Without The Enemy Within

After working for over a decade as TPS/LSS in Japan (Toyota Production System/ Lean Six Sigma), functioning daily as a Japanese in top management at Japan's 14th largest company, I can tell you that The Real Secret is that the HEART of the person is the key to every productivity advancement.

We in the west are always on a quest to discover some new understanding or inner secret. We compare our novel understandings to the magical Toyota baseline. When that morphs into a new understanding we run to shout to the world our re-calibrated perceptions.

But we're using a flawed measure.

I can tell you firsthand that 'the secret' is not a system or a process or tool or development... instead, we in the west need more need to understand the core REASON why a vaunted worker does what they do; focus on what is in their heart. Accordingly, we need to hire those who have "it" instead of hiring people willy-nilly because they're a quota minority, or turning a blind eye to their morality. Inner thinking and outer actions impact performance. You cannot do the right thing for the wrong reasons.

We in the west feel all fuzzy when we hire some "protected class" who are otherwise on a course of self-destruction and wonder why our team doesn't function correctly. So we put up a 5S poster (heralding some quality process improvement) and cross our fingers. Instead, we need workers who have the heart (and understanding and will) to turn off the lights during lunchtime, or who work to save an account NOT because they're going to make overtime, or because "it's a big account," but because they WANT their company to succeed in the smallest matters.

Those are the people who constantly think "'Good enough' never is."

Before poo-poo-ing all to think everyone is the same; that we can keep our spate of feel-good diversity measures, note that this kind of heart is 110% invested not in Equality, but in Quality. Focus, Pinky, Focus! People are different-- treat them as such. Evaulate their quality of life; test their quality of personal decisions; understand the quality of their personal standards. Select people who are LOYAL (new word?) not only towards their company, their bosses, their products, their customers, etc., because their core desire becomes the well-spring of true quality, flowing without compulsion. Find people whose desire comes not from a paycheck, but from knowing their company will NOT lay them off in hard times (contrast Novell's idiocy in hiring 800 and firing 800 on a quarterly basis, or other American companies who act towards their employees like some rabid dog waiting to take a bite).

For years my co-workers and I watched short-sighted Americans come to Japan to frenetically in a week (ha! in a day!!) try to "learn why" the Japanese ate our lunch. I learned long ago that it's not the system or the process (although that helps)-- it's the will and the mind of the hire that matters most. Finding, hiring, and maintaining that type of tender heart (maintaining it at all costs) not only "produces quality" in their work, but it's a circular flow that goes to the employee. It maintains their loyalty, retains their trust, nurtures their will to work, and harnesses camaraderie... which all resides within the heart of the worker.

"If there's no enemy within, the enemy without can do you no harm." (Les Brown)

Cheers
Lee

A Leaf in the Streams of Time

As I've done genealogy I thought it strange that the name Richan appears so infrequently. It is, after all, a rare name. In some ways my parentage has distinguished themselves with deeds done for kings and queens. So although I've been able to work my lineage to the year 700 or so, yet only rarely does appear a joyous inscription or other written recognition.

However, moments ago I searched Google Images for my name, distinguished in quotes to exclude things unconnected with myself. Certain photos or other things appeared, but on the last page appeared two images that took my breath away (see screen shot at right).

Although I haven't yet determined exactly why or where within my name appears, two books by Yoshio Tateishi (arch: Tateisi) appeared via the search, linked again to the Tateishi name. It's not improbable that my work at Omron is mentioned in his books. I have been the subject of many case studies and a few articles. I was, after all, the first foreigner to work at Omron, and I did, after all, invent a global marketing philosophy that is reputedly still in use in 2008. And it's no mystery: The President of Omron wrote that my work was pivotal in generating an additional US$3.6 Billion over the initial US$1 Billion. But to have my name appear with this great man and his great company and at his hand... is again breathtaking.

