Managing Your Business with Outlook 2003 For Dummies. Wiley

by Marcelo Thalenberg

Improve Your Outlook - and Manage Every Aspect of Your Business!

Develop Sales Strategies , Marketing Plans, and Telemarketing, Techniques

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Managing Your Business with Outlook For Dummies


About the Author
Marcelo Thalenberg is an entrepreneur in the technology industry.
During the last decade, two of his startups included what
today is the Avnet branch in Brazil (a components distributor) and
B. I. Tecnologia, a computer telephony integrator that introduced
new hardware and software developments into Latin America.
Today, Marcelo is a consultant focusing on behavior and technology.

Just as cars were a new technology in the beginning of the 20th
century without the benefit of traffic rules or drivers licenses,
Marcelo believes that e-mail and instant messaging traffic are driving
people crazy — yet almost nobody learns how to deal with
them. With very little training, you find out how to shrink the
number of messages you deal with and to eliminate many before
anyone even writes them. When you analyze the messages you
receive and classify them by behavior, you notice why people are
sending you messages and why most of the messages arriving in
your Inbox are unwanted. In this book, Marcelo applies his work
with behavior styles to Outlook to help his readers take control of
their office environments and their e-mail Inboxes.

Marcelo writes articles about technology and behavior as applied
to different segments of business, such as sales, marketing, and
working women. In 2002, he wrote a book about time management
with Outlook in Portuguese, called Socorro roubaram meu tempo
(Help, Who Has Stolen My Time), published by Editora Érica.


Author’s Acknowledgments
Since the end of last century, I intended to write a book about my
entrepreneur experience. It turns out that this book is part of my
experience in driving hundreds of small daily problems into solutions.
I’d like to thank all my former coworkers, partners, and students
for their part in developing this knowledge with me. My
special thanks goes to Christopher Van Buren for helping me with
so many good questions during his editing of the early drafts.
Thanks to Helio Fittipaldi, the editor of Saber Eletronica magazine,
who introduced me to my literary agent: Waterside Productions,
Inc. and David Fugate. Thanks also go to Greg Croy, for the book
title, and to Greg, Kelly Ewing, and Kezia Endsley at Wiley for their
support in making this book useful to every reader.


Introduction

At the risk of seeming like Charles Dickens’s Ebenezer Scrooge, I must say
that software can be expensive when you don’t know how to get results
with it. Likewise, it can be a real bargain regardless of cost if it solves an important
problem. In the past, I wasn’t getting the most of Microsoft Outlook
because the software instructions and the available literature taught me how
to use the product rather than how to solve my problems with it.

When I analyzed my business procedures and other people’s behavior, I had
one question: “How can I use Outlook to solve my business and productivity
problems?” To ensure that weekly reports were always delivered on time, I
asked each salesperson to open a recurrent task with a reminder set for the
day before the reports were due. The reports started to arrive on time. After
creating a workshop checklist, the procedures — using Outlook Contacts —
became fast and easy. The receptionist started creating invitations during
downtime. This book is the result of my practical experience while building
hundreds of applications and training and developing procedures. You paid
for Outlook; you can now increase your productivity by using Outlook more efficiently.

About This Book
In this book, I show you how to organize yourself, your team, and your business
by creating procedures for goals control, communication through e-mail,
sales control, marketing activities, tasks, and information sharing. You discover
how to use Outlook to help you change attitudes and achieve balance in your life.

How can software solve attitude problems, you ask? Well, using the Reminder
feature can help employees remember to deliver a task on time. Sharing a
task folder with your boss paves the way to negotiating the tasks you should
do first. Using e-mail rules to filter out and expose behaviors helps to eliminate
unnecessary messages before they’re even written. All these actions can
reduce your anxiety and improve your attitude toward your goals.

