Daily Brief

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A young man aspiring to get into the big state university neglects high school homework. Weeks before graduation he gets a rejection letter. The University doesn’t grant him admission because his grades aren’t good enough. He failed to understand the consequences of not taking high school as seriously as he could have.

The epidemic of accountability is real. It’s not limited to young people. The prevailing thought that the universe owes us, or that we’re victims of somebody else’s doing – it gives us an out that we’re happy to take. It’s not our fault. It’s somebody else’s fault.

Leaders have long struggled to find ways to help educate and train people to properly understand how things work. Namely, how to help people really understand that there are rewards they can gain and consequences they can avoid. “Can” is the big word. Each person has the power to affect the outcome.

First things first. Leaders must first hire people, or train people, to understand that they have command of their choices, their actions, and their outcomes. I’m not a big fan of pushing water up a hill – meaning, I’m not fond of trying to turn a sow’s ear into a silk purse. Converting people, changing people – it’s really, really tough work. Maybe you want to take that on. Maybe not. That’s up to you. I’d rather find people already bent toward accepting responsibility for their outcome. For me, time spent helping them achieve growth is very rewarding. Trying to get people to move from excuse making to accepting responsibility would drive me crazy, so I choose to not do that kind of work.

Grow Great is about just that – improvement, growth, and change. 

Helping people is job one for any leader. Today, I hope to provoke you to think more deeply and thoughtfully about how you can serve your people to gain a better grasp on how they can control their own destiny. By more soberly considering the impact of their decisions and behaviors, people can have a big impact on their own growth. It’s big service leaders owe their people.

But how?

Candor.

That’s it. Candid conversations where you don’t protect people from the truth, but where you insist on sharing the truth.

Let them get punched in the face.

You want to protect the people you lead. And you should. The bigger question is, “From what?”

Protect them from things that could cause harm. Get really clear on what defines harm though. Pain isn’t always harmful. Suffering either. Or struggle. You have to let people fail and suffer some.

A retailer had a staff of buyers. They were tasked with making merchandising decisions for the company. It’s a big role that can make or break any retailer.

One buyer invests $100,000 in a single product that he thinks will be a wild success in the fall. Instead, it’s a flop. The product had a target retail price that was supposed to garner a 40% profit margin. That means the $100K investment should have been successfully sold for over $166K, providing the company with a $66K profit.

That didn’t happen. Instead, months later the product was stagnant and growing less valuable every day. The markdowns began. The company decided to forego making any profits. They just wanted to get back as much of their original investment of $100K as possible. Within weeks they had only sold a fraction of the inventory, less than $10K worth.

Now things were getting really bad. The product was clearly going to produce a loss for the company. They marked it down some more. And some more. And some more. When the smoke cleared the company’s $100K investment cost the company $70K. Seventy thousand dollars was flushed down the tubes. A single deal that was the worst mistake the buyer had made in his 4-year career with the company.

Upstairs there was talk of firing the buyer. In a meeting with HR and top brass, the merchandise manager, the direct supervisor of the buyer, put forth a compelling case. “If you think I’m going to let our $70,000 investment in him walk out the door to benefit somebody else, you’re nuts. It was an education that he’ll NEVER forget.”

He knew the buyer was a responsible person who owned his work. In fact, just 40 days after the merchandise hit the warehouse (it had been in stores about 32 days), the buyer had come to his boss saying he felt, based on the sale through (the speed of sales), he had a bad feeling they should make markdowns much quicker than normal to minimize the loss. The boss, being the leader he was, owned the decision with his bosses. He told the buyer to stay the course for a few more weeks. Based on what they now knew, the merchandise manager knew the buyer was right. Had they marked the inventory down more quickly they could have likely reduced the loss from $70K to something much, much lower.

