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Who founded Labor Day?

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first_img Mama Mia Reply TAGSLabor Day Previous articleOn this day: The first American ATM opensNext articleChildhood Cancer – How We Inspire Hope Denise Connell RELATED ARTICLESMORE FROM AUTHOR September 2, 2017 at 5:30 pm Please enter your name here Save my name, email, and website in this browser for the next time I comment. Happy Labor Day Weekend everybody! Florida gas prices jump 12 cents; most expensive since 2014 1 COMMENTcenter_img You have entered an incorrect email address! Please enter your email address here Please enter your comment! Who founded Labor Day?  Peter McGuire or Matthew Maguire?More than 120 years after the first Labor Day observance, there is still some doubt as to who first proposed the holiday for workers.Some records show that Peter J. McGuire, general secretary of the Brotherhood of Carpenters and Joiners and a cofounder of the American Federation of Labor, was first in suggesting a day to honor those “who from rude nature have delved and carved all the grandeur we behold.”But Peter McGuire’s place in Labor Day history has not gone unchallenged.Many believe that Matthew Maguire, a machinist, not Peter McGuire, founded the holiday. Recent research seems to support the contention that Matthew Maguire, later the secretary of Local 344 of the International Association of Machinists in Paterson, N.J., proposed the holiday in 1882 while serving as secretary of the Central Labor Union in New York. What is clear is that the Central Labor Union adopted a Labor Day proposal and appointed a committee to plan a demonstration and picnic.Following the deaths of workers at the hands of United States Army and United States Marshals Service during the Pullman Strike of 1894, the United States Congress unanimously voted to approve legislation to make Labor Day a national holiday and President Grover Cleveland signed it into law six days after the end of the strike.Cleveland supported the creation of the national holiday in an attempt to shore up support among trade unions following the Pullman Strike. The date of May 1 (an ancient European holiday known as May Day) was an alternative date, celebrated then (and now) as International Workers Day, but President Cleveland was concerned that observance of Labor Day on May 1 would encourage Haymarket-style protests and would strengthen socialist and anarchist movements that, though distinct from one another, had rallied to commemorate the Haymarket Affair in International Workers’ Day. LEAVE A REPLY Cancel reply Share on Facebook Tweet on Twitter UF/IFAS in Apopka will temporarily house District staff; saves almost $400,000 Gov. DeSantis says new moment-of-silence law in public schools protects religious freedom last_img read more

Are you ready for the euro?

