It Ain't Over 'Til It's Over

As one gets older, one notices it when people die. One occasionally goes online to scan the obituaries in the old hometown newspaper. At first, it’s mostly older people whose names you recognize. An old teacher or coach. The grandparent or parent of someone with whom you grew up. The neighbor down the street. And then people closer to your age start popping up and it reminds you that time marches on and death awaits us all.

When famous people die it’s news. Mostly I don’t pay much attention and it sort of puts me off when some of these “famous” people get so much attention for doing so little. The passing of athletes, actors or musicians usually garner more headlines than those of educators, scientists, business leaders, great writers, theologians and, yes even politicians whose contributions may be so much greater.

So when an old baseball player passes away, I may take note, but then move on. Usually. Not so much with the passing of Yogi Berra. He was more than just a great baseball player and a successful baseball manager. He was more than just a bunch of great quotes that will continue to live on in our culture. To me he represented the baseball world I grew up in. He was toward the end of his career when I really started following the game. He was the same age as my father. Like my father, he was a WWII combat veteran. But unlike my father, he had found his passion and was good at what he did. Growing up in the Depression and going off to war did not break Yogi as it had others, including my father.

While as kids we may have dreamed of being the next Mickey Mantle, as adults we came to respect guys like Yogi Berra. Guys who stayed with the game and respected the game. The steady guys who were dependable. The guys who could mix humor and humility in a way that players and fans could appreciate. Not heroic figures with leading man good looks. Just average Joe’s who showed up every day and did their job. His kind will not soon pass this way again.

Why Do Companies Hire the Wrong People?

As we celebrate the Labor Day holiday it only seems fitting that we talk about a work-related topic: “Why Do Companies Hire the Wrong People?”. At some point in your career you will ask this question. Either you will have hired the wrong person, or you will be working for the wrong person or YOU ARE the wrong person. As a headhunter, I live smack-dab in the middle of the hiring process on a daily basis. I see best practices, worst practices and everything in between. Before becoming a headhunter, I worked in the transportation industry for many years. And, I must raise my hand and confess that I have hired the wrong person, worked for the wrong person and been the wrong person.

A good portion of my work involves helping people recover from bad hiring decisions, both companies and candidates. I also spend a good deal of time trying to keep companies and candidates from making bad hiring decisions. Bad hires are bad for my business. And even if I am not the one who makes the decision to hire someone and I’m not the someone who makes the decision to accept the offer; everyone still likes to blame the headhunter when it turns out badly.

So I have thought long and hard about this “hiring the wrong people” question. And I have come up with a simple answer: Companies hire the wrong people because they don’t know how to hire the right people. Sometimes they get lucky and hire the right person by accident. And depending on their process, they may make more good hires than bad hires. And sometimes, even when you hire the “right person” it doesn’t work out. But that’s another conversation. This one is about HIRING THE RIGHT PERSON as often as possible.

Back in May of 2014 I wrote a couple of blogs about hiring and pointed out that there were five primary factors to consider: 1)Talent, 2)Skill, 3)Work Ethic, 4) Attitude and 5) Experience. In those articles, I noted the difference between talent and skill. I also made a point about the value of “relevant and meaningful” experience. I also stated that testing and assessments, if done correctly, are very worthwhile. But if done incorrectly, they unnecessarily shrink the pool of qualified and capable candidates.

So back to the question, Why Do Companies Hire the Wrong People? It’s simple: They do not thoroughly evaluate and verify the five primary factors which determine fit for the position. If any one of these is lacking, it will likely turn into a bad hire. Too many companies decide that a candidate is an “A player” because of their experience and their interview skills. If a candidate has a strong resume, some good references and interviews well , that’s good enough for some companies. It’s assumed that the candidate possesses the requisite talent, skills, work ethic and attitude to be successful or….well, they would not be successful. And clearly they have been successful, right?

You want to hire the right person for the job? Figure out the requirements in terms of talent, skill, work ethic, attitude and experience. Hire against those requirements, evaluate and verify as much as possible. And don’t get blinded by A+ experience and polished interview skills. Candidly, in most cases you’re better off with someone who is a “B” in all five categories than you are with a person who is an “A” in four and an “F” in one. If you can avoid hiring that person who is clearly lacking in one or more of these five critical areas, you most likely will not hire the wrong person.

