This week is special, not because of the TPC at Sawgrass, but because today is the day that our King arrived and in 1 week the day that he was victorious. I have to fully agree with John Ashcroft’s much criticized speech; living for the King "promises us the greatest potential as a nation and as individuals." I am challenged not only in philosophy but in action to follow the highest authority for my personal and business life. Thankfully, the company agrees.

Many thanks to Dr. Youssef for the lead to Ashcroft’s relevant speech.

I agree with Brad Feld. Any one interested in running a business correctly should read Mr. Buffet’s 2004 letter to Berkshire’s shareholders.

I just finished polishing my shoes during the West Virginia-Wake Forest game; my bracket has fallen apart in the 2nd round. Thankfully, no one asked me for any money this year so I’ll be keeping my $5 for lunch at Wendy’s.

Since Thursday I have been thinking hard about something I learned that night during a phone call. At the office, we brought on 2 new people in about 2 weeks and needed somewhere to put them. The ideal situation practically speaking was to move one gent out of the sales area, put the young lady in his desk, and put the young man in my old desk. It all fit so well. Our boss has resigned the company and we haven’t replaced him yet so his office was open and presented a good spot for me. Or so I thought.

Please understand that I am the son-in-law of the majority owner and very active president of our company. Although I’ve been with the company for just over 4 years, I still feel like I walk on a tight-rope daily of either being the son-in-law that people resent or being a hard working fellow that wants us all to succeed.

On the phone I was given a new perspective that I had thought and worried about. (I absolutely hate having to think through such a small decision, but I do it every day I am at the office. I guess this is the curse of being the son-in-law.) Making moves on real estate in the office are very symbolic to others in the office. Simply by sitting in the former VP’s office, people have already begun to be reminded that I am this young, know-it-all, arrogant son-in-law that they resent. All the hard work over the last year seemingly vanished because of a simple perception in their minds.

LAD. Whenever I make a decision, I cannot afford to make simply the logical and practical (or even the best business) decision, but I must heavily weigh the emotional consequences. 

A simple false perception quickly becomes reality in the minds of coworkers if the action negatively affects them and their position in the company. Yes, real estate matters. But more importantly, people and their perceptions matter. (I wish that I could say that one day I wouldn’t have to worry about perception but could focus on reality, but that is not how minds work. Just ask Mr. Beam about that.)

Now when I make a decision, I must keep in mind how strong the perception is and how negative an impact it can have on my success in building a team. I realize that I must heavily weigh the emotional effects that the outcome will stir in our people, the people that I want truly to succeed.

I’ve spent the week in Portland, OR, travelling to different food manufacturers peddling our product line. It has been a rich experience capped by 10 hours in the Portland airport with a lot of time to file away e-mails, read online, and think. So much happens everyday that it is hard to stop and reflect on what I have been learning.

I just finished reading Peggy Noonan’s article in this week’s WSJ and recommend it as a must read. In business, it is difficult to remember that there is deep purpose to our life, deeper than the P/L or the week’s paycheck. Crisis and life-changing events often cause us to reflect on the deep meanings in life. Thankfully, I have not had any crisis points this week, but rather opportunity to put into practice my understanding of purpose.

¹¹ For I know the plans I have for you," declares the LORD , "plans to prosper you and not to harm you, plans to give you hope and a future.

Read Ms. Noonan’s article and recount of the tragic day in Atlanta last week and give yourself time to question your purpose.

The day before your birthday isn’t always so good as this one. Today was the first day in an office (of course it is temporary, but it is nice.) Even though I spent a couple of hours boxing up the previous occupants’ belongings and moving in mine, I accomplished so many more things with the peace and quiet. During the noon hour, I was voted Best Evaluator at Toastmasters. Then, I took the afternoon and played golf at Cobblestone, one of Cobb County’s finest golf courses (and public and inexpensive at $36 for 18 holes with a cart.) While on the golf course, a long pursued prospect called to ask if we could put together a $3.5M deal for him. Later at home, a sweetheart friend had some freshly made chicken salad that I ate for dinner. Then, I headed over to a friend’s house for a friendly game of cards and luckily finished first.

