Rules…

Now there is a word that stimulates lively conversation, true?  When someone tells us not to “break the “rules”, I sometimes feel we take actually it as a challenge, LOL!  Other times when we see some blatant infraction we’re not as understanding, are we.  Speeding and weaving on the highway gets my goat.  Others too I’d say, based on increased incidents of “road rage”. 

I get it…  we like to believe that rules are for those “other people”.  Afterall, we have a good reason why we need to break the rules, don’t we?  Malcolm Forbes reminds us there’s even a rule for that: 

There are no exceptions to the rule that everybody likes to be the exception to the rule. 

People my age like to point at those darn young people!  Do you think its generational?  Well, breaking rules has been occurring regularly over the years; occasionally for the greater good: 

Rules?  There ain't no rules here.  We're trying to accomplish something. 

Thomas Edison 

Truly, there are rules and then there are rules.  Like you, I feel some of today’s rules are stupid, especially those dreamed up by our elected officials: 

To the government, cutting red tape often means slicing it into long strips lengthwise. 

Norman R. Augustine 

Have you ever noticed how someone responds with an excuse or explanation when they get caught breaking some rule?  I bet it happens often – and yes, I’m guilty.  However, when it comes to business performance, personal success, and related, heeding rules can make a real difference. 

Rules help us with all sorts of things in life, big and little.  For instance, Thomas L. Friedman offers us this practical rule: 

The First Rule of Intelligent Tinkering: 

Save all the parts. 

There are rules to help us at the other end of the little to big spectrum, also.  I read Tony Dungy’s book, Quiet Strength © recently.  I especially liked his approach to performance.  The context was professional football but I think it applies beyond sports.  Short, sweet, applicable to so many situations - “No excuses.  No explanations.”  Here’s how Tony put it: 

I told them that I expected our team to live and play by the concept, Whatever it Takes, then ended with a second basic phrase which I posted in our locker room, No excuses. No explanations. 

                   Tony Dungy 

I’m not sure when or why we began over reliance on excuses and explanations.  Maybe it’s not more common today than the generations before us but it sure feels so.  (People parking in handicapped spaces with the excuse that they’re elderly or overweight vs. those with true handicaps gets my goat.) 

On the other hand, maybe it’s my goat that needs adjusting.  I mean it’s not like someone is taking my parking space.  I don’t park in handicapped.  Those zooming past me on the highway are the ones that risk getting a ticket or getting in an accident, not me.  I’m not the traffic enforcer. 

What’s best for me is to focus on those rules that make a difference in my life.  You know, healthy diet; courtesy towards others; contributing my fair share; honoring my family; operating dangerous machinery safely; keeping my commitments; and of course, minding pool rules:

Did Nordstrom get office rules right perchance? 

Nordstrom Rules: 

Rule # 1 - Use your good judgment in all situations. 

   There will be no additional rules. 

Bob Nelson 

Now there’s a rule we should follow.  No excuses.  No explanations. 

GAP 

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

We remember…

I never served in the military.  I didn’t want to in those years of social upheaval.  My draft number during the Vietnam War was 271.  Now, I can only imagine the commitment, self-sacrifice, and bravery our country’s veterans must have had to preserve our way of life.  Today, our armed forces continue the tradition. 

On Memorial Day we will pause to remember those who served; who sacrificed; who died; for our country; for our freedom.  It is a “day of remembrance”. 

According to Wikipedia this history of remembrance goes back 155 years: 

In 1868, General John A. Logan of the Grand Army of the Republic called for a "Decoration Day", which was widely celebrated. By 1890, every Northern state had adopted it as a holiday. The World Wars turned it into a generalized day of remembrance, instead of just for the Civil War. 

The struggle for our freedom continues.  We Americans must address many difficulties.   This is nothing new.  What “weapons” will we use?  

David Major is Course Director for Senior Enlisted Blended Seminar Program for Marine Corps University.  He teaches a leadership class, Law of War and Profession of Arms at the Marine Corps Base in Quantico, Virginia.  In David’s class one of the leaders cited is General Charles C. Krulak: 

The military has a tradition of producing great leaders that possess the highest ethical standards and integrity.  It produces men and women of character. 

Were those the “weapons” you were thinking of?  Ethical standards; integrity; character?  

It’s easy to turn our media-fueled attention towards our country’s leaders.  It’s easy to criticize the behaviors we’re seeing from our elected officials.  Before going too far down that path though, General Krulak offers additional guidance: 

Based on (character), we commit to doing what is right.  We expect such commitment from our leaders.  But most importantly, we must demand it of ourselves. 

