An Offer!

I received and accepted an offer from Construction Documentation Services yesterday to be their new VP of Sales and Marketing, though we are still negotiating the compensation and writing the job description. Because it is a young company with a small team, I have structured my deal with a 3 month trial to allow all parties a chance to opt-out with no hard feelings. Once we are all comfortable, we will complete negotiations on my package, including compensation and job description.

So, does the job meet the criteria that I set at the beginning of my search? Mostly.

Is it a great team? - I've known one of the founders for over 7 years and have grown to know his co-founder pretty well during the interview process. It's a smaller company than I had originally envisioned (I will be employee number 5) but I feel good about the core group and their philosophies and embrace the chance to create the branding and marketing strategies by building on the results that the founders have achieved thus far.

Is their product remarkable? - Absolutely. While the company name doesn't indicate this, and it will be changed shortly, they've found a completely revolutionary method for verifying construction on large projects.

Do they have a great story that needs telling? - By all means. There is no universally accepted method for large construction verification. CDS is the first and will set the standard.
When you think of large construction projects (think Safeco Field, for example) budget overruns come to mind. With CDS on the job, the developer, contractor and all related parties have a powerful tool at their disposal to control costs and complete jobs on time and on budget (like, say, Qwest Field - A CDS project.)

This job search has been a productive period of introspection for me. Now as I transition back to those in the working world, I'm excited about applying what I have learned as an entrepreneur and a career searcher and hope that it can make me an effective executive and happy person.

The Devil in the Details

Seth Godin does have a point in his blog post about hiring choices. Yes, it is possible to put too much emphasis on how a candidate executes his or her career search and interview sequence. This is especially true in technical positions when hiring managers turn a blind eye to candidates in T-shirts and flip flops. But I know that I have been burned few times after ignoring an interview gaffe or a poorly worded letter. More often than not, traits such as attention to detail, organization, effective communication, etc. provide a window into the work habits of a candidate. Poor performance in these areas can often overshadow the work experience, industry expertise or existing relationships that we crave in an ideal hire. In the end, the headaches can outweigh the benefits and make us wish we paid attention when the new guy showed up 5 minutes late to his interview.

Real Thoughts on Corporate Job Sites

I saw an interesting position on the Real Networks site yesterday. I spent the morning writing a solid cover letter and created a single PDF with my cover letter and resume for uploading to the site. Much to my chagrin, the site stripped out the cover letter and all of the formatting and then dropped the text from my resume into the resume field. Ugh.
Had all my work on the cover letter been wasted? I couldn't tell for sure, but it sure felt that way.

I always bristle at the uncertainty that surrounds corporate job sites. I didn't want to sit passively by, hoping that my credentials made their way to the hiring manager. So I went to my network and asked for help in getting an introduction to the appropriate person. I specified the job title in the e-mail to make it as easy as possible for those reading the request to act on it if they had the right connection. Sure enough, I made e-mail contact with the right person within a couple of hours. The news wasn't good, they'd already filled the job internally, but I made the connection and maybe it'll pay off down the road. Anyhow, at least he got to read my cover letter...

Perspective on Craigs List Ads

Guy Kawasaki provides terrific feedback from the perspective of a hiring manager who places a Craigs List ad. First, his observations confirm one of my long-held beliefs from my days as a hiring manager. You can learn a lot about a candidate's work habits by asking him/her to complete a simple exercise that simulates a functional duty of the position in question. Guy cites several instances of "laziness" that he witnessed when he asked candidates to provide samples of photos.

Second, Guy confirmed the impact of a well-written, thoughtful ad response. How can you prove yourself to be remarkable with a one-size-fits-all form letter or by not sending any cover letter at all? Your interview starts with the first keystroke. So get it right from the start.

Finally, and most applicable to my current situation, responses to Craigs list ads are of a high quality and come flooding in quickly. So, the shelf life of a job posting is short and leaving an attractive posting unaddressed for several days can be risky. As a result, I've adjusted my schedule to check and respond to online ads (especially Craigs List) more frequently throughout the week.

When to say less

I read an anonymous ad in Craig's list today that really left me scratching my head. After promising that its product would be the "next brand that has history breaking results and future growth opportunities" and a desire to break into "untraditional distribution networks," the company said it would only speak with those who had 5-years of industry specific experience.

What is wrong with this picture? If they really wanted to be remarkable, why would they hire from a pool of applicants that will be more than likely to do what they've done in the past?

