Posts tagged book recommendations
an interesting company and idea
May 27th
the company is Telaffects
Ok. I don’t write about specific companies and products/services often because, well, I am not really in the endorsement business. But. every once in awhile you run into something you kind of just have to share because it is one of those smaller companies (that always seem to be very very good) and they just need a break and they have a really good idea (or product). This is one of those times (and I actually have another one coming up which is more tightly tied to my desire to build a global children education initiative).
Anyway. With this company idea think the ultimate in creating business through existing customer base. Think appointments, acquisition, acknowledge (with a focus on knowledge). All through an existing list. I would imagine direct marketers would call it list management. These guys aren’t just managing a list. They manage knowledge – one customer at a time (and accumulate, assimilate and develop action plans). Yeah. Someone is going to use the ‘telemarketing’ word. Well. Not so much here. But I am not gonna haggle over the word and focus on what they can do:
- Increased quantity and quality appointments between your sales team and your prospect (quality appointments translate to higher closure/more sales)
- Shortened sales cycles by allowing your sales team to focus on closing qualified business rather than prospecting for potential qualified candidates (although this company could do sales if an organization could suck it up and get over the psychological “they could never do it as well as our own people”)
Ultimately they have a nice system for the development and capture of account specific business intelligence designed to educate and prepare your sales personnel prior to engagement with the account decision maker (and this includes all that decision maker contact information that becomes handy in b2b sales and service) with the additional (if not more important) benefit of a centralized customer/prospect knowledge base.
So. While they could certainly build a business from scratch in their system the reality is they have turned the traditional funnel upside down (and I love ideas that turn the traditional upside down).
note: I did not create this funnel and I cannot remember who made it but I found it when writing this and it fit for visual purposes.
So. This company is called TelAffects. (www.telaffects.com)
The company describes themselves as bridging the gap between sales & marketing (although any CFO would salivate over the business management information he/she could use to manage the balance sheet). I expect they use this phrasing to protect their ass from fearful/insecure sales or marketing executives but the reality is that (when done correctly) this is the b2b customer relationship (management, acquisition, marketing, sales, whatever you want to call it) department of the future.
It is faster, less qualitative, just as human as, and more efficient than a typical existing sales & marketing siloed organization construct.
Before I forget.
Their specific competency statement (on their website): TelAffects combines a consultative selling discipline with operations engineering intelligence to build sales solutions that yield predictable results.
(note: it doesn’t say marketing in there anywhere but trust me it is in what they actually do)
Ultimately this business model (idea) is the hybrid marketing/sales group solution for an organization (which will send the “specialist” lovers in the world through the roof).
But. While this debate, sales & marketing specialists versus sales/marketing hybrid, has raged for years I kind of believe its time is now. Especially in the b2b business.
What I really like about this business concept (well. there are several things actually) is the business “flow” management.
I cannot tell you how many companies I run into with cyclical/seasonal sales cycles that constantly have angst driven discussions on ‘how can I even out my sales’ (which evens out production which evens out inventory which evens out expenses which … well .. you get it).
Well. This Telaffects system not only isolates the ‘truth’ behind the cycles (or maybe better said the pistons in the engine that drive the cycles) it uncovers some customer aspects that could possibly shift some customers in a different sales/decisionmaking cycle. Even better their system truly gathers the information that could possibly help you find new customers (and know what to say and refer to specific examples) to fill out downward portions of the typical annual sales cycle.
The real underlying benefit to this design (the true life blood of any organization) is innovation. Every company knows that their customers are probably the best innovation ideators they have access to. Yet, in a traditional marketing & sales construct the interface people (those most likely to be able to gather the innovation fodder) often aren’t the best people to recognize the best knowledge. So. Telaffects taps into a user-centered innovation design. (which most companies only dream of)
Look. The problem (or maybe better said … the risk) in traditional sales & marketing scenarios is that they have a product which they need to sell and market (regardless of whether it actually has true value or maybe, even worse, the value that is being sold is not the value the customer wants). In fact, in this Telaffects model it is close to the opposite – they understand the market knowledge in as close to a quantitative methodology as you can get and then the company has the opportunity to develop the product or service based on this understanding.
The sad news for marketing groups is that if it is done this way the actual marketing becomes a piece of cake, as products and services are conceived from end-user identified value. Oh. Why is this sad? A company will need less $’s spent on marketing. Uh oh. (hey. and I am a marketing guy)
Ok. So I pointed out all the underlying strategic and infrastructure benefits. And mostly because I believe the long term benefits of the business idea is the real value I have focused on that.
But in today’s short term mentality the idea looks so good it would have been really tempting to focus solely on the short term benefit (ok. because the short term burst of appointments and raw customer data is hard to ignore). Sure. Look at the short term (if you check them out) but the long term benefits if I were managing a company would like one of the best capital expenditures I could ever invest in.
Oh. They have proof. (as I mention short term burst).
They have a bunch of case studies but suffice it to say “Established 152 sales appointments from 2,400 potential accounts” in 1st 6 months. Yeah. That was 1st 6 months. Oh. In the same 6 months. Captured current situation, vendor and competitor intelligence from 400 contacts. Identified actual decision process and timing for 400 accounts (this one is kinda huge and any CFO would drool over this information if accurate).
