The Importance of The Rival

Thor and Loki - rivals through and through

Being an entrepreneur the last few years have put me in a season where I am not constantly aware of who my rivals are.

Sure, I have insight into companies who are in the same space as me. And the longer I am in business, the more I hear about who is also doing similar work to mine.

But the dynamic of rivalry is one that I have sorely missed lately and it only took running into one of my fiercest rivals from high school to remind me.

Take a step back with me to the late 1980s in the now defunct SICA East conference in the south suburbs of Chicago - girls tennis. My first two years at Bloom High School found me mostly undefeated in conference and going down at the Sectional tournament narrowly as a freshman and sophomore as a first and second singles player. My coaches and I were sure and certain that my junior and senior years would be my glory years. When I say coaches, I mean both my school and my park district off season coaches. There was a focused team of three adults and myself working toward my tennis glory.   There was really only one girl from Homewood-Flossmoor High School standing in the way in my conference and since I was a year older than her, we felt confident that I could grow my game and even if I never beat her, I could still achieve my goals. She was my rival. All that was well and good until my senior year when her younger more powerful sister entered the conference.

Needless to say, I never won a conference title as a sister from that family (and there were 3 of them) kept me from it.  I cannot even begin to describe all that has been running through my head since I was reconnected with her in a business meeting some 26 years later. She is an amazing woman today. We both are. We ran into each other as we are both at the top of our career game - me, as an up and coming entrepreneur impacting policy to grow small business in Illinois, her as a superstar state legal counsel for Illinois.  Our laughter, hugs and reminiscing reminded me of the importance of a rival.

Rivals humble us. 

Regardless the field of expertise or the sport in question, having a rival  - especially a good one - is a humbling experience. Nothing causes you to check yourself more than a brilliant rival.  Seeing your skills and talents, in all their glory, come up short against those of a rival is great experience in perspective.  Perhaps that is why many people surround themselves with their equals or folks who are less talented to keep them "at the top" in the eyes of those not observing closely. This gross lack of humility inhibits growth. Formidable rivals force you to acknowledge your flaws. Flaws that, once acknowledged, must be dealt with in order to compete with that rival or anyone else. The ability to see, recognize and improve on flaws are critical to great leadership. Often times, it is tough to do without a rival to humble us to start the process.

Rivals drive innovation.

When there are people around you excelling in the same areas as you, you have two choices. You can chase them in that area of focus and do your best to catch up and surpass them. Or, you can get creative and find a new way to compete. Thinking back to my tennis days, I never beat one of those players, ever. And I went to college in the fall of 1989 completely soured on tennis. Instead of forcing myself to play a game that I clearly didn't love anymore, I discovered rugby and loved it. Later, I played soccer and really enjoyed that. Fast forward to my life as an entrepreneur, early in my business I did lots of different projects and could hardly distinguish my work from others in my space. In the fall of 2013, my company underwent a brand reboot and launched my brand promise, Engage, Collaborate, Lead. The very next time I bid on a project or was up against a similar small business for municipal work, the ability to articulate my methodology of work made all the difference. My company drove 300% year over year growth through the first 3 quarters of 2014. Understanding what set me apart from my rivals became the very engine of my business. Today, when I am selling against the leading provider of strategic planning services in the state of Illinois, I know precisely what levers to pull and how to further distinguish Relationships Matter Now and we are quickly catching the leader who has years more experience ahead of us in the game.

Sometimes as an entrepreneur you forget to look for rivals in the hustle of growing your business. You forget the role they play in your growth and trajectory. Take some time to look around you and be more aware of the rivals in what you do. If you allow them, they can drive you to be a better you.

Oh, and I did play tennis again for a small Christian college my final year of college when I was part of the inaugural women's team at our school after playing one 0-8 season on the men's team. It was great to be the captain leading a new program and I owe my tenacity to play with men for one season to my high school tennis rivals.

Thanks Okorafors.

Most Often You Take The High Road, Sometimes...

you stick to your critics, plainly and clearly so they don't mistake your silence for weakness. President Barack Obama had one of those moments with his critics last night in front of the world and being human and all, he did not resist. I cannot blame him. Can you imagine the disrespect this guy must endure privately when consistently he is publicly dissed in forums that had, until his election in 2008, been sacred places of respect for the country's highest public office?

