International Communications Leader: Jim Cathcart - Research Paper Example

Name International Communications Leader: Jim Cathcart Institution Date Abstract International communication requires adeptness in public relations to engage audiences in initiating different thought processes that are not traditionally their norm (Thussu, 2006). Public relations are a skill that involves influencing people’s perspectives to adopt divergent views for growth, development, and success. The Leaders Institute (2014) indicates that it is possible to create leaders and enhance organizational teamwork through proper training and awareness creation. Jim Cathcart is well-known international public relations professional, well known for his multi personal intelligence approach, the concept of relationship selling, and the Acorn principle. Businesses, individuals, stakeholders, and investors have benefitted from his concepts. His perspectives on relationship have revolutionized the concept of selling through attracting, building, maintaining, and enhancing relationships between salespersons and customers. This ensures they always come back and recommend others. The Acorn principle follows a close stepwise training approach that aims at helping individuals realize their potentials and establish mechanisms to explore, grow, succeed, and improve their lives and businesses. International Communications Leader: Jim Cathcart Literature Review International communication and public relations are disciplines that aim at initiating varied thought responses targeted at empowering individuals, business leaders, and individuals to improve their lives. This field has received substantial research including the establishment of public relations institutes, such as the IPR.org.uk. Numerous journals, articles, and books covering public relations are also available. This paper encompasses a multidisciplinary approach that entails public relations, communication and management, leadership, decision-making, selling, and marketing. The paper has adequately discussed Jim Cathcart’s works as the international communicator discussed. Literature reviewed seeks to expound concepts of relationship selling, decision making, intelligence principles, and the Acorn principle. This provides an adequate all-inclusive research from diverse resources, creating a multiplatform comparison and verification of works related to Cathcart and his concepts. Most literature reviewed is related closely to the topic of discussion. That notwithstanding, more research will help to improve the field of international communication, public relations, leadership, marketing, and management. Introduction International communication refers to the process of communicating across international borders. The need for international relations arose because of increased influences and effects of globalization. The concept of international communication relates closely to public relations. Public relations are fields that deal with the practice of controlling, managing, and disseminating information between individuals, organizations, and the public. Public relations may also involve the aspect of influential individuals or organizations gaining an exposure to their audiences by the use of public interest topics, relevant news issues, and other subjects that do not necessarily entail direct payment. In most instances, public relations aims at persuading investors, business leaders, employees, stakeholders, and the public to maintain or agree with a particular perspective, leadership style, products, or political affiliations. International communicators and public relations’ leaders engage their audiences by speaking at winning industry acclamations, conferences, media, and communication with employees. Therefore, international public relations refers to the social science and art of trends analysis coupled with predicting outcomes, implementing action plans, and changing viewpoints to serve both public interests and organizational objectives. It helps organizations, publics, and stakeholders to adapt to each other in mutually beneficial ways. Jim Cathcart has a rich international public relations profile; believes in at least seven multiple personal intelligences and is credited for popularizing the concepts of relationship selling and the Acorn principle as models of improving sales and productivity sustainably. Jim’s Profile Jim Cathcart’s career did not start out as it is currently. Through effort, commitment, and motivation, he changed his perspectives about life and success to become a global sales public relations leader, winning the ‘Top Five Sales Speaker’ five times straight between 2010 and 2014 (Cathcart Institute, 2014). In addition, he is also a Certified Speaking Professional (CSP), a previous president of the National Speakers Association and a Hall of Fame Speaker (CPAE). According to the Cathcart Institute (2014), Jim started out as a clerk with barely any connections to make him successful. He learned to succeed gradually. He started by improving his communication strategies over a period of several years to become a global leader and respected international public relations communicator who motivates business leaders and his audiences to explore their inner strengths to become successful. Great leaders always devise strategic communication mechanisms to communicate with their audiences effectively (Raupp & Hoffjann, 2012; Thussu, 2006).According to Jim, the challenge of leadership lies with motivation abilities and not leadership skills. The greatest challenge is “getting the people to want to do what need to be done” (Cathcart Institute, 2014). Within a sales department, a similar concept applies. It is neither price negotiation skills nor the knowledge of products that creates success in sales; drive does. According to Jim, drive is the motivation that brings individuals and sales staff to action, generates the needed energy, provides strength for resisting failure, and creating enthusiasm that influences people to make purchasing decisions. Jim indicates that business leaders, individuals, and investors need to be smart in their decisions and ways of thinking to become successful in their