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Tuesday, February 20, 2018

波士頓三佛中心春節祈福 賴銘琪點頭香


【波士頓三佛中心春節祈福 賴銘琪點燃頭香】
波士頓三佛中心於216日大年初一上午,由覺謙法師主持新春祈福法會及聯歡活動,在狗年首日慶祝春節,祈願所有賓客、信眾、社區人士都能狗年興旺、忠義傳家。
駐波士頓臺北經文處處長賴銘琪伉儷、僑教中心主任歐宏偉、僑務諮詢委員王本仁建築師、劍橋市市長助理等多位貴賓應邀出席,在覺謙法師、佛光會會長阮迺雲、督導田德玉引導下,由賴銘琪伉儷點燃新春頭香並鳴鑼後開始慶祝活動;隨後由華埠享有盛名的華林派表演舞獅及功夫,加上佛光會師姐示範手絹舞,以及璞石中華文化工作室路永宜老師帶領與會人士示範彩帶舞的舞步及動作,為聯歡活動帶來歡樂氣氛,現場歡笑聲不斷。
賴銘琪在致詞時表示,這是他以處長身分第一次,也是最後一次前來三佛中心禮佛,很感謝三佛中心及佛光會所有法師及師兄姐對僑胞鄉親的服務,以及對駐處及他們夫婦的支持;與會人士在獲知賴銘琪即將離任,咸感依依不捨。(圖與文:波士頓僑教中心提供)



MAYOR WALSH ANNOUNCES OPENING OF SUCCESSLINK 2018, SUMMER YOUTH EMPLOYMENT REGISTRATION

MAYOR WALSH ANNOUNCES OPENING OF SUCCESSLINK 2018, SUMMER YOUTH EMPLOYMENT REGISTRATION
Summer youth employment enrollment now available online
BOSTON - Tuesday, February 20, 2018 - Mayor Martin J. Walsh today announced the opening of SuccessLink, an online tool that enables Boston youth to register for summer jobs. The SuccessLink application will be available through 11:59 p.m. on Friday, March 30, 2018. Teens can apply 24 hours a day on the BCYF Youth Engagement & Employment (YEE) Division website on youth.boston.gov.

"The summer youth jobs program is an important opportunity that helps provide many of our young people with the chance to build lifelong skills and confidence, and begin their professional career," said Mayor Walsh. "I encourage all Boston teens to take a look at the SuccessLink portal and register for a summer job that aligns with their passions."

"The City of Boston is committed to serving its youth by facilitating meaningful employment that sets the foundation for future success," said Health and Human Services Chief Marty Martinez. "The summer youth jobs program works to empower youth by connecting them through jobs to mentorship and guidance, and promotes skill building and networking opportunities that create lasting professional pathways to success."

Through SuccessLink, young people can register for the Mayor's Summer Jobs Program, get connected to resources and join civic engagement initiatives designed to empower youth. Applicants will be able to manage and update their information online.

"This is my first job and it's giving me experience in communication so that I can benefit in the future," said Alex Tieu, a sophomore at Josiah Quincy Upper School, who works at BCYF's Youth Engagement & Employment office helping youth obtain employment. "It's important for me to work so I can increase my professional development. And I hope while working with YEE, I can help other young people who are also just starting their first job."

Teens interested in applying must meet the following requirements:
  • Must be a full-time resident of the City of Boston;
  • Must turn 15 years old on or before Monday, July 9, 2018;
  • Cannot turn 19 years old, on or before Friday, August 17, 2018;
  • Must be legally permitted to work in the United States.
Boston is a leader in youth employment across the nation with a focus on offering meaningful employment opportunities to young people ages 15-18. Summer opportunities include paid positions with Zoo New England, radio stations, Boston municipal government departments and and as tutors, mentors and counselors at many summer day programs. Last summer 3,015 young people were employed through SuccessLink at over one hundred community based organizations.
BCYF YEE is hosting a Youth Job and Resource Fair on Saturday, March 10 at the Reggie Lewis Track & Athletic Center at Roxbury Community College. Youth interested in a summer job through SuccessLink can meet with employers, learn job hunting skills and have some fun. Learn more at Boston.Gov/BCYF.

