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<title>Out Of My Mind&#x21;</title><link>http://www.dougrawady.com/index.html</link><description>The words and wisdom of Doug Rawady&#x21;</description><dc:language>en</dc:language><dc:creator>doug@dougrawady.com</dc:creator><dc:rights>Copyright 2009 Doug Rawady</dc:rights><dc:date>2011-08-10T22:56:31-04:00</dc:date><admin:generatorAgent rdf:resource="http://www.realmacsoftware.com/" />
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<lastBuildDate>Thu, 11 Aug 2011 12:07:52 -0400</lastBuildDate><item><title>Stay Out Of My Life - Stay Out Of My Death</title><dc:creator>doug@dougrawady.com</dc:creator><category>Personal</category><dc:date>2011-08-10T22:56:31-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/Stay_Out_Of_My_Life_Stay_Out_Of_My_Death.html#unique-entry-id-10</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/Stay_Out_Of_My_Life_Stay_Out_Of_My_Death.html#unique-entry-id-10</guid><content:encoded><![CDATA[For almost a week he was in the care of an incredibly supportive team of hospice doctors, nurses and aides at Highland Hospital in Rochester, NY.


My Dad was a strong and active man throughout much of his life, and nearly 30 years ago - while still very much in his prime - he made it clear to both my brother, Ed, and I that he never wanted to end up being kept alive in some faltering, incapacitated state.   His precise words were something to the effect that should he ever lose the ability to think or act independently and have to depend on full time nursing care and/or artificial means of life support he wanted to be "killed."


In fact, Dad was so adamant about this that he completed a living will some years later making his wishes on this matter clear beyond question.


On Thursday, July 28th, 2011 my father suffered a severe hemorrhagic stroke that left him partially paralyzed and unable to eat, speak or independently manage even the most basic of physical functions.   For two days the ER doctors worked diligently to stabilize his condition before consulting with my brother as to my Dad's wishes regarding further life-sustaining measures. 


...By their own consensus Dad would have been wheelchair bound, would most likely have never regained the ability to speak or effectively communicate with the outside world, and would have required a feeding tube and some kind of 24/7 nursing care in order to make it from one day to the next.   Given that he was already experiencing hearing loss, advancing dementia, and a constitution that was feeling the effects of old age prior to the stroke, Dad would have been facing the exact quality of life he was most opposed to.


With a clear understanding of our father's wishes my brother and I felt completely okay about turning him over to hospice for end-of-life care. 


And before going any further, let me say that this article isn't in any way meant to be a specific critique of hospice and the role it serves in the dying process.   The people involved in taking care of my father in his final days were the kindest, most compassionate and heroic caregivers one could ever ask for.   Over the course of six days they provided round-the-clock attention and monitoring that virtually assured my Dad wasn't experiencing any pain or discomfort as he neared the end. 


He was plugged into a Morphine drip that - along with scheduled injections of Ativan - kept him in a near-comatose state where (we assume and hope) he was removed from any awareness of dying and/or the pain of physical deterioration.   However, as we sat with him day after day marking time until his inevitable demise, Ed, his wife, Donna, and I became ever more incensed at an end-of-life process that seemed anything but humane to either the person dying or the loved ones forced to watch helplessly from the sidelines.


Though the hospice procedure Dad underwent is sometimes referred to as "letting the patient die with dignity," it might be more aptly described as "slowly killing the patient by starvation and dehydration." 


...As civilized and compassionate human beings we would NEVER allow a beloved pet suffering from the ravages of age or a terminal illness to slowly die this way. ...  In fact, that same standard of mercy is typically applied to pretty much ANY animal whose pain and suffering we have the ability to end. 


...Compare that to the six days it took hospice to kill my father via a death-with-dignity protocol and you'll begin to understand why we became so pissed off.


...More recently we were treated to the public spectacle of the Terri Schiavo case; a seven year US legal battle - lasting from 1998 to 2005 - between the legal guardians and the parents of Teresa Marie "Terri" Schiavo that ultimately involved Congress and President George W. ...  At the heart of the matter was the right of Terri's husband to choose (on her behalf) the merciful and expedited termination of her "life," which at that time was defined by doctors as being a "persistent vegetative state."  


