph.D.Month of the Military ChildApril is the Month of the Military Child, which underscores the important role that children play in the armed forces community. As the National Child Traumatic Stress Network (NCTSN) explains, “Care of military children sustains our fighting force, and strengthens the health, security, and safety of our nation’s families and communities” (2017, para. 1). This is a perfect time, therefore, for parents, caregivers, and service providers to focus on the military child with special needs. This entails thinking about the child’s future role in life, what strengthens the child’s health, safety and security and the child’s general life transitions. Particularly, this April we ask that you initiate a process called Person-Centered Thinking and Planning for the child. Person-Centered Thinking and Planning takes into consideration the child’s strengths, interests, needs and desires. Those who are familiar with this way of planning enable the child to make informed choices and become a fulfilled and productive member of the community. Download this example of Person-Centered Thinking & Planning and a template to create your own! Important To and ForDiscerning what is important to a person involves determining:What activities a person enjoys (swimming, movies, video games)Rituals and routines that are important (drinking orange juice each morning, taking the dog for a walk after dinner)Ways to relieve stress (listening to music, talking to a trusted adult, physical activity)Relationships (family, friends, teachers, service providers)Faith (participating in religious rituals, praying)Anything else that a person controls in life (participating in school meetings, choice of clothing, recreational activities)Important for includes things that are necessary in order to keep a person healthy and safe, both physically and emotionally. This may include:Medications (including knowledge of allergies)Diet and exerciseRegular doctor visitsNecessary medical equipmentEnvironmental safety measures may include:Comfortable seatingWell -lit areasQuiet zonesAwareness of allergensKeep in mind that discussions regarding what is important to and important for a person may change over time. This is especially so for military families as they relocate from one place to another. For this reason, keeping an ongoing discussion about these things is necessary as the military child with special needs grows and changes.Person Centered Thinking and Planning can lead individuals to become better advocates for what they need and want out of life. Ultimately, it empowers military families to allow their child with special needs to lead a more connected, healthy, and fulfilling life.
Do you frequently travel with your camera? Here are a few pieces of must-have support video gear for traveling video pros.Even seasoned traveling videographers and filmmakers can get stressed out when it comes time to pack up their gear. Check out this checklist of essential video gear for shooters on the move, plus some rules and tricks for getting through security faster.PowerImage from Philip BloomDepending on your location, you may not have access to electricity while you are shooting. Make sure you’re charged up and have plenty of batteries before arriving. Also, traveling with batteries is a huge pain in airports. You need to carry-on all of your batteries. Don’t put batteries in your checked luggage unless you want dogs sniffing your bags before a SWAT team destroys it.You need to know each batteries wattage as well. As long as each individual battery is under 100 Watts, then you shouldn’t have any problems in the airport. Passengers are only allowed to carry 2 batteries that are over 100 Watts. Also, make it a habit to put some gaff tape over the connection points. It puts security at ease, and will helpfully help you get through checkpoints faster.Don’t forget that you will also need to charge all those batteries when you make it back to a hotel. Be sure to bring battery chargers and surge protectors. If necessary, bring quality travel adapters, car chargers, and/or portable usb chargers for your phone and laptop.If you find yourself low on power in the middle of nowhere, you may have to get creative. Check out this video from Tim Johnson at Whitespace Films. He figured out a way to use his Canon LP-E6 batteries to power his Sony a7s. MemoryWait. So the first two things on a travel list are batteries and memory cards? YES! You will need a lot of them. It’s always better to have too many memory cards rather than not enough. If the cost of memory cards is a factor, then invest in a portable hard drive or at least some thumb drives. You’ll definitely want an external hard drive that does not need power. Just keep in mind that if you are constantly dumping footage in the middle of nowhere, your laptop battery will die. Are you starting to see the vicious cycle here?Don’t forget that you will also need a memory card reader. You’ll also want the cables to connect your card reader and hard drive as well. Bring an extra cable or two. They can get damaged or just stop working. If you are dumping footage straight to your laptop, you’ll certainly want to remember your laptop charger.LightLight kits are actually a hot topic among travelers. Some swear by packing them, and some tell you to rent on location instead. I fall in the middle category. If you are going somewhere that you can easily rent a light kit, it’s usually the better option. If you are traveling to remote areas without plumbing, you may have a hard time finding a rental house.I found the easiest thing to take are cheap video lights. If they get damaged in transport, it’s not a big deal. You can grab a cheap $30 video light and get by. It’s also a good idea to pack a flashlight or headlamp. A headlamp will help you search for gear in dark locations — and (if you are in a pinch) you can use that as a video light. Combine a cheap $30 light, a flashlight, and a cell phone, and you have the cheapest three point lighting system. Hey… if it works, it works.Don’t forget that lights need batteries. VICIOUS CYCLE!StabilizationAny videographer should know how important it is to have stable footage. Having stable footage while traveling becomes a real challenge. You’re most