"As ye sow"

My small but elegant perennial garden lines the walkway from my door to the garage. Before it met my friend Boung Lim, it was just an oddly shaped piece of ground between the wall and the walkway surrounding the small parking access area.

Not ugly so much as just plain. Dried out, vastly overgrown and littered by the frequent shifting winds swirling among the giant firs surrounding me here in the lowest of the foothills of the Cascade Mountains.  it just reeked of abandonment.

It hit me one day shortly after moving in that the site was too valuable to just bloom more weeds.
With one phone call, my friend, a half ton of the finest potting soil to replace three excavated feet of basic construction waste mixed with clay, a hand selected, unique and ever so colorful perennials, a deep drink of gentle water to encourage feeding and growth and viola’, an ever changing painting of living, vibrant colors, a constant and instant reminder of how things really work in the universe or in your own business.

It is as simple as it is complex: “As ye sow, so verily shall ye reap”. 

Even with a threatening downpour I had to walk awhile and think about what I had just learned. Again there it was, the nurturing way  it actually works. 

And that stroll turned into a very long, rainy walk, just thinking about all our clients in our garden and about how long we have walked stages across the earth extolling audiences with the power of nurturing. We even used gardening  metaphors  as our natural proof and illustrations.
And yet, as I thought about those who became as addicted to the very concept of nurturing as I did , I came to realize that  I, myself ‘nurtured’ only sporadically.

A resolution I plan to keep. Jim

"Soft" Disciplines with Bottom Line Impact

At the risk of self promoting, I wanted to share this blog post from an old friend. Best wishes for a great year ahead. Jim

     

“Soft” Disciplines with Bottom Line Impact

Two of the so-called “soft” disciplines are more important, some would argue even more critical, during the current downturn in the economy: Human Relations and Marketing.

For HR the challenge is maintaining the company’s culture through one or more rounds of layoffs, perhaps cuts in wages as well. Making sure that communications throughout the organization are clear. That management does its job getting the message through middle management to the front line – a challenge even during good times.

There’s an additional challenge for the HR folks when an acquisition or merger is attempted (regardless the economy). Theirs is the responsibility of helping make sure the cultures align and mesh. Most mergers/acquisitions that fail do so not because the numbers didn’t work out, but because the people couldn’t. When the Stephen Covey and Franklin Planner people couldn’t make it work, the message was clear: no one got around to doing Due Diligence on the cultures.

The challenge for Marketing is to raise the company’s and/or product(s) profile, to make sure they are seen as survivors and to position the enterprise to leverage its position once things start to improve. Jim Cecil is generally regarded as the Guru of Nurture Marketing. His is an approach that urges disciples to “drip” on their prospects periodically over long periods and raise awareness so that when the product or service is needed, your company’s will be “top of mind.”

Cecil suggests periodic, albeit scheduled, mailings of something of value. Communications that give, but don’t ask or sell. A constant “dripping” of value. Kraig Kramer’s newsletter do that – offering without charge or sales pitch, a different tool free for the downloading which can profit your business. And, by the way, when you have need, you’ll remember Kraig and his CEOtools.com web site.

Attuned to the times, Cecil told one of my CEO groups, “Management’s challenge is to sell more with fewer people to customers who demand more service and attention for less money.” A salient snippet, a bit of pithy wisdom indeed.

For many, it was Grand Master of Marketing Cecil who forever defined Marketing and made clear the necessity it be separate on the organizational chart from Sales when he explained, “Sales picks the low hanging fruit; Marketing waters the tree.”

Good (economic) weather will come again in time … are you making sure your trees are being watered?

Bud Carter
Senior Chairman Vistage Atlanta
Publisher of the Quotes Book entitled: Chairman Carter’s Collection of Pithy Quotes (Quotes designed to improve your bottom line, or, at the least, your disposition).

Unto All Things There is a Season

Deep winter on the farm is a time for serious reflection and planning for changes certain to visit in the year to come. Have you had a heart-to-heart talk with yourself and your team about specific steps to navigate the turbulence ahead? Here’s a ‘cheerful’ thought to get started. First and foremost:
“Selling as we learned it is stone cold dead!

In complex business-to-business selling processes, buyers are rewriting the rules of their buying process. Today’s instantaneous access to a stunning online array of information and resources ranging from brochures to portals to Web 2.0 social media - means buyers can quietly and efficiently self-educate and autonomously direct the pace, direction, and timing of the buying (not selling) process.

