Embracing the winds of change… the evolution of a pirate

As we live we have endless opportunities to make choices that vastly impact ourselves and those around us. These ripples that we cause span out and become the waves that change the direction of huge ships and alter the lives of others. And what is exciting is that at different times in our lives we can look back and see the effect we had on other lives and see the course that they charted because of our influence. What is sad is that we may never really fully understand how great of an impact we really had on each other and how interrelated we really are/were.

I have gone through so much in the last decade of my life from my younger brother, my mother and grandmother passing away to the loss of a great marriage that I thought would never end. I had someone comment that I have packed a lot of life experience in the short 39 years of life that I have lived. It appears that I must be related to a cat as I seem to have 9 lives and each one starts off quite differently. I am not sure but I think I am on 4 or 5 now. This newest adventure, the adventure of exploring the sea and racing is quite intriguing to me personally. It seems as others have embraced my adventure of the sea and feel akin to it. I think that deep down most people have a spirit of exploration and adventure. I think that is how we came to America and developed such a great nation. In my other lives people used to look at me like I was an alien and could not related to my dreams. Now don't get me wrong I still get a blank stare and once in a while someone just cannot understand it, but for the most part people can related to the adventure that the world's bodies of water provide. My work has always been a function of furthering the dream at hand. The creative side of me has always enjoyed the printing and publishing industry as it has so many creative outlets in it.

Over the years I look back and see how as a pirate I have evolved. Pirates often looked at as criminals were often times simply the rebels of their time. They had resources, education, and a desire to live on their own terms. They were not afraid of the ramifications of sailing off into the unknown. In fact they embraced it, and went out looking for "new worlds." If you can imagine it was not a simple task to sail the oceans with the technology that existed during those beginning years. Now sailing is very much a well oiled science.

I look back and see the rough sketch of a man that embraced his fears. What is funny is that one of my greatest fears was of success. And somehow that fear kept me from my originally ordained destiny. I believe that we have a progressive destiny and that as we make choices and close doors that new destinies now become available. I do not know that there is just "one" destiny and that it is impervious to deviation. I do not believe in predestination. I believe that we have choices and that we make them of our own will. So we can disrupt or even derail our destiny or short circuit it if we want to either by things that we intentionally or unintentionally do or say.

I look at myself now and I have a very open minded approach to learning, living and loving. I am very quick to forgive and forget. I am very slow to anger, and even slower to rage or hate. I rarely even have ill thoughts for someone. I am a seeker of knowledge and love to learn new things. I find myself now being much more introspective of my actions and how they affect others. I desire to leave a mark, and make an impact.

Also I am much more confident and secure about myself as a valuable human being. I believe in myself and want to naturally believe in others. I am trusting, I am loyal. I have progressed my understanding of people and nature and enjoy even the simplest of things. I have overcome many obstacles over the years, most of them self induced. I have endured many tragedies that were personally very taxing to my emotions. The most recent the separation and divorce to a lady that I had invested my heart into over almost a decade of concern.

I am now free in my mind, soul & spirit to take on these new directions. I am learning about the sea, weather, and stars. I am learning about new peoples and new languages. I am getting ready to embark on a great quest for my destiny. I am not sure how long I will be gone or how long it will take to prepare, but I know it will take a lifetime to experience.

I have along the way softened and slowed down. I am not longer as brash and brassy as I was in my 20's. Now I look at people with a kinder heart and have much more understanding and compassion for them. I offer more leniency and do not hold people to unreasonable requests and beliefs. I try to be understanding and compassionate to other people's plights.

All of this has brought me to the place in my personal and professional life that I am at now. Past successes cannot help me, now I must gather up the strength to do it again. Confronted by yet another merger in the second wind of my career selling printing equipment I look around for the answer. It seems much of the solid ground that I once was on has eroded and is no longer very stable. Everyone around me is either clinging on for dear life or just jumping over the rails into the cold blackish water below. I cannot just cling on without reason, and nor can I just jump ship because I am frightened. I have been told many times "it is not fear of the ocean that will kill you, it is the lack thereof." I understand that times are a bit unnerving. I am grateful for a place to claim a watch, but I need more than just existence to be happy. I need to be fruitful and see that my efforts are making a difference. I am not sure that the later is true.

I fear that the unknown holds many more rip currents and great tidal exchanges. So with that I also prepare my rations, and look to the sky for clear direction. With my industry in up evil and no clear direction to go I continue on in the way that I was at the last point when I could see the North Star. Allowing for deviation, current, and tidal exchanges I plot my course as I once knew it. Praying that as I continue on the fog will again lift and land will soon be in sight.