likely trying to pack as lightly as possible. You don’t want to carry around too much gear if you are hiking up mountains. Heck, I don’t even like trying to get all my gear to my car in the driveway. Compact is key.The type of shoot you’re on will determine what you need to bring. I am a big fan of monopods for travelers. They are so much easier to work with than just about anything else. If you are going to need a slider, then a monopod won’t cut it. I frequently use the travel size Kessler Stealth slider when I am abroad. It’s small enough to fit in my check bag, and I can carry it around pretty easily on location. If you are using a slider, you will also need to grab a travel tripod. Be sure that it can support the weight of the camera, lens, and slider. (Author’s Note: I am not sponsored by Kessler. I just give them my money.)A Glidecam is another option to stabilize your footage. Glidecams come apart fairly easily and are easy to pack. The difficult part is knowing how many counter weights you need to pack for you camera. You’ll really start to question yourself for carrying actual weights around in your bag. MoVI and Ronin are other choices as well, but I find that they don’t travel very well. They’re fantastic tools, but not the best for long distance.Cleaning KitWhen I say cleaning kit, I don’t mean just for your camera. Yes, you will need microfiber wipes, sensor wipes, cleaning solution, a brush, and a dust blower. Go ahead a grab a nifty little cleaning kit like this one from Giottos.On top of camera cleaning kit, don’t forget a first aid kit too. Don’t go for the cheap kind with bandages that slide right off. Invest in a decent quality kit, one that has alcohol wipes. You’ll never know when you’ll get a cut or roll an ankle. True story: I once partially dislocated my kneecap when traveling for a shoot. I got checked out and then hobbled my way to a drug store to buy pain pills and a knee brace. I spent the next day hopping around while shooting. Now my first aid kit always includes aspirin and a compression wrap.While on the topic of cleaning, don’t forget to pack toilet paper if you are going to a very remote location. You can even use it in the airport instead of relying on the so called paper that their bathrooms offer. In very remote locations, you’ll also want bug spray and sunscreen.BagsFinding the right bags and cases for traveling is going to be a trial and error process. It’s different for every person. The one thing I can certainly say is this: rolling bags are great for checked items and to get things to a hotel room. Other than that, they will be a curse. A rolling bag should never be your primary bag. Find yourself a quality backpack that you can wear all day long.Another thing to consider is your location. If you will be in a big city, thieves are on the lookout for camera bags and gear. Sometimes it’s best to use an inconspicuous hiking backpack. One that can still store the gear you need. You don’t always have to have a lens placed safely in a foam cube. You can wrap it in a t-shirt and be just fine.Messenger bags are great for when you don’t have to carry much gear at once. That’s why they are so popular amongst photographers who only need a camera, lens, and maybe a tripod. But if you are hiking long distances, do yourself a favor and properly balance your weight with a backpack. That audio equipment, laptop, and all the extra gear will take its toll on your body as you get tired.Bonus: Waterproof JacketA rain jacket is always handy. Obviously it’s great for rain, but you can also use it to cover up your gear. If the sun is beating down on you and you can’t see your monitor or screen, you can use a rain jacket to make a monitor hood. When packing for travel, always think of multiple uses for everything you have. Then you will save yourself the trouble of packing too much. Got any other must-have video gear in your travel kit? Share your knowledge in the comments below!
Audio syncing in Premiere Pro CC is an often-overlooked feature, but it can save you a lot of time when editing.Top image from LucasFilmAs professional filmmakers or videographers, we know that our time is money. The more we can streamline our workflow process, the better. One opportunity to do this is during the audio syncing phase. For many years I’ve used PluralEyes, which still works perfectly. Unfortunately, its $200 price tag can be a little much for some content producers. However, there is a solution found directly within Premiere Pro CC and its internal audio-syncing feature.The process of syncing audio in Premiere Pro CC is actually really simple to pull off. It’s also super flexible. In fact, the number of audio clips you can merge into video clips is quite impressive. Here’s the official count from Adobe:You may merge one or multiple audio clips to a single video or AV clip. The total number of audio tracks permissable in a merged clip is 16, including any combination of mono, stereo or surround 5.1 clips.Syncing Multicam FootageWe’re going to show you two ways of syncing your audio. First up is Dave Dugdale. Mr. Dugdale shows us how to take a multicam setup and sync that with higher-end audio. Dugdale drags and drops all of the needed footage and audio into the timeline and then highlights all of the tracks. Once this is done, he right clicks and selects synchronize.Video from Dave DugdaleSyncing Footage Merge ClipsI use RED cameras in my production workflow, which don’t natively capture audio with a built-in mic like DSLRs do. What I like to do is attach a small mic to the RED in order to pick up scratch-track audio, and then I get my final audio with a field recorder. In this video from Curtis Judd, we learn how to sync our footage/scratch-track audio with our field audio using the Merge Clips option in Premiere Pro.Again, the process is pretty simple. You just highlight your footage and audio tracks in the bin, then right click and select merge clips. If you’ve gone through and given yourself a night slate, clap or snap somewhere and the video and audio should sync up very quickly.Video from Curtis JuddHave you ever used this feature in your workflow? Are there any other features in Premiere Pro that you would like us to spotlight? Let us know your thoughts in the comments below!