Beyond the 6 months? Once data normalized you could have accurate (or as accurate as possible) sales forecasting, production forecasting and a slew of cost management ROI type information. These guys would pay out in so many ways I cannot think of a reason I wouldn’t do it if I were in the b2b business (and possibly some ‘to consumer’ segments that have b2b feel … like large private investment in the financial world as an example).
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So. Why did I write about these guys?
- Immediate response. In today’s world I would have quick sales and quick market/customer information (so if I were in a new C level position this would have me rockin’ in 6 months)
- Addressing the budget. B2B has always been the battleground for marketing spending (i.e., why waste money on marketing versus sales). And direct marketing has always claimed it has eliminated the “I just don’t know which half of my advertising is working.” (yeah. right.)
But the TelAffects concept more closely addresses what Joe Kennedy supposedly said to his son (JFK) ‘Dear Jack: Don’t buy a single vote more than is necessary. I’ll help you win this election, but I’ll be damned if I’m going to pay for a landslide!’”
This model does about as good a job as you can find that matches up budget to results in a business model.
- The long long term. If it works why do you need a full marketing and sales department? Staffing becomes easier. You don’t need facilitators you need experts in responding to information. You already have the most efficient facilitator group (and you can actually know what they are doing) with these guys. So at the end of say 2 years you could minimize your direct marketing and advertising and limit sales to solely tactical usage (say whatever you need to do to support a specific trade show/event or any investor relations needs and specific meetings).
- Organization efficiency. One of the biggest struggles in organizational alignment (therefore costing efficiency) is the relationship, or the lack thereof, between sales and marketing. it just is not possible for every sales and marketing effort to be combined and in larger companies they call for regular meetings at higher level between sales and marketing heads where plans can be mapped out and then discarded as each function tries to meet their specific P&L goals.
TelAffects is a possible solution to the lack of camaraderie and spirit of ‘in it togetherness’ between the sales and marketing departments. They can facilitate the dialogue and interaction (if not eliminate most of sales vs. marketing at some point) and, at minimum, minimize internal competition.
So. One last thought. You have it in your head as you have read this. Telemarketing. (ouch. Hurts to even type it). yeah. Well. Overcome this thought lingering in the back of your head and give ‘em a call:
“Your one time experience 8 years ago with a telemarketing company is not meaningful.”
I think their biggest issue won’t be their business model but rather that people will want to throw them into the telemarketing garbage disposal. But they are different. Certainly worth a look if you are in the b2b business and want to increases sales (at minimum).
In the end I would guess their best fits are:
Financial organizations.
Business services organizations.
Technology support organizations.
But. I seriously cannot think of a b2b business they wouldn’t be good for. It’s a neat business idea.
lets tell people to trust us
May 21st
As most people know I don’t really like business help books. To me they are mostly like trying to read a People magazine to catch up on the world news. Sound bites. Lots of entertainment. Some great gossip and you either feel like you want to be one of them or glad you will never be like them.
But. I needed help one time. A client said to me (with a straight face). “We need to tell people we are trusted. Research shows we are trusted. Let’s tell everyone. Let’s do a trust campaign.”
Me. (crickets)
Them: “what do you think?”
Me: (to myself) “gosh. I hope they cannot see the thought bubble above my head.”
Me: (aloud) “what do you say if we explore what we could tell people about us, without ever saying trust, that we make them think we are trustworthy? Kind of let them get there on their own.”
Them: “wouldn’t it be simpler if we just told them?”
Me: “well, they may be more likely to believe it if we didn’t actually say it to them.”
Anyway. You get the point.
In the end I was able to get up from the table knowing I had to work backwards and develop a strategy that would create a consumer response of “hey, they seem trustworthy’ (or the actual words would have been “I would trust them to advise me”).
I had a whole bunch of strategy writing tricks up my sleeve but ultimately I had to hit the business bookshelf for some source I could throw on the table and say “hey, look at this, they say if we say something like ‘x’ and continuously do ‘y’ over a period of time people will truly play back ‘trust’ in association with you guys.”
There is a book I found (which of course I cannot remember the name of and all my business books are in a box in storage but I do have page 202 copied to be able to write this). It’s actually not a bad book for a business book. It did give me something to buy for all the clients so they could become experts on building trust and we didn’t have to build a “hey, trust me” campaign.
In the end though I actually found something that I have copied and given to many young employees (as well as parceled out the advice to senior people particularly in a new business situation where inevitably even the smartest people seem to lose all sense of what they really should do).
On page 202 I came across this little checklist of “top Things to Remind Yourself.” I use it all the time (as I said in the previous paragraph).
- I don’t have to prove myself every ten seconds.
- I have a right to be here in his room; I can add value without worrying about it.
- Shut up and repeat again and again: “really, and then what happened?”
- Also again and again: “gee, what’s behind that.”
- Is my pulse racing? Why? Why not say so, and say why, out loud?
- Have I earned the right yet to give an answer?
- Am I trying in any way to won an argument? Turn it back into a conversation.
- Emulate Columbo: “I may be a little slow here. Maybe it’s just me, but …. “
- Take responsibility for the emotional outcome.
- Don’t blame anybody for anything anytime.
- More value is added through problem definition than through problem answer.
- Just because the client asks a question doesn’t mean that’s the right question to answer.
