I think if there is a hell it will include doing the same thing the same way every day. Change and trying new things is what keeps us learning, and learning is what keeps us alive. That is not to say that every change results in the desired outcome, quite the contrary, people, including yours truly have had some crazy notions. But in a world that is so risk averse, progress is difficult and saying no is often the easiest answer. In our world of supplier diversity, the MBE has to convince a professional naysayer, i.e. a buyer, to say yes. Yes is difficult for them to say because they fear the unknown and the consequences of that unknown if they were to say yes. A yes gone wrong can lead to many negative consequences, while a yes that goes right might not bring a proportional benefit to the buyer. But a yes represents change, and change while inevitable is difficult nonetheless. So MBEs have a dilemma. Incumbents have an advantage in a world of naysayers. So MBEs have to provide compelling bottom line reasons why the buyer should say yes and make a change. And perhaps as important, MBEs need to understand that they might also have to provide a safety net to buyers who go out on a perceived limb for them. If MBEs are not successful in getting to yes, they may end up in heaven, but their businesses will not.
June 1, 2010