But through it all, I cannot help but remember my father-in-law’s advice to "Enjoy the Journey". On multiple occasions, he has told me the story about driving to Gatlinburg, TN, with my mother-in-law and his two daughters. It’s a 4 hour drive and he used to hate it. He would be relieved when they finally arrived where they could enjoy their vacation. Then, one day while he was praying, he felt God remind him that the most important part of vacation is being with his family. When was the best time for that? On that car ride when they were all together without any other distractions. His focus shifted from the destination to the journey. I can hear the joy in his voice when he tells about singing and telling stories and laughing on that car ride. In all his telling about these trips, he has never told me about what they did in Gatlinburg.

LAD. Enjoy the journey. For me, I don’t care so much about having the best golf game or winning the card night. Sure, I am competitive, but I have tried hard to remember that the joy of doing those things is the time with my friends. Golf has changed from being a constant roller coaster of highs and lows based on my score to being a constant source of enjoyment from being with my friends. I am so thankful for the lessons FIL (Father In Law) has taught me and this is one of the best.

As a young student at Georgia Tech, my brother and I used to talk about going into business together. He would be the salesman and I would develop the product. First of all, don’t ask me what I was planning to develop. But, more importantly, I had no passion and barely any skills to sell. Wouldn’t you know that my current role has me as the business development manager for our company?

Shortly after entering the business world, I discovered the reality that business is driven by the customer. The customer base is determined and developed by the sales arm of the organization. Therefore, my real dream of taking over the world (or running a medium sized business) would only come true if my path went through sales. I am right smack in the middle of that path!

Key number 1 to success in selling: strategically building a network. Jeffrey Gitomer wrote an article this week describing the importance of planning encounters with prospects at a networking event. I have plans to be in Montreal next week for one of those networking events and it kind of scares me. I never have been one to love the crowds of unknowns at parties; cocktail receptions at conferences make me gag. But in order for me to be successful in developing new business, I have to build my network within the industry; this conference and its receptions provide the prime opportunity.

LAD. Leverage current relationships to develop new ones. When I arrive in Montreal, I plan to have at least 5 people contacted and planned to meet, whether at a cocktail reception, for lunch or during one of the seminars. This way, I can walk into the ballroom with purpose, confidence, and some peace knowing that I will see at least one face that I know. Then, along with the known, I can step out into the unknown and begin extending and building my network.

I am so very new in this industry and we don’t have anyone else at our company who has ever been where I am going. Let me close by relating it to first moving to Marietta. My wife’s family and friends are all here. At first I didn’t know a soul. We would go to the engagement parties, the showers, others’ weddings and it was wild because she knew everyone and I knew no one. However, because I was with her, I was let into their world. People began opening up to me and after time they invited me to play golf or watch the Saturday afternoon football game with them. Although I still am often overwhelmed, I was able to successfully leverage an existing relationship to build a network of friends in our community. I encourage everyone to do the same in their prospective customers’ world.

After a flight, a drive, and a business meeting, I am relaxing in Madison, WI. We’re scheduled for a morning meeting before driving back to Milwaukee and catching a Delta jet for home.

When I am lucky, I secure one of our big wigs to come along for these business trips. However, I have built quite the reputation for my poor driving skills. I have been unfairly mislabeled. Therefore, I decided to begin improving my reputation on this trip.

While driving our COO around Wisconsin, I decided to implement a few safety features:

1. Apply the Blackberry’s safety guidelines: "Do not use the other (besides the phone) features of the handheld while driving."
2. Rent cars that do not severely pull to the right or the left.
3. Minimize turning to talk to the passenger.
4. Discontinue purchasing the Hertz Never Lost option. (She always gets me lost anyway.)
5. Make driving top priority while driving.