Sizewise, Omron was, at the approximate time of my employ, #127 on one Forbes Fortune 500 list (Coca-Cola was #120; XEROX #142, and Toyota didn't even make the 500 list). To think I could grow that company was-- at the time-- inconceivable.

My North American contemporaries sometimes get frustrated when I try to make clear the magnitude of work I did whilst in Japan. Truly I created some amazing innovations, and I will do it again. But to be perfectly honest, at this moment I feel overjoyed that yet another proof appears to the world-- I'm amazed that Google connected my name to the Tateishi name still, nearly two decades after I was there.

Now I have sons and daughters. It's time for them. And as my stream of life carries off the bright foliage of a season gone by, some deeds done for kings apparently yet live on. For that I am grateful.

Cheers!

Woodsounds

Being a world musician and a Zildjian-featured drummer / percussionist on half a dozen recordings from around the world, I’ve personally known or played with some incredible musicians, among them guitarists Al Dimeola (Return to Forever) and Kevin Breen (The Breathers), drummers Mike Portnoy (Dream Theatre) Steve Gadd (Steely Dan) and Brian Keenan (Chambers Brothers), Peruvian percussionist Alex Acuna and Turkish Arto Tuncboyaci (Al Dimeola Project).

And with some professional and national pride I speak of Native American flutist Carlos Nakai (Navajo-Ute).

In February I learned Carlos had obtained a beautiful flute handcrafted by Woodsounds, located nearby in the mountains of Utah. Carlos had been part of a ceremony honoring, respecting and appreciating Vietnam veterans, and his inlaid flute, “Free Again-- Never Forget,” rekindled my decade-old interest in these flutes.

So in March I drove out in search of Brent Haines of Woodsounds flutes, “the Maseratis of the flute world and the most beautiful flutes I have ever played.” (Bill Miller, master Native American flutist.) Like many of the other top musicians I mentioned, Brent is very friendly, warm and engaging.

When I finally held one of Brent’s flutes, I felt a connection that is hard to describe. As Brent wrote on his websites, “…a satin feel makes you want to keep touching the flute and a deep luster brings out and enhances the natural beauty of the wood, causing it to glow with its own inner light. Frankly, you won't believe the incredible look or how silky smooth the flute feels to the touch…” How right he is.

The silken feel of that turquoise-inlaid flute was breathtaking but when I heard Brent play it, my mind exploded, recalling some deep emotions I’d ignored for years.

My mind went back. I first recalled the bittersweet flute solos of mournful 1960s jazz tunes. Then I was moved by Japanese Shakuhachi (so-called because it measures one “shaku” –the distance from elbow to fingertip— and “hatchi” (eight) additional finger units). Then I remembered graduating a decade ago I drove through Indian Nation along the Grand Canyon as I listened to R. Carlos Nakai’s “Desert Dance.” I realized that the Native American flute most closely approximated my innermost feelings. In 1995 I Carlos agreed to join me in the recording studio for some world recording sessions (http://www.echoes.org/onlinenakai.html), which encounter led me to learn of Brent and Woodsounds (http://woodsounds.com).

But why does a Native American Indian flute take on such human intonations?

Brent told me that while each Native American flute’s construction and performance differs, its throaty tones impart breathy, voice-like pulsations on a deeper level than just our hearing. We first became attuned to mother’s vibrations whilst in the womb, and then we learned to swim in a world of sensations, frequencies, and harmonics, bathed even in vibrations of light that envelop and define us. Oprah chatters about “how we feel bad” on a gut level, completely overlooking the very medium of how we feel anything at all.

“Something very special about this music… it evoked ancient blood memories… it moved me.”
--Martha Graham, Night Chant

“Deep inside you know this music because you can feel it echo in your bones.”
--Greg Fasolino, Reflex Magazine

The cream of the cream of top flute players also play Woodsounds: Jan Michael Looking Wolf, Joseph Fire Crow, Johnny Whitehorse, Robert Mirabal, Jeff Ball, and Bill Miller. These flutes have accounted for many Grammy Awards and music awards around the world.