- Don’t be insecure. Say to yourself: “hey, if I don’t know the answer, and I’m a pro, then this is a really neat question, let’s get into it.”
- Is my stomach telling me something’s wrong? My stomach’s right. Let’s talk about it.
Good advice.
Unfortunately this great find has screwed me because now I still have to pick up business help books to see if any have a little great tasting truffle like this hidden amongst the mud.
Global Generation part 2: a look at millennials
May 11th
This is a continuation of my thoughts on the Global Generation given there was an excellent new study about the Millennial Generation (sometimes referred to as Gen Y) issued several weeks ago (and the fact I continue to argue that the Millennials cannot be the Global Generation). 
As the millennials emerge into adulthood their experience will lead to a transfer of some positive aspects (additional learning) to the Global Generation.
With that said. This Pew Research study is the most detailed to date of the Millennial generation (say about 15+ to about 29). If you can’t remember a time when the world was not wired, you are a member of the 33 million American in the Millennial Generation. You feel you are special. You feel you are different. The fate of the planet is on your shoulders (or at least you think you are per the research). Millennials will probably be the most educated in American history (but they are also saddled with unemployment and debt and other issues proving education alone doesn’t solve all issues).
Before Millennials, perhaps the largest, richest and most influential – although that last is debatable – generation in American history were Millennial parents, the Baby Boom Generation, the some 78 million Americans born to G.I. Dads and Lindy dancing Moms in the years after the end of World War II. Succeeding them, born between 1964 and 1977, was Generation X, clocking in much smaller, at 37 million. But with over 80 million Americans born after 1977, the Millennial generation is the new large and in charge generation (it includes Echo Boomers – loosely defined as the children of the Boomers born after 1977). Like their Boomer parents before them, the opposite ends of the Millennial generation are vastly different from each other. And Millennials, say experts Strauss and Howe, “are unlike any other youths in living memory: More numerous, more affluent, better educated and more ethnically diverse than those who came before.” (source: social scientists who coined the term “millennial” – LifeCourse Associates, March ’06).
So. Although there is no one-size-fits-all description of individuals within a generation, Pew says its findings show clear, distinctive traits for the Millennials group, particularly in certain areas. The following sections showcase excerpts from the study followed by my thoughts on the impact for the Global Generation:
Technology & Media
Perhaps the most outstanding detail that distinguishes this generation — from even those born just a couple of years earlier — is their level of media consumption, particularly online. Today, the average teenager spends more than 72 hours a week using electronic media — cell phones, internet, television, music and video games — according to a 2006 study. 41% (and growing) have no landline just a cellphone. Because of their upbringing, life events and the advent of the internet The Millennial generation is moving forward as a group with an intense focus on openness, sharing information, as both an ideal and a practical strategy to get things done.
What this means to the Global Generation idea:
While Millenials are on course to become the “open, information sharing enabling generation.” Unfortunately, due to existing “local” circumstances and a desire to strengthen community, they will be stuck focusing on community (or national if you want to call that a large community) issues. They are an emerging power in this subject of media and technology. Let’s call them the “ice breaker ship” generation. What the heck. With all the glaciers melting and breaking up it seems an appropriate nom de plume. The Millennials are at the forefront of the enlightenment mindset. As they proceed into adulthood and start dealing with the adult issues they have been avoiding (and if Strauss & Howe are correct they will be facing some crisis type event that will solidify their legacy) attitudinally they will pass the openness torch onto the next generation (the global generation) where it should flourish. Functionally (with the web and technology) this generation is fine tuning the early adopters of technology, standardizing practices and usage, so that the Global generation will be empowered to maximize the technology (and probably enhance it in their own way).
Attitude.
Millennials think that the world owes them something. These are the offspring of helicopter parents, t-ball, and soccer games that have no winner and no loser. They’ve gone through the educational system without the benefit of constructive criticism for their work and in the workplace, can’t grasp the concept that they actually must perform and do it well. There are exceptions but often “just showing up” becomes a personal standard of “I am doing well.”
However, Overall, Pew says, Millennials are confident, upbeat and open to change. They’re more ethnically and racially diverse than their elders and also less religious.
Interestingly the Millennials legacy, attitudinally, may end up being how their collective non-conflict “whatever” personality deals with a crisis and an increasingly conflict world (how do they resolve the desire for community sense and manage conflict slowing the spread of sense of community).
What this means to the Global Generation idea:
The Millennials openness to a diversity of thinking, beliefs and attitudes will provide the platform for the Global Generation to enable that attitude. Millennials acquired this attitude “on their own” without the assistance of parents while the Global generation will gets ‘hands-on’ encouragement for enabling diverse attitudes. The Global Generation will further benefit as Millennials mature and recognize life is about winners and losers and their grayish attitudes on life begin to start taking on clearer colors (not always black & white). Attitudinally the Global Generation will doubly benefit as GenXers fully mature from the “Me” attitude to a fuller understanding of “we” and will encourage this combination of me/we attitude to younger generations.
Social.
Because the recession has someway shattered the world Millennials thought they knew they talk more about having autonomy and freedom, and in so doing, not being as enslaved to material goals that they perceived their parents being caught up in. They do talk about life happiness not based on economic success or achievement as much. Millennials are reordering their values and attitudes. They volunteer at higher rates than previous generations. “Civic trends have always risen with age. This generation is now emerging as being much more involved at a much younger age,” says Pew.