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first_imgRelated posts:No related photos. Comments are closed. Despitethe UK’s ambivalence towards Europe, many businesses will be affected by theinflux of the new euro coins and notes next year. Lucie Carrington finds manyare having to think fast – and on their ownThephoney war is nearly over as far as the euro is concerned. From January 2002the currency will be a physical reality. Local currencies will be withdrawn andeuro notes and coins – each with its own national marking – will come intocirculation.ManyUK businesses will be resting easy in the belief that they are unaffected bythe currency. But industries such as leisure, retail and banking realise thatthey have to implement training and communication programmes, so that whentheir European customers cross the Channel, their purses bulging, staff will beready to help.Itwill be crucial that employers get the right message across at the right time,says Kati Strange, communication and learning manager for the euro project atMarks & Spencer. “We must not deliver too early or too late. It has to bejust-in-time training,” she says.M&Sis working on an autumn programme. Originally the project was intended to beEurope-wide – covering the 10 out of 12 euro zone countries where M&S hasbeen operating. However, the recent announcement that M&S is selling itsoverseas stores has reduced the euro project’s scope considerably. Nonetheless,Strange still has to be sure that Ireland and the UK are ready for January2002. The retailer has identified key stores in the UK where tourists arelikely to want to know if they can spend or change their euros – branches inplaces such as Bath and Stratford-upon-Avon.“Myrole is to help staff understand and adapt to the new currency. We want them tobe able to face customers with confidence and integrity,” Strange says.Whattraining staff need will vary depending on their jobs. Some will need detailedtraining and some will just need the information. Strange is working out theprecise training and information needs of sales staff, back office staff, andthe head offices in Ireland and the UK.“Theimportant thing is not to sheep-dip. Staff have different roles to play and noteveryone needs to know everything, only what most affects them,” Strange says.Shealready has the experience of an earlier euro awareness campaign that M&Sran throughout Europe in 1998. This was designed to help staff cope withparallel currencies and it involved a variety of training methods includingvideos, workshops, role plays and questionnaires.Strangeis starting to put together a toolbox of similar training materials so thatstore managers and training staff can pick and choose what most suits them.BarclaysBank is also looking to tailor its euro awareness training to the needs ofindividual staff. The bank set up is European Legacy Currency Demise Programmein the last quarter of 2000. “Wewant to managing the process with the minimum disruption to customers,” saysMark Durant, project manager communications and training ELCD.Essentially,this means equipping staff with accurate currency and product information to beable to answer customer queries. This makes it unlike most change programmes:“Our brief isn’t to change behaviours,” Durant points out.It’salso different from previous programmes because it is affecting all areas ofthe bank, he says. TheELCD programme consists of a dedicated team of about 10 people drawn fromacross the business. There are five streams to their work including customeraccounts, payments and clearing systems and delivery channels – which in the UKmeans the branch network. Durant’s role is to provide training andcommunication solutions to suit the needs of each work stream.Hedivides the workforce roughly into two – corporate staff dealing with businesscustomers and retail staff in  branches.Corporatestaff are fairly up to speed on how the euro impacts on customers. “They tendto be more exposed to the euro already because they are dealing with businessesthat may be trading with European partners. We won’t need to do more courseswith them,” Durant predicts.Butthey will need a question and answer crib sheet to cope with customer queries.For example, what if a customer wants to carry on using his French francaccount? The answer is no, but the bank is providing a means of redirectingpayments into a euro account.“Ouraim is to encourage customers to convert to using a euro account before thedeadline and to get their trading partners familiar with their account details.So corporate staff need this sort of product information,” Durant says.Muchof this can be delivered through existing channels such as the intranet.Thesame is true of any training retail staff will need. Early morning trainingsessions are a regular feature in the branches.Educatingstaff“Weare planning to run a couple of sessions this year educating staff about what’sgoing to happen and giving them the information they need to deal withcustomers,” Durant says. They will start in June, although some of thecommunication is already under way.Retailstaff will have different customer queries to cope with. For example,holidaymakers will want to know about the status of any left over francs orlire.Durantpredicts a certain amount of resistance among customers. “Hopefully peoplewon’t be too emotional about the loss of the French franc. But some people willtry to hold on to them,” he says.AlthoughM&S and Barclays had earlier euro awareness programmes to draw on, bothfirms are having to devise their current projects from scratch. There is acertain amount of advice available from banking industry bodies. For examplebanks have set up what’s called the Heathrow Group to deal with demise oflegacy currencies. And Apex – the association of payments and clearing services– has issued some guidance on dealing with customers.Butthere is little help from the usual suspects. Employers’ bodies the CBI and theCIPD have not looked at any of the implications for the workforce when dealingwith the euro. Even the Government’s euro website has little to say abouttraining, although it has plenty of more general business advice to offer.Andthe service set up by the European Central Bank – called the EuropeanPartnership – has little to offer by way of advice, insisting its remit is onlyto help businesses within the euro zone.So,if you think your business is likely to be affected – start networking withother affected industries now or be prepared to go it alone next year. Are you ready for the euro?On 1 May 2001 in Personnel Today Previous Article Next Articlelast_img read more

North Merrick Parkway Pedestrian Fatally Hit

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first_imgSign up for our COVID-19 newsletter to stay up-to-date on the latest coronavirus news throughout New York A 56-year-old Shirley man was fatally hit by a minivan while walking on the Southern State Parkway in North Merrick on Monday morning.New York State police said Peter Perri was walking in the roadway when he was hit by an eastbound Honda Odyssey near exit 23 for Meadowbrook Road shortly after 6 a.m.The victim was pronounced dead at the scene. The driver, who was note charged, was treated for minor injuries at Nassau University Medical Center.The eastbound lanes of the parkway was closed for hours while investigators were on the scene. Troopers are continuing the investigation and ask any witnesses to call them 631-756-3300.last_img read more