Carlos Nakai once suggested that a sick child’s moaning was perhaps attempting to create harmonics evoking a cellular healing process that perhaps went back to elemental vibrations learned whilst in the womb. Voice brings about its own healing vibration that triggers a deeper power within. Words uplift compassionately — not by language, but by sound— when we speak quietly and coo understanding.

The Native American flute’s rich, visceral tonality comes from its big, open, almost-human resonance. Unique in nature, the Native American flute sound is akin to your voice’s particularly alluring “bore.” A “throaty” flute phrases a timeless sound on a par with resonances from your vocal cords.

I found that in just a few minutes virtually anyone (yes, even drummers) can make earthy sounds on a flute that are deeply appealing. Instead of listening I now participate, and the sound of my flute imparts a sense of peace and security that somehow fills holes in hearts like no other instrument.

Cheers!

Rancor Be Gone

I've noticed that fanaticism often becomes the gross summary of a person misunderstood.

Inside I cringe when I infrequently hear myself summarizing someone as "untrustworthy," "paranoid," or "dishonest," when their particular trait constituted only a small streak within an otherwise good person. I hate relegating to the dustbin of history the bulk of an otherwise salvageable (or misunderstood) personality trait.

As I reflect on what others must think of me, I think it interesting that almost every effort I've made to honor and obey the laws of man and God have somehow engendered resistance or eventual malefic outcome. Other than the occasional misstep, I still believe it is possible to maintain and retain friendships and business relationships, and I ponder constantly all workable ways to counter or avoid struggles that might eventually turn sour.

However, I am struck by the frequency of people who have been hurt by a business partner. When I was a kid I wondered why most old people seemed surly and mistrusting. As I get older, I see that my overriding mission is to keep normal wounds from turning to scar tissue. I don't want to be defensive, suspicious, or dour. The Savior could not manage to engender long-lived peace with those whom he knew, but as far as I can tell, he maintained a positive attitude.

In the long run I strive to keep peace within me, and work predicated on honesty, follow-through, and integrity. My understanding may be "off" when judged by those who look on my efforts as fanatical, but I try to live my life always predicated on endeavoring to do right.

The odd thing is that I'm reasonably certain that others are following the same prescription.

Would that rancor and misunderstanding be put behind us. If not merely towards beneficial cooperation, at least to tell me where I'm deficient so I can work on my problem(s).

Cheers!

From Unconscious Incompetent to Leader

Fair to say I'm a student rather than teacher.

In that, I'm fortunate to have learned of leadership from great books.

One such gem comes from John C. Maxwell's genus tome, The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You. Especially telling is how to tell leadership from management, in the chapter, "The Law of the Lid." This predictable yardstick determines just how high any company will rise.

Over the years I've witnessed powerful people attempt to manage-- 'powerful' only in the sense that they 'command' with money or with sheer brute force, causing their employees to cower. I've been a party to factories filled with people too afraid for their jobs to speak their minds, as the wrath of their unpredictable payday god is too bitter to endure.

And then are The Others; those rare folk we would gladly follow into any pains of battle. When we know we're supported, justified, and placed above the temporalities of "just business," we have found a leader, and will give everything to a commonly-held goal.

On to become one of the Unconscious Competent in leadership.

Cheers!

That's Marketing!

As an international marketing and advertising professional, with an accumulated US$4 Billion in new sales accredited (in writing) to my efforts over 35 years, it saddens me to daily watch otherwise competent products, services, and companies fail or languish because they haven't figured out sales is not marketing.

Pure marketing is far more scientific and detail-oriented than sales; it's where you first think. Then you sequentially stage growth events to cascade one into another to produce sales. This creates value within heart of the customer-- a warm feeling of security-- who is then more willing to transfer money to you.

