Which is More Important…

Today’s decision, or tomorrow’s decisioning?

It’s like the old analogy:

“Catch them a fish and you may feed them for today…

teach them to fish and they will not go hungry.”

Would this not apply to decisioning? Many of us believe that if we could only get through this one decision (a biggie), then we could relax and kick back only to find that the next one in line was even bigger. Ouch.

Like the fishing parallel, if somehow we were taught effective decisioning, then the process could carry us through this day and the next. A continuing problem is that we have grown (or digressed) into an activity pressured society that hardly allows us the time to learn, re-learn or stay with a subject long enough to create a new MO (modus operandi) or habit.

We would think that that with all of the digital gadgetry at our disposal, this job would get easier. On the contrary, all the technology seems to make the process more confusing because of chocking volumes of conflicting information from all sources.

What’s a body to do?

One remedy…to adopt a simple decisioning process, and then discover the specific information that supports it. The challenging part of this is will be to decide that a process will help you, and then, finding the process to adopt that fits you.

Shortcut: Zillion Dollar Thinking

Since there are several references to the ZDT MODEL in this blog, we won’t bore you with repetition. The main point here is that the four steps of the MODEL point to one real opportunity. The base and first step of the structure is the “due diligence or discovery stage.”

If this step is not properly satisfied, then all the remaining steps will be faulty. So, here is where one could put all the digital information to work in filling this blank. Search engines have gotten very smart and are target data sensitive.

Using digital data discovery (of the facts) makes this process efficient, effective and time saving. We contend that the reason that many people are hesitant to adopt a new process is because they believe that it cannot be done without a huge complicated transition. The solution here is:

Simplify…Simplify…Simplify.

The benefits so outweigh the relatively small effort. Go fishing.

As always…you decide.

Discovery   Commitment   Solution   Action

Zillion Dollar Thought

“One hundred and twenty drops of water are needed to fill a teaspoon…maybe a zillion drops to fill the ocean?”

Which Came First…the Device or the App?

On the surface, that looks obvious, but in this decisioning process, the designers were definitely living outside the box. They knew that technology breeds technology. They also knew that the devise would be the vehicle, but the apps would be the passengers. They where thinking volume and the law of large numbers.

So, when the final decisioning came due, it was a parallel to the consumable or perishable model of marketing. Tires, toilet paper, light bulbs, fresh food, batteries among a zillion other commodities, need to be refreshed or replaced. Oddly, apps are shifting into this category. How many of us remember life before air conditioning?

Could that be our sentiment in 2020: Life before apps? Who knows, we may be in a virtual society dodging drones (an app for that?).

Consider Today’s News:

“Apple's iTunes App Store team has had its hands full since the marketplace launched in 2008. The process of reviewing, approving, and denying every app that attempts to find its way to the store is undoubtedly a tedious and trying process. That makes today's announcement that the company has approved its 500,000th app a particularly stunning achievement.

App store developer Chillingo, along with app review gurus from 148Apps and Chomp, have put together a massive Facebook infographic detailing the journey to 500,000 apps. The statistical picture, (which you can check out from the attached link), reveals several interesting figures, including the top app store sellers of all time and total value of every app on the store.

http://news.yahoo.com/s/yblog_technews/20110524/tc_yblog_technews/apple-approves-its-500000th-app-but-do-you-care

Apple's app totals are far and away the largest of any mobile marketplace.”
Question: Could an app tsunami be on the horizon?

Just think…today, one devise…with 500,000 apps (and multiplying). So, which is more valuable…the devise or the apps?

ZDT Author’s Comment:
Where else can this model be applied? Could be your ticket?

You decide.

Discovery   Commitment   Solution   Action

The Wisdom to Change Your Decision

It’s one thing to be deliberate and painstaking in making your original decision. It may be even harder to have to re-decide.

Several things could cause you to re-think your decision. But, ignoring the obvious or not considering the consequences of forging ahead in denial could prove to be a big mistake. Think on these categories:

Personal Character

Let’s suppose that you had exhausted what you believed to be more than adequate due diligence on an individual. And, you were satisfied that you had come to the best conclusion/decision about them. But then…a confession, discovery or revelation surfaces that completely reverses your judgment.