I cannot. But his off the cuff brilliant response to the last night's attempted diss showed me something I've always known was true.

For highly educated, successful Blacks in this country - you are still never enough for the establishment. The diss was not merely a disagreement with his politics. Yawn. Spare me. Clearly and consistently the establishment and power players of our country have intended to undermine President Obama and the legitimacy of his ascent to the highest office.

Last night's attempted diss was merely the latest iteration of the "birthers" and their failed policy to convince the American people that Barack Obama and his presidency is a fluke.

And he rightly smacked them down with his now famous "I won both of 'em." line. People can't even get it right adding the frigging "th" to what he said. He did not say "them." He said 'em, as in "I'm goin to the sto with Stacey and 'em."  He said what he meant and the translation was clear.

Clap all you want. I won. And I won, again. It's time you get over it.

As a high achieving fellow Black American, I applaud you, President Obama.

Oh, how I've imagined you unleashing your true thoughts on the constant onslaught of clear disrespect and you've held you tongue each time. You were even cool in your clear and obvious verbal backhand. I have tried, in vain, to emulate your cool head in those moments. Sometimes, I've succeeded but most often I've failed spectacularly.  I am happy to see you are human like the rest of us.

Human.

Not sub-human as many people see Blacks since the days we were brought to this country in service of others and a continued problem we fight daily.  Nor superhuman, the other equally damaging image of Blacks in our country that was recently documented, studied and analyzed in this review of the abstract.  You see, as either sub-human or superhuman, Blacks are not deemed worthy of basic respect and human treatment in the the United States. And while we celebrated the 50th anniversary of the Civil Rights Act of 1964 last year, we have a long way to go.

Electing President Obama showed us in spades. All the progress and seemingly "post-racial" harmony of the 80s and 90s was turned on its ears when BHO was elected. It is OK to once again display your intolerance and downright fear of smart Black folks. Why do all politicians constantly refer to taking our "country back"? We all know damn well what they mean and until we have an honest conversation about our country's sorry relationship with race, we will continue to get what we get but I digress.

I am very glad to see our Harvard educated President remind everyone of who he is and what he's accomplished in a smug and confident manner.

Nothing stings your opponents more than your silent success. Or the occasional verbal smack down.

Thanks, President Obama for this one time of giving us a bit of both.

3 Things Clients Say And What They REALLY Mean

Entrepreneurs are among the most optimistic people on the planet and with good reason. It takes tremendous courage and resilience to build something from nothing and to keep building year over year. Entering the 4th full year of business ownership, I've learned how to decipher what clients and potentials really mean when they say certain things. Regardless of where you are in your entrepreneurial journey, the sooner you understand these 3 things clients (and potentials) say and what they REALLY mean, the better off you will be.

1. You have one or two typos in your proposal, it's no big deal but you should be aware.

This is code for if I didn't know and trust you, I'd have judged you. There have been multiple times in my journey that I have heard this from someone who bought from me already. While I went back to look for the typos, I have to say it wasn't until late last year that I paid someone to review my writing, all the time.  And that is not cool. I am certain that my oversight has cost me business.  On one RFP we lost, the gentleman who gave me feedback told me that my "typos did not affect the vote" but the fact that he mentioned them tells me it's important. Your friend/colleague/potential is telling you to stop being sloppy and it is blessing that they are doing so. It is tough to pay for services at any stage of your business but especially in the early days. It is easy to review things yourself and hope for the best. The problem is you only have one shot with some folks, even people who know and trust you.  Don't do what I did and ignore suggestions for proofreading. Do something. Today.  It is worth it in the long run. Don't lose business or face over a typo.

2.  Our team is having some heartburn, I'm working on it. 

This is classic for one person has a major sticking point in something you said and I'm trying to clean it up.  While this one is not one you hear often, it is common when you present to groups and have to get many different people to buy into your idea/solution/service. Don't be afraid to ask your contact point blank what the issue is. I had several instances of this and in 2014, I mustered up the courage to ask my client directly. They were so relieved for several reasons. One, they did not want to "give up the information"without a direct inquiry. It was a very sensitive discussion and because I asked directly, I gave them an opportunity to tell me with a clean conscience. Two, they were genuinely in a tough spot of not knowing how to answer.  The people who know you and want to do business with you are putting themselves out to bring you in. When there is push-back, it is on you to make it easy for them to advocate without selling you. Asking directly what the issue is and for an opportunity to address it yourself. This not only makes life easier on your contact  but gives you another shot to demonstrate why you are the right person for the job. You take the burden of selling you off your pal and put it firmly where it belongs - in your own hands.

