Competition

Have you ever lived somewhere with only one decent restaurant?
I have, and let me tell you – no matter how good the restaurant is, is gets dull after a while.
The fact is, competition is a good thing. It’s healthy, and it gets everyone to raise their game.
Remember Avis built a whole brand positioning on that premise, arguing that since they were the second most popular rentals company, they tried harder.
I sometimes hear grumbles during a pitch, “It’s just a beauty parade”.
A competitive pitch keeps us on our toes.
The way I see it, there are very few reasons not to pitch.
Even against an long established incumbent.
It pushes your creativity, enthusiasm and ingenuity. And it makes you give your all in establishing a genuine rapport with the client.
These all sound like good things to me.
So next time you’re invited to pitch, roll up your sleeves and get stuck in.
Like I said, competition is good.
But beating it is even better.

Turn On. Tune In. Blog Out.

Waking up this morning the radio is full of our friends in the US analysing President Obama’s first 100 days in office.
It seems that the legacy of any new president can be determined by their effectiveness in those first three months.
Weirdly, it also happens to be about 100 days since I first made the decision to keep a blog. So what better time to reflect back and look at what, if anything has changed?
Actually, quite a lot has changed.
For a start, I’ve never felt more focused or motivated. Robin Fielder of LDL (I’ve mentioned him before) says that we keep up to 30% discretionary effort in reserve, only to be used at times of high motivation.
This blog has been the best way of applying that extra energy and it’s turned into something with a life of its own.
It’s renewed my ambition, sharpened my skills and made me hungrier than ever.
I feel it has also helped make me a more rounded person and brought me some great speaking engagements.
It hasn’t made my hair grow but hey, you can’t have everything.
I’m not suggesting that it’s the answer for everyone, but I’ve found it a great way to consolidate my view of the world.
So thank you for reading I really do appreciate it.

From Good...To Great...To WoW!

Let’s face it; we all want to be the best we can be.
But to achieve this, we need to start out totally unaware of just how good we already are.
That’s either brilliant or I’m an idiot.... yes OK but read on anyway.
It’s simple really.
If you set out on a job, a project, or assignment thinking about difficulties, obstacles and the limits of your capability, you’re never going to go any further.
To take that next step, to get to the top of your particular tree, if your first thought is “We’ve never done that before,” your second thought should always be “So let’s go for it.”
All those things that you think you can’t do, they’re the things you should be doing.
Remember Thomas Edison, inventor of the light bulb.
According to legend, it took 1,000 attempts to perfect his invention, but he never saw these as failures.
In his words: “I never failed, I just discovered 1,000 ways not to make a light bulb.”
As Thomas himself said "Have faith go forward"

What Did You Do Today?

This is a post that really needs orange cones and police tape around it, so beware.
How efficient are you?
Really?
One way to answer that (if you didn't already) is to keep a daily record of the things you accomplished, both personal and private. I can pretty much guarantee that it will make sobering reading. Because once you break your day down into its constituent parts, you start to see just how much time is lost in the ether.
Ten minutes here, half an hour there, it all starts to add up.

We're all surrounded by people who are busy - they're the ones who complain that there just aren't enough hours in the day.
But there's a big difference between being busy and being productive. And unfortunately the 'busy fool' problem is contagious - the moment you stop being efficient with your time, you start to impact on other people's efficiency, and it spreads like a virus.
Before you know it, the whole office is running around and no-one's getting anything done.

One final thought - don't assume that, just because you keep everything logged in Outlook, you're on top of things and making the best use of your time.
Remember that Outlook doesn't manage your diary, you do.

Sorry, must dash, I'm late for a meeting.

Sitting Next To Nellie

There's an old saying in the world of people development, that originated in the manufacturing industry.
'Sitting next to Nellie' was, and still is, seen by many as the most effective way of training or upskilling,as the cool kids say, someone new to a role.
The idea was, one would sit alongside the most experienced member of the team (take a bow Nellie) and simply observe. After a couple of weeks of watching and mimicking, they were ready to join the production line.