Troy Daniels not afraid to compete for his role with the Lakers

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first_img How athletes protesting the national anthem has evolved over 17 years The presumptive depth chart of the Lakers is already bursting with guards, and that does few favors for Troy Daniels, who figures to fit at the end of the bench on a veteran’s minimum salary.But coming into a season with little guaranteed playing time is not a harrowing concern for the 28-year-old guard – it’s been a truth of his career for the past six seasons.“That’s something I was brought up in this league, just compete and fight for playing time,” he said Monday during a conference call with media. “Who knows? I might go 20 games without playing, but when the opportunity presents itself, I just gotta be ready.”It’s a cliche in NBA discourse, but Daniels lives it: He’s averaged just 15 minutes and seven points per game in his career, and yet he’s hit three game-winning shots in the NBA – including one in overtime in a playoff game for the Houston Rockets.  “I think it makes it a lot easier for me as well as them because they have somebody to kick it out to and know nine times out of 10 it is probably going to go in if he is open,” Daniels said. “For me, I’m not trying to get open, I am probably going to be open, because they are going to command a lot of double-teams and a lot of attention.”Daniels is entering the age range most consider their athletic prime, and there’s a good chance after his one-year deal with the Lakers, he’ll be heading elsewhere in hopes of landing a bigger contract than the minimum. Making more money is the goal, he acknowledged, but more than anything, he’s hoping this season ends with a title.“I’m going to do whatever this team needs,” he said. “Whatever the organization needs from me, I’m going to be there and I’m going to do it at a high level. So you definitely think about stuff like (contracts) for sure as a player, as an NBA player but I think trying to win a championship and creating camaraderie with your teammates – I think that overlaps everything.” Lakers, Clippers schedules set for first round of NBA playoffs Trail Blazers, Grizzlies advance to NBA play-in game; Suns, Spurs see playoff dreams dashed Trail Blazers beat Grizzlies in play-in, earn first-round series with the Lakers center_img AD Quality Auto 360p 720p 1080p Top articles1/5READ MOREUCLA alum Kenny Clark signs four-year contract extension with PackersIt makes sense for that type of big-shot mentality to have value, but only to a limited market. Golden State and Oklahoma City (prior to its trades of Paul George and Russell Westbrook) were among the contenders who wanted Daniels to sign as a 3-point specialist.He was swayed by calls from General Manager Rob Pelinka and new star Anthony Davis, who acknowledged he’d have competition for minutes but wanted him in the fold. After two years with the struggling Suns, Daniels described joining a contender as “a breath of fresh air.”“I love being on those type platforms, hitting game-winners in the playoffs and those atmospheres and stuff like that,” he said. “It’s just unbelievable. And as a player in the NBA, you want to be in those situations. It’s one thing to be in the NBA, it’s another thing to actually play for a championship and I’m just fortunate enough to be on this team.”Daniels will be rejoining Jared Dudley, whom he described as “the ultimate vet.” The two became friends on a 21-win Suns team during a challenging 2017-18 season with an interim coach.It hasn’t been since his first two NBA seasons (when he played alongside James Harden and Dwight Howard) that Daniels got a taste of playing with stars. The prospect of being teammates with LeBron James and Davis was enticing for him – he said he envisions getting plenty of open looks with those two on the floor. Lakers practice early hoping to answer all questions Related Articles Newsroom GuidelinesNews TipsContact UsReport an Errorlast_img read more

