Agreements Archives - Page 4 of 6

Can-do people

Can-do: Marked by willingness to tackle a job and get it done; characterized by eagerness to accept and meet challenges; a can-do kind of person; first Known Use of Can-Do: 1945.

Perhaps the most famous fictitious can-do American and cultural icon is Rosie the Riveter. Rosie represents the American women who labored in urban factories and replaced men who had left to fight in the Second World War. Rosie represented the ideal American laborer: loyal, efficient, patriotic, and pretty. Throughout history and up to the present, Rosie the Riveter is traditionally used as a symbol of women’s economic prowess and feminism.

Seldom does an American feel comfortable saying no to a customer, a boss or to a colleague. A no signals either lack of ability or lack of effort or both. Responding with a no to a request leads to that person – customer, boss, colleague – turning to others for assistance. And that means a loss of business.

Westinghouse Company’s War Production Committee commissioned Pittsburgh artist J. Howard Miller in 1942 to create a series of posters to boost public support for the war effort. The “We Can Do It!” poster came to be associated with “Rosie the Riveter.”

Nike Inc.’s “JUST DO IT.” trademark normally appears alongside the Nike logo, the Swoosh. Nike’s share of the domestic sport-shoe business rose from 18% to 43% from 1988 to 1998.

IBM’s slogan is a playful use of IT as in Information Technology and the pronoun “it.” The slogan boasts competence and forward movement in the world of technology.

Dell Computer’s slogan advocates for seizing the day, or “carpe diem,” and exploiting it. It argues for deriving more function and greater satisfaction from the present moment.

Arrested Development

The American television show Arrested Development which aired from 2003 to 2006 and was revived in 2013, follows the story of a wealthy family that recently lost their money in a scandal involving the family’s real estate business.

In the first episode Michael Bluth becomes CEO and President of the Bluth Company after his father is arrested for crimes involving the company. Immediately all of their assets are frozen, and they have to get by with very little money. Most of the family moves into one house together, and Michael sells their car and jet in order to have a little money.

Despite their sudden loss of funds everyone except Michael tries to keep living extravagant lifestyles, and whenever Michael finds out about his family’s excessive spending and low-income, he tells them ‘no.’

For example, Michael refuses to buy his brother Gob small items like desk lamps or frozen bananas, and he doesn’t support his career as a magician. He also refuses to let Gob live in the family house, and tells him that he can’t live in the family boat or at the company office either.

Whenever Gob has ideas about the company (most of which are illegal) Michael tells him no. When Gob tries to escape from prison by jumping from a balcony (around 30 feet in the air) onto Michael to break his fall, Michael also tells him no. And this is only a small sample of the times Michael tells Gob no, not to mention the numerous times he uses this word with the rest of the family.

Despite his efforts to help save the family and their business (and turning down good job offers to do so) his constant ‚no’ keeps the family from appreciating him. The other members of the family often describe him negatively, calling him such things as selfish, robot, and chicken, and at one point, Michael and his sister Lindsay discuss Michael’s helpfulness:

Lindsay: “You’re, like, the least charitable person I know.”

Michael: “I don’t do anything for myself; everything that I do is for this family.”

Lindsay: “You don’t do it for us. You just do it because you love being the guy in charge, because you love saying ‘no.’”

“Don’t jump on me!”

Accept, Adjust

People are different. At one extreme are colleagues who are reluctant to enter into agreements, but when they do are highly reliable. At the other are those who enter into agreements quickly, and with the best of intentions, but are all too often less reliable. Most people are somewhere in the middle.

Follow-up allows people to account for, to accept, to adjust to each other, to the fact that some people are more reliable than others. Or, put more acceptably, some people need to be reminded more often than others that they have obligated themselves to do a specific thing, by a specific time.

It is an art form in the U.S. to follow up in a way which does not imply that the other person is unreliable: in a brief, informal email; with a quick phone call; “bumping into” the colleague in the cafeteria; always mixing a little small with big talk.

America is a nation of immigrants, perhaps all with their own understanding of what makes up an agreement, what it means to enter into, maintain and fulfill one, including how to know if the other party is “still on the ball.“

Ask !

In May 2014 John Barrows – a sales trainer for companies like Salesforce, Box, LinkedIn, Marketo, Zendesk – posted the following advice on follow-up in SalesHacker:

Question: How do you follow up effectively with a potential client without being annoying?

1. Ask for guidance on the best way to follow up with them while adding value and not being annoying. You know who does know how to effectively follow up with the client The client. Ask them.

2. Ask what their preferred form of communication is and if they will respond. This is different than asking them about the best way to follow up. This is about their preferred form of communication and getting them to commit to a level of responsiveness. I literally ask people – “what is your preferred form of communication moving forward here? Is it cell, e-mail, text?”

3. Make sure you always end each conversation with a clearly defined next step. It kills me how often I see sales reps get off the phone after a good conversation with a prospect without a clearly defined next step scheduled on the calendar. The easiest time to get a commitment on a next meeting is at the end of the meeting you just had.

4. Summarize your conversations and get written confirmation. At the end of every decent conversation, I always send an e-mail that summarizes what we talked about and asks for their confirmation.