undertakings. Smart, according to Jim, is an individual’s ability to provide solutions to problems, being sharp, and quick in understanding things. Jim does not believe quickness should be a measure of success. From his perspective, world’s great discoveries culminated from critical thinking and creativity. For example the discovery of the light bulb took Edison Thomas numerous attempts before he finally managed (Cathcart Institute, 2014). The Seven Multiple Intelligences All individuals can become as great as they please according to the extent of their smartness. Jim recognizes seven important intelligences that all individuals possess and those that can make them successful in whatever they choose to undertake. According to him, individuals possess a minimum of seven distinguishable multiple intelligences, which can help individuals to become smart and successful. Furthermore, individuals’ smartness may be higher or lesser depending on the person. Sources indicate that smartness, intelligence, public relations, and critical thinking are prerequisites for successful business leadership, improved productivity, and enhanced cost effective operational processes (IPR.org.uk. 2012). The seven intelligences include visual, verbal, physical, mathematical and logical, musical, introspective, and interpersonal abilities. Visual intelligence refers to the ability to conceptualize ideas or thought process in one’s mind. It entails the use of symbols, charts, and illustrations to explain points, conceptualize ideas in the mind, sense things, and understand them fully. According to Miller, the visual aspect plays a core role in initiating thought processes that culminate into rationality during decision-making processes (2012, p.143). In addition, visual intelligence plays a critical role in the interpretation of facts and attachment of values to events. Values refer to an individual’s internal perceptions on how they view things as desirable with respect to own priorities, choices, preferences, and interpretation of facts (Baron & Warnaby, 2010). According to Jim, all individuals should participate in initiating thought processes that will help them to prosper in their respective fields. Miller adds that the cognitive model of participation in critical thinking plays a critical role in participatory decision-making (2012, p.152). This largely follows an individual’s ability to initiate thought processes based on his or her visual intelligence. Verbal intelligence is an individual’s ability to use his or her words constructively to create a reasonable meaning. Verbal intelligence encompasses various aspects of decoding capabilities based on an individual’s ability to translate and communicate effectively by the use of words in explaining things, reading, writing, and oral communication. A verbally intelligent individual generally likes reading, writing, talking, word pictures, improving vocabulary, appreciating new words, and creating creative phrases using a diversity of word choices. Jim underscores the importance of improving ones verbal intellect because it is the key to effective communication, motivation, and intelligence. Physical intelligence is the ability to engage in proper bodily communication during interaction. It refers to the process of doing ones best to learn positive behavioral traits to develop proper interaction techniques. Musical intelligence is the ability to understand, interpret, and use music effectively when communicating. Most public relationship speakers make great use of musical lyrics to engage their audiences in a language they understand better. Great leaders should be able to use music and remember important lyrics to motivate their employees and create an interactive environment. This perspective also portrays leaders as extroverts, a trait that readily motivates workers (Judge et al., 2009p.860). According to Kassin (2003), extroversive characteristics creates a psychological relationship that leaders are interactive individuals and are therefore available for providing leadership and welcoming suggestions and ideas. Mathematical and logical intelligence refers to an individual’s ability to use logic and apply logical concepts to numbers and systems. From a broader perspective, mathematical and logical intelligence encompasses the ability to organize things, put them in order, and link patterns to relationships with critical analysis, planning, and calculation to make sense. The use of logic plays an important role in organizational planning, decision-making, and public relations, which go a long way into improving operational processes and sales (Cathcart Institute, 2014). Introspective intelligence refers to the ability of understanding feelings, thoughts, and emotions, based on confronting situations. Introspective individuals usually have their own motives and particular reasons for engaging in certain activities, behaviors, or decisions. Jim warns leaders and individuals from being too introspective since this would lock them out from potential great ideas that only emanate from engaging others and interacting with them and learning positive traits (Cathcart, 2014; Judge et al., 2009). Interpersonal intelligence is the individual’s ability to relate well with colleagues, friends, and the public, during interactions. It also entails being realistic and mindful of other people’s emotions and feelings, proper interaction in teams, social events, committees, and creating smooth connections. According to Jim, this is referred to as people smart abilities (Cathcart, 2014). The Concept of Relationship Selling Encouraging customers to return and buy credited Jim for popularizing the concept of relationship selling as an important tool in enhancing sales. Relationship selling is the process of building strong and lasting relations between sales personnel and customers to encourage customers to come back and by more, or recommend their friends (Foster & Cadogan, 2000). The concept of relationship marketing is especially useful for company products that require constant interaction between the sales staff and the customers, such as insurance, trusts, and securities. In these cases, the salespersons are critical to the company’s