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<\/h3>\n<\/h3>\nMake good decisions for the right reasons. The past few weeks reminded me of a lesson that often gets pushed to the side. What\u2019s important to one person doesn\u2019t always hold value for another.<\/p>\n My 88-year-old Aunt Barbie was a delightful woman with a zinging wit and a fierce loyalty to those whose company she enjoyed. Sharing the journey through her final days taught me more about myself than I thought was possible. Her departure brings an end to a maternal generation.<\/p>\n My husband and I had the honor, difficult though it was, to clear Barb\u2019s apartment. Thankfully, she had only lived there for eight years, and she had caregivers who helped keep the accumulation at bay. Still, the effort was tedious at times.<\/p>\n We spend our lives collecting stuff: experiences, memories, possessions, mementoes. Barb kept every card or letter she received \u2026 for years! Being cautious, and a little voyeuristic, we opened every bag and box to make sure we weren\u2019t tossing something of value.<\/p>\n Most people don\u2019t keep things unless they have meaning. There were cards, letters, photos, little gifts \u2026 all obviously important enough to her to retain. But, as we looked at each item, we had to make a judgment call\u2014keep or toss. With no real clues from Barbie, I looked for things that might have historical family value. My husband didn\u2019t have that background. He looked at things through a different lens, one without emotion.<\/p>\n As I pondered the experience on the long drive home, I realized that as marketers and business developers, we all face a similar situation every day.<\/p><\/blockquote>\n We often have to decide whether to keep or toss. We make Go\/No-Go decisions on pursuits. We consider adding a service line or entering a new market, or quitting a client. But are we doing it for the right reasons? What is influencing our choice?<\/p>\n Are we using good business judgment or allowing our emotions or habits to overrule? Are we responding to RFQ\/RFP requirements with information our potential client really needs? Or is that recitation of our 25-year firm history just an emotional habit important only to us? How will this information influence their decision in our favor? If the answer isn\u2019t clear, do a better job of connecting the dots, or toss it.<\/p>\n One component of our SMPS mission is Connect. That means more than networking. Our job is to create an emotional connection with our clients. I encourage you to discover who they are and what resonates with them<\/em>. It\u2019s not about us. It\u2019s about creating a deep relationship that transcends time and events and helps us make good decisions for the right reasons. Carry on!<\/p>\n
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