The VP of Merchandising was the man in charge, answerable to the CEO. She realized she had two good people here. Her merchandise manager and buyer were both capable, high performing employees who quickly took ownership. A $70K mistake provided a priceless education for both people. It was painful, but not fatal. She leveraged it to help everybody. Instead of some HR-based PIP (performance improvement plan; a fancy term for “we’re going to work you out of your role”) she had a conversation – a real dialogue – with her two employees where they walked through the purchase, the thoughts behind it, and the execution of it once it arrived. She wanted to learn from it, too. Happy to get her own hands dirty she led the way for her employees to know she had a vested interest in their careers.

Contrast that with another retailer who experienced a similar situation, but handled it very differently. Admittedly, it was a bit more money on the line – almost double, $180,000 invested at wholesale. But the overall loss was actually less, $60K. The COO, thinking he was going to make a point, forced the VP of Merchandising to formally reprimand the merchandise manager, who was forced to terminate the buyer. In his mind, that was leadership that would teach “these people to be accountable.”

Care to figure out which culture is the higher performing of the two?

Yesterday we talked about forgiveness and compassion. That doesn’t mean people “get by” with poor decision making or poor performance. But that didn’t happen in either of these cases. In the subjective world of buying products for retail, some purchases work out better than others. Both buyers were diligent in how they approached their respective purchases. In fact, both had pretty solid intel to back up their decisions. Each company had a precedent of similar products with good sales through success. For a variety of reasons, neither purchase worked out this time.

The first company used the loss to make it a people gain. The second company lost money, experience and one good employee. Within 90 days the merchandise manager left his employee to accept the same role with a better company, a competitor. So it’s really difficult to quantify the real loss suffered by the second company.

Just one word and thought for you as a leader – HELP. That didn’t happen with the second company. Nobody helped anybody, except themselves – they only helped make themselves feel better by pandering to their own ego.

Be a leader. Be helpful. Grow your people by first growing yourself.

Be well. Do good. Grow great!

RC

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“Always forgive your enemies; nothing annoys them so much.”  – Oscar Wilde

It’s funny. And likely very true. But cynical. Here’s a nobler quote.

“To be a Christian means to forgive the inexcusable because God has forgiven the inexcusable in you.”  – C.S. Lewis

I’m a Christian and what Mr. Lewis wrote is congruent with scripture. So there’s my bias and I honestly should share that.

For the last few weeks, forgiveness has come up over and over again in conversations. From personal and family stuff to corporate and business stuff. Husbands struggling to forgive wives. Employees struggling to forgive the boss. Bosses finding it hard to fend off bitterness. It’s one of those universal topics and transcends who we are, where we are or whatever station we occupy in life. Everybody needs forgiveness. And everybody can likely improve their own ability to forgive.

Why is forgiveness important? Because bitterness and resentment are destructive.

They eat us from the inside out. Hatred and other negative emotions don’t help us grow. They certainly don’t contribute toward growing great!

Compassion and forgiveness are the right things to do. That alone is reason enough. Or it should be. But there’s plenty of good reasons by it makes sense IF we’re determined to grow our lives. And our organizations.

How you treat people matters!

It demonstrates your heart, your true character. Sit down with somebody to share a meal and if they’re rude to the wait staff, you have your answer to the question, “What kind of person is this?”

CEO’s sometimes make declarations that I find puzzling. They express exasperation toward their people while simultaneously trying to express great care for their customers. It’s not congruent with growth – growing an organization and a high-performance culture. When pressed, they’ll often admit that it’s easy to hold grudges toward employees who “mess up.” Sometimes they’ll even brag about how they rarely forget such screw-ups. Employees can find it almost impossible to get out of the boss’s doghouse. Sad.

What do YOU gain by not forgiving?

Confidence in the person you refuse to forgive is lost. There’s no hope of it ever returning until you’re able to forgive. If you lack confidence in them, why do they still occupy any space in your life? Do they merely exist now to be the object of your bitterness? That’s destructive for both of you.

They don’t grow because they know you have no confidence in them. No matter what they do, there’s just no way out except to exit your life.

Maybe the relationship is worth destroying. You and they must decide. Or maybe just you. Or maybe just them. But either way, your unwillingness to forgive them seals the fate of the relationship (even if neither of you sees it right away).

