Best Laid Plans

I am often asked about the keys to leadership. Of course, there are core characteristics that we can list and quantify. Most often, however, I hearken back to sound advice. The best bosses I have had assisted my career development through very human interactions. The strategy book is thrown out the window and you talk to one another in caring terms.

Here is some of the best advice I have received:

"If you keep working that hard, you will be a State qualifier"
At a tender age I began to participate in the sport of wrestling. To be an exceptional wrestler you have to have outstanding physical conditioning, unflappable will power, and extraordinary patience. You workout for hours a day to get to a 6 minute match in which every muscle in your body is used to exhaustion. All the while, you are controlling your diet to make weight. When you lose, you have no one to blame but yourself. Wrestling is not the world's most popular sport because very few people have the courage to endure it.

In wrestling your hard work is validated with gold medals. Wrestling also allows you to overcome your greatest opponent in life....yourself! When you know that you can push yourself beyond your limitations, you are consistently willing to try harder.

The season is long and tiresome. You work so hard and occasionally you lose. You question how far you can push yourself. While your friends are cruising chicks and drinking their first beer, you can't even eat. So, when my coach pointed to me at the end of practice and told me the words highlighted above that was all I needed. Indeed, our success is often predicated on one compliment from someone we respect. When my coach told me he recognized my effort, it made me want to try ten times harder.

"Once you have wrestled, everything in life is easier" - Dan Gable

"You will not beat them, you will become one of them"
In our professional lives we are always looking for opportunities to improve ourselves. I was with a company for some time and I was getting restless. I needed some variation to the daily grind. I did everything I could to get promoted. When the opportunity for advancement finally came my way I sat down with a senior leader in the company. He asked me why I wanted a position in management. I went into my professional mission statement of making the company better by evolving the workforce.....he stopped me and said. I'm asking you why you think it is a good idea to get out of sales and go into management? After a slight pause, I told him that I thought the middle management in our company sucked and that I was willing to commit myself to inspiring our workforce instead of regulating them. He smiled and then he proclaimed the statement highlighted above.

This senior staff member could have recommended me to the hiring manager but he felt I would be wasting my life if he did. He cared enough to tell me that I could do more than position myself for lifelong mediocrity. I cherish his advice to this day....because he was right!

"Don't go gettin' insecure"
People love having a new job because it allows them to wipe the slate clean. I cannot recommend strongly enough that when changing careers an attitude make over is absolutely critical. You probably left your former job because there was some bad blood....leave it there. Easy for me to say!

I had a new job and my boss was in from out of town. I had worked hard to get a meeting with a key prospective client and was really excited to showcase my talent for the new boss. I picked him up at the airport, we arrived at the client's location, and she was not there. The excitement deflated by the need to reschedule, my boss's precious time wasted.

As we hopped back into the car, I expressed my frustration. How could someone agree to meet and then neglect the importance of our time? To which he said, "don't go gettin' insecure on me". It was a critical turning point in my career. My boss didn't hire me to see me display my skill in front of a new client, he trusted my talent. Here I was still interviewing two weeks after being employed. Despite my career change, I was still carrying the baggage of the corporate politics from my former occupation. My boss's words caused me to remember my greatness, for far too long before meeting him I was ruled by people who managed to make me believe I was not good enough....and that I had to prove myself.

These three lessons have one thing in common. They are all simple words of advice given to me from people who genuinely cared about me....and in their simple words I came to understand that.

Leadership is the act of inspiring confidence. Management is the process of challenging job function.

Don't Forget to Remember!

Dave

Why Salespeople Lie

The world of business is currently mired in platform development, entrepreneurial risk taking, and cutting edge business planning. The most profitable companies are the best places to work because the culture is relaxed but the players are putting in long hours. Technology has streamlined the way we work. The politics and formalities are breaking down in favor of collaborative business improvement planning. It is as it should be.

Ties are not comfortable, meetings that tip toe around issues are not productive, and people who pretend to be experts are anything but. We are becoming more honest with one another because we have learned from the mistake of trusting the wrong people. Business partnerships are built on personal relationships. Mistakes are forgotten when the intent is right and partnerships are destroyed when the expert is revealed as a court jester.

In simplest terms, a lot of the things that used to be characterized as "professional" were a smoke screen. So how do we see through the smoke...?

Stop Lying
I have been in sales consulting and sales training for 15 years and I can tell you this....sales people are liars. It's the thing that makes people hate salespeople. So the process for success is incredibly simple:
Tell the truth!

In the movie, "In Good Company", the great Carter Duryea convinces a bunch of industry veterans that his education and youthful motivation have applicable relevance in the marketplace. It works for a while. But when he meets the boss' daughter in the elevator he admits to her that he has no idea what he is doing. It is a refreshingly human moment. While it is probably not best to completely reveal your cards, I can tell you that in time the pretenders are always revealed for their true selves. Why fake it?

As a salesperson, your target buyer will often ask you leading questions in an effort to measure your BS meter. Many salespeople see this as an opportunity to showcase their expertise (and it often might be). But if you talk yourself in circles, you destroy your credibility. Let me advise you are 3 simple things:
Allow silence to linger.....don't believe you have to keep talking
Address questions directly
Don't allow the past to sidetrack your strategy

We Weren't There
Have you ever asked a salesperson a yes/no question and gotten a 20 minute answer? Did the answer even address your question? In sales anticipating pitfalls is critical. If one knows their product cannot perform a certain function, they might seek to disguise that. In fact, they may overexpose their fact masking because they are so afraid that their past product failures will resurface. Often times, the aforementioned paranoia exposes an inefficiency that does not even apply to the situation. Then, you lose because you lied.

Quick tip: don't buy from someone who does not directly address your questions, they are hiding something.

So Then...
Be honest but don't reveal your hand. Sound contradictory? Not really.

The process is simple: Someone needs something and you have something to give.

Why complicate the issue?:
You do not want to leave any stones unturned...so ask good questions!
You do not want to miss a buying signal...so do your research!
You do not want to validate your buyers stereotypes....so be honest!

Don't Forget to Remember!

Dave

The 4 Intricate Disciplines

There are 4 Intricate Disciplines essential to professional success:
Planning
Execution
Fortitude
Positivity

...of course, there are a million other things that the readers of this blog can site as "absolutely essential" to success. Be that as it may, I would be willing to bet that any more specific skill set would fit in one of the 4 categories mentioned above. Today our mission is to explore the 4 intricate disciplines of professional success and to figure out how to put them into action. Sound simple? It is so very far from simple. Let's dive in.

Some people have amazing strategic planning discipline, others are very good at executing at the point of customer engagement, there are those who have an uncanny ability to persevere in lieu of failure, and some people just know how to find the best in every situation. Which of these areas best characterises your professional excellence? If you execute just one of the 4 intricate disciplines well, you will be successful. If you are able to execute all 4 intricate disciplines really well, every day, you will be a professional Rock Star!

Let's Rock!

