Show Time!

I hope a lot of you got to watch and enjoy the Summer Olympics over the last couple of weeks.  I honestly caught bits and pieces but I live in a home where if the TV was on the last two weeks it was tuned only to one of the NBC networks.  I'm sure some higher ups at NBC in New York would like to know that.  Admittedly, I enjoyed seeing Paul McCartney at the opening ceremony and Queen minus Freddie Mercury at the closing ceremony as much as I did some of the amazing athletes.  There are few things in this world I love more than music. 

As with most people I can't help but marvel at the feats of some of the athletes.  It is a beautiful thing to watch someone like Michael Phelps break a record for the most Olympic medals - a record that has stood for my entire lifetime.  I can't help but think of all of the time and effort he has spent over the last 10 years or so preparing, training, practicing and visualizing what it would mean to be the all-time Olympic champion. 

The same is true for many of the great athletes.  If we could calculate the amount of preparation relative to the amount of time they actually spend competing in the event it would have to be a figure measured in thousands, if not tens of thousands to one.  It's hard to imagine being that dedicated to one goal for so long and then win, lose or draw within a matter of minutes, if not seconds, the race is over.  Because I am a salesperson, I actually totally get it. 

Earlier this month I was in New York for a week.  Today some people on my sales team are preparing for trade shows in Atlanta and Dallas and next week I will be in Las Vegas for the MAGIC show which is arguably the most important of all.  For my business August is my Olympic stage.  Everything that has happened from March to July has been a build up for what will happen next week.  Just thinking about being there, seeing customers and discussing business opportunities for early 2013 is a huge adrenaline rush.  Please understand, I have never been nor will I ever be anything resembling an Olympic athlete.  But I do have a greater appreciation for how it feels before going in to competition.

The pressure to succeed, if I allow myself to think about it is huge.  Not only for me but for everyone who works alongside me, those who support me and those whom I support.  Just as a star athlete must do, I imagine, I am prepared to block all of that out and be ready to compete to the best of my abilities next week.  I am on the show floor for a total of 28 business hours.  A minuscule amount of time compared to the time, energy and expense that has gone in to preparing for those 28 hours.

I can only imagine the rush someone like Usain Bolt gets by being the greatest sprinter on the planet.  Yet, next Tuesday morning at 9:00 pacific time when the doors of the Las Vegas Convention Center open to customers from all over the world I will put that rush up against any 100 meter dash.  Was it worth all the time and effort I put in to it for a mere three days on the show floor?  Without question. 

It's show time!  Let the game begin!

A little goes a Long Way

Next month we will mark the four year anniversary of when most experts agree the global economic crisis began.  Although it is an inauspicious occasion as with most troubled times there are lessons we can learn as we go through the struggle as well as many good things we can take with us whenever things finally recover - which is anyone's guess.

If you're like me over the last four years you have done a lot of analyzing, reflecting, soul searching and planning while realizing that many of the things that you thought were essential really aren't.  When we are forced to make sacrifices we often find that all we have is all we really need.  The 80's, 90's and early 00's taught us to live extravagantly and well beyond our means.  We did it, corporations did it, and lending institutions did it, just to name a few.  It has taken a long time to clean up our mess but I sense that we are getting close to exiting this crisis.  In a much better state of mind than we were before it began.

I don't know if the prosperity of past decades will ever return to the degree we enjoyed in decades past.  Whether it does or not I believe we have all learned to enjoy what we have and appreciate our opportunities to a degree that we never would have had we not experienced the hardships of the last four years.  More than that, I believe we have become much more dependent on our families, coworkers and others who challenge us to be our best.  I am much more apt today to appreciate the times I have to collaborate with coworkers, enjoy free time with my family and to draw everything from this life I can through diligent effort.  Another way to say it is I am not afraid to work harder, love better and enjoy every day because I am grateful for each and every opportunity I have. 

Call me old school but I think this crisis can and has made us better people.  Our selfishness and overbearing behavior has been taken away from us and we are forced to be more others focused, compassionate and dare I say kind?  Yes, I sense and overarching desire amongst us all to be more helpful and considerate in all of our relationships. 

