Know the Guy

Wow, April was my last blog? How the time flies when you're having fun out there. I have a few things to say about fun since I really do like having a little myself; duathlon, mountain biking, running, skiing, snowboarding, cycling, and general outdoor activity. You can Google me "Kellyann Davis" and see for yourself. Think about what that might tell you about me, I'm competitive, I write a blog, I own my own company, you'll even find out that adopted a blue-eyed Saint Bernard and named her Bette Davis if you just "Google" me. Wouldn't you like to know that before you begin working with me, or even more importantly, negotiating with me? I think it might help. I'll know more about you than you think before I ever shake your hand and say "very nice to meet you" because it gives me an edge. Competitive Intelligence includes people, I cannot emphasize that enough. When you think you have a company pegged and can predict its every next move, remember the people and remember that people aren't necessarily rational.

Consider CEO number one, a guy who likes marathoning and you know that because you "Googled" him. You know he runs about three marathons each year and has run more challenging events every year.

Now consider CEO number two, she's the former president of the local business association, she is the mother of two elementary age kids, attends and comments in City Commissioner meetings, and is on the board of a local charity.

CEO number three, no bio, no "Google" results, no pictures, nothing. You don't know anything about this guy, zippo, zilch, nada. However, you did find out that his wife posted a not-too-flattering comment about him three months ago in a discussion board dedicated to helping jilted spouses get over their bitterness. His wife said that he left her for a "slut at the office."

You're headed into a meetings with all three of these people, you're selling them on a new knowledge management system. You know about the IT systems they operate in their companies, you know the latest deals their companies have done, you know all about their products...but the guy selling a KM sitting next to you knows everything I just listed above. Who is more likely to get the deal? The more you know, the more you can smartly appeal to personalities, build relationships and trust, and sell like crazy. Same goes for any dealings. One caveat, it freaks people out if you flaunt your knowledge about them, it's a deal breaker so don't ever do it...as we say at BlackSand, "just know."

More about the personality of companies later, and about the persons who set the tone of the work environment. Know the people before you go into a meeting, know what motivates them and how they express that in their lives. You'll have an edge and that's what this is all about.