Masters, truly…

I love golf.  Like many sports, golf offers great lessons that can contribute to one’s success in life; success in any field of endeavor.  One lesson is maintaining our sense of humor when facing adversity: 

A golfer, searching for a ball lost deep in the rough, asked the caddie, “Why do you keep looking at that pocket watch?”  “It isn’t a watch” the caddie said.  “It’s a compass”. 

Unknown Sage 

Of course, golf, humor, and our Unknown Sage go “way back”: 

     Jesus Christ and Moses were playing golf one day; standing on the first tee of a 450-yard par 4; Moses had honors.  He hit a beautiful draw; 300+ yards; it came to rest sitting up in the middle of the fairway; a pitch-and-a-putt away from a birdie. 

     Jesus “skied” his tee shot.  It landed a short 100 yards out.  It bounced a couple of times and just as it started to come to rest a ground squirrel ran out from the bushes that lined the fairway and grabbed the golf ball in his mouth.  As the squirrel was running, an eagle soaring high above the course spotted the movement and swooped down clutching the squirrel with the golf ball in its talons.  As the eagle banked in flight to head towards its nest, a bolt of lightning coming out of a clear blue sky, struck the eagle and the shock caused the eagle to fall to earth.  The eagle struck the ground just off the left edge of the 1^st green and on impact, it let go of the squirrel.  The squirrel also feeling the impact let go of Jesus’ golf ball and the ball rolled towards the pin; teetering on the rim of the cup; a gust of wind came up and pushed the ball into the hole for an “ace”. 

     Moses turned to Jesus and asked, “Are we going to play golf or are you going to screw around?” 

My Dad used to love watching the Masters golf tournament.  I did too.  I’m not sure when or why I stopped.  Last week I was "grounded" by my doctor so I had time to watch all four rounds.  My wife even joined some of the time.  There was a lot more to it than just golf.

There was Rory McIlroy with a “never-say-die” attitude, tying the final round low of 64 on Sunday.  He became just the 8th golfer in the 88 year history of the tournament to achieve that feat.  Rory “roared” from 10 strokes back to finish in second place. 

There was Tiger Woods returning to the PGA tour less than 14 months following a catastrophic car accident that almost took his life and almost took his right leg.  It wasn’t his play that inspired; it was him showcasing the epitome of what will and determination look like.  

There was Scottie Scheffler, a 25-year old, rocketing to the #1 ranking in the world, seemingly unshakable under the pressure, golfer who won the tournament going away. 

And then there was Meredith Scheffler, Scottie’s wife.  Reassuring him Sunday morning before his final round when self-doubt crept into his mind.  Meredith’s advice was to put his faith in God’s will.  Just like my wife who has been reassuring me throughout my life to trust God’s will. 

Yes, here’s to golf; lessons for success; and God’s will.  All while maintaining our sense of humor (plus carrying a compass on the course just in case!). 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Now I’m no “consultant”…

When I retired recently to focus on writing, I received several requests to do a little consulting.  Many of my Partners asked me to help them increase their firm’s sales.  Evidently, they consider me some sort of expert.  What a wonderful compliment! 

It’s true that throughout my career I had the privilege to work for; and learn from; some of the finest sales organizations around.  I coached many terrific sales professionals, too.  I suppose that makes me qualified. I was even an independent contractor once - but I’m no “consultant”, HaHa! 

I like to poke fun at consultants.  I’m not the only one.  Here’s what Norman R. Augustine, the former head of Martin Marietta said: 

A consultant is an individual handsomely paid for telling senior management of problems, about which senior management’s own employees have told the consultant.

Asking your employees what can be done to improve things?  Hmmm…  In Corporate America bringing in an outside consultant is still the way things are often done, yes?  I’ve heard a consultant described as some guy from out of town, with a briefcase.  There’s a standard I could meet. 

Bringing former employees back after their retirement to help solve problems is nothing new either.  Here’s an example from our favorite Unknown Sage:  

Charles Steinmetz (1865-1923) was a pioneering genius in harvesting electricity.  After he retired, Steinmetz's former employers at General Electric occasionally relied on his brilliance.