Bitterness, resentment and hatred grow. I’ve not yet come across anybody who grew great by harboring those things. Maybe you’ll be the first. 😉

Your unwillingness to forgive displays the depth (or shallowness) of your compassion and grace. Tough leaders – stereotypical tough leaders – may think it’s being too soft. They think things like compassion, love and empathy are for sissies. Weaklings.

They’re wrong.

Parents unwilling to apologize to their children are weak. Parents unwilling to forgive their children are hateful, vindictive and mean. So it goes in every area of life, including the office. Leaders, like parents, have to serve with love, care and concern.

We all need forgiveness…sometimes. We all need to extend forgiveness…sometimes. More often.

It just makes sense. Forgiveness forges a path conducive for growth and improvement. That alone makes it worthwhile.

What’s stopping you? Is your pride? Your ego? You don’t want to give an inch? Whatever is stopping you is the very thing that’s getting in the way of your growth. It’s time to face it, deal with it and get past it. It’s high time you enter the land of forgiveness.

Give it try today and this entire week. Don’t wait until people ask you for it. Just give it to them anyway. Do it every day this week and I can all but guarantee that by Friday your heart will more open than it’s been in a long time. When your heart is open you’ll mind will also expand to be more open. It can’t be helped. And that, kids, will give you the power to change anything!

Become a better leader by improving your willingness to forgive. Who wouldn’t want to follow that example?

Be well. Do good. Grow great!

RC

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Two months down, ten to go. If you’re like me, you feel like 2019 is a rocket ride…going super fast.

Speaking of fast, instant is about as fast as you can get. Small business owners lean into their core strength – being nimble. It’s why so many giants have been disrupted by little guys who could move blindingly fast compared to the lumbering aircraft carrier speed of some gigantic competitor.

But instant? Well, that’s way beyond being nimble and highly maneuverable. Seems kinda ridiculous. But it’s not. Let me tell you a quick story to prove the point, then we’ll review the lessons we can all learn from it.

Gibson Brands, Inc., the world’s most iconic guitar brand, appointed their new leader – James “JC” Curleigh – as president and chief executive officer effective last November. JC joined Gibson from Levi Strauss & Co., where he served as president of Levi’s brand. Gibson also appointed a new Chief Merchant Officer, a new Chief Financial Officer, and a brand new c-level position, Chief Production Officer.

It’s important to understand the context behind these massive changes at the top. This Gawker article can tell you more, but the previous CEO had a terrible reputation and guitar players worldwide complained of the quality of the instruments. This 117-year-old company lost its way. Leadership let them – and their customers – down.

Enter JC and the new leadership team who took over the day the company emerged from bankruptcy. Right about now you’re thinking – well, of course things happened quickly. They had to. And you’d be right. But just because things need to happen quickly does not mean they do happen quickly. Look in the mirror at your company before you start throwing rocks at Gibson. 😉

JC immediately began to rally the troops first by listening. Who better to ask, “What’s wrong? What needs to be fixed? How do you suggest we fix this?” than the guy or gal at the top? That’s right. There is nobody better! Sadly, too few do it. Too few think of it as the noble work it truly is – to walk the factory floor (or whatever floors exist in their company) and engage in real conversations with the folks who do the work.

The National Association of Music Merchants (NAMM) show was fast approaching. January 24, 2019 was the opening date and Gibson staffers wanted to be there. That’s not even 90 days away from day 1 for this new leadership team, who was walking through a minefield of quality control issues and brand reputation erosion. JC told the team to prepare a plan for showcasing the new Gibson at NAMM. Within 4 days the team had improved products, ready to showcase, and had a full plan to blow the lid off the show. Now that the show is over, it was a grand success by nearly all accounts.

What happened in those 4 days and the 12 weeks or so prior to NAMM? JC and the team worked their tails off. That’s what happened. But first, JC asked questions and listened.