Numerical Miscalculation

As an example, while you are in the discovery phase of attempting to buy a business, you realize that there are volumes of numbers, and therefore loads of opportunity for miscalculations. You or your advisors find errors. Some could be unintentional, but some could be otherwise.

To pursue the transaction without total clarity on either brand of the truth could prove costly, but action must be taken. Re-decision is on the table.

Intentional Misstatements

Some call this dishonesty. Some (in politics) say “misspeaking.” The key word here is intentional. Once you realize that the other party is deliberately lying, the real issue going forward is the seed of doubt that anything being transacted or stated is truthful e.g.“lie in little…lie in much.”

Conversely, when the lying party believes they can be exploiting and continue to get away with it, they seem to know no boundaries. As personally painful as that can be, you realize going forward in that light is truly a waste of time and energy.

Saving Face

How many decisions go unchecked in order for one or both of the parties to avoid humiliation? How costly is saving face? Is thicker skin the real issue?

ZDT Author’s Comments:

Blatant lying, bogus numbers, concealed character flaws or saving embarrassment are but a few of the decisioning traps that can cost you money, relationships or maybe even your life. In all, re-deciding is not to be taken lightly. It’s better to admit to a mistaken conclusion and fix it, than to have to live with it from now on.

Question: How far are you willing to go once the barrier of trust has been broken?

As always…You decide.

DISCOVERY   COMMITMENT   SOLUTION   ACTION

You’ve Decided? What about Them?

Chances are, you have already decided on decisioning (especially if you have been following this ZDT Blog). If not, this post may be a “twofer?” The reason this is timely is because of the gravity of the decisions that will need to be made within the next couple of years, and you only have one vote.

That said, like any other center-of-influence movement, it starts with you, but continues all the way out to your full constituency. That is how we leverage our position individually to others (and their vote…and their own constituency...on and on).

But, many times when folks want to get on their soapbox about anything, they do so more out of emotion and bias. If that is true, in order to help you consider a more objective and deliberate approach, here are a couple of steps you may try before you attempt to influence your audience.

One:
Create awareness of the issue with facts. Some call this the due diligence or “homework” phase. The reason this step is vital is because everyone has a device (aka SmartPhone) that allows them to fact-check most anything at anytime. So, if you are not dealing with the facts…you had your shot, and you may as well put the gun back in the closet for another day (and, you are back to one vote).

Two:
Once you decide to truly influence your audience, you will need to measure your commitment. You will meet with resistance (sometimes hostility). So, before you fold your tent and limp home, you may be better served by structuring a support group to back you up. They can also serve to keep the encouragement quotient strong while in battle. And yes, they will need the same level of commitment to the cause that you have.

Three:
Look for a model. Nothing will move your process and spread your influence faster than having a transferable model that everyone can agree to and uniformly execute on a repeatable basis. A model is also much easier to recruit to (your team). Again, using your digital devise, there are zillions of models to be searched. The key will be to find the simplest, most understandable and compatible structure that will help you communicate the message. The more effective this model is, the wider the capacity to build and influence your audience.

Four:
Don’t wait. If the next election of 2012 is one of your targets, it will be here before you can imagine. But conversely, know that those who will be in the hunt are already highly active, with detailed plans, targeted audiences, money, influence, market information…in other words…not haphazard in their preparation. They are ready for the battle. Question is; (if you have seriously made your decision) are you?

All of the above could have cost considerable time just a couple of years ago. But, thanks to social networking sites, countless digital apps, and the blog community, most anyone can be connected and influential with just a few clicks. How hard is that?

Hopefully, this post has motivated or encouraged you to some degree. Could be that you may forward this, as a challenge, to someone you would consider to be in your group. See what happens…just may be the spark.

As always…you decide.

Discovery   Commitment   Solution   Action

Deciding to Make that Sales Call?

Various responses:

“If I had to pick a round number, I would say that for B2B solution sales the cost is between $200 to $300 per meeting, and higher with air travel, hotel and other expenses.”