All Points Considered
Aaron Levie the CEO of Box has an uncanny ability to articulate solutions in the enterprise with rapid fire precision. It might come as a surprise but Levie's admirable leadership is a result of introspection. The best talkers are not those who talk the most. People who speak well are well thought out. They spend more time preparing what they say than they do saying it. So, in fewer words they can articulate with greater precision.

Preparation is not just a matter of writing a check list. Preparation is the art of fact finding and differentiating a solution that engages personal relevance. The true visionaries rehearse every potential conclusion with the board of directors of their mind.

Showtime
I used to think I could get by on product knowledge and my ability to entertain. I assumed I could call myself an expert if I knew what my product did while possessing the gift of gab. It worked for a while but eventually people got tired of my bravado. I learned to slow down, ask questions, and share knowledge. It is about sharing not grandstanding.

Selling is not telling. You can no longer pretend your good looks and fast tongue will help you succeed.

Know your audience, speak their language, and make it look effortless!

Fall Down, Get Up
I remember getting upset when I heard Michael Jordan proclaim that he had failed more than he had succeeded. It was the point when I realized that there is no finish line. Every day presents a new challenge and those of us wired for success are always seeking a challenge. We are not willing to accept winning as an end point but rather an opportunity to do more.
 
Did you know Rovio failed 51 times before creating Angry Birds. This overnight success took 8 years to develop. Nothing comes easy! Everything that produces interest is a result of hard work and conviction.

Anger is Easy
Anger is a result of frustration. Frustration results from having all the tools but being unable to utilize them in the proper fashion. Everyone possesses massive talent. Most people choose to let their fear prevent their potential. Ultimately, the ability to develop momentum is permanently disabled. This produces bitterness.

The easiest thing in the world is to be negative. To sit on the sidelines with arms crossed, criticizing those in the game. Then there are those who have the moxie to get out there and make things happen. With every effort you are open to criticism, with every failure the naysayers nod in disgust, then you look up and you are on top of the mountain.

"Do or do not, There is no try" - Yoda 

4 Intricate Disciplines
Every day our world is advancing. What an exciting time to be alive. With progress comes competition and the need to do more with greater efficiency. No longer can you be good at just one thing. You have to be good at everything!

Don't Forget to Remember!

Dave          

Sales 2.0

Over the last few weeks, we reviewed the concepts of Social Selling and The Social Enterprise. This week we will marry the aforementioned concepts in the revolution known as Sales 2.0. In my estimation there are 3 key characteristics to Sales 2.0:

• Introducing Compelling Content
• Performing Rock Star Presentations
• The Forgotten Concept of Human Interaction

Cold Calling is Dead
Very few people answer the office phone, everyone has caller ID, and calling from a blocked number is a poor way to establish trust. Everyone is busy and interruptions are never well received. Even the magic phone controllers of yesteryear need a point of reference these days.

In order to make an impact you need content to support your prospecting efforts that is easy to access and simple to understand:

• Value propositions must be conveyed within 10 seconds
• Content has to be written in your prospective customer's language
• The best way to intrigue your buying audience is by entertaining them 

Maybe you have a knack for writing concise and meaningful emails. You might be able to peak customer interest through video sharing. Maybe social media has served as an engagement point. These days a phone call or smile without significant content attached to it will commoditize you as another pretty face.

Wake Up Call
Sales teams spend countless hours preparing for the big pitch. We think ourselves in circles obsessing over the intricacies of our products and services. We get in front of a prospective customer and take them way down the rabbit whole....a 90 minute crash course training on how our products works......without considering WHY they would want to use it. Repeat this pain staking process 4 times and you have a day in the life of a buyer....no wonder why they're grumpy.

All sales people want to be Rock Stars....your content and how you present it is your Rock Opera!

You can differentiate yourself from the other boring presenters by doing the following:

• Deliver multi-media presentations that are "fun" for your audience
• Consult in an interactive manner
• Articulate a business solution (not a product or service)

We all know the fine points of where we are better than our competitors....our buyer doesn't care. The key to wining is presenting as if you were a co-worker not a potential "vendor".

The Secret Sauce
The sales folk are aggressive and articulate but they still seem to believe their gift of gab is all that matters. The marketing folk have amazing content but engaging at the point of sale requires more than product functionality. Sales 2.0 brings great content and differentiated consultation together. But, don't fall into the trap. There are products built by brilliant programmers who know how products function but are unable to articulate why they will make a potential customer's business better. It's not about the widget!

The key to winning in sales is to develop the ability to become a consultant not a salesperson, a partner not a vendor, a friendly advisor not an annoying product pusher.

Consider This....

• Don't demonstrate a product, present a solution
• A brand is only as good as the people who represent it
• Make is easy
• Make it fun!

Don't Forget to Remember!

Dave          

People Not Contacts

It was a great day in San Francisco on March 12th. The Sales Giants of Tomorrow braved the time change to attend Inside View's Insider Summit. It was a well put together event...great keynote, 1 minute sponsor intros and short/informative breakout sessions. A lot of information in a snapshot....such are times in which we exist.

Umberto Milletti eloquently delivered the message of the day.....selling is about people not contacts. Umberto told us that he, as a buyer, does not answer the phone and rarely replies to email. He then noted that commercial real estate agents are among the most pushy salespeople but when he requested information for commercial space on Twitter only 2 people replied. A reflection on the swinging pendulum of sales. It is no longer about having the gift of gab or an extroverted personality. It is about doing your research, differentiating your solution to the personality of your buyer, and finding a creative way to access them. The game is changing and if you stick to your old methods your forehead will start bleeding.....from running into walls!

Introducing the 3 Stages of Social Selling:
Personal Access
Differentiation
Silver Bullet

How did you know that?
....because it's on your facebook page.

Still to this day people are surprised when I mention their favorite baseball team or a current event at their alma mater - and this is the easily accessible information. Don't worry about freaking out your buyer. You can find out a lot about a person in a 15 minute review of their LinkedIn profile, Twitter page, Facebook posts and/or blog. If they put it out there it is yours to share in....the key is using the information in a differentiating way without creeping someone out!!!!!!

Information is not an Invitation!
Be an advisor not a stalker! Use the elements of a person's personality conveyed through social media only in ways applicable to your products/services.

Don't:
Tell someone their daughter is beautiful!
Revisit a political or religious opinion that may have been posted!
Ask if you can have permission to date the aforementioned beautiful daughter!!!

Do:
Mention an industry relevant article or case study that they posted, retweeted, or favored
Mention a common professional connection
Correlate the benefit of your solution in metaphor to their favorite team winning (...tricky...)

The introduction is over
People's time has never been more precious. They will smile and entertain your personal probing questions but they would rather you cut to the chase. You can now access the answers to all the stupid "ice breaker" questions before you check in with the receptionist.

With all the information at your finger tips everything you say should be direct and relevant. Formulate and customize a presentation (or conversation strategy) that is personally engaging. If you are smooth in your delivery (which every salesperson should be) you will come off as a subject matter expert: "This guy knows my business and his product matches what I do really well".

