Eagle's Nest or Crow's View? Who is better to sell for?

There is no passion to be found playing small - in settling for a life that is less than the one you are capable of living.
~Nelson Mandella


 A recent article in Linked In got me thinking ... which is better from a sales point of view -- to sell for a big corporation or a small organization?  There are definitely good points for either.

Smaller Company (Crow's View)

  • Usually bigger job title
  • Greater agility in customizing solutions for customers
  • Less bureaucracy to weed through to get an answer
  • You can pick up the phone and call an executive for permission to clarify rules, boundaries, pricing
  • The President, or an Operations Executive, will roll up their sleeves and sit in and pow wow to brainstorm on ways to win a customer
  • You will be given more responsibility, in a shorter period of time because you have less people to prove anything too
  • On the flip side, if you mess up, it will be exposed more readily with less barriers
  • You will have to prove to the customer that you can handle their work or requirements
  • Looking from the outside in, you may more easily identify gaps in service that you can fill
  • You can offer to be the back up provider to the Bigger Corporation, which can be a toe in the door
  • Customer relationships have a wider breadth - they get to know the delivery/dispatch personnel to the service tech, to the accounting people
  • If your customers run into financial challenges, you can often navigate a win win arrangement that will earn loyalty
  • More difficult for a smaller company to have the advertising, PR machine that the Big Corporation has
  • Small companies tend to be entrepreneurial, therefore, many customers know the owner/principle personally
  • Loyalty between employer and employee tend to be pronounced and rewarded with trust
  • Smaller graphic locations or spread out to only a few branches

Big Corporation (Eagle's Nest)
  • You will typically have brand recognition, which opens doors easily, even if just gaining appointments
  • You will have a smaller title and a narrower realm of responsibility
  • More people get involved, which can often cause confusion with the customer
  • Too many silos or processes can greatly hamper being able to serve the customers
  • Difficult to communicate, many channels you have to go through to get a single answer,
  • The Big Corporation could be its own worst enemy --  you feel like you're constantly jumping through hoops to get have simple things done (i.e. credit to customer owed)
  • Change is imminent .... customers are sometimes uncomfortable when they have to keep explaining themselves through various channels
  • Streamlined processes are sometimes the barriers created to do business with customers
  • Executives rarely visit with customers, and even then, they must be substantial in order to see
  • Many managers are figureheads, numbers watchers, metric creators, and results drivers
  • Strictly a professional relationship that rarely goes beyond to personal, family, history, because managers constant change prevents
  • You have to prove yourself through multiple layers, multiple channels, multiple colleagues and their managers, in multiple locations to get one thing done
  • The rules are the rules, the processes are the processes


The main difference highlighted definitely show the benefits and obstacles of both Big and Small.  Yes, in a smaller organization, there is less bureaucracy to weed through to get an answer, which often impacts customer responsiveness.  However, it you've worked for a substantial corporation, you are accustomed to the luxury of process ... less fly by the seat of your pants knee jerk reactions.  Alternatively, big companies have so many silos and obstacles in front of employees that negatively affect customers.

 One of the biggest misconceptions I had was when a Small Company was acquired by a Big Corporation....  I was under the misguided impression that there would be big influx of money.  That was hardly real.  Stiff cost controls are common in both scenarios. 

 The ability to serve is what is key.  There are definitely pros and cons to either.   Utopia would be finding a nice balance between the two.


No comments:

No EXPIRY Date ... in recruiting and careers


"Wrinkles should merely indicate where smiles have been."
~Mark Twain

 I've been having conversations with what some would call "old people" lately about gaining employment.  There seems to be a growing concern that anyone 50 or over are not desirable new employees.  Gosh, since when did 50 become old?  Isn't the retirement age 65?  Am I missing something -- a memo that went out that missed my email inbox or a social media article?



If you turned 50 in 2014, that means you were born in 1964. It is well past the defined "Baby Boomer" era and long before Millenia became a popular defined age.  
To define the terms and categorization:  Baby Boomers (1943-1960), Gen X (1961-1981), Gen Y (1982-2004) now called Millenials. 
We're creating a new dysfunction in society, sadly.  From my view, I see Millenia's totally being taken advantage of.  Their Baby Boomer parents have done their darndest to pave the way for the tipping edge of the Millenias whereby it is customary to ignore anything that a parent has to say, and only information from perceived smart sources (social media, media, academia, friends).