For companies accustomed to relying on trained sales professionals to act as trusted advisors and guide buyers through a defined, structured process from the very inception of the sales opportunity - these changes are predictably disruptive on a massive scale.

In this virtual marketing environment, a savvy sales rep can no longer just read the room.”Steven Woods. Author, ‘Digital Body Language”

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Posterous | Natural Law of Reciprocity

Some New Years Day Thoughts on the Natural Law of Reciprocity

All across the globe, the loving exchange of gifts and good wishes in this holiday time of year becomes a vivid reminder of that
immutable law of reciprocity. At this dawn of a brand new year, with its thoughtful resolutions, perhaps today seems a perfect time to begin reciprocating to those who have sustained you during the recent economic turmoil.
What a great time for a sincere, hand written and signed, thank you letter to your critical constituencies. If you feel driven to add a gift, consider selecting the latest and best book on the topic of their greatest source of business pain or personal passions. It’s a subtle and lasting way to dimensionalizes your relationship with something of personal value.

As a refresher for your intentions to nurture more people more often in 2010, the snippet below may prove a stimulus.
Best Wishes for a Happy and Prosperous,  Twenty-Ten

Jim

“I have found that all life wishes to respond to the benefactor. The one’s who nurture, give their time, give their effort, give their patience, give their ideas, give their wisdom and the benefit of their experience. Whoever has benefited from that nurturing, naturally wishes to respond. The crop wishes to grow.”
And remember that whatever you move towards tends to move towards you. Just as when you move toward prospects, and prospects starts to seek you out. Or when you move toward progress and progress seems to want to now embrace you.
You will find that, just as predictably, as you move towards truly helping those in your database they will wish to repay you with their own success and accomplishments.
Jim Rohn

Helping Customers Succeed

My old and revered friend Mahan Khalsa revealed his genius in 1999 when he wrote, boldly, that “20th Century Selling is dead”. This brief excerpt may entice you to check out this wizard on line and discover an authentic visionary. One who predicted 11 years ago exactly where we find ourselves today in customer relationship management. The greatest SHIFT in the history of the marketing and selling goods and services. Nurturing is at the very heart of ‘Helping Customers Succeed’.

      Mahan Khalsa

Selling is the second oldest profession, often confused with the first.

The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.

On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't  make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.

Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create even higher hurdles.
And so it goes, with neither client nor consultant achieving success.

Helping clients succeed is fundamental to the success of any business. Become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, cut through the nonsense and focuses on getting results and helping clients succeed.  

Mahan Khalsa, author of “Lets Get Real or Lets Not Play”
-The Demise of 20th Century Selling and the Advent of Helping Clients Succeed,

You still can't spin Mother Nature! "Drip Irrigation or Drip Irritation?"

                                                                            

I’ve found that what nurturing means to many people is just the ability to automate the drip, drip, drip touch process. They seem to get so excited at the very power of automated nurturing, that whether in horticulture or sales-lead cultivation, they rapidly migrate to the ‘some good, more must be better’ philosophy and what began as  gentle drip-irrigation sours into drip-irritation to the intended. Case in point; a rapidly growing CRM software program attracted my attention and I signed up for their newsletter. I must admit their software and content was first rate but what I expected to be a monthly newsletter soon evolved into a twice, sometimes more, per week.  Way too frequent for my appetite so I finally had enough and blocked-em’.
A sad abuse of the technology they were so ardently advocating.

It reminds me of the words of a sage old mentor:
“Farming; Like any other business,” Dr. Mukhtar said. “If you’re not keeping track of where your nutrients are going, you may be reapplying those same nutrients on the same piece of land. That’s usually far more than the plants can take and the soil can hold and can become irritating and often fatal.”

The Nurturing Season Is Here

I still get as giddy as a kid every year around this time. In spite of hectic schedules, we select this season
to shift our thoughts from the analytics and stresses of our vocations to the wonderful feelings and memories treasured from Christmases past.
Our family; parents, 3 children, 5 grandchildren will begin the celebration at my daughter’s home tonight for our traditional Christmas Eve, Bouillabaisse feast. YEA!
Then the happy chaos of the big day.
To the point, I feel it is truly a day when we get to intensely practice our natural nurturing skills. I literally ‘shop’ all year. I keep a list of all those people I most love in my iPhone app with their names along with a reminder of the things that I know they love the most and their personal passions. While on tour, I occasionally get a chance to browse some great shopping malls while I get in my walk. It makes it easy and fun to find exactly the OMG gift for each one.