Thinking about buying a new DSLR camera for video projects? Think again. Here are five reasons why videographers may want to avoid DSLRs.Top image via ShutterstockOver the last few years, DSLRs have slowly become overshadowed by their mirrorless camera counterparts. While professional photographers may disagree, mirrorless cameras have many advantages over DSLRs that make them great choices for indie filmmakers and video professionals. Don’t believe me? Here are a few reasons why you should not buy a DSLR next time you purchase a camera for video production.1. DSLRs Are OverpricedImage via Android AuthorityDSLR cameras are incredibly overpriced. Dollar for dollar, you’re going to spend almost double on a DSLR camera compared to a mirrorless camera. This is usually because DSLR cameras come from tried-and-true photography camera manufacturers like Canon and Nikon, whereas mirrorless cameras tend to come from companies that are not quite as accepted in the pro photography community, like Panasonic and Sony.As an example, you can purchase a brand new Panasonic GH4 for about $1,200 online. A GH4 will have 4k recording capabilities and give you the ability to shoot multiple recording formats. However, the comparable Canon 5D Mark III goes for about $2,200 and can’t record video in 4K. While the 5D Mark III is good for photography, it has to be hacked with Magic Lantern in order to access its full video functionalities. This inevitably leads to annoyances on set and in the editing bay.2. DSLRs Are BulkyImage via Photography ConcentrateWhen it comes to filmmaking, camera size doesn’t typically matter. At the end of the day, it comes down to the quality of footage you’re getting. However, there’s something to be said about shooting on a highly portable camera, especially at weddings and other live events. If you’re going to be shooting all day on a shoulder rig, Glidecam, or Steadicam, you probably don’t want to be using a gigantic camera like the URSA mini or even a larger DSLR.This is where mirrorless cameras come into play. Because mirrorless cameras don’t have a mirror-box mechanism, they’re smaller and lighter than their DSLR counterparts. This will make it much easier on your arms if you’re shooting for long periods of time.3. Mirrorless Cameras Are More RevolutionaryImage via B&HThere was a time when DSLR cameras were at the cutting edge of camera technology — but that’s no longer the case. Mirrorless camera manufacturers are capable of updating their cameras much quicker than DSLR camera manufacturers.Just look at the Sony a7S series of cameras. In a little over a year, Sony was able to create the a7S, a truly revolutionary low-light camera, and create a second version that added 4k recording and increased frame rates. Canon and Nikon, on the other hand, have been very slow to update their cameras. For example, the Canon 5D Mark III hasn’t been updated in over four years.4. Mirrorless Cameras Are FasterImage via ShutterstockThe interface on mirrorless cameras tends to be much faster to use than the interface found on DSLRs. In general, whenever you want to shoot on a mirrorless camera, you can be up and running in just a matter of seconds. However, to go from powering up to recording video on a DSLR, it’s typically going to take you longer. While this isn’t that big of a deal when shooting a narrative film, it could be the difference between getting that perfect shot or missing it completely when shooting a documentary.5. DSLRs FORCE You to Watch Video on an LCD ScreenImage via ShutterstockBy their very nature, DSLR cameras will not allow you to look through the viewfinder when recording video. This is because the mirror-box mechanism of a DSLR has to lift up and block the viewfinder from seeing what’s coming through the lens. This probably doesn’t make much of a difference if you’re shooting indoors — but on a sunny day, you might have a difficult time seeing what’s on your screen. This is where mirrorless cameras begin to shine.On a mirrorless camera, you can simply look through the viewfinder or the LCD screen. DSLRs, on the other hand, only show you what’s coming through your lens when looking through the viewfinder, and not what’s hitting the camera sensor. This is usually a bigger deal when shooting photography, but if you read this blog, chances are you probably shoot a little photography as well.Do you still prefer to shoot on DSLRs or have mirrorless cameras become your tool of choice? Please share your thoughts in the comments below!
Curious about the cameras used to shoot current hit HBO series? Here are the various camera packages and the series using them.For decades, HBO has set countless standards for the rest of the television world, one being the final look of their Original Series. The cable giant has long relied on film standards to elevate their television productions. Their major blockbuster series, Game of Thrones, is no exception.Take a look at what goes into shooting an HBO show.Game of ThronesGame of Thrones set via HBO / ARRI.The Game of Thrones series has primarily relied on the ARRI ALEXA but will, occasionally, use other cameras for VFX-heavy sequences or specialty setups. Fun fact: the ALEXA used in the first season was actually a prototype, as the camera had not yet been officially released.Game of Thrones Camera Package:ARRI ALEXAARRI ALEXA MiniRED EPIC DRAGON (of course it was a dragon!)LensesCooke S4Angenieux Optimo All images via HBO.Looking for more industry coverage? Check out these articles.SXSW Panel: How to Get People to Care About Your Film7 Master Cinematography Techniques from Iconic DirectorsThe Secrets Behind Apollo 11’s Success Are a Story All Their OwnInsights into the Cinematography of the Award-Winning Doc-Series “Tales By Light”Industry Interview: The Composers Behind American Gods In his interview with Mandy, Veep cinematographer David Miller shared this wonderful tidbit:[It] was interesting because there was no rhyme or reason as to the way Veep was laid out. It was kind of chaotic, there was no staging.On the first day, they rehearsed the material for a long time. They were like, “Great, okay, we’re going to go now. Light it.” I’m like, “Wait a second, we’re not quite done.” So, I said we had to change some of the blocking, to make it work. They were so used to doing whatever they wanted. I said, “Well no, you’ve got to say that line here, don’t make that false move, say the line and then move away, but don’t go to this side, go to the other side of the room,” and all that.Julia was a little bit reticent, at the beginning. She said, “You’re trying to control us.” I said, “Well no, I’m just trying to lay it out photographically, so it can all play in one, big thing.” After about a week, when they started to realize: everything cuts together now — everybody’s looking the right