Reaping what is sown

MEDDIC/MEDDPIC, Solution Selling, Consultitive Sales, Deal Registrations… I’m sure you’ve heard of these and I believe they all started with the best intentions.  Unfortunately human nature is somewhat egocentric.  Those that know me will have heard me talk about what I like to refer to as “Personal Net Benefit” – let’s call it PNB because acronyms are cool.  I’ll break down the premise of PNB below:

PNB+ : Time and/or Energy exerted, net result is positive outcome for both.

  • Think typical business relationships, new partnerships, maybe even distant relatives.  Keep in mind the timing of the net benefit does not have to be parallel.
  • Doing something for someone else, even perhaps a stranger, is not uncommon if there’s mutual benefit.

PNBNe: Time and/or Energy exerted, net result is positive for one, neutral for other (outside of exerting time/energy with no reward).

  • This one usually requires some sort of a relationship, I would guess most friendships fall within PNBNe perhaps even extended families.
  • Helping someone move, dropping off a meal for new parents,  giving a referral (not just a lead – but an exerted effort of introduction), solving a problem that does not directly relate to you.

PNB- : Time/Energy exerted net result positive for one, negative for other.

  • This one is difficult, usually requires deep relationship and is subsequently rare – some would refer to this as unconditional love.  Doing the right thing for someone else’s benefit at your expense.
  • Another way to look at this is filling someone else’s cup, while emptying yours.  I believe most marriages that fail can attribute something to this theory.  When we date and “fall in love” the relationship is typically PNB+, which progresses to PNBNe over time.  PNBNe can last for a while if managed properly, but eventually runs into severe problems.  Using the cup analogy  – If I’m helping to fill your cup from the fridge, then the water in my cup will last much longer.  If however, I’m regularly filling your cup from mine – eventually my cup will run dry.
  • Psychiatrist and Author Scott Peck said “The oposite of love is not hate – it’s laziness….  Love is not a feeling, it’s an action….”.   Imagine the state of humanity – let alone families and workplaces if we filled each other’s cups directly from our own.  Trusting that I won’t run empty because those that love me will not let me run dry.  Sure – we can fill our own cup. I would argue, however that there is something intrinsically human to need our cup filled by other humans and those that fill their own, slowly calcify their cup to the point it can no longer hold water (which is why PNBNe can only last so long)

In the workplace PNB- can manifest itself in many ways.  Selling the less expensive solution (or perhaps recommending the competitor) because it’s a better fit.  Helping your peer get a promotion while you allow yourself to get passed up.  Taking an unfair share of blame for the sake of someone else.  It comes down to doing the right thing – despite the personal outcome.  Ideally, It will come back around and will serve as the foundation for long-term relationship.

Now that we have a basis to measure individual motive, we can dive deeper into common sales processes and their desired net result.

Breaking Ground

It has certainly been a busy couple years, since moving from Oregon. In about 18 months, we sold our home, moved 1000 miles away to San Diego (two different rentals) and then moved 2600 miles away to the most isolated island chain on the planet. About 3 months ago we closed escrow on our new home, on the island of Maui, Hawaii. I won’t go into all the details as to why we uprooted our 4 children to go on this crazy adventure – but the sum of it is family, health, and sustainability. Maui with it’s abundance of natural resources, both in the sea (kai) and land (aina) alike, along with it’s 12 month growing season made the perfect backdrop for our new family project.

The goal of this Blog is to document our transition from what I would classify as a typical, middle-class, American family who quite frankly got very comfortable in their western, store- bought lifestyle.  Our desire was to flip that on it’s head and learn, with our children, what it takes to be self-sufficient. How do we experience the fruit of our labor directly vs indirectly (though the mighty dollar) and how do we experience true health, starting with what we put in our mouth. After-all… we are not just what we eat, BUT also what we eat, eats.  Our first step in our long journey was getting to Maui and getting settled in our new home. Our second step is to start building. Do we start working on the inside, the outside – where to begin?! The obvious choice became food. We want to start right by giving our food the best possible environment to thrive (Maui being a pretty great place for that) which leads to:

Day 1 – December 3, 2017:Today (after a trip to the home improvement store) we “broke ground” (kinda fun to say).. we busted out the pick ax, shovels, rakes, leather gloves, wheel barrel, organic compost, and got to work. All the boys got some sweat on their brow (Gabriel – 15, Caleb – 12, Isaac – 9) as well as Aunty Cynthia!  While Beth and Ellie (4) labored with love all day in the kitchen making sure the crew stayed hydrated and fed with delectable goodies like Chicken, Fig, & Chèvre Salad, fresh brewed green tea with lemon and honey, Italian wedding soup (Auntie made the meatballs) and even a lemon meringue pie! We actually ripped most of the grass up the evening before, so today we spent DIGGING. After a day of digging an “L shaped” 2-ft deep trench on a brisk, almost winter day in Maui (I quickly started fantasizing about back-hoes and other machinery that could make this process much easier).  HOWEVER – our goal is to learn to do it the “hard-way” on a smaller plot of land, our Kihei “Urban Farm”, so when the opportunity presents itself to go big-time we’ll know exactly what we need.

The design for this first planter box, is to dig 2 ft deep, put a 2 inch layer of rock/gravel, a 6 inch layer of amended soil, a slow-drip watering hose (for deep-root watering), then continue re-filling with amended soil until ground level. Then we’ll use 2×6 redwood heartwood (two of them stacked on their 6”side) to create the outer wall of the beds. We’re using the concrete slab which serves as the foundation of our covered lanai for the inner wall (we left about a 6” clearance from the concrete foundation to where we dug the 2ft trench). The redwood will be held in place by 2ft rebar on the outside and the soil on the inside. We’ll of course post pictures of the progress.  Our drive is simple – time together as a family, learning how to be self-sufficient. Along the way we’ll learn some biology, geometry, physics, chemistry, history, math, foreign languages, art, global cuisine and cultures, psychology, and a healthy dose of faith and patience (I for one need to work on that!).  We hope to share a bit of what we learn with others, including food prepared with organic fruit, vegetables, herbs, a lot of love and all served at the perfect moment so as to re-learn what that food was actually meant to taste like.