He made 3 fundamental improvements instantly that set Gibson on course to reclaim prior days of glory. First, the CEO learned that partners – the sellers of Gibson guitars – discovered quality control snafus by reporting that when they closely examined the products, the flaws were obvious. Why didn’t Gibson notice? Turns out when the CEO is curious enough to find out, he does. Gibson products were being built in a variety of places. Each factory floor had different lighting. None of it apparently good enough to produce the highest quality products. Immediately, new factory lighting – uniform lighting the same in every location – was installed.

“How hard was that?” you ask. So hard that it took the humility and curiosity of a great leader to ask. Then listen.

Next, the CEO discovered that each instrument was being handled about 74 times. That is, there were 74 opportunities for errors, mistakes, flaws to be introduced to each instrument. Why are we handling each instrument so many times…and then checking quality only at the end of the line? Good question, Chief.

Thus began more “what if” questions. What if we drastically reduce the number of touches? What if we make each person responsible for handing a PERFECT instrument to the next person?

Answer: It’ll make a quantum leap improvement in quality. So that’s what they did. They cut the number of steps, or touches, in half. They put accountability in place up and down the line. Each person was responsible for passing along a PERFECT instrument. Quality was dramatically improved…instantly.

Third, the CEO figured out that the company needed to wage a war on dust. The fit and finish is everything when you’re a premier brand. Gibson had lost their fit and finish advantage years earlier. It was time to get it back. The company had a history of building world-class instruments with world-class fit and finish. They simply needed to build the products according to templates that had been created years ago.

Manufacturing handmade instruments produce a lot of crap in the air. That crap impacts the fit and finish. The CEO led the charge to reduce or eliminate dust in the air so the instruments would emerge at the end of the line in the most pristine finish possible. It worked.

Three BIG improvements. Three BIG improvements that happened almost immediately because the person at the top – the CEO – started involving the people who do the work. It so happens that the people wanted to build great instruments. And they knew how. They needed a leader who understood the human potential and who believed in it. By nearly all accounts, Gibson found a CEO who “gets it.”

Step 1 – Act fast.

Yesterday is over. Gibson entered bankruptcy because the company had nearly impossible debt, bad products, incompetent leadership and a reputation that was going more south quickly. When the patient is near death, you have to act fast. I think we should all accept the challenge to act that way even if the patient (our company) isn’t near death. It can serve us well to behave with greater urgency as though our corporate life depended on it.

Step 2 – Do not figure it out by yourself.

Leverage the people who know. Be curious. Be humble enough to ask. JC came from Levi’s, not Fender. I constantly push companies to veer outside the norms for key hires. Not simply to be contrarian, but to amplify the curiosity and humility that can lead to dramatic growth. An experienced guitar maker CEO may have come into Gibson thinking she had all the answers. JC entered knowing he didn’t. There are BIG advantages to CEO naivete. Be willing to be humble, curious and naive so you can solicit the help you need.

Go to the source. The people who do the work likely have some of the best ideas and solutions. See them as the valuable resource they are. Ask them questions. Listen to their answers. Ask them more questions. Collaborate so together you can come up with better answers than you thought were even possible.

Step 3 – Do it.

All three of these decisions were implemented quickly. Why not? Don’t think they were simple, easy solutions, but they were all quickly implemented. That’s because the CEO was decisive. But another major component was because the people helped provide the solutions. That gave them strong ownership in making these happen. The team wanted to show off at NAMM. They arrived first each day and were the last to leave each night of the week-long show.

The “can do” spirit has to happen throughout the company. Great leaders know how to make everybody feel like their work matters. Because it does.

As we end a week but begin a new month I’ll leave you with a question to ask about your leadership and your company: Do you get it?

Do you enjoy this podcast? Am I providing you any value at all? If you’re a small business owner in the U.S. then I have a small favor to ask. Go check out ThePeerAdvantage.com. I’m working to form a small 7-member mastermind group of small business owners from around America to get together regularly online so we can help each other grow our business and our leadership. This isn’t a networking group. It’s not an advice-giving group either…at least not the way most groups work where people tell you what you should do. It’s a group designed to provide you with a safe space where you can speak in confidence and full honesty while we share our experiences and know how to help each other. Visit The Peer Advantage dot com and you can learn all the details. I’d love to speak with you about it.