Too many companies want to hire “the best” person. So when they find someone who is an exceptionally strong match on what they consider to be the most important requirements for the position, they are willing to overlook a gap or weakness in what they consider to be an issue of lesser importance. My question is always this: When it comes to Talent, Skill, Work Ethic, Attitude and Experience; which one of those are you willing to sacrifice? How good would the candidate have to be to make up for falling short in one of these five areas? In my opinion you’re better off with someone who is “good enough” in all five than you are with someone who is a superstar in four and seriously lacking in one. The exception to that would be “skill” in positions where you can train the person for skill. If I can get them up to speed on skills, then I’ll take the superstar every time. But the farther you move up into the organization, the more you need to be hiring people who “check off” all five boxes.

You want to avoid hiring the wrong people? Hire the right people.


"I used to think business was 50 percent having the right people. Now I think it's 80 percent."
-Kevin P. Ryan

Popcorn

"Of course life is bizarre, the more bizarre it gets, the more interesting it is. The only way to approach it is to make yourself some popcorn and enjoy the show.”- David Gerrold


I appreciate technological advancements, in theory. In practice, I am a skeptic. If I have something that works, I am not much inclined to reach out for something that claims to work better. I held on to my Blackberry until the bitter end. The combination of observing all of the things my wife could do with her Samsung smart phone and the sheer humiliation of having small children point and laugh when they saw me using the Blackberry, finally pushed me over the edge last year and I got a MotoX. It’s still not the fanciest device out there and it’s not cool. And I use it mostly for the same stuff for which I used the Blackberry. But, now I am only 5 years behind the techno-curve, not 15.

I jumped on the iPAD several years ago. I didn’t have anything else that could do what the iPAD could do, so I wanted one. It’s now an old, old iPAD and people keep telling me I should upgrade. This one does what I want done, I am happy. I will wear it out, then upgrade to something that has probably been around for at least two years.

I was early on the e-readers. Bought one of the first Kindles. Still using it. See no need to change. It does what I want done. Leave me alone. I still do not download music to my phone. I just don’t see a need for it. I have music on my computer and in my home. When I go on a long-walk or work-out, I don’t want the distraction. I don’t need music playing in the background. When I listen to music, I really listen to music.

My wife is more easily bored than I am and she’s not a big reader. So when we travel, she wants to watch TV shows and movies on her iPad. She has a Netflix account and goes on about all of their great programming. I don’t like watching shows on the iPad or even on my computer. And, I wasn’t sold on connecting streaming video to our big screen TV. But, my wife knows how to work me, so she starts sending me links to the various types of devices which are available to “easily and affordably” connect ones television to the internet.

I finally gave in and purchased a Roku 3 device. Little did my wife know that she would create a monster. I am now binge watching Orange Is The New Black and House of Cards. I’ve started a half dozen other series and will eventually binge on them once I get caught up on OITNB and HOC. And now that I can get You Tube on the big screen, I can watch my favorite scenes from my favorite movies. I mean who doesn’t like the “Ecstasy of Gold” scene from The Good, The Bad and The Ugly (other than my wife)?

I remember many years ago, my mother resisting the gift of a microwave oven. She had a perfectly good electric toaster oven for warming up leftovers and the microwave seemed dangerous and unnecessary. What finally won her over was microwave popcorn. She and her dog loved microwave popcorn. Once popcorn opened the door, she embraced her microwave and it became her go to appliance.

Those who develop technology and more importantly those who market it should take note. If you want to sell to the mainstream; find out what they like….then give it to them. Not bad advice, no matter what you’re selling.

The Game Is Changing….Demographics & Tipping Points

“The tipping point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire.”
― Malcolm Gladwell, The Tipping Point: How Little Things Can Make a Big Difference


Technology tends to change the game over a relatively short period of time. We can measure the changes in months and years. Demographic changes tend to be measured in decades and generations. However, the IMPACT of changing Demographics tends to hit quickly and significantly once those changes reach a tipping point. My sense is that we have reached “tipping points” on multiple fronts and these “tipping points” will have radical impact on how we produce, distribute and consume goods and services in the future. Technology may indeed be the great “enabler” when it comes to many of these changes, but the motivation is very much human.