“Twenty years ago, I did precisely this exercise as National Sales Manager for a small B2B industrial computer manufacturer. Five sales managers covering the US, making $100K at quota, a year’s worth of data/reports. Result: about $230 per call. Late 90’s (complex control software) the result was over $400 per call.”

“I was asked this question and thought I'd post it here to see if anyone could help with the answer: Do you know what the average cost of a pharma sales call is? I heard a number at HCEA Summit this week of $1800 per call. I replied: I haven't heard numbers that high, more in the $600-$800 range. Maybe if you add free lunch for the staff and/or AWP of samples dropped off, it could be that high.”

Additional Calculations

Now, search it and then average the average, and you will find that the range is about $350 to $450 per call in the last couple of years. One thing is certain; it will be a moving target. A few things will change that dynamic. First, the cost of gas and jet fuel is going through the roof to keep increasing pressure on the cost equation. Next, technology apps, video-conferencing and social networking are changing the game of initial introductions and early qualifications. Additionally, with the increasing cost of maintaining a sales force, more territory and selling calls will need to be covered with fewer sales reps. Not to mention the pressure/cost associated with compliance and product expertise of sales reps in specialty industries…to name a few.

Why is this timely?

The need will not go away: Hard economic decisioning about standardized systems, zero defect planning, buy-in of essential stakeholders, consummate focus, and efficiency (if that weren’t enough)…

ZDT Author’s Comment:

From similar data sources, these stats say it takes 4.08 personal sales calls to close the average sale. So, for averages sake, $400 per call X 4 calls per close equals $1600 to gain the deal. And, that’s breaking even. Now, what is the profit margin and how many deals in the selling year will it take to keep everyone happy?

The reward could be that fully embracing this challenge may make you fall back in love with this unique profession (because it will be difficult). Ignoring it will almost definitely spell doom…it’s all moving too fast.

Again…you decide.

Discovery   Commitment   Solution   Action

“Win-Win…Wins”

The MODEL Approach

As the resident Estate Planning Specialist within one of the industries largest firms, I never knew who the retail broker might bring to our doorstep. Many times it was the client alone, at other times, it could be the client’s entire entourage.

The point was that I had to be prepared for most everything. I needed a track, standard or model that I could use repeatedly and consistently regardless of who the audience happened to be. With their substantial volume, it would have been impossible to constantly re-invent the wheel, or shoot from the hip.

Phrases like buy-in, permission marketing, value-added, accountability factor, positive negotiation, due diligence, suitability on and on…had to be considered in the design of our approach. The main goal was that whatever transpired we would all walk away with a “win-win” sentiment…a tall order.

The primary driver was to shift the paradigm from an atmosphere of selling (the standard transactional relationship) to one of decisioning (based more on mutual understanding and trust). The consensus was to be consistent in our delivery and explanation of how we operated, and to first get total agreement to our process before there were any mentions of product or service.

The MODEL steps in order:

1- Discovery (Due Diligence)
2- Commitment (Buy-In)
3- Solution (Suitability)
4- Action (Execution)

As each step was explained, we re-enforced that we would need agreement on each category or (from decisioning methodology) we had no right to proceed. So, it became clear that our communication relationship was built on trust and verification.

In other words, we built this introductory interview around a “win-win” theory from the start. And, with the considerable average net worth of each potential/established client, it was vital that we did not injure any prior relationships with their retail rep. This approach proved to be highly successful. I was in that position 10 years.

Take away from this experience?

What worked from these fast paced, high dollar and compliance charged meetings could work in most any other similar setting e.g. large firm, small agency or single operator.

Again, the goal is to establish your model, gain agreement to it one step at the time, and deliver it first in every single interview. Develop it to the point that no matter what the buying decision is…your process is seen as indisputable professionalism.

That’s a ‘win-win”…you decide.

Discovery   Commitment   Solution   Action

Zillion Dollar Thought

"Want a Zillion Dollar pay off?
Solve a Zillion Dollar problem."

When is a Blog a Diary?

During his two terms as the 40th president of the United States, Ronald Reagan kept a diary where he recorded, by hand, his innermost thoughts and remarks on the extraordinary, historic and day-to-day events of his time in office.

