Is it really all that simple?…..YES! That does not mean it’s easy!!

Caring is simple…it’s just not always easy to do.

Understanding is simple…it’s just not always easy to do.

Serving is simple…it’s just not easy to do, and doing it with

Purpose is tough…plain and simple.

If we are to succeed at serving others to help them achieve their objectives then we need a unique blend of empathy, curiosity, and tenacity. We must be able to walk in their shoes and in their tracks and feel what they feel. We must have a driving desire to know more, continuously. We must be relentless in our pursuit of serving others to their ends.

We must dig in and have insightful exploratory dialog that is complex in its nature. We must confirm that we understand and are making a difference, that those we serve acknowledge. Our inquiry must, in its own, create new thoughts.

We don’t simply ask, “am I making a difference in serving you”. Instead we have dialog around the thought of “tell me HOW I can serve you to make a unique difference for your team”…and more, “tell me what I can do to serve you in completely UNIQUE way that you will value”. Simple questions that are handled by a “yes” or a “no” don’t bring value to the engagement.

This ALL comes down to the incredibly simple, and not easy to execute, Steven Covey principle….”Seek to understand before being understood”!

I really hope those words translate to all of the local languages that we are working today. It is a very vital concept of excellence in human interaction and most people fail so badly at it. I watch conversations all day long in various formats and medium. It is the rare case that I see participants in a conversation all battle to become the Chief Problem Solver. The best in class of those that lead and those that serve are those that “seek to understand”.

Yes, it really is that simple… and tough to do well!

OK, LET’S ROLL!...

Onward to doing the things that matter, even if they aren’t easy.

Mitch

Over the last many weeks we have covered the detailed perspectives of CUSP. I have been writing about it and talking about it for the last several years. It is a hope for you that this has all made good common sense and you are willing to dive in and “give it a try”. A reasonable outcome it seems. So just HOW do you start all this, and how do you turn on the “Care Greatly” switch? And where the heck is the big button that is pushed to launch my “Understand Deeply” mode?

Well… there are not either one of those magic answers for your disposal. Sorry!

This takes work, just like anything else worth your focus and time.

And interestingly all of this “stuff” is not what you DO… it is what you ARE, what you BECOME!

This comes down to the conversations that you have with yourself, and others, about how you are serving those that you choose to serve. How do you know you care? What shows that to yourself and those around you? Have you asked those around you how you come across when you are communicating with them? Do you feel empathic? How does that show? Do you REALLY listen? Or just prepping a response. You will know that you are really listening because you will find yourself no longer interrupting others as they are speaking, to get your point in. You are really good at listening when your find there is a bit of silence after the other person speaks before you step in. Try counting to 3 before you spit it out…that’s a tough one for us ALL!

How do you know you truly CARE? You can answer that one if you will spend some time whiteboarding…. Put it on the wall and look at it. Share it.

There is an old saying that includes the phrase “fake it till you make it”. You can’t fake caring. The world will know the truth. Got to mean this one, from the heart and soul. The reality is that you must “practice it…till you become it”. Given enough cycles of learning, it will become who you ARE!

So…don’t fake it, but do practice it…you WILL become what you practice!

And after a few thousand practices, you will MASTER it and make it part of yourself.

OK, LET’S ROLL!

10,000 practices and you will become the MASTER…or so they say.

Mitch

CUSP

Below you will find an email that I sent out to our Microchip WW Client Engagement team this weekend. I typically send an email to the global team each week. Most times I am referencing something with respect to the CSUP thread that has been covered here. The message below talks about a concept that our industry and the “sales teams” within the industry have battled, the concept has normally been called “attach”. Within Microchip we have expanded the idea and focused on a broader perspective that we have called Total System Solution. The message addresses a couple of the challenges that exist within this effort. Hopefully you can connect with the specifics of our little semiconductor world below.

OK, LET’S ROLL! Its movie time!
Mitch

TSS… The Good, the Bad, and the Ugly… (from movie history, well without the TSS part of the title that is).

The Good, the Bad and the Ugly (Italian: Il buono, il brutto, il cattivo, literally "The good, the ugly, the bad") is a 1966 Italian epic spaghetti Western film directed by Sergio Leone and starring Clint Eastwood as "the Good", Lee Van Cleef as "the Bad", and Eli Wallach as "the Ugly". This movie is credited with launching Clint Eastwood into stardom. Now if you don’t know who that is, I suggest a trip down Dirty Harry lane via the web..