Applying for a summer position with SuccessLink does not guarantee a job. Applicants can visit BCYF Division of Youth Engagement & Employment at 1483 Tremont Street, Roxbury, or call 617-635-4202 for assistance with the application.

About Boston Centers for Youth and Families
Boston Centers for Youth & Families (BCYF) is the City of Boston's largest youth and human service agency. BCYF operates 36 community centers in Boston that offer a variety of engaging and enriching programs for people of all ages created through community input and need. BCYF also oversees many citywide programs including the nationally-recognized violence intervention and prevention Streetworker Program and SuccessLink, the Mayor's Summer Jobs Program.

RANDOLPH MAN CONVICTED AND SENTENCED FOR TRAFFICKING MULTIPLE WOMEN FOR SEX IN GREATER BOSTON, CAPE COD

RANDOLPH MAN CONVICTED AND SENTENCED FOR TRAFFICKING MULTIPLE WOMEN FOR SEX IN GREATER BOSTON, CAPE CODJury Convicted Him on 17 Counts; Judge Sentenced Him to 6 to 6.5 Years in State Prison
BOSTON – A Randolph man has been convicted by a jury and sentenced to six to six-and-a-half years in state prison for trafficking multiple women for sex in Greater Boston and on Cape Cod, Attorney General Maura Healey announced today. He kept the money from the sexual encounters and would instead provide the women with drugs, primarily heroin.
Marvin Pompilus, (a.k.a. “Kise”), age 33, of Randolph, was convicted after a 10-day jury trial in Suffolk Superior Court on charges of Trafficking of Persons for Sexual Servitude (10 counts) and Deriving Support from Prostitution (7 counts) in connection with trafficking six different women for sex. Judge Mitchell Kaplan today sentenced Pompilus to six to six-and-one-half years in state prison. The AG’s Office had recommended a sentence of 12 to 15 years in state prison.
“This defendant preyed on vulnerable women and profited off of their exploitation,” said AG Healey. “This has become a troubling pattern we are seeing in our efforts to combat both human trafficking and the devastating opioid epidemic here in our state—a pattern that we are dedicated to disrupting to protect people from this egregious conduct.”

The AG’s Office began an investigation in May 2015 after the matter was referred by the Randolph Police Department. Pompilus was arrested in August 2015 in Randolph by Massachusetts State Police assigned to the AG’s Office and the Randolph Police. He was subsequently indicted in November 2015 and arraigned in Suffolk, Norfolk and Barnstable Counties and all charges were then consolidated into Suffolk Superior Court.

The investigation found that Pompilus targeted and recruited multiple women to provide commercial sexual services at hotels and other locations in Randolph, Boston, Braintree and Hyannis. Pompilus would have the women post ads online offering sexual services in exchange for money.

Since taking office, AG Healey has been aggressive in tackling the problem of human trafficking, including the creation of a dedicated Human Trafficking Division which focuses on policy, prevention and prosecution and includes a team of specialized prosecutors, victim advocates and Massachusetts State Police troopers who handle high impact, multijurisdictional human trafficking investigations and prosecutions across the state. Through the Human Trafficking Division, the AG’s Office has charged more than 35 individuals in connection with human trafficking since the law was passed.
This case was prosecuted by Assistant Attorneys General Megan McLaughlin, Eric Haskell and Nancy Rothstein through AG Healey’s Human Trafficking Division and its staff including Paralegal Sindhu Kadhiresan, with assistance from the Massachusetts State Police assigned to the AG’s Office, Director of Victim Witness Assistance Division Rebecca Auld of the AG’s Victim Services Division, Investigators Sallyann Nelligan and Michelle Silva of AG Healey’s Financial Investigations Division, James McCoy and Kenneth McCarthy of the AG’s Digital Evidence Lab, and Director of Multimedia Technology Paul Melaragni.
The Randolph and Milton Police Departments also assisted in the investigation, along with the Department of Homeland Security, the U.S. Marshalls Service, the Massachusetts State Police Division of Field Services, the Maine Violent Offender Task Force, the Maine Department of Corrections Division of Probation and Parole, the Westbrook, Maine Police Department, the Cumberland County Maine Sheriff’s Department, the Boston Police Department, the Brockton Police Department, and the New Bedford Police Department.