The Reagan Diaries provide a striking insight into one of this nation's most important presidencies and sheds new light on the character of a true American leader. Whether he was in his White House residence, his study or aboard Air Force One, each night Reagan wrote about the events of his day. Often, that included his relationships with other world leaders like Mikhail Gorbachev, Pope John Paul II, Mohammar al-Qaddafi, and Margaret Thatcher. He also penned the remarkable events that defined that era…from his first inauguration to the end of the Cold War, and from the Iran hostage crisis to John Hinckley’s assassination attempt on his life.

Reagan's personal thoughts were kept in 8 X 11 inch maroon leather books. The president was disciplined in keeping them current. His writing style was clear and concise, sometimes using abbreviations. He often referred to Democrats as "Dems," for example.

“The diaries are amazingly composed, clear and chronological. They show a man, a chief executive, with an extraordinary degree of objectivity. There's very little vanity or self-importance in these diaries.

From a historical perspective, when Reagan took office, the Soviet Union was sensing the risk of war. By the time he left office, the threat of nuclear war was becoming a memory, as the Cold War was coming to an end.

Domestically, Reagan left a strong legacy. He led to a resurgent belief in the power of the individual, competition in business, and private initiative to solve domestic problems. Such successes were no accident; Reagan worked hard. His executive ability along with his tireless work habits are well defined throughout his diary.”

Various Diary Quotes:

Fri. March 13:

“The Rev. Jesse Jackson announces he's staging a march on Wash. Mon. demanding help for Atlanta in this 19 month tragedy of the murders of black children which has so far numbered 20 with 1 missing. Atlanta has a financial problem due to $100,000 a month overtime for police. What Jesse apparently doesn't know is that we've already given Atlanta about $1 mil. and have roughly 40 F.B.I. agents in there on the case. Today I went to the press briefing room and read a statement detailing this & then announced we were giving another $1 1/2 mil. & that V.P. G. Bush was going personally to Atlanta.”

Wed. Feb. 11:

“Intelligence reports say he Castro is very worried about me. I'm very worried that we can't come up with something to justify his worrying.”

Tues. Jan. 27:

“Ceremony on S. Lawn to welcome hostages home. Thousands of people in attendance. Met the familys earlier. Now we had in addition the familys of the 8 men who lost their lives in the rescue attempt. One couple lost their only son. His widow was also here. I've had a lump in my throat all day.”

ZDT Author’s Notes:

Of course, being the President of the U.S. grants a legitimacy and audience that few will ever enjoy as a writer or author. But, Reagan’s consistency, honesty, candid delivery, bravery and willingness to share with the world such insightful information and sensitive thought is unparalleled.

I would hope (personally) that his example with these diaries and entries will serve as a lofty standard for those of us who are attempting to share our stories (via blogs) on a world stage (WWW) with the hope that we can influence our audiences in some small but lasting fashion.

The question remains: “When is a Blog a Diary?

You decide.

Discovery   Commitment   Solution   Action

Thinker Toys

Radica gives the classic 20 Questions parlor game a high-tech twist. The palm-sized 20Q device will start asking questions that can be answered by pressing buttons that read "Unknown," "No," "Yes," or "Sometimes." By the 20th question, it will generally know your answer. The toy contains a database with thousands of target words. As you answer questions, it uses artificial intelligence, fuzzy logic and psychographic profiling to zero in on the word and, many times, a decision.

That's a scary measure of brainpower for a $10 toy.

“Handwriting Recognition, Artificial Intelligence, Fuzzy Logic and wireless gadgets are hot at the Toy Fair. They can recognize handwriting, receive wireless data from TV shows and read minds through artificial intelligence. “Kids live in a high tech world so, now their toys are going to be high-tech."

Fuzzy logic

Is a form of algebra employing a range of values from "true" to "false" that is used in decision-making with imprecise data, as in artificial intelligence systems.