The New Age in Sales
* Everyone thinks sales people are pushy. You have a direct path to victory if you can dispel that presumption.
* Time is money: be relevant, precise and direct.
* Know not just what they do but why it matters and how you can help.

The tools are there but they are commonly avoided. The salespeople who are winning have put themselves on the buyers side of the table through research and the ability to differentiate. The salespeople who are losing think they can still rely on their big mouth to impress people.

"The definition of insanity is doing the same thing over and over again and expecting different results"   - Albert Einstein

Don't Forget to Remember!

Dave

The Art of Goal Setting

Again this morning I braved the cold as the city slept. At the onset of 2011, I set a goal to wake up an hour earlier. I achieved my goal! For an entire year I awoke before 5am and got out the door after showering (hygiene is important). The streets vacant, the weather often cold, the sky dark....alone with my motivation.

I lead a strange professional existence. My job entitles me to work from home....I have never actually worked from home. Coming from a hyper-structured environment, I didn't trust myself to build a home office, so I spend the hours before others awake at the coffee shop. When you are arriving for your morning coffee, I am out the door on to phase 2 of the day. It's difficult avoiding the snooze button, but there is nothing more empowering than starting every day ahead of the competition.

I recently tweeted - "If you strive for perfection you will never fully achieve your goals". I will always set goals for myself that exceed the expectations of others. Achievement of everything is too much to ask if your goals are designed in proper fashion. The art of living is always striving for more.

2011 was a success - I reached my revenue goal. But, there are several areas in which I fell short. No matter how monumental our achievements we can always do more. Too often, we allow the past qualification of possible to drive our motivation instead of shattering the standard.

Five years ago, I evolved my business strategy: to do more with less. To try harder for fewer results....such were the times....they haven't gotten any better. The economy continues to struggle and there does not seem to be relief around the corner. With each year, I try harder to find the door in the dead end. I have learned that hard work always yields results, positivity is the only frame of mind one can possess, and creativity has never been more valued. With these skills in my tool belt I brave another year.

How can we take flight in the eye of the storm?:
1. Find a Larger Purpose
2. Shatter the Standard
3. Self-Assess

Stop Punching
If you are a person who dislikes bravado as much as I do it can be very difficult to "buy in". I understand that the "ra ra" thing can be distracting. That being said, you owe it to yourself to develop a higher professional purpose. In simplest terms:
a. Examine your organization's core values and mission statement
b. Develop the ability to derive personal purpose in every assigned task
c. Take a minute every day to research a personal interest

Work is (not just) work. You can create something that will benefit YOU from an instruction given by THEM.

~ I'm not sure why every organization doesn't present their core values to job candidates...?
~ Every instruction your boss gives you is yours to interpret and prioritize as you see fit.
~ It's a refreshing practice to google something you haven't thought of in a while.

Be Kind to the New Girl
I received a promotion in my company and was moved to a new team. The first thing I noticed was the negativity of the so-called team leaders. They thought I would respect their warnings. I thought, "I am going to be the number one producer on this team in six months".

Tenure can be a tricky thing. No one wants to be the new kid on the block and the tenured reps always seem to be more helpful than they need to be. In most cases, the old guard just wants to help the new folks. But the new crew has different ideas and experiences. Those who set the standard cannot seek to protect it.

There was a book written called the first 90 days. From what I can discern, this book offers suggestions about how to make a good first impression and with whom one should align oneself. I'm sorry....The concept of positioning yourself in an organization without results is complete horse shit!

We all know we can perform above the standards set before us but we must be humble in the process. I would recommend the following:
1. Don't speak unless spoken to
2. Don't ask questions with the intent of showing you know the answer
3. Keep your hand down in team meetings
4. Keep your phone on mute during conference calls
5. Don't drink too much and state your (real) opinions

Do your talking in the ring!

Be your worst critic, but let no one know
I know no one who has been massively successful that has allowed the company for which they work to define them. You must always set standards for yourself higher than those of your boss or the company you represent.

The art form is being consistently critical of your own effort without the slightest degree of public transparency.

Allow me to explain: You cannot endure life's challenges by beating up on yourself. Self-assessment is a healthy way to turn your weaknesses into strengths. Only you know how much time you have, how hard you tried, and what you could have done differently. The only person you report to is yourself!

Question: Have you ever given everything you have to every minute of an entire year?

Why not make this The Year...?

Don't Forget to Remember ~

Dave

5 Questions for Brian Garvey

Let's face it, most mentoring programs suck! We pair an upstart performer with a more Senior team member or an Executive. Two scenarios usually take shape:

1. The upstart preps for the meeting and the Executive asks to reschedule.

2. The upstart spends the mentoring sessions opposing the Executive's viewpoint and she puts him on the "people to fire" list.

There is an exception to every rule! 8 years ago my Boss asked me to spend a few minutes each week with one of our new hires. The intent was to answer questions and provide situational guidance....what happened was something completely different. Our sessions were highly productive for 2 reasons:
1. We spoke it terms of business solutions (not products and services).
2. We actually enjoyed talking to one another.

The Mentor was I and the Mentee was today's guest. Since our first mandated call nearly a decade ago, both of us have found different careers, but we have seldom missed our Friday evening call. This week's discussion involved the questions below.....which Mr. Garvey was kind enough to contribute to DFTR.

1. You are a project management professional – tell us what that means.

Technically, I am not a project management professional. That title is a professional designation known as a PMP by the Project Management Institute. I am, however, a Business Development Manager in the project management industry. Businesses rely on projects to sustain, change and improve their business performance. There is much to gain from choosing the right projects and completing them successfully. But that's easier said than done; most companies struggle with some aspect of their project portfolios. I work with a select group of companies to improve the way they manage their project portfolios, programs and individual projects.

2. You have an MBA in finance and could be a CFO by now, but you continue to endure the sales game….why?
Business exists to create customers, and I believe there are specific ways to create customers (through an organized effort on behalf of all members of a business for positive reasons that customers and employees love). I pursued my MBA because I wanted to learn more about business. I saw it as an investment in my personal learning and it has benefited me in many situations. But it's only one piece of many lessons I've learned about business. Why am I not a CFO by now...finance is interesting; accounting is not. I choose to endure the sales game because it's where customers are created. Sales is also the discipline where most organizational leaders come from.

3. People may not know that you are a culinary expert. How has your career as a chef complimented your experience in corporate America?
I do love to cook and contemplated a lifelong career as a chef. A restaurant is a business, and I've learned many lessons there as well; as many if not more than I learned in the MBA program.
Lesson 1- when everyone pulls in the same direction, a group of people can create amazing customers.
Lesson 2- don't let one bad review define your talents.
Lesson 3- I'll probably never like rice pilaf.

4. You are a guy who got married young, had kids, and have managed to stay married. What does that family foundation mean to your professional career?