Now, the world in which we live and work is far more complicated. And yet, many people still make the assumption that a little Nellie-watching is an appropriate way to develop other people's talents. Identifying and preparing the next generation of leaders involves much more than passive observation and a little mimicry.
So make sure your business is embracing the most effective ways to bring people on, through practical experience, well-structured training and effective feedback.
Because no-one wants to be stuck in a business full of old Nellies.

Are You Being Serviced?

Isn’t it funny how so many things get a snigger because they may sound a little bit rude?
The concept of servicing, for example, has developed an unfortunate alternative meaning (I blame the Carry On lot), so much so that people don’t like to give it much thought.
Which is a shame because (News Flash), we’re in a service industry.

It’s all too easy to become cynical in our day-to-day business life. We see ourselves as superior because we’re ‘cortical’ (look it up), whereas the service industry asks for a 12.5% gratuity when the job’s done. But there’s a real danger here, because that innate sense of superiority can come across in both word and deed.
Clients can sense it, and surprise surprise, they don’t like it.

The traditional service industry can actually teach us a thing or two about going above and beyond. Here’s a link to a nice little B&B that has made a name for itself by going out of their way to delight and pamper their guests. And the reason they do it is because they want people to genuinely enjoy their stay. So they’ll rustle up a full English breakfast at four in the morning if that’s your thing. Service is an offering without boundaries or restrictions, and industries like hospitality understand that.
They know the answer to the question “Who do you want to do business with – someone who loves you, or someone who’s just phoning it in?”

There Are No Bad Ideas In A Brainstorm

How often have you been in a brainstorm, and heard those immortal words: “There’s no such thing as a bad idea”?
Well, I beg to differ, the world’s full of bad ideas.
Just ask Sir Clive Sinclair.
All too often, you’ll find yourself in a room full of too many people, in a meeting that goes on far too long and everything that gets shouted out gets written up, irrespective of how, of how....well, stupid it is.
The point of those words is to make everyone feel comfortable that they can make a contribution and not to feel shy about shouting out what is in their head.
For me the atmosphere that is created in the brainstorm is key; it should be warm and welcoming, fun and full of energy, lots of stimulus material and above all fun.
I know I’ve said that once but I like fun*
The best brainstorms involve a handful of people who are comfortable enough with each other to say when something works, and when it doesn’t.
These people, the right people, importantly not the same people every time, will be open and honest enough to recognise the good ideas and build on them.
There’ll be no hurt feelings about the suggestions that don’t make the grade.


*I’d like to thank Mel Brooks and Blazing saddles for the original version of that joke

Roll Up Roll Up

At Jack Morton, we like to think that we are the inventors of the term “experiential marketing”
Indeed when we started to use the phrase if you typed experiential into Google it came back with “Did you mean experimental?”
However there is another guy who deserves some of the credit.
You may not have heard of him, but his impact and influenced transformed the movie industry back in the 1950s.
William Castle was a film promoter, director and producer, who found that outrageous stunts were a cost-effective way of promoting low budget movies. The key, he believed, was creating something that would get people talking, the power of advocacy and word-of-mouth.
At first, he came up with promotional stunts like an insurance policy for $1,000,000 for the first audience member to die of fright whilst watching his film Macabre.
Next it was ‘Emergo’ – a 12-foot glow-in-the-dark skeleton that swooped over the audience’s heads during the movie.
But as Castle saw his popularity (and fan club membership) grow, he realised that the way forward was to stop using these ‘gimmicks’ as promotional devices, and to start incorporating them into the experience of the movie itself.
So audiences were given special glasses that enabled them to see the invisible spectres in Thirteen Ghosts, and random seats gave moviegoers electric shocks as they watched The Tingler, about an electro-powered parasitic monster.
These novelties might sound hokey and old-fashioned today, but they transformed movie-going from a passive to a participative experience.
The great work we do for our clients should never be the icing on the cake – it’s the very heart of the experience.