What this means to the Global Generation idea:
This Millennial sense of community, and civic duty, on a local level will start clashing with the Global Generations’ experiences via the internet on what is happening in “other local areas” globally. It sets the stage for individual empowerment to make a difference in communities worldwide (not just local community). The Global Generation will become the communicator of this “power of the community to
make a difference” globally helping begin the creation of a global community made up of distinct local communities. Having shed the burden of solely seeking material goals (encouraged by Millennials) global communication becomes easier as conversations evolve to values and aspirational alignment versus “haves and have nots” materially. This, combined with individuality (driven by the next topic – family), will create the social foundation for the Global Generation.
Family.
From the way they were raised to their views on marriage, Pew found, Millennials are a world apart from their elders. For example, only 61% grew up in a two parent household, a smaller percentage than the three previous generations. And just 21% are married (half the percentage of their parents’ generation at the same ages) and 34% are parents.
What this means to the Global Generation idea:
The Millennial experience simply strengthens the Global Generation’s social capabilities (understanding the value of an extended family). Family will always be valued but the Global Generation will have firsthand knowledge of the fragility of the belief and the strength of extended family ties. In addition, the Global Generation will be impacted by their parents, the first “divorce driven” generations the GenXers/Boomers, as well as the family value but materialistic generation of maturing Boomers. As with many other things this convergence of conflicting experiences will create a strong sense of Individual Empowerment (or the belief that the only thing you can count on is ‘yourself’). The recession’s impact on families will assist in strengthening the Global Generation’s resolve with hard work and the value of simple camaraderie (rather than cutthroat competitiveness).
Mindset.
From what I have seen, the Millennial generation is institutionally-minded, has a “we can fix it” attitude despite a libertarian bent, is community-focused, materialistic, upbeat, and usually is respectful and cheerful. Millennials are socially liberal (and so were the GIs by the standards of their days). But. Keep in mind this is not really a radical type thought for a generation (as noted by Winston Churchill):
“Any man who is under 30, and is not a liberal, has no heart; and any man who is over 30, and is not a conservative, has no brains.”
What this means to the Global Generation idea:
Boomers as they reach senior leader status are going to be stretched to learn to stop judging generations according to 1950s era education preferences, when knowing what nation & ideology last mattered. Borders may be less important because of internet yet I also see a new stronger stance on the importance of country (an extension of community) with the Global Generation. This in part will be formed by the extent of whatever Crisis the Millennials will have to deal with. Regardless the Global generation, seeking some construct in their lives and living through the internet the aspects of communities globally, will recognize the importance (and distinctness) of country. So while the borders may be less important the national attitude will become stronger. Because of many of the factors listed above (recession, family, technology, information access, etc.) I believe the Global Generation will also acquire parts of the preceding attitudes and be an “optimistic realist” generation. Gathering up the upbeat community of Millennials, GenXer ‘me cynicism’ and Boomer optimistic no boundaries the pieces will converge within the Global Generation creating a unique understanding of Individual and Community and Optimism and Realism.
How it all fits together (with this whole Global generation idea I have)
This study continues to confirm not only my hypothesis but also furthers Strauss & Howe’s 4th Turning construct. A snapshot of 4th Turning ‘turnings’ as they lead into the Global Generation:
From the Arthurian Generation through today’s Millennial Generation children, there have been 24 generations in the Anglo-American lineage. The first six were purely English. The next four were colonial, yet still heavily influenced by English society and politics. The eleventh (Awakeners, born 1701-1723) became the first distinctively American generation—the first whose name, birth years, and persona diverge significantly from peers in the United Kingdom. The Awakeners were also the first generation to be comprised mostly of native-born Americans and—late in life—the first to know the U.S. nation and flag. So although today’s Millennial children are the 24th in our full lineage of post-medieval generations, they are 14th in the American line. The Global Generation will be the 15th.
Where we are today (and tomorrow):
- The Hero archetype is born in an Unraveling, enters young adulthood in a Crisis, midlife in a High, and elder hood in an Awakening. (this is the Millennial Generation)
- The Artist archetype is born in a Crisis, enters young adulthood in a High, midlife in an Awakening, and elderhood in an Unraveling. (this is what I call The Global Generation)
In 4th Turning terms we are currently living at the tail end of what they call an “Unraveling” (and if you read my site at all it is easy to believe it is so).
Associated with Unravelings in the past are the same generational (people) divisiveness and spiritual wanderings we see today. In addition this also means we are at the cusp of a Crisis (yet to be determined) that will inevitably realign us on a variety of issues.
A brief overview of the entire lifecycle so you can possibly go back and reassess some words and thoughts):
- As ARTISTS replace Heroes in childhood during a Crisis, they are overprotected at a time of political convulsion and adult self-sacrifice.
- As conformist ARTISTS replace Heroes in young adulthood during a High, they become sensitive helpmates, lending their expertise and cooperation to an era of growing social calm.
- As indecisive ARTISTS replace Heroes in midlife during an Awakening, they apply expertise and process to improve society while calming the passions of the young.
