In an earlier blog, I referenced this concept that I found on Twitter (through Ted Rubin) about Return on Relationships (#RonR). The theme of that blog post centered on balancing ROI and #RonR. As I mentioned previously, #RonR is a fascinating concept that can fit in almost any context. Followers of this blog know that my thing is all about balance. So, to balance out my thoughts on #RonR, I'd like to shift from measuring it in a business sense, to measuring it as it relates to complete strangers.
My wife shared a fascinating story with me that other day about a DJ in LA who has tapped into a serious stream of #RonR and might not even know it. This guy, DJ Wolfie, found himself in the unfortunate circumstance of having his cell phone number be 1 digit off the number of the Cancer Ward at the local hospital. He told a story of how infuriating it was to get call after call from people trying to reach someone on that ward. He freely admitted that he would lose his cool often and go off on people and challenge them to "learn to dial", "get their numbers right", etc.
One night, he mentioned getting a call about cancer that was not a wrong phone number. A dear friend had been diagnosed with cancer and was reaching out to him for support. This shifted his whole attitude. He reflected back on all those people that had reached him in error, and how they must have felt so bad trying to call into the cancer ward to find out information about a friend or a loved one, who was certainly in some sort of distress.
He felt terrible for being rude to all of those people. The next time he got one of those "wrong number" calls, he handled it much differently. He explained the mix up, and wished the person the best of luck with their loved one. He's made it a habit every time he gets one of those calls now. Now, it's unlikely that he'll ever interact with any of these people ever again, but who cares?
Karma is real, and if anyone out there doesn't believe that, they are kidding themselves. By treating these people differently, and showing some compassion, he is leveraging #RonR to build up GIGANTIC levels of good karma. Go ahead and laugh...cue the music from John Lennon's "Dreamer"...I don't really care. It's true. #RonR is a very powerful concept in any situation...business, familial, social, or otherwise. For me, it's ESPECIALLY powerful when leveraged with complete strangers. There have been terrible news stories this year from elementary schools being shot up, to star athletes (allegedly) committing murder, and a host of others. You have to wonder how much could have been different if any bit positive #RonR was leveraged in those situations.
I love this story of the DJ in LA, and his decision to invest in some #RonR with complete strangers. I went through my own tragedy earlier this year, and wrote a blog about it that got much more attention than I would have thought. Complete strangers reached out to me to tell me how much it helped them. While it did not change my situation, I was immensely happy that it helped someone else. I'm going to continue to make it a habit going forward.
Namaste!
Thursday, August 22, 2013
Sunday, August 18, 2013
Balancing Core Values with Disruptive Thinking
I had the pleasure once of hearing former NFL Head Coach Brian Billick talk about the effort it took for him to build a team capable of winning the Super Bowl. He talked about needing a balanced squad. His metaphor was simple, yet direct. He said:
"In order to have a really delicious bacon and eggs breakfast, the chicken has to be involved...but the pig NEEDS to be committed".
Of course, he got the requisite laughter from the audience. He also explained in a fascinating fashion how he never would've won that championship without the right balance. Too many pigs....too many guys ultra committed and running out of gas down the stretch. Too many chickens...to many guys involved but not committed enough to step up and give the extra effort when it's required at a crucial point in the game.
It's one of the best sports stories I've ever heard. Corporate America loves it's sports comparisons, and it also has it's share of ex-athletes. There are many companies at odds today over whether it's more important to protect core values, or to promote and engage disruptive and innovative thinking.
Let's quickly peruse a couple of case studies (we'll leave out actual company names, in order to protect the innocent). Several years ago, a large national retailer stubbornly hung onto it's core values and insisted on continuing to mail out an absolute brick of a catalog. Another retailer came into the space with more innovative ideas about store layouts and lower pricing concepts. The mailer of the big brick of a catalog is still trying to play "catch up" to this very day. Too many chickens.
In the other, a national provider of streaming video services decided to simply totally abandon it's core services...AND...raise the cost of the monthly service it provided it's loyal customer base. Service cancellations sky rocketed...and, it was too late by the time they actually figured out they'd made a mistake and needed to apologize. Too many pigs.
The obvious answer here is that organizations need to do both. Core values must be protected while disruptive and innovative thinking is allowed to flourish. The chickens and the pigs have to communicate though. They need to understand where each other are coming from. That way disruptive thinking and innovation can occur in DEFENSE OF and PROTECTION FOR the core values.
