CharlieKenny.me

people * stories * engagement

  • It’s not about the fry-up!

    I was speaking with Toni a few days ago, she’d called me to enquire about the format to the Tuesdaybiz networking.

    “Most welcome Toni. It’s an early start, 7.15 until 9am. It’s a structured meeting, allowing each attendee a few minutes to introduce themselves and the organisation. No member fees, the only cost is the room hire @ £10 p.p.”

    ‘I’m assuming breakfast is included Charlie?’

    Definitely, tea, coffee and a good selection from the menu. We ensure the breakfast is over before the presentations. I replied.

    Toni chuckled lightly. ‘As long as they do the English breakfast, I won’t be able to stay long. I’ll come along for the fry-up and introduce myself, although I need to be away by 8.30.’

    It’s likely not for you this time ’round Toni. I replied. The meeting format is in place to allow for introductions and in turn the reply. Everyone has the opportunity to provide input as we follow up on the conversation with the reply at around 8.30 … right about the time you wish to leave. Come along when you can offer your time, Toni.’

    ‘Don’t get me wrong, Charlie,’ Toni replied, almost hesitating. ‘I’d like to visit to see what transpires although Tuesday morning is a busy day for me …’

    Toni, I’m going to suggest ‘come along when you have the time’ it will give you a better impression. We do have guests simply coming over for the fast-fry breakfast, so it works for some, at Tuesdaybiz we just ask that you stay for the full meeting! 

    You may be a trader of goods, or be a busy hobbyist. There are Networking groups that cater for those who drop-in once in a while, looking for the quick fix, Toni.  

    Ours is a regular meeting. We get to know each other well, understanding the people who run the business as well as the business itself, ensuring we’re able to give and receive referrals in confidence.

    Bear in mind those who enjoy our meeting know that results come over time. I’d describe the process more akin to the ‘slow cooker’ other than the fry-up, Toni.’  

    ‘people buy from people, Toni.’

  • Help me, help you!

    Without question, the biggest obstacle to new business progress is overcoming the lack of confidence.

    Who can blame us? I hear you say. 

    After all, these past few years have been tough for many, especially those working for themselves … by themselves. Navigating an uncertain, fast-changing business landscape calls for a special kind of fortitude.

    Would you be surprised when I suggest the lack of faith in one’s ability to find the confidence, and courage to step up and seek help is more common than one might think? 

    No, I didn’t think so.

    Sure, there are some with an abundant number of clients, with a depth of staff. Maybe they have a strong reputation and so are cash-rich. Perhaps they’re content, never worked on the business, they’re happy with the existing status quo and aren’t in a position to be looking for new clients. 

    The successful, well-established business have their own set of challenges to address. Staffing, client support, cash flow and reputation management to name one or two. 

    Challenges similar to the start-up but on a different scale …

    No matter what industry we’re in or where our careers take us, we all face obstacles at some point and are challenged to address them. 

    Some see failure to follow up as being a sign of weakness. 

    I’m not so sure, simply because we’re all very different humans. It’s what makes us special. Sure, the failure to address the challenging situation can hold back progress. Deliberation often brings doubt. This often delays progress but rarely stops us. 

    As a small business, I’ve been happily in charge of my destiny for two decades now. I’m always questioning (yes, even talking to myself) and assessing where my offer fits, what I need to do to recognise the signs of business success, however large or small these may be.

    This inner deliberation may be a hint I’m on the right path.  We’re always working on ‘it’ aren’t we? We’re all so different.

    So how do we overcome this most fundamental qualification (the qualification of worth) once we’ve decided to step out and offer the world our speciality?

    My decision to step out all those years back was driven by the need to follow a different path. The reasons were partially financial due to lifestyle change, but most importantly because I could see I had something of value that I needed to share. 

    I could recognise my own journey in the clients I worked with (different skin, face, same soul) simply by listening and reaching out, offering support when required. Sharing skills, developing relationships and trust.

    My suggestion as per the next step? Step out, step up and offer help, you never know where this may lead you.

  • A FEATURE, guest contribution from The Marginalian by Maria Popova

    John Gardner on the Key to Self-Renewal Across Life and the Art of Making Rather Than Finding Meaning

    A person is not a potted plant of predetermined personality but a garden abloom with the consequences of chance and choice that have made them who they are, resting upon an immense seed vault of dormant potentialities. At any given moment, any seed can sprout — whether by conscious cultivation or the tectonic tilling of some great upheaval or the composting of old habits and patterns of behavior that fertilize a new way of being. Nothing saves us from the tragedy of ossifying more surely than a devotion to regularly turning over the soil of personhood so that new expressions of the soul can come abloom. 