3.  We are having some challenges with the budget.

"Challenges with the budget" means you have not clearly articulated how you will add value to the organization with your project. This one is really cut and dry - it needs to be crystal clear how what you will do will  do one of the following: save the company money,  make the company money or solve a problem that has gone unsolved. Now, when consulting in the space that I am in organizational development, inclusion strategy or strategic planning, it is slightly tougher to articulate but must be done. The person on the other side of your proposal wants to work with you. People don't get to the proposal stage of potential projects without a clear budget expectation in mind. When you get to the final stages of the sale and money is the issue, you have not demonstrated value very well.  Ask the budget, whenever possible. You avoid putting yourself in a tough spot later by taking the risk to learn what the budget is as soon as you can. Another tactic we use is finding out the "pain", the thing that keeps them up at night.  When you can solve a problem that is eating away at someone, they always find the "budget." No joke.  My favorite example was last year when a potential and I went back and forth for a few months on a project that he could not get approved budget wise. Finally, I sent him a note that stated why we may not be a fit at this time and how I am ready when they are ready for my type of services. Within 2 weeks, he came back with his own discretionary budget. When you clearly show how what you can do, people find the funds.

Those are the most common things I've heard over the last 3 years and how we've solved for them. We rarely hear these anymore.  Take time to peek behind the words and understand what people are really saying, especially people who connect with you. Few people connect with the intention of wasting time.  Make it easy on all involved by anticipating needs and addressing them for smoother selling.

#2015Unshakable - 3 Reasons I'll Be Unshakable This Year

There is nothing like consecutive days of rest to crystallize what's important and focus a person. After what felt like weeks (but was actually days) of full nights of sleep, eating my favorite foods with my favorite people and almost no work - I am ready for 2015.

As I brainstormed my theme for this new year, I was torn between two words - relentless and unshakable. The two words are somewhat similar in definition:

Relentless: showing or promising no abatement of severity, intensity, strength, or pace -  sustained; unremitting

Unshakable:  not easily panicked or upset -  utterly firm and unwavering

The one distinction for me came in the imagery I wanted to project. Couple that with the rocky way 2014 ended, I needed to focus on why 2015 will be different for me and my business. Here are the top three reasons I will be unshakable in the coming year:

Prioritize More Strictly

I will be even more selective in how I spend my time in the coming year. I thought I was really good at this but the final two quarters of 2014 taught me that I could brush up on many areas. The two areas I will focus on the most will be my media consumption and how much I give of myself to others. Media is partially my life. I love it. I create it. But late in 2014 as our country's discussion of race and social justice escalated, I found myself drowning in consuming great commentaries across all medias. No more. This includes social media. There is so much great content out there and being curious by nature makes it difficult, at times, to honor boundaries. In 2015, I will be more diligent about this and prioritize my consumption even more. Secondly, I am a people magnet and I do get lots of energy from genuine connection to others. One of my greatest gifts is my ability to connect with others, deeply.  But I also get lots of energy from alone time and I yielded lots of my solitude late in the year. Over my break, I read and absorbed some amazing wisdom from Chobani Founder and CEO, Hamdi Ulukaya. He said in a recent Fast Company article, "The more time you give to the world, the less you give to what you are doing." With a new book releasing and a full PR blitz, I am anticipating that as 2015 unfolds, the ability to prioritize what I give to others will be even more critical. 

Feel More

In my triad of change, my go-to and best strategy for managing everything is structure and my second choice is behavior or action. My "achilles" is perception or feelings. I hate to feel. It drains me so severely that I have built many mechanisms over the years to avoid feeling most often. And while, I recognized that fact late in 2013 and spent lots of time in 2014 working on it, it was not nearly enough. The final quarter of 2014 dropped like a ton of bricks from 50 stories above me.  There were so many good and bad things to feel in that final quarter of the year and because I'd pressed many months without feeling much, it crippled me. By the week of Thanksgiving 2014, I was depleted and barely limped into my vacation 4 weeks later. Never again.  I need to push myself to feel more as I go along and stop "batching" my feeling episodes. It is futile to avoid feeling. In the NY Times Bestseller, The Fault In Our Stars, one of the characters says - "That's the thing about pain, it demands to be felt." That quote reverberated my soul when I heard it. It is so true and not only for pain but also for joy and goodness. We must allow ourselves to feel, even if feeling drains energy at higher rates than other activity as it does for me and many people like me. 