It is logic based on the concept of fuzzy sets, in which membership is expressed in varying probabilities or degrees of truth — that is, as a continuum of values ranging from 0 (does not occur) to 1 (definitely occurs). As additional data is gathered, many fuzzy-logic systems are able to adjust the probability values assigned to different parameters. Because some such systems appear able to learn from their mistakes, they are often considered a form of artificial intelligence. Applications include expert systems, self-regulating industrial controls, and computerized speech- and handwriting-recognition programs.

Artificial Intelligence

Artificial Intelligence (AI) is the area of computer science focusing on creating machines that can engage in behaviors that humans consider intelligent. The dream of smart machines has become a reality. Researchers are creating systems which can mimic human thought, understand speech, and countless other feats never before possible. The military is applying AI logic to its hi-tech systems, and certainly in the near future, Artificial Intelligence will impact all our lives.

Psychographic Profiling

As a profiling marketing term; it is a combination of psychology and demographics that makes the marketing responses of those groups different from those of other groups. Understanding a group’s psychographic profile and its relationship to its neighbors is a critical component of high tech marketing.

ZDT Author’s Note:

Like all of the other RED FLAGS that are being floated out there to attract and influence the impressionable minds of our children…these devices need to be taken seriously and carefully monitored.

As always…you decide (this one is for the kids).

http://www.usatoday.com/tech/news/2004-02-17-toy-fair-tech_x.htm

Subjective Decisioning: New Gadgets

More Gadgets That May Help You Make Decisions

What if you could have all of your questions and decisions answered for you?
What if you rest your brain, and turn over the thinking process to a decisioning gadget? It may be stimulating, but it can also be down right spooky. Technology can be fun, but there will come a point when... Here are a few: (Please note post and credits)

Answer Me Jesus and Answer Me Buddha: Anyone who has ever used a Magic 8-Ball knows that the answers you receive are extremely vague. The Answer Me Jesus and Answer Me Buddha are slightly different, and if you ask the right questions you just might receive some guidance.

What Would a Ninja Do? What Would Bacon Do? Take one of these folders to work and give the dial on the front a spin to find out what a ninja or a piece of bacon would do in your situation. Kicked or fried?

Weedja Board: It's like a traditional Ouija board except this one specializes in contacting stoners for guidance from beyond the grave: e.g. "Hey Uncle Jerry…What do you think…Doritos or Donuts?"

Electronic Rock, Paper, Scissors: Sure you could play a traditional game of Rock, Paper, Scissors, but you still have to decide on a strategy. This electronic version eliminates even that small bit of decision making by choosing your hand sign for you.

Magnetized Executive Decision Maker: Many of your toughest decisions are made at work. This little device can help you climb the corporate ladder virtually stress-free. Just give the pendulum a push and wait until it settles on an answer.

Dartboard Executive Decision Maker: If you want to have a little more fun with the decision making process, this clever dartboard version of the executive decision maker is a witty alternative.

The DeFIBulator: This handheld unit claims to separate the truth from the lies by measuring stress, tension, excitement and variations in a person's voice. If the device believes the person in question is lying, the horns and nose of the “Demonochio” character on the display will grow. It can even be hooked up to your cell phone so you can conduct covert interrogations. Rumor: The creative team may be developing a vibrating app.

iPhone Bonus: If you have an iPhone, there are a few apps out there that you can use to help make decisions on the go.

UrbanSpoon: With the UrbanSpoon app you can set a geographic location, genre and price point for a meal then give the phone a shake to find a place to eat. The process can be as random as you want it to be which is great for people looking to try new things.

Magic iBall Deluxe: There are a number of 8 Ball apps on the iPhone, but the best is undoubtedly the Magic iBall Deluxe. It's your basic 8-Ball experience, except this version allows you to switch between responses like classic, weird, Zen Positive and Negative. It also allows you to customize the style of the 8-Ball itself.

ZDT Author’s Note:
Please review our ZDT post dated February 12, 2010 “The Magic Eight Ball.”

In all, interesting gadgets…but hopefully, our younger (and older) generation will not take these seriously enough to substitute them for the real thing.

For the full article, references and credits:
Sean Fallon: Thank Giz It’s Friday
http://gizmodo.com/#!5031909/10-gadgets-that-help-you-get-answers-and-make-tough-decisions

The Election Effect

Are we stating the obvious? Maybe the better question is the “decisioning effect.”