I do not know the future, nor do I speak that I understand my destiny, but what I do know is that I will sail until I can go no farther. I will not leave my watch and in time I hope to know why I sailed this way; and hopefully will get the change to look back and see how I impacted people for the good. I hope that as I sail through life that I leave an ineligible mark on people's souls and paths. As a pirate I hope to maintain the courage to forge forward in the darkness of the sea to my destination.

I pray for soft light, gracious wind, a glass of fine rum and a kind hearted woman. Is that asking for too much?

Pirate Mike…

"Skillful sailors are not created by good weather. For only a storm of great magnitude can teach you how to survive. Without the winds we would all be drunks, fill the sails with wind and the cups all become empty, empty the sails and the cups fill up again with rum. Idle hands become soft; storms strengthen the hands and create calluses. It is through strong hands that we accomplish great things. Soft hands are for the weak, and idle minded. "

Another Personal Thought from Pirate Mike…

The Corporate Persona

It is funny how companies take on a personality of their own. Many times a company's success of failure is dictated by their culture. What I find interesting is that there are volumes written about corporate culture but few really seem to mean much. Let me tell you what corporate culture is not. Corporate culture is not a "mission statement." Is doesn't look like something that is generated by HR or anywhere else within an organization that is manufactured. The world culture comes from the Latin word cultura stemming from colere, meaning "to cultivate". This is interesting as corporate culture is cultivated but can only come from a naturally occurring source. I have seen good "corporate cultures" and bad ones. Neither of which really were things that people could control; they just manifest themselves based on realities that exist. The prevailing culture comes from the top; I have heard it many times, "speed of the leader, speed of the pack." When you see a group failing, look to the top and typically you will find poor leadership. Emotions and Feelings are human they are also embodied by companies as they are built out of the building blocks of people. Everything that "is" a company becomes the persona and is reflected in the corporate culture. In the witnessing of this culture both good and bad I have learned that good leaders spend a lot of thought in building, preserving and protecting a group's culture. This becomes an intangible asset more powerful than the people themselves. It is the power by which fuels both the internal and the external. It can take a new hire and drive them to success of failure. It can also bring new vendors and clients to the table just by its existence.

Entrepreneur.com called corporate culture, "A blend of the values, beliefs, taboos, symbols, rituals and myths all companies develop over time." I think this is a very accurate description as it talks to the elements of what comprises the culture but one thing the definition doesn't talk to is how the elements affect each other or which ones are weighted the most. If the truth be told you really cannot create the formula for the culture as it is a living think with everything becoming a chemical reaction to the others. This chemistry ultimately creates a unique ingredient that has the power to build or destroy what it touches. This energy is the force by which pushes a company to greatness or drags a company to its knees. It is so sad that very few pay any attention to the development of a strategy for the creation of a good and solid culture. I think most managers mid and high level look at it as an exercise that was taught in a business class that has no real application or relevance to true business success.

Corporate culture can be a headquarters initiative and a "in field" phenomenon. Many companies try to control or manipulate the culture without having true merits to its creation. This culture manufacturing can backlash. Once someone realizes that they have been mislead in their beliefs distrust begins to build that is much harder to pull down than the walls of China. Employees hate to be treated like cattle and want to be treated intelligently and fairly. Good managers and organizational leaders learn quickly whom they can entrust with the truth. This handing out of the truth builds trust and loyalty as it is a very rare trait in people especially when money is involved. Most will sell out to trickery and simple manipulation to get the results they desire and in so create a culture that becomes a hidden liability. It becomes a ticking time bomb that will go off when you least expect it and typically when you cannot afford it. It will take out your best people and leave you with followers that have no direction.

A quick way to create a dangerous culture is the use of disinformation. As a company our objectives, goals and directives are only as good as the sum total of the people carrying out those objectives, goals and directives. Bad culture comes from lack of leadership or poor leadership. A strong leader will create warriors while a poor leader creates thieves and victims. The results are evidence of the quality of the leadership. Poor results equal poor planning and poor execution. And the lack of a quality culture come from the lack of weight given to the creation of a strong culture and bond which can hold a company together in the toughest of times. In a soft economy like what we are experiencing now it is even more important than ever to bring forth strong leaders and to pay attention to the culture that we create if we are to survive to fight another day.

The sad thing is that many companies spend more time thinking about things that are not core to their business. They major in the minors and never get a chance to step up to the plate to hit a "home run." Many a fortune 500 contender has gone away do to a lack of focus on their core competencies, and maintained simple strategies that will take them to their ultimate goals. I work for an office equipment sales and service company that is owned by a manufacturer of office equipment. What is interesting is that we administrate ourselves to death. We spend more energy on things that do not make us money and refuse to focus in on money making activities. We know what problems we have but are unable to solve them. Our problems are just ignored as they are "too big" to surmount. Logistics, Supply Chain, Customer Relationship Management, Order Entry, Order Fulfillment, Service and Support all our noble things to excel at. These are elements of any business that if neglected will ultimately contribute to its failure. But without a strong culture even a company that has all of these things ironed out cannot survive especially in times like these when even the secretary is a pirate.