Good question! I've heard thousands of managers over the years say employees need to keep personal lives away from work. I never understood that because my personal life is a huge reflection of what defines me. It's also impossible for me to keep my work life away from my personal life. My wife and I have many dinner conversations about work! One area affects the other. Admittedly, I believe the point is to keep the downside in check. If I'm having a terrible day at work then I don't go home and "kick the dog." The opposite is also true. So what does family foundation mean to my professional career? It's a very simple law of nature-- loyalty. I will do almost anything for those who have my best interests at heart.

5. There was a time when IBM was the training ground for a lot of other companies. These days, I think its Iron Mountain. What has being an Iron Mountain alumni meant to your career development?

Iron Mountain. The goose with the golden egg. I wonder if there's any other company 5 times larger than it's nearest competitor. The people I met at Iron Mountain have meant the most to my career development. They still impact my professional development today, even though it's been nearly 5 years since my resignation. It may seem unlikely, but I learn and grow every week because of the people I met at Iron Mountain.

Brian Garvey is a man who continues to win as a professional by the virtue of his tireless work ethic, solution oriented approach and his continual quest to try new things. 
 
Get to know Brian better @  http://www.linkedin.com/in/bgarv
 
Don't Forget to Remember!
 
- Dave Kovacovich

5 Questions for Steven Trompeter

 Nearly 10 years ago, The Great Steven Trompeter left his Sales position in a well-established organization. He joined an industry with an average tenure that matched his years on Earth. Truly the new kid on the block, Steven established himself among his tenured peers in under a year.

Today, he is among a rare breed of Millennials that has served a company for the aforementioned extended amount of time. 

Mr. Trompeter is a man of intense competitive drive, unquenchable creative desire and an astounding sense of humor. He was kind enough to give us a few minutes of his Happy Hour as the labor day weekend beckoned.

1. You are a successful, seasoned sales professional. What advice would you give to a young person starting a sales career in this day and age?
First off, thanks for the compliment. It’s always nice to be recognized. Before I gave them any advice I’d ask them this question: Why do you want to be in sales? It’s the key to understanding whether or not you’d be great at it. There will be a lot of different reasons but ultimately it should lead back to this answer. I want to be in sales to control my own destiny! To me, SALES is the heartbeat of any company. It’s the most exciting place to be because it all starts with your efforts and when you taste success there’s nothing like it! Back to your question, for a young person starting a career in sales today here would be my advice:
• Start building your professional network immediately
• Being prepared is the ultimate sign of respect
• Embrace social media for business purposes
• Set goals and hold yourself accountable
• Understand that nobody cares what you want to sell. They care about their business problems and if what you are selling can be a viable solution
• Don’t be afraid to fail! In fact, expect it, embrace it and learn from your mistakes
• Become a student of sales - attend seminars, read books, follow blogs and become an industry expert in whatever field you’ve chosen
• Sell with integrity
• Learn to keep the door open even when you want to slam it in someone’s face
• Seek advice – look at your sales team and develop mentor / mentee relationships to advance your learning curve. You don’t need the company to assign one to you. Find one yourself, take him or her to lunch and build that relationship
• Continuously educate yourself on your clients and prospects line of work
• Have a vision and learn how to articulate it
• “CLOSING” is for losers. OPEN relationships and business partnerships that will grow for an entire career, not just one sale

2. As an incentives consultant, are you seeing trends in the way companies are encouraging staff results?
A few key trends that are moving to the forefront of our industry are:
• Eliminating programs that live in silos and developing a total rewards strategy that ties into business objectives
• Making the reward and recognition experience social
• Instant / timely recognition
• Equitable global recognition

3. What do you feel is the key to employee engagement?
• A strong leadership team
• Transparency on the status of your company
• A shared vision for all employees
• Providing a career path for your employees with plenty of opportunities for them to understand how they are doing
• Set up consistent programs to gain feedback from your staff
• Show your employees how their opinions matter and how you have listened

4. You have worked for the same company for almost 10 years. This is rare for a young professional. What’s the secret to your tenure?
I get this question a lot. I believe it’s a combination of my personality and the sales culture I am a part of at Michael C. Fina. I am fortunate enough to be surrounded by some of the most talented, sincere and engaged professionals in my industry. The Fina family, our leadership team and our extremely committed employees of Michael C. Fina have helped me grow as a professional and as a person. The old expression “to whom much is given much is expected” is the way things work around here. There is an unwavering level of trust and support from the top which allows you to have the feeling of being an entrepreneur but with a proven system and financing behind you every step of the way. It’s been an amazing challenge and one that I am very proud of. Additionally, working at a privately held, family run business fosters a culture of reciprocal loyalty. Anyone who tells you they haven’t thought of leaving their company or explored other options is full of it! I believe the key is to make your own grass greener and keep pushing yourself to be the best you that you can be. Most of the time when people switch jobs it’s in the quest for something more and that "more" isn’t always money. It could be a different team, new leadership, better market position etc… Then they get to that new company and two years later it’s the same story. I don’t begrudge anyone who makes a move that they believe will put themselves and their family in a better position for success. At the same time, I encourage people to put their best work on the table. Push hard and you might just be surprised how doors open up for you.

5. You are a Boston kid. Do you feel the recent run of championships will take away from the working class, underdog mystique that has made Boston so hard edged?
DK – somehow I knew a question like that was coming my way from Mr. California-lovin… Not at all! I believe that grind it out, get it done mentality will never leave our sports community (or the people who are from Boston for that matter). Of course, it’s fun to be the underdog and climb up to championship status but I also think that gritty chip on your shoulder mentality will allow us to protect the sports dominance we have created. Cue the Duckboats!

Follow Steven on Twitter - http://twitter.com/steventrompeter
or network with him on LinkedIn - www.linkedin.com/in/steventrompeter

Don't Forget to Remember

Dave

SHRM 2011: The Good & The Bad

I must admit, I went into SHRM11 feelings a little apprehensive. The expectation of programming that might let attendees down, the prospect of standing on my feet for 3 days straight, and the pre-formed guilt of the swag footprint always makes me painfully self-aware. As usual, I was wrong to go in feeling uninspired! I saw so many of my virtual friends in the Social Media lounge, was totally blown away by the keynotes, had great conversations with HR Pros from all over the world, and discovered some really great new companies.

In all, it was a marvelous time in Las Vegas. Our company was smart enough to put us up at the Green Valley Ranch; far enough from the strip to avoid creating the concept for Hangover 3. We behaved well at night and we're charged up to make the most of swagville by day.

The Good:
* Tony Hsieh - I have always enjoyed Tony's fun loving approach to doing business. I have seen him present before and have read his book. It is awesome that he was willing to promote his vision to the world of HR. John Hollon wrote a great piece on Tony's Keynote - check it out!

*The SHRM HR Blogging Community - It is no secret that I Love Laurie Ruettimann - she is like the little sister I never had. Totally upbeat but perfectly realistic. The Great Robin Schooling dropped by our booth to discuss wine, the lottery and the Saints. She honors the namesake of her favorite football team. Paul Smith dropped in during down time for a meaningful conversation about influencing managers to help employees make good decisions. Paul is one of my favorite writers and even more engaging in person. I also waived at China Gorman, gave Charlie Judy a high five, and exchanged salutations with my friend Trish McFarlane. The degree of influence that social media has gained @ SHRM over just the last 3 years because of the aforementioned people is simply remarkable! Keep fighting the good fight!