AG HEALEY CALLS ON EDUCATION SECRETARY DEVOS TO REJECT ACCREDITOR THAT ALLOWED PREDATORY SCHOOLS TO CHEAT STUDENTS

AG HEALEY CALLS ON EDUCATION SECRETARY DEVOS TO REJECT ACCREDITOR THAT ALLOWED PREDATORY SCHOOLS TO CHEAT STUDENTSLeads Multistate Comments Opposing ACICS’s Application for Recognition; Notes ‘Extreme Oversight Failures’ by ACICS in Enabling Abuse by For-Profit Schools

            BOSTON – Attorney General Maura Healey led a coalition of 20 attorneys general in opposing an application by the Accrediting Council for Independent Colleges and Schools (ACICS) to regain its status as a nationally-recognized accreditor, noting the accreditor’s “extreme and far-reaching oversight failures” and the serious harm it caused students and taxpayers across the country by enabling fraud and abuse by predatory for-profit schools.

In response to the U.S. Department of Education’s call for written comments, AG Healey led a coalition of 20 attorneys general in calling on the Department to reject ACICS’s application, making clear that approving it would violate federal laws and regulations aimed at protecting students.

In the comments, the attorneys general note that the Department terminated ACICS’s recognition just over a year ago due to ACICS’s pervasive oversight failures. Under the Department’s regulations, the attorneys general assert, ACICS cannot meet the threshold eligibility requirements for receiving national recognition.

“ACICS gave a stamp of approval to schools that repeatedly defrauded students and taxpayers out of hundreds of millions of dollars,” said AG Healey. “Secretary DeVos should categorically deny this request for recognition.”

Accreditors serve a critical role in ensuring that schools provide students with an education that meets minimum standards of quality. They function as gatekeepers, protecting students from abuse by institutions that offer education of little-to-no value. When accreditors, like ACICS, fail to fulfill this responsibility, they enable abusive schools to cheat students and families under the guise of providing an education.
           
According to the comments, ACICS’s oversight failures include its decision to extend accreditation to schools like ITT Tech and Lincoln Technical Institute in Massachusetts, along with a large number of campuses operated by the now-defunct Corinthian Colleges. ACICS continued accrediting Corinthian even after upwards of 20 state and federal agencies initiated investigations into Corinthian’s fraud, and up until the day Corinthian declared bankruptcy.

“ACICS’s previous stint as a nationally recognized accreditor provides a stark illustration of the damage done to both students and taxpayers when accreditors fail to fulfill their oversight responsibilities. During these years, ACICS willingly accredited predatory schools that left students across the country mired in debt and without the quality education they were promised,” the comments state.

            In April 2016, AG Healey joined 12 state attorneys general in sendingcomments links to PDF file to the Department’s National Advisory Committee on Institutional Quality and Integrity, opposing the renewal of ACICS and urging the U.S. Department of Education to revoke its status as a recognized accreditor. AG Healey subsequently led a coalition of states that successfully intervened in a lawsuit to defend the Department’s decision to terminate ACICS’s recognition.

Attorneys general from California, Connecticut, the District of Columbia, Delaware, Hawaii, Illinois, Iowa, Kentucky, Maine, Maryland, Minnesota, New Jersey, New York, North Carolina, Oregon, Pennsylvania, Rhode Island, Virginia, and Washington joined the comments with Massachusetts.

Students looking for more information or assistance should visit the AG’s Student Lending Assistance page or call the Student Loan Assistance Unit Hotline at 1-888-830-6277.