Foolish Assumptions
During the course of this book, I assume that you know how to turn your
computer on, get around in Windows, create a simple a letter with Word, and
use Outlook Express to send and receive e-mail. I also assume that you want
to increase your personal productivity by using Outlook features you may
not have used or seen, in order to improve your daily work or life. If you need
an Outlook book only, I suggest reading Outlook 2003 For Dummies 
(Wiley Publishing, Inc.) by Bill Dyszel.

How This Book Is Organized
This book is organized into six parts. The chapters within each part cover
specific topics in detail. You can read each chapter without having to read
the chapters before it, which is helpful if you have better things to do with
your time. You can even just read sections within a chapter without reading
the entire chapter. I may occasionally refer you to somewhere else in the
book for more detail or background information on a particular subject.
Each part covers a major area of managing your business by using Outlook.
The following sections summarize what you find in each part:
Part I: Managing Any Business
Managing a business includes simple things that make it successful, not including
the sales and financial aspects. Businesses of all kinds share common
issues revolving around employee relations, planning, and training. But before
you organize your business, you have to organize yourself. Remembering to
accomplish your tasks by their deadlines, arriving at meetings on time, supervising
your team, and defining and achieving your goals are all areas in which
Outlook can help you get organized.
Part II: Managing Contact Information
Some people think that all you need to know about a customer is a name,
phone number, and e-mail address. The Outlook Contacts list allows you to
fill in the most complete contact record ever imagined. These records can
become your customer profiles. You can easily customize Outlook forms and
contacts according to your business needs.
In addition, the Business Contact Manager (BCM) is a free add-in that comes
with the Office Small Business and Professional edition. BCM includes Account
2 Managing Your Business with Outlook 2003 For Dummies
and Business Contact forms designed to control your sales and marketing
activities. You can use BCM without any customization. Version 2.0 allows
you to share the same customer base among your team members and custom
create reports and lists.
Part III: Handling Communication and Collaboration
Are you tired of receiving so many joke messages? The Zen of Inbox
Management shows you how to change your Inbox parking lot into a tollgate.
The e-nanny helps you organize your Inbox fast, and the e-office cleaner helps
you automate a daily deep-cleaning routine. Avoiding fraud and junk mail is not
only a matter of building a firewall, but also involves becoming wise.
Collaborative work becomes smooth when everybody uses the Calendar’s
invitation feature and task requests. Sharing the Calendar and Tasks list helps
the team work with fewer interruptions. You can also easily shorten meeting
setup time, without additional e-mail and phone calls, when your team uses
the Calendar and you check the Next Available Time in the team’s schedule.
Other tips in this part can change your concept of meeting planning and traveling
and working externally.
Part IV: Controlling Business Processes
In this part, you find out how to create a telemarketing campaign, including
how to configure the Contacts list for automatic dialing. You also discover
how to refine your customer list by using filters and create direct-mail campaigns
with a handy direct-mail checklist. In addition, you use Outlook’s mapping and Journal features.
Part V: The Part of Tens
Here, you find tips for increasing your free time and managing your sales and
marketing activities. You also find ways to streamline and safeguard your data.
Part VI: Appendixes
Because this book explains how to configure Outlook specifically for business
purposes, it includes instructions for using the Calendar, Tasks list, Contacts
list, and the Journal. Appendix E even shows you how to move from Outlook
Express to Outlook 2003.

Conventions Used in This Book
This book is intended for Windows and Office users. Whenever I want you to
choose a sequence of commands from the pull-down menus at the top of a
program, I use the phrasing, “Choose File➪Save.”


