When you choose to get angry OR EVEN with someone who doesn’t care, you are simply a dog barking at a lamppost.

A friend recently shared with me his rage, frustration and bitterness about his dealings with a group of faceless bureaucrats who had basically done the dirty on him financially and commercially.

He runs his own business.

They are employed by a monolithic and largely non-accountable organisation.

He became more and more animated as he shared his plans for revenge, which included refusing (on principle) a large and lucrative financial offer.

“I’ll show them – I’ll tell them where to shove their offer!”

Really?

Reality check please.

  1. The lamppost can’t hear the dog barking;
  2. The lamppost wouldn’t give a shit if it could hear;
  3. If you arm-wrestle with the lamppost, the lamppost will never budge and you will eventually get tired;
  4. Even if you bite or piss on the lamppost, it still doesn’t know or care;
  5. On-lookers think the dog is barking – mad that is;
  6. It isn’t an attractive leadership characteristic.

So my coaching advice was to focus on the bigger picture – the strategy of his business and personal development plans. Accept the offer and get on with things.

People spend far too much time barking up lampposts as well as barking at each other.

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Knackered

Heading for home after 8 consecutive days of work that began what seems like an age ago with a flight to Luxembourg last Saturday.

My last 24 hours with the team from Elmsleigh House Dental Clinic at Middle Aston House in Oxfordshire was a fabulous end to this tour of duty.

I’ve worked with Tim and the crew for well over 10 years – and this is undoubtedly the best team he has assembled – full of talent, intelligence and appreciation of what has to be done to let the patients “experience excellence”.

I’ve been a little dubious about organised team activities over the years – all that “cross a river with a paper-clip” stuff felt a bit old-hat and corporate – but congratulations to the team at Middle Aston, who fed us marvellously well, smiled throughout and presenting an entertaining Friday afternoon of outdoor pursuits that had us racing around the estate like demented marathoners, laughing out loud frequently and having to pool our resources to come up with solutions to challenges.

A complete “win” as a bonding exercise, reflected in the dinner and drinks last night that ended at 03:00 (ouch) after much wonderful conversation.

Tim has created a tribe of long-serving members and recent additions, whose intellectual grasp of what’s needed in his business was apparent during numerous chats, then demonstrated loud and clear in this morning’s conference room session on brand standards and behaviour.

I’m delighted that the opportunity was taken to announce the promotion of the talented Cat Dingee from Ops Manager to Managing Director of the Clinic – well deserved. Cat has evolved into this role with outstanding skill. Tim Caudrelier and I are looking forward to working closely with Cat to develop the business over the months ahead, as EHDC becomes a new member of the 7connections Top 20.

So I’m tired and happy this afternoon – more than ready to get home to Annie and the pooches, looking forward to my Saturday night cook-in.

Tomorrow a day of rest, fresh air and preparation for another 6-day week to follow.

I have to admit that, since my return to work on 4th March, I’ve probably been over-doing it in a lot of departments – eating and drinking to start with, work a close second.

During the next 7 days I’m going to have to talk with Phillippa and possibly restructure my calendar for the next few months to try and squeeze a bit of down-time into proceedings. Annie and I have seen very little of each other since the end of January – and that’s just not fair. Time to take some of my own medicine.

For now – bring on the rib-eye and red wine this evening my lovely…..

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Another 05:00 start and day 6 of 8 days on the road and away from home. Thursday always seems to be the morning that hurts the most.

I loved this Antarctic Memorial on the quayside of Cardiff Bay as I ran yesterday morning.

From this location, Captain Scott set off for his last expedition and the grey skies and blustery wind seemed an appropriate setting for the stark, white tiles of the statue.

The expression of this fictional explorer resonated with me – the gritty determination to never give up – no matter how harsh the conditions.

To push through the pain.

The belief that “it will not last forever”.

Scott may not have made it to the end of his journey but the heroism of his team became a symbol for those with fading hope in terrible conditions.

I often meet with people who are carrying what seem to be immense burdens and I’m honoured when they share them in confidence with me.

You and I have felt the same weight at some times in our lives.

I feel that, in future, when I’m experiencing “the pain” – I will look at this photograph, remember what the memorial symbolises – and hunker down to finish the marathon of life.

Off for a run around the streets of London shortly and then another extremely busy day of client meetings and a working dinner with a great friend – I’ll be back late to my hotel room.

I know that the people I meet today will inspire me and remind me that I am very lucky to do what I do, when I do it and with whom. Tom Morris’s definition of “True Success”.

If you are carrying a burden today – remember that it never lasts forever – it will end – push through the pain.

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The successful habit of reading

I read Wired magazine every month and have done for years. The optimism is infectious and the glimpses of our technological future inspiring.

I read Intelligent Life magazine every quarter because, frankly, its intelligent, beautifully written and gives me a broad overview of the arts.

