01.25.21
Posted in Uncategorized at 7:00 pm by Administrator
Responding to a questionable decision in a playoff game, the quarterback responded- “It wasn’t my decision.” In the book Extreme Ownership there is this statement, “…all responsibility for success or failure rests with the leader. The leader must own everything in his or her world. There is no one else to blame.” Whether it is a quarterback on a football team, a corporate executive, or other type of leader, we don’t have to look very far to see someone blaming another person or group for their failures.
President Truman had a sign on his desk that said “The Buck Stops Here.” In our businesses, organizations, or nations, we begin making progress when we acknowledge there has been a failure, stop blaming and then begin to move forward. We can then develop a plan that addresses what caused the issue then rebuild from there. It is not easy, but teams and people who excel have learned to use those difficult times to improve the situation.
Remembering “The Buck Stops Here,” can encourage others in different levels of leadership to accept the blame and move forward to create a winning situation.
Regards,
Brian
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07.28.18
Posted in Uncategorized at 4:40 pm by Administrator
I like to keep my beard and mustache neatly trimmed. Last night as I started my weekly trim, unknown to me, the guard of the trimmer fell off and half of my mustache was close to disappearing. With a little creative trimming, I was able to minimize the damage and it now looks like a close trim. It is comforting to know that this mistake will disappear and the ‘stache will soon return to normal.
In life and in business mistakes happen. Granted, some are more difficult to recover from than others but the way we handle a mistake and learn and grow from it, should lead to us becoming a better person and leader. Instead of fretting about the mistake, accept that it happened, set a plan in motion to recover from it and put safeguards in place so it doesn’t happen again.
As for me and my ‘stache, we will be ok. Thanks for asking.
Regards,
Brian
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06.26.16
Posted in The Person You are Trying to Reach, Uncategorized at 3:19 am by Administrator
The person you are trying to reach mailbox is full and will not accept new messages. Goodbye.
The person you are trying to reach has a mailbox that has not been setup on the system and cannot accept messages.
Have you ever called another person and received one of those messages? It can be frustrating to say the least. I understand that there are occasions when there are technical issues or the person is unable to access or delete their voice mails. Some people may not know there is a limit on various voicemail systems of how many messages can be stored.
However, there are a few other reasons this may happen. The person doesn’t check their messages, they avoid their clients or they are missing in action. When it is a salesperson who relies on people contacting them for information, the warning flags should be up. A phone call not returned can be a lost sale. The customer often has little time to wait for the return call because their client is demanding an immediate answer so the first person to respond has a better chance of closing the deal.
As we head into the summer season, I encourage you and your team to keep those messages updated.
Have a safe and fun Independence Day!
Brian
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11.26.14
Posted in Uncategorized at 5:45 am by Administrator
If you have teenagers, you may have heard or been told that Facebook is for old people- old being anyone five years older than they are. I don’t know who they were talking to or about but I was the only one around. After I heard it once, I also heard it from those in their twenties so I started asking questions and researching to see if that statement is really true. Facebook is alive and well but the younger generation is turning to Instagram (owned by Facebook), Twitter and other apps. “Facebook has become a social network that’s often too complicated, too risky, and, above all, too overrun by parents to give teens the type of digital freedom they crave.” (Cnet.com, Jennifer van Grove)
As technology rapidly changes it can be difficult to adapt and stay current with what will best benefit your business. Being informed and communicating with people of all ages can help you be aware of what is trending and knowing what is important to your customers and employees. Also having an attitude that is willing to look at new ideas and technology can assist in keeping you at the top of your game and strengthening your organization.
Have a blessed Thanksgiving with friends and family and keep on Facebookin’ all of you “old” people!
Regards,
Brian
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01.28.14
Posted in Uncategorized at 2:25 am by Administrator
A customer calls looking for a certain product. You suggest a particular item that you think will meet his needs only to have him tell you, “Your company recently discontinued that product,” which is news to you. My company did what?
This happened to a friend of mine who is in the distribution business. Needless to say, he was slightly embarrassed that a customer had information that should have been communicated to the field but wasn’t.
Large and small companies struggle with effective communication. Whether it is a discontinued or new product, policy changes, or basic information, making sure everyone is aware is critical to the growth and health of a company.
So what are some ideas to communicate more effectively?
•Show it (face to face, webinar), Tell it (voicemail/conference call), Send it (email it)
•Standardize how all communication is handled in your organization. For example, when a new product is introduced, memos, sample distribution, information should be shared the same way every time.
•Limit the number of emails/memos regarding a particular subject. In this day of pressing the send button, emails about one subject fly by the 10’s and 100’s on a subject. Personally, it is difficult to make sure every email is read. Especially, if you are looking to see if you were cc’d or was it directly sent to you. Do you need to answer or was this just informational? Many times these emails could be minimized if there was better planning from the beginning. In other words, discuss with a few key people to make sure you are addressing all questions that may arise before sending it out to the company.
Have a successful 2014!
Brian
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09.25.13
Posted in Uncategorized at 1:00 pm by Administrator
While the fans roar with excitement, football teams across the U.S. battle it out. It doesn’t matter whether it is high school, college or professional, they are all fighting to win the championship. As I watch various games, I’ve noticed a couple of things. The players of the most winning teams are focused and spend very little time blaming other team mates, coaches or the opposition. However, a struggling team is often arguing with one another, the coaches and the referees. They sulk on the sideline when things are not going well and close themselves off to the rest of the team.
