BusinessMirror March 7, 2016

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MEDIA PARTNER OF THE YEAR

BusinessMirror

UNITED NATIONS

2015 ENVIRONMENTAL MEDIA AWARD LEADERSHIP AWARD 2008

A broader look at today’s business Monday, March 7, 2016 Vol. 11 No. 151

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Relax rules on regulated chemicals ASAP–Seipi

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B C N. P  B C

HE semiconductor and electronics industry urged the government to fast-track efforts to simplify the process of securing permits for regulated chemicals from the Philippine National Police (PNP), as it is hampering factory operations. The Semiconductor and Electronics Industries in the Philippines Inc. (Seipi) also told the BusinessMirror that there has to be “closer coordination” between local manufacturers and the PNP in crafting the implementing rules and regulations (IRR) for controlled chemicals.

INSIDE

THE TWO WAYS POWER TRANSFORMS PEOPLE BusinessMirror

www.businessmirror.com.ph

B D D

The powerful are likelier to be rude, to lie and to cheat. For example, people driving expensive cars are less likely to stop for pedestrians. W here does t his tendenc y to b e h ave u ne t h ic a l ly come from? Past ev idence points to t wo pr i m a r y f ac tor s: p owe r seems to lower inhibitions and produce a higher-than-average self-focus. People without inhibitions are less likely to respect social norms, while self-focus

tends to make powerful people prioritize their own needs over others’. For instance, people who make less than $25,000 a year give away 4.2 percent of their income, while people who make more than $150,000 give away only 2.7 percent. However, a lack of inhibitions and a healthy self-focus can also be an advantage. An uninhibited leader will speak up during negotiations and secure good deals, object when witnessing

an injustice and urge his coworkers to behave ethically. A self-focused leader tends to be good at getting what he needs, including resources within the organization and inf luence in the marketplace. But how can the negative effects of power—the tendency to lie and cheat—be mitigated? We have evidence that leaders can learn “perspective-taking.” They can develop the habit of asking, “What does the person in front of

me think and want?” “If I were on the other side of the table, what would seem fair?” “Would I want this decision to appear on the front page of The Wall Street Journal?” Perspective-taking can be primed through short exercises or developed through training. Power may indeed tend to corrupt—but it can be turned to ever ybody’s advantage.

David Dubois is an assistant professor at INSEAD.

MAKING PERSONALIZED MARKETING WORK B S T

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OON, every digital ad you see will be tailored to a very specific audience—you. Twitter, for example, recently launched Brand Hub, an analytics tool for large advertisers and mediumsized companies. It enables businesses to monitor brand-related tweets, measure their share of conversations relative to competitors and automatically classify customers’ tweets. While marketers want to track customers’ brand sentiments on social media, Brand Hub’s real power is that it enables companies to hyper-target consumers by viewing the top influencers in the conversation. The tool lists phrases being tweeted and estimates brand loyalty implied by tweets, enabling marketers to personalize messaging. If your company isn’t the right fit for Brand Hub, try these techniques: n Get (more) social. If you were a professional photographer, you’d consider a woman searching for wedding photographers to be a target customer. The key is to step back and look at her family and friends, too. You should also offer her discounts to encourage

her to like or follow your brand on social media. n Try account-based marketing software, another effective way to hyper-target marketing efforts. My company uses ABM software to deliver personalized ads based on search queries. Somebody who searches “land contract” will be targeted with a message reading, “Create your land contract today.” n Consider the bigger picture. Spotify personalizes ads based on consumers’ interests and demographic data. If somebody listens to a “Morning Run” playlist, Spotify might deliver ads for running shoes or other athletic apparel. n Use geotargeting to reach smartphone users. Geotargeting is particularly useful for industry conferences, a concentrated source of leads. If you can’t attend, use geotargeting to market to attendees without leaving your office. Buy mobile ads in the city—or specific block—where the conference is being held. Then, use ABM software to tailor messages for each lead. Today we can’t predict exactly who will buy what and when, but we’re getting closer. Sathvik Tantry is the cofounder of FormSwift, a software-as-a-service platform.

HOW TO BRING IN A NEW C.E.O. FOR YOUR STARTUP B S D

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Resistance to change must be overcome—especially if early contributors, seeing their influence and status diminish, try to undermine the new leadership. n Facilitate close connections among the founder, the new CEO and the team. At many start-ups, teams are structured loosely and often work in informal groups. A key part of the CEO transition is bringing these groups together, transforming the tribes into a cohesive team that works effectively with the CEO and across functions. n Ensure knowledge capture and transfer. Founders hold vast amounts of information in their heads, and when they step down, the new team can experience a knowledge gap that can result in chaos. n Define the transition’s strategic significance and communicate it. For buy-in across the company, the new management’s plan to take the start-up to the next level needs to be carefully presented. The best CEO for the job will enable the founder’s vision to flourish.