An overblown example perhaps, but to illustrate the differences between marketing and sales, say that you put a simple notice of your garage sale in the local paper one week prior (Advertising). Then you post 10 or 20 Day-glo signs-- all the same color-- with big letters and large arrows around the neighborhood two days earlier (Branding and Crowd Flow). Your items are laid out on waist-high tables, grouped, clearly marked color-tagged and ready for sale (Ergonomics). You might hand out fliers with layaway or financing for your bigger-ticket items like jet skis, cars, or furniture (Separate Business Units). Same-color Day-glo nametags would show who is in charge (Safe Passage) and empowered to negotiate (Admirable Organization). It wouldn't cost too much to offer small cups of lemonaide or a small cookie to everyone (Obligation Psychology), and it would cost nothing to play targeted music (Neuro-Linguistics) and post signs warning that everything must go at a certain time but reduced 30% during the last 30 minutes (Fear of Loss), or will be picked up by the Salvation Army in 30-minutes (Community Service and Public Relations).

"Sales" (strictly speaking) is just the moment you negotiate the price, close terms, and exchange money for the service you offer. Everything else is marketing, and market planning. With marketing planning you engineer the experience to be smooth, comfortable, reassuring, and rewarding. You know how one action will cascade into another, multiplying your efforts and maximizing your sales.

People respond to those things-- and they'll respond to your product or service, too.

(Not the point of my illustration, but I'd bet that your "take" at the end of the day would far exceed expectations, earning perhaps as much as 30% or 80% more than just your junk dumped on a lawn with a foreboding gaggle of vultures.)

I daily explain this difference to our advertising agency clients who say they want more... but often see sad faces. They don't want to do more than instantly jump to the money-taking. They want quick results-- piles of cash suddenly dumped into their hands-- and are focused on liberating dollars from their customers. Their interest does not extend to the longer process of creating value, follow-up or satisfaction maintenance, nor to creating relationships or repeat sales. They just want the money... NOW. "Pay me and then go away," they say.

Of all the tools in my 35 years of sales and marketing experience toolbox, creating a marketing plan that creates long-lasting value with the customer is the sharpest tool of all. That's marketing.

Cheers!

Taru Onsen, Yubara, Japan Saturday, 10 February 2001

I’m ready to retire. Snow falls on snow, here in deep twilight at an inn in old Japan, about four hours' drive northwest from Kobe.

Fired into the whiteness of the porcelain cup I hold is a dainty light blue flower. It looks like a dragonfly with blue wings. I take a sip of the water within, then quietly study the cup.

Into my mind come thoughts of life's transience. Like the first sip I took, life's treasures must be savored as they happen. They refresh, but are finite. I take a second sip, this time deeper, more courageously. The blue wings of the dainty flower seem to whisper me on; seem to beg I gulp the final sip and enjoy the full glory of the longer moment.

I do.

The water's now gone. Only remains a wet sheen indistinguishable from the pure white cup. The light blue wings no longer promise to refresh. There's no more water to partake.

Life is shared but for a moment. Bright memories linger, and then leave only transparent essences. In the cold, crisp air of Yubara tonight, the ghosts of all my ex-ancestors all around, I feel their own unmistakable essences mingle with my own former hopes and dreams. All are now but forgotten. I guess I’m alone with the wonderful times my family enjoyed here. Memories flit into my mind, like Cerina and I holding up fingers upon which mid-summer dragonflies once landed and then flew off to eternity. EJ fishing. Monika playing the piano each morning. Stuart in his Scout uniform. Mako laughing.

God willing, there will be an eternity where I might work out my challenges. God willing, there will be an eternity where I can finally “connect” and tell others how much they meant to me. Friend and foe, married or divorced, God willing, there will be a time where I can grasp and correct crazy issues which have caused me to heave my sorrows silently out into far too many dark skies, alone.

But those are the afterbirth. I look down again at the little blue wings. They're still delicate. They're still pretty. But the moment of their refreshment started ending long ago. I came, I drank, and now I see. My cup is empty, coated only with see-through memories. I've experienced the contents. I could be wrong, but I find nothing else makes sense: Life is for drinking up and for moving on. Loving is for Eternity, where we can work at understanding answers.

