Success occurs in a blinding flash of the obvious.

   Many people imagine that there are some secret handshakes and special software programs that lead some people to be more successful than others. In some instances, there is probably some amazing alchemy that occurs and a new business and fortune are born. I've never seen it, but it's the stuff of legend.

   But, on the side of town where the other 99.9% of business is conducted, it is the obvious that delivers success. Being completely committed, saying thank you, keeping notes, all the sort of things which would appear routine. Maybe they should be, but they aren't. People goof up all the time on the most elementary issues. Probably because they don't seem to require training and instruction, so they're just assumed to be "handled." Nope. It doesn't happen.

   Because everybody thinks they'll happen, they don't. The note about the clients' sons karate tournament doesn't get jotted down, the handwritten thank you for an order is carelessly forgotten. The bathroom someone forgets to clean. All seemingly trivial, but they aren't. These are the fundamental levels you have to execute on to win.

   Sure it's awesome to have a new way to analyze client data, to have a new gizmo that goes "bing". But if you don't execute on the basics, they're won't be any data to analyze. Your competition will do a better job on what clients actually care about, and walk away with what you long assumed to be yours.

   A friend of mine told me after I wrote 'Alphabet Success', "Tim, most of this stuff is common sense." to which he added, "I have put the nine acronyms on the wall so I don't forget them". Perhaps not so common after all.

   It's not that I'm a genius. Quite the contrary. But in watching sport teams, and businesses and people I observed one common phenomena about success. The basics, the obvious things, are what matter. 

   Care about people both inside and outside the business, make it easy for staff to do the important work, be forever grateful to everyone who buys from you, to people for showing up for work, for all the key elements of your business. Say what you'll do and then do that! 

   Through whatever method possible, be sure you are fundamentally sound on the "obvious" before embarking on a quest for nuance. The right logo won't help a crappy company. A good looking suit won't overcome a lack of knowledge. 

  What will make you successful won't be the topic of a TV series, it won't be retold as a fireside tale by teenage campers, and it's not going to be the subject of a spell-binding novel. 

   Success occurs in a blinding flash of the obvious. Now go see how "obvious" you can be.


NOTE: The phrase "blinding flash of the obvious" was lovingly stolen from Tom Peters. Because it was the obvious thing to do...Thanks Tom.

Get the Myopia Out of Your Ear.

   Is it important to listen? You betcha. But listening is a 101 level skill. Listening alone isn't nearly a world class skill. It is the foundation of a larger skill we'll call "Creative and Open-Minded Listening". Perhaps the difference is apparent. But just in case it's not, here are two imaginary examples of listening gone awry...

   An astute Native American repeatedly refined the bow and arrow based upon feedback from his customers. He continually tested new versions of the latest bow and arrow technology, and based on that information he consistently produced unparalleled bow and arrow quality. Every military leader in the region awaited his latest versions and paid handsome sums to keep an "edge". Which was awesome, until some dudes showed up with guns. 

   Benedict was an extraordinary hunter. His tracking ability and marksmanship were far above anyone within 500 miles of his town. A lifetime of learning from the great hunters of his region had earned him a place at the top of hunting culture. He earned tremendous sums of money from trading pelts and meat to people from far and wide. Which was awesome, until some guy started farming cattle near his village. 

   Now you might think, "well you're talking about major shifts in technology, or lifestyle". Perhaps, but in the first example someone other than the "good listener" had figured out that launching a projectile with greater accuracy and less bulky ammunition would be far superior. And, of course, they were correct. 

   In the second example, the hunter focused his attention and questions on being the most amazing hunter ever. But that gave him nothing close to the edge of the farmer who could, through less guile and more routine effort, have a predictable supply of meat and leather.

   Though these may seem obvious, they both circle around the idea of avoiding listening "myopically". When you are asking the wrong question (though it may have served you for years) you can never get the right answer. What to do?

   The best way to avoid this is to use the BIGGEST MENTAL FRAMEWORK possible when thinking about a particular problem. Don't make a better bow and arrow, make a better hunting tool. Don't be a better hunter, be a better food provider. Don't train your horses to be faster, think of a better way of being transported. 