     Such was the case when an intricate set of machines broke down.  In-house experts could not find the cause of this malfunction so GE leaders called Steinmetz.

     After testing various parts, Steinmetz finally pinpointed the problem and marked the defective part with a piece of chalk.  Steinmetz then submitted a bill for $10,000.

     Surprised at this unexpected high price, GE honchos asked Steinmetz to resubmit an itemized statement.  He complied with a new invoice that listed only two items: 

                         Invoice 

Making one chalk mark:        $     1.00

Knowing where to place it:    $ 9,999.00

That’s one way to come up with a consulting fee. 

I suppose there are worse things than bringing in outside consultants or bringing back former employees; especially at large companies.  There is that notorious group called “Corporate”!  Back to Norman: 

Corporate Staff: 

Known in some quarters as Sea Gulls for reasons relating to their propensity to fly round the country leaving their mark wherever they have alighted.

Many of us have been exposed to these Corporate Staff types, true?  Yep - another opportunity to poke fun.  You remember; this is one of the “great lies”.  Back to our Unknown Sage: 

     Hi, I’m from Corporate, and I’m here to help. 

I suppose it’s always easier to tell someone else what they have to do to improve.  It’s a bit harder for us to look in the mirror and ask what we should do better.  If employees tried a little harder at self-improvement, maybe their companies would spend less money on outside consultants.  Maybe the employees would benefit from this cost savings - have a few more team-building events; more training to improve their skills; maybe even a few more company outings. 

Here’s an idea from Rick Levine who wrote The Cluetrain Manifesto ©: 

If you're given a choice between bringing in a consultant or beer, choose the beer. 

So if I ever return from retirement to help some of my clients, please don’t call me a “consultant”.  (And please don’t mention the beer idea either, OK?) 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

The gender lens…

March was Women’s History Month.  You might remember March 8^th commemorated International Women’s Day.  I appreciated the reminders on our many social media sites.  According to Wikipedia: 

International Women's Day (March 8) is a global day celebrating the social, economic, cultural, and political achievements of women. 

A celebration well deserved, however… 

I acknowledge the historical view that men have dominated leadership roles in many walks of life.  It is all too common for political parties, partisanship, corporations, and other institutions to be instituted by men.  But - we should be posing the question, “Is that good?” 

I wish we were less caught up; less judgmental; less myopic in matters of gender and other human characteristics.  Is it just me?  It feels like every day requires going to battle with someone over something. 

Women have made the most significant impacts on my life.  Starting with my Mom, who I watched firsthand throughout my early childhood and continuing into the initial months of my marriage. The physical, mental, emotional, and financial strength she demonstrated during her prolonged suffering from terminal cancer are indescribable.  And yet, she remained gentle throughout her ordeal: 

There is nothing so strong as gentleness.  Nothing so gentle as real strength. 

                   Saint Francis de Sales 

I think she died with a degree of comfort, “passing the torch” to my young bride.  My wife (whom I write about often) is the strongest and most capable person I have ever known.  Yet, I didn’t think of my Mom and I don’t think of my wife simply through a lens of gender.  There have been many great women who are great people and great leaders that I gladly followed – still do: 

Leadership is about making others better as a result of your presence and making sure that impact lasts in your absence. 

                        Dean Nohria 

If our modern societies need to stop and set aside one day or one month to celebrate the great women of the world, what does that say about the rest of the year?  I worry about some women in the spotlight today acting less like my Mom and my wife and more like men.  The U.S. Representative for Colorado’s 3^rd congressional district as an embarrassing example.  

But I’m not making a political statement.  I worry about all the testosterone-laced, win-at-any-cost messaging so pervasive today.  I would welcome women of the world stepping forward and changing our course; leading as women.  Women being coarse is not the way my Mom or my wife would do it; Laurie Beth Jones either: 

In this country, negative information is free. Positive information you have to search for… 

I hunger for change – and I don’t care what the gender is of those leaders we seek.  I’d like to believe women like my Mom and my wife, joined by men with shared values, can come up with a better way: 

We have it in our power to begin the world over again… 

                   Thomas Paine 

What if every day throughout every month was International Women’s Day?  What if we measured advancement not by gender but by improvements in our physical and mental health; increased longevity of our family relationships; a return of civility in our country; and attaining a degree of world peace? 