State Legislators, Mass Democratic Party File OCPF Complaint Against Mass Fiscal Alliance

State Legislators, Mass Democratic Party File OCPF Complaint Against Mass Fiscal Alliance
Group Accused of Illegally Concealing Donors, Targeting Democrats, and Violating State Election Law
BOSTON – State Senator Jamie Eldridge (D-Acton) and State Representative Natalie Higgins (D-Leominster) along with the Massachusetts Democratic Party today are filing a formal complaint against the secretive political group Massachusetts Fiscal Alliance with the Office of Campaign and Political Finance (OCPF), seeking an investigation into violations of state election law.
“It is clear that MassFiscal’s sole purpose is to conceal the identity of individuals and corporations who seek to influence our elections — every aspect of their operation is designed to hide the source of their money,” said Senator Eldridge. “State law permits political groups to communicate with voters, but they are required to disclose their donors. We are seeking the transparency that Massachusetts law is designed to provide, and that our voters deserve.”
The complaint argues that the not-for-profit MassFiscal is actually a Political Committee “which raises money and expends those funds for the purpose of influencing Massachusetts elections,” and thus is required by state election law to disclose its donors. MassFiscal targets only Democratic legislators and “is clearly engaged in a persistent prolonged targeted effort to defeat Democratic House and Senate members,” according to the complaint. Recently, a mailer attacking Representative Higgins was sent to voters in Leominster on a day the voters in that community were voting in a State Senate special election in an effort to sway voters against the Democratic candidate in the race.
The latest MassFiscal mailing, which accused legislators of wanting to make Massachusetts a “sanctuary state,” prominently included a citation from the Federation for American Immigration Reform (FAIR), designated by the Southern Poverty Law Center as one of the top 50 hate groups in the country. MassFiscal also sent a letter against Senator Eldridge for his support of the Safe Communities Act to all selectmen and city councilors in the Senator’s district. As part of their systematic targeting of Democratic elected officials, MassFiscal asked the selectmen and councilors in each community to pass a resolution against Senator Eldridge and the legislation, echoing MassFiscal’s incorrect description of the bill.
“When a political group is citing an anti-immigrant hate group in an effort to influence our electoral process, it’s time for them to come clean about the source of their money,” said Representative Higgins. “I want our local public safety officials to focus their limited resources on local and state needs, not enforce federal civil immigration law. Their lies about the Safe Communities Act could harm public safety efforts in Massachusetts.”
“In 2016, conservative political donors allied with Governor Baker funneled millions of dollars through several non-profit groups to fund the Governor’s charter school ballot question,” said Massachusetts Democratic Party Chair Gus Bickford. “They lost, but the Governor’s dark money machine is back at it again, hiding political spending behind a secretive group that falsely claims to be a nonprofit. OCPF has already found two groups guilty of failing to disclose their political donations. We ask them to investigate MassFiscal and hold them to the same standard.”
MassFiscal has consistently prioritized the concealment of its donors above all. After the passage of a 2016 law that would require the disclosure of the group’s top five donors on certain campaign literature, MassFiscal stopped sending out campaign literature that was subject to the new disclosure requirement, telling the State House News Service that “disclosure of donors could chill the group’s fundraising.”
In response to a previous Massachusetts Democratic Party complaint, OCPF found in August 2016 that MassFiscal had failed to properly disclose a donor who contributed $500 to support “electioneering communications.” In a public resolution letter, OCPF ruled that the Fiscal Alliance “should therefore amend its Electioneering Communication report disclose the identity of the donor.” The Fiscal Alliance refused to do so, saying that “we protect the generous support from our loyal members.”