Have a great weekend and let’s make March as strong as a stiff March wind.

Be well. Do good. Grow great!

RC

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I’m an operator. I’ve never shied away from that title. A VP of a supplier first called me that when I was about 23. He meant it as a compliment. And I took it that way.

It’s not as sexy as being called an “entrepreneur,” but I think it’s more indicative of the work. The work of operating an enterprise.

Not everybody can look at an organization and see it operationally. To each his own. I look at all the people, the moving parts and the systems and naturally begin to think of ways things can be improved. That’s why I’m so intolerant of pathetic customer service where companies like DIRECTV make customers jump through every hoop possible to make things as difficult as possible.

Greasing the wheels to make things work better – more efficiently and effectively – is good business. I don’t care what business you’re in.

Ray Kroc purchased the hamburger stand from the McDonald boys and figured out how to make a pattern, a template for efficiency. McDonald’s growth mushroomed unlike anything before, in large part, because Kroc figured out operational efficiencies and how they could help each store replicate food quality and service with predictable success. When you start focusing on how many steps it is from the front counter to french fry machine, then you’re concentrating on operational efficiencies.

They claim 10,000 daily steps is good for our health. That’s roughly 5 miles. In business, we’re constantly trying to reduce our steps. If our current process involves 5 steps, how can we reduce it to 4? Or 3? Eliminating a step saves time, money and effort.

Saving steps also reduces friction. Friction is the resistance that can ruin business success. How difficult are we making it on our clients? How difficult are we making it on ourselves?

I’m sure DIRECTV and ATT (their owner) are intentional in their client experience. It pays. Well, they think it does because they’re only measuring things, it seems, in dollars and cents. Complex pricing structures, unable to be understood by any paying customer, benefit them. It’s a shell game they enjoy playing with customers to squeeze all the profits they can. But the friction has a cost. A cost the folks at the top aren’t looking at. Client happiness!

Google them and you’ll see blistering reviews. I’ve been a customer for over 20 years and I’ve never had a phone call last under an hour. Friction is intentional because they’re betting on a lack of breakage. Namely, they’re betting (and they’re right) that most folks won’t notice bill creep and if they do, they won’t complain about it. The dollars drop to their bottom line and they’re happy, even though customers aren’t. Operational inefficiencies at the level of a multi-billion dollar enterprise can pay off handsomely.

You can’t likely pull that off with your $10 million a year company. It would bog you down in execution and billing. Which is why people are leaving DIRECTV in droves and opting for streaming – even the newer DIRECTV NOW service, which has more straight forward pricing and no contracts. Simple is more cost effective and makes customers happier.

Adding steps adds costs. Reducing steps reduces costs.

First, save steps for your customers.

Save them time and hassle. They’ll love you for it.

We can all tell when a company is putting customers first. We feel it. It permeates their intentions and every aspect of their operation. Companies that put us first stand out and apart from the rest.

Be one of those companies. Demonstrate how much you love your customers by focusing on your operational efficiencies. Sure, you’ll save money, but if you’ll put the energy toward making your customers happier, that’s where the real money and profits are.

What are you making hard for customers? Why?

Do you make it hard for customers to get refunds? Why? You’re not going to make them happier by giving them more hoops to jump through. If they’re unhappy, do you assume, “Well, they’re already unhappy so what do we care?”

You care because an unhappy customer is a perfect target for happiness conversion. Give me an unhappy client and I promise I can make their experience so terrific they’ll become an advocate. It’s one of the most highly underutilized customer opportunities. Always has been.

Do you make it hard for customers to buy from you? Is the paperwork so complex and daunting that it requires minutes instead of seconds? Why? Friction kills. Get rid of it everywhere you can.

Make yourself easier to do business with. Buying. Complaining. Returning. Getting a refund. Closely examine every area where customers touch your company. Challenge yourself to make every one of those interactions smoother. MUCH smoother.

