by Dom Price
“Thanks for a fun day. I can’t begin to tell you how much it’s helped me.”
“Anytime bro. That’s what family are for. Glad we could be of assistance.”
In true Dave fashion, he’d not lied to Anne or Tony, but they hadn’t exactly provided the help they thought they had.
It was a fitting end to the day for Dave. He sat in his car staring into the rear view mirror, watching Anne and Tony pack the kids and accompaniments into the aging vehicle, finished with scratches and dents and equipped internally with a constant smell of rotting food and child sick. In the comfort of his sparkling clean European designed and manufactured luxury vehicle, it was mission accomplished for Dave. His plan had been relatively simple, he’d executed it with ease and the measurement was displayed on his face in the form of a massive smile and a look of confidence.
Dave’s fix for the day was a need for clarity. The diversion of trying to find a woman and prove things that he really didn’t care about had taken their toll on him and he’d started to lose his way. Similarly, he often found that in the lonely life of a successful career man, it was easy to spend too long peering up and naval gazing at the things you’ve not got. He’d corrected that today.
Dave reached for his phone as it rang, surprised to see that it was Laura calling. “Is everything OK Laura?”
“Yes boss. Just calling to see if there is anything you need me to do for your presentation?”
“Ah yes that. Erm, there isn’t you know. I think I’ve pretty much got it covered all the same.”
“OK sir. You sound a lot better. Chirpier. Happier. You must share your secret.”
“Sometimes Laura you need to spend a day with those less fortunate than you who are bereft with unwanted distractions. It can help focus the mind and reassure you that your path is the right one and only you control your destiny.”
“Wow, I didn’t know you did charity work sir. Good on you.” Dave chose not to correct Laura, the same way he hadn’t corrected Anne. There was a fine line between the truth, people’s interpretation of the truth, and a lie. Now wasn’t the time to bridge that gap.
“There are lots of things you don’t know about me Laura. See you Monday.”
***
Chapter Plan, Execute, Measure
***
Dave’s all encompassing rule of 3 had survived him well and served him even better. He didn’t care whether it actually worked or not; it was beyond that. The fact remained that he loved the structure of his rule of 3, and moreover he loved the fact that its success could be directly attributed to him.
Dave wasn’t one for fate or luck. He didn’t believe in failure as an option. Taking part was for losers. He’d even had an interesting battle on a CEC sponsored training course where the participants had been asked to listen to some French inspired chillout music and think about their goals, and to draw on these boards, how their approach was going to be different. They were called dream boards or something equally fashionable.
When it had come to Dave’s turn to present, the other small group of participants were beyond taken aback. They’d all followed the unofficial script of talking about building teams and trust, throwing around words like ‘empowerment’ without care for its meaning, and words like ‘advocates’. They’d also all committed the cardinal sin to a corporate junky like Dave, by listing their top 3 weaknesses and how they were going to work to manage those. Generally, the crap followed that they were going to enlist the help of others and “blah blah blah”.
Dave was relieved that their time had been and gone, and it was his time to educate them. It was clear to him that whilst he’d been drinking strong Egyptian coffee during the breaks, that they’d all consumed the cliché filled self help book.
Setting the tone was important. “So I think you are all wrong.” Nothing like getting people onside to warm them around to your way of thinking. “I put my goal at the top, not at the bottom. I’m not working down, I’m working up. You see, you all put your goals at the bottom of the board.”
The other 5 participants hurriedly looked around at each other and then their boards which were inelegantly up on the training room wall like a Van Gogh or Picasso.
“Anyway, the focus here is simple. My goal as you can see is SUCCESS. Along this side I’ve put the things that people think I need, which I don’t. You’ll notice they are all things that you think you need too. So we’ve got life coaches, mentors and counselling.” The facilitator was stunned. His words were ready in his head but they couldn’t make their way out to stop Dave.
“People without direction need a life coach. I have direction, and I need direction to be successful. People who are indecisive and don’t believe in themselves need mentors. Mentors are there to share the ideas that you have no commitment for and to drain innovation from you. Counselling? Not sure why people think that because we have high stress positions of responsibility that we might want to chat about how we were potty trained and spanked as children. I chose my path, and therefore I can have no complaints about the things I see along that path. If I do, then I have regrets and I shouldn’t be there. People who need counselling have regrets, and regrets make people weak. All with me so far?”
“Erm, your presentation was supposed to be 60 seconds only David. Can you wrap it up?”
“Trust me, the next bit is worth more than the rest of the course put together. So, it’s all well and good me telling you this, but information is useless unless you have the tools, techniques and equipment with which to deliver.”
The facilitator sat back. He’d lost his audience and his presence in the room was inconsequential. His years of psychology training and human resources experience were being humbled by a brash young man who spoke with such confidence that he was actually believable; even though he was wrong.
Dave pointed empathically at the other side of his dream board, to announce the arrival of the “rule of 3”. With the panache, charisma and honesty of a door-to-door salesman, Dave went on to give the audience the huge punch line.