Evolutionists Turn Misses into Wins

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first_imgEvolutionists have evolved a skill by design – the ability to turn falsification into confirmation.  It’s a kind of philosophical judo, or parry, that can turn the energy of a criticism into a win for Darwin. Convergent turnarounds:  A good example of an evolutionary parry can be seen in a post on Science Daily entitled, “Homoplasy: A Good Thread to Pull to Understand the Evolutionary Ball of Yarn.”  Homoplasy is a jargon term for convergent evolution – the idea that unrelated organisms can converge on the same solution to a problem via evolution.  Three evolutionists funded by the National Science Foundation came up with these whoppers:The authors provide many fascinating examples of homoplasy, including different species of salamanders that independently, through evolution, increased their body-length by increasing the lengths of individual vertebrae.  By contrast, most species grow longer by adding vertebrae through evolution.    The authors also explain how petals in flowers have evolved on six separate occasions in different plants.  A particularly striking example of homoplasy cited by the authors is the evolution of eyes, which evolved many times in different groups of organisms—from invertebrates to mammals—all of which share an identical genetic code for their eyes.If evolving eyes one time is spectacularly hard for a random process, it would seem that multiple independent cases would falsify evolution big time.  Instead, these authors, with taxpayer funding, decided that the damaging evidence was really a triumph for Darwin: “These kinds of examples of genetic and developmental biology help scientists elucidate relationships between organisms, as well as develop a fuller picture of their evolutionary history.”Victory in defeat:  Even when admitting mistakes, evolutionists are never ready to give up on their theory.  An example of unfeigned faith is seen in Live Science, where reporter Natalie Wolchover told how two headline-making fossils touted by their discoverers as human ancestors have turned out to have nothing to do with humans: “they’re probably just non-hominin ape bones.”  Readers might recall how headlines blared in recent years that Orrorin tugenensis,Sahelanthropus tchadensis and Ardipithecus ramidus were shedding light on human evolution (03/05/2004, 10/02/2009, 11/25/2009)  Now that Bernard Wood and Terry Harrison have debunked these claims (02/16/2011), is evolution in trouble?  Not according to them:Skepticism regarding these famous primate fossil finds seems to call into question the rigor of the scientific process within the field of paleoanthropology.  Wood’s and Harrison’s paper certainly makes one wonder: Are these isolated incidents of misinterpretation followed by media hype, or does the problem pervade the whole branch of science?  Is the human evolutionary fossil record a crapshoot?    “No,” said Harrison.  There are reasons why this branch of science may seem messier than most, he said, but all things considered, it is doing extremely well.Harrison’s firm response to Wolchover’s worries recalls the cover story of National Geographic in Nov 2004, “Was Darwin Wrong?” with its confident NO inside (see 10/24/2004 and the resulting letters to the editor, 02/15/2005).Polygamy games:  A particularly bizarre twist on evolutionary parrying was reported in PhysOrg about Mormon history: “Polygamy hurt 19th century Mormon wives’ evolutionary fitness.”  After stating that fitness of “sister wives” decreased in polygamous households (measured by number of children produced), the researchers at Indiana University were left with the conundrum of why evolution would produce polygamy in the first place, whether among human beings or bacteria.  Michael Wade was ready with a ring buoy for Darwin:So if polygamy (or the female equivalent, polyandry) is disadvantageous to most of the sequestered sex and most of the mate-sequestering sex, why should such systems survive?    “The complete answer is still forthcoming,” Wade said.  “One thing we know now, based on rigorous studies in many species, particularly the fruit fly, is that selection can be so strong on males that it can drag the entire species off of a naturally selected viability optimum.”Aside from equating Mormons to fruit flies, Wade seems to have just said that natural selection can drag a species away from increased fitness.  WWDD?  What would Darwin do about that idea?Darwinians appear very adept at turning criticism into praise.  Whether this neat trick justifies evolution as a scientific theory is a different question.  Does it really lead to deeper understanding of evolution, or is it sophistry?It’s sophistry.  See?  Our commentaries are not always verbose.Aside:  Apparently the irony of #1’s headline was lost on the reporters: “…the Evolutionary Ball of Yarn.”  Apt description.(Visited 20 times, 1 visits today)FacebookTwitterPinterestSave分享0last_img read more