Next, save steps for your organization.

These likely impact customers, but maybe not. They do impact employee happiness and frustration. That alone makes them worth tackling.

Your best resource are the front line people. Ask them how things can be streamlined. They’ve got good ideas. Listen to them.

Jeff Bezos tells the story of the early days of Amazon when he and a buddy, presumably employee number 2, were packing boxes to ship. They were on their hands and knees. Bezos tells his buddy, “We need knee pads.” The buddy, being the brighter of the two at the time, responded, “We need packing tables.” They bought a couple of cheap packing tables that thus Amazon’s first operational efficiency was set in motion. Now they could stand upright while packing boxes. THAT is operational efficiency.

Many of these will be smack your forehead kind of things. You’re not looking at them right now so you don’t see it. When you start looking with clearer vision and when you start listening to the people who do the work, some solutions will become blindingly obvious.

We can all be prone to step over quarters to pick up pennies. Saving steps will help you become more proficient at picking up quarters and dollar bills. I’ve never seen an organization where operational efficiencies couldn’t be drastically improved – and quickly. It’s one of the fastest paths to greater happiness, lowered frustrations and higher profits.

Why don’t we give it more attention? I don’t know. Maybe because it’s not sexy. Maybe because we don’t believe it’s true (that’s my suspicions based on how many times leaders have challenged me that the savings is just so nominal it’s not worth the effort). But it IS true. It’s always true.

Your company has money laying around in the form of wasted processes, idiotic workflows and systems that once made sense (but haven’t made sense in a very long time).

Put in your 10,000 daily steps for your own fitness and health. Work daily to keep reducing the steps inside your company for the fitness and health of your business.

Be well. Do good. Grow great!

RC

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Do you hate networking? I do. Always have.

I’m the guy who happily admits that if faced with two doors from which to choose – one that leads to a room with 300 very interesting people (all strangers) with whom I can spend 3 hours and the other that leads to a room with 6 random people (also strangers) with whom I can spend 3 hours – I’m inside door number 2 before you can finish the proposition. It seems infinitely more fun for me to really get to know 6 people than to go on a network fishing expedition hoping I can somehow run into a person – or a small collection of people – who will go deep enough that I can really understand them.

But that’s me.

I hate small talk. I hate shallow conversation. I hate pleasantries.

I love getting to know people, including their back story and what they hope will be their future story. It feels human and right to me.

Study after study have proven that people tend to feel dirty about “networking.” It feels icky.

I’ve read plenty of networking books. 100% of them were a waste of my time. While I’m highly motivated to grow – which necessarily means, to change in ways that benefit my life – I’m completely disinterested in trying to be somebody or something I’m not. Or trying to be something or somebody I don’t want to be. Namely, “that guy.” You know what I’m talking about?

It’s why I don’t get out much. 😉 Except with smaller, more intimate groups where I know the conversation can be about more than – “this is who I am and what I do and what I have to sell.”

It’s also why I started reading David Burkus’ book published last year, “Friend of a Friend . . .: Understanding the Hidden Networks That Can Transform Your Life and Your Career.” 

I’ve been intending to read it since it came out last May, but I’m just now getting around to it. Mostly because I know how badly I need to grow in this area of my life. Besides, I’ve been a fan of David’s writing since I read “The Myths of Creativity” in 2013. Since then I’ve sort of followed his work at HBR and his own website. It doesn’t hurt that he got his Master’s Degree at OU (I didn’t attend OU, but I’m a lifelong Sooner football fan). 😉

The premise of the book, which I haven’t yet completed (but you can expect a more full report in the future), is that it’s not just who you know that counts. Or who knows you. Networking is deeper than that. It’s who you know who knows who you need to know. Or who you should know. In other words, it’s the strength, depth and proximity of the people you’re connected to with regard to the other people they know who may benefit from being directly connected with you.

Six degrees of separation is explained by What Is? like this…

Six degrees of separation is the theory that any person on the planet can be connected to any other person on the planet through a chain of acquaintances that has no more than five intermediaries.