But for the sake of this “movie” we will tackle the TSS subject in reverse order…

TSS…The Ugly, the Bad, and the Good!

Any well written story has a structure. In terms of a 3 act play they would be..

  1. The Setup
  2. The Confrontation
  3. The Resolution

So let’s tackle Total System Solution in that construct.

What is the TSS Setup? And why is it Ugly?

That is a trip down memory lane and a journey that started decades ago. It is a daily quest by many individuals in the “selling” process of semiconductors. In its early years it was simply called “attach”. You know, that infamous battle to get a client to buy more/different part types from us. For a couple of decades the “attach” battles and wars raged. Everyone selling, expected everyone buying, to buy MORE, MORE, MORE! Sounds reasonable. Makes good sense it seems. What the heck, why not? Why the heck would someone that we have been calling on for years not just simply by MORE of our stuff? That is what it is. Now why is it Ugly?

Well, the harsh reality is that for the last 30-40 years in our world, every electronic system manufacturer in every corner of the world has spent gazillions (that’s a lot) of dollars and applied a nearly infinite amount of human energy and time towards one key task. And that task is making decisions about every component level technology they would ever need and CHOOSING the vendor (folks like us) for that specific product or class of products. They built huge teams around technology analysis, manufacturability, quality, pricing, and dozens of other “score card” elements by which to guide their decision outcomes. And they did, they decided…recall the hundreds of pages of AVL (approved vendor list) that you have had thrown at you.

They made a huge investment in that decision making process and it sticks today as solidly as ever. In most cases these companies and their pool of product engineers, quality engineers, manufacturing engineers and all of their peers did a solid job and that process has stood up to the test of time. Sadly, those decisions are typically used looking forward at next generation of end client products as well as current manufacturing. They are hugely invested in the decisions that they reached and the choices that they made. Moving them from those decisions is damn tough (but it can be done ☺, more under the category of Good).

In the next act of our story we see the Confrontation. The Bad.

Here comes the challenge to all this. Our clients have spent a TON of money and energy that has enabled them to make sourcing decisions for EVERYTHING that they need, to build what they build today. Decided. Done. Documented.

This is where we have to have a solid grasp on the absolute fact that it is what we DO, not what we “sell”, that makes the difference in this entire discussion. AND, it is ONLY what we DO, that is acknowledged by the client as being UNIQUE, that matters at all. Everything else is immaterial, does not count, won’t make a difference. The Confrontation comes now in the form of caring greatly about the client, so much so, that we dig in deep and take the time to UNDERSTAND them better and differently than anyone else. It is that UNDERSTANDING that will allow us to paint a possible picture that reflects an outcome that matters to them that is different and better and enables THEM to CHANGE their thinking. We cannot change their mind, they can, with us as guides in that journey. We have to confront that challenge to change their thinking so that they change their beliefs so that they change their actions…. In our favor of course!!!

Constructive Confrontation!

Now, to the Good and the Resolution!

The challenge is substantial. Changing the way that people think is not for the feint of heart. You must have conviction that you are serving for the betterment of all. And you are!

There is ONE key to making this all happen. And it works well, because we see it all around us.

The one factor that drives the success of a client engagement at this level and under these circumstance greater than ANYTHING else is….

Subject Matter Expert Engagement!

We know this to be true as we have studied the data. You know it to be true because you have experienced the reality directly or indirectly.

Your maximized, structured, planned, use of SME’s makes ALL the difference. 3,4,5 times greater outcome happens in our client engagement metrics when we put the planned SME maximization process into gear.

This one “in process” variable MUST be in every discussion that happens about every client project that we manage. Amongst teams members, when in project reviews, at the over view level, directly with the client, in EVERY discussion, this one point must be critically focused on. Where are we today with SME’s, what is planned next, where are we also looking at going. All questions that need to be DRIVEN.

THIS IS HOW WE DRIVE GROWTH!

So… our closing act, the final part of the story…

Our clients have fully made their component decisions. We don’t go tell them they were wrong. We do engage with them and jointly make a unique difference that they acknowledge. We open up the door to change and help them take the steps through it to their benefit.

We do this through the EXTENSIVE use of SME’s (internal and external).

There is nothing more powerful than someone that has “seen the light” and found a new belief. You are that resource that can accomplish that and more.
The End!