...How can a society that condones the "merciful" and immediate killing of suffering animals and death row inmates NOT allow fellow human beings (or their legally appointed guardians) the right of choice when it comes to their own deaths?   What gives any government agency, medical association or religious institution the authority to overrule the wishes of clear-headed individuals on a matter of such personal and critical importance as the way in which they want to be allowed to die?


...Unfortunately, we've seen many of those rights eroded or completely taken away over the years because of the influence of special interest groups and entities whose own agendas or beliefs trump those of the common citizen. 

...It should have been possible for my Dad's life to be immediately extinguished instead of sustained for days on end. 

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]]></content:encoded></item><item><title>Get To The WHY Of The Matter (Part 2)</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><category>Personal</category><dc:date>2011-04-16T13:55:19-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/Get_To_The_WHY_Of_The_Matter2.html#unique-entry-id-9</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/Get_To_The_WHY_Of_The_Matter2.html#unique-entry-id-9</guid><content:encoded><![CDATA[Shortly after posting "Get To The WHY Of The Matter" a couple of weeks ago a friend sent me a direct response to the article posing some interesting questions and observations that didn't occur to me would come up as a result of reading it. 


The gist of his feedback was that asking the WHY questions could be a daunting, highly analytical, almost endless process because it would have to be applied to nearly EVERY scenario we might ever face in life before beginning anything.   He went on to describe a process involving the diagramming of all potential obstacles and possible solutions (along with their respective good or bad outcomes) as a way to determine whether something is worth pursuing.   What follows is my word-for-word response to him....


Your take on the process is an interesting one, however I'm not sure Getting To The WHY Of The Matter requires such deep analysis.   In fact, that level of analysis could very well lead to paralysis...a frozen state where NO action is taken because there are too many variables to consider.


First of all, I'd only recommend this process for "significant" life initiatives or goals.   There are a lot of things we do that don't really require a great deal of introspection, and to put those lesser actions through the diagnostic wringer would surely take a lot of the joy out of living. 


My experience has been that this process is actually better served by taking a LESS analytical approach.   A series of WHY questions fired off in rapid succession doesn't give the brain time to get overly involved.   This is something that ideally triggers an intuitive response; one that's based more in emotion than logic and reason. 


Remember, virtually all human behavior is primarily driven by a powerful need to avoid pain or fear.   The desire to experience pleasure is in there too, but it nearly always takes a back seat to pain and fear.   So what it comes down to is that every significant initiative we undertake is driven by a reason based on some combination of those three emotional states.


Interesting to note is that Maslow's Hierarchy of Needs is also largely based on the fundamental pain/fear/pleasure motivators.   Those needs, when recognized and addressed, will be fulfilled by actions whose WHY reasons can be distilled down into something having to do with escaping pain or fear and/or pursuing pleasure.   Once we recognize that we can decide if the action itself is warranted, or if there's a better, more efficient way to arrive at the same destination. 


I concluded the above response with the same two word question that I now ask you: Make sense?


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]]></content:encoded></item><item><title>Get To The WHY Of The Matter</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><category>Personal</category><dc:date>2011-03-27T12:59:10-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/Get_To_The_WHY_Of_The_Matter.html#unique-entry-id-8</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/Get_To_The_WHY_Of_The_Matter.html#unique-entry-id-8</guid><content:encoded><![CDATA[This post was inspired by a recent conversation I had with a friend that I hadn't seen or spoken to in a few months.   She was telling me about her latest personal and professional triumphs and the goals she's now diligently pursuing with a passion. 


I was impressed because she's someone who has a "take no prisoners" approach to her career, and figured given her ability to completely immerse herself in work she'd probably nail them with ease.   However, as I asked her some probing questions about those goals it became evident to both of us that she wasn't entirely clear on what accomplishing them would actually mean to her! 


Like a lot of people, she's chasing after something for a reason that on the surface seems perfectly sensible; it solves a problem or otherwise benefits her in some measurable way.   But under close examination it sometimes turns out to be a reason completely unrelated to or even at odds with the REAL reason. 