Replenish More Often

You know the saying - work hard, play hard. I am the incarnate version of that saying. I love my work and I love my play. Since becoming my own boss, I have struggled with transforming what replenishment means as an entrepreneur. When I worked for someone else, I had little issue with completely unplugging for the 4-5 weeks per year I had off.  I had no remorse not answering email or even reviewing until I was 100% back in the saddle. Now, I struggle to completely unplug. Partially because I am in a critical growth time in my business but mostly because my income depends entirely on the effort I exert.  For an overachieving Type-A, that is heaven. Bliss. But it is also danger and wrought with opportunities to destroy me and everyone I love.  My former definition of replenishment always required me (and my husband or entire family) hoping on a plane and getting away from home. Not even sure I can say former as I have managed to squeeze travel out of our condensed budget the last three years at almost the same rate as before. I love the challenge but need to figure out additional ways to replenish myself. I don't even know where to begin on this one as quenching my wanderlust is a key priority and what keeps me married and not returning to my single gypsy life of yesteryear. I have to honor my need to see and experience the world but I need to find ways to replenish in between voyages. 

Getting those three areas of life aligned with intentions and actions will surely make me and my business #Unshakable in 2015.

What's your theme for the new year?

Living Proof The Myth of Mixing Can Be Real

black white faces credit Alexander Khokhlov 2013

It's been a very interesting time in American History over the last few weeks. The hurt, pain and  tensions have finally spilled from the hearts and minds of Black people into the daily consciousness of the rest of the country.  It's about time we have a frank discussion about America's ugly relationship with race.

This is particularly hard for me since I'm one of the "those" people. You know the ones, the ones who dared to dream and build a life based on what we all preach - the myth. The Black myth told in both Black families and across White America every day.

"If you get an education..."

"If you get married and have your kids with a husband..."

"If you are good at what you do..."

"If you stay out of trouble..."

Those are the ones we hear most often in our homes and it's not wonder. That's what white people told us after 300 years of legalized terror on blacks 50 years ago. We continue to say that today. Tune in to any news station and I did for the sake of this post for the first time in months. I heard no less than 10 commentators (in all hues mind you) on 6 channels in a three hour period speak to all the things Black people can "do" to make their lives better in America. I'd even trump you one to add to the Black myth - the myth of mixing. You know, branching out beyond what you know and extending yourself to learn about, live and build life with people different than you. We learn early to stick with what we know and those of us who branch out are often "rewarded" with slightly different experiences than the rest.  Learning to push through being the "only" certainly has it benefits but you have to know full story before you go spurting soundbites and solutions to our very real racial issues here in the US.

And while I would not change ANYTHING I've done over the last 29 years (high school and beyond), I would like to point out the three things no one warns you about the myth of mixing.

Blacklash

This is the very pointed and consistent criticism you receive from Black people in your life for living life fully with people from other groups. It comes in the form of "revoking your Black card" for minor offenses that an unknown entity enforcing "blackness" deems not "Black enough". You also see it  family (or other black friends) excuses for not visiting you in your suburban community because there are "not any Black people there," which is odd since I'm inviting you to my house, and I'm Black. It's also the unsolicited advice from the only other Black woman at the business conference you attend who offers to help you find someone to "do your hair" as she looks at your afro. Blacklash is swift and cutting and a constant reminder that your choice to mix is not really appreciated. You learn to maneuver around Blacklash but often times just ignore it for the sake of the relationship or it can destroy the relationship all together.

