“The Shibumi Strategy: A Powerful Way to Create Change” by Matthew May (Jossey-Bass, $19.95).
Shibumi (n.): the Zen-like feeling of clarity, balance and connection to the task at hand or the world itself. Using a business parable backdrop, May describes how unexpected setbacks can unleash the power to make good things happen.
The protagonist, Andy Harmon, lost his sales manager’s job when his company closed. Not wanting to move his back to the big city, Andy takes the only sales job available in Twin Falls — straight commission, new and used car sales. He’s got one month to prove himself. Grady, the dealership’s owner, shows Andy the ropes — starting with a week learning the backroom. With only three weeks left to make a sale, Andy feels the pressure. Adding to it is the realization that the sales “team” competes for business from the same customer base (i.e. the citizens of Twin Falls) and they’re experienced.
The service manager introduces Andy to Hoshin Kandri. This Japanese phrase involves setting a strategic direction and aligning short-term and medium-term tactics that lead to the achievement of long-term goals. Lizzy, Andy’s wife, focuses him on his Shibumi moment: Connecting with people and meeting their needs was the real vehicle that Andy has to sell.
His Shibumi strategy took shape: Talk to the women’s book club about automobile safety and maintenance; talk to the Rotary Club about financing alternatives; talk to the farmers about their vehicle and equipment needs. Connect prospects with other businesses whose services they may find valuable. These other businesses would, in turn, refer prospects to him. Instead of chaining himself to a desk and phone at the dealership, he went into the community every day. Andy became the top salesperson by approaching the market in a different way. More importantly, the people with whom he dealt saw him as their go-to-person for far more than their next car.
Shibumi strategy helps you find the upside when you’re upside down.
“10 Make or Break Career Moments” by Casey Hawley (Ten Speed Press, 13.99).
Seize the moment. It’s all about communication. When meeting someone, there are three possible ways to communicate: effectively, deer in the headlights and foot in mouth. In Hawley’s #1 moment, the presence of upper management, subordinates often don’t recognize it as an opportunity to make a good impression. They adopt a say-nothing, deer in the headlights approach fearing foot in mouth. Guess what? It does say nothing.
That’s not the way to make a great impression. What is? Become a “man on a MISSION”: Milestone, Individual contribution, Speeches, Self, Interesting nuggets, Opportunities, Neighborly talk. Encounters with those on higher rungs don’t just happen. You know when you’ll meet them; check your meeting schedule. Prepare to make an impression the same way you prepare for the meeting’s agenda.
MISSION identifies potential icebreakers. The Milestone, Individual and Speeches defrosters deal with managing the higher-ups through sincere flattery. By referencing things they’ve done, you show that you recognize why they are where they are.
“Self” means be you, not BS. Savvy managers easily spot phonies. Once you get that label, you’re toast.
“Interesting nuggets” speaks to information they might find useful — not information about the company. Opportunities ask the “what’s next” question; managers like to talk about the future. Neighborly talk; talk about the community. If you know their hobbies and interests, you can create small talk around them.
The other nine key moments offer just as much solid advice.
Jim Pawlak is a nationally syndicated book reviewer.