If this doesn't occur, there will be miscommunication, protection of "little kingdoms", silos, and a general atmosphere and culture that is not productive. That doesn't win the game. The right balance of chickens and pigs, and the right balance of communication between the two is the formula for success.
Namaste!
"In order to have a really delicious bacon and eggs breakfast, the chicken has to be involved...but the pig NEEDS to be committed".
Of course, he got the requisite laughter from the audience. He also explained in a fascinating fashion how he never would've won that championship without the right balance. Too many pigs....too many guys ultra committed and running out of gas down the stretch. Too many chickens...to many guys involved but not committed enough to step up and give the extra effort when it's required at a crucial point in the game.
It's one of the best sports stories I've ever heard. Corporate America loves it's sports comparisons, and it also has it's share of ex-athletes. There are many companies at odds today over whether it's more important to protect core values, or to promote and engage disruptive and innovative thinking.
Let's quickly peruse a couple of case studies (we'll leave out actual company names, in order to protect the innocent). Several years ago, a large national retailer stubbornly hung onto it's core values and insisted on continuing to mail out an absolute brick of a catalog. Another retailer came into the space with more innovative ideas about store layouts and lower pricing concepts. The mailer of the big brick of a catalog is still trying to play "catch up" to this very day. Too many chickens.
In the other, a national provider of streaming video services decided to simply totally abandon it's core services...AND...raise the cost of the monthly service it provided it's loyal customer base. Service cancellations sky rocketed...and, it was too late by the time they actually figured out they'd made a mistake and needed to apologize. Too many pigs.
The obvious answer here is that organizations need to do both. Core values must be protected while disruptive and innovative thinking is allowed to flourish. The chickens and the pigs have to communicate though. They need to understand where each other are coming from. That way disruptive thinking and innovation can occur in DEFENSE OF and PROTECTION FOR the core values.
If this doesn't occur, there will be miscommunication, protection of "little kingdoms", silos, and a general atmosphere and culture that is not productive. That doesn't win the game. The right balance of chickens and pigs, and the right balance of communication between the two is the formula for success.
Namaste!
Monday, August 12, 2013
Balancing ROI and #RonR
About a year or so ago, my buddy Jim Buckley convinced me that I needed to start paying attention to the larger universe of social media (meaning stuff other than Facebook). This discussion got me into Twitter. One of the people I follow on Twitter is Ted Rubin. Not everyone who reads this blog does so for business purposes, so, for those of you who may not know about him, you should Google him. To quote Ron Burgundy..."he's kind of a big deal" (at least in the business that I'm in).
Anyway, I picked up a string of text in a recent tweet from him that said something to the effect of "the new ROI is measured in Return on Relationships (#RonR)". This is an insanely interesting concept that could apply in multiple contexts. For purposes of this discussion, I'm going to keep it centered on those of us who sell advertising services.
For nearly as long as I can remember, the most important acronym in the advertising field has been ROI. Return on Investment is the Holy Grail. The ROI of a campaign can make or break an advertising rep. It can be the difference between being successful in this field or not. There are so many ways to measure ROI now, it's hard to keep them all straight. Cost per lead...cost per sale...ad to sales ratio...cost per click...etc...etc...etc.
One of the most important skills in any needs analysis situation is to determine how a potential customer will measure the ROI of your campaign. It sets the expectations for the whole campaign, and often determines how an advertising rep will recommend for their client to go to market.
That's the numbers part...how do you balance the numbers with the time honored tradition of "building rapport"? In my own humble opinion, trying to "build rapport" is still vitally important, but doing so in today's market place is a tricky path. The convergence of so many different generational groups in one place makes it hard to do it the old fashioned way. The baby boomers still may want to do "lunch and learns", but the millennials want you to text them the bullet points, and if they like them, they might meet you for a Starbucks (okay...I'm generalizing here, but you get the point).
This is where I'm starting to think that every needs analysis should start with the following question:
"How do you measure your Return on Relationships?"
The answer to this will tell you so much more than just what the ROI is. Think about it this way...most advertisers want to either attain new customers, engage in competitive blunting, build loyalty with current customers, launch a new product, or all of the above. Most of us can build campaigns around these things with our eyes closed.