WoW! That Was Quick

I know, I hear that a lot, and in all but one circumstance it’s a good thing
Rapid response. Quick turnaround.
Whatever you want to call it, it’s all about keeping a sense of urgency. The world moves quickly and the pressure’s on.
So there’s no sense in dawdling or procrastinating.
But for me it’s more than that.
If I get an email I try and respond within a few minutes.
It shows that I’m keen to have a conversation with clients or colleagues and that I will, knowing the pressure they are under, respond quickly. I have found that they’ll also reciprocate and get back to me in double quick time.
And before you know it, a question has become a conversation, a conversation a relationship and voila.

Thunderclap New Man?

In 1704, dramatist John Dennis invented a method for simulating the sound of thunder to punctuate moments of high drama in his play.
Unfortunately, the play itself never found an audience and closed early; leaving someone else to steal his idea for a new production of ‘the Scottish play’ (I’m not allowed to mention its name because I have kids in the theatre).
And that’s where we get the expression ‘to steal someone’s thunder’.
Three hundred years later and the sensation of someone else taking the glory is still just as frustrating as it ever was. For some reason, people need their name attached to an idea, like a label sewn into a gym kit, even when it didn’t necessarily originate with them.
As Robin Fielder of LDL someone I’ve been working with for over 25 years (sorry Rob!) says” if you want to find someone to blame look in the mirror – if you want to find someone to praise, look out the window.”
If love means never having to say you’re sorry, greatness means never having to say “That was MY idea.”

The Winner Takes It All

Jack Morton was recently visited by Sébastien Foucan, the creator of freerunning, and star of Casino Royale.
As well as showing some awe-inspiring footage of him defying gravity and battling Daniel Craig, he gave an inspiring speech about how the principles of freerunning can be applied in our day-to-day lives.
But what really stood out for me, as I listened to him speak, was the fact that he is the world’s leader in a field that he invented.
Now that is inspiring.
So next time you come up against a barrier or obstacle, try and look at it differently, change some rules, even create your own rules.
Create your own battleground, define your own terms.
If you invent the the rules of the game, there can be only one winner.

Look 'Em In The Eye

This is a small point, but important.
Studies have shown that of all communications, 7% happens in spoken words, 38% happens through voice tone and 55% happens via general body language.
Practically, of course, this doesn’t work. For instance, can you watch a person speaking in a foreign language and understand 93%?
The important point however is not up for debate - it’s not just words that count.
Most communication comes through the non-verbal.
So brush up on your body language skills, not only how you project yourself, but in terms of being able to read other people’s.
Life is like a giant game of Texas Hold ‘Em. If you have any "tells", someone’s going to see them, recognise them and react to them.
After all, if your non-verbal signals contradict what you’re saying, people will know instantly to stop listening.
We all know the simple ones, arms folded, touching your own face.
Above all, make eye contact.
Even if, like me, only one of yours works.

"Why Do You Miss When My Baby Kisses Me?"

Many years ago, Neil Armstrong was interviewed by Walter Cronkite (legendary TV newsman), and he was asked for his opinion on jogging, which at the time was the latest health and fitness craze. His reply: "I believe that the Good Lord gave us a finite number of heartbeats and I'm damned if I'm going to use up mine running up and down a street."

Aside from the fact that I'm a sucker for a great soundbite, Armstrong actually touched on a scientific truism.
We have all been given a finite number of heartbeats, and interestingly, it's the same number for many different groups of animals.
According to this report, it's been proved that we're each given around one and a half billion heartbeats. The healthier we are, the slower we use them up.
Makes perfect sense right?

This is going to be a tough year for all of us. We're going to be working longer and harder than ever before. So we owe it to ourselves to make sure that we're healthy in body and mind, if we're going to stay on top of what's expected of us.
(If you watched the Masters this weekend, you saw Phil Mickelson – playing great golf and looking fantastic)
Go for a run, a walk, start swimming, buy some rollerblades.... Ok forget the rollerblades
Whatever it takes - you'll work better and you'll live longer.
Think of this as the blog that saves lives.