Millenia  (Gen Y) 1982-2004



 Unfortunately, Millenias didn't have post war parents who kicked behinds out the door, demanded to improve their lives by taking advantage of what hadn't been offered to them:  usually an education.  Many learned by life's knocks and setbacks, and there were cobblestones, gravel roads, hardly anything paved.  Nowadays, it seems that anything BUT an elder person has wisdom and experience to heed -- including anything viral, on social media, in the media or considered relevant by the age group.

 It ain't so rosey folks.  When I was in my 20s, I was pretty dazzled when someone in their 50s took the time to mentor me, give me advice, follow their example, and learn from. The kids who have arrived in their 50s post Baby Boomers, were born in between 1960 and 1975 thereabouts ... a time of optimism, world power was determined by economics and soon to follow technology.  They were graduating when the 80s were coming into fashion.  Today, 80s fashions, music, innovations (aka computers) movies, are hip to watch, pay heed to by the Millenias.  Kind of ironic I'd say.  Pay attention to the music, movies, television or technologies that defined your parents generation, but ignore their advice today, in person.

Gen X (Post Boomers) 1961-1981 


There are a lot of Millenias that are no where nearly as tough as post Baby Boomers are.   These are the people who worked while going to university or college, saved up to buy a car themselves, and were brought up to believe that success was defined by 20 or 30 years with the same company, a healthy retirement pension, and a massive retirement party that included not just colleagues and clients, but family and friends. That was the culture then.  If you were going to work 50 hours a week, you'd be recognized for your extra dedication, hard work, be recognized, promoted, handed a raise, or even get paid overtime.  Not like today where that will barely keep you a job.  Today, you are being asked to bypass OT for banked hours, then hassled if you want to take time off.  Is it a wonder that stress is the leading killer, the culprit behind heart disease and cancer?


 Post Baby Boomers, pre-Millenias, weren't programmed for layoffs.   It was ingrained in them that if you put in an honest day's work, you will reap the rewards.  Your co-workers were not colleagues, they were your work family.  Many of our best companies today, that are faltering, were built on this culture yet fallen completely out of touch.  They were built on a community, employee first culture.  Typically, formed by Post War Babies, they hired many Baby Boomers and Post-Boomer employees.  There was a culture of pride in who you work for, who you worked with, and what you did.  Taking anything for granted was never part of the psyche because it wasn't in the genetic code called upbringing.


Baby Boomers (Post War) 1943-1960

 Kids, you're being taken advantage of and being misguided by some pretty savvy dishonest people, companies, organizations. Never doubt, they know the ins and outs of employment codes and confidently walk on the fine line.  You can take two weeks off for legitimately being really sick, go to the doctor and get a doctor's note and the boss will dock your pay, citing that you are only entitled to 1 day per month for illness.  Huh?  Yes, it happens.
Or, how about a boy who is 25, has worked for the same corporation for 6 years, even has to be told to go home when sick, is at work long before starting time because he's up at 4:30 to make the long trek into work via bus because he can't afford a car, never mind leave home.  Why?  Further disheartening, is that this corporation only pays him $12.25 an hour after 6 years.  He's had a whopping $0.25 .. yes, 25 cents TOTAL, raise over the course of 6 years!!  This same fellow was given a regional award for outstanding service, attitude and customers love him!  

 How can that be possible?  Well, it is possible because the branch of the corporation has to reign in on costs and employees are overhead and a major cost that shareholders don't like and corporations have a challenge controlling spending, so they fix the area that seems to be the easiest, in their people resources.  They bank on the fact that employees of any age are hesitant to rock the boat and put their jobs at risk and remain quiet.

 The cycle has begun.  We're not listening to anyone who can help the ones that need help.  We're letting the ones who shouldn't be allowed to be in a position of power get away with some of the mass dysfunction.


"All diseases run into one, old age."
~Ralph Waldo Emerson

How about even to this day the Rolling Stones are considered super stars, setting concert ticket sales benchmarks.  Why is that when they haven't released a brand new single in how many years?  It is a little strange if you ask me.  It isn't what post Baby Boomer were raised to believe in and doesn't coincide with economics lessons of the best universities.   Yet, it happens.


Shame on us for ignoring anything that doesn't directly impact us ... because it does impact us.  Maybe not today, or next year, but it will when there is no retirement or pension funds that were promised ... yes, from putting in many honest days' work, staying with a company until retirement, or making contributions... because the ones managing those funds are padding their own pockets and living the life we are naively thinking will be waiting for us at 65.  What about stock option plans that are encouraged?  Who really benefits from that?  Not the average worker realistically.