May good nurturing come your way today and all the days to come. Jim

Holiday Gteetings In the Digital Sphere

What a great card. Beautiful winter scene. Loved the quote. Sadly surprised that I have no idea who sent it to me or why. Scoured our database with nary a sign of any prior contact between us.
It triggered a thought that has been bothering me for decades.
Holiday Greetings in the B to B marketplace has been traditional in many segments of industry and business. Every reception area seems festooned with creatively arranged greeting cards. Cards, researchers have discovered, that are seldom ever actually read by the intended recipient. They are expensive to produce and a pain to get sent yet they continue in profusion.
And now comes eCards. Probably a good, albeit,  a bit sterile, idea. At last, a way to be intimate without becoming personal. WOW!
Oh, and then their closing shot with a reminder to visit their new web site. Not an invitation mind you, just a curt reminder that the greeting came from a Company, not even a person, via mass email.
What has been, historically, a carefully selected group of people morphs into a database and embarrassments like this one abound.

What are your reactions to gifting. Comments appreciated.

                          Be sure to check out our new website at http://www.triangleservices.com


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The article below from today’s New York Times seem especially appropriate at this time.

New York Times

OP-ED

Why We ‘Gift’

 “FESTIVALS,” to adapt an anthropological adage, “are good to think with.” An especially salient festival like Christmas is abundantly thought-provoking. Take one aspect of behavior at Christmas: gift-giving.

Our culture divides the world into the public and the private. The public is for business, impersonality, contracts, cold reason, politics, officialdom, money and legal obligation. The private is everything the public is not — warm emotional involvement with family and friends, love, the unofficial, the uncalculating. We place the giving and receiving of personal gifts in the private sphere. Obligatory giving is for us a contradiction in terms.
But lots of things are given at Christmas to people we scarcely know or for whom we feel little warmth — to clients, colleagues, children’s teachers or people we ought to remember but seldom do. Giving then spills over into the calculating, the public, the area of social pressure and of obligation. Yet we call these presents “gifts,” even though a gift not given freely is no gift at all. Contradictions to which we pay too little attention become, at Christmas, irritatingly apparent. The feast makes us pause and reconsider.
In many cultures, obligatory giving is perfectly normal. People know exactly what to give on what occasion, and how much the gift should cost. Leaving the price on a present is therefore quite acceptable, and so is handing on a conventional present to someone else.
There is no relegation of personal gifts to the private sphere, no categorization of gifts as necessarily free and “from the heart,” or as occasions for the equally free gift of gratitude.
The lack of a word for what for us is not a gift has clearly been felt by users of American English. An obsolete verb, “to gift” (as in “He gyfted them richely,” 16th century), has been picked up and given new work to do. “Gifting” is often used now for handing people objects disguised as gifts for the purpose of carrying out conventions and socially imposed duties.
These are operations we define as utterly distinct from giving — although it must be admitted that motives and emotions are seldom either pure or simple.The practice of “re-gifting,” or handing on an unwanted gift to someone else, goes too far in the opinion of many of us. We can tell that from the way people who “re-gift” take care that the original giver should not find out.
In Japan, should receivers of obligatory gifts hand them on to others, they do so openly and without offense. And gratitude, in such cases, is inappropriate.
After the return of the verb “to gift,” why have we not found an alternative noun for “gifts”? Perhaps it is because we need some vagueness behind which to conceal unworthy motives, for the sake of other people’s feelings as well as our own.
Love and gratitude cannot be demanded from anyone. Yet sometimes, for example at Christmas, we want or even need to appear to feel what we do not.

A person is grateful to receive a gift precisely to the degree to which she realizes that the giver wants to give it, that real benevolence is its meaning. If you “gift” something, offering a present entirely out of duty or convention, do not expect gratitude: receivers usually know what the present represents. And gratitude is not normally inspired by a duty done.

But gratitude is the receiver’s to give should she want to. In fact, gratitude is like any true gift, both intentional and gratis. In times when duty and politeness seem to be in decline, receivers are capable of being grateful to — and grateful for people who are dutiful.
Therefore, should “gifting” take place at Christmas, people who think (“thank” is related to “think”) will be capable of gratitude for “gifting” too.