    In the final years of his long life, former U.S. Secretary of Heath, Education, and Welfare John Gardner (October 8, 1912–February 16, 2002) expanded upon his masterwork on self-renewal in the posthumously published Living, Leading, and the American Dream (public library), examining the deepest questions and commitments of how we become — and go on becoming — ourselves as our lives unfold, transient and tender with longing for meaning. 

    Butterfly metamorphosis by Philip Henry Gosse from Entomologia terrae novae, 1833. (Available as a print and as stationery cards.)

    With an eye to the mystery of why some people and not others manage to live with vitality until the end, and to the fact that life metes out its cruelties and its mercies with an uneven hand, Gardner writes:

    One must be compassionate in assessing the reasons. Perhaps life just presented them with tougher problems than they could solve. It happens. Perhaps they were pulled down by the hidden resentments and grievances that grow in adult life, sometimes so luxuriantly that, like tangled vines, they immobilize the victim. Perhaps something inflicted a major wound on their confidence or their self-esteem. You’ve known such people — feeling secretly defeated, maybe somewhat sour and cynical, or perhaps just vaguely dispirited. Or perhaps they grew so comfortable that adventures no longer beckoned.

    Recognizing that the challenges we face are both personal and structural, that we are products of our conditions and conditioning but also entirely responsible for ourselves, he adds:

    We build our own prisons and serve as our own jailkeepers… but clearly our parents and the society at large have a hand in building our prisons. They create roles for us — and self-images — that hold us captive for a long time. The individual intent on self-renewal will have to deal with ghosts of the past — the memory of earlier failures, the remnants of childhood dramas and rebellions, the accumulated grievances and resentments that have long outlived their cause. Sometimes people cling to the ghosts with something almost approaching pleasure — but the hampering effect on growth is inescapable.

    Art by Giuliano Cucco from Before I Grew Up by John Miller

    Of the lessons we learn along the vector of living — things difficult to grasp early in life — he considers the hardest yet most liberating:

    You come to understand that most people are neither for you nor against you, they are thinking about themselves. You learn that no matter how hard you try to please, some people in this world are not going to love you, a lesson that is at first troubling and then really quite relaxing.

    But no learning is harder, or more countercultural amid this cult of achievement and actualization we live in, than the realization that there is no final and permanent triumph to life. A generation after the poet Robert Penn Warren admonished against the notion of finding yourself and a generation before the psychologist Daniel Gilbert observed that “human beings are works in progress that mistakenly think they’re finished,” Gardner writes:

    Life is an endless unfolding, and if we wish it to be, an endless process of self-discovery, an endless and unpredictable dialogue between our own potentialities and the life situations in which we find ourselves. The purpose is to grow and develop in the dimensions that distinguish humankind at its best.

    In a sentiment that mirrors the driving principle of nature itself, responsible for the evolution and survival of every living thing on Earth, he considers the key to that growth:

    The potentialities you develop to the full come as the result of an interplay between you and life’s challenges — and the challenges keep coming, and they keep changing. Emergencies sometimes lead people to perform remarkable and heroic tasks that they wouldn’t have guessed they were capable of. Life pulls things out of you. At least occasionally, expose yourself to unaccustomed challenges.

    The supreme reward of putting yourself in novel situations that draw out dormant potentialities is the exhilaration of feeling new to yourself, which transforms life from something tending toward an end into something cascading forward in a succession of beginnings — for, as the poet and philosopher John O’Donohue observed in his magnificent spell against stagnation, “our very life here depends directly on continuous acts of beginning.” This in turn transforms the notion of meaning — life’s ultimate aim — from a product to be acquired into a process to be honored.

    One of Antoine de Saint-Exupéry’s original watercolors for The Little Prince

    Gardner recounts hearing from a man whose twenty-year-old daughter was killed in a car crash. In her wallet, the grief-stricken father had discovered a printed passage from a commencement address Gardner had delivered shortly before her death — a fragment evocative of Nietzsche’s insistence that “no one can build you the bridge on which you, and only you, must cross the river of life.” It read:

    Meaning is not something you stumble across, like the answer to a riddle or the prize in a treasure hunt. Meaning is something you build into your life. You build it out of your own past, out of your affections and loyalties, out of the experience of humankind as it is passed on to you, out of your own talent and understanding, out of the things you believe in, out of the things and people you love, out of the values for which you are willing to sacrifice something. The ingredients are there. You are the only one who can put them together into that unique pattern that will be your life.

    Complement with the pioneering education reformer and publisher Elizabeth Peabody on middle age and the art of self-renewal, the great nonagenarian cellist Pablo Casals on the secret to creative vitality throughout life, and this Jungian field guide to transformation in midlife, then revisit Nick Cave on blooming into the fulness of your potentialities and Simone de Beauvoir on the art of growing older.