direction — the lighting looks so much better. They were like, “Ok, we get it.”In the end, the funny thing is, after changing most of it, and going through it, I won the Emmy.Miller went on to say more:Even though it’s documentary [style], it doesn’t have to look bad. There’s a way to make it work, and it really comes down to all of the staging. Figuring out the staging so that everything falls into place. It’s pretty simple to do, but you just have to be willing to do it.Take a peek at the set, in this behind-the-scenes video. BarryImage via HBO.Barry Camera Package:ARRI ALEXA MiniOptimo zooms, 15-49, 28-76, and 45-120Leica SummiluxDirector Alec Berg with DP Paula Huidobro. Image via John P. Johnson / HBO.In an interview with IndieWire, DP Paula Huidobro stated the following:We chose ALEXA because of the natural and beautiful skin tone rendition of the camera, and also, because of its exposure latitude. I wanted the light to be as soft as possible and my gaffer, Paul Mclevine, and I decided to go with a more old-school approach, using Fresnels, booklights, and Chinese lanterns, instead of the LED technology, which is now the norm. We liked the warmth of the source and glowy quality it would have on the actors’ faces. We had big sources through the windows, with 20Ks set on motors that were easily adjusted. I like soft sources, but keeping the light shaped in an interesting way. I didn’t ever want to drift into flat, comedic lighting.WestworldImage via John P. Johnson/HBO.“Doesn’t look like anything to me.”Westworld Camera Package:ARRICAM ST and LTARRIFLEX 235 (drone)LensesARRI Master PrimesAngenieux Optimo zooms VeepImage via HBO.As Veep cinematographer David Miller says, “Even though it’s documentary [style], it doesn’t have to look bad.”Veep Camera Package:Arri Alexa PlusLensesCooke S4Angenieux Optimo True DetectiveTrue Detective season three set via HBO.It should be no surprise that, with the wildly different seasons, True Detective has relied on different cameras for each season. Seasons 1 and 3 were captured on Panavision cameras, while Season 2 went with an ARRI.True Detective Camera Package:Panavision Panaflex Millennium XL2 (Season 1)Panavision PrimoPVintage LensesFilm used: 35 mm (Kodak Vision3 50D 5203, Vision3 500T 5219) InsecureImage via Justina Mintz / HBO.Insecure Camera Package:ARRI ALEXA MiniCooke S5i lensesIn their interview with IndieWire, DP Patrick Cady said the following:The show is very location-based, and the shallow depth of field, on a wider lens, can bring about that moment where you know where the characters are, but they are still lifted off of the background. Their story is in a place, but it connects to all of us, in our worlds, because we are concentrating on the wonderful cast. I think it helps the audience feel connected to the show. The ALEXA has a wonderful sensor. I don’t think I’ve ever been disappointed in it, and it did a great job of handling the color palette of the Kiss ’n Grind party — a key part of the “Hella LA” Episode — as well as, the hard LA sunlight.More reading on the production of Insecure:Keeping ‘Insecure’ lit: HBO cinematographer Ava Berkofsky on properly lighting black faces — MicInsecure DP Ava Berkofsky on Avoiding “Seinfeld Shots,” Faking Coachella and Lighting Mega-Churches — Filmmaker Magazine 35 mm film (Kodak 5203 50D, 5207 250D, and 5219 500T)Image via John P. Johnson/HBO.Westworld cinematographer John Grillo revealed the following in his interview with IndieWire:The opportunity to shoot on film doesn’t come often, so when I was hired for Season 2 of Westworld, I was both excited and a bit nervous, as I had not used it in a long while. That nervousness disappeared when I started watching dailies. Not only was the latitude of the film mind-blowing, but the one thing I noticed right away, that I hadn’t seen for the longest time shooting digital, was the exquisite way that film renders skin tones. The color and texture were just right. We shot a lot of day exteriors in harsh sunlight. Film brought another dimension to the landscape, and our characters’ close-ups. You could feel the softness of Dolores’s skin; you could almost touch every line on the Man in Black’s face. With digital, it can be a struggle under those conditions and subject to myriad of interpretations in color correction, but film is unique.Westworld is also believed to be the first production to shoot on 35 mm film with a drone. In an interview with Filmmaker Magazine, DP Darran Tiernan had the following to say:There’s a great company from Australia called XM2 that Paul Cameron and A-cam operator Chris Haarhoff used when they worked together on the last Pirates of the Caribbean film. They said it was amazing, because sometimes on those pirate ships, they couldn’t get a crane where they wanted and the XM2 guys would set up the drone and, basically, do a crane shot with the drone.For our shots, we flew an [Arriflex] 235, which used 200 foot rolls. So, you’ve only got about a minute and 50 seconds worth of runtime per roll, which is a bit nerve-wracking. John Grillo shot Episode 10, and I believe by that time, XM2 had developed a system that allowed them to use the [Arriflex] 435, in the drone. There’s still aerial helicopter stuff, this season, that Jonah and Paul shot in Utah, which is beautiful. But we did drone work, as well, which is cheaper than the cost of having an aerial unit.More reading on Westworld’s production:“There Is a Reverence On Set When the Camera is Spitting Film Through its Gate”: DP Darran Tiernan on Westworld, Season Two —Filmmaker Magazine‘Westworld’ DP Paul Cameron: A Camera Is Just Another Film Stock — VarietyHBO’s ‘Westworld’: Cinematographer Paul Cameron on Getting ‘Fearless Coverage’ on 35mm Film — No Film SchoolVideo – Westworld: “First ever use of a [35mm] film camera on a drone” — Reddit More reading on True Detective filming:The Lenses Make the Look on True Detective — PanavisonHow we got the shot: Cary Fukunaga on True Detective’s tracking shot — The GuardianHow True Detective’s Cinematographer Got These 9 Shots — VultureGet a glimpse of the Season 3 set from HBO. Panavision Millennium DXL (Season 3)Panavision Primo, Primo Zoom and Ultra Speed Z-Series MKII Lenses In regards to the look of the series, one of the shows first DPs Alik Sakharov revealed the following:The tone of this series had to be a little bit more expansive than most TV shows. We didn’t want it to feel claustrophobic. We were, basically, trying to explore as many filmic possibilities as we could, and structure shots to create the depth and breadth of a feature film. I, also, explored the idea of under-lighting certain scenes, which allowed us to concentrate the eye on where the action is happening, as opposed to lighting everything in one, big wash of light. I have to say that the ALEXA was instrumental in getting this stuff. I never thought I would be singing praises to HD technology, and yet, there I was — utterly enamored by it.As for the scenes using RED cameras, certain Iceland locations in Season 4 were unsafe for Steadicam operators. Cinematographer Robert McLachlan and crew turned to the carbon fiber 6K RED EPIC DRAGON, since the camera was light enough to be used with Freefly MoVI M10 rigs.More great reads on Game of Thrones production:Game of Thrones’ cinematographer breaks down the ‘dragon-induced Armageddon’ in The Spoils of War — The VergeALEXA wins the “Game of Thrones” — ARRIDRAGONs on the set of Game of Thrones — RED Director Alex Graves Talks Shooting the “Purple Wedding” — ColliderFor additional camera work, check out this behind-the-scenes look at Season 6. ARRI ALEXA XT Plus (Season 2)Panavision B-, C-, E-, G-Series and ATZ Lenses