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Product details
 Price
 File Size
 9,979 KB
 Pages
 362 p
 File Type
 PDF format
 ISBN-13
 ISBN-10
 978-0-7645-9815-9
 0-7645-9815-5
 Copyright
 2006 by Wiley Publishing, Inc 


Contents at a Glance
Introduction
Part I: Managing Any Business
Chapter 1: Changing Your Outlook on Managing Business
Chapter 2: Organizing Yourself with Outlook
Chapter 3: Automating with Outlook
Part II: Managing Contact Information
Chapter 4: Creating an Awesome Customers and Suppliers Database
Chapter 5: Building Customer Profiles with Forms
Chapter 6: Kicking It Up a Notch with the Business Contact Manager
Chapter 7: Working with BCM Reports
Part III: Handling Communication and Collaboration
Chapter 8: Surfing Over the E-mail High Tide
Chapter 9: Managing E-Mail Cleanup
Chapter 10: Facilitating Teamwork
Chapter 11: Applying Teamwork
Chapter 12: Shrinking the Meeting Time
Chapter 13: Working with Outlook on the Road
Part IV: Controlling Business Processes
Chapter 14: Tracking Sales Activities
Chapter 15: Planning, Prospecting, and Visiting Customers
Chapter 16: Minding Your Marketing Methods
Part V: The Part of Tens
Chapter 17: Ten Tips for Keeping Time on Your Side
Chapter 18: Ten Sales and Marketing Tips
Chapter 19: Ten Technical Tips for Safeguarding and Mobility
Part VI: Appendixes
Appendix A: Calendar Basics
Appendix B: Tasks Basics
Appendix C: Contact Basics
Appendix D: Journal Basics
Appendix E: Shifting from Outlook Express to Outlook 2003
Index