That theory began in 1929. I’m not a scientist so I have no idea how true it may be, but I understand the premise. If you know somebody who knows somebody who knows somebody and you dive deeply enough to go 6 deep, then you’ll reach the target person. For the fun of it you could see if you’re 6 degrees away from some famous person. Pick anybody. If you were able to reverse engineer it, you should be able – according to the theory – to track it back no more than 5 people to yourself. Here’s the interesting part, and why it matters to me. It starts with you knowing the one right person who knows the right person…and so forth.

David’s book begins with a similar notion. That that you’re a certain number of connections away from any particular target person, but that your life will be enhanced – and your success will be positively influenced – by not thinking of more, but by thinking of how people are connected.

This was rather instinctive for me because I learned as a teenager selling stereo equipment how powerful a referral was. As an entrepreneur, you do, too. Today we all know the power of social proof, as well. But that existed long before the Internet.

During road trips my father would know – just as every father of the era knew – if you wanted to stop for a meal along a stretch of never before traveled highway – you stopped at the diner with the most cars in front. Wherever the crowd was, that’s likely the place with the best food for the right price. Social proof was measured by the number of cars parked around the joint.

Today, David’s book, Friend of a Friend, has a 5-star Amazon rating with 72 reviews. Decent social proof about how 72 people feel about the book. I don’t know any of those people. Well, to be fair, I didn’t scroll through every one of them so I may know somebody, but that’s not the point. Not with Amazon reviews. Or really any other reviews. We just assume more is better and if it’s 5 stars, then it must be good. It’s like a car count around a diner in the 1960’s.

But we all understand the real power is in the power of a personal connection. Back to the referral reference – it’s powerful when somebody we know and trust refers us to somebody we don’t know. We can instantly go from not knowing somebody to trusting them, even before we’ve been formally introduced, because of our connection with the person vouching for them.

Recently, I got a new roof installed on my house. The young entrepreneur who did the work was somebody I didn’t even know was in that business. It’s a young man in his 30’s who I knew back in his high school days because he played hockey with my son. My son reminded me of Rodney, the roofer – a kid I remember from hockey. Well, I knew Rodney from back in the day and he did a great job on my house. So naturally, I told friends and neighbors about him. Vouched for him. The high school where he and my kids attended is the high school for our neighborhood, too. So that doesn’t hurt. My neighbors don’t have to know Rodney because I know him. By being connected to me, they’re now connected to Rodney if they need a roof repair, a new roof or a host of other things that Rodney does, including fencing. That’s how the world has always worked.

Somewhere along the way we bought into the notion that you have to Always Be Selling. Self-promotion means putting yourself out there to as many people as possible. Wrong. Quantity doesn’t matter nearly as much as quality and context. Me knowing Rodney isn’t beneficial to you if you rent. Or if you don’t live in DFW. Or if you have no need for the professional services Rodney offers. But if you fit the bill, he’s ideally who you need.

Think about the people you may be able to connect. Look around. Is there somebody you know who might benefit from somebody else YOU know, but they don’t know each other. Be a human hub. Be a person willing to connect others for their mutual benefit. It doesn’t feel dirty. It feels really good because you’re helping both of them. And that kids, is the power of a friend of a friend.

Be well. Do good. Grow great!

RC

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“To succeed, jump as quickly at opportunities as you do at conclusions.”  -Benjamin Franklin

Judgment is easy. Jumping to conclusions. Making assumptions.

Evidence is hard. Curiosity often difficult to satisfy.

When people have a problem with somebody it’s just easier to tell everybody but the person you have a problem with.

Over the weekend I posted this graphic…

But many of us tend to do exactly this.

The absence of facts or context doesn’t often enough prevent us from knee-jerk conclusions. Conclusions we’re convinced are spot on.