Gentle strength shouldn’t entail just one special day or merely one month.  As a man, I’m ready to follow great and gentle leaders everyday - regardless of gender - needed now perhaps more than ever. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

“I flunked retirement”…

That’s from the book my wife bought as a retirement gift, Don’t Retire, Rewire!©.  After four-plus decades in technology sales, I retired February 25, 2022.  It was my 69^th birthday present to myself. 

I think my wife is concerned about the changes our relationship will encounter now that I am a full time husband for the very first time in our marriage.  Back to this passage from the book: 

The day I came home from work and discovered that my recently retired husband had rearranged the kitchen drawers, I knew we had a problem.  Susan 

In addition to the book and my birthday, there were several other memorable events that helped mark my retirement. For instance, in February Tom Brady announced his retirement from the NFL.  As it turned out, he too failed retirement and is returning to professional football.  

Coincidently just before I worked my last day at NetSuite the Oracle Slack Bot machine sent me an automated message insisting I retire my iPhone immediately because it no longer met the company’s security standards.  Evidently the machine knew I was carrying an iPhone5 which was issued in 2013!  No “oldies but goodies” at Oracle NetSuite.  But hey, you know… “if it ain’t broke, don’t fix it” HaHa! 

When I retired I was overwhelmed with well wishes.  I spent the first several days just sending “Thank Yous”.  One gift I received came with a note card and this story: 

A man works for 50 years at one company.  He retires as CFO.  Every single day he arrived at 9, sat at his desk, slid open the top drawer, paused, then closed it and got to work.  His employees all wondered what was in the drawer.  The day he retired the new CFO gathered everyone in the office together to find out what was in the drawer.  As he slid the drawer open, they saw a simple legal pad that said, ‘Debits on the left, credits on the right!” 

Throughout my career I relied on mentors and teammates like the one who hand-wrote that note to keep my “debits and credits” straight. 

Another coincidence before my retirement was a webinar held by my alma matre, Knox College, discussing changes in collegiate athletics over the years.  At Knox College, athletic competition started in the late 1800’s with baseball, track, basketball, and football.  Back in those days they played major colleges and universities (aka “Division I”). Tiny Knox College football is 1-1 vs. Notre Dame.  The Fighting Irish haven’t been willing to play a tie-breaker since.  But I digress… 

Harley Knosher was the basketball coach and Athletic Director (among many other duties) during my four years at Knox.  In fact, he was their Athletic Director for 32 years.  His predecessor, Dean Trevor, was the first Knox College Athletic Director, serving in that capacity for 39 years - those two spanned 71 years! 

Harley was a tremendous influence on me as an undergraduate.  He still is.  So I listened carefully when he was asked during the webinar, “ What advice would you give to a younger you?”  His response was simple and direct, as usual: 

            Spend more time at home.

I am following his sage advice.  

However, I have to confess; I may have retired from technology sales February 25^th but my “retirement” only lasted two business days.  Wednesday March 2^nd I became a Production Assistant at Thriving Pets International.  

 

Yep, now I’m working for my wife.  

                                                            GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Day by day…

Happy Anniversary Debbie! 

This Saturday will mark 49 years together.  That is 17,885 days!  A significant amount of time to be with one’s significant other, true? 

In reality it’s been more than 17,885 days.  We met in the 7^th grade and started dating in 1970.  I knew early on that she was the one.  Then on that day; March 19^th, 1973; two high school sweethearts eloped.  I was twenty, she was just a teenager. 

Many of you are in long-lasting relationships; many have been married longer than we.  A Mile High Salute to you!  Maybe our relationship thrived because I was a “Road Warrior”.  A colleague of mine once said:           

     The secret to a long marriage is a husband that travels. 