I decided to role the dice for this one by putting my money where my mouth is. I applied without a cover letter. My e-mail was three lines long and it basically said "if you want to be different, then why are you looking inside your industry? If you want to stand out, I'd like to talk to you."

The First Pinup for my New Office

Thanks to my man Seth Godin for this one. Seth provides his usual breath of fresh air in pointing out the danger of "good enough" marketing. As soon as I get a job, I'll be posting his comments at eye level in my office. I'll make them flash if I can.

Adjusting the Focus

I've decided to drop "Industrial Technology" from my search description. I had thought that it was possible for me to get excited about this space based on my long history in this space, but no. As I research and prospect for opportunities I find myself much more interested in consumer products and green technology. It is here that I find the remarkable products with stories that need to be told.

A review of my current target list and their markets confirmed this for me:

Flexcar - Car-Share service
Sahale Snacks - Premium snack foods
Zoka Coffee - Premium Coffee Roaster and Cafe's
Highlands Coffee - Premium Coffee Roaster and Cafe's
Pioneer Organics - Organic/Sustainable Grocery Delivery
Imperium Renewables - Biofuels
Targeted Growth - Biofuel Feedstock
Clearwater Compliance - Water Purification
Halosource - Water Purification

Of course there are always exceptions and there are other companies with compelling stories to tell, as my recent discussions with Red Fin and CDS have shown. But when it comes to delivering a clear message to my network that will produce solid referrals, I'm sticking with Consumer Products and Green Technology.

Anticipating the Questions

I had a great lunch meeting with Glenn Kelman of Red Fin yesterday. Forty out of the forty five minutes of our went off just as I would have hoped. He asked great questions and I hit them out of the park. I could definitely sense there was some "clicking" taking place. Then the "but" happened. As in (paraphrased), "you've got some great ideas, but you don't really have any experience in our space. Give me an idea of how you might steer our marketing plan."

Do you know the feeling you got in college when you sat down to take an exam and realized that you had been studying the wrong chapter? That's how I felt at that moment. Though I spent plenty of time building my knowledge of the Red Fin story, I failed to anticipate that question. Which is crazy, because in hindsight, it's an obvious question for a hi-tech CEO to ask a candidate with no hi-tech experience.

My answer to the question wasn't great and I knew I was capable of much more. Unfortunately, I gave him every reason to believe that his suspicions were true. I left the meeting with that sinking feeling that I had blown a great opportunity. Playing the question back in my mind as I ran some errands afterwards, I came up with some great ideas (I thought, anyway) that I shared with Glen in my Thank You note afterwards. He replied positively and promised to re-engage once they have hired a CMO, so I think I saved the day. But I sure wish I got it right the first time. Next time I will for sure.

The Diluted Value of a PR Firm

This issue was taken up during the Naked Truth discussion the other night with a similar take coming from Seth Godin's blog this week.

The bottom line for entrepreneurs: Hiring a good PR firm is a paradox. The few that are worth having probably won't give you the time of day. Resorting to a lesser second choice nets you an over-extended firm that doesn't do justice to your message and sucks up valuable re$ources. I've found that a better compromise is to find a trusted independent operator with good contacts who can partner with you to selectively spread the word. In doing so, you keep closer tabs on the message while taking advantage of your PR agent's contacts.

Call me a Troublemaker

Last week I decided to begin testing this new brand for myself. I am becoming increasingly disappointed in the "remarkability" of the "Growth Catalyst" title I originally created for myself.

Granted, the "Troublemaker" tag certainly carries its risks. My family and friends have not been shy in voicing their disapproval. But when I press them on their reasoning, their comments all follow a similar theme - "It's not safe! What if you turn somebody off by giving them the wrong impression?" Well, that's the point isn't it? It would be "safe" for me to label myself as a sales and marketing executive. That certainly wouldn't scare anyone away. But it wouldn't pique anybody's interest either.

This brand conveys my ability to disrupt markets and acknowledges that it's necessary to take risks in order to do so successfully. I am counting on the fact that my future employer is looking for just that quality to help their product stand out in the marketplace. If the CEO of company X doesn't interpret my brand the same way, then we're probably not a match anyway. However, if the brand catches somebody's eye and they immediately get the message, it could be the beginning of something special.

That's a risk I'm willing to take.

Is blogging essential for a CEO?