MONDAY MORNING

When to skip a difficult conversation B D G R

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EADERS occasionally need to give tough feedback to their employees, colleagues and clients. And yet, no matter how skilled or experienced they are, most would do almost anything to avoid the confrontation. As an executive coach, I often help clients overcome their hesitation so they can handle such conversations in the right way. But sometimes I discover that their avoidance instincts are valid. Not every conversation needs to

be had immediately, had by them or had at all. How can you assess whether you’re making a strategic choice to avoid a difficult conversation or just chickening out? These questions may help you consider what to say, delay or skip: n Based on what I know about this person and our relationship, what can I realistically hope to achieve by having the conversation? n What is my “secret agenda” or “hidden hope” for this conversation? Long-term harmony? Revenge? That the person will change? n What concrete examples of

the issue at hand can I share? n Have I contributed to the situation myself? n Do I tend to look for problems with this person or issue? n Is the issue already resolving itself? n How long ago did it arise? Is it a repeat or recurring problem? Could it become one? n How relevant is the issue to our relationship or to the job? n How committed am I to being “right?” n What reasonable, actionable solution can I offer?

n Is this the right person to talk to about this issue? Leaders who decide carefully and strategically about whether to speak up about a problem or let it go aren’t abdicating responsibility. They’re making sure that the messages they communicate are delivered for the right reasons and generate the desired results.

S much as they may love the start-up they created, only a few founder-CEOs have the skills to ensure growth beyond the company’s early stage. A smart founder understands that there is often a trade-off between creating sustainable value and preserving control. That may mean recognizing the need for a new CEO. But how can founders handle this transition? Once the decision is made to hire a new chief executive, the founder-CEO and board should work together, ideally over a six-month period, to plan the transition. The following steps can help this go smoothly: n Determine the start-up’s strategy and identify CEO candidates accordingly. The right replacement will complement the leadership team and have experience in g row ing a company. n Select a CEO who will create a culture that’s both responsive to customers and collaborative, supporting effective teamwork. n Break away from the past. As the company grows, its management skills need to evolve.

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ROARING ROARING RORY Deborah Grayson Riegel is a principal at the Boda Group, a leadership and team development firm. She also teaches management communication at the University of Pennsylvania’s Wharton School.

S “S,” A

BMReports

TRANSFORMS PEOPLE O people in power behave less ethically than everybody else? A significant body of research demonstrates that, in fact, people who consider themselves powerful think, feel and act differently from people who feel powerless.

Value of electronic products exported last year

Monday, March 7, 2016 E 1

THE TWO WAYS POWER D

$28.91B

Last year the PNP expanded its list of regulated chemicals, and increased the procedures and permits required for chemicals used in making products sold domestically or exported to other countries. This resulted in delays and lower production key commodities, such as semiconductors and electronic products. Chemical substances are among the raw materials being imported by local manufacturers of electronic products. Even smaller enterprises importing common household chemicals have also been affected by the PNP’s tighter regulations. According to industry sources, companies pay an average of P20 million annually for the PNP’s escort fees alone. Last year the PNP agreed to suspend the implementation of the policy from ºDecember 9 to February 9, 2016.

Suren Dutia is a senior fellow at the Ewing Marion Kauffman Foundation.

© 2013 Harvard Business School Publishing Corp. (Distributed by The New York Times Syndicate)

Device cuts across Filipino class division with a swipe B R C | Researcher

SPORTS

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First of three parts

HE index finger has never been as important to many Filipinos owning a smartphone. Aside from picking a nose, the index finger graduated from being inserted in a hole and moved clockwise on a plastic surface, to pushing and moving on glass.

The smartphone has changed not only how Filipinos use the index finger, it also is changing the class division of Philippine society. With mass production came gadgets that were priced less than $200 each. And with consumers seeing their pockets filling up with cash, smartphones have become affordable to many.

Trends

A REPORT by the GSMA Intelligence group revealed a total of 50.9 million, a notch half of the total 100 million population of the Philippines, have subscribed to using mobile phones in 2014. Mobile-phone usage saw an increasing trend since the start of the mobile-phone age, according to

P.  |     | 7 DAYS A WEEK

PPP parameters: The winner is… PPP Lead Alberto C. Agra

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IKE any other contest, the selection of the winning private-sector proponent (PSP) in a publicprivate partnership (PPP) competitive process is based on predetermined parameters. “Who the winner is” for a particular project depends on the applicable modality and relevant law. There is no single formula to determine who wins.

While there is discretion to determine the applicable parameter, there should be no discretion or subjectivity in the application of said parameter when the process has been set. A scan of PPP laws and regulations reveals that there are seven possible economic parameters. The choices and underlying questions are: C  A

PPP CONTRACT

10 SECTIONS

PESO EXCHANGE RATES n US 47.1150

PROJECT

MODALITY

TERM

CONTRIBUTIONS

RISKS

GOVERNANCE

APPROVALS

AMENDMENTS

ROLES

C  A

BusinessMirror

OUT NOW To order, e-mail us at bmturningpoints@businessmirror.com.ph or call 893-1662, 814-0134 to 36 Available at all National Book Store and Fully Booked branches

PARTIES

AUTHOR: ALBERTO C. AGRA

n JAPAN 0.4145 n UK 66.8138 n HK 6.0657 n CHINA 7.2095 n SINGAPORE 33.9348 n AUSTRALIA 34.6248 n EU 51.6333 n SAUDI ARABIA 12.5674

BM GRAPHICS: JOB RUZGAL

Source: BSP (4 March 2016 )


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