 How about how we craftily recruit people in a way to reveal their age.  There are multitude of online application forms  with red stars that must be completed by prospective candidates in order to be processed that force a month and/or year.  Why? So, they can purposely, although never admittedly, avoid being hired because they're over 50.  Why? So someone in their 20s or 30s can be hired and paid less, within a corporate culture that has deteriorated severely from reward to fear.  

It's all our each and individual faults.  We allow it to happen. Once in a while a sexy newsworthy piece unfolds, gets it a whole bunch of attention and a company or government hangs its head in a moment of shame ... soon followed by the offender blasting out a response by a PR machine, to silence the outcry by its big mechanism ... just so that it can go back to finding ways to be more profitable, on the backs of the individuals who no longer have a voice, a culture, or expectation that they matter.

 "True terror is to wake up one morning and discover your high school class is running the country."
~Kurt Vonnegut



No comments:

OLD enough to know better yet YOUNG enough to do it again




"A diplomat is a man who remembers a woman's birthday but never remembers her age."
~Robert Frost
I thought I could be under the radar on my 53rd Birthday but such was not the case.  Yes, I’m an April baby and born at the most important time in Christianity – Easter.  Talk about pressure!  Yet, it is important for me to reflect upon any wisdom gathered along my way to release the negative to allow me to make way for new goals, new horizons.  Allow me to share my poignant lessons I’ve learned thus far:

1)      Age is just a number:  Far too many age before their time or act inappropriately for our age.  My mother, Marie, is the greatest inspiration in this lesson.  When my father passed away 3 years ago, she set about to do the things she always wanted to do.  Namely, to dance.  She took private lessons before joining a singles club that wasn’t about finding a partner, but doing things that one loved.  She took golf lessons so that she would be able to golf.  She swims practically daily and is more active than most women half her age.   She is very humble because she didn’t get beyond high school because she was required to help out on the homestead farm in Saskatchewan, but she is the most well read, well informed person I know.  She looks her best at all times.  I’ve never seen her in sweats hanging out at the house all day on the couch.  She is always ready to be called out, play a game of bridge or welcome friends for coffee.



2)      Love your family:  They say that “if you treated your friends like you do your family, you wouldn’t have any friends”.   I appreciate that my siblings, two brothers, Greg and Cary, and my sister, Diana, were always each other’s best friends.  We had to rely on each other while we moved around the world as our father, Norman, was with the Canadian Armed Forces.  I love now how my daughters, Chantal and Kelsey, are each other’s best friends.  I often tell them how lucky they are to have each other and should always be there for each other.  My stepdaughter, Desiree has become a lovely lady, who became a better person after being infolded into the family dynamics when her father, Rob, and I married 7.5 years ago.  She chose us.  It was her decision to join our family at 15 and started calling Kyle, Chantal and Kelsey her brother and sisters, soon after we started dating and our first obligatory children introduction via a Bowling night.  She hid out in her room for the first day, while the others sat on the couch whispering at how they could get her to come out and join them, slipping notes under her door.  She is always the first to come to family gatherings, set the table, and never take family for granted.




3)      Love deeply:  Allow your partner, friends, family to love others more deeply:  When Rob and I were first dating, long before we got married, I was frustrated by how he put his daughter first.  It was my sister, Diana, who wisely told me that a man who would put his daughter first, before a relationship was a keeper.  She was right.  We gave Desiree a family and home, steered on back on course, and now I have the rest of our lives to enjoy that beautiful quality.  He is a cool pal for my son, Kyle to look up to and relate to, joke with about opposing hockey teams, football competitions, and gaming together.  An example to Kyle on what a good and strong man represents.  Kyle has also learned that his true value does not depending upon a life partner, as much as it is to have those to love for a lifetime.  When you love deeply, you learn profoundly.


4)      Dance often:  I was 17 in 1978 when Abba’s ground breaking song “Dancing Queen” was popular and it is my swan song.  Don’t worry if anyone is watching because if you love dancing, the music will pour your soul and make you feel good no matter how bad you feel.  When the kids were little, with or without their cousins, Friday night was the night that they did their dance performances.  They’d rehearse and then come in with astoundingly great choreographed performances.  The girls walked in the door today, and I was doing my hair, not completely dressed and Kelsey was “oh brother Mother” and I tried my best Shakira impression which could never do her justice, but the fun and laughter was the most rewarding part.