I attended a great panel discussion last night featuring journalists from 5 different media outlets to discuss the dos and don'ts of media relations for startup entrepreneurs. (A big thanks to Glenn Kelman and the folks at Red Fin for putting it all together - and buying the beer and barbecue!)

One comment that our group found provocative came from Michael Arrington of Techcrunch who said that it was absolutely essential for CEO's to be blogging. Those who pushed back on that statement seemed to feel that sometimes there are just more important things for a CEO to be doing than blogging and also that some just aren't suited to blogging at all.

I couldn't disagree more. The startup CEO's blog is the mortar that fills in the cracks for his audience. When a company is struggling to cement its mission (last masonry analogy, I promise) in the minds of its investors, customers and employees, a blog can work very well to provide the necessary tidbits of background stories and personal philosophies with an editorial thread to complete the story for the reader. Yes, there are many times when a CEO has more important things to do, but that should never be a reason to abandon the blog. Shorten the posts, solicit contributions from other team members, take a week off, but by all means keep telling the story.

My approach to communicating with my audience is similar to the way I communicate with my kids: Don't leave any holes in the story, because if they need to fill in the blanks themselves, you're not going to like the results.

Focusing on What I Want

Despite all the work I've done on refining my career message thus far, I still have have some work to do.

After sending a broadcast message to those in my LinkedIn network looking for job leads, one of my audience pushed back, demanding more information. "What are you looking for?" she asked. I repeated the objective from my resume: "I'm looking for a great team with remarkable products with a story that needs to be told." but then Sabra, my networking partner, pointed out that that statement offered her very little actionable information that she could use to connect me with others. My statement required her to interpret the message to actually do the heavy lifting by sifting through her network contacts to judge whether any one of them met my criteria. In other words, I was not making it easy for my customer to do business with me. In that context, I recognize this for the horrible transgression that it is. If a widget salesman pitched his widget to me with a you-do-the-heavy-lifting message such as this, I'd take his head off.

Action Item: Consider the audience, refine the message.

Rather than ask "Can you suggest some companies with remarkable products?" I will ask "Can you suggest some consumer products companies based in downtown Seattle?" This is an easier question to answer and it is more likely to produce an answer that is valuable to me.

What Motivates Me?

That was the question that lingered in my mind long after I had answered it during my most recent interview with Caff'e Vita. It bothered me enough that I made it a point to readdress the question in my f/u email with the VP of Sales and Marketing. My re-considered answer to him was:
"Making connections with people is what motivates me. When I can deliver a pitch to a customer that captures their imagination so that they begin nodding, then laughing, then asking question after question, then I know I’ve hit a home run. Each time that happens I want more."

Full Bio

Rob has earned his reputation as a Growth Catalyst by pioneering new markets throughout his career. His education and early experience as an engineer stoked his enthusiasm for innovation. As he began his sales career, Rob decided that he needed to find new applications for his products in order to be truly remarkable in a crowded field and thus create opportunity where none existed before. While this strategy helped to make Rob a top performer in the field of specialty chemical sales, he aspired for more. So, in 2002 he began to transform himself from a salesman into an entrepreneur. This process culminated with the formation of On The Spot Games® in 2003.
Rob envisioned On The Spot Games as the first name in family-friendly entertainment for over-scheduled families on the go. With no prior experience in consumer products, Rob conceived and produced the company’s first product in 2003. DidYa Know® was an award-winning card game designed to promote family fun through storytelling, The game was produced and packaged for retail sale through specialty retailers in the US. However, Rob felt that adding one more game to the jam-packed game aisles in retail stores would not accomplish his goal of entertaining busy families.
In 2005 Rob began work on a distribution system that would deliver games directly to families in the social settings where they were likely to play and enjoy them. He identified casual restaurant chains as an ideal place to reach his target audience and so he set out to adapt On The Spot Games’ products to the challenging environment of a busy restaurant. Rob adapted DidYa Know and several other games for play in casual restaurants by working with development partners such as Pizza Hut and Red Robin Gourmet Burgers. In 2006, he debuted a full line of Fun On The Spot™ restaurant games at the National Restaurant Association trade show in Chicago, IL.