GetGlue to Debut OpenLike V2 at Disrupt

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first_imgAlex Iskold announced on the OpenLike Google group that GetGlue would introduce OpenLike V2 to the public at TechCrunch Disrupt.OpenLike V2 will allow the user to leverage Facebook Open Graph Protocol to customize which buttons will appear for different type of content, including news, movies, books and music.The flow, according to Iskold, would propagate across different sites for the same content. The user sees default buttons on each vertical. The defaults are based on XAuth – services that you use are there automatically. The user is also able to manually edit which buttons would appear for each type of content. Once edited, the choices persist across different web sites. This is done using iframe and local storage.The widget can optionally leverage Facebook Open Graph markup to determine the type of content on the page Or the publisher can specify it manually.The engineers are asking for help determining whether this is “directionally correct,” feedback and QA once it’s up and “suggestions for buttons for each vertical.” Read more on XAuth and more on Open Graph on ReadWriteWeb. The Dos and Don’ts of Brand Awareness Videos Facebook is Becoming Less Personal and More Pro… Related Posts Guide to Performing Bulk Email Verificationcenter_img curt hopkins Tags:#social networks#web A Comprehensive Guide to a Content Auditlast_img read more

Cisco Explains the 7 Deadly Weaknesses of Social Network Users and More in Security Report

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first_imgTags:#enterprise#networking klint finley Related Posts Java and PDF are both frequently exploited, but according to Cisco Java exploits rose last year and PDF exploits fell. Java surpassed PDF as the most commonly exploited technology.Cybercrime in the Post-PC EraAccording to the report, Windows has been so prevalent and so easy to exploit that there was no need for criminals to try to exploit other systems. However, the proliferation of other devices and OSes along with improved security in Windows 7 has changed that.However, this move is happening slowly. A report from Forrester on security in the post-PC era notes that mobile device OSes are inherently more secure than desktop OSes due to sandboxing. This means that even jailbroken iPhones and rooted Android phones will be harder to compromise than older Windows PCs. However, social engineers can prey on anyone, regardless of the device they are using.The Cloud: Friend or Foe?The report cites the cloud as having both benefits and drawbacks for security. The drawback is that data can be intercepted while traveling between a server and the devices that access it. The advantage is that having data stored off-device makes it hard to extract sensitive information from lost or stolen devices.Money MulesThe report has an interesting section on “money mules.” Once a criminal has stolen a victim’s bank account information, they need a way to get the money into their own accounts without getting caught. Money mules are people who transfer money from a victim’s bank account to a criminal. One way to do this is to transfer money into the mule’s account, then have the mule wire it via Western Union to the criminals overseas. The recipient of the wire from Western Union might not have to provide bank account information to receive the money, making them more difficult to trace.Some mules are low-level criminals who participate for the money. Others are duped by work at home job ads. Students and people with large debts are often targets.However, there’s a shortage of mules. “Currently, the ratio of stolen account credentials to available mule capacity could be as high as 10,000 to 1,” says the report.Winners of the Cybercrime ShowcaseCisco highlights two winners in this year’s “Cybercrime Showcase” – a “good” winner and an “evil” winner.The Good winner is Thorsten Holz of the security firm LastLine. Holz identified the top 30 servers that the botnet Pushdo/Cutwail used for sending spam. Holz got ISPs to shutdown those servers and, as a result, the rate of spam decreased from 350 billion messages per day to 300 billion per day.The Evil winner is Stuxnet, which we’ve covered frequently.What, No Malvertising?Surprisingly, there is no discussion of malvertising in the report. You can read our post “What You Need to Know About Malvertising” for more about this threat. 3 Areas of Your Business that Need Tech Now Social EngineeringCisco warns of the “seven deadly weaknesses” exploited by social engineers:Sex AppealGreedVanityTrustSlothCompassionUrgency Even the most savvy users can fall prey to social engineering. For example, Thomas Ryan of Provide Security created fake identity called “Robin Sage.” Ryan was able to get hundreds of government officials and security professionals to friend this imaginary person on social networking sites and, as a result, share personal information with Ryan.According to the report:Clickthrough rates for most malware or spam incidents consistently hover at around 3 percent, according to data from Cisco ScanSafe. While 3 percent may not seem high, imagine the impact of repeated waves of spam to which 3 percent of workers consistently respond to and click on. Even this small percentage is the equivalent of having a gaping hole in the network firewall that cannot be closed. Instead of trying to change human behavior, security researchers are exploring the possibility of changing the way we use software to reduce risks.Java: The New Number One Target Cisco released its 2010 Annual Security Report yesterday. The report covers criminals’ slow shift from targeting Windows PCs to targeting other operating systems and devices, the importance of exploiting users’ trust in their social network friends and the rise of Java exploits, and more.Social NetworksAccording to Cisco, criminals are targeting social network users more aggressively. In particular, criminals are spending more time and effort trying to steal users’ social networking credentials, since that makes it possible to exploit the trust of all that users’ friends.Although the exploitation of trust is crucial, Cisco predicts a decline in simple phishing and social networking scams. The company expects instead a rise exploits similar to the Zeus trojan, which steals banking credentials and propagates on social networks, mobile devices and more. Massive Non-Desk Workforce is an Opportunity fo… Cognitive Automation is the Immediate Future of… IT + Project Management: A Love Affairlast_img read more