“Plan, Execute, Measure is my rule of 3, and it’s not only got me where I am today, it will get me where I am going. And it will do so without life coaches, mentors, counselling or hours of self reflection.” Dave now turned his pointing towards the other attendees, in a way which made it look like more of a cult worship group rather than a business presentation of dreams and goals. With fear rather than admiration, they stared and focused on Dave’s words.
“I plan what I want to do to take a step closer to my goal. I execute on that plan. And then I measure how much closer it got me to my goal of success.”
Applause was close to following when Dave let them know that he wasn’t finished with a modest outstretched hand.
“But there is one key criteria that has to be acknowledged in those tools and techniques. Me, myself and I. I am responsible for achieving my goals, and I will reap the rewards.”
Dave took an unnecessary bow and returned to his seat, smugger than a multi-millionaire who’d just won the lottery again.
Ever since, the rule of 3 had worked for Dave, and replaced the need for fortune, or landing on his feet. If he did land on his feet these days, it was because he’d planned too. And in preparing for his presentation to Bill Hennessey, Dave wasn’t going to deviate from the structure that worked and that differentiated him from the pack.
Sat in his living room, less than a day before the big performance, Dave knew that these were crucial hours. His conundrum at this stage was about style. He knew more than anyone that he often performed best when he was put on the spot. In the moment, and asked to produce, no-one could compete with Dave for his natural flow, swagger and delivery. But the rule of 3 challenged that process and suggested that he should plan. “Maybe I could plan to be spontaneous” Dave thought to himself, tucking into another glass of red wine in the living area. In the back ground he had some relaxing classical music playing, in an attempt to remove all possibilities of any 80’s
music coming on and reminding him of the disastrous night recently passed.
His lack of creativity was frustrating him on this particular night, which bred a level of uncertainty. This was a sensation and state of mind that Dave didn’t tolerate, so it was time for desperate measures. He needed to access his source of inspiration. The post it notes around the house were sufficient for a general pick me up, but tomorrows presentation was pivotal in his surge to success, so he needed the big guns tonight.
Despite his rather vocal preaching to anyone who’d listen about his disdain for coaching, mentoring and guidance, secretly Dave did have someone he could turn to. Thankfully, his person gave him exactly what he needed, but as a precious resource, Dave was always careful not to deplete his supply for occasions that didn’t require it. Bill was sure to be a tough guy to present to, and Dave was certain that he’d know about the challenge that Big Nick had set him. Hopefully he wouldn’t know about Dave’s catastrophic failure to date on that particular mission. Yes, he was certain that his current need was such that the big guns were required. Thankfully Dave had someone who could provide him with the strategic insight, help him get focused and give him the confidence to absolutely nail it.
In position, and staring at his guru firmly in the eye, it appeared like a battle of who would blink first. Nothing was initially spoken. The eyes and the face conveyed the message of importance and the silence imparted the essence of respect. This wasn’t a time for friendly advice or some generic feedback. This was a time for cut throat honesty and barrier breaking inspiration.
The silence lasted a while, but was eventually broken. Like Obi-wan to Luke, the words of the mentor were firm, precise and encouraging. “You can do this Dave. If anyone can do this, you can.”
With the short session over, it was job done. Dave was happy with the words and advice he’d received. Satisfied and energised, he turned away from the mirror and exited the bathroom.
***
Chapter Boom Boom Ow
***
“David come in please. Make yourself comfortable. Jennifer, usual for me. Drink? David, would you like a drink?”
“Oh yes please. Thank you.”
“OKAY, you have to be good to be a CEO, but I’m not psychic. What would you like?”
“I’ll have a usual too please. I mean, whatever you are having. Thanks.”
Dave wasn’t used to being nervous, but he knew what was at stake here, and it was playing on his mind. He’d had a relatively sleepless night for him, and hadn’t quite got his mojo going yet today. He’d calmed himself down in the lift on the way up to the Executive Floor at CEC, and had felt back on track until he got to Bill’s office. The wait outside his glass office gave Dave a time to get nervous, which was compounded even further as he admiringly watched Bill tear shreds out of an unknown person on the phone. The entire demonstration was eerie. With the recipient not being in the room, there was no way of knowing whether they’d tried to defend themselves from the onslaught or whether they’d even survived. There was enough crimson and anger on Bill’s face to suggest a near death experience.
But in true leadership style, Bill transformed in the millisecond from ending the call to opening the door to his massive office which looked like a dedication to antique wood and trophies. He was beaming with a smile, and extended his huge powerful hand to shake Dave’s. His force and strength was such that he ended up shaking Dave rather than just his hand. Dave couldn’t help but think that Bill must have descended from a bear, as his booming voice echoed from his huge chest and filled the entire room like jet engines with the after burners on.
Dave was clever too though, and whilst he had respect for Bill, he wasn’t going to let this opportunity slip because of some idiotic man crush. Bill was the closest thing Dave had to a role model, but he couldn’t afford to be in awe of him. Bill was good, but he was also 30 years older than Dave, and Dave started to rebuild his confidence as he sat in the super comfy rocking leather chair. Dave wrote carefully and slowly on the post-it note in his head. “In 15 years, you’ll be working for me.”
