our insights

<p>It’s usually pretty easy to come up with a mission statement, a distinguishing characteristic of your organization, or even a unique selling proposition for your company. Leaders frequently focus on these concepts.</p>

<p>Can you remember the first time you saw the ocean or the grit of the sand between your toes? </p>

<p>Early in my career I worked directly for six different sales managers over a period of about two years. It would have been easy to be distracted by all the various routines, demands, and processes each wanted me to employ as I was getting started in the advertising business.</p><p>‍</p>

<p>I listened to a recent radio broadcast of a college basketball game. The teams were moving up and down the court at a fevered pace. There was lots of movement and action – not any scoring.</p>

<p>There was something at the front door. It was the 2012-13 Yellow Book, but it could have just as easily been the Easy to Use One, the Verizon one or some other one. Phone books.</p><p>‍</p>

<p>These days there are smart phone aps that allow you to stand in one store and check a competitor’s price right then. If the other location has something cheaper – you leave, go across town, and buy the same item for less money. </p>

<p>When you are brought in to tidy up and refocus a half dozen advertising sales departments over a few decades you’re bound to notice some consistencies. This is the best time of year to note and begin to change one such pattern in your own business.</p>

<p>I knew exactly what I was going to write about until I opened the <em>Wall Street Journal</em> one morning and saw the following headline: <strong>Cain Never Prepared for the Storm</strong>. Herman Cain. Remember him? </p>