Mitch

CUSP

Well,…at least with respect to PURPOSE and the very PERSONAL side of this whole discussion.

With 52+ years in the semiconductor industry, and the last 20+ deeply engaged in the global aspect known most generally as “selling” there have been “thousands” of wonderful conversations with truly talented people from all over the globe.  For the most part, when asked the following question the answer eventually comes back to a common answer.

The question…. “Dear “sales professional”… tell me why you do this job called selling, when every day you have to get yourself engaged, get involved with often times very negative situations, working many times with very stressed and self focused individuals, that many times center their interactions with you on all of the “bad” of the world.  NO is an all too common concept, and "can’t do" is a very common thread.  Why would you put yourself into that position constantly?”

Why do you do this?

Now, before I unveil the common concept behind the answer, let's dig into what makes people tick.

One of the many research pieces and bodies of work on the subject of what motivates people has been done by the author Dan Pink.  Check out any of his works and you will find excellence in understanding reality.  Check out any of his videos or writings… please.  From Wikipedia comes the summary of motivation as per Dan Pink…

To motivate employees who work beyond basic tasks, Pink argues that supporting employees in the following three areas will result in increased performance and satisfaction:

Of the three, PURPOSE, to me, strikes the biggest, loudest, chord of impact.

Enabling people to serve a BIG cause that makes sense to them, and that they can serve well within, and that their company also serves, is the most critical space of commonality that we can create and deliver.  AND the space known as “selling” can be the space that delivers just that.

So back to my question of the “sales people” conversations had over the last 20+ years….

The summary to all of the many versions of the answer is something like this… I do this job BECAUSE I LIKE HELPING PEOPLE!  Said a hundred different ways, they can all be rephrased as simply… BECAUSE I LIKE HELPING PEOPLE!  And it’s wonderfully true.

The most powerful elements are often the simple ones.  Our PERSONAL PURPOSE is as simple as it seems…I LIKE HELPING PEOPLE!

Easily said…now go out there and DO IT!

OK, LET’S ROLL!

Find someone to make a difference for today, intentionally!

Mitch

CUSP

Purpose has a number of meanings with respect to our service of others.

ON purpose, in this case, means doing something with very definite intent, not accidental, clearly planned and executed.

WITH purpose, in our thinking here means having very clear reasoning behind WHY we are doing what we are doing. This must be a perspective of what matters to the person we are serving.  NOT about us, clearly about the other person and their objectives.

We ended the last discussion about purpose with examples from Apple and the Naval Academy.  The organizational aspect of PURPOSE was pretty clear from those two examples.  While there are really no right or wrong purpose statements there are those that embrace the goal more completely.  In the world of Microchip, we have embraced the PURPOSE concept closely over the recent past and established our PURPOSE perspective.  It is…..

“Empowering innovation which enhances the human experience by delivering smart, connected and secure technology solutions.”

Let’s dig into it a bit….

It is client-facing…. “empowering innovation (theirs)”.  Big world aspirational…” enhancing the human experience”.  Specific to the needs that the client has in technology solutions.

In every case, the value that a PURPOSE has is that it brings together all of the strategies, tactics, and actions with a clarity of focus on how we serve our clients, our team; all those that we serve.  It gives us a way to ask the question about all things…” how does this serve the PURPOSE?

When tasked with creating clarity inactions, or strategies to create outcomes that matter, we can put the PURPOSE screen in place to make sure that what we are doing will serve it well.

All of this applies to understanding and supporting our own company’s PURPOSE… and it digs into how we can have conversations with those that we serve about the PURPOSE at the base of their own organization.  And if you want to get really deep into UNDERSTANDING a client you will work this same discussion into the personal PURPOSE of those that you are interfacing with.

For an organization to effectively serve it must have its WHY.  It must have a PURPOSE or it languishes in the quarterly report jungle of me too data.  PURPOSE as great power IF you give it legs.  It must be talked about, everywhere, all the time.  It must be the key measure of darned near every topic.  The question must be…” how does what we are planning benefit our PURPOSE?” It must have a “practical idealism” about it as a yardstick to measure the effectiveness of our processes and outcomes.

And that is just the “organizational” part of PURPOSE…. Wait until we get into the personal side of PURPOSE.  A lot of introspection will be needed and examined as we get into our personal WHY.

OK, LET’S ROLL….on to our personal PURPOSE!

Mitch

CUSP

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