5. Always have a reason to reach out and never just call to ‘touch base’ or ‘check in’. I am on a personal crusade to get ‘touching base’ and ‘checking in’ out of the vocabulary of sales professionals.

Add value. Don’t annoy.

Deadlines

The word deadline was first used during the American Civil War to describe a line which, if a prisoner crossed it, could result in the prisoner’s death. Even though most deadlines today won’t end in murder, Americans still feel that correlation when talking about a deadline, and they tend to treat it like a life-or-death matter.

Deadline: a line drawn within or around a prison that a prisoner passes at the risk of being shot; a date or time before which something must be done; the time after which copy is not accepted for a particular issue of a publication. First known use was in 1864.

Examples: She worked on her composition right up until the deadline. We had to hurry to meet the deadline. The project was completed a week past its deadline. The deadline for submitting college applications is April 19th. They’re working under a deadline.

Deadlines and recovery from missed deadlines are so important to Americans that many job interviewers specifically ask applicants to describe a time that they missed a deadline and how they recovered from it. If you type missed deadline into Google, you’re immediately bombarded with self-help websites describing how to recover from a missed deadline.

In 2013, the Prince George’s County school system lost $1.4 million of state funds when it failed to approve school construction contracts within their two year deadline. Although the school district was very close to approving these contracts, no extension was given, and the money had to be returned.

First-mover advantage

First-mover advantage is gained by the first significant player in a market segment who gains control of resources that other participants in the market cannot match. Amazon had a first mover advantage over Barnes & Noble. Amazon maintained its advantage by partnering with Borders and extending product offerings into apparel, electronics, toys and housewares.

Rarely is a project, large or small, completed within schedule, within budget and meeting fully, much less exceeding, the specifications of the customer. The business world is seldom that simple. In the American business context quality is more likely to be sacrificed than schedule or budget. Americans expect products and services on-time, and at the price they agreed to. Quality – in the sense of completeness – can be made up for with extra effort.

When it comes to that magic triangle – schedule, budget, quality – the first two usually trump the third, in the U.S.

Trump. A card of a suit any of whose cards will win over a card that is not of this suit —called also trump card; a decisive overriding factor or final resource.

General George S. Patton

General George Smith Patton Jr. was born in California in 1885. From an early age he heard stories about his war-hero ancestors who fought in the American Revolution and the Civil War. Intent on following in their footsteps, Patton attended Virginia Military Institute and the U.S. Military Academy at West Point.

George Patton fought in his first battle in 1915 at Fort Bliss along the Mexican border during the Border War. He also served in France during WWI, where he became one of the leading experts in tank warfare. During WWII Patton served as a general, commanding the 7th U.S. Army in the invasion of Sicily and the 3rd U.S. Army during the French invasion.

Patton was considered one of the most successful combat generals in U.S. history, and his apparent battle-lust earned him the nickname “Old Blood and Guts.” A harsh commander, he was once almost discharged for slapping a soldier whom he thought was behaving cowardly.

He was known for making quick decisions, and once famously said “A good plan violently executed now is better than a perfect plan executed next week.”

“Neither snow nor rain”

On July 26, 1775, the Second American Continental Congress appointed Benjamin Franklin as Postmaster General to organize and run the Post Office Department – the predecessor of the United States Postal Service (USPS).

The USPS has a reputation for always completing deliveries on time. Its unofficial motto comes from an inscription on the James Farley Post Office in New York City, which reads: “Neither snow nor rain nor heat nor gloom of night stays these couriers from the swift completion of their appointed rounds.”

In fact, postmaster was considered to be such an honorable title that two postmasters went on to become President of the United States: Abraham Lincoln and Harry Truman.

External Factors

Decisions are not made in a vacuum. American decision-making allows itself to be influenced by external factors. External customers, company-internal partners, suppliers, changing management priorities, budgets and manpower all can have impact on individual decisions. American decision making aims to be market-driven.

Market-driven in the U.S. means making decisions based on the market‘s rhythm. If necessary, Americans will skip over steps in their decision making approach.

To turn on a dime: To take a very tight turn, used especially for a vehicle; to change direction quickly. A dime is the smallest in size of American coins.

Experience: To encounter or undergo (an event or occurrence); to feel (an emotion); practical contact with and observation of facts or events; the knowledge or skill acquired by such means over a period of time, especially that gained in a particular profession by someone at work; an event or occurrence that leaves an impression on someone (a learning experience).

Down and dirty: Americans are not perfectionists. The goal is seldom the optimal decision, but instead the most effective decision under the given circumstances. Often timely decisions, even if suboptimal, are the best decisions. They can be corrected.

Roommate Agreement

On The Big Bang Theory, an American television show about a group of physicists and the girl next door, two of the main characters share an apartment together. In order to ensure that things run smoothly from the beginning one of the roommates drafts a roommate agreement that outlines all of the rules by which the two characters will abide.

Additionally, anytime there is a change in the characters’ status (for example, if one of them starts dating), this roommate will write a modified version of the agreement to accommodate the new arrangement.

However, the second roommate hates having a fixed list of rules, and rather than being a way to solve disputes, the roommate agreement actually becomes the source of many arguments.