Leaders aren’t immune. Sometimes the power goes to our head, squeezes the logic right out of our brains, and causes us to think we’re invincible in our judgments. It’s another reason – a BIG reason – why we need to be more careful about the people who surround us so we can improve our vision, foster deeper curiosity and find more accurate evidence – all the things that can drastically fuel greater growth.

The solution may be counter-intuitive. Be MORE selfish. Think MORE about yourself.

No, not in some “I’m better than you” way, but in a more genuine way.

Are you going through something extraordinarily tough right now? If so, then hold that thought. If you’re not, then think back to a really bad time. A time when life was really knocking you in the dirt and stomping on your guts. A time when your confidence was setting record all-time lows. A time when you had no idea when this trouble would end, or IF it would end. Get that in your mind right now.

It’s a time that’s embarrassing to you, even though it may not be the result of anything you did. Embrace how you felt (or how you may be feeling right now if it’s happening to you right now).

You want to hide, right? You don’t walk to talk to anybody? And if you do, you want to complain or make excuses so you can explain it all away.

Put yourself in that place.

Now, let me walk into your life at that very moment. Let somebody else – perhaps somebody you think would know you well enough to understand your context – walk into your life at this moment. Friends and family who may have known you for a long time, let them walk in on you at this moment.

For the sake of this exercise, let’s assume these people judge you the way you judge people. We’ll assume harsh judgment is easy…because it is. Each of these people are going to think the worst. Mostly because people seem more tempted to think the worst than the best. Today, all eyes are on you and they’re judging your life by this moment. Not your finest hour, but it’s this chapter of your life where people have now opened the book of your life. You know it’s just a single chapter. They don’t.

How are you feeling? Better?

Hardly. You’re thinking how unfair it is. You’re thinking, “This isn’t the total sum of who I am or what I’ve done. It’s completely unfair to judge my whole life based on what I’m going through right now.”

Welcome to the world of full opinions, half facts. And I’m being generous to spot you with half facts. My experience is that people need far fewer facts than half in order to form a full opinion!

Arrogance, pride and hubris. That’s why we do it. Our own arrogance, pride and hubris.

We feel better about ourselves and our lives knowing that you’re going through something we feel currently immune from. Judging you harshly makes us feel superior to you. Better than you. If only for a moment, we’re able to lift our head higher than yours giving us a feeling of greater success.

But we can do the same thing with ideas, or solutions. We make false assumptions without evidence, believing we’re right, and it drives our decisions. Faulty decisions that aren’t based on enough evidence.

“If only closed minds came with closed mouths.” -anonymous

Enter courage and humility. The two components most needed to overcome the problem. Gratitude and compassion are the other two. Put the four together and you’re going to dramatically improve your life. Love, kindness, and curiosity will soar when you commit yourself to these.

Work on YOU. Stop focusing on everybody else.

You can’t contribute to making a positive difference in the world when it comes to this – or any other challenge – until you first own your life. If more people would determine to do better at judging people and situations with only partial facts or context, then we’d be well on our way to a more civilized, creative and positive existence.

Think of all the improved decisions you could make if you had improved knowledge and context. Think of the potential growth – for yourself and for your organization – you’re leaving on the table. Unrealized growth that isn’t happening because you’ve already made up your mind on half-truths, or no truths.

You once had an idea. A dream. Maybe it was a business idea. Maybe it was a career dream. You craved somebody – or more somebodies – who would believe in you and your dream. You craved encouragement. If you achieved it, it’s likely because somebody was in your life who expressed belief in you, and your idea. Deep belief. It fueled your belief. All it took was one person – brave enough, humble enough, grateful enough, compassionate enough – to not judge you harshly but to show you enough grace to realize they knew only what they knew about you and your dream. But that was enough for them to want what was best for you – and not what was worst!

And there it is. Some of us grew up in a zero-sum era where we were taught that our loss results from somebody else winning. We were not taught that we could all win. Truth is, we can all win. Life is plenty big enough for it.

When we figure out that our success doesn’t hinge on somebody else losing it’ll change everything for us. The world will be better. Life more full. Kindness more prevalent.

Be well. Do good. Grow great!

RC