marketing strategy (Jackson, 1993). Traditionally, the concept of personal selling mostly focused on completing transactions. The contemporary concept of relationship selling and marketing, as popularized by Jim in his book ‘Relationship Selling’, focuses on creating sustainable, long-lasting relationships between the sales personnel and clients. Relationship selling encompasses several components that pertain to enhancing positive relations. These include attracting, building, maintaining, and enhancing relationships (Ferrazzi, 2008). Attracting involves the judgment by a salesperson to attract the right customer to establish a business relationship. Salespersons should ensure that the customer’s account is large enough to sustain a relationship, extra attention, and effort. Foster & Cadogan indicate, “Positive relationships with the right clients helps in establishing brand loyalty and business relations with the firm” (2000, p.186). Building relationships involves the gaining of customer confidence through providing quality service, establishing trust, and mutual respect between the salespersons and clients (Jackson, 1993). According to Jim, business leaders and individuals should nurture a culture of post sales activities, problem solving, and questions answering to create trust with the clients. According to Baron and Warnaby, establishing trust between clients and salespersons is a critical aspect of relationship marketing that “encourages customers to either come back on a sustainable basis or recommend others” (2010, p.43). Maintaining great relationships ensures that customers come back on a sustainable basis and that they recommend their friends to purchase the company’s products. Enhancing relationships involves providing services that are over and above the normal customer expectations, such as offline customer care, free advice, or tips for networking. Frankwick et al. observe that the dynamics of relationship selling encompasses a diversity in provision of unlimited customer services to foster long lasting relations between the customer and sales personnel (2001,p.144). This also encompasses accountability relationship, showing continuous interest in the client, and never-ending need to satisfy the client’s needs (Foster & Cadogan, 2000; Frankwick et al., 2001) The Acorn Principle Concept of the Acorn principle is a thought process that aims at making individuals realize the potential they possess in changing their lives into successes and great achievements. The concept is based on the thought process that just as tiny as the acorn is, it potentially grows to become a great oak; humans also possess inbuilt potential to be successful in any field of their lives when given the conducive conditions (Cathcart & Waitley, 1999). The Acorn principle coaching process seeks to help individuals discover their hidden potentials and raising awareness of the right conditions that help in knowledge acquisition, skills improvement, and supporting aspects needed for the full exploration of the inner potentials (Cathcart & Waitley, 1999). The Acorn principle technique involves the successful nurturing of diverse workplaces to create supportive work environments that enabling personnel to focus their energies towards organizational objectives. The main purpose of the Acorn principle is to generate initiatives that help individuals in building self-reliance, showing individuals how they can grow their businesses, and lives by assisting them to find underlying strengths and potentials. In addition, the principle aims at empowering individuals and business leaders to help other people to grow their lives and businesses. Conclusion Jim Cathcart has a rich international public relations profile. He believes that all individuals possess at least seven multiple intelligences. He has received credit for popularizing the concepts of relationship selling and the Acorn principle as models of improving sales and productivity sustainably. As a PR leader, Cathcart has managed to influence many business managers to adopt a change perspective towards positive thinking, adoption of change, inner potential recognition, and growth. In addition, he has positively influenced PR practitioners to adopt cause-effect mechanisms to encourage behavioral change, adoption of results focused approaches, and potential harnessing perspectives. References Baron S, Conway T & Warnaby G, 2010, Relationship Marketing: A Consumer Experience Approach, New York, NY: Sage Publications Ltd Cathcart Institute, 2014, Intelligent motivation for a challenging world: Who is Jim Cathcart? Available from < http://cathcart.com/> Cathcart, J & Waitley, DE, 1999, The Acorn Principle: Know Yourself; Grow Yourself, New York, NY: St Martin’s Press Cathcart, J, 1990, Relationship selling: The key to getting and keeping customers, Westminster, UK: Perigee Trade Ferrazzi, K, 2008, Harvard Business Review: Building your Success One Relationship at a Time, Available from < hbr.org/product/building-your-success-one-relationship-at-a-time/an/4934CD-AUC-ENG> Foster BD & Cadogan JW, 2000, Relationship selling and customer loyalty: an empirical investigation, Marketing Intelligence & Planning, 18(4), 185 – 199 Frankwick GL, Porter SS, & Crosby LA, 2001, Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status, Journal of Personal Selling & Sales Management, 21(2) 135-146 IPR.org.uk., 2012, Introduction to Public Relations: What is Public Relations (PR), Available from < ww.ipr.org.uk> Jackson DW, 1993, Relationship selling: The personalization of relationship marketing, Australian Marketing Journal, 2(1), 45 Judge TA., Piccolo RF & Kosalka T, 2009, The bright and dark sides of leader traits: A review and theoretical extension of the leader trait paradigm” The Leadership Quarterly 20(6), 855-875. Kassin S, 2003, Psychology, New York, NY: Prentice Hall. Miller, K., 2012, Organizational Communication: Approaches and Processes Boston, MA: Wardsworth, Cengage Learning. Raupp, J & Hoffjann, O, 2012, Understanding strategy in communication management, Journal of Communication Management, 16(2):146-161 Thussu, DK, 2006, International Communication: Continuity and Change. London: Hodder Education. Read More

