Quick notes to help you get more done in less time. . . next week.
(If a friend forwarded this to you, you can sign up to get the weekly email here.)
In this issue:
- Techniques for FIT
- Being Human
- Random Stuff
- If you're reading a book that isn't resonating with you, put it away. There are over 1,000,000,000 books published each year, go find one that works for you.
- Not sure which books will hold your attention? Look for old books that are still selling well. Time weeds out bad reads.
- Are you broken? Probably not. Don't assume the person you're dealing with is broken.
- Alternately, don't make the assumption that the person you're dealing with is functioning at a much higher level than you. Be confident.
People who can find business are more valuable than people who can deliver it. I say this because there are fewer rainmakers than there are people who want to deliver the work.
Here's what to look for in your business development people.
Here's another thought on rainmaking. Anyone can do it. As a matter of fact, everyone on your team should do it.
- They can build trust, but aren't afraid to ask for business
- The are intellectually curious and are conversant in "lots of stuff."
- They don't take rejection personally. Their ego is in check.
- They have the ability to frame issues fast.
Lists like the four points above make business development sound like it's a skill set possessed by very few. Take a closer look. Every one of those skills exist on a continuum and can be taught.
Trust: ranges from "totally untrustworthy" on one side to "builds instant trust" on the other.
Intellectually curious: ranges from "zero interest in new ideas" to "Leonardo da Vince like polymath."
Build redundancy into your business development system. Increase the value of your team. Teach everyone what you consider good business to be by defining bad business too. Use the Is/Is Not exercise.
Good business: ability to pay, values we share, reasonable expectations
Bad business: shaky financials, extreme expectations, questionable values
Everybody sells. Help your team unlock that added value.
I'm at a dinner party and lightly participating in the conversation when the topic of Prince's untimely death comes up. The group is heavy with doctors and other healthcare professionals and the talk centers on opiods.
Of course, all I can think of is Questlove Gomez.The drummer for the Roots.
I let out a little laugh and heads turn my way. "Oh," I say," just remembered a funny story. Did anyone hear Questlove talking to Terry Gross about Prince?"
"He told a hilarious story about Prince, Jimmy Fallon, ping-pong?"
More blank stares.
At this moment I have a choice. I can toss out a "you should listen to it, so funny" and let the conversation resume, or I can try to retell someone else's story in a choppy haphazard way. Not just anyone's story, but a professional entertainer's story that he told hundreds of times to audiences of thousands.
You can guess what I did.
For everyone's benefit that didn't have to listen to me butcher the story, here's a link to it. We'll just say it's the "right choice."
Questlove On Prince, Doo-Wop And The Food Equivalent Of The 'Mona Lisa'
The Prince stories start at 22:20. So funny. ". . .ask your boy."
I found him telling it with Jimmy Fallon here at 1:40 in: