January 27th, 2012
“You do not have to be rich to be generous. If he has the spirit of generosity, a pauper can give like a prince.” – Corrine U. Wells
Bill Gates is donating $750 million to the Global Fund to Fight AIDS, Tuberculosis and Malaria. The Global Fund provides mosquito nets in malaria-stricken zones, and medication to AIDS patients in poor countries. Bill’s donation will help The Global Fund continue work during the downturn of the global economy.
It’s hard to imagine being able to give away $750 million. Or even $750. We may wonder if our small donations make a difference. We want to help others, but think we don’t have the means to do so.
But small donations and small gifts do make a difference. When 10 million people donate $10, the result is $100 million. That’s a lot of money.
But helping others doesn’t have to be in the form of money. Nor do gifts have to be extravagant to be significant. In the last week, I’ve received some amazing gifts:
- a running shirt
- a nice dinner with new friends
- timely words of encouragement
- a hug
I don’t know any billionaires. But I know some very generous people.
Tags: generous, gifts, impact, love, Mark Fallon, The Berkshire Company
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January 25th, 2012
“A little impatience spoils great plans.” – Chinese Proverb
This week, we started working on a project for a new client. It will require analyzing a lot of data – millions of lines of data. Our analysis will provide the client accurate projections on how much money they can save by changing their systems.
Some people on the team have definite opinions on what changes the operation should make. I listened to their opinions, but wouldn’t say whether the ideas were good or bad. Instead, I told them, “We need to follow the process, analyze the data, and then make decisions based on that analysis.”
Then I received some preliminary information on one part of the project. I immediately seized upon this one sliver of data, and started making calculations. In about 5 minutes, I had drafted several alternatives for my client on a piece of paper.
But that analysis followed a shortcut that ignores the mountains of data we need to sift through. It’s a bad methodology that relies on assumptions, not facts. It’s not following the process I’ve used in the past to help my clients be successful.
I crumpled up the paper and threw it away.
Tags: facts, Mark Fallon, process, solutions, The Berkshire Company
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January 23rd, 2012
The best executive is the one who has enough sense to pick good people to do what he wants done, and self-restraint enough to keep from meddling with them while they do it. – Theodore Roosevelt
One of my favorite leaders in the mailing industry is Wes Friesen from Portland General Electric (PGE) in Portland, OR. I always enjoy reading Wes’s articles and attending his seminars. No matter what subject he’s discussing, Wes always stresses the importance of the people involved. Technology, processes, and documentation are important, but it’s the people who get things done.
Last week, I had the opportunity to visit PGE’s print and mail facility. Although Wes was my “official” host, the visit was run by one of his supervisors. Mike explained what had changed since my last visit. At every workstation, he took the time to introduce the people responsible for that area.
We ended the tour in the employee breakroom, where they also hold their daily huddles. Last year, they started a “Peer Recognition” program, where employees can recognize their co-workers publicly for something that occurred the day before. It may be catching an error, helping load paper, or covering during a lunch break. Some days, this may add 10-15 minutes to their daily meeting. However, the improvement in employee morale has been tremendous.
Many speakers will talk about how critical people are to your organizations. Few leaders actually create a culture that reflects the importance of their employees.
Wes is one of those leaders.
Tags: inspiration, leadership, Mark Fallon, morale, positive, team, The Berkshire Company, Wes Friesen
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January 18th, 2012
“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” – Stephen Covey
Quickly – write down the top 10 people/goals that are most important to you.
Now, look at your schedule for today. For this week. For this month.
How much time are you dedicating towards those people and those goals?
Saying something is important doesn’t make it so. Our actions reveal what is truly important.
Tags: action, goals, Mark Fallon, negative people, The Berkshire Company, time management
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January 13th, 2012
The following excerpt is from “Marching Orders, January 2012”, by General Raymond T. Odierno, Chief of Staff, United States Army.
Leader Expectations
- Have a vision and lead change.
- Be your formations’ moral and ethical compass.
- Learn, think, adapt.
- Balance risk and opportunity to retain the initiative.
- Build agile, effective, high performing teams – inspire excellence.
- Empower subordinates and underwrite risk.
- Develop bold, adaptive and broadened leaders.
- Communicate – up, down and laterally; tell the whole story.
Tags: change, communicate, empower, GEN Odierno, inspiration, inspire, leaders, Mark Fallon, team, The Berkshire Company, United States Army
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January 11th, 2012
“Achievement is largely the product of steadily raising one’s levels of aspiration and expectation.” – Jack Nicklaus
A similarity shared by my coaches is their requirement that I track my actions – sales activity, training runs, speaking engagements, etc. I maintain spreadsheets that record both what I planned and what I accomplished.