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  • Where are you heading?

    Bob is one of many friends joining me for the regular Weeklybiz meeting.  He’s an unassuming type, usually arriving early to the meeting, each week taking up his usual seat at the table as we start the introductions.

    ‘Mr Reliable’ is the name we call him.

    Rarely do we see Bob picking up enquiries, and so I ask him … (because that’s what I do):

    ‘What’s in it for you? Where’s the value for you in the morning meeting Bob?

     ‘I enjoy the breakfast and interaction with others Charlie. The regular meetings are my time away from the routine – and I learn something new every time.’ 

    ‘I wouldn’t be here if I didn’t enjoy it, Charlie.’

    Bob has an assured air about him. While never commenting on anything ‘out of turn,’ He often says he leaves that to the ‘less experienced’ during the meeting, adding:

    ‘God gave us two eyes, two ears and one mouth. We should use these in proportion.’ 

    Without having any commercial offering, Bob has nothing to ‘sell,’ his role amongst the regular fraternity being more … advisory. 

    Often he’d be the last to leave the room after formalities, even finding the time to engage one or two on the way toward the exit, always offering his support and experience.

    I see Bob as comfortable in his shoes.

    Isn’t that something to aspire to?

    ‘people buy from people’

  • Isn’t that amazing?

    I must admit to being a little absent-minded recently. One project was taking up most of my thoughts and activity. In doing so, much of my routine ‘day-to-day’ assignments remained on the ‘back burner.’

    Being ‘away’ from the routine has served a purpose though, it has shown me how much I get done each day!

    During my early days in business, I found the routines taxing. Especially when left untended for a few days. I soon learned the importance of routine …

    Today, many moons later. I’m still finding prioritising everyday events and tasks creates a kind of anxiety. This in itself clouds my ability to see any particular problem.

    So? Today I name any problem or task and write it down. I declare it. I know many of my friends and colleagues use this same, simple routine. 

    What about you? Are there times when you find yourself struggling? Anxious because that one task is all you can think about? 

    Try naming the problem, say it out loud and write it down, by doing so we remove it from the forefront of the mind. It’s like talking to a listening ear, the act of sharing … makes for a great start!

    By creating space we give ourselves room to solve any type of issue before it becomes a problem. 

    So what happens when we don’t have the luxury of a listening post? Or a friend who understands and is willing to listen?

    Many of you will know that I’m a great advocate of regular meet-ups. I find these invaluable to come together with like-minded people who love to help and share.

    During ‘networking’ we encourage people to declare a problem … large or small, something that may be causing anxiety, clouding their judgement.

    For me, working for myself is a privilege. I learned to appreciate the freedom over the years. I’m accountable only to myself and this outweighs any alternative arrangement. 

    But, being the only one in the company can at times be a lonesome existence.

    That’s where the regular business network helps. Anyone can take the first step and declare their needs, concerns and problems. With a supportive network, we’re able to seek reassurance and solutions from others. Most likely from people who have already experienced similar issues … and solved them! 

    There’s more. Through regular meetings, we develop close ties and friendships that last for years. Now isn’t that amazing? 

    ‘people buy from people’ 

  • Hi, I’m Connie.

    Great to see you this morning Connie, let’s grab a beverage, tea or coffee?

    Coffee would be great, thanks. You know Charlie, I almost didn’t make it today. Just the thought of showing up to a room full of people I don’t know, the idea unsettles me.

    Congratulations are due. Well done, Connie, my advice to you now is to simply ‘go with the flow’ after all, it won’t be long before you know … (let’s have a quick count) … seven women and eight men.

    ‘Go with the flow?’ you say, Charlie.

    Let’s try and cure the anxiety, Connie.

    ‘Yes, it happens whenever I’m stepping out of my comfort zone. I have a terrible fear of being asked to describe myself and/or the business. I mean, I’m happy to have a conversation, it’s just …’

    It seems you’re happier when you initiate the conversation. Here Connie, try this trick, open the conversation via the FORM guide.

    ‘The what?’

    It goes something like this:

    Hi, I’m Connie.  

    Have you had to travel FAR to make the meeting this morning?

    Who are you with? What’s the name of the ORGANISATION?

    Is there any particular REASON you decided to come along today?

    and in the unlikely event you’ve not kicked off the conversation, Connie … ask

    What’s your MOTIVATION?

    ‘Thanks, Charlie, I’ll try that.’

    We all need a conversation starter, Connie, especially when the situation requires you to engage with new faces. Stick to the FORM guide, to begin with, it won’t be too long before everyone will know your name and help you along. By then I’m sure you won’t need any help with the conversation starter.  Besides, if all else fails, simply smile!

    ‘People buy from people.’

