Essay 3.4 | Not Always the Answer


There is never enough money, space, or time. There is, however, a nearly unlimited supply of ideas and demands. Everyone has something they want added: another session, another reception, another sponsor benefit, another feature, another city, another speaker, another dinner, another moment that feels indispensable to them.That is why scarcity is one of the central…
Two pharmaceutical sales cultures were being asked to become one. On the surface, they seemed similar. They sold in the same broad industry. They understood customers, products, territories, numbers, incentives, and pressure. But underneath the surface, they were different tribes. They dressed differently, spoke differently, valued different kinds of proof, and carried different stories about…
At a pharmaceutical training we built a gamified testing system intended to measure individual learning. Gamification was all the rage at the time. The idea was clever. The sales representatives could answer questions, test knowledge, and generate data about what they knew. Then they did something wonderfully human. They figured out how to beat they…
A badge in a drawer. A wristband kept for years. A program someone cannot quite throw away. A smell, a phrase, a song—and suddenly the whole gathering comes back. Every event ends. The lights come up. People drift toward rideshares, airports, hotel elevators, inboxes, school pickups, and the ordinary gravity of life. The venue resets….
One of the most memorable, meaningful, magical events of my early life should have been my college graduation.
I did not go.
At Dell World, Brocade became known for throwing the party everyone really wanted to attend. Eventually, the party became so popular that it had to become a “whisper party,” because the official host understandably did not love watching people slip away from the sanctioned program to go somewhere more exciting. That is a barnacle event….