“So David, let’s cut to the chase. You’ve done some good work for us over the last few years and your growth has been amazing to watch. I’ve heard lots of positive things about you, and I’ve chosen to ignore the odd negative comment about you too. We all know about the snipers that exist in a career like this. You’ve achieved a lot young man. But you are just that. You are a young man, and I need convincing, along with the rest of the senior team here, that you are ready for this next step. If you are, then you’ll overtake me as the youngest partner this firm has ever elected. And trust me; that is a big mantle to carry.
Dave was angry inside, but portraying ultimate calm. The suggestion that age had something to do with his eligibility for this role was archaic thinking and infuriated him. The entrance of Jennifer into the room with two decaf soy lattes gave him time to channel that anger, and put it to good use. “What was the leader of CEC Services doing drinking decaf coffee?”
“Thanks Jen. Now where were we? Ah yes, so if you were in my shoes young David, what would you do?”
Dave ignored his instinct to reply with “I’d start by stopping calling me young you patronising git”, thinking that as a start, it wouldn’t quite help him towards his goal. He had to stick to his plan.
“Well with all due respect Bill, I hope to be in my shoes but in your office quite soon. We’re operating in an environment now where the old school business rules have been so over publicised and documented, that they no-longer represent any form of competitive advantage. Education and ability are growing further apart, and innovative companies are working on the premise that to realise potential you have to release people potential. I’m not the finished article and I’ve never claimed to be. What I am, is bloody good at my job, committed to the cause and outstandingly successful. None of that is due to anything other than me, my drive, and my determination to be who I am and achieve what I can. If you allow me to fulfil my potential by removing the barriers to my success, then I will blossom and bring with it the rewards. If you wait for me to prove myself within the shackles of my current role, then you will lose the opportunity to harness that potential and inspire that drive. In my view, there is only one person who should determine whether I am ready or not, and that is me. I am the one who will have to wake up each day and face the challenge, and I am the one who will have to deliver on that promise. I know I am ready Bill. What makes it hard though, is the moving goal posts and changing expectations of different stakeholders who all have a say in whether I get the promotion or not. By trying to satisfy all of them, I’ll satisfy none.”
Bill paused and took a gentle sip of his drink. Dave was craving a fix after his high tension monologue, but the thought of coffee-free coffee and fake milk did nothing for his thirst. The intent look on Bill’s face gave nothing away. As he lowered the cup, a smirk developed which was joined by a small soy milk moustache.
“Well that is very impressive young man. I hope you see it as a compliment when I tell you that you definitely remind me of me at your age. Ambitious, motivated, buoyant and confident. Very impressive. And I hear what you say about the different perspectives of your eventual peers. So I’ll do you a deal. I can make their views immaterial if you are up for the challenge?”
Dave sat and waited. There was clearly a ‘but’ that was about to come out, but knowing Bill’s reputation, he’d dress the ‘but’ up as an opportunity and sugar coat it.
“I can’t disagree with anything you’ve said David, but that doesn’t make you completely right. You see, this company has foundations that go deeper than your personal drive and ambition. They are built of things stronger than determination. Potential alone won’t pay the wages.”
“Yeah, but...”
“David, David, David. Let me finish young man. Your eagerness will get the better of you one day. What I am saying is that you have the basis of what we need, but I still need you to show
me that you can perform at the next level. This company survives and prospers because our clients pay their bills. I need you to show to me that you can take advantage of your position within Food United Group and secure them as a CEC Services client for the next year. If you can, the job is yours. Forget all your other targets, statistics, key performance indicators and metrics. All of them gone and replaced by one. Make sense?”
“Yeah, but my stats and all my targets are well beyond expectations. I’ve nailed it. To be fair, I’ve done everything that has been asked of me and more.”
His protests were well voiced but fell on deaf ears. “The world is not entirely fair young man. Just like an investor shouldn’t buy into shares based on past performance, I can’t promote people on what has happened. You talk about potential yeah? Well potential is in the future, so you prove me to me that your potential has the strength and longevity that you claim by securing Food United Group, and your future here will be more than secure. This isn’t a barrier David, and nor is it a test. I want you to succeed, but I need you to show me that you can develop and maintain relationships. It is really a win-win situation.”
“Thanks for being so candid Bill. I have a plan already in place actually. What I was thinking was...”
“David. Ironic as it might seem given that I am the CEO of a boutique consulting company, but I don’t care what you do to achieve it. I honestly don’t care how you get there. A goal is a goal, and can be complicated by the ‘how’. I’ll make it clear to you; you get me Food United Group and I get you the title you deserve. Easy. Now my next appointment has turned up, so if you don’t mind.”
Bill stood and before Dave knew it, he was going down in the lift whilst planning his climb back up. With the target so clearly articulated, he should have felt great, but the magnitude of Bill’s request was bearing down on Dave’s shoulders. Food United Group was a huge organisation and one which CEC Services had been battling to get into for years. It looked on the brink of disappearing from CEC’s grasp, until Dave’s Dad had provided the introductions and the work had come up with Tim Parkin.