- As empathic ARTISTS replace Heroes in elderhood during an Unraveling, they quicken the pace of social change, shunning the old order in favor of complexity and sensitivity
Conclusion:
While the Millennial Generation is highly educated they, of all generations in recent (possibly anytime) history, are unprepared for the crisis or catastrophe they will be faced with (that doesn’t mean they won’t figure it out just that it will be challenging). Strauss & Howe suggest they will be the next Hero generation. All signs are that they have all the characteristics, if not capabilities, to assist us in dealing with the inevitable crisis we will have to deal with (Straus & Howe suggest that ‘crisis’ will occur sometime within the next 5 to 10 years).
“Human history becomes more and more a race between education and catastrophe.”
H. G. Wells
This crisis will further define many things for our future. Yet. As with historical cycles there are certain aspects that will inevitably evolve. The Global Generation will be in one of the most unique situations of any prior generation (I ma
y do another post to identify similar generations and how they responded).
My biggest concern, or fear, is not the Crisis but rather remains with the “enabler.” The generation of people is happening and evolving attitudinally. It is a convergence of everything necessary to create the global generation. A generation which will combine a community attitude diverse and open to attitudes as well as individual empowerment (the strength of individuals to make an impact). But the enabler, the internet, remains the wild card. I do not believe there is any doubt the internet will become available worldwide (I believe cellphones will take it to the next level to access developing countries to become a true global platform – there is a brilliant study on cell phone technology printed in The Economist late last year). On the internet it is the accuracy of the information and the even handedness of the information that needs to be resolved. The web continues to be a megaphone for divisiveness and biased opinions. At some point someone needs to offer an altruistic open factual information platform. Google certainly has the opportunity but other organizations or an unbiased philanthropic group could step up.
Part 3 will be specifically about the Global Generation and thoughts on how they to impact them and how they will impact the Globe (and America).
deciding what you want to be
Apr 23rd
“Anyway, I keep picturing all these little kids playing some game in this big field of rye and all. Thousands of little kids, and nobody’s 
around – nobody big, I mean – except me. And I’m standing on the edge of some crazy cliff. What I have to do, I have to catch everybody if they start to go over the cliff – I mean if they’re running and they don’t look where they’re going I have to come out from somewhere and catch them. That’s all I do all day. I’d just be the catcher in the rye and all. I know it’s crazy, but that’s the only thing I’d really like to be.”
J.D. Salinger (The Catcher in the Rye)
I have noted earlier on my site I loved the book “Catcher in the Rye”.
And many argue it’s out of touch with today’s world. I say they are silly (if not wrong).
This quote from Catcher is one of my favorites as proof.
For is not every parent a catcher in the rye?
Is not every teacher a catcher in the rye?
Is not every good business leader a catcher in the rye?
Some of us choose to be the catcher. Some of us, like me, love the responsibility and embraces being a catcher in the rye in business.
Sure. A little part of me dies a little when I miss someone who mistakenly goes off the edge of that crazy cliff. 
But, on the other hand, I become a better person for everyone I get to steer clear of the crazy cliff.
There are some of us who don’t really sign up to be the catcher and yet are put in that role. Many parents are that way. Not because they didn’t want to be but rather before you have a child it’s a little difficult to understand that crazy cliff is always there and you always have to keep at least a little eye on it. That is one reason I respect great parents.
And then teachers. Some begin a career as a teacher because they just love to teach. But as time goes on they realize a part of their responsibility is to watch those in the fields of rye to insure those who wander to close to the cliff that they at least know someone is paying attention (and parents should recognize that teachers fulfill that role sometimes).
And then there are business leaders who go, go go. Always forward focused. And yet, over time, they realize to be the best leader a part of their role is to see the crazy cliff and catch people before they go over.
Ok. Maybe I’m nuts for seeing all this in the catcher in the rye but that is what I see.
And maybe that’s why I loved the book even when I was young. A part of me wanted to be the catcher in the rye. I am sure some guidance counselor would have had me put in some institution if I had answered “be a catcher in the rye” when asked “so what do you want to be.”
But. Now that I am here, i.e., no longer that young?
Being the catcher in the rye may be the best job in the world.
unhealthy eating Part 1: obesity ain’t the issue
Apr 19th
It is clear to see that Obesity is going to become our next “global warming” type topic. Not only is weight/health of the population a real issue but now politicians are warming to the issue as a way to get some media time. so here it comes. And, as with most government discussions, they are going to try to dumb it down with catchwords to focus people. “Obesity” is the word of the day. (and the fact that politicians are becoming involved will only slow us down in addressing the real issue).
Now. The obesity issue is a complex topic.
And Let me say obesity is the wrong word and wrong issue.
Do I know the right word(s)? yup. It’s really kind of simple.
Unhealthy eating. (or unhealthy intake if you want to get more technical)
It’s not sexy. It’s not catchy. But it is what it is.
Our health, body, issue is NOT obesity.
While size matters to a percentage of people the whole idea of “we as a nation are unhealthy eaters” is the issue (and not a tough concept to understand or believe).
Unhealthy eating creates unhealthy bodies which creates health issues (some of which are pretty dire and all are costly). And I would imagine the longer your body is unhealthy the higher the likelihood of issues (so addressing the issue with children does make some sense). Unhealthy eating also affects energy, lack thereof, to do things as well as brain energy but let’s focus on health issues. There you go.
Lastly (just so I can close the loop on the Obesity word). The obesity word is too polarizing and runs the risk of becoming this generation’s “global warming” descriptor. And, to be honest, it’s not the issue. It’s too small (to make a pun).