...Let's start with the simple premise that virtually everything we do is guided by an ulterior motive; a gut-level mandate that we frequently have no immediate conscious awareness of.   We make decisions on courses of action, set all kinds of goals, and choose one thing over another sometimes without having the foggiest idea of WHY we're doing it or what we really hope to gain as a result. 


Whether due to intellectual laziness or a lack of emotional intelligence, the absence of reasoned specificity in our decision-making process frequently leads us down the wrong path for all the "right" reasons. 


We make decisions because we believe they're in our best interests or because they fill a perceived void in our lives.   But without bothering to first ask a series of "drill-down" questions - whose purpose is to get to the foundational need driving the whole process - this is very much a crap shoot...a roll of the dice. 


...People start down a path because they have some vaguely defined outcome, desire or need in mind.   What they've never bothered to ask is "Why am I doing this, or what does this outcome do for me if I achieve it?"...and then asking the same questions again and again and again in response to whatever answer(s) they come up with each go around. 


At some point in this Q&A process you reach the end of the line; an answer that reveals the REAL reason - the WHY - behind the (potentially misguided) course of action.   And very often it's either in direct conflict with the outcome we're so doggedly trying to realize, or an outcome that could be reached with a fraction of the effort and angst the original course of action would have required!  


That's why a lot of people in life end up frustrated and unfulfilled even when they're accomplishing what they set out to do.   They're pursuing something because on some superficial level they think it's going to fill the hole, satisfy the need or scratch the itch.   However, because they never took the time to dig down and ask the tough questions they end up following a map whose directions lead them to the wrong destination.


...Have you ever invested ridiculous amounts of time, effort and/or money attempting to accomplish or acquire something only to feel empty or unfulfilled when you achieve or get it?   If so, it could be that the reason fueling your actions was several times removed from the REAL reason...the "bottom line" WHY of the matter.  


Before you map out or tackle your next big capital-intensive, time-consuming, life and/or business-altering initiative, be sure to dive into interrogation mode and ask a series of WHY questions to confirm that the outcome you're shooting for is in sync with and is supported by the reason that's stoking the fire in your furnace.   If it's not, go back to the drawing board and conjure up a new strategy. ...  Either way you'll end up following a course of action that virtually assures you of a satisfying outcome that justifies the time and effort spent.  


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]]></content:encoded></item><item><title>To Serve Or Not To Serve</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><dc:date>2010-07-31T17:50:51-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/To_Serve_Or_Not_To_Serve.html#unique-entry-id-7</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/To_Serve_Or_Not_To_Serve.html#unique-entry-id-7</guid><content:encoded><![CDATA[How many times a day are you presented with occasions to be of service to your fellow man? ...  Do you see "service" as being an obligation or an opportunity; something to be grudgingly tolerated or readily embraced?


These are challenging questions to consider because of the differing perspectives we all have on the topic. 


Some see service as a pain-in-the-ass inconvenience...an infringement on their time and a drain on their energy.   These "me oriented" folks aren't likely to jump on the service bandwagon unless they stand to realize some tangible, direct, personal benefit as a result of doing so.   They're not predisposed to extend themselves even for something as insignificant as holding the door or offering to carry a bag of groceries to a fellow shopper's car. 

...The flip side, of course, are those people who not only don't avoid service opportunities, but actively seek them out.   They see service as a vehicle for personal growth and recognize that we elevate ourselves every time we contribute to another person's life; even if it's only in some borderline barely-noticeable way. 


Now just to be clear, I'm not suggesting you have to adopt a Mother Teresa-like approach to service.   But the more you're able to supress your own ego and see service as a genuine privilege, the more YOU (ironically) will get out of it.   Consider this another example of the "you have to give in order to receive" way of going about life.


Tony Robbins identifies contribution as being one of the six essential human needs, and one of the easiest ways to fulfill that need is be of service to the people we routinely encounter in our day-to-day lives.   This doesn't require grandiose gestures or huge expenditures of time, energy and/or money! ...  Something as seemingly insignificant as taking a few extra minutes to attentively and sympathetically listen to someone's problems can be a powerful act of service.  