In essence, a vote for anything is a decision. It is also a powerful responsibility because it not only affects our own life, but generally many others. Your one vote can essentially turn the tides of history (Search: “famous close elections by a single vote”).

We will have another pivotal election before we know it. The campaigning has already started. Several things are at stake, but there is one glaring issue that will override all the rest. It’s really not about parties any more. It is about ideology. So, connecting the vote (decision) to the event will mean that we will be deciding on competing ideologies, fundamentals and beliefs.

Many will call it politics…Scary.

The unknown issue in all of this is what will happen between then and now to try to recruit our decision. What will be our standard? What will we do to get ready for that decision?

Here’s where we could apply the four steps of the MODELTM System:

Discovery: We still have time to investigate, scrutinize, examine…in other words perform serious due diligence on the one’s we think we want to consider and decide upon. This is the area that generally separates the “herders” from the “discerners.” There really are no alternatives.

Commitment: This is the step that is vital, but is generally ignored or overlooked. But, what really needs to be committed to? Yes, the candidates at some level…but what about your own set of beliefs. Here is where you can commit to your own values and ideals. Then, if the candidate or issue does not match your own template…you still have the time to re-think it. Our individual commitment to this process is the differential. It may be our last hope. This will be a battle of ideals.

Solution: Look back, and see how you/we got here? Look back, and see what the trend has been? Look back, to see how you came into your own value system? Look back, and then look ahead.

Action: Simple. It’s now or never. Considering where we are headed, this may be our last free election, and with it could go our freedom to decide on any future ones, and maybe everything else. So, the actions we will take right now are absolutely critical.

Conclusion:
Decide with this in mind: “Don’t let the polls, talking news-heads and politicians fool ya.”

Discovery   Commitment   Solution   Action

Should You Become an “Expert of Discernment?”

Taking Common Sense to a Higher Level

If not how…what?
If not you…who?
If not now…when?

Discernment is the “the act or process of exhibiting keen insight, prudent judgment and wise decisioning.”

Here we go. The political, partisan, and herd leaders are in full swing. For the next several months, we will be smothered with town halls, debates, interviews, ads, promotions… ad nauseam. The various candidates and promoters will be constantly in our face.

Are we stating the obvious? Maybe so, but look at all the trends and signs. Now, look at the effects/results of our past decisions. It’s hard to believe we are in this position and condition, and even harder to believe we would continue to fall for all of the same things, same lines and same people repeatedly. So, in deference to our general wisdom as a people…it continues to look like we all need help, direction and re-thinking.

We all need discernment.

From a Worldly Perspective:

As you search this subject you may well ask: Is discernment only reserved for spiritual applications? Everyone will have their own opinion about that, but by any other name, what is the substitute. And, where is the actionable example? The key for all of us is to be able to discern good from evil, truth from lies, real from false, authentic from fake, judgment from naivety, on and on.

Summarily, true discernment is much preferred over no or wrong discernment. It’s that simple.

From a Biblical Perspective:

"I, Wisdom, live together with good judgment. I know where to discover knowledge and discernment. Proverbs 8:12

In fact, it proved to be wise to even ask for wisdom:

1KI 3:9 "Therefore give to Your servant an understanding heart to judge Your people, that I may discern between good and evil. For, who is able to judge this great people of Yours (without discernment)?"

Wisdom, judgment, knowledge…discernment, all are interactive with each other. The opposite would be herd-minded, uninformed, uncalculating, simple-minded, gullible, thoughtless and clueless…to name a few.

Wouldn’t it be great if we could simply order up a healthy dose?

Or, what if we were born with great discernability? But, look at the two in the garden who started it all. They could have used way more discernment because their decision changed the course of the world as we know it.

So, it is a fact that discernment is specifically learned, adopted and taught rather than arbitrarily or passively absorbed.

No matter where you come down on the importance and application of this subject, it will not go away. And, the wisdom and discernment we will need to survive the future will be universal.

As always…you will decide.

Discovery    Commitment    Solution    Action