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The Richmond MBA News & Notes

March 2017

MBA Community:

Raggio

It’s a busy spring at The Richmond MBA and students are getting valuable experience outside the classroom. Many students are working with local organizations on their Capstone Projects. Students in the International Residency spent a week in Verona, Italy, learning about international business practices and consulting with local organizations. And two teams from The Richmond MBA competed in the ACG Cup, a mergers and acquisitions case competition.

This month’s newsletter highlights two Richmond MBAs who are making a difference in the local community. Ben Eubanks, GB’13, is managing partner of a new business breaking ground in Scott’s Addition: River City Roll, a boutique bowling alley. Dianna Kelly’s, GB’17, Capstone Project is helping expand the reach of the New Community School in Richmond for students with dyslexia and learning differences.

Additionally, we want to welcome and introduce you to Joanne Even, business development director for Executive Education. Joanne is very active in Richmond and shares our passion for seeing RVA’s organizations grow and prosper. If your organization could benefit from engaging with our faculty for corporate training, consulting, facilitation, or keynote speaking, then please contact Joanne. She can tell you about upcoming open enrollment programs and how we can customize programs specifically for your organization. I couldn’t be more pleased with her joining our team, and look forward to much success over the coming years. 

Thank you to everyone who makes the program a success. I am excited to share these stories and look forward to learning about more ways that The Richmond MBA is helping RVA to flourish.

Enjoy!

Randy Raggio
Associate Dean
Robins School of Business
rraggio@richmond.edu

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Dialogue on Decision-Making

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The Richmond MBA

The Richmond MBA program soars in national rankings

The Richmond MBA recently rose more than 20 spots in the U.S. News & World Report rankings among part time MBA programs to #33.

Leo Martins, GB'16, promoted at Rolls Royce

Congratulations to our recent graduate, Leo Martins, GB'16, on his promotion at Rolls Royce! He is in the process of relocating from the Crosspointe facility in Virginia to the Naval Marine facility in Massachusetts. In his new position, Martins will supervise nine supply chain analysts responsible for $600 million in annual spending.

Executive Education

Personal Productivity Workshop
April 25, 2017
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May 4, 2017
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May 15-19, 2017
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Robins Summer Business Institute
May 15-26, 2017
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Upcoming Events

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Career Corner with Tom Kemp, Executive in Residence

During my years of leading sales organizations, I was exposed to and adopted at least a dozen different sales training methodologies. In the 1980’s, Neil Rackham’s groundbreaking book "Spin Selling" introduced the world to the “consultative” sales approach focused on utilizing various questions and behaviors to build trust and credibility with buyers.  Today, nearly every sales organization utilizes a form or variation of the consultative sales approach, recognizing that the days of product pushing (or “showing-up and throwing up”) are long gone.
 
The same lessons learned by successful sales people, who have adopted a consultative approach, can have a large impact on how we “sell” ourselves when pursuing a new career opportunity. In her New York Times best-selling book, "Presence," Harvard Business School Professor and Psychologist Amy Cuddy says, “people quickly answer two questions when they first meet you: Can I trust this person, and can I respect this person?”
 
Psychologists refer to these dimensions as warmth and competence, respectively, and ideally you want to be perceived as having both. Interestingly, Cuddy says that most people, especially in a professional context, believe that competence is the more important factor.  After all, we want to prove that we are smart and talented enough to handle your business.  Which is why so many of us focus on what we can say about ourselves (i.e. “throwing-up”) in our interactions with colleagues, bosses, and potential employers. But in fact, warmth, or trustworthiness, is the most important factor in how people evaluate you.  While competence is highly valued, Cuddy says that it is evaluated only after trust is established.  And focusing too much on displaying your strengths can backfire.

She says that MBA candidates are often so concerned about coming across as smart and competent that it can lead them to skip networking and social events, not ask for help, and generally come off as unapproachable.  “These overachievers can be in for a rude awakening when they don't get a job offer because nobody got to know and trust them as people”.

Cuddy states, “If someone you're trying to influence doesn't trust you, you're not going to get very far; in fact, you might even elicit suspicion because you come across as a fast talker or manipulator.  A warm, trustworthy person who is also strong elicits admiration, but only after you've established trust does your competence become a gift rather than a threat.”
 
When we take time to professionally meet and greet others, ask insightful questions, and listen genuinely, we reveal our competence and establish the credibility we desire.

To contact Tom, visit him in the Robins School of Business, office 122. His office hours are Tuesdays and Thursdays from 3-6 p.m. You can also reach him by email at tkemp@richmond.edu

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