Its a gutsy move to open with that question, but imagine the payoff. You meet someone for the first time and you have no idea what their buying style is. Are they a thinker, actor, friend, or partner? Are they a visual person or do numbers tell them the story they need to hear? Do they need to see you face to face every time, or do they prefer a webex every now and then. These are the questions that will unlock the answer to how Return on Relationships (#RonR) is measured. When you add the intrinsic benefit of knowing how to calculate #RonR and ROI together, you have a pretty powerful story, and one that can drive profitable relationships for a very long time. Reps pride themselves on being consultative...this seems to be the new (or maybe old) way to get there!
I'm going to make this suggestion to my reps. I want them to open up needs analyses with this question. Not all of them will, but I know one or two who'll do it. I'll be very interested to see how it pans out for them. Stay tuned!
Namaste
Anyway, I picked up a string of text in a recent tweet from him that said something to the effect of "the new ROI is measured in Return on Relationships (#RonR)". This is an insanely interesting concept that could apply in multiple contexts. For purposes of this discussion, I'm going to keep it centered on those of us who sell advertising services.
For nearly as long as I can remember, the most important acronym in the advertising field has been ROI. Return on Investment is the Holy Grail. The ROI of a campaign can make or break an advertising rep. It can be the difference between being successful in this field or not. There are so many ways to measure ROI now, it's hard to keep them all straight. Cost per lead...cost per sale...ad to sales ratio...cost per click...etc...etc...etc.
One of the most important skills in any needs analysis situation is to determine how a potential customer will measure the ROI of your campaign. It sets the expectations for the whole campaign, and often determines how an advertising rep will recommend for their client to go to market.
That's the numbers part...how do you balance the numbers with the time honored tradition of "building rapport"? In my own humble opinion, trying to "build rapport" is still vitally important, but doing so in today's market place is a tricky path. The convergence of so many different generational groups in one place makes it hard to do it the old fashioned way. The baby boomers still may want to do "lunch and learns", but the millennials want you to text them the bullet points, and if they like them, they might meet you for a Starbucks (okay...I'm generalizing here, but you get the point).
This is where I'm starting to think that every needs analysis should start with the following question:
"How do you measure your Return on Relationships?"
The answer to this will tell you so much more than just what the ROI is. Think about it this way...most advertisers want to either attain new customers, engage in competitive blunting, build loyalty with current customers, launch a new product, or all of the above. Most of us can build campaigns around these things with our eyes closed.
Its a gutsy move to open with that question, but imagine the payoff. You meet someone for the first time and you have no idea what their buying style is. Are they a thinker, actor, friend, or partner? Are they a visual person or do numbers tell them the story they need to hear? Do they need to see you face to face every time, or do they prefer a webex every now and then. These are the questions that will unlock the answer to how Return on Relationships (#RonR) is measured. When you add the intrinsic benefit of knowing how to calculate #RonR and ROI together, you have a pretty powerful story, and one that can drive profitable relationships for a very long time. Reps pride themselves on being consultative...this seems to be the new (or maybe old) way to get there!
I'm going to make this suggestion to my reps. I want them to open up needs analyses with this question. Not all of them will, but I know one or two who'll do it. I'll be very interested to see how it pans out for them. Stay tuned!
Namaste
Friday, August 9, 2013
Thank you to my wife for providing balance
So...with all my musings lately of maintaining balance, it is now time for me to share the foundation of all of this new found zen and yin and yang. My lovely and beautiful wife deserves all the credit for me even attempting to maintain an even keel lately.
I came home the other day to see this miniature buddha on my desk:
I came home the other day to see this miniature buddha on my desk:
Seems trivial, but this little guy has helped keep some things in perspective for me today, and I'm thankful that my wife knows me so well, that she knew to bring this home for me.
I've been through some tough times. I was very fortunate a few years ago to reconnect (via Facebook, of all things) with a girl I went to High School with. We'd lost touch for over 20 years, but there, in my inbox, was the now ubiquitous "friend request"...which I'm happy I accepted. She didn't even live in the same city as me, but we would chat from time to time about life, music, people we knew, and stuff like that.
She decided to come into town for Christmas a few years ago, so we decided to meet for drinks. Fast forward to today...we are married, she has a great relationship with my son, we have a beautiful daughter together, there's a crazy ass boxer running around the house, I have a mini buddha statue, and life is good again!