Let's Take It Again From The Top

There’s an old saying about failing to prepare…
And although everyone’s heard it a million times, I’m amazed at how many people ignore its advice.
Remember my son, Fox (on stage, west end show, Billy Elliott) even though he’s in the show 2 or 3 times a week, he rehearses every day.
Even when you know your performance, your pitch, your presentation, there’s always room for improvement.
Life may not be a rehearsal, but you’ll have a better business life if you put in the hard work and prepare

We Built That

Imagine how it must feel to have been involved in the creation of a genuine landmark, whether it’s the pyramids at Giza , the Empire State Building or the Burj Dubai. That sense of pride and accomplishment is like no other feeling on Earth.

I speak from experience, but not because I was around when the pyramids got their planning permission.
(Oh come on! I wasn’t!)
It’s because I get the same feeling from the amazing projects we deliver year after year.

When I look at the videos of the Olympics opening ceremony, or the simultaneous launch of Zain across Africa or the CES experience for NBC Universal, I feel a genuine sense of pride in what we’re able to accomplish. (Jack's stuff )

So take a look around at the great things that you and your colleagues have achieved, and feel good about them.
It’ll give you even more confidence in what you do, day-to-day.

Remember My Name. Fame!

Last night I was at the launch of Marina Hyde’s new book, Celebrity: How Entertainers Took Over The World And Why We Need An Exit Strategy.
As you may have guessed from the title, it’s all about the power of celebrity and how today’s celebrities demand and get, enormous rewards, the compliance of a willing media, and exert considerable political influence.
She has put together some incredible examples all wrapped in Marina’s incisive wit, it is fantastically funny.
As Stuart her editor said “it’s the most serious book published this year and also the funniest book published this year”. Buy here
At the party my mind drifted to us all as the “stars of our own movie.”
We all have the potential. If to be the star one has to excel and be recognised for what you do, then it’s in our grasp, whatever we do.
Go to your Sunday league football and be the best – you’re the Rooney or Beckham of your own space.
Get up in the pub and nail that karaoke, who needs Eurovision?
(Seriously, who needs Eurovision)
Alternatively, take advantage of the fact that now, more than ever, we can all be our own media channel.
Did you know there are 112 million blogs out there?
Each one representing someone with a voice, a perspective and an audience. Start with Twitter, build up a following, and take it wider. OK magazine might never knock down your door for a photo shoot (and if you read Marina’s book that's not a bad thing) but there’s tremendous power in establishing a tribe of followers.
This is your time, learn to lead

New Darwinism

Mourning is a funny thing. Obviously not literally – it’s sad.
What I mean is that the respect shown during the grieving process means that you don’t consider someone or something’s character flaws and rightly so when we are grieving for people (Unless you are Michael Parkinson, interesting point here) but when it comes to companies maybe not.
I say this because the news media has been guilty of indulging in revisionist eulogies for those businesses that have been going under as a result of the recession.
I’m going to go out on a limb and say that although I think the high street is poorer for having lost some of its most recognisable names; in some cases it’s hardly surprising.
The businesses that we seem to be losing with alarming speed have for too long been living on the froth of a robust economy.
Brisk trade and favourable lending conditions blinded us to the plain, simple fact that some were being poorly managed.
So in actual fact, it’s not the recession that killed them – it’s bad leadership.
The recession has just made things more visible.
If Darwin was alive today (and I know he’s not because we just marked his 200th Birthday), he might call this the survival of the smartest.
So ask yourself, what are you doing to evolve your business and avoid extinction?