Monday, February 19, 2018

新英格蘭玉山科協邀邱士華談幹細胞治療視網膜病變

新英格蘭玉山科協講座嘉賓與部分出席者合影。後左三起向右,駐波士頓台北經濟文化
辦事處副處長陳銘俊,講者邱士華,玉山科協副會長陳立洋,會長宋晶晶。前排右三
為理事康立雪。(周菊子攝)
(Boston Orange 周菊子劍橋市報導)新英格蘭玉山科技協會(MJNE)215日舉辦了一場特別講座,請來台北榮民總醫院醫學研究部基礎研究主席邱士華,談以幹細胞與基因剪輯治療眼睛疾病(CRISPR in stem cells restores vision)”
               基因剪輯和幹細胞,都是醫療界這幾年最熱門的項目,許多人埋頭鑽研,提出新治療方法,也讓許多病人期望殷切。麻省理工學院博士張鋒等三人,也因為基因修飾技術CRISPR-Cas9,贏得每一獎額高達1000萬元的唐獎。
專注聽講。(周菊子攝)
邱士華。(周菊子攝)
               邱士華在講談中,詳細闡述了他們利用基因剪輯及幹細胞分化技術,針對治療視網膜所做的研究過程。他們研發出來的多功能植入視網膜生物支架系統(DFBMMS),在黃斑部視網膜(大面積)病變之移植修復上,已有相當令人振奮的結果。2017421日在患者全身麻醉,歷時四小時後,順利完成第一例手術。一個月後追蹤,患者的手術傷口恢復良好,人工視網膜也很穩固的恢復部分視力,在手術後做接電配戴的視力復健上,患者只是需要時間適應自己的新視網膜。
               邱士華指出,類似的用幹細胞及基因剪輯治療眼睛做法,在美國已有獲得FDA (食品藥品管理局)批准的Spark療法公司,使用Luxturna這藥,讓盲者重得光明。
               根據富比士(Forbes)雜誌報導,Spark公司宣佈的Luxturna價格是一隻眼睛425000元。
               台北榮總做的則是針對治療視網膜病變的研究。在全世界都面對著社會跨入老齡化的挑戰中,視網膜病變個案也隨之大增。邱士華指出,台北榮總的研究成果,是一項突破,他們還在不斷嘗試改善。
               新英格蘭玉山科技協會(MJNE)的這場講座由周文奇主持,吸引了很多同行出席。駐波士頓台北經濟文化辦事處副處長陳銘俊,新英格蘭玉山科技協會正副會長宋晶晶,陳立洋之外,包括李政欣,許衍明,莊政琦,康麗雪等,多名該會前任會長都出席聽講。
               新英格蘭玉山科技協會現有18名理事,14名執行幹部,該會網站為www.mj-ne.org。(圖片已於2/17發表)

Sunday, February 18, 2018

紐英崙中華公所慶新春 金元寶財神都現身

紐英崙中華公所慶祝新春。左起,朱蘇珊,Ed Flynn, Deb Goldberg, 陳家驊,
William Galvin, Joe Boncore, 雷國輝。(周菊子攝)
(Boston Orange 周菊子波士頓報導)紐英崙中華公所217日大年初二,在波士頓華埠帝苑大酒樓慶祝農曆新春,650餘人聯歡,祈願戊戌土狗年,紛爭歧見化解,社區融合團結。
紐英崙中華公所職員與嘉賓向出席者拜年。後右起,阮鴻燦,雷國輝,Joe Boncore,
William Galvin, Deb Goldberg, 陳家驊,Ed Flymm, 陳文浩,朱蘇珊,周樹昂。(周菊子攝)
               當選連任的紐英崙中華公所主席陳家驊當晚雖因失聲,無法親自發言拜年,但中華公所中英文書記雷國輝,朱蘇珊擔任司儀,財政陳文浩統籌文娛表演,核數周樹昂與前任中華公所主席阮鴻燦協助招呼麻州財政廳廳長高伯珂(Deb Goldberg),麻州州務卿威廉蓋文(William Galvin),麻州參議員賓加利(Joe Boncore),以及新科波士頓市第二區市議員愛德華費林(Ed Flynn)等人,會場歡樂氣氛濃厚。
               駐波士頓台北經濟文化辦事處不但有處長夫婦賴銘琪、雲雯蓁到會,還有副處長陳銘俊,教育組組長陳幗珍,新聞組副組長趙昌倫,以及外交部副組長洪麗玲,王麗芬等,陣容龐大的出席支持。
駐波士頓經文處處長賴銘琪(左)頒發僑委會的諮詢委員聘任書給中華公所主席陳家驊(右)。
(周菊子攝)
               聯歡會由陳余寶愛唱美國國歌揭開序幕,超武館雙瑞獅騰舞祝賀後,主席、嘉賓致詞。由於中華公所主席陳家驊當晚喉嚨有恙,英文書記朱蘇珊代表發言。
               今年將競選連任的麻州州務卿威廉蓋文,一開口就直言移民對美國非常重要,是移民們奉獻了各自的才能智慧,美國才得以有今日,所以值此新年之際,不但要慶祝新年,更要表揚這麼多世代以來的移民對大波士頓,麻州所做的貢獻。
麻州財政廳廳長高伯珂(Deb Goldberg)(左起)頒發表揚狀給中華公所,主席陳家驊,
中文書記雷國輝代表接受。(周菊子攝)
               1995年上任,歷經六任州長的威廉蓋文,每次競選連任時都鮮少有人競爭。今年卻遇上波士頓市最年輕市議員之一,年僅30出頭的查金(Josh Zakim)出面挑戰。
麻州財政廳廳長高伯珂(Deb Goldberg)不但拜年,還送上了一份表揚狀,以及一個大金元寶給中華公所主席陳家驊。這讓陳家驊回應指出,高伯珂的英文姓氏Goldberg就是一座金山,當財政廳廳長再適合不過。
               當晚安排的表演節目,先由廣教學校揚琴古箏青少年樂團合奏春天來了戰颱風,再由養生舞協會表演鼓舞男兒當自強扇舞
麻州財政廳廳長高伯珂(Deb Goldberg)(右三),送給陳家驊(右二)一個金元寶。中華公所
職員雷國輝(右起),朱蘇珊,陳文浩,周樹昂一起領取。(周菊子攝)
               養生舞協會會長周美桃和榮譽會長黃周麗桃特地邀請高伯珂和愛德華費林一起到台前擊鼓,擺姿勢拍照,在會場製造了一個小高潮。
               接著有健康舞跳恰恰,元極舞表演春回大地大城的姑娘,鄉土舞蹈團表演古典舞粉墨採薇舞Frank Yen和國際標準舞搭檔示範探戈等舞。
               聯歡會最後在中華藝術協會表演舞蹈洗水薰香,財神出場金銀財寶的熱鬧聲中落幕。