During my coaching sessions, we discuss what went well and what could have been better. Then we start talking about my next set of goals. The new goals aren’t based on maintaining my performance, but improving my performance. Steadily increase and improve my sales activities. Run further faster, without injury. Develop and improve speeches to engage the audience.
This has turned into a perpetual improvement cycle – act upon goals, monitor and measure behavior, review results, set new goals. Repeat.
And don’t stop.
Tags: coaches, goals, improvement, Lisa Magnuson, Mark Fallon, Mark Murray, persistence, running
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January 9th, 2012
“There are a lot of people who are healthier at age fifty than they have ever been before, because a lot of their fear is gone.” – Robert Elwood Bly
This year, many of my friends and I will turn 50. While some may claim that it’s just another year, it certainly seems imposing when it’s directly in front of you. It’s also freeing.
The best part of getting older is letting go of fears that used to hold me back. I have fewer reservations about:
- talking to strangers
- trying something new
- standing up for my beliefs
- posting a photo of myself in a silly situation
- telling people I love them
I’ve already experienced the worst possible results from my attempts at these tasks. Embarrassment? Sure. Tears? A few. But the best possible experiences – new friends, helping others, being loved – far outweigh these minor pains.
I wish I knew this when I was younger.
Tags: fear, love, Mark Fallon, The Berkshire Company
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January 4th, 2012
“Passionate people get things done. Passion for doing what you’re called to do resonates in every fiber of a true leader…Passionate people energize other people and build enthusiasm…enthusiasm is contagious.” - Leonard H. Roberts
I thought they would understand. After all, it was the Postal Customer Council.
I was telling the group about W. Reginald Bray (1879-1939), the subject of a book I’d just finished – The Englishman Who Posted Himself and Other Curious Objects. I explained how Bray had studied the postal regulations, and then decided to challenge the British postal authorities by mailing different unwrapped items – a bowler hat, a turnip, his Irish Terrier, and yes, even himself (via registered mail). I tried to vividly describe the great images and photographs in the book.
At one point, one of the members interrupted me and said, “I’m getting a little frightened by the excitement in your voice right now.” That brought a good laugh from the group, and reminded me not everyone would be as enthusiastic about Mr. Bray as I was.
But I was talking about a book. A beautiful book. A history book. About the mail. How could I not be enthusiastic?
I believe in the power of passion. While not everyone may share your passion about a subject, you should be proud of your enthusiasm. Passion, combined with effort, can produce amazing results. In work and in life.
Even in the mail.
Tags: books, enthusiasm, mail, Mark Fallon, passion, The Berkshire Company
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December 30th, 2011
“The thing that is really hard, and really amazing, is giving up on being perfect and beginning the work of becoming yourself.” – Anna Quindlen
This Sunday is special. Not only is it a new day, it’s the beginning of a new week, and a new year.
With the New Year, many of us will be making resolutions. Most of those resolutions are focused on self-improvement – weight loss, physical conditioning, reading more, etc. Some goals we’ll achieve, and some we won’t.
You may decide that you want to be a better mother or father, sister or brother, daughter or son. You may decide that you want to be a better manager, leader or employee. You may want to improve your performance as a bowler, golfer or runner.
Whatever your goals, remember this – you are already the perfect “You”. There is, and there only will be, one “You”. Everything else is just part of the roles that you play – at home, in the workplace or among your friends. Those qualities can be improved, but who you are is wonderful right now.
Your uniqueness is something to celebrate. Every day.
Tags: beginnings, goals, Mark Fallon, New Year, resolutions, The Berkshire Company
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December 28th, 2011
When I’m not traveling, one of my favorite spots for lunch is Harry’s Restaurant in Westborough, MA. Harry’s is an old-school diner complete with a wonderful decor, great menu and hearty meals. And a fantastic wait staff.
The waitresses at Harry’s always greet their customers with a smile. Even though I visit less than once a month, they always remember me. They know I start with a glass of ice water, and usually order milk with my lunch. Several ask about my running and what’s my next race. They also know that I can be tempted by a piece of pie with coffee for dessert.
The “real” regulars get even better attention. The waitresses address customers by their first names, and ask about their spouses and children. And grandchildren. And their dogs. It’s a neighborhood restaurant, even though people drive miles to get there.
The food is good at Harry’s, but the waitresses know it takes more than good food to make a great meal.
What are your customers hungry for?
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