With a little more gratitude and a little more kindness driving our thoughts, behaviors and actions I am excited to see what the next few months and years will look like.  It's a fascinating study that bears watching as each day we try to give a little more of ourselves to those around us.  I for one believe that we have more of an opportunity to positively impact the future than at any other time in my life.  What will your contributions be today?  Tomorrow?  This fall? 2013?  We all have a lot to give and a little from each of us will have future implications beyond our ability to gauge. 

Addition by Subtraction

This week a friend who was way too young died as a result of bleeding on his brain.  This time last week he was alive and well.  On Monday he was gone.  Many of you may have had a lot more experience dealing with sudden and unexpected losses in your life.  Fortunately for me, I have not.  It hurts like crazy and I am having a hard time answering questions like "why him?" 

Whether it's a life changing loss or something forgotten by the end of the day none of us like to give up something (or someone) we rely on and think is absolutely necessary for our well-being.  When it comes to the life changing events we find that there are truly very few things we really need.  Health is certainly at the top of the list.  Loss is hard.  Change is hard.  Yet, through our struggles we grow stronger.  This is true in life, friendships and business. 

What's true in nature is true in our lives as well.  Sometimes in order to grow in to the full measure of what we were created to be we have to be pruned in order to achieve full growth.  Pruning hurts and nobody ever wants to go through it.  Oftentimes people look at change as pruning.  There are people that would rather hide in a closet than have to experience change.  Even those who say they like it are not totally comfortable with it because with change come uncertainty.  Is it really possible to embrace pruning and change?  Candidly, I'm not sure.  I am sure that the closer we can get to that state of mind the better we will be able to succeed after change, loss or pruning has come.

There may be some changes that you never fully recover from.  My friend's wife of 27 years will never stop missing her husband and his children their father.  Knowing them though I know that through their hurt they will find the ability to gain strength and live life better in spite of their pain.  This is an inspiration and a challenge to me.  Not only does it minimize what I think my problems are but it shows me that love, determination and faith triumphs tragedy.  I cannot think of a better example of living life to its fullest than that.

I have heard it said that the only thing certain in this life is change.  We may not like it but I am challenged after this week to look at it differently.  Life isn't fair, life isn't always easy.  If we count our blessings, determine to thrive as we go through difficult times and find ways to create some good out of those times then we will successfully find that though we may bruised and beaten we are not defeated.  Conquer your challenges and embrace uncertainty my friends!  Add what only you can as you go through your trials and tribulations.  If you do, everyone wins. 

The Cure for the Summertime Blues

The older I get the more it seems what gets the most attention in the media is how bad the economy is and how crazy the weather has gotten.  Both may be a result of neglect on all of our parts to make sure that we are doing everything we can to protect this world we live in while holding accountable those elected to public office with the hopes of helping to create a better (economic) future for ourselves and our children.  Those are different topics for a different day. 

It is human nature that no matter how good things may be we all long for years gone by when "things were better."  Business was better, the weather was better, our children behaved better, it was easier to travel on summer vacations, etc.  You name it, and add a few year's gap to anything and we seem to forget the difficulties and remember only the good things.  Never mind the struggles we faced and obstacles we overcame.  Those are long forgotten.  Meanwhile, our world continues to be redefined by new products, technological capabilities and industries that have been created that we never realized were necessary but we now can't live without.  Don't believe me?  Open your eyes the next time you go "surfing the net."

Once again this summer I just returned from a week at my church's Youth Camp as a counselor for 8th grade boys.  I can't say for sure if last week was better than the week I spent a year ago but I can certainly say it was one of the greatest weeks of my life.  14 and 15 year old boys are a funny group to hang out with.  They are somewhere between adolescents and adults and still trying to figure out a lot of things, not the least of which is how to enter high school and take on the responsibilities and obligations that come with that.  I love being able to counsel and advise young men how to live lives of significance and some of the pitfalls to avoid.  The pressures and burdens some of these kids carry at such a young age is heartbreaking and yet by giving a week of my time I feel I am making a positive difference in the world.  I gave up a lot to go last week but oh boy what I really gained!  It seems that the Apostle Paul was right when he said "it is better to give than receive."