California’s New Mobile App Privacy Guidelines Go Beyond The Law

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first_img“The mobile app industry is growing fast, but it is still in the early stages of development, with practitioners who are not all alert to privacy implications and how to address them. To help educate the industry and promote privacy best practices, the Attorney General’s Privacy Enforcement and Protection Unit has prepared Privacy on the Go: Recommendations for the Mobile Ecosystem. The recommendations, which in many places offer greater protection than afforded by existing law, are intended to encourage app developers and other players in the mobile sphere to consider privacy at the outset of the design process.”  California Attorney General Kamala Harris, writing in Privacy On The Go: Recommendations for the Mobile Ecosystem.On Thursday, California Attorney General Kamala Harris released a 22-page report on mobile privacy intended to strengthen user protection and regulation. The document specifically calls for readable privacy policies, transparency when it comes to alerting users if third party vendors collect their personal information, and an end to unnecessary data collection unless it is critical for the app to function. “We are now offering this set of privacy practice recommendations to assist app developers, and others, in considering privacy early in the development process,” Harris wrote in the report, which was completed after dialogue with mobile developers, carriers, manufacturers, advertisers and privacy experts. The report was prompted both by a recent directive from President Obama to define an online strategy to fight terrorism, and by Harris’ own interest in how mobile apps collect user data.In December 2012, Harris sued Delta Air Lines for violating California’s online privacy law and not informing people how their personal data is collected. Before that she was instrumental in getting Apple and Facebook to require that apps display privacy policies. Report CardHarris’ report recommends developers make clear to users the details of just what information they are collecting, how long they store it, and what third parties the data is shared with. It also asks ad networks to do away with tracking devices in favor of “using app-specific and/or temporary device identifiers,” and create plain-language privacy policies that spell out all of the above in layman’s terms. While having app makers follow these guidelines would clearly benefit consumers, the extra red tape probably won’t sit well with most developers.“In general that report is inline with common sense and I agree that apps should be more transparent.  However, with the average price of apps being so low, developers and companies are forced to explore other monetization strategies which almost always involve selling user information to advertisers,” said Jad Meouchy, a developer and founder of Osurv, a custom mobile survey app. “While I agree with all the directives, I don’t see any way to enforce them.”Enforcement Is The IssueThat’s the key issue right now. Since Harris’ report goes above and beyond existing law, these recommendations are just that – recommendations – and are not enforceable by law. Still, they’re a step in the right direction, towards transparency and broader awareness of information. Over time, it’s likely that more states will draft their own recommendations – and even bills that could become mandates. The Future of Privacy Forum‘s director and co-chair, Jules Polonetsky, says California’s recommendations could be a guideline for app makers. “As a best practices guide, the document is very reasonable, and many app developers already comply with the key points the reports make,” he said. Polonetsky also liked the fact that the recommendations’ tone and direction mirror the President’s National Telecommunications and Information Administration (NTIA), which calls for a push towards improved telecommunications and information policy. “The guide also supports the direction that the NTIA multi-stakeholder process has taken and will be a useful input into the national effort to come up with an enforceable code of conduct for developers,” he said. Where These Recommendations Go, The Law Is Likely To FollowWith more than half of the U.S. accessing the Internet via mobile devices, more than a million mobile apps available and roughly 1,600 new ones added every day, it’s only a matter of time until recommendations like these become regulations. That doesn’t have to be a bad thing — especially if there is full communication between legislators, developers and consumers. “Our hope is that privacy-respectful practices such as those we are recommending here will be adopted by app developers and others, enabling consumers to make informed choices from the vast array of mobile apps while maintaining the level of privacy control they desire,” the report states. “Our recommendations, which in many places offer greater protection than afforded by existing law, are intended to encourage all players in the mobile marketplace to consider privacy implications at the outset of the design process. They are also intended to encourage the alignment of architectural and functional decisions with the widely accepted Fair Information Practice Principles.”This may very well be the year that the U.S. government steps up to the plate and hammers out laws that actually make sense for all parties concerned. Harris’ plan is a good step towards that goal.Photo courtesy of Shutterstock. What it Takes to Build a Highly Secure FinTech … adam popescu Related Posts Tags:#apps#mobile#privacy#security center_img Role of Mobile App Analytics In-App Engagement The Rise and Rise of Mobile Payment Technology Why IoT Apps are Eating Device Interfaceslast_img read more

