Tuesday, November 29, 2011

Fish catching, pony roping, and saber-tooth tiger bashing

I have observed trends in societies and perused a number of university and business schools, and have concerns about what is transpiring and what is being taught. Let me start with an illustration.

A long time ago there was a valley. In the mountains above the valley was a glacier. The glacier was slowly melting which produced a stream to the little valley. Because there was water running through the valley, fish developed. Because there was water running through the valley, little ponies came down to drink. Because that was a good place to find little ponies, saber-toothed tigers often roamed through the valley.

Related to these events, the local young people were taught how to catch fish, rope ponies, and bash saber-tooth tigers. This all worked  well for many, many years.

As time passed, the glacier got smaller and smaller. Finally, it was gone. When the glacier dried up, so did the little stream that went through the valley. When the stream was gone, so were the fish. The little ponies no longer came into the valley to drink. Because there were no little ponies in the valley, saber-tooth tigers roamed elsewhere. However, long after these events transpired, the young people were still being trained in fish catching, pony roping, and saber-tooth tiger bashing.

We have just come through a devastating recession. We are still feeling the effects of that, and will likely feel them for many years to come. Although the reasons are complex, a number of truths have become evident: (1) over emphasis on the bottom line of success being measured by money; (2) a lack of concern for those who might be injured by that emphasis;( 3) an increase in production, and the loss of buying power; (4) and, a stronger emphasis on financial gains on the short-term. Unfortunately, this condition has actually proven very profitable for a certain faction.

So, what are we teaching in society and business schools today? Is there a stronger emphasis on equity, on ethics, on sharing the wealth throughout the organization? Have we modified the curriculum to echo more the thoughts expressed by dear old Spock, that the needs of the many outweigh the needs of the few? Is the bottom line people or money? Is there a focus on service to others or profit for me? Are we still fixated on a past process that got us where we are today? Is that where we want to be?

Tuesday, November 1, 2011

Trick or Treat

Since this is the Halloween season. It brought to mind the difference between salesmanship and suckers-baiter, promoter and deal-cincher, tricker or treater. Ethics require that in dealing with others, regardless of our position, we play the game honestly. Let me relate a story.

A few years back, we moved from northern Idaho to the Boise area. Because the individuals purchasing our home wanted the sound system left, the new home we were building would be without one.

The old system was not very good. Since part of my work is in music, the system needed to be better.

We went shopping. After visiting a number of furniture stores and listening to their systems, we ended up at a stereo shop. When we informed the salesman of what we wanted and how much we expected to pay, his comment was that we had an impossible dream. But, he was willing to show us what he had.

He sat us down in the listening room, took the CD we had brought, offered to play it through any system. In the process, he also played the CD over a system he felt we had described. He was right. Instead of the very inferior sound we left behind, here was a bright, beautiful reproduction of what was really on that CD.

We bought his recommendation at a price three times more than we had planned on spending.

Was our salesman ethical? Was he honest? Was he merely after a higher price? Was he thinking of himself or was he honestly trying to meet our needs? Was this a trick or a treat? Seven years later, would I make that same purchase from that same individual?

The answer is absolutely, yes. It doesn’t always work this way. I have had individuals help save money by recommending the opposite – a less expensive remedy than the one I proposed. The key is in the effort to meet the needs of the client, customer, or employee.

It doesn’t matter whether you are advising students or selling horseshoes, Ultimately, paying attention to the people you serve – everyone – brings the greatest satisfaction, success, and loyalty. Remember, this is not about you; it is about them.