I still can't remove from memory how a highly respected Plant Manager asked one of his Sales Reps if he could tour the customer's plant that was using a proprietary, customized product the Plant Manager's plant was producing. When asked why the request, he replied...

Who your organization pursues and develops as customers determine what your company will look like two and three years from now. Who we pursue is who we sell, and the direction is more important than the speed. 

On a recent plant managers conference call, I asked, "What do you systematically measure and report to a department?" Too many key managers believe they've "done their job" - if their company's work is - acceptable to their customers - and on-time re. delivery. I equate that to "Showing-up."

For years I’ve encouraged account executives and estimators to provide their customers with meaningful options on their letters of quote whether or not their customers requested it. A quote with surprising options can lead to customer discussions that put you in charge of winning that work.

We are being reminded that "Freedom isn't Free." Most of us are unaware of the personal price most of our "Signers of the Declaration of Independence" paid. The price these men, their families, and many other men and women have paid for you and me to have the choices and freedoms we are allowed.

We must relearn to cooperate and compromise – and clarify the rules of a God-fearing society to solve our collective problems, or we are on our way to losing our democracy. It's not just about what I want. Inflation does not appear to be the total problem, though it certainly is a part of the problem that's being created.

Pay and benefits are important. But a "Positive Atmosphere" and "Genuine Goodwill" are impossible to fake or compensate with only pay. Do your homework, and don't just "play" with good suggestions and ideas; put them into action.

Few of us know the depth of benefits we enjoy from sacrifices by those who have gone before us. More recently, earlier decisions from our leaders, designed to avoid tough decisions, did not deter our adversaries, but rather emboldened them to pursue their ambitions.

A treasured client recently lost two key employees, that if an "Employee Survey" had been administered, problems in the ranks would most likely have been uncovered – and hidden problems - allowed to be addressed.

One of my biggest fears is that our nation's adversaries are not listening so much to "What our leaders say - in front of the cameras" but instead are taking meticulous notes on "What our leaders do!" Our friends, our blood-brothers in Ukraine, this Holy season, are reminding us that freedom always comes at a price.