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.Recently I dropped into a salesperson’s sales force automation to look at a couple of opportunities. What I found was disappointing.The first deal had five stakeholders attached to it. I was inspired. But other than names and contact information, there was nothing useful there. There was a record of the dates and times of meetings and phone conversation, but not a word regarding the content of those calls. The salesperson lost the opportunity the last time they competed for it, and what I found in the sales force automation was less than helpful in understanding what happened or why.The second opportunity was worse. There was only one stakeholder on the deal, and that one was from outside of the company. There wasn’t single note, but there was an attachment. That attachment was the pricing they emailed the prospective client. Uninspiring.You hate your sales force automation because you believe it only serves management and their forecasts, and you’re mostly right. You hate it because you think it is unnecessary data entry work, and you couldn’t be more wrong.How To Use Your Sales Force AutomationIn that first deal, I wanted to know what each of the stakeholders wanted or needed, what were their individual preferences, who was engaged, who had influence, who had authority, at what stage of the buying cycle they were in, what were their challenges, what would motivate them to buy, what would keep them from supporting us, the questions they asked in meetings, and any email correspondence (which could have easily been forwarded to the software).I would want to know who won the deal last time, why they won, and any communication that occurred with the company between the date the salesperson lost the deal and the day I popped in to look at it.Your sales force automation is a record of your relationships. As you sell, you gather tons of information, information that may later prove useful, information that may later help you appear as if you have command of the details, information that gives you context for future discussions.Don’t be lazy. Don’t be short-sighted. Use your sales force automation to help you sell better. You’ll soon discover that management buys it for the forecasts, you use it to help you manage your relationships and win deals.QuestionsDo you use your system like it belongs to you or your management?Who made the decision to use it that way? Is it serving you?What records would keep? Where should you keep them?No matter how good you believe your memory is, it’s not better than a computer.
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now Every week or two I receive the following question: “Aren’t you worried about your competitors stealing your content?” If that isn’t the question, then it sounds like this: “How did you come to terms with publishing, knowing that your competitors would have access to your work?” This question gets to what is at the heart of so many failed content marketing strategies: fear.Listen, if you are going to have a content marketing strategy, the greatest mistake you can make is withholding. Your content is not going to be interesting, compelling, or useful if you withhold your ideas, your insights, your experience, and your personality. .Here is the math.Be KnownOne of the reasons content marketing is such an effective strategy is that it allows you to be known. Developing and producing content provides you with an opportunity to be seen by your prospective clients or customers. It creates awareness.But when you withhold and instead develop content you believe to be safe, it isn’t interesting or useful, and it isn’t likely to be seen or read. It’s almost certainly not going to be shared. When you withhold your best content, you waste the opportunity to be known.It is better to be known than to be unknown. Obscurity isn’t a marketing strategy. Safe is dangerous.Be A Value CreatorIf you want new customers, it isn’t enough to be known. You have to be known for the value that you create. This is what differentiates and defines you in a marketplace with a glut of offerings that look like yours.When you withhold, you deprive your prospective client of understanding how you create value. You derive them of the experience of what it might be like to work with you or buy what you sell. They can’t tell what you believe is important and why.It is better to be known as someone with the chops to help than it is to be known without being known for your special something.Everything Is KnownWell, not everything is known. But most anything that you believe is a unique and original idea that is too valuable to ever publish is known. Only the most arrogant or the delusional believe that they have the market cornered on creativity and new ideas.Even though much is known, what isn’t known is your take on things. You have ideas. You have opinions. You believe that some things are more important than others. Share that.You don’t need very many original ideas, but you do need to share your take on the big ideas, the big principles, and all the things you believe. Withholding what you believe makes your content uninteresting.Your Competitors Have Their Own IdeasBelieve it or not, your competitors have their own ideas. Some of them believe their ideas are better and more powerful than yours. Some of our competitors believe you are flat-out wrong and would never dream of “borrowing” one of your ideas.You don’t have to spend much time worrying about copycats stealing your content. Your concern is better saved for your competitors with chops of their own out garnering their own attention and establishing themselves.Sometimes we fear on the wrong danger. We fear publishing because we worry about releasing our ideas into the wild where our competitors will have unfettered access. The greater fear should be in not publishing and eliminating any possibility of being known and being recognized as someone who creates value.