波士頓市議員Ed Flynn (左)送上表揚狀,中華公所主席陳家驊(右)代表接受。(周菊子攝)
               大波士頓地區中華公所麾下僑團的慶祝農曆新年春宴,從中華公所這場後正式啟動。218日就有梁忠孝堂春宴,219日有鳳倫公所春宴。這慶祝新春的宴會,將持續至41日的阮氏公所春宴。





紐英崙中華公所職員和駐波士頓台北經濟文化辦事處處長賴銘琪(右三)、雲雯蓁(中)
夫婦合影。(右起)雷國輝,陳家驊,陳文浩,朱蘇珊,周樹昂。(周菊子攝)
前任中華公所主席阮鴻燦(左)與麻州州務卿威廉蓋文(William Galvin)相識多年。(周菊子攝)
中華公所主席頒發感謝狀。(周菊子攝)
中華公所主席頒發感謝狀給菲利普屋工作人員。(周菊子攝)

駐波士頓台北經濟文化辦事處。
右起,余國峰夫婦,波士頓僑務委員蔣宗壬,波士頓安良工商會會長陳仕維夫婦,
黃立輝夫婦。(周菊子攝)
中華廣教學校揚琴班表演。(周菊子攝)
波士頓僑領陳毓璇,黃景佩夫婦。(周菊子攝)
李氏公所。(周菊子攝)
余風采堂。(周菊子攝)

阮市公所。(周菊子攝)
右起,黃周麗桃,麻州財政廳廳長高伯珂,波士頓市議員愛德華費林,周美桃示意打鼓。
(周菊子攝)
表演健康舞前先合影。(周菊子攝)
新英格蘭台灣商會。(周菊子攝)
波士頓安良工商會。(周菊子攝)
波士頓洪門致公堂。(周菊子攝)
華人經濟發展協會。(周菊子攝)
池元真(前右)招呼Frank 從加州帶到波士頓的2012 Latin Dance冠軍 Ukraine Anastasia(左)
在中華公所春宴中表演。(周菊子攝)
波士頓榮光會理事長來自加州的朋友Frank Yen。(周菊子攝)
帝苑大酒樓。