I’ve seen similar situations in business. Either a person or a department loses sight of the fact that they need a team of people to help them be successful at their job. As they seek to blame others, production and progress falters and it can become a cancer that destroys a healthy work atmosphere.
As coaches of our business team, we need to be in tune with the overall attitudes and focus of our personnel. Communicating a strong vision of where we are going (the championship) can help immensely but also addressing situations directly when people are determined to make themselves an island can keep the company healthy and moving forward.
Have a great game this week!
Brian
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08.28.13
Posted in Uncategorized at 2:32 pm by Administrator
Last week I had the pleasure of listening to a speaker discuss the health of the local San Diego economy. Of course, there were a few San Diego mayor jokes thrown in to start the presentation but now we are moving onward and upward from that sordid tale.
A few observations were interesting to me. As he reflected on the last few years he reminded us of the trip we used to take to the local Blockbuster store and walk up and down the aisles searching for the perfect movie to check out. And then this small start up company began mailing the DVD’s directly to our home and streaming them via the internet. The Blockbuster store on the corner is gone. Young kids do not know the concept of walking the aisles of the video store but Netflix is as well known of a brand as any.
Times change don’t they. Businesses that don’t change are bound to stagnate and possibly disappear.
What changes are you pursuing in your business? Do you encourage innovation with new products and technology? Embracing change can lead to great opportunities.
Regards,
Brian
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07.30.13
Posted in Uncategorized at 12:47 pm by Administrator
As an avid outdoorsman, comfortable hiking boots are a necessity. Every few years I make the trek to the retailer that specializes in all things large and small related to the outdoors. They are knowledgeable, busy and don’t really seem to care whether or not they get the business. I was ready to spend two to three hundred dollars but left because it was a near self-service experience and I had questions and wanted answers.
A smaller retailer that has similar product lines is closer to my house so I went there to seek better service. Their prices and rebate deals aren’t the same as the larger store however their service is more personal. When I arrived, the salesperson began to ask me questions about the type of hiking/backpacking I do and the type of boot I had in mind. She then said, “Let’s measure your feet.” Once she did that she was able to recommend the best size and boot that would work for me. A short time later, I was the proud owner of a pair of the latest, greatest hiking boots.
What a reminder! It is so easy to think that larger companies have it all together but if they are not careful, many lose the personal touch that customers still crave. “Measuring the feet” of your clients means paying special attention to what they need and what makes their business profitable. That extra attention can bring great rewards now and in the future. Go “measure their feet” today!
Regards,
Brian
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08.29.11
Posted in Uncategorized at 3:11 am by Administrator
I’m close to losing the battle with the sliding glass door to our patio. After minor stretching, mental preparation and great effort, I am finally able to move it to the open position. It is with this in mind that I stopped at the local big box store to see what options are available. As the “professional??? was assisting me, he asked if I was interested in window grids or not. “Well, I’m not sure,??? I replied.
“Yes or no. Do you want them or not????
“Uhhh. Yes????
My hesitation was due to the fact that I was deciding whether or not to reach across the counter, grab him by the collar and remind him that surprise, I am the customer. Obviously he was not having the best customer service day.
In dealing with customers, we can sometimes reach a level of frustration from dealing with daily issues that we become jaded and neglect treating our customers as if they are valuable. We may need a gentle reminder that without customers, we have no sales, no business and no income. Here are a few reminders.
• When was the last time you told your customers that you appreciate their business?
• Have you shared a recent relationship building activity with them?
• What questions have you asked in the last six months to see what their business needs may be?
Remember that even though customers may sometimes be difficult, life without them would be downright miserable.
Regards,
Brian
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11.30.10
Posted in Uncategorized at 8:00 am by Administrator
“We want to avoid the “seduction of the low bid,” exclaimed the vice president of a nationally recognized general contractor. It was music to the ears of the gathered subcontractors as he went on to explain the five critical aspects of selecting a proposal to perform a particular scope of work.
1.Capabilities- does the subcontractor have the resources to fulfill the required aspects of the contract
2.Scope- has the subcontractor covered all of the details of the work to be completed
3.Terms- does the subcontractor understand the terms of the contract in regards to payment, retentions, etc.
4.Schedule- does the subcontractor understand when their part of the contract is to be delivered and installed
5.Price- does the subcontractor’s proposal price offer the best value when all of the above factors are considered
Most distributors and business owners constantly fight the battle of the “seduction of the low bid/price”. The challenge is teaching sales representatives to have a process to minimize the focus on price of the retail store owner and help them consider all of the factors surrounding a particular product. I’ve noticed that many businesses express their frustration but haven’t offered a formalized process to counter the low price arguments in the field.
Perhaps coming up with your own five critical aspects for a product would be helpful. Based on the list above, it could assist the sales representative and retailer by focusing them on other critical items instead of just the price.
Regards,
Brian Boek
Permalink
Responding to a questionable decision in a playoff game, the quarterback responded- “It wasn’t my decision.” In the book Extreme Ownership there is this statement, “…all responsibility for success or failure rests with the leader. The leader must own everything in his or her world. There is no one else to blame.” Whether it is a quarterback on a football team, a corporate executive, or other type of leader, we don’t have to look very far to see someone blaming another person or group for their failures. 