Whitesplaining

Whitesplaining is a fascinating phenomenon that comes in two flavors - whitesplaining Black folks to your White friends and whitesplaining your White friends to Black people in your world.  With very few exceptions, you are Black America to your White friends. They have not bothered to get to know or keep up with many of the Black people who have come through their lives so you, by proximity have become their official spokesperson. If there is a decent mutual relationship there, they will be somewhat sensitive to the position they put you in constantly when things happen in pop culture or the news by starting their inquiry with, "I know you don't know all Black people but..." The other form of whitesplaining to your Black friends and family can be just as awkward. This form most often appears in the backhanded slight of "I'm sure you don't remember anymore but this is how we..." assuming because you live in a mixed environment you have no concept whatever they are about to say. It also flares up after events where you have had the audacity to co-mingle your life in the form of questions about every thing your White friend said or did at the event, most of which you don't remember or even noticed. Although it's exhausting, whitesplaining is par for the course for folks who intentionally cultivate a multicultural life.

Loneliness

When tension flare in the country as they periodically do (think Rodney King, OJ Trial, Tawana Brawley and the recent rash of deaths of unarmed Black and brown people at the hands of police), you find yourself alone in your thoughts. Now, let's be clear - I have an amazing group of people around me - Black, White, young, old, Christian, Jewish, Mexican, I think you get it - supporting me and walking me through this very difficult season. I have no issue reaching out and inviting my crew to talk, cry, reflect and debate what's going on because I know that any one of the people I'm referring to would do anything for me or my family. They have not remained silent as the country has erupted in this very painful discussion.  But my crew is literally all across the United States and all over the world on different time zones so there are many times that I am alone. I don't have nearly as much time as I need to digest and dissect all that is happening and what my feelings are about it with someone I love and trust.  And nearby, I have very few resources in the flesh to do this. Fortunately, this is not as big or consistent as the aforementioned issues but when it occurs, it can wipe away all joy and creativity under its weight.

Even with Blacklash, Whitesplaining and the occasional overwhelming loneliness of mixing, I would not change my life one bit. That one decision I made in 8th grade when I transferred from a predominantly Black junior high in Harvey, IL to a very mixed - Black, White (mostly Italian) and mostly Mexican (with a few sprinkles of Puerto Ricans) - junior high in Chicago Heights has paid off in dividends. The decision to walk into the unknown and befriend and build relationship with people who did not look like me. To resist the pressure to conform to any one narrative and go on to do so many great and courageous things from high school all the way to being the first Black person elected to a small village board in McHenry County in 2009. We all need to mix and extend ourselves beyond what is comfortable.

It's worth it.

All the aggravation, frustration and education of people on all sides (yeah - when you mix, it is not just Black and White - don't get me started on Mexicans, Indians and all other races and ethnicities  who also come to "mixers" like me for perspective) is worth it.  Every moment is worth it and it is truly the only way that races in America will be reconciled to each other. There is no legislation that will fix what has happened over the last 350 years. Can we do better? You bet and if you know me, you know I'm already working on it. But the way we change hearts and minds in this country will not happen in a statehouse - it happens in each of our homes.

One relationship at a time. I've been doing my part for 29 years.

Where are you?

Be Intentional With Your Life Soundtrack

Stevie Wonder in his "second home" Chicago - credit E. Jason Wambsgans

Ever think that what you hear, intentionally or unintentionally, impacts you greatly? I'm pretty sure I understand that what we "take in" - in any form, shapes who we are and how we see the world.  I'd like to specifically tackle music for a few moments.

Seeing Stevie Wonder on his "Songs In the Key of Life" Tour stop in Chicago drove home a few very important points about the impact of music in our lives. While I have been very intentional with what music my family and I listen to, I am convinced that that is an exercise we all should practice. Listening to Stevie for 3 plus hours reminded me of my childhood and the impact his music had and continues to have on me as an individual.

Songs in the Key of Life was playing in the background for much of my childhood years. Released in the fall of 1976, this critically acclaimed album really became the soundtrack of not just my childhood but really my entire life. Track by track, I've listened to throughout my years, each having different significance at different eras.

Some of these songs swept me back to simpler times, when I as 6 or 7 years old and my extended family congregated on weekends in the basement of one of my uncles homes on Chicago's south side. Just hearing the opening bars to Sir Duke send a chill up my spine and makes me physically smell smoke - all bringing good memories of "get togethers" and lots of talking, laughing and eating with my dad's side of the family. I can see my dad and at least 5 of his 8 brothers playing cards around a table across from the bar.