Table of Contents
Introduction.....
About This Book....
Foolish Assumptions ....
How This Book Is Organized...
Part I: Managing Any Business ....
Part II: Managing Contact Information.......
Part III: Handling Communication and Collaboration....
Part IV: Controlling Business Processes.................
Part V: The Part of Tens..................................
Part VI: Appendixes.............................
Conventions Used in This Book ...
Icons Used in This Book.........
Where to Go from Here.....
Part I: Managing Any Business ......................................5
Chapter 1: Changing Your Outlook on Managing Business . . . . . . . . . .7
Going Above and Beyond with Outlook ........................................................7
Looking Out for All Parts of Your Business ..................................................9
Customers ...............................................................................................9
Marketing and sales .............................................................................10
Innovation .............................................................................................10
Business goals and objectives............................................................11
Customer contact and education.......................................................12
Sales and fulfillment activities ............................................................12
Procurement .........................................................................................12
Financial and organizational control .................................................12
Making Outlook Your Control Panel ............................................................13
Downloading your memory ................................................................13
Planning your goals and activities .....................................................14
Chapter 2: Organizing Yourself with Outlook . . . . . . . . . . . . . . . . . . . . .15
Planning Your Day with Outlook’s Today Options.....................................15
Customizing Outlook Today .........................................................................16
Working with Dates in Your Calendar..........................................................17
Organizing Your Priorities with Your Tasks List ........................................21
Yikes, what should I do first?..............................................................22
Knowing what’s urgent versus what’s important.............................22
Scheduling a Task.................................................................................23
Estimating your completion time.......................................................24
Viewing all your fields in the same list ..............................................25
Saving the view .....................................................................................26
Tracking meetings and Tasks..............................................................27
Designating and supervising Tasks....................................................28
Messaging........................................................................................................29
Organizing your mailbox .....................................................................30
Sending messages option ....................................................................31
Chapter 3: Automating with Outlook . . . . . . . . . . . . . . . . . . . . . . . . . . . .33
Don’t Waste Time Dialing ..............................................................................33
Saving Time with the Embedded Fax...........................................................36
Setting up the Microsoft Fax console ................................................36
Sending a fax .........................................................................................36
Integrating Communications ........................................................................37
Managing Your Data.......................................................................................39
Downloading the Outlook add-in tool................................................40
Creating a backup file ..........................................................................40
Opening a backup file ..........................................................................42
Minding Your Own Business (Life Balance)................................................42
Part II: Managing Contact Information ........................45
Chapter 4: Creating an Awesome Customers
and Suppliers Database . . . . . .. . . . . . . . . . . . . . . .47
Exploring Outlook Contacts..........................................................................47
Importing Contacts from Existing Files .......................................................48
Importing compatible files ..................................................................48
Importing noncompatible files ...........................................................50
Going Beyond Your Little Black Book..........................................................52
Minding the Details ........................................................................................56
Understanding views ...........................................................................58
Creating custom fields .........................................................................59
Displaying the fields in your order.....................................................61
Developing a Customer or Company Profile Checklist .............................62
Looking for company information......................................................62
Developing your own profile...............................................................64
Creating a profile for sales ..................................................................65
Categorizing Your Customers.......................................................................67
Chapter 5: Building Customer Profiles with Forms . . . . . . . . . . . . . . . .69
Exploring the Contact Form and Toolbox...................................................69
Building a Customer Sales Profile Form......................................................72
Cleaning up the standard Contact form ............................................73
Working with frames ............................................................................74
Inserting fields in each frame .............................................................75
Publishing the profile form .................................................................77
Setting Up Your New Form as the Default...................................................78
Chapter 6: Kicking It Up a Notch with
the Business Contact Manager . . . . . . . . . . . .81
Introducing BCM ............................................................................................83
Getting Information into BCM.......................................................................84
Entering Account information ............................................................85
Entering the Business Contact information......................................88
Tracking Business Opportunities ................................................................90
Listing Your Products and Services.............................................................92
Importing an existing list.....................................................................93
Linking your proposal..........................................................................95
Overcoming BCM Limitations.......................................................................96
Chapter 7: Working with BCM Reports . . . . . . . . . . . . . . . . . . . . . . . . . .99
Getting Familiar with Your Report Options ................................................99
Accounts reports................................................................................100
Business Contacts reports ................................................................102
Other reports ......................................................................................104
Opportunities reports........................................................................105
Squeezing the Report to Get Action Information.....................................107
Filtering the Opportunities Reports ..........................................................109
Using Views Rather than Reports ..............................................................110
Using the Opportunity By Funnel report.........................................110
Refining your views............................................................................111
Working with BCM Reports in Excel ..........................................................115
Saving reports as Excel files..............................................................115
Designing BCM charts with Excel.....................................................115
Part III: Handling Communication and Collaboration .................119