                        Lisa Kwiecien 

I enjoy writing about my wife frequently.  Like any couple, we have our good days and our not-so-good days.  Like many couples, we’ve also had some of those relationship-testing; foundation-rattling; we’re-not-going-to-make-it; kind of days.   When those days occurred we followed James P. Owen’s advice: 

     When you’re riding through hell… keep riding. 

Any meaningful ride is like that, don’t you think?  Even one of America’s most famous sweethearts offered this guidance on life’s journey: 

Pain nourishes courage.  You can’t be brave if you’ve only had wonderful things happen to you. 

                        Mary Tyler Moore 

Our journey together has had pain; it has also had life’s most wonderful experiences!  This year we are prepared for the next wonderful experiences to come - I retired from the full time work as a salesman and now will be a full time husband.  It will be the first time I am full time as my wife’s husband.  I hope that doesn’t cause her any pain HaHa! 

Throughout our marriage I’ve tried to pay attention to the little things that make a difference day by day; lighten my wife’s daily load a bit. Some days I did; other days I didn’t.  Nonetheless, we have enjoyed our love day by day for many, many days and hopefully many more days to come.  We’d like each day to be a good day.  Rob Gilbert offers this advice: 

How to have a Winning Day: 

You have to listen more than you talk…

You have to smile more than you frown…

You have to be fascinated more than you're frustrated…

You have to believe in yourself more than you doubt yourself.

You have to work more than you whine.

You have to do more than you don't.                               

 I will also pay attention to my boundaries:

Men ordering custom colors must first bring in a note from their wife.  

Guiry Paint Store 

It’s OK; she’ll writes the notes; I’ll run the errands; we’ll make a great team.  And on those occasional occasions where disagreement looms, I will heed Harlan Miller’s advice: 

Often the difference between a successful marriage and a mediocre one consists of leaving three or four things a day unsaid.                                 

17,885 days and our love train is still rolling strong - pulled along by my significant other.  No matter our future course; no matter the challenges we will face; the trials that will test us; our love train will continue.  Not even the weather will deter us.  Whether the wind is filling our sails from behind or blowing hard; pummeling us in the face; Etheridge Knight’s words will be our guide: 

Love is a rock against the wind. 

Happy 49^th Anniversary Dear!  You are my rock and I love you. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective. 

Salute to women…

I like to reflect on life’s little moments.  Like picking up horse manure in my wife’s indoor arena recently; reminded how blessed we are having an indoor arena!  Not to mention the awesomeness of my wife’s horses:  

The smell of horse manure brought to mind this story of my wife and salespeople. 

We were visiting vendor booths at the National Western Stock Show several years ago.  My wife was focused on the builders of buildings, barns, and arenas.  She was a “lead”.  As a sales professional, I get a kick out of how other salespeople “qualify” leads.  Most leads turn out to be “just looking”.  A few actually buy.  But how do you separate “lookers” from “buyers”?  I mean salespeople aren’t clairvoyant: 

At a recent annual meeting of the International Association of Clairvoyants, the meeting began by reading the minutes of next year's meeting. 

                   Unknown Sage 

I know sales cold-calling is tough; trade show leads are not much warmer.  However, how many deals are lost simply for lack of follow-up?  Rick Page once said: 

Sell the way the customer buys and allocate your resources accordingly. 

Either she didn’t seem credible (under the “this woman is too good to be true” syndrome), or the salespeople we spoke to were overly adept at qualifying.  True - I did most of the talking (no surprise there)… describing what we wanted; when we wanted it; and, most importantly, who our decision-maker was.  My soft-spoken wife was “VITO” (from the book Selling to VITO: Very Important Top Officer).  Straight forward?  Guess not.  

My wife was looking for a custom-built, indoor riding arena.  The final design was a 110 foot by 65 foot; two-story building; sitting on a quarter acre of our property.  One would think salespeople would be chomping at the bit to follow up on lead like this.  Guess not. 

She spoke to eleven vendors.  Four followed up.  Four.  Was she worthy of a follow up from the other seven?  Guess not. 

The first vendor quoted her a price per square foot over the phone.  No appointment; no explanation on useable square feet; no references; no visuals!  Very efficient, but she was actually expecting a sales meeting.  The second vendor would only meet if I (the “husband”) was present.  He refused to believe my wife was VITO.  Was she amused?  Nope - just insulted. 