5 Steps to Better Sales Results

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first_imgEarlier this week a client asked me what I would do to produce better sales results right now. He wanted to easy answer. He wanted me to tell him how to go fast. If you’ve shared your Sunday morning with me for any time, you know that I believe that fast is slow and slow is fast. I wanted to give him the right answer in the short time we had together, so I told him the five things I would do if I were him.Spend more time nurturing and prospecting. Most sales organizations and most salespeople can immediately improve their results by spending more time nurturing their dream clients and spending more time prospecting. You don’t close opportunities without first opening them. You improve your results when you nurture the relationships you need by providing them with value in front of your asking for their time. You open new opportunities by prospecting, by gaining the crucial first appointment.Ask yourself if you are giving prospecting and opportunity acquisition the attention it deserves.Discover what is or what should be compelling. Your dream client isn’t going to change without some compelling reason to do so. We find our prospects in one of two places: they are either dissatisfied with some gap in their performance or they don’t recognize they have a gap in their performance. You aren’t going to create an opportunity without an underlying reason for change. You either uncover that reason to change or you help your dream client come to understand that he has a reason to change. The more compelling the reason, the more certain the change.Look at every so-called opportunity in your pipeline. Is there a burning reason for your dream client to change?Talk about the necessary investment as early as possible. Grown ups know that acquiring something of a higher quality requires a greater investment. But sales organizations and salespeople mistakenly want to postpone that conversation as long as possible. If there is a compelling reason to change, there is a compelling reason to invest in that change. Mostly I work with clients with higher prices and who produce greater results than their competitors. The greater investment is necessary to produce those results. You might believe a higher price builds resistance to a deal, but if you are focused on the value you create (the outcomes), it reduces resistance.When do you discuss the necessary investment for producing the results that your dream client needs?Spend more time building consensus. If there is one thing that could derail an opportunity for you faster and more assuredly than anything else, that would be your mortal enemy, the status quo. The status quo has many defenders. Unless and until you work your way North and South through your dream client’s company building consensus, you aren’t likely to move the opportunity forward. To loosen the status quo’s grip on your dream client’s company, you have to spend time with the stakeholders. You have to help them understand the case for change, and you have to help mitigate the problems it creates for them.Ask yourself if you are spending time with the people whose support you need.Gain the commitments you need throughout the sales process. If you want to go fast, go slow. Follow your sales process. Create value during every interaction with your dream client and earn the right to take the next step together. Spending less time helping your dream client creates drag and slows you down. Go from commitment to commitment, creating value at every stage of the process.Are you following your process, creating value, and leaving every meeting with the next necessary commitment?That’s five big pieces, none of them easy, all of them critical.last_img read more