You believe your product is to blame for poor sales. Or maybe you believe it is your pricing or your irrational competitor. But isn’t any of those things. It’s how you sell.
Uttar Pradesh Director General of Police Sulkhan Singh has asked officials to book those accused of cow slaughter or trafficking in cattle for slaughter under the National Security Act (NSA) and the Gangsters Act.“Cow slaughter and transportation of cattle for slaughter must be strictly prevented,” Mr. Singh told SPs and SSPs.This is not the first time that the State government has promised stringent punishment for cow slaughter.In 2014, the Akhilesh Yadav government gave its approval to slap the Gangsters Act and the Goondas Act on those accused of cow slaughter. The State government had made an amendment to the Acts to include the offence.Soon after taking charge in April, Mr. Singh vowed “strict action” against those involved in “vigilantism” for cow protection and asserted that no citizen had the “right to intervene.”However, his latest note to district police chiefs, comprising over 30 points, including instructions on handling cow slaughter, does not mention vigilante groups or the self-designated ‘gau rakshaks.’‘An intimidation’U.P. vice-president of the All India Jamiatul Quresh, Shakeel Qureshi, says that by issuing such orders, the State police were further intimidating those involved in cattle trade.“Such rules harass those involved in the business,” said Mr. Qureshi.He demanded that if those accused of cow slaughter or trafficking in cattle were to be booked under the NSA and the Gangsters Act, similar action should be taken against vigilante groups.
A crisis has been unfurling in Darjeeling following the GJM’s call last week for an indefinite shutdown from Monday. Even as a semblance of normality seemed to return on Wednesday, the situation took a turn for the worse on Thursday.
Sukma, where Maoist insurgency and ancient myths dominate The joint team, comprising personnel from STF, District Reserve Guard (DRG) and CoBRA (Commando Battalion for Resolute Action), was carrying out anti-Naxal operations in Chintagufa area, around 500 km from Raipur, he said. The team members were cordoning off a forest patch in southern part of Chintagufa when they came under fire from a group of Naxals, the IPS officer said. The security forces retaliated, triggering an exchange of fire, he said. The DIG said on getting information about the gun battle, reinforcement was rushed to the spot and efforts were on to evacuate the injured jawans. Further details were awaited, he added.On April 24, 2017, 25 CRPF personnel were killed in a Naxal ambush in Burkapal area under Chintagufa police station of limits of Sukma. Five special task force personnel were on June 24, 2017 injured in a fierce gun battle with Naxals in the dense forests of Chhattisgarh’s Sukma district, police said. The encounter is still on, they added.The exchange of fire is under way between a joint team of security forces and ultras in the interior forests of Chintagufa police station area, DIG (Dantewada range) Sundarraj. P told PTI. “As per the preliminary information, five STF jawans have sustained injuries in the encounter,” he said.Also Read
Anil Kumar, a resident of Ambehta village in Saharanpur has approached the local court requesting action against the police for “illegally” picking him up from his home at midnight and arresting him without any evidence.Mr. Kumar was arrested in connection with the caste clashes between the dominant Thakurs and Dalits in the last week of May. Later the Special Investigative Team constituted to probe the violence during the caste clashes, found him and eight others, innocent. He was released last week.Plea for FIR against copsAfter his release, Mr. Kumar filed a petition in the local court with a plea to file an FIR against the Superintendent of Police, Rural Saharanpur, Vidya Sagar Mishra and the Station House Officer of Badgaon police station (under which Shabbirpur falls), Munendra Singh. The court has fixed July 10 as the next date of hearing when the police is expected to submit a reply.Mr. Kumar was not the only one against whom the SIT found no evidence. The probe showed that eight persons, arrested on charges of rioting and killing a person on May 23, were innocent. The eight, released after the SIT declaration, include two of Mr. Kumar’s nephews, Rohit and Abhishek, and his neighbours Harpal and Amrish.In his plea Mr. Kumar asked why he had been arrested when there was no evidence against him. He claimed his arrest had damaged his reputation in the society and was a “source of pain and trauma”.“It seems that the police arrested me despite knowing that there was no evidence against me. Even if one assumes that it can be a mistake in my case, then what is the explanation behind arrest of eight people without any evidence? Why it takes an SIT to show that our arrest was done without any evidence?” were some of the questioned raised by his plea.Beaten, humiliatedMr. Kumar who was in jail for over a month, spoke to the media after filing the case. “We were beaten badly by the police, which misbehaved, abused and humiliated us. What if there was no SIT to probe the caste violence? We could have stayed in jail for years till it was proved the cases slapped against us were fake and fabricated,” he said.He also alleged that there was pressure on him from the police to withdraw the case and threats of being framed in other false cases. The local police have vehemently denied the allegations.