Introduction International communication refers to the process of communicating across international borders. The need for international relations arose because of increased influences and effects of globalization. The concept of international communication relates closely to public relations. Public relations are fields that deal with the practice of controlling, managing, and disseminating information between individuals, organizations, and the public. Public relations may also involve the aspect of influential individuals or organizations gaining an exposure to their audiences by the use of public interest topics, relevant news issues, and other subjects that do not necessarily entail direct payment.

In most instances, public relations aims at persuading investors, business leaders, employees, stakeholders, and the public to maintain or agree with a particular perspective, leadership style, products, or political affiliations. International communicators and public relations’ leaders engage their audiences by speaking at winning industry acclamations, conferences, media, and communication with employees. Therefore, international public relations refers to the social science and art of trends analysis coupled with predicting outcomes, implementing action plans, and changing viewpoints to serve both public interests and organizational objectives.

It helps organizations, publics, and stakeholders to adapt to each other in mutually beneficial ways. Jim Cathcart has a rich international public relations profile; believes in at least seven multiple personal intelligences and is credited for popularizing the concepts of relationship selling and the Acorn principle as models of improving sales and productivity sustainably. Jim’s Profile Jim Cathcart’s career did not start out as it is currently. Through effort, commitment, and motivation, he changed his perspectives about life and success to become a global sales public relations leader, winning the ‘Top Five Sales Speaker’ five times straight between 2010 and 2014 (Cathcart Institute, 2014).

In addition, he is also a Certified Speaking Professional (CSP), a previous president of the National Speakers Association and a Hall of Fame Speaker (CPAE). According to the Cathcart Institute (2014), Jim started out as a clerk with barely any connections to make him successful. He learned to succeed gradually. He started by improving his communication strategies over a period of several years to become a global leader and respected international public relations communicator who motivates business leaders and his audiences to explore their inner strengths to become successful.

Great leaders always devise strategic communication mechanisms to communicate with their audiences effectively (Raupp & Hoffjann, 2012; Thussu, 2006).According to Jim, the challenge of leadership lies with motivation abilities and not leadership skills. The greatest challenge is “getting the people to want to do what need to be done” (Cathcart Institute, 2014). Within a sales department, a similar concept applies. It is neither price negotiation skills nor the knowledge of products that creates success in sales; drive does.

According to Jim, drive is the motivation that brings individuals and sales staff to action, generates the needed energy, provides strength for resisting failure, and creating enthusiasm that influences people to make purchasing decisions. Jim indicates that business leaders, individuals, and investors need to be smart in their decisions and ways of thinking to become successful in their undertakings. Smart, according to Jim, is an individual’s ability to provide solutions to problems, being sharp, and quick in understanding things.

Jim does not believe quickness should be a measure of success. From his perspective, world’s great discoveries culminated from critical thinking and creativity. For example the discovery of the light bulb took Edison Thomas numerous attempts before he finally managed (Cathcart Institute, 2014).

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