As I survive another merger I just watch the ants in the colony work, all the time thinking…

Let the games begin…

2000 years ago the way it was intended:

Psalm 23 (New International Version)

Psalm 23

A psalm of David.

¹ The LORD is my shepherd; I shall not be in want.

² He makes me lie down in green pastures;
he leads me beside quiet waters,

³ he restores my soul.
He guides me in paths of righteousness
for his name's sake.

⁴ Even though I walk
through the valley of the shadow of death,
I will fear no evil,
for you are with me;
your rod and your staff,
they comfort me.

⁵ You prepare a table before me
in the presence of my enemies.
You anoint my head with oil;
my cup overflows.

⁶ Surely goodness and love will follow me
all the days of my life,
and I will dwell in the house of the LORD
forever.

The way it is now:

Pselling 23 (New Pirate Version)

A Psalm of Pirate Mike

¹ He (Ricoh) is my Manufacturer and Employer; I shall not want for a new Canon or Konica Minolta box.

² He makes me go into print shops without a mid production color machine,

He leadeth the PPBG right into my accounts and offers them my bread,

³ He continues to retrofit the C900.

He guides me in the way of business class color

For his reputation sake, and because he taketh away my Konica Minolta equipment.

⁴ Even though I cold call

Through the valley of the death of the copier,

I will fear no Xerox, Canon or Konica Minolta dealer or direct channel,

For you are with me in my RFP's with pricing support,

Your toner and drums,

They will offer us profitability and high yields.

⁵ You prepareth my compensation and high quotas as we approach a new fiscal year,

In the presence of my competition you give me a machine that useth fuser oil;

My oil applicator runeth over with that damn oil.

⁶ Surely you will offer me a promotion and company profit sharing,

All the days that I sell your product,

And I will dwell in the demo room, (at the direct request of my regional production director)

Forever. (Or until I can figure out to get a transfer to professional services, or managed print services)

Amen and Amen

Pirate Mike Commentary:

The bloodletting in this industry is just beginning. (Bloodletting is the withdrawal of often considerable quantities of blood from a patient in the belief that this would cure or prevent a great many illnesses and diseases - Wiki) Konica Minolta is finally merging Danka Imaging with Konica Minolta Business Solutions and going through reorganization. Maybe into a group named something like Konica Minolta Imaging? You can be sure there will be plenty of announcements short coming as they get ready to start a new fiscal year April 1^st. Expect to see them position the Danka group as their production experts as they try to hold onto their Canon base and high volume accounts. They leveraged a relationship with Oce and bought a Xerox dealer and pitch used docutechs and other odd equipment they couldn't market or support. I am sure that the "Danka" group will be how they try to reposition their production print business group as they move forward in the world of production printing. They have cut tons of positions sifting the wheat from the chaff or at least leaning down the talent that they feel is expendable. Their annual report is a good read but their Slides for 3Q / March 2009 Consolidated Financial Results are a bit grim. You can look at them yourself here. (Slides for 3Q/March 2009 Consolidated Financial Results)

Xerox has reduced their first quarter view by like 80 percent. You can read more about that in Business Week here. (Xerox cuts 1Q view nearly 80%) Canon is hell bent to replace IKON with its own direct organization while Oce just bleeds to death. All the meanwhile Toshiba and Kyocera keep plugging along hoping to challenge the big 4 while Xerox, Canon, Ricoh and HP figure out how to outlive the economy. Ricoh will do its own bloodletting soon as they look at their first born RBS and step son IKON get ready to battle it out. Be prepared to struggle to get first row seats as this bloody battle will be worth watching; as the IKON gladiators dismember RBS and their PPBG group. Soon the streets will be full of copier salesman that didn't see the writing on the wall. We are about to witness the death of the copier era, and then we will usher in a new era of managed print services and outsourcing like we have never seen before; as we all look for a new identity. Our jobs really don't end they just morph into new expectations and roles as we chameleon into what the industry and our customers dictate. As their needs change and evolve so do our products and offerings and the way that we offer them.

As the plot thickens watch for more takeovers and bold chess moves as companies start to gamble with everything they have to jockey into position to be around next year. It is anybodies game and no one can completely predict the outcome as the cast of characters thins down like a bad murder mystery. As the "who dunit" is still waiting to be unveiled to the unsuspecting witnesses. I wrote the above play on the Psalm that is well known as a parody to what is my life. As I look around for a solid indication that things are going to be ok what I do notice is more industry unrest.