The Maharashtra government on Wednesday assured the State Legislative Council that caste panchayats of the Kanjarbhat community would face action if they compelled newly married women to undergo a ‘virginity test’Action would also be taken if the panchayat members were found to be interfering in cases of rape and sexual harassment, said Minister of State for Home Ranjit Patil.The Minister was responding to a calling attention motion tabled by Shiv Sena’s Neelam Gorhe.‘Hurts women’s dignity’The Kanjarbhat community’s custom, in which newly married women are expected to undergo a test to prove that they were virgin before marriage, hurt women’s dignity, Mr. Gorhe said.She also alleged that these panchayats also tried and settled cases of rape and sexual harassment outside the court.‘File criminal case’“Cases should be registered against them (panchayat members). Conducting a virginity test and announcing its result publicly is a violation of woman’s right to privacy. Her virginity status should not be disclosed to the public,” Mr. Gorhe said.Mr. Patil said police would be asked to register a criminal case if a panchayat forced a woman to undergo a virginity test.Awareness meet“The government will also take action if caste panchayat members are found interfering in cases of rape and sexual harassment,” he added.“We will hold a meeting of caste panchayats and social activists next month to create awareness about the issue,” Mr. Patil said.
Prime Minister Narendra Modi said several women had left an “indelible mark in the history of mankind” through their “exemplary deeds” and paid tribute to the late Kunwar Bai, the mascot of his flagship Clean India mission.In his Twitter posts, the prime minister also urged people to write about women who had inspired them and use the hash tag ‘#SheInspiresMe’.Through their exemplary deeds, several women have left an indelible mark in the history of humankind. They continue to inspire generations. I urge you to write about some women who inspire you. #SheInspiresMe, Modi tweeted on International Women’s Day. Lauding Kunwar Bai, who passed away at the age of 106 earlier this year, the prime minister said she sold her goats, reportedly her only asset, to build two toilets at her home in Chhattisgarh’s Kotabharri village. Her contribution towards Swachh Bharat (Clean India) cannot be forgotten , he said I will always cherish the time when I had the opportunity to seek Kunwar Bai’s blessings during one of my visits to Chhattisgarh. Kunwar Bai lives on in the hearts and minds of all those who are passionate towards fulfilling Bapu’s dream of a clean India. #SheInspiresMe, he added. The prime minister also shared photographs and a video clip of him felicitating Kunwar Bai during a programme in the state two years ago.
Jammu and Kashmir Chief Minister Mehbooba Mufti on Sunday assured a delegation of Kashmiri Pandits that she would place before Prime Minister Narendra Modi on Monday their long-pending demand to reopen the Sharda temple in Pakistan-occupied Kashmir (PoK). Ms. Mehbooba met the delegation, headed by All Parties Migrants Coordination Committee (APMCC) chairman Vinod Pandit, at her residence, the organisation representing Kashmiri Pandits said in a statement here. They raised with the chief minister their long-pending demands for reopening the Sharda temple in PoK and creating a welfare board for Kashmiri Pandits. The chief minister responded positively and assured to take up the matters with the prime minister tomorrow, the statement read. Sharda Peeth, an abandoned Hindu temple located in Sharda village, is situated along the Neelam River in PoK near the Line of Control. It was a major centre of learning at par with the ancient seats of learning Nalanda and Taxila.
Union Minister for Road Transport, Highways and Shipping Nitin Gadkari on Tuesday unveiled plans for holiday cruises from Mumbai to Bali, Indonesia, via Kochi and Andaman and Nicobar. He also said that norms for sea plane operations would be finalised shortly.The minister, speaking to the press on the side lines of a government function in the city, said that Indian tourists visit Singapore, Bangkok, Bali, and that a lakh of Indian tourists travel to Singapore to take cruise holidays; instead they could take a cruise there. “This will become a big tourism attraction. Our effort is to develop cruise tourism here.”On the seaplane tourism initiative, Mr. Gadkari said, “All rules have been formalised by Air Traffic Control authorities. It will be finalised this month.” He also said that a convention of travel and tourism operators was being organised in Mumbai to discuss development of the holiday cruise industry along the Western coast.
A exercise to update the National Register of Citizens (NRC) will be conducted in West Bengal if the BJP comes to power in the State, party general secretary Kailash Vijayvargiya said here on Saturday. “The NRC will definitely be conducted in Bengal if the BJP comes to power here as it is also facing severe infiltration issues,” Mr. Vijayvargiya told presspersons at the BJP State headquarters. He said the exercise was required not only in West Bengal but also in all metro cities in the country.‘Backing infiltrators’He criticised West Bengal Chief Minister Mamata Banerjee for opposing the NRC update in Assam, and accused her of “siding with infiltrators” for the sake of votes.“I want to ask Mamata Banerjee why she is siding with infiltrators. Unfortunately some people are more concerned about indulging in appeasement policies and vote bank politics than the progress of the nation. The prime example of such mentality is Ms. Banerjee,” Mr. Vijayvargiya said.He accused the Chief Minister of double standards on the infiltration issue. As an MP, she flung papers at the Speaker’s podium after an adjournment motion over Bangladeshi infiltration into West Bengal was rejected in the Lok Sabha on August 5, 2005.“What happened in the past 13 years that you [Ms. Banerjee] have made a u-turn and is siding with the infiltrators,” he asked.BJP State president Dilip Ghosh told The Hindu that an NRC exercise was “necessary” in West Bengal as more than one crore infiltrators resided in the State. “Earlier the Communist Party of India(Marxist) used the infiltrators [for political mileage] and now Mamata Banerjee is using them,” he said. TMC protestsThe Trinamool Congress organised a State-wide protest against the detention and alleged assault of a delegation of party MPs and MLAs at the Silchar airport by the Assam police. Senior party leaders led marches against the Centre. Minister Subrata Mukherjee said the protests would continue on Sunday.