The iPad editions of both are stunning.

I read business books to get better at what I do professionally and to pay forward to my clients.

I read novels to escape into other people’s lives, appreciate what I have and stimulate my imagination.

I read history to contextualise the present and understand the sacrifices that have been made by others for their beliefs.

As an only-child I learned to educate and entertain myself through the written word (and the comic) from a very early age.

As well as the usual Marvel and DC characters, I would spend my 9 pence a week pocket money on Classics Illustrated, who took every major work of fiction from the last 500 years and converted them into what would now be called a graphic novel, without the panache of an Alan Moore but providing a fast-track to literature for a working class lad from Manchester.

Nowadays I read almost everything on my iPad Mini or an old Kindle for when I’m sunbathing.

My favourite authors and writers now are:

  • Orhan Pamuk
  • Haruki Murakami
  • Iain Banks
  • China Mieville
  • Cormak McCarthy
  • Seth Godin

You can follow my reading list on Goodreads.

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Over the weekend it was a big surprise to travel with British Airways for the first time in a number of years.

Here is what I liked:

  • fast and efficient check in at LHR T1
  • easy transit from Paddington
  • super spacious seats and big jets
  • happy smiling people
  • complimentary refreshments
  • the announcement that we were free to use portable electronic devices (phones and tablets) during take-off and landing to read and/or listen to music, provided Airplane Mode was enabled

Beats the hell out of endless Flybe journeys around the UK and Ireland and my recent Luxair crossings to Luxembourg.

Last night, some beautiful views of London at sunset as we approached.

I could get used to this…

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At work in Luxembourg

It has been a real education to see Restaurant Lea Linster in operation both Saturday evening and Sunday lunchtime, with over 45 covers at each sitting.

The team here are true professionals and the synchronicity with which each course is prepared and served is exhilarating to watch.

As one of the most famous restaurants in the region, standards at all times have to be very high, whether it is the food, wine, service or environment. The clients are investing in a 5-star experience and nothing is left to chance.

To see the kitchen and restaurant team working together to simultaneously serve 30 people the same course has been a real privilege. A dance in which every step choreographed to perfection.

The metaphors for other businesses, our own, our clients, are obvious – about getting it right and sending the clients away as ambassadors.

Part of my brief here is to help develop 21st Century marketing and CRM systems but, even based on simple Word of Mouth, the business thrives as people from 3 countries travel to experience the unique atmosphere.

I am watching everything that happens here very closely and thinking constantly about how transferable all the ideas and systems are into our business and yours.

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How long does it take to secure a patient/client?

There is a story that, in the 1960’s, Chiang Kai-shek, leader of the Chinese Republic was asked what he thought was the effect on society of The French Revolution 1789-1799?

His reply?

“Its too early to tell.”

In this 21st Century of ours we have been indoctrinated to think about the short term as a nano-moment.

The long term in business planning seems sometimes to have been redefined as “within the next 12 months”.

Results have to be instant:

  • “we tried a newsletter once but it didn’t work”
  • “we have been running Facebook for 6 months but it hasn’t generated any new patients yet”
  • “our advert isn’t working”
  • “I’ve told my reception team how to do this once but they still won’t do it”
  • “we printed referral cards but the associates won’t hand them out”
  • “you’ve been coaching us for 6 months now and sales are still static”
  • “that last customer didn’t buy anything”

Football managers come and go on the basis of a few results.

Governments are required to offer themselves for re-election long before any economic policy can become effective.

Apple train us to “need” new devices every two years and feel like Luddites if we don’t upgrade.

Consider then that today I am visiting a dentist in Leeds who first heard me speak in 1996 and decided before Christmas that it was time to get Chris Barrow in for the day to help plan the next 5-10 years.

The catalyst in this case is a proposed practice refurbishment and the magic “50th birthday”, encouraging him to think about the next decade.

He has been following my “stuff” for 17 years before making a purchasing decision.

Interesting that two of our new clients in the last quarter of 2013 were the same, having first connected with me similarly in 1996 and 1997 respectively.

About you….

Consider not just the existing patients in your database (who have an established level of trust already) but their family, friends and colleagues.

Consider also all the people who came to see you but didn’t buy.

Do you keep them in a database and do you periodically tickle their interest with real life stories of other patients whose lives you have transformed?

We spend so much money trying to get “new names”, when we have a vast reservoir of people we have met before.

“No” rarely means “no, never” – it most often means “no, not now” – and in marketing it is essential that you keep in touch with those people, waiting patiently for the day when their circumstances and/or core values change and they are ready to call you.

There are people who will have woken up this morning, having had enough of their existing smile and desiring a new one.

The catalyst can be a retirement, a divorce settlement, an adverse comment from a grandchild, the sale of a property, an inheritance.