NECINA 企業家俱樂部邀蕭民、常軍談行銷、創投

網協企業家俱樂部講座部分出席者合影。前左二起,俱樂部負責人高弘,往協會長李震宇,講者常軍。(周菊子攝)
               (Boston Orange 周菊子華森市報導) 搞科技的人怎麼做銷售? 紐英崙中華資訊網路協會(NECINA)的企業家俱樂部日前以科技公司如何增加銷售為主題,邀蕭民、常軍這兩位成功企業家分享經驗。
講者蕭民。(周菊子攝)
蕭民原本在一家大企業當工程師,自我挑戰轉往初創公司負銷售的部門工作,幸運遇到波士頓地區著名並注重栽培人才的創業家,得到機會持續在嘗試和挫折中學習,歷經多年磨練才逐漸出道,現在創辦了自己的科技公司市場行銷顧問公司一哩路諮詢(Next Mile Consulting)”
蕭民坦言,他在市場行銷這條路上的成長關鍵是找到好導師(Mentor),加入了適宜團隊,堅持磨練,才有機會成長,為VerticaTamr等公司從零開始的創建銷售團隊。現在通過顧問諮詢服務幫助更多初創公司。
常軍有意成立非牟利機構協助女性創業。(周菊子攝)
蕭民的講座深入淺出,他指出,成功銷售有四個關鍵元素,包括要有內部支持(Champion),針對痛點(pain),明確預算(Budget),掌控時間點(Timeline)
在展示產品和方案時,要簡潔清晰,注重給客戶帶來的效益,其次才是產品的具體實現。蕭民舉了一個風趣的例子。他說,當客戶問要多長時間時,不要一開始就明說,但要準備兩個展示方案,5分鐘的和25分鐘的,以因應不同級別客戶做調整。
網協高弘。
在行銷方法上,採用正面或負面銷售法都會有效,得先了解客戶,也就是研究在銷售對象的公司中,誰有決定權,誰有影響力,誰做產品開發,然後想清楚,客戶為什麼要買你推銷的產品,是價格好,功能多,正符合他們的需要,還是客戶相信你是可以建立長期信任夥伴關係的人。最成功的銷售是建立在信任關係基礎上的。
至於要怎麼擬定把產品推進市場的策略,就得了解產品週期,一般都有個峰型結構,最開始是創新者會採用,接著會有早期接受者,然後普羅大眾,漸漸再進入衰退期。對於初創公司最難的是越過早期客戶到普羅大眾的鴻溝。這要通過一個科學方法,建立有效的市場和磣品策略才能成功。
以銷銷過程來說,從建立知名度打市場,到內部銷售,再公開對外銷售,直接接觸消費者,也都是一步步的發展。
在銷售策略上,要考慮的是何時聘銷售人員,或是做預售,需要請哪種類型的銷售人員,怎麼聘請,管理銷售人員等等。
蕭民認為,做銷售必須實地去做,勤跑業務,和客戶接觸,還要抱持開放肯學態度,願意投資,虛心尋找幫助,以發現自己的盲點,然後就是要有信用,要堅持,設法塑造一個良好的企業文化。
蕭民推薦有心做好銷售的企業老闆或從業者,讀讀這四本書,”Crossing the Chasm (穿越鴻溝)””The Four Steps to the Epiphany (走向頓悟的四個步驟)””Built to Last(造來持續)””The 7 Habits of Highly Effective People (高效人士的7個習慣)”
常軍博士畢業於波士頓克拉克(Clark)大學,在軟體業有很豐富的經驗,早年在朗訊(Lucent)科技工作,1997年加入後來被摩托羅拉(Motorola)公司以3億美元收購的RiverDelta2003年她離開摩托羅拉,和朋友合作創辦了2017年上市的Casa系統。在那段期間,2009年她又創辦了"會鴿(Event Dove),幫助個人或企業,社團籌辦活動或會議的軟體平台。
她曾經在一篇自己寫的文章中透露,會走上創業這條路,緣於自己曾經動了一次手術,讀到一本由全身癱瘓者以眨眼來控制電腦寫成的書。
在創辦、經營會鴿的過程中,常軍坦言真的非常辛苦,就像蕭民講的一樣,原本做技術的她,一旦創辦公司,就不得不兼顧銷售,包括和人打交道,幾乎每件事都要從頭學起,後來他們回中國拓展市場,更是重新經歷文化衝擊。
常軍坦言,現在會鴿也已被收購,她也轉型從創業改做投資了。另外她正和幾個好朋友策畫,想要創辦一個平台,為有心創業的女性,提供資金,以及其他各方面的協助。(圖片已於1月31日發表)