...They recognize that their success and longevity are almost entirely dependent on customers who aren't merely "satisfied," but are off-the-charts ecstatic! ...  It requires a thoughtful and aware assessment of the company's relationship with its customers, and a willingness to exceed their expectations through strategic and meaningful service initiatives. 


...Because people (in general) are so unaccustomed to being on the receiving end of unexpected acts of service and contribution, any efforts you make to be there for them and address their needs will be welcome and highly appreciated. 

...Speaker/author, Stuart Wilde, in his book "The Trick To Money Is Having Some," has this to say about service: 


"The point here is that in order to serve people, you have to psychologically get underneath them.   This does not mean that you are less than those you serve; it just means that while you are serving them, you have to subjugate your ego and your personality to their needs.   That is difficult for most people because they need to feel that they are above the customer, or at the very least, equal to the customer. 


...By getting underneath, keeping silent and concentrating on the customer's needs, you give of yourself. ...  You subjugate your anxiety, your anguish, and your needs in favor of the customer's...long enough to do the deal. 

...So how many atypical, not-easily-forgotten ways do you serve your customers and clients? 

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]]></content:encoded></item><item><title>Go The Extra Inch</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><dc:date>2010-07-14T23:14:04-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/Go_The_Extra_Inch.html#unique-entry-id-6</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/Go_The_Extra_Inch.html#unique-entry-id-6</guid><content:encoded><![CDATA[According to various dictionaries, the word mediocre can be defined in any of the following ways: &ldquo;of only ordinary or moderate quality; neither good nor bad; barely adequate; rather poor or inferior; lacking exceptional quality or ability.&rdquo;   Mediocrity, of course, is simply defined as &ldquo;the state or quality of being mediocre.&rdquo;


With such a crappy connotation you&rsquo;d think mediocrity would be avoided like the plague.   Amazingly though, mediocrity's not only rampant throughout our culture, in many industries and fields of commerce it's become generally accepted as the norm.   People have been on the receiving end of dumbed down, sub-standard products and services for so long now that many of them don&rsquo;t know it can be any better.   And to make matters worse, as long as consumers continue to willingly accept mediocrity in the marketplace, the providers of these products and services have little-to-no incentive to raise the bar. 

...In a pervasive climate of &ldquo;barely adequate,&rdquo; opportunities to gain competitive advantage are all over the place.   Regardless of the circumstances (personal or professional), aware contestants in the game of life will be regularly presented with openings to single themselves out&hellip;to move ahead of the competition and grab additional market share. ...  In fact, very often the smallest adjustment in strategy or the smallest application of additional effort can produce a massively different outcome&hellip;a process I've labeled &ldquo;going the extra inch.&rdquo;


We&rsquo;ve all heard the old saying, &ldquo;go the extra mile&rdquo;&hellip;a rallying cry that&rsquo;s usually hauled out when someone needs additional motivation to accomplish a specific task.   It&rsquo;s a wonderful sentiment that over the years has undoubtedly moved many people to new levels of accomplishment.   However, in the mind&rsquo;s eye a mile's a substantial distance to cover&hellip;especially when compared to an inch! 


...Even though we&rsquo;re typically speaking in metaphors when we use the words mile and inch in this context, one still represents a large task to accomplish while the other represents a small task.   But the fact of the matter is that any large task will be accomplished more effectively if it&rsquo;s tackled in smaller bite-sized chunks. 


Most people can more easily embrace and act on one or more small manageable tasks than they can one large (and possibly overwhelming) project. ...  The implementation of select incremental improvements in specific personal and professional areas of life will gradually raise a person or business above the sea of mediocrity.   In truth, it doesn&rsquo;t take a whole lot of additional effort to stand out from the masses. 


Regardless of the product or service you provide, there's presumably a start-to-finish process associated with getting it in the hands of your customers, and that process can usually be broken down into multiple sequential steps.   The tiniest improvement in any one of those steps could be a game changer.   A similar small improvement in ALL of them would in all probability rocket you far ahead of your mediocrity-embracing competitors. 