Look. It’s obvious that it’s better not to be overweight since excess fat can cause problems.
So where do we draw the line that says someone is overweight or obese? An international study just readjusted the figures to take into account health risks and now say a BMI of above 23 is overweight making a 6ft man weighing anything more than 170 lbs is overweight (which is madness). Heck. Without the health risks adjustment a 5’11” guy weighing about 182 lbs is overweight. At 5’8” and about 184 I would be considered obese and I can run for over an hour and a half and still play some tennis in a day if I wanted. Trying to put numbers to this whole thing is really an awful like the same problem climatologists are running into when trying to measure earth’s temperature.
BMI is a very crude and limited measure and it leads to a very complex confusing discussion on obesity.
And, in general, the idea of being fat (or overweight) and fit is complex.
We should stop thinking about obesity. We should stop thinking about “getting everyone slim (or slimmer).”
The trick is to get people to maximize the health of the body they have. Health researchers/professionals recognizing the failure and dangers of traditional weight-centered approaches to health are increasingly adopting the Health At Every Size (HAES) philosophy. HAES promotes tested and achievable ways to optimize health for the individual. It does this by focusing on eating, activity and body acceptance. Of course, food and exercise are old targets in the health promoter’s arsenal, and psychological factors influencing dieting behaviors are well-known. But the crucial difference is that HAES emphasizes the benefits of sound nutrition, active living and body confidence as ends in themselves, not as a route to weight management.
Having removed the goal of weight loss, HAES promotes a healthy relationship with food, including the importance of learning to recognize internal signals rather than ignore them in favor of rigid eating plans. HAES encourages activity for general wellbeing, for pleasure in movement and abilities and not as a calorie-burning mission.
This is the way to go. Scientific evidence is clear: for the vast majority of people, there is no known safe way to obtain significant weight changes and maintain them in the long-term. Dieting puts bodies in emergency starvation mode and it is difficult to willingly under eat; your body will make you eat in order to survive. The evidence shows that weight lost from dieting is almost always regained within a few years, often accompanied by a few more pounds. Even those who undergo the risks of weight-loss surgery find that much of the weight lost is regained in the long term.
So. If it’s not weight is it healthier to be slim but unfit or fat and fit?
Just as you can be slim and sedentary, it’s possible to be overweight and active. But which is better for your health? Oh if only this were a simple question to answer.
The government tells us that obesity has a “severe impact” on our health, and places a “significant burden on the health insurance” so slimming is practically our patriotic duty.
So what if exercise doesn’t seem to be working? What if you can now run a mini marathon yet your weight has hardly changed? Are you a lost cause? Or is it possible to be both fat and fit? Not just fit enough to exercise, but fit enough to live as long as someone a lot lighter?
Well. As usual it depends on the study you look at. In addition, any study conducted now reflects a snapshot in time within a lifetime of someone who has probably been obese (overweight) for some time. Rather than use my post to spout off a variety of research numbers but let me finish this section off with a thought which the majority of researchers will not dispute:
- As you progress towards overweight, class I obesity and class II obesity, the percentage of individuals who are fit does go down. But here’s a shock: among class II obese individuals [with a body mass index, or BMI, of between 35 and 39.9], about 40% or 45% are still fit. You simply cannot tell by looking whether someone is fit or not. In all of these studies, we typically see higher rates of mortality, chronic diseases, heart attacks and the like, in people with high BMI – we see the same thing that everybody else sees. But when we look at these mortality rates in fat people who are fit, we see that the harmful effect of fat just disappears.
If we look at individuals who are obese and just moderately fit – we’re not talking about marathon runners here – their death rate during the next decade is half that of the normal weight people who are unfit. So it’s a huge effect.”
Look. One day this fat-but-fit question will be answered without the shadow of a doubt. In the meantime, is there anything that all the experts agree on? Yes. However much your body weighs, you’ll live longer if you move it around a bit.
The Tricky Part: Behavior Change (this is further discussed in Part 2)
I further my argument that this isn’t about obesity but rather Unhealthy eating by talking about behavior change versus habit behavior. What I mean is ask an overweight person about this issue and their blood pressure goes through the roof.
“I’d like to say to the various people who say ‘it’s not rocket science etc’, the issue of weight rarely has anything to do with intelligence. Much like how many intelligent people smoke. Behavior change isn’t about how easy we are told something is, it’s about how hard it seems to be when you are about to start. I’ve been changing my habits for the past three months because I know I have to lose weight. And it’s fucking scary if you don’t know where to begin. I am significantly overweight and literally thoug
ht I was beyond help. I thought I’d be laughed out of any dance class/gym/whatever I went to. I did get looks as well, half pitying “aah at least she’s trying” and half smug “I’d never let myself get like THAT”. That’s exactly what people don’t need when they are already scared about making changes.
What is there to be afraid of? You might ask. After all it’s not rocket science. If you have been overweight for many years of your life, or even your whole life. Changing that is effectively changing part of yourself, for the better yes, but scary none the less.”
“Comments such as “it’s so easy” and “it’s not rocket science” just go to show how ignorant the authors of those comments are.”
Amen sister (that’s me). I couldn’t say it better. My Part 3 will be focused on what kind of campaign and message I would do to address behavior change.