So what are some of these changes or tipping points that are impacting transportation and logistics? One that clearly jumps to mind is the shortage of truck drivers. This is the result of a long cycle of changing trends, demographics and regulations. There are literally dozens of reasons why we do not have enough truck drivers. Some are unique to trucking and some are larger issues which also explain why we don’t have enough skilled tradesmen (or tradeswomen for that matter). They include things like fewer kids growing up on farms and having early exposure to equipment and manual labor; or the push for all kids to go to college and the devaluation of “blue collar” careers; or the perception of trucks being bad for the environment; or just considering the pay as being too low for the required time and effort. Tighter regulations which the society has chosen to impose for safety reasons have an impact. Lower birth rates within the traditional truck driver demographic have an impact. The list could go on forever. Bottom-line, there have a been a multitude of fundamental changes which have resulted in a critical shortage of truck drivers.

Another example of a major tipping point is the growth in e-commerce retail. What Amazon is doing to retail is a game-changer for transportation and logistics service providers. Products are suddenly purchased and distributed much differently. If your business is built around DC to store delivery, and if the product can be effectively sold and delivered via e-commerce, your business is in trouble. On the other hand, if you are in the final mile B to C delivery space, opportunity abounds. But so does risk depending on how you’ve built your business.

Changing demographics tend to drive changes in politics which in turn create major changes for businesses. For transportation companies, a political environment that tends to be pro-union and anti-independent contractor is bad news. If we continue down this path through a couple of more election cycles, the transportation system as we know it will be completely changed. We could well end up paying more money for poorer service. There will be winners and losers and if you are not prepared to play the “new game” you will lose.

And whatever your business model, you will need some people involved. Which again brings us back to changing demographics. I’ve commented about this before in discussing Millennials in the workforce. You simply cannot manage people the way you did twenty years ago. It doesn’t mean that this New Generation Employee is bad. In many ways, they are better and given all of the other changes going on in the world, very likely to be more productive over the long run. But they are different. They think about work-life balance differently. They think about employee-company loyalty differently. They think about rewards differently. They think about communication and feedback differently.

The game has changed. Learn to play the new game or cash in your chips.

The Game Is Changing….Technology

Last week I wrote that we were entering a new and different world when it comes to doing business. There are fundamental changes occurring that are forcing transportation and logistics service providers to adapt or else. One of the most significant game changers is technology. For those of us old enough to remember what it was like doing business before computers and cell phones, today’s information and communication capabilities are truly amazing. I have been fortunate enough to sort of ride along on the wave of technological advancements and I cannot imagine doing business the way we used to.

Back in the mid-60’s, Gordon Moore, co-founder of Intel, wrote a paper stating that essentially computing power would double every 2 years. It became known as Moore’s Law and has turned out to be a fairly accurate prediction. Some even say that the “doubling cycle” is only 18 months. There are various opinions regarding how long this exponential explosion can go on. In theory, at some point, we reach diminishing returns. But certainly, in my adult lifetime, Moore’s Law seems to hold true. As a result, I think it’s fair to say that we humans are now trying to catch up to technology. What can be done with technology is way out there, just waiting for application and adaptation. If you can imagine it, it’s possible. In fact, it’s likely to become reality within your lifetime. At some point, the discussion turns to ethical considerations about the creation, development and maintenance of life forms. I’m not going there. Just read Mary Shelley’s Frankenstein.

Interestingly enough, the way technology is being used these days in managing the supply chain can be somewhat “Frankenstein-ish.” And when you hear the horror stories associated with “system conversions” or “new installs”, there is a tendency to step back and say maybe we’re trying to do too much with technology and let’s just get “back to the basics”. Sorry, you can’t go back. The basics are on the move and you better keep pace. As noted above, we humans are trying to catch up to technology. No question, sometimes application design is poor, training is lacking and implementation/execution fails. But it’s the human element that is failing here, not the technology.

I would say that most transportation and logistics companies would do well to stay close to the leading edge when it comes to technology. But, let other industries or companies with deep pockets do the pioneering. This is still a fragmented, low-margin business and the only thing worse than expensive new technology is expensive new technology that doesn’t deliver . The key is to constantly examine every function in your business and figure out how you can do it better. Don’t think technology first. Think process and improvement and how you can do it better. If it takes technology to get there, then determine if is it economically feasible and do you have the people who can and will use it? Technology is not the end all. But if you fail to take advantage of what’s out there, you will lose the game.