Show Some Love

You’ve probably all heard of Secretary Day, where people try to make up for a year of treating someone like a dogs-body by buying a card and a bunch of flowers.
But I’ve got another suggestion, it’s bold, it’s radical I'd like to propose a 'Love Your Boss' week.
The thing is, great leaders are few and far between.
Management is about control, whereas leadership is about inspiration.
It’s not easy either, although a great leader makes it look easy.
Running the business, staying on top of the finances, reporting up, down and across and still managing to have fun in meetings and give open, honest feedback. All the while pushing the organisation to be the best version of itself and pushing us all to be the best versions of ourselves.
As Robert Altman, said in his Oscar acceptance speech
"The role of the Director is to create a space where the actors and actresses can become more than they’ve ever been before, more than they’ve dreamed of being.”
I look at Julian Pullan, the Managing Director of Jack Morton here in EMEA and I marvel at how he manages to do all of that.
It's a big job, and somebody’s got to do it.
But not everyone can, so be sure to say thanks.

PS
I know that he’s my boss , but like Roy Walker - I say what I see.

Who’s right?

I occasionally like to mention inspirational thought-leaders, and today it’s the turn of Edward de Bono, the famous author of Lateral Thinking amongst others.
I met him once at a book signing, and when he asked what he should write in the book I’d just purchased, I suggested “Kevin, Thanks for all of your help." He smiled and signed his name, anyway...

One of my favourite books by de Bono is I'm Right, You Are Wrong, which looks at the Socratic way society operates.
The way our society has grown up it’s a case of your idea vs my idea, and the winner is the last one standing.
Unfortunately, this means that for anything to progress, one idea needs to be destroyed.

de Bono argues that a far more positive and effective way of working is to not see every conversation as a debate. Instead of destroying the other person’s point of view, try to find a way merging the two ideas.
They’ll be stronger for it.
It’s about construction rather than destruction, and it’s a much happier place to be.

Masterpiece Theatre

All three of my children have a passion for the performing arts, so almost by default; I take an interest in the theatre. It’s not the only reason as I believe the job I do, sales, is all about story-telling, and some of the best storytellers come from the theatre.
I stumbled across a narrative technique that I thought was relevant to way we create presentations and proposals. .
It’s called Chekhov’s Gun, and it refers to the art of foreshadowing an event through a throwaway plot or line of dialogue.
If you’re interested, it comes from a loaded pistol mentioned fleetingly in Uncle Vanya, and used later in the play for an attempted murder.
The basic principle, in Chekhov’s own words, is that “One must not put a loaded rifle on the stage if no one is thinking of firing it.”
It’s a great discipline to sense-check the stories we’re telling, and check that there are no read-herrings or pieces of redundant narrative.
Often through the process of creation we are left with ideas and thoughts in the final document that are not propelling the story forward, so drop them.
That way, we’ll keep our audiences with us all the way, and demonstrate a single-mindedness that will mark us out .
Now, I’m ready for my close-up…

Motivate Me

My old friend Paddy McGuire lives by a very simple credo.
Every day he tells himself “It’s great to be alive.”
As silly as that might seem, Paddy knows that the alternative is a whole lot worse.
So there’s always a spring in his step and positive attitude in everything he does.
I find that quite inspiring.
Whatever you find yourself doing in a work context, it’s important to remember that energy and enthusiasm are the greatest motivation you’ll ever find.
Best of all, they’re contagious – so feel free to spread it around.
And be prepared to take as much as you give, because the best way to recharge your own batteries is from the energy you get from the people around you.
Repeat after me , it's great to be alive

Listen… Do You Smell Something?

I was watching GhostBusters on TV the other day, and that line made me laugh out loud (that’s LOL to the kids). But it also made me think – because even when we prime ourselves to listen, we don’t always.
Clients will often give you clues as to what the answer is that they’re looking for, but you have to really listen.
The key is to listen carefully.
The problem is, because we’re smart and enthusiastic and keen to show how great we are, what passes as listening is really just waiting for our turn to speak!
We nod, we smile, and we raise our eyebrows. But we’re poised in our seat, waiting for them to take a breath so we can leap in and take the floor.
We have two ears and one mouth, so we should use them in that proportion.
The answers are out there......