This Issue comes in all Shapes and Sizes
Because obesity and overweight is so complex people invariably go to the simplest common denominator – appearance. And then it is a quick step to “slim is good.”
The hardest leap for people is the idea that all bodies are worthy of respect; that it is permissible and important to appreciate and care for the body you live in, whatever size you are; that bodies should not be disliked or despised for their lack of conformity to a particular size or shape.
Adopting a HAES approach may or may not result in a weight change, but that’s not the point. The point is that HAES improves health outcomes long-term and dieting doesn’t.
It seems counterproductive to continue pouring money and effort into attempts to make everyone slim. Instead let us aim for a different approach: treating people of all shapes and sizes with respect and providing equal access to evidence-based healthcare without discrimination or prejudice. HAES, adopted by increasing numbers of researchers and healthcare professionals, provides just such an approach. And permits us to address the core issue – unhealthy eating.
Here is the Summary:
If you’re fat and don’t do anything about it, you’ve increased your chances of heart disease and the rest of health issues associated with carrying around extra weight.
If you’re fat and you do some exercise, you’ve reduced that risk.
If you’re not fat and don’t do anything, you’ve increased your risk of health issues.
If you’re not fat and you exercise, then you’ve reduced it further.
If you are anything and smoke or eat crap you have increased risk of health issues.
We already know this.
We also know that caloric restriction (not malnutrition) increases longevity too. I believe there was a study on this in 1996 so even then it was well known.
If you eat less (but eat better) you live longer (regardless of your weight or shape).
You can exercise as much as you like, but if you’re eating more calories than you need, you’re chances of heart disease and health issues are going to be higher. (regardless of your weight or shape)
Look. This is kind of simple. Regardless of your size (or ‘weight label’) we should be encouraging everyone to eat well, consume an appropriate number of calories and be more active. So let’s move forward with attacking the Unhealthy Eating issue and throw obesity to the skeptics to chew on.
Kornflakes, Kids and Knowledge
Apr 12th
Yeah. I eat cornflakes (cheerios too). And I even sometimes don’t eat them at breakfast (I know. crazy, huh?). Regardless I don’t eat them sitting around a kitchen table staring at the box with nothing else to do. So. When I went to throw the box away I happened to see the back of the box.
Book Trivia for kids. Good stuff. Not really easy stuff. Stuff that not only teases out some curiosity but I would imagine it actually generates some conversation over breakfast (gosh. What’s that?). Some of them were a short description followed by a question and some were multiple choice. The 
trivia:
- What name is this author better known by? (and it was Theodor Geisel).
- Can you name this famous one-time author? (and it was Harper Lee).
- Solve the mystery and guess who this author is? (and it was Agatha Christie).
- Which of the following books was not written by Mark Twain (they used Last of the Mohicans as the ‘odd book out’).
- Which title below was written by Ernest Hemingway?
- The Grapes of Wrath
- To Kill a Mockingbird,
- The Great Gatsby,
- The Sun Also Rises.
- Which of the following is not a play written by Shakespeare? (and I loved how sneaky they were on this one with using the title styles to confuse you)
- The Barber of Seville
- The Merchant of Venice
- The Merry Wives of Windsor
- The Taming of the Shrew
Okay.
This isn’t exactly NY Times crossword puzzle tough but this is really good stuff for kids. And it’s not silly easy. And it’s on the back of a cereal box. And at minimum it keeps us adults on our toes with our literature. That alone may make it worthwhile. Kudos to the cereal company for not wasting space on some ‘cross sell.’
poland’s ongoing pain
Apr 11th
Yesterday’s plane crash that eliminated almost 50% of Poland’s leadership in Russia is a tragedy. Just another for Poland over centuries of their existence. A combination of events and history makes this an even larger tragedy.
As background. The Kingdom of Poland was formed in 1025 and in 1569 it cemented a long association with the Grand Duchy of Lithuania forming the Polish–Lithuanian Commonwealth. So. Say from 1385 
to 1795 Poland was one of the largest European countries with one of the most infamous armies and generals (Until the 18th century the Polish Hussars were considered the elite of the Commonwealth armed forces) and was exceptional with regard to religious tolerance.
Then Poland in 1795 ceased to exist for 123 years as Prussia, Austria and Russia portioned the country amongst them. Poland regained its independence as the Second Polish Republic in 1918, after World War I (beating back the Russians in about 1921 to maintain their independence). 
Then Poland lost over six million citizens in World War II only to emerge later as the People’s Republic of Poland within the Eastern Bloc under Soviet influence (if you want a relatively easy read and an interesting historical overview of Poland, pick up James Michener’s Poland. It is my favorite of all Michener’s books).
So, today, seeing the picture of the flag-draped coffin met by the president’s twin brother and his daughter Marta at Warsaw airport continues an image of Poland striving to forge its way through a variety of challenges.
97 people died in the crash after the Polish president’s Tupolev plane clipped trees on its approach to Smolensk (Russia) airport in thick fog. There were no survivors. And the passengers included almost 50% of top Polish leadership (could you imagine f that happened in the USA?).
What gives this all an eerie feeling is that the Polish president had been flying to Smolensk to attend the 70th anniversary of the Katyn massacre, when Soviet secret police killed 15,000 Polish officers in one of the most notorious atrocities of the Second World War. In a tragic twist, family members of the Katyn victims were on board the president’s plane. The subject of Katyn has been a source of unresolved friction between Moscow and Warsaw for decades with Soviet governments falsely blaming the Nazis for the massacre until recently accepting responsibility.