Will they call you (because you kept in touch) or start looking around all over again?

17 years from speaking gig to a day’s coaching – not bad eh?

I’m in this for the long term – how about you?

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So – on the 17:43 from Colwyn Bay to Newport, arriving at 21:15 then hopefully a short cab ride to The Hilton for some kip before my first visit with a brand new member of my Top 20 Club tomorrow.

I know I keep harping on about the wonders of train travel but I firmly believe that selling my car last year and reverting to public transport was one of the best decisions I have made in recent years.

I have to admit that I miss the company of Jon Barrow, who valiantly drove me around the client base in 2012 but his job as marketing co-ordinator for 7connections has now reached such epic proportions that we simply cannot waste his time ferrying me, even though he was such a hit with the clients (and their teams).

I will have completed around 5 hours on trains today, following my first client visit of the year with my friend Trevor Ferguson and his team at West End Dental Clinic in Colwyn Bay – but I don’t mind because it allows me to keep on top of the emails, the content creation and the project work.

Really good to jump on a Go To Meeting with JB, Tim Caudrelier and Karl Taylor-Knight this morning (first time this year) and have a bit of a giggle as well as dealing with the serious stuff of a busy month ahead.

My own coaching practice within 7c is getting close to full (close to – so keep the enquiries coming in) and it will soon be time to look at how the other fee-earners in 7connections can do the same – as well as continuing our exploration of how we can help clients virtually, rather than Elvis having to be in the room (even though Elvis loves it).

I bumped into Chris Potts while out running early this morning (which I often do, walking his lovely labrador, Ben) and we exchanged New Year best wishes and quick catch up on each other’s progress.

I’m so glad to see Chris looking well and busy after being caught in the BKH apocalypse, for which I will always feel partially responsible.

Chris is one of the nicest people I have ever met, in or out of dentistry, and deserved better treatment then he received towards the end of our failed business venture. He has been gracious enough to continue as a friend and that speaks volumes for his character and integrity.

It was very strange to leave home for work this morning – after 2 glorious weeks where I have been able to work in The Bunker and share dog walking duty with Annie, as well as an occasional working coffee with Jon B and my eldest daughter Rachel who went back to Queen Mary’s a few days ago.

2013 was one of the best Christmas and New Year breaks I have enjoyed for years and, once the liver has recovered and the paleo nutrition has been fully restored, I expect to be feeling as fit as a fiddle by the end of January.

Do I enjoy all this business travel and 100+ nights in hotels every year?

I miss being away from home – of course i do – but this is who I have always been – a road warrior since my 40’s and accustomed to it.

It remind me of all the emails that begin with “I know you are busy but…..” and the social media posts that comment “I don’t know how you do it – at your age.”

Do what? This is normal – I’ve been busy since about 1970 and I get things done.

Although Annie doesn’t like me being away for more than a couple of nights – she does enjoy the first two – a chance to catch upon some of the TV favourites that wouldn’t float my boat and also (I bet) some long phone chats with friends. There may even be a odd soak in the bath by candlelight with the TV on her iPad Mini – it has been known – she is so decadent.

I’m deep in the throes of my dryathlon – so when i do finally get to my hotel room tonight, it will be straight to bed (too late to eat) – a bit of a read (working my way through Crime & Punishment at the moment) and up early for a run, social media and brekkers before my new client picks me up from reception.

I’m so looking forward to meeting a new team tomorrow – I have noticed that his PM has been checking me out on Linkedin – I wonder what she is expecting? 😉

One more observation – I’m working with an extra 25 or so clients this month on the Get Your Year in Gear programme. The first few days are about reflection – highs and lows of the previous years, strengths and weaknesses, tolerations.

I am privileged to read (very confidentially) these documents – and I have been humbled in the last few days by the honesty with which the members of this temporary community have opened up and shared their hopes and fears.

I truly wish there was a way I could share them all with each other – and with you – so that you could see how much we are all duplicating our experiences.

We all think we are on Planet Me – population one – and then I read the same stories over and over again:

  • not enough hours in the day to get everything done
  • not enough time at home
  • not enough earnings in spite of long hours and risk
  • not enough fresh air and fun
  • not enough self care
  • not enough control over money
  • not enough appreciation from their team
  • not enough self-confidence

So many of them are beating themselves up.

I wrote to one of my clients the other day, who was bemoaning his shortcomings – and quoted to him the words of Tom Whittaker, who I was privileged to meet at Everest base camp in April 1998, during his third and successful attempt to become the first disabled person to summit the mountain.

After his safe descent he emailed a phrase that has stayed with me all my life – through all the ups and downs:

“I prefer to be defined by my abilities, rather than my disabilities.”

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Something happened at yesterday’s funeral that got me thinking.

During the reception at The Axe and Cleaver in Dunham Massey, 2 photo-albums appeared, full of family shots dating back to the 1940’s.