Character; integrity; ethical standards; doing what is right; these are the weapons we all must use to protect our freedom.  David Major goes on: 

Ethical decision-making reflects a cognitive process by which one makes decisions based on value judgements. While influences such as culture, upbringing, religion, nationality, and organizational culture can shape our ethics, ultimately, values-based decision-making is often a matter of personal choice. 

Ahh, adding-in value-based decision-making and personal choice.  Combine those with integrity and we increase the power to protect America’s freedom.  Back to General Krulak: 

My challenge to you is simple but often very difficult…  wear your armor of integrity… find comfort in its protection… do not become lax.  And always remember that no one can take your integrity from you…  you and only you can give it away! 

Each of us.  It’s our choice.  Only in America can cultures of diversity live together united.  Truly, we have our differences and there is plenty of strife.  Americans have much work to do in the pursuit of a more perfect union: 

In every community, there is work to be done. 

In every nation, there are wounds to heal. 

In every heart, there is the power to do it.  

Marianne Williamson 

On Memorial Day let’s remember.  Let’s pause our work to honor the men and women of our military; especially those who made the ultimate sacrifice: 

Then let’s go back to work Tuesday – with character; integrity; ethical standards; using personal choice to do what’s right; leveraging value-based decision-making; and our hearts! 

Yes Marianne, “In every heart, there is the power to do it!” 

GAP 

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

Mental Health

Tough topic today… but it’s always been a tough topic.  And it takes tough people to deal with it.  According to research: 

Mental health has grown to be an outsized problem in the United States, with 90% of Americans saying it is now a crisis.

Let’s be more aware when we ask someone, “How are you doing?”  If we hear, “I’m doing alright” it can mean so much more.  Like Eric: 

I have known Eric for 47 years tomorrow – his birthday.  Over that period Eric’s Mom and Dad have shared some of his most joyous occasions and some of his most upsetting events.  In between these highs and lows Eric would tell you that he has been doing alright.  For Eric, doing alright shows how amazing he truly is. 

You see, Eric is the toughest person I know.  I’ll give you an example.  Close your eyes and return to the happiest day of your life – feel how you felt during your most exhilarating moments.  OK, now think back to how you felt on your saddest, darkest, most depressed day ever.  Set those mental bookmarks in your mind’s eye.  There is an unbelievably wide and powerful range of human emotion, yes?  

For most of us, we migrate from our highest highs to our lowest lows slowly; with long, “recovery” spans of simply feeling average in between.  Unfortunately, Eric is different.  His mood swings back and forth, between euphoric highs and debilitating lows in a matter of minutes - multiple times - every hour!  Now picture your life with his type of mood swings – as if our other challenges aren’t enough to deal with.  

Rapid Cycling – that’s the term for Eric and others who suffer from Bi-Polar Disorder.  Eric lives every day with this unwelcome guest.  Medical science is not much help.  Bi-Polar Disorder is an affliction of the brain, very difficult to properly diagnose and treat.  Trial and error, mostly.  That means people with Bi-Polar Disorder typically wind up dealing with this on their own. 

Most can’t hold down a steady job.  Eric can – and he has consistently been a “go to” person for his company.  He is a skilled tradesman; good with customers; dependable; hard working; shows up no matter what; a positive attitude; an outlook that no job is too tough; that’s Eric.  Most people with Bi-Polar Disorder can’t live independently.  Eric does – and if you met him, you would never know the internal turmoil that lives with him.  He has a pleasant personality; a nice sense of humor; knowledgeable of current events; just like the rest of us. 

But Eric isn’t like the rest of us.  Merely getting up and facing the day; every day; takes enormous strength.  He offers no excuses – never has.  Eric has earned success and experienced failure.  No matter; Eric treats each day anew, the best he possibly can. When you greet him with, “Hi. How you doing?”  you will almost always hear him say, “I’m doing alright”.  

If Eric is tough enough to be “alright” each and every day even though feeling uncontrollable mood swings – should we do any less?  

No, I don’t have Bi-Polar Disorder, but it lives next door. Although I don’t have it, I can see first-hand the toughness Eric has as he lives with it.  Eric is my son and I’m proud of him.  One day I hope to learn the source of his amazing toughness so I too can be, “doing alright”. 

GAP 

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

Drinking Problem?

What do you suppose is behind our recent wave of layoffs?  The Fed?  Inflation?  Recession?  Is it lack of sales?  That’s one possibility: 

Several years ago, a car dealer in St. Petersburg, Florida fired his entire sales force and sales went up twenty six percent. 

Rick Page 

IMHO, the first step towards finding a solution is understanding the source of the problem.  Careful though – it may not be what we think.  

