Lay Down and Die

The human aquarium is an amazing laboratory.

Like rats on a wheel, people limit themselves-- wasting the rich "otherness" of other peoples, other languages, other cultures, other foods, and and many other experiences. Thus, English (poorly learned) is their only language; America is their only nation, and their high school job is all they ever want to do. They beat their heads against a locked door and wonder why it doesn't open.

One B-17 bomber pilot from World War II made the point that when he joined the Air Force in 1939, his training (like millions of others) were just a few blunt words from a roughshod pilot. "For the next six years," he said, "our only qualification was the moxy to try everything new. We learned in the field; we made our way."

This is why he and his compatriots are called "The Greatest Generation."

"If you're not a risk taker, you should get the hell out of business."
--Ray Kroc, founder of McDonald's Corporation

But we've gotten soft. We could easily be called "The Flatline Generation." We sheepishly look for certifications, weeks of training, or official validations before we try something that has never been done. Our lives are way out of whack when we call 911 when McDonalds doesn't have Chicken McNuggets (as per a recent news story). We're whiny, cowardly weaklings when we look to the federal government to solve our problems.

If you own a business, look to other paths. How did people and businesses survive the 1930s? Look to other countries who have endured far worse-- and do so each day. Learn to survive, just like our B-17 pilot and all the others who conquered evil in WWII.

With unemployment nearly 10%, people are going to become vicious. In the next few years, labor shortages, aging family needs, gender differences, etc. will completely redefine talent and business. People won't come to work, sit at a desk, and pick up a phone. Firstly, you may not be able to afford office space, nor will you have enough for a multi-line phone system. Such will redefine the way workplaces and companies function. Secondly, attracting the best talent will mean embracing people who demand Flex Time, Work-at-Home, or Telecommuting (antiquated terms)-- but which portend yet another completely new trend in business.

More than just a fad, this is an angry revolt.

Companies and individuals with the moxy to push through this New Depression will not look to the teat of the government, awaiting handouts and "stimulus refunds" of cowardly, weakening incentives, but must strive to harness technology to enable their work and their livelihoods to continue... to stave foreclosure at their own hand.

We of this new Greatest Generation (if we ultimately deserve the title) will learn the moxy to virtually work anywhere. We currently have programs like GoToMeeting (http://www.gotomeeting.com) and powerful cell-phone based tools such as mobile time clocks through About Time Technologies (http://abouttimetech.com/). Their software turns your Blackberry, Palm, and Windows Mobile cell phone into a mobile time clock. You can start work anywhere and seamlessly "beam" time and attendance to the office for payroll. We can work via cell phone features like Telepresence, and WebEx on your Smartphone (http://cisco.com/). We can chop up and sell our work week to multiple companies-- five hours here, and ten hours there-- and keep track of it all.

It's all here-- with more features on the way.

So instead of doing like you did in high school, yours being one of 800 resumes sitting on HRs desk, realize that you can today work from home... and still keep the clock ticking towards your paycheck. You can roam to clients' locations... and still clock in. You can work around children's soccer schedules, PTA meetings, and be out in the world... and still clock in, be responsible, and do your job.

The point is you can work... and the clock keeps ticking off monies into your bank account. Whether individual or company president, look into these technologies. They're here now. Your 'Stimulus Check' isn't.

Learn from the laboratory of life-- if not willingly, by force. You'll either find the next few years inflicting a lot of pain and suffering, or you'll learn the moxy to find another ways to do your work. Either way, you'll learn. Lose your job, your income, your home, and lose every bit of comfort and happiness you have? It's your choice as to how much of your blood is letted in the process.

If you own a company, start utilizing About Time mobile time clocks. Get a grip on your labor costs. Accurately price future jobs. Barcode and monitor everything. Measure fuel, and use GPS to find out who is sabotaging your profits. Pay attention to Six Sigma process improvements, Lean operations, and Kaizen Continual Improvement methods. Make a real business plan. Conduct more business through the Internet, and explore a dozen methods of expanding your current methods.

Stop whining, and back away from The Flatline Generation. There's work to do.

"The real voyage of discovery consists not in seeking new landscapes, but in seeing with new eyes."
--Marcel Proust

Cheers
Lee

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!