There was no suspicion of foul play, but the extraordinary timing and location of the disaster, together with the Polish President’s known antipathy towards the Kremlin, are likely to fuel conspiracy theories on both sides.
Russian officials said that the airport, 270 miles west of Moscow, had been closed because of thick fog. They advised the pilot to land instead in Moscow or Minsk, but he continued with the original flight plan, making three abortive attempts to land at Smolensk’s Severny military airport. On the fourth attempt, the Russian-built airliner crashed. “The Polish presidential plane did not make it to the runway while landing. It hit the treetops and fell apart,” said Smolensk’s governor, Sergei Anufriev.
A tragedy. It’s not just a sad day for Poland. It is a sad day for the world.
Oh, those funny Europeans – French, Germans, Greeks
Mar 10th
I think it is difficult for us Americans to truly understand country-to-country tension. (well. unless the fact we despise that Canada has better beer and have disdain for their overall happiness). Oh, and I don’t mean like an Al Qaeda type thing. I am talking about that disdainful relationship borne of time.
We may understand fear on one hand (think Soviet Union in 50’s). Maybe we understand that. But emotional hatred/tension I am not so sure because, once again, it only comes with time and some good ole cultural conflict.
What I mean is that centuries old baked in emotional despising between Germany, France, Russia and England. That mutual suspicion that is an underlying thread in the fabric of everything Europe does. And in particular France and England. Even today it raises its head.
The channel isn’t wide enough.
I had to chuckle when I read that within the European Union a few years ago a Britain permanent EU representation invited their diplomats to craft a mission statement for their work.
One submission (not used) was “sticking it to the French, every day.”
Awesome. You figure it’s been almost 200 years since they fought in a war. (ok. So they had been warring off and on almost 500 years before that but c’mon get past it). So 200 years and that channel isn’t wide enough to buffer the disdain the English has for the French.
Stick it to the French. From a diplomat. Awesome.
Next. Germans tell the Greeks “get up earlier.”
Right now all of the European Union is kinda grumpy with Greece as they ran up a debt that, well, they cannot pay.
So. The Germans stepped up to the plate to tell Greece what to do.
First. Sell islands to pay off its debts. Good stuff. Anybody in the market for a Greek isle?
Next. Two German politicians told Greece to sell historic buildings and artworks before receiving aid (anyone interested in the Acropolis as a summer chalet?)
Lastly. The German tabloid Bild wrote an open letter to the Greek Prime Minister George Papandreou:
Dear prime minister,
If you’re reading this, you’ve entered a country different from yours. You’re in Germany.
Here, people work until they are 67 and there is no 14th-month salary for civil servants. Here, nobody needs to pay a €1,000 bribe to get a hospital bed in time.
Our petrol stations have cash registers, taxi drivers give receipts and farmers don’t swindle EU subsidies with millions of non-existent olive trees.
Germany also has high debts but we can settle them. That’s because we get up early and work all day.
We want to be friends with the Greeks. That’s why since joining the euro, Germany has given your country €50bn.
Sincerely, Germany.
Basically the Germans are suggesting “lay off the ouzo and maybe work a little harder.”
Awesome advice.
Oh. Those wacky Europeans.
A book to read. Warsaw 1920: Lenin’s Failed Conquest of Europe
Mar 5th
Wow. What a good read. Especially if you like obscure but interesting history. I had no clue that in 1920 that Lenin decided to invade Poland (which had only recently become a country again after being split between Russia, Germany and Austria for over a hundred years). The history of Poland is interesting in itself (pick up James Michener’s Poland if you want a relatively easy historical lesson told in a good storytelling way).
This is a short book. It shows how close the new Soviet Union came to including Poland (and more geography if they had been successful and kept on going) as early as 1920. It also shows Poland’s resourcefulness (they didn’t really have a qualified experienced general) and fortitude in the face of some fairly overwhelming numbers. If you are interested in obscure historical moments that had an impact (because some things happened in this war that affected Soviet attitudes in WW2) then pick up this book.
Disruption: Overturning Conventions and Shaking Up the Marketplace by Jean Marie Dru
Feb 11th
As noted in an earlier post I don’t like most business books. Drivel hidden in buzzwords. And then there is Disruption. The strategic foundation is so simple and clearly good it is a worthwhile read for anyone in business. Whether you actually use the disruption methodology or not the idea of positioning in a way to create disruption (and therefore being distinct) is a powerful concept. I call it positive friction or owning a contradiction. He calls it disruption. He is more successful than I am. Use his thoughts. Drawing from experiences as the founder and chair of a global advertising agency, Dru gives us this practical, refreshing approach to thinking about international advertising. His compelling concept of “disruption” is a three-step reasoning process for creating a set of new visions for successful growth. Dru first explores how firms can get in a rut with their advertising strategies. He then offers hundreds of examples of advertising in Europe, the United States, and Japan to explore cultural differences and government rules and regulations about advertising. Dru’s last section provides more detail and looks toward the future. Rich with examples, this timely book is recommended for advertising-agency and marketing professionals as well as for corporate executives, consultants, and advanced students and academicians.