Other songs empowered me to get involved in politics early in my 20s while living on Chicago's north side. They served as a reminder from where I'd come to where I'd had the opportunity to go. Battling the contrasts of what I saw - always from a distance - growing up to what I was experiencing as a new young adult emboldened me to speak up and stand up for those whose voices were often not heard in the greater narrative of our country's story.

Yet others gave me hope for love.  Love that was true, lasting and real and thanks to Steve's pen - attainable to me. From his loving tribute to his first born to his excruciating descriptions of love lost or worth fighting for, love became something I wanted and something I already had. Songs inspired me to love myself above all else as a vehicle for experiencing love with others.

I am certain that because of this album, I have been very intentional about what music I listen to, even in the background. Words, rhythms, beats and harmonies seep into our souls. We have a responsibility to be intentional about every one we allow in.

Thank you, Stevie for the reminder.

3 Drivers That Hold #TeamBarreto Together

Portrait of a good team - #TeamBarreto established 2000

Over dinner this past weekend, the entire Barreto clan was reduced to tears of laughter several times simply because my husband and I feigned like we were smearing hot fudge on our bodies in the middle of a Red Robin restaurant. It was down right hilarious and even as I write about it now, I cannot stop smiling. I also cannot stop thinking about the fact that it's been fourteen years since we formed #TeamBarreto and I am so excited we are still going strong.

Fourteen years of marriage is a coup for both me and my husband. I did not see many successful marriages in my life as I grew up. There are a few in my family but those couples lived far from us and so I did not see the "ins and outs" of how they did it. On my husband's side, there were none. He always tells me he never saw or even knew anyone with a decent marriage as he grew up or in adulthood. We have come to know that our union is a blessing and there are few key drivers that make #TeamBarreto work.

#TeamBarreto Laughs.

One of the most important attributes of #TeamBarreto is our ability to laugh. We laugh a lot; as a couple, as a family and individually. We are all very light-hearted and goofy by nature and I believe it is one of the most valuable traits that keeps our team going. Even during the most difficult times over these past 14 years, this clan ALWAYS finds a reason to laugh.  Laughing is an Olympic event in our house. We compete to see who can make the others laugh more. And when one of us in down, we get down with them and find a way to bring a smile through tears. There are inside jokes and goofy nicknames for bodily functions. We have eye contact codes and even our own language. Laughing is our medicine and we keep the cabinet stocked.

#TeamBarreto Lives Within Their Means

To an outsider, it may seem like we Barretos "live it up." Hotel stays in the city, memberships to city museums and the many travel adventures would lead someone to think we spend lots and lots of money. We do but we also sacrifice and forgo many, many other things. If you've ever been fortunate enough to be invited in our house, you've seen our hodgepodge of garage sale and second-hand store furniture.  If you've ever complimented me on something I'm wearing, you've heard how I got the $399 BCBG brand new sequin skirt for $24 from the second hand store in Wicker Park or how I scoured the clearance rack at Nordstrom Rack to get the yoga outfit for under $10.  We Barretos live within our means. We shop clearance. We Netflix more than we see 1st run movies. We eat out every two weeks versus every week. We have a budget and every one knows how it works and what priorities are on it. In the time since I started my business, we've even lived below our means, just to be safe.

#TeamBarreto Honors Their Values

Our team works well because we have aligned ourselves around our values. Be it "kindness rules," "find the fun," "travel always" or "try something new",  #TeamBarreto honors its values in our daily lives. For example, we love to travel. We have always loved to travel and even in the transition from my large corporate salary to building my company, we kept our travel desires alive. We had to make sacrifices to ensure that our value of "travel always" remained even as it was slightly more difficult to execute. Day-to-day, we take deep breaths as we interact keeping in mind our "kindness rules" value. Rarely, do you hear screaming in our house and you certainly don't hear disparaging name calling or negative talk spewing at one another. We all agreed that we want to honor our differences another way - no negative talk toward each other.  We also make it a point to find the fun in all situations. Recently, we were faced with an extremely trying few weeks and it was awesome to see every member of the family "finding the fun" in our hardship.

While there are no guarantees in life and I cannot say for certain that nothing will happen to our team, I do know this - we are a solid team because of the aforementioned attributes. We have made it this far by holding on to those traits and buoying each other through the storms that life has pushed our way. We will surely have a shot at 14 more years and beyond because we know and honor what got us to this point.

What holds your team together?