* Bright - My favorite new company....They have a super cool platform, totally engaged employees, and a feeling of purpose in their booth that radiates hope.

* Dice - This vendor hired Laurie Reuttimann, Steve Boese, and China Gorman to speak as HR Experts in their booth - a inventive and profitable decision.

*TLNT - I thought it was just a blog...apparently it's an actual company. Amazingly cool people and great writers who are kind enough to throw us all the part. The troops are throwing an event in Austin this is a can't miss.

The Bad:

* The only complaint I have about SHRM11 is the immaturity of vendors. Several times members of competitive organizations came to our booth in request for information. Some sent their loved ones, others dressed in costume, and there were those who were bold enough to show up and take our collateral (readily available on our website). While their methods were varied they have one thing in common: They think we're stupid! I know who you work for and I don't care what you know about my company. I never worried about competition. I concern myself with forging great relationships, finding customer's who mirror our company philosophy, and developing ways to make companies better.

"Don't Chase the Paper, Chase the Dream" - P Diddy

Thanks to Fabulous Las Vegas and all the people that made SHRM11 a massive success!

See you in Atlanta in 2012!

Don't Forget to Remember!

- Dave

Welcome to Swagville!

The 2011 SHRM Conference is upon us. Attend a few courses, get your certifications renewed, see some old friends....maybe do a little site seeing or grab a drink. But there is a 12,000 pound Elephant in the conference center: SWAGVILLE!

Also know as the Exhibitor Hall, Swagville is a place where uniformed sales people scan your badge and give you a collection of logo-ed items.

I am wondering if this elephant is a necessity. For "vendors" it is an opportunity to essentially have thousands of client meetings in one day. For "attendees" it is an opportunity to gather a bag full of branded toys for the kids.

Question: Have you ever implemented an organizational program because of a logo-ed stapler?

Maybe you have. Maybe the impression of a logo on an office aid actually has an impact. Maybe if you are a kid growing up with a logo-ed stapler in hand, you are forever involuntarily embedded with brand loyalty???

Vendors pay A LOT of money to exhibit at conferences. The quality of the various conversations usually opens opportunity for new partnerships and the investment is paid for. But, I am wondering if the swag is necessary? If you walk past a booth and grab a pen does it have any relevance to making your business better? Does a stuffed animal actually encourage you to seek out a vendor for help?

These chotsky's break pretty easily, they are extra stuff to carry on a plane, and the branded bag they come in will probably taint your fruit if you use it at the farmers market.

So, there is no business relevant conversation, you are forever surrendered to an email list referencing a product that has no significance to the job function you perform...the junk soon breaks and is trashed. Bad for the environment, costly to vendors, meaningless to attendees.


In 2012, I propose we eliminate the swag! All vendors take their previous year's swag budget and make a charitable donation. The Exhibitor Hall is now reserved for people who are serious about adding a product/service to compliment their organization. If you are not a decision maker or do not have a need for a service, you can avoid the Exhibitor Hall. This promotes meaningful and relevant conversation among people who are genuinely invested in forming partnerships. I would bet the same ROI would come to the vendors and meaningless transactions would be terminated.

Businesses grow and prosper, kids are spared the disappointment of their favorite branded toy breaking in half, the environment is spared and a charity of each vendors choosing is rewarded with money they can genuinely use!

Let's get back to partnership building with a purpose! Let's make the world a better place!

Don't Forget to Remember!

Dave

5 Questions for Dave Kovacovich

I am starting a new series on DFTR called 5 questions. Once a week, I will showcase some of my favorite people by asking them differentiating questions. The goal is to give my readers an alternative view of the professional world through the eyes of those who have fought the good fight and won!

If you or someone you know would like to be part of this series just let me know.

Our first guest on the 5 Questions series is me....here is the transcription of an interview I did with myself on the car ride to work this morning. I hope you enjoy this guest, he is one of my favorite people!

1. You have made some professional adjustments that have really benefited you as a person. How did this work?
I was caught up in the corporate rat race. My goal was to climb the ladder of a large corporation. I wanted to align myself with the right people, accept additional responsibility, and bring attention to my achievements...it all back fired. I was young so I let the bravado of my motivation overwhelm my body of work. I was far too transparent in my ulterior motives and people got sick of me. When the light at the top of the ladder went dim, I had to switch careers.

I did a total career make over. I went from a large company to a smaller one, transferred from Technology to Human Resources, and started working from home. I made a commitment to let my work speak for itself. I stopped speaking up on conference calls and in meetings (unless called upon). I realized I had created a lot of extra, unnecessary stress in navigating my career path. When I let my work speak for itself the success wasn't forced. I saved a lot of time and a lot of hair follicles.

2. What do you enjoy most about working with HR Professionals?
I enjoy helping the more administrative team members develop confidence. There are folks who have been kept in generalists roles because of their lack of confidence. It's awesome to empower introverted people by helping them design a program (while giving them the metrics to defend their decision). I love it when a Senior Manager gives me a the 'go ahead' on a new program and the aforementioned catalyst is promoted.

3. Most Salesmen are fast talking jerks, how have you tried to avoid that stereotype?
I try to listen more than I talk, think with the customers mind, answer questions directly, make the solution applicable to a conveyed need, and to infuse some common sense.

As sales people, we tend to get hung up pretending to be product experts. Prospects don't care about our product knowledge, they care about how the product will fix a need, bring value to their company, and make their job easier. We get too hung up on touting our product without taking time to understand why (or if) our prospect needs what we're pushing. I hate to see a prospect ask a simple yes/no question and get a 10 minute product capability dump (that doesn't address their question). You wanna be a successful sales professional: listen and apply your solution to a conveyed need....and don't be afraid to say your product is incapable of doing certain things. Prospects appreciate salespeople who are not submissive to every request.

4. What are the latest trends in the world of Employee Recognition?
Who cares! Our industry tends to lack creativity. We latch on to themes like Employee Engagement and Motivating Millennials and we pretend we have a one size fits all solution. I don't believe there is such thing as an industry expert and I don't believe in best practices. Every industry, company, and employee have unique identities...trying to throw a blanket over it, makes consulting a commodity.

5. You are a big fan of sports and music. How do your personal preferences relate to your profession?
It's all about inspiration. I love the thrill of victory. Seeing the underdog overcome pre-conceived adversity makes me believe I can do anything. It's the same with music. I listen to Bon Iver and the sound scape opens my soul...I instantly forget the mundane pressures of life and I am filled with purpose for the moment. The challenge is always remembering the great stuff. Music and sports help me remember how amazingly awesome I can be.

Life is good for Dave! He lives to work because he loves his work. He loves his work because he takes no detail too seriously, has great relationships, and celebrates the strengths in everyone around him.

Next week we will talk to another amazing professional with genuine intent. Until then...

