Crayola Colors: Sign of Complexity?

One of my Facebook friends posted a picture illustrating the evolution of Crayola crayons, from eight colors in 1903 to 120 colors now. I started thinking this is an excellent representation of today’s complexity. Life was simpler when I was a child 50 years ago. I remember when Crayola introduced 64 colors. Now there are 120 colors. There are more shades of meaning that can be expressed with additional colors.

Would any of us want to live as people did in 1903? I applaud and celebrate progress. What I want to remember is that life is more complex, which requires more attention to planning and risk analysis.

Posted January 27th, 2010 in Observations

China Trip in 2010

Later this year, I will be speaking at the 2010 Interpipe Exhibition and Conference in Langfang, China.  The paper I present will be about the training we provided for pipeline controllers of PetroChina.  While in China, I am happy to be doing consulting work with PetroChina.  My professional mission is to use my knowledge and skills to help people improve their performance..

I like the Chinese proverb:  Repair the roof before it rains. Think about times when you have postponed pipeline repairs, preventive maintenance, or training for improved knowledge.  We do these things in the name of “meeting the budget.”   Then a tank collapses, or a pipeline leaks, or an employee makes a costly error due to lack of knowledge.

And the budget that was so important does not get met, it gets exceeded.   So I am happy when PetroChina wants to learn, to benchmark, to improve.  They are laying thousands of miles of new pipelines, and technology is only part of safe operations.  The people who use the technology are the ones who ensure safe operations.

Posted January 27th, 2010 in Leadership, Observations

100 Contacts = 1 Client (1/100 = 1%)

I read somewhere that a sales person has to make 100 client contacts to get one sale. Therefore, a sales person should make 100 contacts as soon as possible. I don’t know if that applies to consulting or not.  Over the past couple of years, I have tracked how many contacts I make with clients and potential clients.

In 2007, approximately 130 contacts yielded five jobs. (5/130 = 3.8%)  In 2008, 161 contacts resulted in six consulting jobs and sales of Dirty Dozen calendars to seven clients. (13/161 = 8%)   In 2009, 434 contacts resulted in three consulting jobs and sales of calendars to eight clients.(11/434 = 2.5%)

This makes me wonder what counts – quantity or quality of contact.  The type of contact is also important.  I can mail cards and letters, send e-mails, make phone calls, and see people in person.   The best way to me is in person, although any method may touch a person.  Of course, the touch may not be effective, and could be counterproductive.

In 2009, I have made speeches and presentations to three pipeline industry groups.  The audience was interested in the topic of pipeline human factors, but that does not mean they need any consulting assistance.  What I always remember is that my purpose is to help people learn and improve performance.  And those audiences ranged in number from 50 to 250.

The key of any human interaction is to serve one another.  If a consultant provides something of value to the client, both will be successful.  If not, the percentage to “sales” to contacts will be less than 1%

Posted December 16th, 2009 in Observations