If perused, an almost complete journal of Ethel’s life and that of the extended Broome and Barrow families at that time. 

We amused ourselves by putting adult names to baby faces and guessing locations.

In all, probably no more than a hundred photographs from a life well lived. Photographs painstakingly taken, developed and mounted.

Three points:

  • since 2003 Annie and I have amassed a collection of over 9,000 photos which I constantly struggle to decide where to store (my hard drive is longer big enough). On a spare hard drive? On Dropbox? Via one or more of the on-line services such as Flickr, SmugMug, Picasa? The reality is I have used them all over time and there are various collections of the same photos scattered around the cloud.
  • That’s 9,000 photos in 10 years and I suspect that the count for the average PC, tablet and smartphone user could easily be the same. All easily taken and stored with cameras and devices that do all of the work for us.
  • Back at home I was prompted to open an old briefcase that contains photos accumulated by my late parents (see above). I’m a little embarrassed to say that said briefcase has remained unopened in a corner of The Bunker for 2 years – well in the “round to it” department. In here are memories of not just my parent’s lives but also some of their close family – and my own childhood. My father served in The Royal Navy in the early 50’s and I know that in there he has some astonishing photos of naval visits to the early Gulf States – before the oil.

My final thought was thus:

What will be doing in 70 years from now when a family member passes?

What will be the 2083 version of passing a battered photo album around at the pub?

Will the technology that we use now to store photos in the cloud be obsolete – and, if so, will my 9,000 photos have been lost in an unusable hard drive or a portion of the cloud that died along with a defunct server many years before?

What form will the domestic museums of the future take?

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It has been a rare privilege today to re-connect with many of the Barrow family at the funeral of one of my Dad’s 4 siblings – Ethel Broome.

Her son-in-law Peter shared with those assembled a short history of her long and well-lived life, telling us of her early childhood, adventures as a singer with a dance band (we arrived to the sound of the Glen Miller Orchestra), hardships during WW2, life in working class Manchester, raising two daughters in Longsight, just a few streets away from my own parents – and a holiday trip to Australia in the early 70’s that turned into a 30-year residency in a Sydney suburb and the construction by husband Frank of a dream home by the beach.

After Frank’s passing in the late 90’s, Ethel returned home to live in our area and became a close friend and fellow traveller with her younger sister Brenda Nolan.

In the 60’s, the 5 adult Barrow siblings would regularly congregate on a Saturday evening at their parent’s (Joss and May) council house in Wythenshawe, South Manchester.

The living room would be blue with cigarette smoke, beer and Babycham would flow freely and marathon games of cribbage would take place – the evening usually ending with a sing-song (even a dance or two).

New Year’s Eve was always at Joss and May’s house and legendary.

I was one of 8 cousins who would be taken along – supplied with lemonade and crisps and despatched upstairs to play until we slept, to be eventually carried out to cars in the early hours.

Mavis, Catherine, Johnny, Audrey, Jean were the older cousins (teenagers), myself, Christine and Paul, the younger kids, frequently at the receiving end of some friendly victimisation by our elder cousins. David Nolan was not yet born.

Christine Nolan and I were born 2 weeks apart in 1953 and quickly became joined at the hip on our nocturnal adventures and Barrow family car outings on Bank Holidays to such far-flung and exotic places as Trentham Gardens, Blackpool and Lyme Park.

Although my father was a serving police officer at the time, I’m sure that he often drove us home in the early hours with a skinful inside him – not attractive but common in those days.

Today my Aunt Brenda told me today that she was at Ethel’s side when she passed on 5th December.

Ethel had been suffering from dementia in the latter months of her life and, in the final hours, Brenda sat at her side, holding hands and just being there.

As the final few minutes approached, she began to quietly sing some of the favourite family songs from those Saturday evening gatherings.

Ethel opened her eyes at the sound, looked at Brenda with clarity said just two words – “happy days” – before smiling, sleeping and passing peacefully within a few minutes.

Happy Days indeed.

Today I had the opportunity to take Annie and my son Jon to meet some of these family members for the first time.

Some of the old cousins were able to be together again for a few hours.

Audrey, Jean, David – it was lovely to see you (and your children!).

Christine – you are a soul-mate. Its 6 years since we last met (at my mother’s funeral) and we just picked up and carried on laughing from where we left off.

You would not believe some of the stories we shared about what family members have been up to – if I wrote a book it would be considered too far-fetched.

We were never a quiet family and today was no exception – I think some of the mourners at the reception may have considered us a bit too jovial?

I know Ethel would have been delighted.

She would have laughed along with us and occasionally replied to a request for a drink with “I’ll have a half.”

As my Mum used to say “you are a long time gone” and today was a timely reminder for me to re-connect with my extended family more often.

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