The Game Is Changing

“The reasonable man adapts himself to the world: the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.”- George Bernard Shaw


So we have reached the half way mark of 2015. As I speak with clients and candidates I keep getting the same question: “What are you seeing out there?” I think I get it more often when we are in a so-so economic environment. When things are really bad or really good, I don’t get that question as often. Everyone sort of knows what’s going on. For the past couple of years no one is sure what’s going on, so I get that question a lot. When we think things are getting better, they turn for the worse. Just about the time we think it’s all going in the tank, we see it turn the other way
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I would say that one word describes how most of us feel about the economy…UNCOMFORTABLE. And more so than normal. I’ve been around a long-time and business is cyclical. There are short-term cycles and long-term cycles. So anyone who runs a business understands the phrase: “This too shall pass”. For the most part things are never as good or as bad as they seem to be at the moment. Every day is a battle, you win some and you lose some. Just showing up and surviving is not a bad thing. And if you’re really good at what you do, with a little luck or help from above, you might just prosper.

But it is never easy. What’s my competition up to? What do the customers think about us? What do our employees think about us? How can we become a better company? Answering those questions today is more challenging than ever. Experience can be a great teacher, but when the game changes your experience can work against you. And when your experience-driven answers to the hard questions turn out to be wrong, then what?

I think this is where we are in 2015. It’s true for the global economy. It certainly seems to be the case when it comes to political, social and environmental issues. And it is definitely where we find ourselves in the transportation/logistics business. What’s happening now is the result of more than just economic cycles and competitive pressures. The game is changing and changing rapidly. Advancements in technology and changing demographics are turning the world upside down. Business models that were highly successful only ten or fifteen years ago are now dinosaurs. 2000 doesn’t seem all that long ago. But, 2015 is a brand new world and if you are running your business a lot like you did in 2000, you are going out of business. You may not know it yet, but you are going out of business.

In the coming weeks, we’ll look closer at the “game-changers” which will determine the winners and the losers of the future. But back to the original question, when asked, “What are you seeing out there?” My answer has become, “It’s a whole different ball game.”

Rooted in Evil

“For we do not wrestle against flesh and blood, but against the rulers, against the authorities, against the cosmic powers over this present darkness, against the spiritual forces of evil in the heavenly places.”- Ephesians 6:12

In the aftermath of the mass murders in Charleston, a lot of the discussion has been about racism and guns in America. And these are subjects worthy of discussion. They are major factors in what happened in Charleston. But, the core of what happened there is rooted in EVIL. In today’s world we are reluctant to talk about evil and when we do talk about evil it tends to be an adjective not a noun. Actions may be described as evil, but we tend to relate them to some sort of cause and effect process. If we can figure out “the cause” then we can remedy “the effect”. If we are forced to admit that real EVIL exists and is “a thing”, then we must move from the physical world to the meta-physical world and ultimately outside of ourselves as the shapers and creators of “our world”.

I tend to think that it was not just coincidence that Dylann Roof chose a church and a bible study group as the place to make his “statement”. Through the journey of his young life, he made choices that led him to this moment. Were there other influences? Of course, and they may go deep into his DNA. If he had grown up in a country without such an awful history of racism and less access to handguns, might there have been a different outcome? Perhaps. But where evil is at work, another madman in America would have likely taken his place. And Dylann Roof might be out there doing some other horrible thing somewhere else on the planet.

Theologians and philosophers have argued over free will vs determinism for centuries. And there are many who would argue that what happened in Charleston was “predestined” or somehow in line with the mysterious, unknowable will of God. I tend to believe that we all play the hand we are dealt and God in his Providence offers a way out. He is more generous and shows more mercy to some, but we are all given the choice.

“God created things which had free will. That means creatures which can go wrong or right. Some people think they can imagine a creature which was free but had no possibility of going wrong, but I can't. If a thing is free to be good it's also free to be bad. And free will is what has made evil possible. Why, then, did God give them free will? Because free will, though it makes evil possible, is also the only thing that makes possible any love or goodness or joy worth having. A world of automata -of creatures that worked like machines- would hardly be worth creating. The happiness which God designs for His higher creatures is the happiness of being freely, voluntarily united to Him and to each other in an ecstasy of love and delight compared with which the most rapturous love between a man and a woman on this earth is mere milk and water. And for that they've got to be free. Of course God knew what would happen if they used their freedom the wrong way: apparently, He thought it worth the risk” – C.S. Lewis