Chapter 8: Surfing Over the E-mail High Tide . . . . . . . . . . . . . . . . . . . .121
Understanding Why People Send Messages
(And How to Respond to Them).............................................................121
Separating the wheat from the chaff................................................122
Dealing with unwanted e-mails.........................................................122
Classifying wanted messages............................................................125
Introducing Outlook Rules ..........................................................................125
Beginning to organize your e-mails..................................................126
Using rules to eliminate e-mails........................................................127
Attaching previous messages ...........................................................131
The Zen of Inbox Management...................................................................132
The Art of Sending Messages .....................................................................133
Chapter 9: Managing E-Mail Cleanup . . . . . . . . . . . . . . . . . . . . . . . . . .135
Eliminating Trash .........................................................................................135
Filing valuable information ...............................................................135
Stomping out junk e-mail, the computer plague ............................136
Helping you out: The e-nanny...........................................................138
Maintaining with the e-office cleaner...............................................138
Avoiding Fraud: Never Send Personal Data by E-Mail .............................140
Chapter 10: Facilitating Teamwork . . . . . . . . . . . . . . . . . . . . . . . . . . . .143
Maintaining Team Commitment .................................................................143
Using E-Mail Tips to Promote the Calendar..............................................145
Sharing Your Work with the SharePoint Server .......................................147
Taking Advantage of Outlook Collaborative Tools ..................................151
The agreement game (Tasks)............................................................151
Supervising..........................................................................................154
Delegating............................................................................................156
The goal is sharing .............................................................................157
Chapter 11: Applying Teamwork . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .161
Creating a Uniform Customers and Suppliers List...................................161
Following Up on Requests...........................................................................163
Flagging................................................................................................163
The e-mail confirmation request ......................................................165
Conducting Surveys.....................................................................................165
Organizing Customer Support....................................................................168
Controlling Projects .....................................................................................169
Working with your Team’s Calendars........................................................171
Leading Your Team ......................................................................................173
Requesting and Planning a Vacation..........................................................174
Chapter 12: Shrinking the Meeting Time . . . . . . . . . . . . . . . . . . . . . . . .175
Identifying Meeting Cultures.......................................................................176
Taking Advantage of Categories.................................................................176
Planning Productive Meetings....................................................................178
Preparing for meetings ......................................................................178
Developing a meeting checklist........................................................179
Scheduling Meetings....................................................................................179
Checking available time with the Free/Busy option ......................182
Finalizing the invitation time ............................................................183
Getting the confirmation list.............................................................184
Reserving Resources ...................................................................................185
Managing Time through Agendas and Minutes........................................186
Conducting Video and Web Conferences..................................................189
Chapter 13: Working with Outlook on the Road . . . . . . . . . . . . . . . . . .191
Developing a Travel Checklist ....................................................................191
Using Cell Phones Abroad...........................................................................193
Technology Works Almost Anywhere........................................................193
Opening your file from a memory card or CD-ROM.......................193
Connecting through Outlook Web Access (OWA)..........................194
Connecting through Outlook Mobile Access (OMA) .....................195
Remembering Expiration Dates..................................................................196
Coordinating Time Zones............................................................................197
Finding You Anywhere Easily .....................................................................199
Keeping in Contact with Your Family ........................................................199
Publishing your agenda on the family home computer ................200
Publishing your agenda online .........................................................201
Giving access to your Calendar folder.............................................201
Adding Foreign Holidays to Outlook .........................................................202
Part IV: Controlling Business Processes .......................203
Chapter 14: Tracking Sales Activities . . . . . . . . . . . . . . . . . . . . . . . . . .205
Keeping a Client............................................................................................205
Scheduling customer contact frequency.........................................207
Flagging a contact...............................................................................208
Tracking your customer history ......................................................211
Creating Sales Targets .................................................................................213
Analyzing Quotes to Help Close Orders....................................................215
Classifying Messages ...................................................................................216
Coloring messages .............................................................................216
Selecting arriving messages by subject...........................................218
Receiving Outlook messages on your cell phone...........................221
Chapter 15: Planning, Prospecting, and Visiting Customers . . . . . . .223
Loading a New Customer Profile................................................................223
Mapping Your Client’s Location .................................................................225
Working on a Customer’s Request .............................................................226
Requesting internal support .............................................................227
Sending a proposal.............................................................................228
Following up on the proposal ...........................................................229
Recording and reading the entire customer history .....................230
Using BCM to Prospect a New Customer..................................................231
Recording customer information .....................................................231
Linking appointments ........................................................................231
Working on a customer’s request by using BCM............................232
Assigning internal support................................................................233
Updating the opportunity .................................................................234
Following up on the proposal by using BCM ..................................234
Chapter 16: Minding Your Marketing Methods . . . . . . . . . . . . . . . . . .237
Know Your Audience ...................................................................................237
Direct-Mail Marketing ..................................................................................238
Planning direct mail ...........................................................................238