The third vendor scheduled an onsite appointment.  He shared drawings and a pricing worksheet.  He set up two references so she could see examples of his work and talk with his customers.  After checking on county building codes, he returned for a final consultation along with his proposal.  All of these sales meetings were conducted thoroughly and professionally.  He won her business. 

The fourth vendor?  He called in June.  The Stock Show was in January; the arena was finished in May. 

Is “Make them beg” the motto of some salespeople?  Norman R. Augustine commented on business executives condoning this type of sales (in)efficiency: 

It nonetheless spoke highly of the firm's management that they seemed to be going out of business in an orderly fashion. 

I always believed salespeople are not qualified to qualify prospects (aka “leads”).  Did I waste time with “unqualified” leads?  Occasionally.  But other times I was closing the deal while my competitors were debating whether to follow up, or not.  I believe first in; best dressed; wins the “modern buyer’s” business! 

Really, my wife is VITO.  I’m just the poop-picker-upper! 

                      GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Olympians all…

The Olympics are always a major TV event.  Did you watch the Winter Games?  This year things seemed a bit different.  Maybe it was Covid; maybe the absence of fans; maybe those damn Russians.  Has the purpose of the Olympics morphed? 

Originally the Games were a religious event honoring the Greek Gods: 

In the ancient Greek religion and Greek mythology, the Twelve Olympians are the major deities of the Greek pantheon, commonly considered to be Zeus, Hera, Poseidon, Demeter, Athena, Apollo, Artemis, Ares, Aphrodite, Hephaestus, Hermes, and either Hestia or Dionysus.  Hades and Persephone were sometimes included as part of the twelve Olympians (primarily due to the influence of the Eleusinian Mysteries), although in general Hades was excluded, because he resided permanently in the underworld and never visited Olympus. 

                   Wikipedia 

I didn’t know that.  Back to Wikipedia: 

The Olympic Games (Ancient Greek: Ὀλύμπια Olympia, "the Olympics") were a series of athletic competitions among representatives of city-states … They were held in honor of Zeus, and the Greeks gave them a mythological origin. The first Olympics is traditionally dated to 776 BC. 

That’s 2,798 years and counting! 

My favorite Olympic moment actually comes from a previous Games: 

Let your imagination put you in a grandstand at the Seattle version of the Special Olympics.  There are nine contestants, all physically or mentally disabled, assembled at the starting line for the 100-yard dash.  At the gun, they all start out, not exactly in a dash, but with relish to run the race to the finish and win.  All, that is, except one boy who stumbles on the asphalt, tumbles over a couple of times, and begins to cry.  The other eight hear the boy cry.  They slow down and look back.  They all turn around and go back… every one of them.  As you watch, one girl with Down’s Syndrome bends down and kisses him.  You hear her say, “This will make it better.”  All nine link arms and walk across the finish line together.  Everyone in the stadium, including you, stands up, and the cheering goes on for several minutes.  People who were actually there are still telling the story, four years later.  Why?  Because deep down we know this one thing:  What matters in this life is helping others win, even if it means changing our own course.  

David S. Pottruck 

Olympians are not limited to Olympic Games.  For many of us, “changing our own daily course” requires an Olympian effort. 

For many of us, each day we must set our mind for victory to avoid defeat: 

If you think you are beaten, you are,

If you think you dare not, you don’t.

If you like to win, but you think you can’t,

It is almost certain you won’t.

 

If you think you’ll lose, you’re lost,

For out in the world we find,

Success begins with a fellow’s will –

It’s all in the state of mind.

 

If you think you are outclassed, you are,

You’ve got to think high to rise,

You’ve got to be sure of yourself before

You can ever win a prize.

 

Life’s battles don’t always go

To the stronger or faster man,

But soon or later that man who wins

Is the man who thinks he can.  

Unknown Sage 

The Olympics will continue but for most rest of us… we will rise tomorrow; set our mind for our daily demands; thinking - BELIEVING - “we can”!   

Not something I call “Games”.  

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.