Take St. Michaels, a quaint town in Maryland its name derived from the Episcopal Parish established there in 1677. The church attracted settlers who engaged in ship building among other endeavors.  They don’t build ships anymore.  (Although with rising tides they may have to.)  The locals say: 

St. Michael’s 

A drinking village with a sailing problem.

Layoffs could drive one to drink.  However, lack of sales is actually a symptom.  I’m thinking the problem may lie elsewhere.  

Over the past few decades technology companies in particular have highly specialized their sales organizations.  With all of the sales specialists the customer has to deal with these days how easy is a vendor to do business with? 

Which of the many specialized sellers has their eye on the customer’s overall objective?  Irving Bluestone coaches us on the importance of keeping our eye on things: 

Somewhat analogous to the cross-eyed discus thrower; he seldom came out ahead, but he sure does keep the crowd alert. 

Today’s customers sure have to stay alert, too.  Let’s add it up: 

• Customers start with the vendor’s website, an AI chat bot, and marketing content; but marketing doesn’t speak with customers.
• To converse, customers gets passed to a “BDR” (Business Development Rep); but the BDR is there primarily to qualify and perhaps address a few simple questions. 
• When customers need more, they get passed to an Account Executive; but the AE is there primarily to qualify and perhaps coordinate access to additional specialists.
• When customers have in-depth questions they get passed to a Subject Matter Expert; but the SME is there primarily to qualify and answer detailed questions about “fit”.  
• When customers have questions on price, they get passed back to the AE; but the AE typically quotes initial purchase or subscription pricing.
• When customers want to know the implementation cost they get passed to a Professional Services salesperson; but that person is there primarily to qualify and quote implementation costs.
• When customers want to know about “Phase 2”, future needs, and future costs they get passed to an Account Manager; but the Account Manager specializes in renewals and future roadmaps without involvement in the current sales cycle.
• When customers want to negotiate a deal they get passed to a Sales Manager; but the Sales Manager is there to qualify and close, knowing little or nothing about the customers’ detailed needs and the proposed solution.
• When customers have contract language questions they get passed on to the legal or sales operations department; but that resource is there to qualify and address contract terms.
• When the deal is finally finalized customers are passed to an entirely new team who delivers the solution before passing their customers on to the vendor’s support staff (or another AI chat bot); but if implementation issues arise and customers reference answers received during the sales cycle they get passed back to their AE; who was recently laid off. 

Ishkabibble! 

Does that resemble your company’s selling process?  Careful - you might be giving your customers a drinking problem! 

GAP 

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

April 20, 1999 never forgotten…

Twenty-four years ago today, my hometown experienced the terror that two teenagers, feeling a sense of desperation and isolation, can bring to their high school, their community and our nation.  It was considered a rare event back then – unfortunately, hunting our school children has become an almost daily event now.  

Life is hard and can often seem hopeless for many young people.   If you have a son or daughter; grandchildren; nieces or nephews; or neighborhood kids; reach out to them today. 

Tell them today that you love them and will support them as they try to make their way in the world.  And if they are struggling to make ends meet – give them a few bucks, reassure them.  Today, help them feel they belong.  Give them hope. 

Let’s address our society’s violence.  Let’s use our power of compassion to increase the sunlight for those heading towards darkness: 

It takes the sun to create a shadow – accept that the dark and the light live side by side in all of us. 

Chellie Campbell 

It’s not just my hometown of Littleton, Colorado - We are all Columbine: 

http://www.youtube.com/watch?v=i9Seqhcq23M

May you feel peace - and share the power of peace with others - today - especially today - and then every day thereafter! 

GAP

Don’t panic…

“Downturn”  Don’t you just hate that word?  Better hold on to your saddle horn; it’s going to be a wild and bumpy ride for a while. 

For many of us, we’ve seen these economic issues before.  And yes, it’s not a pretty picture.  If you’re concerned, you probably should be.  However, there’s no need to panic: 

Fear makes the wolf bigger than he is. 

German Proverb 

Lot’s of folks are forecasting that a recession is upon us.  (Seems like I’ve been hearing a recession is upon us for a year or two, you?)  

I didn’t realize it but according to Wikipedia we’ve had seven “recessions” since I entered the workforce in 1975:

1. 1973-1975; triggered when OPEC quadrupled oil prices (I remember the shortage and the lines of cars at gas stations)
2. 1980; triggered when the Fed dramatically raised interest rates to fight inflation (sound familiar?)
3. 1981-1982; triggered by the Iranian Revolution, oil prices (again), and the Fed (still)
4. 1990; triggered by the Fed raising interest rates to fight that darn inflation (again)
5. 2001; triggered by the dot.com bubble burst (which was triggered by the “Y2K panic”)
6. 2007-2009; triggered by the housing bubble burst (those darn bubbles)
7. 2020; triggered by Covid 

I was reading The Impact of Economic Downturn on the SaaS Industry survey results recently.  It seems the data was collected between 2021 and early 2023.  And yes, it doesn’t paint a pretty picture.  Here are a couple of excerpts (my commentary added in parentheses): 

The fact that we are in difficult times is evident. When we started sending out the survey, the market sentiment was evidently poor. There were already reports of layoffs in major organisations… By the time we collected responses, there were even more layoffs.  More layoffs were announced before we compiled the responses into a report, and right now, as I’m writing this sentence, two of the most successful companies in the world have announced that they’re shrinking their workforce. (We’ve noticed.) 