This bloodletting that I am witnessing is getting more common and it is amazing how many people are showing up looking for jobs. All I can say is that it has been Mr. Toad's Wild Ride and was definitely worth the "E" ticket! I am excited (as I have no other choice) to watch the second round bouts between Gartner's Leading 4 and to see how the Challengers bring to bear their tactics and strategies to market. We are looking at gorilla warfare for sure as the pressure mounts so does the antics that go along with the business. I am interested to see how this affects the ancillary functions of our business like research, development and support, or if those areas go unscathed.

Wishing You Well in 2009

Pirate Mike

The sea of emotions

I have found the emotion of life is what fuels the heart, mind and soul. Without it we would not perceive our accomplishments or failures. Absent of the highest of highs and the lowest of lows we surely would take for granted our consciousness. It is to this end that we strive to feel and decipher the addiction that is our daily emotional fix. I have been “off the wagon” for some time now, and now in a weakened state I feel that it is time to check myself into rehab.

.. ..

It is now time to rehabilitate my heart, mind and soul from the daily bingeing that comes from a high pressure sales job selling capital goods for a global company. Just as coffee and cigarettes seem to be a prerequisite for a salesperson so to is his or her addiction to a high level of emotions a requirement. These emotions fuel us and drive us to our ultimate end. They are what makes us champions and like a lead weight takes us to our graves at the bottom of the ocean.

.. ..

Months after the initial shock that turned out to be a turning point in my mental career, I am still stunned. I wake up each day hoping the tidal surge will subside so that I can take residence back in my mind where my consciousness calls home. My heart is still heavy with the current that carries me along. Like the tides of the ocean, my soul is heavy from the flow of information that ebbs and floods from my mind to my heart and back. Waiting for a slack tide so that my heart can rest enough to pick back up when the information overload returns.

.. ..

Now a survivor of two corporate mergers I feel the pain of those whom have had to change their way of life over the greed of share holders and corporate executives. After watching first hand the inflation of egos and the supposition of truth for what surely was an advertisement of the worst kind. Mental marketing coming from all directions to sooth the savage salesperson and keep him or her at bay. Restricting the freedom of understanding and knowledge to minimize the impact of the truth was their only goal.

.. ..

Now I stand alone looking at the aftermath of their greed and manipulation wondering where this new direction will take me. I plot my course and compensate for the deviation that can be accounted for. With the hope that my calculations are correct I carefully proceed. With so many unforeseen reefs and barriers, I know that ultimately I am responsible for my destination and safety. With a heavy sigh I look to the North hoping the winds will subside. I too need a break like many of those that crew along side me. With the warmth that only a South wind can bring I look for a sunrise signifying that a new day has begun and again my opportunities are anew.

.. ..

I need to believe that my course is well thought out and that my helmsmanship is sure. We only get one chance to do this right and I do not want to wash up on a lea shore with no one to assist in my rescue. Even as a rudder can turn a massive ship, we as individuals have great influence on those around us and can take the team to new heights or destroy any good that is among the crew. With so many lives and families at stake I hope that those that are in power take into consideration their actions and direction.

.. ..

Bringing new blood onto the ship I see new deck hands daily. Shining their shoes and straightening their uniforms I see them proudly walk around in blissful ignorance. Ahh to be ignorant again and walk hand in hand with the honeymoon that only a newbie can embrace. For those that start up this adventure under the knowledge of the new owners it is a simple task. For those that started under the old captain a new charge could mean a rough trip for everyone.

.. ..

Just as we clean the decks and keep order of the lines we must tend to the corners of our minds. Holding to the truths that we know and leaving room for new understandings that will come from experience and the enlightenments of others. Consistent effort is the key to success and I too must manage the emotions that rule my head and heart. Just as adrenaline keeps us alert in the midst of a storm we must carefully watch ourselves as the storm subsides. Sleep comes to those that take refuge in the lull of action, only to be rudely awakened to dangerous seas as the storm’s anger builds anew.

.. ..

So to in our sales career we must maintain the pressure, even when the storm seems to subside. If we take the pressure off we will find ourselves in a dangerous position as our pipeline comes to an ugly end. We must be diligent and keep alert to the ever increasing dangers that lurk around every point. In this age of technology we are constantly being bombarded with information that can overload our emotions and carry us off like a tidal wave.

.. ..

As the immediate storm system subsides I wait to clearly take inventory during the daylight to reconcile the reports. I am also curious to see the changing of the watch that is to come so that I may know whom I will report to in the coming hours and days. What we do know is we have survived the first wave, but we do not know what is behind it. Only time will tell us what our true fate is to be. I for one am eager to meet my destiny.

.. ..

Pirate Mike