Vince Poscente's Speed Blog

Better Decision Making

We tend to go through life assuming we will make good decisions in our future. Yet, the quality decisions you make in the future will likely be similar to the quality of decisions you've made in the past. List the defining moments from your past and you will see the "decision making habits" you have formed over the years. Recognizing these habits allows you to choose the quality of decisions you will make in the future. Here is a Keynote Quickie from Vince Poscente's Down to BUSINESS, Up to SPEED http://www.vinceposcente.com

Whack a Mole Parenting

Parenting feels like a game of Whack a Mole but you’re in a sleep-deprived, warped dimension where you are the Mole and the Whacker at the same time.

One requirement on the Parenting Curriculum Vitae is disciplining. As you try to administer punishment you never know if you’re flailing or failing. We discipline to teach the concept of consequence. How can you expect your child to be ready to leave home after 18 years if the kid doesn’t understand the concept of cause and effect? So we play Whack a Mole with best-guess parenting.

Last year, teachers informed us our son was out of line and rightfully looked at us to solve “the problem.” So we took away Max’s band for six weeks. He had gigs and practices. Our intention: teach him the concept of consequence. You step out of line you get punished. The problem was we beat him down more than the teachers were already doing five days a week. Max was miserable.

Amidst our Whack A Mole parenting we sought the advice from Candace Fitzpatrick, President of Core Clarity. Candace knows a lot about helping children and teachers maximize the strengths of students for measurable benefits in the classroom. When we shared our strategy with her, we expected the same response we got from all parents we told. (Parents do this when they get together. They talk about their kids to the point of hives, uncontrollable twitching and medical attention.) The universal response was always, “Good for you. It’s hard to punish your kid but you have to do it. I bet he sure learned his lesson.”

Yet Candace said immediately, “That was a mistake. What you did was take away something that gave him joy and energy. This creates less enthusiasm and more problems.” She was right. Our punishment didn’t solve anything. It wasn’t until months later we discovered Max had dyslexia and was acting-out from frustration. This year we moved him to a school for children with learning differences.

The joy and enthusiasm is back. But he’s still a kid with lapses in good judgment. Recently we found out he was signing my name on homework sheets instead of proper authorization. Meanwhile his marks were suffering and Max was just getting by. We needed to punish him but Candace’s advice was not lost on us.

This time the six-week punishment involved two things. In his room by 8:30 pm. (Max loves to stay up late.) And his cell phone charges in the mudroom. (Eliminating interruptions or texting distractions at night.)

The net effect? Max gets more sleep. His “punishment” is over but his marks have gone up and his level of joy and enthusiasm is even higher. We asked Max if he thought continuing the curfew was a good idea and he did.

So in the world of good parenting I guess we can “whack a mole” every once in a while.

Pick the Smart Line to Accelerate Sales

Staring down the slope of the world’s longest speed skiing track pulls your focus into acute clarity.  Picking your line is a decision about your best guess on fastest, most naturally efficient path to your destination.  The sound of the other competitors, your breathing and even your heartbeat disappear.  The only thing on your mind is the line you have chosen and how fast you can possibly go.

In business today, there are a multitude of things that can happen and you know they will come at you fast.  So, the line you choose is of utmost importance. 

Here is how to pick the fastest and best line to your destination:

1st identify… The Straight Line.   Define the shortest distance between you and the outcome you desire.  For example, let’s say you want to close a deal and you know that going straight to the decision maker is the straight line.

You ----------------------Decision Maker ------------------- Closing the Deal

2nd identify… The Detours Line.  Imagine all points that could take you closer (or keep you away) from the outcome you want.   Pinpoint all the people who can influence the decision maker.  Also research all the issues that the decision make might be dealing with.  With google.com and an imagination you can find all sorts of issues the company might be struggling with.

                  PEOPLE                                          ISSUES 
                 Controller                              Market       Product
   Receptionist  VP Marketing                   Conditions   Launch 
You --------------------------Decision Maker------------------Closing the Deal
      Executive   VP of Sales                         Competitor
       Assistant                                              Pressures

3rd identify… The Smart Line.  Collect information that will lead you to the heart of the solution.  Then draw the most efficient and effective line to the outcome you desire.  In the case of closing the deal example you will see how this works.  Interview one key person that is an influencer to the decision maker. This person would have a handle on the issues that are on the mind of the decision maker.   Let’s say the Executive Assistant is the influencer.  You ask the EA for help.  With the issues you have already researched, you clearly state that you have ideas but didn’t want to bother the decision maker until you were sure you had the right solution.  The influencer fills you in and becomes a partner in the solution.  You are then ready to go to the decision maker.

                PEOPLE                                    ISSUES 
                                                             Product
                                                             Launch 
You ---------------------Decision Maker--------------------Closing the Deal
               Executive
               Assistant                                                               

The “Smart Line” might not be the most direct path.  But when it’s well thought out, you will likely triumph with speed and fearless clarity.