A page once turned cannot be written upon any more.

Cheers

The Degree of the Blue Vase

Ryan Kell walked into my office yesterday and put a blue vase into my hands. It was empty. It was blue.

"Huh?" I said, articulate to the end. (Insert very long pause here whilst brain not computing much at all.)

It took me a very long minute to finally figure out what was happening-- with a generous reminder about an old book I'd strongly recommended he read, The Go-Getter by Peter B. Kyne.

"Life-changing!" he echoed. "Absolutely amazing!"

I am honored. I wish I'd written such a book, but I'm equally proud to be the bearer of such a life-changing tome. "It shall be done--" Esprit de corps doesn't bubble up from the bottom. It filters down from the top.

Or as Kevin Trudeau repeatedly quoted Cavett Roberts, "Character is following through on decisions long after the excitement of the moment has passed."

Read The Go-Getter, and learn of the Degree of the Blue Vase: It shall be done.

Cheers

Thank You Kevin Trudeau

Last decade I was privileged to work closely with Kevin Trudeau, the Mega Memory guy you see on television infomercials. Over the course of perhaps four years we worked together in conjunction with Nightingale-Conant, developing a handful of international business enterprises.

Chatting with my eldest son recently, he recalled one life-changing moment when we were on the set of a Hollywood-style video production. Dozens of people bustled around when Kevin suddenly turned to my then 16-year old lad and said, "Here. When this vibrates, answer it, 'Kevin's phone!' and chat with them. Show them your personality. Take a number, and let me know who called." To EJ's (and all of his staff's) shocked look he simply assured, "Listen, I've seen you. You can do it. You're better than you know." The first thought that flashed through my mind was how many potential million-dollar deals might chance to come through his phone whilst he was away for a few hours. But he was right-- my son already had confidence, had read some of the success books, and Kevin's challenge changes his life still. I saw EJ straighten that day-- not figuratively, but forever and still. It's a very sobering thing when someone trusts you. It can change your life forever.

So, too, as the years roll by I am increasingly grateful for Kevin's personal tutelage and instructions to me. His list of recommended books has changed my life forever. Dozens of motivational classics sit in my bookshelf, ready at hand. I devour motivational audio in the car, and listen as I work my 16-hour days. I set yearly, monthly, and daily goals and measure my progress, and each day print out a list of to-do items, striving to be better.

Funny, though how I saw others scoff at Kevin, or heard them berate his advice.

The years go by. I'm privileged to befriend another billionaire, Mr. William Farley, part owner of the Chicago White Sox and CEO of Fruit of the Loom clothing (to name but two enterprises). It's wonderful to receive an e-mail out of the blue with, "Looking forward to seeing you again."

But rich people don't think like poor people.

I was meeting with Mr. Farley ("Bill") when he quietly mentioned to a group of top leaders that his life had been changed by the book "Think And Grow Rich"[an!] . I began applauding heartfelt appreciation-- but was surprised to hear me clap alone. He looked at me and we smiled a sort of brotherhood that began between us that has even rewarded the two of us with an actual discovery of earliest-known recordings of Napoleon Hill, author of the life-changing book. Funny thing though is people look at us like we're two crazy kids.

And so far, it seems no one else has picked up the book despite Bill's hint. Rather unbelievable, but 20% of 80/20 I guess.

For myself, I squarely owe Kevin a debt of gratitude, and I thank him publicly. I also thank God for exposure to these unique men, and further seek their counsel on temporal applications of spiritual principles. Whilst I'm not in the class of these leaders, for whatever reason I am in their company. Under Kevin's tutelage I've already laid a foundation for a rich relationship with Bill Farley. I can "see" Bill with the insight of Kevin's experiences. We grok the same classic principles, but in my case that came only by first shutting my mouth and learning something new. I learned a lot. And as in EJ's case, I faced my fears and did the hard thing first.

By taking the road less traveled, "that has made all the difference."

Cheers