The same approach can be applied to any marketing, incubation and follow-up sequences you typically employ both before and after the sale is made. ...  You'll be in a much better position to accurately measure improvements and you won't be buried alive by the process of a full-blown throw out the bathwater reengineering effort.   


Why settle for the hum drum and unexceptional when category-conquering performance can often be realized by the selective application of fractional improvements in the way you do business?   Go the extra inch where and whenever possible and you'll ultimately shine like a supernova while your rivals sputter and flicker like a wet match struggling to stay lit. 


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]]></content:encoded></item><item><title>A Lesson In Personal Responsibility</title><dc:creator>doug@dougrawady.com</dc:creator><category>Personal</category><dc:date>2010-05-22T13:11:14-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/Lesson_In_Personal_Responsibility.html#unique-entry-id-5</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/Lesson_In_Personal_Responsibility.html#unique-entry-id-5</guid><content:encoded><![CDATA[Had an encounter earlier this week that still raises my blood pressure a couple of points when I think back on it. 

...Despite it being somewhat of a tight fit I managed to pull my car in so I was almost perfectly positioned between the yellow demarcation lines of my particular parking space.   Before shutting off the car and heading in I sized up the amount of space the cars on either side of me were left to work with. 


The car to my left had an adequate amount of elbowroom for opening both the front and rear doors, however the car on my passenger side was going to have a tougher time of it. ...  There was room for access and egress, but it was going to require a delicate touch with the doors and maybe a bit of contorting to squeeze into their car.


...But then I thought, "why should a perfectly good parking space go unused because this person (on the right) wasn't considerate enough to park THEIR car well within the yellow boundary lines of THEIR parking space?". 

...Three eggs, home fries, turkey bacon, toast and coffee later I returned to my car to find both of the adjacent neighboring cars still where I left them 45 minutes earlier. ...  I decided to take the call on the spot &ndash; while still parked &ndash; rather than try to talk while attempting to back out of the parking space. 


Sitting in the driver's seat a couple of minutes into the call I felt (and heard) a pretty loud "thunk" coming from the right rear passenger side of my car...like the sound of a car door hitting me!   Still talking on the phone I turned to my right and cocked my head to see who had opened their door into the side of my car.   I couldn't make it out clearly from my vantage point, but it looked like someone was now sitting in the left rear passenger seat of the car to my right. 

...This time it was apparent that the person who'd been in the rear passenger seat had opened the door (once again into my car) and was exiting their car.   This person &ndash; a middle-aged woman as it turns out &ndash; was now maneuvering her way into the driver's seat of her car. 


For a THIRD TIME I heard and felt the impact of her car door into the side of my car...this time as she threw open the driver's door.   Now, however, she paused after doing it to give me a glaring look of anger and disgust through the right front passenger window of my car!  

...She immediately launched into a tirade about how inconsiderate I was to have parked in such a way as make it difficult for her to get into her car!   Never mind the fact that she had parked well before I got there in such a way that ANYONE attempting to use the adjacent parking space was going to have to deal with her lack of consideration (a point I was quick to make in response to her off-the-wall rant); she was dead set on making me the bad guy and shirking her own responsibility in creating the problem.   More importantly, she could have just as easily tapped on my window while I was still in the car talking on the phone and nicely asked me if I'd move my car so that she could easily get into hers.   I would have done it in a heartbeat; sparing two temper tantrums and three "dings" on the right side of my car in the process. 

...It was on the verge of getting BIG TIME ugly when I decided that rather than throw more fuel on the fire I'd bite my tongue and let her drive off in a huff. 


...Unfortunately for the person still waiting on the other end I instantly launched into my own rant &ndash; about stupid irresponsible people &ndash;  while attempting to explain the interruption. 

...Had I simply chosen NOT to park in the space once I realized it was going to be too close for comfort the obnoxious episode would never have happened. ...  To park in a manner that virtually assured she was going to get hemmed in and inconvenienced and then to go ballistic on the party (for being inconsiderate of her) that decided to grab the space demonstrated a colossal lack of personal responsibility on her part. 