Printing direct mail.............................................................................241
Labeling the mailing...........................................................................245
Selecting customers by using filters ................................................248
E-Mailing Marketing .....................................................................................249
Planning Events ............................................................................................250
Thinking about the event’s content .................................................250
Convincing the customers to come .................................................252
Mingling during the event .................................................................253
Following up the next day .................................................................253
Ensuring Telemarketing Success................................................................253
Telemarketing forms ..........................................................................254
Creating a view title............................................................................254
Adding a script to your telemarketing operation...........................255
Telemarketing reports .......................................................................256
Part V: The Part of Tens ............................................257
Chapter 17: Ten Tips for Keeping Time on Your Side . . . . . . . . . . . . . .259
Self-Imposed Time Commitments ..............................................................259
Starting your day................................................................................260
Focusing on the current activity ......................................................260
Recording your goals as tasks with reminders...............................260
Taking a break.....................................................................................261
Avoiding high anxiety (or “I don’t work
in the emergency room” syndrome) ............................................261
Boss-Imposed Time Commitments ............................................................261
Shrinking supervision time ...............................................................261
Delegating............................................................................................262
Sharing your Tasks list and your Calendar .....................................262
Time Commitments Imposed by the System............................................263
Turn off the interruption killer .........................................................263
Streamline technical support............................................................264
Chapter 18: Ten Sales and Marketing Tips . . . . . . . . . . . . . . . . . . . . . .267
Understand Your Customer’s Vision First.................................................268
Track Opportunities with Tasks.................................................................268
Keep Tabs on Your Customers ...................................................................268
Draw Up a Letter Of Understanding Commitment...................................269
Measure Your Sales Team’s Performance .................................................269
Increase Marketing Productivity................................................................270
Increase Orders by Working with Target Markets ...................................270
Build a Checklist from the Customer Perspective...................................272
Maximize Events and Presentations..........................................................272
Balance Mail and E-Mail Campaigns ..........................................................273
Chapter 19: Ten Technical Tips for Safeguarding and Mobility . . . .275
Receive Reminders via Your Cell Phone ...................................................275
Synchronize Your Reminders Anywhere...................................................276
Protect Your Data.........................................................................................276
Protect Your Cell Phone Contacts..............................................................277
Use Training as a Protection Tool..............................................................277
Avoid Mail Before Writing It........................................................................278
Increase Your Password Security...............................................................278
Recover a Permanently Deleted Item ........................................................278
Create a Message with Restricted Reading Permission ..........................279
Protect the Addressee’s Mail Address ......................................................281
Part VI: Appendixes...................................................283
Appendix A: Calendar Basics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .285
Creating an Appointment Entry .................................................................285
Setting Up a Recurring Appointment.........................................................287
Collaborating on Time Commitments .......................................................288
Free/Busy scheduling.........................................................................288
Meeting invitations.............................................................................289
Meeting commitment.........................................................................290
Sharing Calendars ..............................................................................290
Viewing the Calendar .........................................................................291
Appendix B: Tasks Basics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .293
Creating a New Task.....................................................................................293
Viewing the Tasks List .................................................................................295
Requesting and Supervising Tasks ............................................................296
Requesting and confirming tasks .....................................................296
Accepting or declining tasks.............................................................297
Supervising a task ..............................................................................298
Sharing your tasks..............................................................................298
Appendix C: Contact Basics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .299
Exploring a Contact .....................................................................................299
Exploring the Details page ................................................................302
Exploring the Activities page ............................................................302
Automating Actions .....................................................................................303
Flagging for follow-up.........................................................................303
Displaying maps .................................................................................304
Sending e-mails ...................................................................................304
Autodialing phone calls .....................................................................304
More automation actions ..................................................................305
Using a vCard as your message signature.......................................305
Appendix D: Journal Basics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .309
Introducing the Journal...............................................................................309
Creating a Contact History .........................................................................310
Linking items to a contact manually................................................310
Retrieving the linked information ....................................................311
Linking Items Automatically .......................................................................312
Retrieving Journals ......................................................................................313
Viewing the Journal list by contact..................................................313
Using the Journal views.....................................................................314
Appendix E: Shifting from Outlook Express to Outlook 2003 . . . . . . .315
Moving from Outlook Express to Outlook 2003 .......................................315
Importing Internet Mail account settings........................................316
Importing mail folders and other data ............................................316
Changing your default mail system..................................................317
Copying Outlook Express Data from Another PC ....................................318
Index .......................................................................319
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