It's so much deeper than that though! She helped me rediscover my love for music, surfing, and playing soccer with my friends. She helped me get physically and mentally healthy again. My other personal relationships are much better now, and I can guarantee you I'm more focused when I'm at work. All of these things helped me regain my balance, and I'm enormously grateful to my wife for helping me make that happen.
So...thanks, babe! We definitely should've gone to the prom! ;) I love you!
Namaste
Tuesday, August 6, 2013
Maintaining Balance in a difficult time
I ran into a good friend of mine recently. What should have been a happier discussion quickly turned south when he told me he was going through a divorce. My heart goes out to him, because what he's getting ready to go through is absolutely going to suck. There is simply no other way to say it.
He's already going to go through some emotional and financial anguish. If he's not careful, he's going to be able to add mental, physical, and spiritual anguish to that list as well.
At this point, I'd like to revisit some points made in an earlier post. I'd like to give my buddy some tips to consider...straight from my other friend named Buddha. Those are:
1. There is suffering
2. There is a reason for the suffering
3. The suffering ends
4. There is a path that leads to the end of the suffering
Right now...he's in stage 1. That dude is suffering. Here is what he needs to focus on next:
He needs to realize the reason for the suffering is down to somebody else's problem. Once he does that, the suffering will end. Here's the tricky part...the path that leads to this is a tricky one.
I've been through this. It blows. What he needs to do is strike the appropriate balance between taking care of himself right now, and making sure his daughters are okay. Sounds easy, and, if he can stay on that path and keep that balance in focus, he'll be feeling better in about 30 days.
That's just simply unrealistic. He's going to question everything that caused this, wonder what could have been done differently, wish that it could be worked out, and harbor levels of bitterness he didn't realize were possible. Of course, this is all normal, and he should allow himself a certain period to work through all of this. He can't have true balance and rebirth until he does. He's got to walk on the dark side just a little bit to better appreciate his time in the light. He can't allow it to go on too long though.
His ability to strike balance will be critical here. Again, all he needs to do is take care of himself, and his kids. When his kids aren't with him, he needs to go be a dude. He needs to drink beers, watch sports with the fellas, flirt with women, rinse...and repeat. When he's got his kids, he needs to be an attentive Dad, and help them work through the tough things they are going to deal with too. He cannot let the two overlap. He'll get out of balance, and things will go south quickly.
I'll be there for him, and I know others will be too. Like I said, I've been through this. By some stroke of unbelievable luck, I somehow kept my balance, came out on the other side a better person, and am now married to an amazing woman who is a much better match for me...and...is the woman I was supposed to be with in the first place. I hope my friend will find the same, and I'll do everything I can to help him get there. If any of you know of someone who may be going through this, please share these thoughts, if you think they will help. If it does help someone maintain balance in a difficult time, it'll definitely be worth it!
Namaste
He's already going to go through some emotional and financial anguish. If he's not careful, he's going to be able to add mental, physical, and spiritual anguish to that list as well.
At this point, I'd like to revisit some points made in an earlier post. I'd like to give my buddy some tips to consider...straight from my other friend named Buddha. Those are:
1. There is suffering
2. There is a reason for the suffering
3. The suffering ends
4. There is a path that leads to the end of the suffering
Right now...he's in stage 1. That dude is suffering. Here is what he needs to focus on next:
He needs to realize the reason for the suffering is down to somebody else's problem. Once he does that, the suffering will end. Here's the tricky part...the path that leads to this is a tricky one.
I've been through this. It blows. What he needs to do is strike the appropriate balance between taking care of himself right now, and making sure his daughters are okay. Sounds easy, and, if he can stay on that path and keep that balance in focus, he'll be feeling better in about 30 days.
That's just simply unrealistic. He's going to question everything that caused this, wonder what could have been done differently, wish that it could be worked out, and harbor levels of bitterness he didn't realize were possible. Of course, this is all normal, and he should allow himself a certain period to work through all of this. He can't have true balance and rebirth until he does. He's got to walk on the dark side just a little bit to better appreciate his time in the light. He can't allow it to go on too long though.