  • Let’s keep it simple …

    Leverage the benefits of belonging to a network, by becoming that go-to person, because …

    ‘reliable = referable’

    #firstchoice #networking #reliable #you

  • costs nothing, takes you further …

    People buy from people.

  • Ditch the habit.

    I was talking with Ben recently, he’s a Designer and struggling with a first-time meet with a prospect.

    “It’s a hundred-mile round trip, Charlie. I not sure whether it’s worth it, besides I’m not a fan of longer car journeys. 

    I find I become anxious, uncomfortable.”

    ‘You won’t know whether it’s ‘worth it’ until you meet with your contact, Ben. Besides, how else do you expect to win the business if you don’t present your best self? If you’re uncomfortable with the thought of mulling over the meeting, then you’re not ready. Not ready for new business, any new business, are you?’

    ”Yes, I’m ready, the prospect loves our concepts, it’s just …”

    ‘Ben, sometimes we should remind ourselves why we’re in business. The difference this latest enquiry means is that you have to travel a little further. It’s going to cost to make the appointment. Yes, you may have to operate outside of your comfort zone, right?’

    “I suppose I’m used to business coming to me, Charlie.”

    ‘But that’s it, Ben, change comes to us all. It’s time to step up and go a little further. Think of this one appointment as a blessing, an opportunity.’

    “More like anxiety, Charlie.”

    ‘Pick yourself up and accept the challenge. The prospect already likes what they’ve heard from you and I’m sure they’re grateful you are on your way, and the car journey? Have you ever tried winding down the back window a little bit? Open the opposite front as well. You’re creating a different ambience in the car, the noise of the road, the air quality in the cabin. Create change.’

    Try an ‘audiobook’ also, or a different CD. The anxiety will pass. You already know the prospect likes your offer. Try and take your mind off the traffic grind, and what may not happen and aim to arrive five minutes early. Fresh and ready for the job. Offer your best self, open the conversation with the story on your car audio?’

    “I hear what you’re saying Charlie, I just have this fear of failing …”

    ‘Maybe it’s your fear of trying and the possibility of new objections Ben. You’re already in a positive position. Besides, everyone who has ever made it has failed, plenty of times. We fall and we get back up. You know this don’t you? 

    You know how it works Ben, we do this thing we do because what we offer is a solution. You don’t need a therapist to tell you that. These little ‘if’s and but’s’ and other ‘reasons to fail’ aren’t useful.

    It’s easy to accept our routines, comfort zones and habits are easy. The excuses you confront yourself with will never be as impactful or exciting as the story of how YOU made it happen.

    You’re ready Ben, go for it – and let’s talk about your choice of audiobook when you return.

    ‘people buy from people’

    #winning #adversity #negativewin #notherapy

  • See different

    I picked up the pen to jot down a note to myself, instead of the original prompt I wrote:

    ‘No, I’m not doing this …’ 

    It was a message from my subliminal self saying it was time for something different.

    The idea of doing the same thing for the same result, helping others, wasn’t appealing, there was the paradox. After all, helping others is how I established my business all those years ago. I’d now been challenged by change … I should begin doing things for myself, I thought.

    Was I learning?

    After all? I’d been following the same routine these past ten years and I’d convinced myself it was the correct way to go. I’d even made a point of guiding all who listened to heed the value of change …  by listening ‘not a jot’ to my inner voice, I continued to adhere to the same old routine …

    Now, was it time for a wake-up call? 

    If my path was to be the same and I expected a different result then my actions needed to change.

    I couldn’t help but feel a sense of liberation as I found the telephone …

    ‘Hi Bill, Charlie here … what’s for breakfast next Tuesday?’

    After our conversation, I realised that the path to contentment was understanding. I’d learned that change was something to embrace as a catalyst for new things. An unexpected smile, the opportunity for conversation, shared thoughts.

    OK, the subject of the ‘phone call was hardly a game-changer. My moment of change was a question to confirm a colleague’s breakfast preference. We were meeting the following week and I would usually have sent a mail or text. Instead, I chose change and something that was making a small difference, as it turns out … for both of us.

    ‘Thanks for the call, I’d completely forgotten Charlie, appreciated. Let’s catch up for a one to one next week.’

    Did my simple act make a significant impact? No, I thought not. For me, it was something I needed to do. To qualify my understanding of the inspiration that simple change invokes was enough.

    Bill and I met up for a chat right after breakfast the following week. It seems my innocuous call hit a chord. Unknown to me, at the time we spoke on the telephone he was contending with a personal loss. 

    Significant impact? 

    I was unaware of my friend’s challenges, but in his own words, ‘that simple act of kindness, a call from a friend … it’s priceless and was very much appreciated.’

    Embrace the opportunity of change, ‘business is personal.’