...If you ever find yourself in a similar situation any time in the future, keep the following thought in mind: accepting personal responsibility for all the circumstances in our lives isn't always the easiest (or most fun) thing to do, but it's an absolute necessity if you're striving to become a more fully functioning human being. 

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]]></content:encoded></item><item><title>When Customer Service Hits The Mark</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><dc:date>2010-05-18T15:34:40-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/Customer_Service_Hits_The_Mark.html#unique-entry-id-4</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/Customer_Service_Hits_The_Mark.html#unique-entry-id-4</guid><content:encoded><![CDATA[Had an experience a few minutes ago that I think bears mentioning.   I was on the phone with a customer service representative from Bank of America.   The conversation lasted nearly 15 minutes, and during the entire time I couldn't help but marvel at what a great job the agent was doing! 


It was one of those out-of-body, third person experiences where a part of your brain separates itself from the conversation at hand and takes on the role of "observer."   What it observed was a friendly, helpful and articulate representative who right from the start went out of his way to make MY interaction a pleasant and informative one.   What makes that remarkable is that it happens all too infrequently these days...especially, it seems, when dealing with large corporate entities.


I was so impressed with his performance that at the end of our conversation I asked to speak to his supervisor so that I could immediately give him the "props" he so clearly deserved.   After being transferred to my guy's manager, I went on to give the supervisor an earful about what a great job one of his team members was doing. 


The manager was taken aback!   Certainly not in a bad way, but surprised nonetheless that a customer would go out of his way to compliment the performance of a customer service representative.   He said that just about the only time a customer asks to speak to a manager is to register a complaint; that people seldom-if-ever take the time to praise good performance.   He thanked me profusely and assured me his man would publicly benefit from my show of appreciation.


After hanging up I got to thinking about how much customer service across the board could be improved if only people would take a few extra minutes (like I did) to give credit where it's due on those occasions when they encounter superior service.   And this doesn't just apply to phone support. 


Take it into the real world and effusively compliment your over-the-top sales/service rep wherever you may encounter him or her...be it a restaurant server, a parking valet, a sales clerk in your favorite clothing store, the bank teller, etc.   And be sure to deliver the same kudos to their superiors.   This is an example of positive reinforcement in action. 


The more we acknowledge and encourage great service and behavior the more of it we'll see.   It may not happen overnight, but it has to start somewhere, and we can each play a role in that process.   How about you?   Have you recently had a superior customer service experience that compelled you to go to a higher authority to report it?   And if so, what kind of reaction did you get?       


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]]></content:encoded></item><item><title>How Sticky Is Your &#x22;Stuff?&#x22;</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><dc:date>2010-05-03T17:01:03-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/How_Sticky_Is_Your_Stuff.html#unique-entry-id-2</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/How_Sticky_Is_Your_Stuff.html#unique-entry-id-2</guid><content:encoded><![CDATA[After reading the title of this post there are probably a few of you who're going to need a minute to pluck your minds out of the gutter. ...  The rest of us will just hang out here until you regain your composure. 


Okay, now that I have everybody's undivided and uncompromised attention let's talk about sticky and stuff. 

...As the image accompanying this article clearly illustrates, stickiness is what happens when something (in this case a nasty piece of well-chewed gum) latches on to you and won't easily let go.   Whether we're talking gum, barbecue sauce, duct tape, plant burrs, annoying song melodies, super glue or mutant velcro, the net effect's the same: once you've crossed paths with a tenacious tagalong, separating yourself from it isn't always an easy task. 


With the possible exception of the leftover barbecue sauce, nothing else from that short list is something you'd usually willingly and/or cooperatively welcome into your life in the first place. ...  Anything that's sticky by nature doesn't need your permission to do its thing. 

...As a fiercely competitive &ldquo;New Economy&rdquo; business professional, you should always be looking for cool and innovative ways to reach and expand your market.   Regardless of whether you're selling a product or service, your ultimate goal is to own the hearts and minds of your prospects, customers and clients.   And that's most effectively accomplished through the implementation of potent, emotionally-charged sales and marketing campaigns, along with the delivery of a kick-ass product or service that rocks your customers' world!   Oh, by the way, what I just described in that previous sentence is your "stuff." 