Your sales reps know we’re in a downturn. They’re aware of reports of lay-offs across the globe. This can lead to uncertainty, and a sense of panic across your workforce. (There’s that word panic, again.) 

Per our survey, more than two-thirds of companies did not hit their targets during H1 in 2022. Nearly 80% of them also responded that they faced a lot of challenges in achieving their goals. (“faced a lot of challenges”, thank you Captain Obvious.) 

Speaking of not pretty pictures… I’m reminded of an old painter I used to work with before I entered the technology sales business.  His first name was Karl and I remember he preferred whiskey that was finished in merlot casks.  When a painting mistake was made on one of our jobs Karl would say: 

Don’t panic… Jack was every inch a sailor. 

He was right; the jobs would turn out fine.  Makes me optimistic our economic “downturn” will turn-around and come out fine, too.  But I’m remaining cautious.  I’m paying close attention to how news is presented (aka “spin”): 

The phrase, “I have good news and I have bad news”, is really just bad news.  We know this because we learn of good news this way; “You’re not going to freaking believe it, but…!” 

I don’t know who Jack was but like Karl I’m not going to panic.  I’m confident in Jack, our sailors, and the prospects for getting through this darn “downturn”. 

GAP 

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

Flexibility & Independence? Security?

You know, it seems to me much is being said and written these days about employee behavior.  Truth be told, most of the commentary I see is more negative than positive.  That negativity takes a turn for the worse when the topic shifts to managers: 

All good work is done in defiance of management. 

Bob Woodward 

OK… maybe it’s me. I mean, are you seeing the dominance of these workplace sound bites? The  “great resignation”; “quiet quitting”; “return to office refusal”; “more work-life balance”; “lack of diversity, equality, and inclusion”?

Yes, I’m old and retired from fulltime work now (but I’m not dead HaHa!).  In 2022, I joined the “gig economy”.  When you Google, “What is a gig economy?” you’ll find: 

A gig economy is a labor market that relies heavily on temporary and part-time positions filled by independent contractors and freelancers rather than full-time permanent employees. Gig workers gain flexibility and independence but little or no job security. 

Whalla!  Flexibility and independence stand apart from job security.  It’s considered either/or. 

When I was an employee I wanted security; a regular paycheck; benefits; training; a career path; etc.  I hoped for a manager with people skills but when I worked for one of those managers, I tried to hang-in. 

Of course, I had the option of flexibility and independence available - freelancing; independent contracting; “consulting” (God forbid!): 

A consultant is someone who saves his client almost enough to pay his fee. 

Arnold H. Glasgow 

I selected the consulting option a couple of times (at the expense of security).  Those experiences helped me understand that fulltime employment better fit my disposition.  All along, I wasn’t conscious of why I wanted to be a good employee. 

I was also a manager for several years in my career.  I wanted “good employees” working for me, but what do they look like? 

Employers are looking for people who can do more than follow procedures competently or respond to requests, who have a strong, intrinsic desire to learn, solve problems, and ask penetrating questions.  They may be difficult to manager at times, these individuals, for their interests and enthusiasms can take them along unpredictable paths, and they don't respond well to being told what to think.  But for the most part, they will be worth the difficulty. 

                   Ian Leslie 

My team was definitely “worth the difficulty” for me.  (Not sure how they felt about their manager LOL!) 

It all came together recently when I read Undaunted: overcoming doubts + doubters © by Kara Goldin: 

… I still tell new recruits at Hint that the number one thing they need to do is make sure their boss and their team are successful.  I run into so many people who make the mistake of worrying about how they look and concentrating on their own feelings to the extent that they don't appreciate what's going on around them.  Focusing outward on those who depend on you and the rest of the team makes you a valuable person, gets you more responsibility, and ultimately gives you a chance to not just look like, but also to be, a superstar. 

Bingo!  Make your manager and your team successful first, and your own look and feelings will take care of themselves.  Become more valuable; take on more responsibility (e.g. get promoted, make more money).  Yep. I like that from both the employee and the manager side, you? 

Nothing spells “security” better than “Superstar”. 

GAP 

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