So no matter what your excuse is for the Summertime Blues, I encourage you to look outside yourself and see where you can make a positive difference in your corner of the world.  With all apologies to Eddie Cochran and the many since who have sang the lyrics "Sometimes I wonder what I'm a gonna do, But there ain't no cure for the Summertime Blues," I say the cure lies in your willingness to take action and do something positive that will pay rewards well after summer has come and gone.

I spent a week not worrying about what was happening with the economy, which country was teetering on the brink of bankruptcy or who the next president of the United States is going to be.  To a lesser degree I also let go of the concerns and pressures at home and especially at work associated with all of the above.  I didn't make a lot of money last week but I received more rewards and bonuses than I will ever earn running a business.  Where can you and I look to create our next fortune for ourselves and those around us?

Seizing is Believing

Many times in this forum I have referred to an anecdote my father has articulated to me perhaps more than any other.  Those of you that know him know he has a lot of them, many of which would be inappropriate to share publicly.  I am fairly sure he has used this one to inspire me to greater achievements although as those who know him will attest he has a way of saying things that make you really wonder what he's really thinking.  Anyway, the somewhat famous utterance "If it was easy, anyone could do it" comes to mind as I embark on this week's missive. 

All of that to set up the thought that in spite of all of the negativity in the media, bad economic news and the promise of a summer and early fall of political rhetoric that will numb all of our minds, opportunities exist all around us.  Everywhere you look in almost every situation there are opportunities.  Not just small, insignificant ones either.  In fact, I suggest there are HUGE opportunities all around us, all the time.

Indeed, many of the world's most admired companies were launched in the midst of an economic recession.  Microsoft, Amazon, MTV and Fed Ex are just a few examples of companies with indisputable success that were conceived and launched when many people were more focused on cutbacks and survival.  What are the differences between those who find opportunity in the midst of down times versus those who would rather bury their head in the sand and hope for better days ahead?  In a word vision.  They see the same things everyone does but they act and react differently than most.  Anyone can SEE an opportunity but very, very few are willing to SEIZE an opportunity.  To seize an opportunity you have to not only be creative but also a problem solver and most importantly make life easier for your customers, perhaps in ways they don't even know they need.

Let me say that if you are committed to doing things the way you have done them for (insert adjectives that describe a long period of time) then you might as well disregard the rest of this article.  Change is the new normal.  It isn't going away and it doesn't have to be scary.  I am willing to bet that whatever your job is the way you do it today is radically different than they way you did it even just a couple of years ago.  Why?  Because new products, processes and efficiencies have made it so.  More than that, game changing ideas have changed the way we live.  Who would have dreamed 25 years ago that we would stand in line and pay $5 for a cup of coffee and that a visit to the local mall would be more about buying the coolest new gadgets versus shopping for clothes which can much more easily be bought on those gadgets.

Study any of the companies and their leaders listed above and you see what separates them from the rest of us.  Herein lies the challenge for this week.  First, failure is a distinct possibility.  I addressed overcoming the fear of it in a recent post.  Next, discipline is a must.  Lack of it has led to many a failed dream or idea.  Next, realize that by deciding to seize your opportunity you are crossing the bridge from concerned to committed.  Commitment along with discipline will determine your outcome.  Finally, realize that along with the failures you will encounter, the discipline and determination you need to reach your dreams and seize your opportunity takes time.  Often times years instead of weeks or months.

In times like these there are opportunities to really seize your dreams.  Will you be one of those who believe in yourself enough to make a difference?  The older I get the smarter my dad gets.

Missing the Forest for the Trees

It's a battle we fight all day every day.  Replacing the important with the urgent, putting out fires, keeping all the parts of the machine moving, etc.  Whatever you want to call it just know that it is a dangerous game to play - especially in today's environment.  During the last 3-4 years it has been easy to keep your head down and just "work hard" until "things" get better.  The problem is while you're waiting for a sunny day the world (and the market you do business in) is being changed every day by people brave enough to plan for the future.

If you are a leader or an aspiring one of your organization and you aren't spending at least 20% of your time focusing on what's next for your organization then you and the person they hire to take your place are in a lot of trouble over the next few years.  If that sounds harsh, good!  Last week I talked about living and working to make a difference.  This week I'm encouraging you to actually do something about it!

