Post Author: Matthew Stowe
Many of us have been trained to use systems. We use them to be more efficient and productive. The idea that a system was developed for any reason other then a better result would be insane, right? There is one system that runs through all areas of our lives. There is no hiding from it. By default we have been taught this system to establish and maintain “order”. This system contains very important ingredients; control, dependence, distrust and scarcity. All around us we find this system at work. Take a look at advertising, government, politics, your place of employment and yes, your home.
This system is called FEAR. Yes, fear! Inside of this unconscious system we have made choices that make us who we are. Where we work, who we married, what religion we choose, what our political influence is etc. In this system we strive to be liked and will do anything to gain the admiration of as many people we can. Let’s face it this system is about not having enough and never being able to get it. This is a system of survival. Without even being aware decisions are made in every interaction to ensure survival. The samples below are true stories:
An account manager that depends on a hand full of customers has just received a call from his largest customer that they are going to be getting other bids this year. Without asking any qualifying questions the account manager goes into a panic and begins dialing the phone to find out why this is happening. The technicians on the site are interrogated, the manager of the project berated and the customer left behind. Finding that everything is OK with the service delivery the account manager figures that the customer must be bidding because they are lowering costs. He goes to work on the new proposal and he is going to cut costs no matter what. Remember at this point the customer still has not been called to ask them why are they going out for bids. Why? He is afraid to find out why? Fast forward to the delivery of the new contract with a 25% reduction in costs. The customer takes one look at it and says “If you could have done it for this why were you charging me so much for the past 8 years?” Little does the account manager know but the other (3) bids came in 35% higher then the original price. Oh, and the customer went with the company that listened to them and asked them questions.
A franchise owner has a couple of accounts and is pleased with the take home money. He has purchased a new truck and is proud of what his hard work has produced. He starts his night at about 5:30pm and often runs into his first customer as he begins his cleaning route. This customer is a very busy and demanding person; a stereotypical hard driving manager. The franchise owner is quickly learning that this customer has “high expectations”. It starts pretty harmlessly, a simple request to clean the refrigerator out because there was a spill. A week goes by and the manager confronts the franchise owner about the cleaning of the refrigerator. The franchise owner insists that he cleaned the refrigerator but the manager persists that it wasn’t done. Franchise owner does it. Now it is every week and a pattern has started. Next thing are the floors getting scrubbed, the carpets cleaned and the windows done. Fast forward 6 months and the franchise owner is spending (2) hours in a facility that should take 30 minutes. Why? FEAR is hard at work. The manager knows how to use it and can find the players (victims).
What are your “True Stories”? In my next blog I will introduce the alternative to this devastating, unconscious system. Growth begins with awareness and by sharing your stories.
Tags: Add new tag, FEAR