Category Archives: Helpful Hints

Listen Up

Someone told me today that the only difference between the Chinese words for “book” and “stupid” is one of tone. Many of the languages of Southeast Asia and Africa are tone languages. These languages use pitch to signal a difference in meaning between words, so it’s critically important that one listen carefully to anyone who is speaking so as not to misconstrue what they are saying.

Interestingly, one of the first, best lessons I got in sales was to listen carefully and speak a lot less than I listened for exactly the same reason.

How often have you started to think of the reply before you’ve fully heard the question? How often do we think about what we’re going to say next and ignore what’s being said to us? I’m not sure if it’s the ADD induced by the pace of information being thrown at us or just plain self-centeredness, but we all need to listen a lot more carefully. There is meaning in tone and information in complete sentences.

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If you can’t stand the heat…

As someone who fancies themselves able to cook a bit, I am addicted to Hell’s Kitchen and the rantings of chef Gordon Ramsay. For the better part of this season, one contestant, Matt, has done very little well other than whine about everything. The heat in the kitchen. The other contestants. His bad luck.

The interesting part about Matt was brought out in this week’s challenge, which was an individual challenge (most of the others were team-based). Each contestant was given an ingredient and told to make something out of it. Matt was given veal and, despite his never having demonstrated much in the way of skill, created something of which Gordon approved. Yet when the team went back to cook as a team, he reverted to his unskilled, whiny ways (this week, he had a “migraine”). He had the nerve to go back to Ramsey as the group left and have a chat about why eliminating him would be wrong since he gutted it out through his pain. This is the full episode recap.

I’ve seen individuals like Matt throughout my years of managing people. Their individual skills are fine – that’s probably what led you to hire them in the first place. But they seem to be totally different people when they have to work in a group. Their skills vanish under pressures, both from peers and from deadlines. They have a million excuses, generally things they can’t prove (like a headache) and you can’t disprove (like a headache). As a manager, you never quite know if you want to fire them or promote them because they do have talent. But they drag down their team in the process of drowning themselves and that’s really the determining factor. Either get them in positions where they can work by themselves or get rid of them.

Just as Chef Ramsey did with Matt!

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Cash for Trash

A few years back, when I was running the NHL’s digital businesses, I took a walk down the hall to the office of the fellow that ran the events department. These are the folks who put on things like the All Star Game, the Draft, and even make sure that the Stanley Cup shows up when someone wins it (as Detroit should have done very early this morning – nice win, Pens, but BOY am I tired this morning…).

Outside of his office was a dumpster and in the dumpster were dozens of items such as street banners from old All Star games. “Whats all this?” my inquiring mind asked. “Garbage” was the quick response. “To you, maybe. To our fans, this is gold.” And the dumpster, once he had finished cleaning, made its way to my department where were promptly auctioned off the garbage for thousands of dollars.

How many content creators throw cash away because they have a narrow view of their product? While I’m not an advocate for things like Beckham’s used chewing gum becoming the basis for your business, if you’re creating content for one platform and not exploring or exploiting many others, you’re missing out. I do believe in The Long Tail as long as the incremental costs are justified by the returns (which implies you probably don’t want to – or have to – break the bank). This is the sort of thing I work on with clients.

Step back and take a look at the entirety of your output and then survey where your potential audiences live. I’m willing to bet you’re throwing away some pretty good potential revenue.

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