Don't Forget to Remember!

Dave

What Sucks About Conferences

Memorial Day Weekend is the introduction to Summer....which can only mean one thing....It's Conference Time!!! That's right....the time when your company sends you off to an exotic location to spend 3 days in a conference hall learning about the latest industry best practices. You rub elbows with the experts, make a few new friends, acquire a ton of knowledge....and return home with a hangover and a foam Gieco Lizard for the kids!

I have the pleasure of spending my summer weekends as a 'vendor', presenter, and attendee of several conferences in various industries. My time and practice have helped me develop a rhythm for maximizing quality information intake.

There are 2 distinct types of presenters at conferences:
Those who genuinely wish to educate
Those who grandstand in a effort to push their products

I love attending sessions with dynamic speakers! Those who can keep an audience engaged for 45 minutes and leave them asking for more. These masters of public speaking are few and far between at conferences. Far too often we are subjected to 50 powerpoint slides of bland information hosted by a guy in a suit behind a podium saying ummm every fourth word. This sucks!

Another type of presentation that brings me displeasure is a 'vendor' that sponsors the conference who is afforded an opportunity to present. The session is titled "Strategic Finance Management" - you walk in and see a vendor logo presented prominently on the screen. They proceed to spend 45 minutes going through an introduction of their finance management software.....there is no strategy, no relevant information, and you spend the session trying to find the Geico booth on the exhibit hall map.

There are special events at conferences: Happy Hours, luncheons, dinners, and boat cruises. You want to go back to your hotel and sit at the bar for a half hour before getting some well needed rest but your boss told you that you have to network. You board a crowded bus, get to the Boat, and are bombarded by more 'vendors' handing out logo-ed cups and flashing logo necklaces. As you grab some food and seek an uncrowded place to enjoy your first meal of the day. Then you are joined by 6 young men in matching t-shirts. They proceed to spend the evening telling you about how great their products are and how much they want to work with your company. They give you their cards and take yours.....time to catch a cab back to the hotel!!!!!!!

Then there is the exhibit hall. Your boss has asked you to find an incentive planning partner...there are 46 of them exhibiting. They all look the same and they all have the same approach. Scan your badge, give you a logo-ed pen, and say they will have a salesman call you as soon as you get back home.

After visiting 46 companies that look exactly the same, having your lunch ruined by networking 101 bravado, sitting through a product pushing session, and collecting 923business cards; you finally get to the Geico booth....they are out of foam lizards....FUCK!

As you finally make it to the airport you find an empty bar stool. A nice gentleman pours you a beer and offers you a shot for only $1.00 more. You accept. The thought that crosses your mind as you reflect on the conference...

DO THEY THINK I'M STUPID?

I've been gorilla marketed to the point that I will have logo sponsored nightmares for months. I sat through sessions that push products without consideration of audience interest. I've given my cards to 100 gel heads that will spam me for months to come....and I didn't even get a goddamn lizard for the kids.

Department Managers: make no mistake about it, sending your Jr Associates to conferences is very motivating! They will do everything in their power to move up the ladder so they don't have to go to that conference again next year!

Don't Forget to Remember!

Dave

3 Lessons from Kid To Work Day

Yesterday was national 'take your kid to work day'. One of my favorite days of the year. This day is typically an opportunity for in-office staff to bring their child into their office environment to show them what Mom/Dad do for a living. A quick office tour then it's off to the copy room for arts and crafts supplies.

Like every thing else in my life, my 'kid to work day' is far from typical. This year my five year old and I traveled into San Francisco and through the Silicon Valley to visit some of Michael C Fina's customers. Up early, dressed sharp, and on the move. Not typical for a kid who is used to spending the morning with cartoons and toast before a day of well facilitated learning.

If I were to give him a performance review (which will never happen) my son would definitely have received 5's across the board. We logged several miles, dodged in and out of parking garage's, ate lunch in the car and he even sat in on a few conference calls. He didn't complain once!

On our long drive home I reflected on how proud I was of my son. A simple question came to mind:
If He Can Do It Why Can't We?

Kid to Work Day is a blast because it helps the little people understand a few elements of the Big World of Business. On this particular day it also helped me reflect on how childish we can be in our professional behavior.

I have 3 tips learned from my 'ride-along' with the Great Sam Kovacovich:
1. Keep it Simple
2. Don't Throw a Fit
3. Have Fun!

Intricacies Revealed
As Consultants,we are called upon to be 'experts' on several different product lines. We tend to forget that product knowledge is far less important than the solution we can create for a genuine need. Far too often we drone on and on about product capabilities without discerning their applicable nature to our customer's organizational culture.

People hate Salespeople because we are notoriously self-centered. Ask a simple yes/no question and get a diatribe about the product itself that provides no insight to the original inquiry.

Ask a simple question, get an insignificant answer, and spend the rest of the meeting staring out the window....not gonna work with this guy, he has no interest in our needs.

Sales Advice to Live By:
Listen More than You Talk
Speak the Customer's Language
Keep it Simple (answer yes or no)

There is a Capital I in Insecurity
I receive endless communication from people expressing their discontent for being under-valued. No one wants to spend time contributing without being recognized for their effort. But, some times you have to consider the situation.

Consider the following:
~ Sometimes people get busy and forget to say thanks
~ Our ego sometimes emphasizes detail over the ultimate goal
~ You are not 5, don't document yourself in such a light

FUN!
I'm pretty hard core, I believe in winning, but my career didn't evolve until I learned to ignore certain things. Nothing within the detail of any given work day is so vitally important that you have to work yourself into a frenzy. In fact, most of our meltdowns are a result of fretting over the 'little things'.

We want to be validated and feel that we are contributing. We want to make a difference. When we bust our butt for 50 hours on a project, we don't want our work scrutinized. This is the part of the movie where we discover that life isn't fair! You are not in control of the reactions of others, you are in control of your own! You have to learn to ignore what you cannot control and set your own standards.

A bowl of ice cream for Sam and a beer for Dad was a great way to celebrate our productive day!

As we grow older we tend to complicate the process. We try harder when we should let things go. We assert ourselves when our point has already been made. We attempt to impress the unimpressible.

When I was a boy I thought my Dad walked on water for a living. I am so grateful to have an opportunity to show my son that I do not...and that is OK!

Don't Forget to Remember!

Dave

The Life of a Salesman

In 1949, Arthur Miller wrote The Death of a Salesman. It is a story of a man whose livelihood was dependent upon his continual effort. A man looking for stability in an unstable profession. I remember seeing the play as a Kid and feeling so very sorry for Wily Loman. It makes me wonder why I chose this profession...?

It takes a special person to be in Sales. The lack of predictability is difficult to endure as a bachelor. It is even harder to endure when you have mouths to feed. You cannot perfectly predict your income, you cannot ensure you will be employed tomorrow, and the lifestyle wears you down. When my son asks me what I do for a job, it is difficult to explain. When my wife asks me to 'show her the money', sometimes I have only lent in my pockets.