A youth was killed and another injured after security forces allegedly fired on protesters during clashes in Jammu and Kashmir’s Pulwama district on Monday.The forces launched a cordon-and-search operation in over a dozen villages in Pulwama in the morning, following information about the presence of militants in the area, a police official said.At the time of the operation, a group of youth started pelting stones on the forces in some places. Two persons were injured in firing by the forces during clashes in Gusoo village, the official said.The two were taken to a hospital, from where, one of them, Fayaz Ahmad Wani, was referred to the SMHS Hospital here. Wani was, however, declared dead at the hospital, he said.Clashes between the protesters and security forces were going on when last reports came in. The search operation is in progress, he added.Separatists in Kashmir on Monday called for a boycott of the panchayat and urban local body polls scheduled to be held from next month.A statement in this regard was issued after a meeting of the Joint Resistance Leadership comprising separatists Syed Ali Geelani, Mirwaiz Umar Farooq and Mohammad Yasin Malik at Mr. Geelani’s residence in Hyderpora. It alleged that the Centre wants to thrust panchayat and municipal elections upon the people of Kashmir and that “New Delhi has never believed in empowering the people of J&K or the institutions here.” Elections have “only been a means to further strengthen New Delhi’s hold on J&K”, the statement alleged.Despite similar calls for boycott by separatists, Jammu and Kashmir registered its highest voter turn-out in the last 25 years during the 2014 Assembly election, with an estimated 65% of electorate casting their votes. The last panchayat election in the State were held in April-May 2011, with a record voter turnout of 80%. The panchayat elections were scheduled to be held in 2016 but were put off due to unrest in the Valley.
Mizoram’s ruling Congress party on Monday expelled R. Lalzirliana, three days after the veteran politician resigned as the poll-bound State’s Home Minister.Mr. Lalzirliana, a vice president of the party’s State unit, was regarded as the most influential Congress leader in Mizoram after Chief Minister Lal Thanhawla, who would be completing his second successive term when elections to the 40-member assembly are held by the year end.“We had to issue the expulsion order for the larger interest of the party and under the present circumstances,” C. Lalpianthanga, chairman of the disciplinary action committee of the Congress’s Mizoram State unit said in a statement, explaining the rationale behind the party’s decision. Mr. Lalpianthanga added that the party had tried to avoid expelling Mr. Lalzirliana, 69, who had been a “pillar of strength” and a “guiding force”.The Mizoram Pradesh Congress Committee (MPCC) had on September 14 served a show-cause notice to Mr. Lalzirliana — hours before he announced his resignation from the State Cabinet — asking him to clarify several statements reportedly made by him to the local media that could ‘affect the integrity’ of the party.There has been speculation in the local media in recent days that Mr. Lalzirliana may be set to join a rival party, with the most widely talked about possibility being the Mizo National Front (MNF). The MNF is a member of the North East Development Alliance of regional parties helmed by the Bharatiya Janata Party.While MNF president and former chief minister Zoramthanga has indicated Mr. Lalzirliana could join his party, speculation of a possible move to the National People’s Party also gathered momentum after Meghalaya’s Deputy Chief Minister Prestone Tynsong called on him at his residence in Aizawl last week.Mr. Lalzirliana, who is yet to spell out his plans, has, however, insisted that the recent chain of events had been triggered by his unwillingness to compromise over his demand for declaring Saitual and the area it administers a full-fledged district.“The Chief Minister had promised to upgrade Saitual into a district but failed to do so,” he said.Saitual is the major town of Tawi constituency that Mr. Lalzirliana has represented for four terms.Separately, the portfolios handled by the expelled leader including the crucial Home, Excise and Power ministries were put under the direct charge of Chief Minister Lal Thanhawla, according to a notification from the State government.
Over a week after they showed black flags to Gujarat Chief Minister Vijay Rupani during his visit to the city, three students of Lucknow University may face administrative action. The university administration has served show-cause notice on them, saying their action “not only affected the peace and order but also tarnished the university’s image.”The three students were among the seven arrested after they showed black flag as Mr. Rupani’s convoy passed on October 15. They were protesting against the violence unleashed on migrant workers from Uttar Pradesh and Bihar in Gujarat.‘Fear and terror’ The university said the act showed the students were out to create an “atmosphere of fear and terror” on the campus and in the city. The students are Amar Yadav, B.A. first year; Anurag Pal, M.A. first year; and Mahendra Yadav, M.A. first year. They are also members of the Samajwadi Chhatra Sabha, the students wing of the Samajwadi Party.Mahendra accused the university of being vindictive as the administration had taken action against the protesters. Moreover, the protest was staged 200 metres away from the university, near Hanuman Setu. “We were raising our voice against the violence faced by migrant workers in Gujarat,” he said. Mahendra was among the eight who spent almost a month in jail last year for showing the black flag to Chief Minister Yogi Adityanath. While the notice does not specify the quantum of punishment, it says their admission will be cancelled if they fail to respond to the notice.LU spokesperson N.K. Pandey said the university would decide on the punishment on the basis of their explanations. He admitted that the incident did not take place on the campus, but the university’s disciplinary rules applied to them as they were still students.”If you are doing it (waving black flags), being a student and in front of the university, it does reflect on the image of the university on what we are doing academically. Are we producing these kinds of students,” Mr. Pandey asked.