It depends on what type of industry you work in but I recently read a study in the Harvard Business Review that suggests that many companies only invest around 10% of their resources on "game changing" products, services or initiatives.  The other 90% is spent on what's called core and adjacent projects.  In other words, almost every minute of every day is spent singularly focused on what is right in front of us with no thought about what the future needs let alone demands of our customers might be.

While these numbers may not shock you, if you have the same reaction I did when I saw the next set of data then consider this your wake up call.  For those companies that are considered high performance and are busy investing in all three types of projects their total distribution of returns looks like this:  Core 10%, Adjacent 20%, Game Changing 70%. 

In case these numbers are a little confusing for you let me give you a quick summary.  Are you spending 90% of your time chasing 30% returns or 10% of your time chasing 70% returns?  If you operate in a mature market that is looking and feeling more and more like a commodity market where the only difference in competitors is price then this should shake you out of your slumber.  The world is getting smaller every day and today's pricing efficiencies are tomorrow's fat.  If you want to spend the rest of your career figuring out how to cut more fat so you can sell on price not value then good luck to you.  If the status quo suits you then God's speed.  In reply I would offer the Italian author Machiavelli's quote:  I'm not interested in preserving the status quo; I want to overthrow it. 

I would much rather work in an environment where we are working to redefine the market and create ideas, projects and products that customers will gladly pay (more) for.  It's a lot more work and more effort than keeping the status quo.  It's also a lot more fun and also a good way to attract really great people to work with, associate with and do business with. 

We all need to open our eyes and our ears.  We need to use all of our senses and God-given abilities to determine what's next.  I suggest you start by getting out of the trees and getting a much clearer picture of what your forest looks like.  It's the most important thing you can do.  Your future depends on it. 

Falling Forward

Recently I read the difference between successful and unsuccessful people is that those who are unsuccessful fail 3 out 5 times they try something while the successful ones fail 2 out of 5.  This is a much narrower margin of success - or failure depending on your point of view - than most people would guess.  What do all of these people have in common, including you and I?  We and they ALL fail.  Every day, many times, perhaps.

If you are like me you want to live a life of meaning.  It is not my intention to try to define what success means to you.  I believe we each have our own definitions that are deeply rooted within that are as unique as we are.  I also think we all have a desire at the end of our career or of our lives to want people to remember us and think of us as someone who made a difference.  Just last week I read a quote Steve Jobs made to the Wall Street Journal in 1993 that says it wonderfully: Being the richest man in the cemetery doesn't matter to me.  Going to bed at night saying we've done something wonderful...that's what matters to me.

For a long time in my life I have not done a lot of wonderful things.  Why?  Because I was afraid to make a mistake and mortified at the thought of appearing to be a failure.  With a little more wisdom to go along with my gray hair I am learning to embrace what is important to me and to work steadfastly to do some wonderful things with the rest of my life.  The more I do, the more I want to do.  Does this mean that everything I do turns to gold?  Of course not!  I have found that as I become more aware of the reasons why I fail I become more self-aware and less likely to repeat the same actions or attitudes that have held me back in the past.  I am stretching and learning and doing new things.  I can honestly say I have learned more in the first few months of this year than I have learned in a long, long time.

The reality is I am the same person I have always been, albeit more focused on achieving meaningful goals and objectives.  The difference between my mistakes of the past and my failures today is how I view them.  Instead of obstacles I am treating them as opportunities for growth.  Instead of making it the focal point of my day I make it a point to evaluate what I can improve next time and then move forward with more resolve to improve myself and my results next time.  I no longer view myself or others as a failure but rather as people with the courage to try something new and better and be willing to celebrate the victories and accept the failures that go along with it.

I encourage you to examine yourself and your mindset as it relates to getting outside your comfort zone to try to make yourself a better person.  It takes courage and it takes humility.  Much more than that it takes you beyond yourself and gives you the opportunity to live your life to the best of your ability.  Falling forward feels a lot better than doing nothing and hurts a lot less than knowing you haven't given life everything you've got.