...and then some days you win. When you win, you win big! You celebrate for a few brief moments in the sun and then we get back to the grind.

Some people say that the salespeople make all the money for the work of others. That, my friends, is Bullshit! Yes, I would like a life of greater predictability...but, I'll be dammed if I am going to wait for someone else to determine my success.

So I go boldly into each day. I put on a tie, a smile, and keep my fingers crossed in my pocket.

Don't Forget to Remember!

Dave

Personal Relevance

This is the 3rd installment of the Employee Purpose Perspective (EPP). What have we learned so far?

* Collaboration is better than competition
* One must have purposeful intent to discover a meaningful worklife


We have agreed to find purpose in a common cause. Now it's time to understand the extended relevance of this cause to our livelihood.

The worst advice I ever got was to keep my employees at arms length. I was told not to get too close to my team because it would make leading more difficult. That's hogwash.

I believe forging personal relationships beyond products and services is what turns a company into a culture. By simple premise, if I respect you as a person, I will respect you as a professional. It does not always work the other way.

The person who advised me to keep from engaging my team in my personal life was afraid. She thought revealing her true self made her vulnerable. If you dislike yourself you may assume others will too...so you put up a facade. My contention is that by making ourselves personally available we cross the line from numbers to people and make it personal. Human connection is what makes good companies great.

Even the most strategic facade creators are always revealed. Anyone can put together a company, sign checks and produce profits. People come and go from companies, they stay in cultures of appreciation driven by leaders with Human Connection.

So Let's Get Personal!

I sat with a client a few months back. I advised him how to run his company, he nodded and appreciated the advice. After enduring my professional bravado he asked me where I lived. I told him and returned the question. For the next half hour he told me a story of his house burning down and the uncertainty of 2 hours away from his children after hearing of the fire. A humanizing story. I will never forget this man!

We walk in and out of buildings, file contracts, make copies, shake hands, smile and give advice. But, without getting to the center of people's being we cannot form lasting connections. Without lasting connections we commoditize our relationships. If our relationships are commodities they are easily replaced by the next thing with a smaller price tag.

Think about the best boss you ever had. My guess is that he/she was a better friend than an advisor. We learn from our mistakes, but we do not want to be consistently reminded of our inefficiencies. Think about the best customer you ever had. My guess is the personal connection was more important than products and services. You could probably speak in honest terms to this person when your product failed. If expertise is all you have, and your product fails, your credibility is shot.

Why are we afraid to admit we are fallible? Why are we surprised that we are easily replicable if we do not have personal connections. You are a person not a number. You have a unique presence that no training course or product knowledge can replace.

Your unique, differentiating skills are what make you indispensable. Why would you be afraid to reveal them.

If I know a man has no home to return to, I will strive to make his worklife easier!

Revealing your personality in your professional life is an element of personal security. If you think in opposite terms, you are a replicable commodity.

Make It Personal!

Don't Forget to Remember!

Dave

Collaborate

Welcome to the first installment of the Employee Purpose Perspective. This is a 7 part blog series that will challenge you to breath the winds of change into your organization.

Salesforce.com has become one of the most profitable companies in the world over the last five years. The interesting thing about Salesforce.com is that they have developed camaraderie in the cloud. First, they developed a world class CRM tool, then they invited potential competitors to create apps to compliment their service suite.

Imagine that...an industry leader focused on collaboration not competition...?

In the advent of social media we have seen a shift from company logos to personal brands. We have found ways to share ideas instead of locking them away. An individual (who may not have a leadership position within the walls of their company) has an opportunity to reach far more people through their blog, twitter or facebook page.

We drive ourselves nuts worrying about the competition. What if that didn't matter? What if we could work freely without paranoia of giving away secrets? What if we could look our competitors in the eye and say, "this is what we do, try to stop us". What if we could coexist in an industry space without having blood money circumstance? My contention is that the transparency of open business practices forces us to have better customer service, better relationships and tailored solutions. We are not fighting for the same customers, we are developing lifelong partnerships. There is no blood in the water because we are all sailing in our own direction.

Companies like LinkedIn and Zappos have created a space on Twitter to address customer issues. Completely out in the open. It would seem that you would have to have great confidence in your customer service to open a complaint file for millions to view. Either that, or you are willing to share the hiccups and your ability to cure them. Honesty driving business efficiency....another shocking development!

There are 3 Principles to Collaboration:
1. Shared Vision
2. Profitability
3. Rewarded Resource Allocation

Vision
Everyone wants to work with the Fortune 500. If you run a 5 employee start up, you may not have the bandwidth to service GE. 'Tis better to understand your limitations than to drain the bucket pretending it can contain a big fish.

Profits
Would you rather spend all day trying to please one customer or service 100 customers with organic efficiency?

Our most difficult customers are difficult because we bent over backward pretending we could please them...and have been performing back flips ever since.

Rewards
Thank You is a great thing to hear. Great expectations and their according challenges are any customer's right to business elevation. But, this has to be an empowered process. If you are always asking for more by the entitlement of a paid invoice, you are missing the point of partnership. Say Thank You after every challenge is over come....and learn to forgive if the effort is there and human error wins over once in a while.

The first step in making the career you want out of the job you have is finding the right customers. If you force partnerships you will....drain your resources, piss off your co-workers, spend your days checking your phone and spend your nights awake.

Define your target market and utilize your time accordingly!

Don't Forget to Remember!

Dave

Without Expectation

Last week, I told you the story of a friend who had lost his way...a salesman with his hand out. Some of us have chosen a life of unpredictability. Most of us get to a point where we question that decision. This Sales Life is a roller coaster...when you are accountable to others the highs are higher and the lows are lower. Such is our choice, Own It!

The question to ask yourself is not whether you are doing the right thing but rather:
How Can I Live A Life Without Expectation?

If you expect nothing from anyone, you are accountable to no one. That's a good spot to be in. You have to own your decisions, accept the mistakes of others, lead with solutions in mind, and make no excuses. Take accountability for everything and become unflappable in your direction.

There are 3 ways to take the power and win!
Point Your Palm only to Your Partner's Back
Self-Analyze
Get Good at Rough Drafting

3 Fingers Pointing Back At You!
You have busted your butt and your team has failed you. Don't stand in front of the room and tell them how much YOU sacrificed. They know what you've done, they know they failed, your re-iteration cheapens your effort....did you participate so you could lift everyone up or was it simply to elevate yourself? If you have the ability to replicate your skill, accept the loss and keep moving.

It's hard to try harder than you ever have and to fail...try harder!

A Finger in Your Face!
...the easiest thing to do at any juncture is to blame others. It is always an option. There is not a point in your life when you will not be able to point at others. To be evasive and unaccountable only reveals your true self.

What is your true intent? Did you try just enough to glimpse the spotlight knowing you could pass the loss onto others? What didn't YOU do? (that is the only question you need ask)

A Finger in the Right Direction!
I can tell you with great confidence that an hour in front of the lap top, whiteboard or on a trail; beats a sleepless night. You'll figure it out, but you have to dive in. To assume the worst and hide from it is the ultimate act of cowardice.