5)      Embrace failure:  If you never fail, you will never understand completely how rewarding success can be.  Dig deep to reflect on what you have learned, what you could have done better, WILL do better the next time and then RELEASE it into the wind.  The greatest leaders and inspirations failed greatly or graciously … it was how they recovered, is what makes them icons and idols (i.e.  Mandela, Oprah Winfrey, Terry Fox)




6)      Appreciate friends:  I am very fortunate to have a group of friends that I’ve known for years – Kathy, whom we started college together, stood up for each other for our first marriages, held each up when they failed, empathized through life’s challenges, and held us accountable to remember life’s joys.  Friends are the ones you have that you can be vulnerable with, show your weaknesses to and love you despite it all.  They champion your success and encourage you when you face failure.  They rejoice in your stages in life, circling around family, love first and career, title, accomplishments less.  We both started out the same, both have experienced tremendous success, and have faltered unwillingly, yet relied on each other often.  It is by reason of having those to share with, has Celebrate Success not been given its own bullet.  That is because without acknowledging those relationships that could have failed either during success or failure, there is no difference, they stand by you no matter what.




7)      Recognize loyalty:  We have people who float in and out of our lives.  There are people who gravitate towards you when you are on your high and head for the hills when you are down.  The best you can surround yourself with are those who recognize qualities that you may sometimes not be in the mindset to be aware of.  They stay in touch and are just as important today, as they were you first met.  They associate with only those that champion goodness and aspire greatness.



8)      Be spiritual:  Never fear recrimination for having faith, no matter how it is shaped.  Spirituality is your relationship with a more powerful being, whether it is God, Jesus, Budha or Mohammed.  It will hold you up when you feel life has let you down, give you spirit to fight back and be a better human being, help others.  It is not a financial reward or through financial giving, it is by being.




9)      Love life:  Find ways to enjoy each day.  Some days, you really have to dig deep to do that.  Go outside, experience nature, through the Frisbee for your dog who will love you faithfully, enjoy beauty in other’s talented expression through writing, art, creativity or photography.  Avoid those that bring you down.  Misery loves company, but it is something you distance yourself from and chose not to participate in. Laugh often, laugh so hard you cry.

 

10)   Know your health:  understand your body, it’s needs.  If you are restless, exercise.  Eat vegetables and fruit and not the quick fix of junk food, candy.  Give permission to enjoy chocolate, if that is your vice.  Don’t deprive yourself of food for nourishment and wellbeing, but monitor the toxins you are allowing into your body and make up for that in other ways.



11)   Be kind:  Steer clear of expressing anger, hurting others.  You should give more than you get.  It will be a major contributor to your overall wellbeing.  You will find peace in knowing you have given when you felt you had less to give.  Look beyond the poverty and filth to see the glimmer of hope in eyes full of sorrow.  Smile and don’t turn your head or avoid their eyes.  Allow your shared humanity to bond you.


12)   Avoid ego and pride:  Don’t beat yourself up, avoid doing things that you have to work hard at to being better, and don’t allow ego and pride prevent you from being humble, admit your mistakes and ask for forgiveness and say thank you more often than and whenever the opportunity presents itself as a gift.




13)   Take risks:  No matter what disappointments, frustrations, losses, or hurt you’ve experienced, you will only heal if you stretch beyond what you think you are capable of.  Be willing to look less than perfect, acknowledge where you have a need to learn, appreciate when you’ve accomplished your best by yourself and most importantly, share it with others.  There is no great person that has ever lived who went it alone.  Be inspired by greatness.  Read about people who overcome great odds, ignore the misbelievers, pay special attention to the geeks or freaks who will teach you wisdom.  Know the difference between whom you can trust and who will bring you down to their level.  Dare to follow in love despite the fear of hurt you face.


Thank you for sharing my birthday with me.  Allow me to celebrate that 13 points are lucky numbers to have to learn about life from.  We shall avoid the belief that 53 is old, when we see such wisdom and so many in front of us that we're lucky to learn from.  Let us to continue to recognize all the wonderful things this world has to offer us.  ~JM


"Old age, believe me, is a good and pleasant thing.  It is true you are gently shouldered off the stage, but then you are given such a comfortable front stall as spectator."

~ Confucious


No comments:
Subscribe to: Posts (Atom)