Gifts fit into Christmas because memory and narrative are their medium, as well as caring. Money is not the point. Our son, as a child, once gave us a Pyrex lemon squeezer for Christmas, of the kind driven by hand-and-wrist power, with little spikes to catch the pips.

For 30 years we have thought of him (on and off, and more or less) every time we squeezed a lemon. The other day the object fell off our kitchen counter and broke. We are both very upset. We’ll buy another lemon squeezer of course. But salad-making in our house will never be quite the same again.

Margaret Visser is the author of “The Gift of Thanks: The Roots and Rituals of Gratitude

"growth has it seasons In the garden"

                             “Getting there is half the fun; being there is all of it!”  Peter Sellers

In the bitter blast of early winter always comes time for some thoughtful reflecting on the philosophy of Nurturing Customer Relationships
I thought some words from one of the cinema’s masters might stimulate planning for nurturing campaigns for 2010 and in the decade of turbulence in the year(s) forecast to come in this SHIFT Age.

I believe the fundamentals of much of life are wrapped up in Peter Sellers’ classic, Being There, and ‘Chauncey Gardener’s gentle, memorable words and I thought his thoughts might bring a smile in this chilly/warm season. Jim

Memorable quotes from 30 years ago
Being There (1979) More at IMDbPro »


President "Bobby": Mr. Gardner, do you agree with Ben, or do you think that we can stimulate growth through temporary incentives? 
[Long pause]
 
Chance the Gardener: As long as the roots are not severed, all is well. And all will be well in the garden. 
President "Bobby": In the garden. 
Chance the Gardener: Yes. In the garden, growth has it seasons. First comes spring and summer, but then we have fall and winter. And then we get spring and summer again. 
President "Bobby": Spring and summer? 
Chance the Gardener: Yes. 
President "Bobby": Then fall and winter? 
Chance the Gardener: Yes. 
Benjamin Rand: I think what our insightful young friend is saying is that we welcome the inevitable seasons of nature, but we're upset by the seasons of our economy. 
Chance the Gardener: Yes! There will be growth in the spring! 
Benjamin Rand: Hmm! 
Chance the Gardener: Hmm! 
President "Bobby": Hm. Well, Mr. Gardner, I must admit that is one of the most refreshing and optimistic statements I've heard in a very, very long time. 
[Benjamin Rand applauds]
 
President "Bobby": I admire your good, solid sense. That's precisely what we lack on Capitol Hill. 

Ron Steiger: Mr. Gardner, uh, my editors and I have been wondering if you would consider writing a book for us, something about your um, political philosophy, what do you say? 
Chance the Gardener: I can't write. 
Ron Steiger: Heh, heh, of course not, who can nowadays? Listen, I have trouble writing a postcard to my children. Look uhh, we can give you a six figure advance, I'll provide you with the very best ghost-writer, proof-readers... 
Chance the Gardener: I can't read. 
Ron Steiger: Of course you can't! No one has the time! We, we glance at things, we watch television... 
Chance the Gardener: I like to watch TV. 
Ron Steiger: Oh, oh, oh sure you do. No one reads! 



[last lines] 
President "Bobby": Life is a state of mind. 


Morton Hull: Do you realize that more people will be watching you tonight, than all those who have seen theater plays in the last forty years? 
Chance the Gardener: Why? 


[Thomas and Johanna are watching Chance's interview on TV] 
Thomas Franklin: It's that gardener. 
Johanna, girl with Franklin: Yes, Chauncey Gardiner. 
Thomas Franklin: No, he's a real gardener. 
Johanna, girl with Franklin: He does talk like one. I think he's brilliant.

 

 

Prune your crop.

Prune the crop.

Prune. Not the fruit. Clear the waste.

To prune a tree is to remove the branches and shoots that do not

serve its growth and vigor.


But it goes one step further.

A diseased branch or low performing shoot not only does not serve the tree -
it drains the energy that can be used elsewhere - the

energy that can produce more fruit, more flowers and stronger branches.

When did you last evaluate the people in your database against

those most important to you?

When did you last evaluate them against individuals most valuable to you?

Are you still feeding dead plants?

You have goals.

You have time.

You have energy.

Nurture the growing, prune the defective.

"The miracle of the seed and the soil is not available by affirmation; it is only available by labor."  Jim Rohn