Your ideas are a gumball...chew on them for a while and they become much more manageable!

Take Ownership Now!

You will give 100 hours only to be corrupted by one mistake of another...unfair! You will have your intellectual property stolen but your products untouched...unfair! You will do everything you are told and still lose that which means most to you...unfair! When you accept that fairness is for those who wait..and take action..you take control!

GO GET IT!

Don't Forget to Remember!

Dave

A Challenge

Bill Parcels had a way of motivating his players by antagonising them. He tempered them to the point that they chose to succeed in spite of him....when they won, he won. Coach Parcels has been profoundly misunderstood. The only shots you see are those of him yelling at his Quarterback after the drive that put them up 4 TD's.

Phil Simms told the story of having played one of the best games of his career after which Coach Parcels discussed with him the potential areas of improvement. Phil felt deflated for giving his best effort, winning, yet receiving no recognition....he told the coach to get lost. To which Coach Parcels responded:
"It pains me to see that my expectations for you are greater than your own"

The Key To Success is to always ask more of yourself than any one else does. To exceed the expectations of others you have to set your own goals higher. To look at your quota, double the number and make that the norm.

Every Company has their Elder Statesman....the guy (or gal) who welcomes you to the company and tells you how 'things are done around here'. This is known as abuse of tenure. The reaction of most 'up and comers' to this altering regulation is usually inspired courage; not because of the Elder Statesmen but in spite of him.

The Challenge:
Allow Not The Past to Dictate the Future
Estimate Impossible Revenue Goals (and Double Them)!
Recreate Possible

Reset
The only reason anyone advises you of what is possible in any given profession is to regulate you. Allow not yourself to be regulated. People will tell you of their extraordinary past achievements to show you a line in the sand. Leap the line. We all know that acquisition of knowledge can take a while. One must learn his/her trade and market. As you grow and progress don't allow yourself to regress based on the ill advising of others. The only reason others tell you about the past is because they want to preserve it. Break The Mold.

Restructure
How do you maximize your plan? Look at the number, put metrics in place to get there incrementally and proceed each day with said plan in mind. Look at the expectation, determine its reality and redefine. Set check points along the way, leave yourself notes and stay the course.

Know this....if you are going to restructure the standard there are no days off, achievement must be measured every day and you have to out work everyone. First to work, last to leave. Are you ready to accept that challenge?

Recreate
So you have put the past behind, committed to winning on a higher scale and now you have to believe it is possible. There is not an achievement that can be put into motion without a belief in yourself. Doubt will creep in, use it to better prepare. Most people will discourage your effort, find courage in the weakness of your detractors. There are no limits. You can achieve anything. You simply have to walk into every day with fierce determination and sustain it!

Are you ready to redefine possible?
Can you commit yourself to every day?

Progress will have new metrics when you are through!

There are 25 work days left in 2010! Go To Work!

Don't Forget to Remember!

Dave

In Humble Gratitude

I never understood the touchdown dance...to achieve through determined action and then perform a ballet seems contradictory. I have had my moments of arrogance and I regret them. Worse than failing, is winning and tarnishing your trophy. If you read this blog you know I am anything but traditional. There is, however, a time for respect. A nod to the effort of those you beat down is probably a good Karma measure. Not everybody wins, Capitalism is the American Dream, and respect is not deserved to those who mail it in.

We cannot evolve without those around us who accelerate our effort. The spirit of competition is to push one's self beyond the thershold as a benefit from those with whom you compete. I have spent my greatest moments of achievement alone (and I assure you they have been monumental in scope). I am grateful for that!

Here are 3 ways to Win Gracefully:
Understand the Benefit of Your Work
Replicate the Process
Reward Not the Uncaring

What Got You Here
You won! You gave your full effort to a task, achieved and have progressed from it. Reflect on it......!

Don't throw your hands up or dance...take a breath and to yourself celebrate that achievement!

Learn and Earn
It is difficult to hold off the celebration and retrace your steps when you win...but it is important. To understand the process of your effort, to find the pillars and to make them part of your strategy. You would be surprised how impressive a rehearsed routine can be if presented properly. Point by point procedure is a gateway to production.

Retrace the path to success and replicate it!

No Orange Peels
...let's not confuse the situation. If you put no admirable effort forward, you deserve not a pat on the back. If you busted your hump and fell short, you need not be over critical of yourself!

You need not pick up your rivals when they fall. You don't have to shake hands if you're pissed. There is nothing wrong with being distraught for not measuring up. I will take the guy who does not accept failure (regardless of qualification) over he who smiles in defeat, every day!

Pin your opponent, score the game winning touchdown, win the million dollar deal...and give yourself a few moments to take it all in!

Congratulations! You Deserve It!

Don't Forget to Remember!

Dave

CPS

There is a spreading epidemic: Competitive Paranoia Syndrome (CPS). CPS is an affect of the lack of strategic purpose due to concerns over what one's competitors are doing in the market place. Of course, it is healthy to know your opponents and to formulate a strategy that pits your strengths against their weaknesses. But, if you are consistently concerned over what 'they' are doing, you will lose focus on what 'you' should be doing.

In the great sport of football research and development has become a prominent department. Players and coaches alike spend a dedicated portion of every day studying their opponent's playbook. In reaction, some teams completely change their playbook every week. Other teams know their opponents know their plays...and run them anyway! That's Right, if 'you' do what 'you' do very well, what 'they' know means nothing.

So here's the premise: Execute Your Strategy (and disregard what the competition knows)

1. Your competition has an edge only if you haven't prepared properly
2. Don't disparage the other team
3. Competition is everywhere

You First
If you are concerned that your competition has an edge you haven't prepared properly. Out game them! Address client needs within the context of your differentiating skills and knowledge. In the lost moments that you obsess over your competition's philandering tactics you could have been out prepping them.

Concentrate on what you are good at, show your clients what you can do, and work candidly to develop a fit. Dishonesty is transparent! There is never an edge in underhanded tactics.

Talk Is Cheap
Prospects need to trust you. They may bait you with the question of what differentiates you from the other guys. Responding by trashing the competition breaks your trust with the prospect. Don't do it.

Tell the prospect what you are good at and allow them to evaluate the other guys. If they play dirty, you will win.

It's Not Just Them
You compete against other vendors, the prospect, your constituents, your management team, the market, your family, alternative solutions, and everyone you come across.

You don't think everyone has ulterior motives? You don't think everyone who intends well for you won't provoke your competitive nature to ignite your full potential? You don't think your prospect wants your fullest commitment?

Wake Up Man....competition is everywhere. You need to put your game face on, perform and win! Accept not defeat! It's you against the world. You don't have to be mean spirited...but you do need to look out for YOUR best interest! Be the best you can be, drive the process and proceed with class.

No one trusts a slick talker and talking bad about others will only reveal your insecurity. Drive the bus and you will eventually shake the hangers on!

Don't Forget to Remember!

Dave