As some of you may know, Friday is my birthday. I never really wanted an iPod because it’s too big to run with and it doesn’t easily integrate with my car (and my 2.5 mile drive to work isn’t long enough to really get past the first song.) NPR usually fills my morning and evening commutes. Still, the craze for iPods and my techie background keeps my interest. Now, Andrew Sullivan gives us cause to stop and consider how the iPod fits into our ever evolving society.

Read his Sunday London Times article by clicking here; it is excellent fodder for both the mind and heart.

This afternoon I was sitting on the screen porch reading. The day in Georgia is gorgeous and my legs are itching to strap the boys into the double stroller for a long run to Kennesaw Mountain. But whenever they sleep, I have a few moments to myself. Today I used the opportunity to read and came across a recollection by Bill Hybels in "Too Busy Not to Pray". I thought I’d pass on this quote from when he learned the importance of L.A.D.-Learning After Doing-and applied it to his life.

I used to be the chaplain for the Chicago Bears. Every Monday during the season I would lead a Bible study for the team. Often I’d get there a little early and listen in as the coaches worked with the team. I was struck by the way the coaches would replay each individual play of the previous day’s game. Before moving into preparations for the next game, the team would reflect on the one they had just played.

At that same time, I was reading Christian authors who were saying that if Christ’s followers don’t grow, it’s because they do not make a habit of evaluating their lives. Those authors were describing me. I was moving fast, always on the go but never looking deeply inside. I never did the kind of reflection that leads to growth. And I was paying the price – committing the same stupid sins over and over again, living with the same heavy guilt.

So I made a difficult decision. I decided that each day I would try honestly to assess my soul’s condition. I would look inside myself, and I would write down what I saw. Feeling awkward and embarrassed, I took out a spiral notebook and started to write…After writing a paragraph or two, I would reflect on what I had written.

Four years ago, almost to the day, my boss and I travelled to Michigan to train a group of sales reps at a food service distributor’s regional office. We landed in Traverse City and made the long, dark, snowy drive to the Gaylord Holiday Inn. I’ll never forget the fear that I had of sliding to my cold death riding shotgun to a carefree driver on a lonely 2-lane highway in who knows where.

The next morning we were scheduled to present to 30 or so seasoned sales reps. My only responsibility was to tell the story of our company so that they would have a common link; both of us private-family owned, both of us in business for over 50 years, both of us the underdogs against the big, national companies.

Although we practiced my lines, I was so pitiful in execution that I couldn’t finish. Lee took over and saved me from utter humiliation. (Thankfully, the audience was merciful and didn’t release the trap door!) Leaving that meeting, I knew that I needed help in my presentation skills.

After stumbling through many presentations and speeches with steady but slow improvement, I thought back to some advice that my father had offered. As a young professional, he joined Toastmasters and quickly picked up the skills and practice needed to be a good presenter. For nearly a year, I have been a Toastmaster with a local club so that I might improve my speaking skills. Each week I have the opportunity to speak in front of a dozen or more people and receive feedback based on my performance. Here is one thing that I have learned by practice and observation.

LAD. The measure of success is directly proportional to the amount and effectiveness of preparation. Preparation is multi-faceted but I conclude three parts are critical.

First, collect, summarize and know the data. This may mean selecting a topic and designing a speech to address a perspective on that topic. Or, it may mean gathering historical sales information and preparing PowerPoint slides.

Second, role-play. For example, before negotiations, I prefer to role-play with someone who will ask me tough questions from the opposite seat. This helps me know my position or my topic better by causing me to think through it differently. For speeches, role-playing simply means practicing the speech.

Finally, practice real-life situations. Nothing is as valuable as on-the-job training. Settings like Toastmasters provide real-life opportunities to present. But nothing will substitute for live action. Each negotiation makes us wiser, each training makes us smarter, and each speech makes us more comfortable.