   Improve your listening so you can see your client's problem directly, within a broader potential context. This leads to durable advantages, and profitability. Get the myopia out of your ear, and you'll put more money in your pocket. 


 

A one word suggestion for improving your life? LISTEN.

  When I was a boy, I used to cut grass in the summers to make extra money. One of my clients was my father. On a pretty routine basis I'd cut the grass (what I thought I was hired to do) only to have my father dissect the job with his engineering mindset (I imagined him with a T-square examining the edges). In short, he was disappointed, and I was annoyed. 

   A classic case of poor agreement on expectations. To me "cut the grass" meant running the mower over the yard to reduce the general height of the lawn. To my father "cut the grass" meant running the mower over the yard until it looked like a putting green. Nobody was right or wrong. Just badly matched ideas of the job in question.

   I hadn't listened well, and he'd fallen short in explaining. Thus, the problem.

   That listening could fail so completely in such a rudimentary task is illustrative of the problems we all encounter in trying to foster meaningful clear communication. My use of lawn cutting is deliberate; many of our daily communications are on much more complex topics.

   This could be a complete book (and perhaps that's a thought) so let me outline a few suggestions:

   1) Listening requires more than remaining quiet. If you aren't positive you understand, even by a whisper of a hint, ask for clarification. 
   
   2) The more specific the communication, the less room for misunderstanding. Over- communicating is faster than reworking. (Even when lawn cutting!)
   
   3) Listening includes CULTURE.  Active listening is a CULTURE. A valuable one at that.
   
   4) Listening includes demonstrating your comprehension by using some of what you hear in your plans. Even if the information is marginal, the payback for using a suggestion is in opening the pipeline for future information and suggestions.

  5) Be sure you are truly open to ideas and comments. When people are busy calibrating their message to accommodate your "demanding personality", you may lose the point. 

  6) Remember, often the most important message is the one left unspoken.

   In the end, my father and I sorted things out. Once I understood clearly what he wanted, I increased my price 250%. After an initial hesitation he accepted. I got more spending money, and he got his putting green. 

   Listening is a profitable, sanity preserving, exercise that everyone should actively practice on a daily basis. Of course, listening isn't mandatory, but neither is success. 

PS - Tip of the hat to Tom Peters for getting me fired up about this. Thank you sir. 

An ode to Excellence, a #twog for Tom.

In the past couple days I engaged in a flurry of activity encouraging people to follow Tom Peters (@tom_peters) on Twitter to get him across the 100,000 barrier. 

Now why would I do such a thing?

There is more than one answer, so here you go:

1) If you are serious about success, Tom is an excellent resource. Funnily enough, I think the fact that such amazing content and interaction is essentially free throws people off. Don't value it by the price, value it by the utility.

2) As Cameron Morrissey (@ManagersDiary) coincidentally wrote in his recent blog entry #200, (Celebrate Milestones - http://dld.bz/c6cBm ) milestones matter. Sure, Tom is a remarkably accomplished and successful guy. Does that diminish his desire for recognition? I haven't asked, but I rather doubt it. If success alone was enough for most, there wouldn't be so many multi-gazillionaires still working and so many top athletes stretching their careers. 

Let's sound the trumpets as he crosses the line! Three cheers. You'd want the same.

3) I also did it because I like Tom and I'm grateful to be acquainted with him. He gives a tremendous amount of himself on his Twitter account. Moreover, he is the kind of person that everyone should hope is advising them or their employer. He cares about people and it radiates through virtually everything he talks about. In a world of self-aggrandizing dolts, Tom shines through as a genuinely nice fellow who happens to be very knowledgeable about leadership. 

4) The final reason, which is something obvious: I did it because I felt like it. If it makes him smile, then my mission is accomplished. 

Thank you Tom.  For sharing your thoughts and insights on a regular basis on Twitter. For sidestepping the trolls, and steadfastly holding down your end of every argument. You could have the campfire all to yourself, but you open it up frequently for anyone to pop by for and enjoy some heady conversation. 

Congratulations on cresting the 100,000 follower mark. There couldn't be a more deserving person.