His ability to strike balance will be critical here. Again, all he needs to do is take care of himself, and his kids. When his kids aren't with him, he needs to go be a dude. He needs to drink beers, watch sports with the fellas, flirt with women, rinse...and repeat. When he's got his kids, he needs to be an attentive Dad, and help them work through the tough things they are going to deal with too. He cannot let the two overlap. He'll get out of balance, and things will go south quickly.
I'll be there for him, and I know others will be too. Like I said, I've been through this. By some stroke of unbelievable luck, I somehow kept my balance, came out on the other side a better person, and am now married to an amazing woman who is a much better match for me...and...is the woman I was supposed to be with in the first place. I hope my friend will find the same, and I'll do everything I can to help him get there. If any of you know of someone who may be going through this, please share these thoughts, if you think they will help. If it does help someone maintain balance in a difficult time, it'll definitely be worth it!
Namaste
Saturday, August 3, 2013
Left Brain/Right Brain - Balancing Your Mind
I've spent the last few days at my company's National Convention. I had the privilege of seeing our keynote speaker yesterday, Erik Wahl, talk about unlocking different areas of the brain, in order to not only embrace change, but to champion it through creative thinking. It's actually the second time I've seen him, and it was no less entertaining than the first time. For anyone who's interested, you should check him out (www.theartofvision.com, or on twitter @ErikWahl). He has a very relevant and timely message, which he delivers with humor, cool music, cool videos, and an amazing aptitude/talent for art. It's very cool...I'm a big fan.
While his message was tailored for my company and its future direction, much of it resonated with me in a different way. To paraphrase Erik's keynote message...we grow up, get into the business world, become more logical and numbers driven, and shut off the creative sides of our brain. Unlocking the creative sides of our brains allows us to be intuitive, creative, and to see different ways of tackling issues and understanding that change is not only good...it's often necessary.
Followers of this little blog will know that my thing is all about finding and maintaining balance. After listening to Erik's message yesterday, I realized its impossible to be balanced without tapping into both sides of your brain.
Think about it...we all know somebody who is totally dominated by one side or the other. Everyone has a friend who has 1,000 great ideas a minute, but cannot focus for even 10 seconds on the logical steps required to execute one of those ideas. On the the flip side, we all know somebody who is so logical that they have no sense of humor, and cannot tolerate anything "outside the lines" of that part of their brain. For me, whether this is in a professional, emotional, spiritual, physical or financial context, both of these scenarios represent imbalance...and...unfulfilled potential.
For those of us dominated by the logical side, Erik spoke of how the smell of a crayon can actually reduce blood pressure in adults by 10 points. Sniff the crayon, people! I know I will be...every day...from now on! For those in the "1,000 ideas a minute" crew, take 25 deep breaths after one of those ideas. Focus on how to implement one of them, because I'm sure it will benefit all of us in the long run.
In closing...there's two halves to our brains. There can be no proper balance when one half totally dominates the other. Open up both sides. Explore your full potential!
Namaste
While his message was tailored for my company and its future direction, much of it resonated with me in a different way. To paraphrase Erik's keynote message...we grow up, get into the business world, become more logical and numbers driven, and shut off the creative sides of our brain. Unlocking the creative sides of our brains allows us to be intuitive, creative, and to see different ways of tackling issues and understanding that change is not only good...it's often necessary.
Followers of this little blog will know that my thing is all about finding and maintaining balance. After listening to Erik's message yesterday, I realized its impossible to be balanced without tapping into both sides of your brain.
Think about it...we all know somebody who is totally dominated by one side or the other. Everyone has a friend who has 1,000 great ideas a minute, but cannot focus for even 10 seconds on the logical steps required to execute one of those ideas. On the the flip side, we all know somebody who is so logical that they have no sense of humor, and cannot tolerate anything "outside the lines" of that part of their brain. For me, whether this is in a professional, emotional, spiritual, physical or financial context, both of these scenarios represent imbalance...and...unfulfilled potential.
For those of us dominated by the logical side, Erik spoke of how the smell of a crayon can actually reduce blood pressure in adults by 10 points. Sniff the crayon, people! I know I will be...every day...from now on! For those in the "1,000 ideas a minute" crew, take 25 deep breaths after one of those ideas. Focus on how to implement one of them, because I'm sure it will benefit all of us in the long run.
In closing...there's two halves to our brains. There can be no proper balance when one half totally dominates the other. Open up both sides. Explore your full potential!
Namaste
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