...Your marketing stuff, your sales stuff and your product/service stuff needs to be so sticky (in a good way) that people can't get it out of their heads or stop talking about it. 


Stickiness needs to be engineered into every component of your business at the cellular level.   You want to create the business equivalent of the catchy commercial jingle or #1 radio hit that drills deep into the brains of your audience and relentlessly reminds them of who you are, the astonishing and unique value that you provide, and why they need to get their hands on it ASAP! 


There are lots of ways to do this, and, fortunately, they're not always costly, complicated or convoluted. ...  That's a lot of alliteration to wade through, but when it comes to creating stickiness, those last two "Cs" are the most important ones. 


Your stuff needs to be &ndash; at the very least &ndash; interesting to your audience.   Even better, though, is if it actively engages them...gets them involved in a conscious and deliberate fashion.   The more invested (and I don't necessarily mean from a dollars and cents perspective) people are in something, the more memorable and sticky it becomes. 


...Your sales process needs to be dynamic and customer focused (i.e. what's in it for them).   Both your follow up and ongoing customer service need to be value-driven and openly encourage input and suggestions for improved performance. ...  Because if they're sufficiently engaging and compelling, and they occur with a precisely-choreographed regularity, they can't help but become sticky in a way that serves the interests of both you and your audience. 


...Does it meaningfully engage your prospects and customers in a way that puts you "top of mind?" 

...<a class="addthis_button" href="http://www.addthis.com/bookmark.php?  v=250&amp;pub=xa-4afabd343e9f60f6"><img src="http://s7.addthis.com/static/btn/v2/lg-share-en.gif" width="125" height="16" alt="Bookmark and Share" style="border:0"/></a><script type="text/javascript" src="http://s7.addthis.com/js/250/addthis_widget.js#pub=xa-4afabd343e9f60f6"></script>
]]></content:encoded></item><item><title>3 Important Business (and Life) Lessons From The Matrix</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><dc:date>2010-04-15T23:41:24-04:00</dc:date><link>http://www.dougrawady.com/commentary/files/Lessons_From_The_Matrix.html#unique-entry-id-1</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/Lessons_From_The_Matrix.html#unique-entry-id-1</guid><content:encoded><![CDATA[At the risk of sounding like some kind of geeky shut-in incapable of dragging himself away from a video screen, I have to confess to having lost count of the number of times I've watched The Matrix over the years.   From the very first time I saw it on the BIG screen (where I think I may have left the theater drooling and slack-jawed) to the dozens of other times I got sucked into it from the comfort of mine or someone else's couch, it's never failed to fire up my brain cells and adrenal glands. 

...Though the eye-popping visuals were cool beyond belief, what I want to address here are the ideas and suppositions woven throughout the film. 3 points in particular, I believe, are incredibly important and relevant far beyond the virtual world of The Matrix.   I mean let's face it; the society portrayed in The Matrix is a near mirror image of the one we find ourselves in today, and just because that society exists in a "movie" doesn't mean the film's message is any less appropriate to our day-to-day lives. 

...It required a couple of viewings before these ideas really began to take hold and root themselves in my conscious mind, but once that occurred, I started looking at MY world (the real world) with a different set of eyes. 

...As Morpheus was quick to point out to a confused and skeptical Neo in his first days of training, The Matrix was a construct created to resemble a real world, but one whose rules could be manipulated, bent, and sometimes broken, by anyone with the proper knowledge, awareness and belief. 


During their astonishing Kung Fu fight sequence in the virtual training dojo, Morpheus keeps egging Neo on...goading him into discarding his limiting beliefs and misconceptions about what is and isn't possible and, more importantly, "real."   At one point &ndash; after having been kicked across the room by Morpheus &ndash; Neo picks himself up off of the floor, gasping for breath, to be confronted by Morpheus asking, "Do you think that's air you're breathing now?".   The look that passes over Neo's face in that instant signals his awareness that HE is in control of what happens in that space...that he can create his own rules and reality. 


