"Who is the competition on this project?", I asked our estimator, circa 2005. The answer wasn't what I expected to hear: "Just a small guy that rents his equipment, nobody to worry about." I replied, "You know, that comment describe ME 'to a T' thirteen years ago, and 𝐰𝐞 𝐧𝐨𝐰 𝐨𝐰𝐧 𝐲𝐨𝐮." And that was true -- 13 years before this conversation, I had left HE Sargent and started Sargent & Sargent with my brother, Shane. It was a hardscrabble start, and -- you guessed it -- we had to rent all that equipment. But 13 years later we bought HE Sargent. My comment wasn't intended to humiliate him, just to drive home a point. It was at that time I printed the Mark Twain passage from 𝐶𝑜𝑛𝑛𝑒𝑐𝑡𝑖𝑐𝑢𝑡 𝑌𝑎𝑛𝑘𝑒𝑒 𝑖𝑛 𝐾𝑖𝑛𝑔 𝐴𝑟𝑡ℎ𝑢𝑟'𝑠 𝐶𝑜𝑢𝑟𝑡, and had it framed for all the estimators in the office. A couple recent posts, one from James Starbuck and one from Garrett Moss, both have gotten me thinking about the above exchange, and how we can get comfortable -- sometimes TOO COMFORTABLE. In James's post, he mentioned visiting China and the equipment being built there. In the comments was a lot of chatter about Caterpillar Inc., and how it feels like they're making us work harder to defend their place in the market (because of their exorbitant pricing), versus being the raving fans we really want to be. In Garrett's post, he mentioned being dismissed by a company several years ago, then growing his business several times their size, while being badgered by them to change his website. Many Goliaths have either ceased to exist, or have become husks of their former selves -- Bethlehem Steel, Kodak, just to name a couple. This has all reminded me that customers will work with you (and 𝑓𝑜𝑟 𝑦𝑜𝑢, some), as long as they don't resent how much they have to defend you. It's also reminded me that dismissing anyone's potential as a competitor could come back to haunt you in a very big way. Sometimes the worst swordsman in the world can take you by surprise. #investinginpeople #sargent #sargentesop #buildalifewithus
Clayton Thompson
5mo
I never read the book, but I did learn a lot about baseball and rollerblading from the Disney movie spin-off.
Lorne Andrews
5mo
I was also described as “not a threat “ by my former employer and competitor to many contractors who I had developed positive relationships with over time. In my case the negative comments only bolstered my business and gave more clarity to my customers about the competitors true spirit. I never spoke badly of competition and continuously instructed our people to do the same. A code I live by today still. Negativity only breeds negativity.
James Starbuck
5mo
Staying the right mixture of hungry and humble can keep the world of business in balance.
Colt McCarthy
5mo
I agree. We should keep an open threat analysis at all times. But that doesn't mean we should always live threatened. Pursue your business with confidence and conviction, but stay far from complacency and arrogance.
Eric Horner
5mo
The second best swordsman in the world is the one who will never let their guard down as he or she knows those behind him/her are trying to pass them to reach the best swordsman…The number one swordsman in the world has achieved great success and will quite possibly stay number one as long as he or she never gets complacent and always remembers that the true grit and passion that got them there must never be forgotten and always improved upon!!! So many amazing swordsmen and women are ready for battle and have already achieved success in many ways…It all comes down to their influence and leadership skills that will win the day both with their teams and ambition. Never discount anyone’s ability as the one who rents or borrows to get the job done just might be the next best contractor out there!!! Great story and lesson Herb!!! Thanks for sharing…
George Thomas
5mo
I remember this story well. It scared me when I first heard it and it scares me now.
Derek Mower
5mo
I like this although it is often very difficult to know all the “Swordsmen”, part of the overall sales process is also knowing and fully understanding what is really most important to the potential client.
Glenn Rogers
5mo
This! Is Bushido….
Millwork Carpenter | Field Leadership Coaching | Fighter for the Skilled Trades | People-First & Technology-Second Approach
5moI may be the "ignorant antagonist who has never had a sword in his hand before" 😉