...Whether the context is professional or personal, most of us cling to a laundry list of beliefs about what is and isn't appropriate, possible or allowable in terms of how we conduct ourselves.   More often than not, we adhere without question to certain behavioral "rules" simply because we've been told that's what we're supposed to do, or "that's how it's always been done."   And most of us have been so indoctrinated with this dogma that to even consider doing otherwise invites a major brain spasm of confusion and contradiction; so much so that we usually give up such rebellious thinking in short order. 

...Now I'm not talking about breaking the law or adopting unsavory or unethical practices, but a lot of the rules we choose to live by, that are imposed upon us by mysterious, unnamed people or institutions, exist only to benefit the few and not the many. 

...The next time your confronted with a situation on or off the job that "requires" you to act a certain way, stop for moment and ask yourself this question: "Says who?"   Follow that question with another one similar to this: "Without breaking the law, getting myself fired or irrevocably damaging a relationship, how else might I tackle this situation in a way that produces better results, more fun and/or greater profit?" 

...When Neo is taken to The Oracle for the first time &ndash; to determine whether or not he's "The One" &ndash; he has a brief but incredibly important encounter with one of the other candidates; a young bald-headed boy who appears to bend a spoon by simply concentrating on it. 

...The idea that the spoon was merely an extension of Neo, another part of him, was a mind bending moment that to this day, when I consciously consider it, influences everything I say and do. 


...With greed and self-interest being the order of the day, a relatively small number of financial institutions and their leaders screwed over a gigantic segment of the American population simply because it was expedient to do so. 

...The moment you begin thinking of ALL of your relationships in that way &ndash; that everyone you come in contact with is just an extension of YOU &ndash; is the moment you'll begin treating people with love, compassion, decency and a service mentality. 

...It was only when someone was plucked from The Matrix that they discovered how different that virtual world was from the dismal, bombed-out ACTUAL world of the future they now found themselves in. ...  But for all of its virtual gloss and sheen, the world of The Matrix was really nothing more than a thin artificial veneer being propped up by endless flowing green lines of computer code; code that had to be deciphered and navigated by the Nebuchadnezzar's operators, Tank and Dozer, and, ultimately, Neo, once he became The One. 


...For any number of reasons &ndash; some nefarious, some innocent &ndash; the people you come in contact with on and off the job may be wearing a social mask; one meant to distract, deceive, disorient or confound you. 

...Now, I'm not suggesting everyone is out to pull the wool over your eyes, but it's prudent (especially in a business context) to approach any new relationship with a curiousity mindset. 

...You may never reach Neo's level of deep discernment and superhuman awareness, but the regular practice of assessing people and situations at a level below what's right in front of your face will sharpen your own sensory skills, and reward you time and again with more reliable, enjoyable and profitable relationships in and out of the workplace.


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]]></content:encoded></item><item><title>The Commoditization Conspiracy</title><dc:creator>doug@dougrawady.com</dc:creator><category>Professional</category><dc:date>2010-02-18T14:43:34-05:00</dc:date><link>http://www.dougrawady.com/commentary/files/The_Commoditization_Conspiracy.html#unique-entry-id-0</link><guid isPermaLink="true">http://www.dougrawady.com/commentary/files/The_Commoditization_Conspiracy.html#unique-entry-id-0</guid><content:encoded><![CDATA[<div id="container1">

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It&rsquo;s almost criminal how many entrepreneurs and business owners are playing an unwitting role in the gradual marginalization, and possible extinction, of the ventures they&rsquo;ve tirelessly slaved and sweated to get off the ground.   They&rsquo;re frequently so consumed by the simple &ldquo;mechanics&rdquo; of running a business that they don&rsquo;t have the foggiest idea of how to go about differentiating themselves &ndash; in a meaningful way &ndash; from their competitors.   They seldom come up for air long enough to strategically size up their value proposition(s), their marketplace, their positioning, and the strengths and weaknesses of their business rivals.


The above video lays bare this self-defeating conspiratorial disposition and suggests a number of ways to escape it at warp speed!   If you&rsquo;re a business professional looking to &ldquo;up your game,&rdquo; then make yourself comfortable.   This could be the most mind stretching 10 minutes you&rsquo;ve spent in front of your computer in a very long time!  


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