Before endeavoring on his entrepreneurial journey, Rob was a top-performing salesman. In 1992, Rob accepted a sales position with KR Anderson Company, a distributor of engineered chemicals. Rob was promoted to Branch Manager in 1994, managing sales and operations for the Pacific Northwest region. He focused on increasing sales by creating new value-added services, expanding market share and developing new applications for the company’s products. Under Rob’s leadership, the region experienced 5 years of double-digit sales growth, resulting in $7 million in sales in 1999 contributing to total company sales of $55 million. Also, his region led all others by generating a record-setting gross profit margin of 29%.
Rob strived to round out his business skills while still achieving his goals at KR Anderson. So he enrolled in Seattle University’s Albers School of business to pursue his MBA in 1994. He graduated from the program in 1997 with a GPA of 3.5.
Rob continued to prospect new business opportunities for KR Anderson during the recessionary economy during the early 2000’s. His efforts spawned new business in many new markets, including a partnership with Eldorado Stone, Inc. of Carnation, WA to develop a new molding technology for faux stone facades for the building industry. Eldorado Stone quickly became one of KR Anderson’s largest customers, generating over $5 million in revenue in 2005.

Rob was working as a manufacturing engineer in 1989 when Robert McKeown Co, a chemical distributor, recruited him into his first position in sales. As the Area Manager for New York State he developed his skills for planning and executing sales strategies. During the next four years he learned to use his technical skills to develop new applications for his OEM customer base. Rob quickly became the company’s top salesperson, as he lead the company in sales and gross profit margin in 1990. He continued to perform for Robert McKeown until 1992, when he and his new bride decided to improve their quality of life by relocating to Seattle, WA.

Rob’s past life experiences include selling ice, cookware and used cars. He’s played drums for a new wave cover band and ridden his bicycle up the Tour de France’s legendary Alpe D’ Huez. He and his wife Barbara live an active, playful life with their twin boys Jason and TJ (age 9) in a grand old house in Seattle’s Ballard neighborhood. He planted his first organic garden this year.
Among his many passions, Rob thoroughly enjoys a challenging climb on his bicycle, belly laughs with the kids, tasty wine and food pairings and grabbing a beer with the guys.

First Interview in the Books

I had a first in-person interview with the recruiter for Caffe' Vita yesterday. Overall, I was pleased with the results of my preparation and my performance during our conversation. My interviewer didn't spend too much time with canned interview questions and got right into the meat and potatoes of the position, which was right in my wheelhouse.

A few observations worth noting for the future:

• Matt Youngquist suggested that I prepare a spreadsheet to address each of the requirements listed in the original job posting and it was quite useful. In fact, after my interviewer asked about it, we read through the entire document together. I will definitely be using that again in the future.
• There was a gap of a week or so in between my phone interview and the callback for the interview, which was scheduled for the next day. I was caught a little short on research for the interview because I had decided to wait for the callback before investing the time. I think I'll do some partial research ahead of time for the next one, especially if I'm as interested for the position as I am for this one.
  
• I opted for a post-interview Thank You note by e-mail instead of snail mail because the decision was going to be made only 2 days afterwards. Not my preference, but I couldn't risk the note sitting unopened while they made the callback decision for the next interview. Sending an e-mail did allow me to include a copy of the job requirements spreadsheet, though.
• I caught my interviewer off guard by asking her what she could tell me about my competition. There was an uneasy moment, but she went on to describe the number of applicants, their range of experience and how many she expected to recommend for the callback. It was good information and I don't think asking the question hurt my chances any. Though, I could see posing the question creating a problem with a different interviewer. Will proceed with caution with that question in the future.
  

Rob Mathewson Resume

Objective To join a solid team that has remarkable products and a story that needs to be told.

A Catalyst for Growth
Rob is a 20-year sales and marketing veteran with a talent for blazing trails to new market opportunities. His diverse background includes experience with consumer and industrial products. Rob has a proven talent for creating new, profitable applications where none have existed before. He has an infectious enthusiasm for his causes, whether acting as an internal champion or as an evangelist in a new market.

Career Skills/Knowledge
o Business Development
o Consumer / Industrial/ Engineered Products
o Brand Development – Package Design
o Sales Leadership
o Product Evangelizing – Spokesperson
o Entrepreneurship – Business Planning
o Guerrilla/ Internet Marketing
o Game Design – Market Testing
o Silicone/Epoxy/Urethane Applications Expert
o Tech Liaison

Career Experience

On The Spot Games, Seattle, WA 3/02 – Present
Founded game startup company to promote family communication through fun and play. Explored and executed a variety of new opportunities for delivering games to families and friends in social situations.

Big Picture Guy
o Designed company’s first award winning card game, DidYa Know®, released in 2003.
o Developed new distribution channel for games in casual restaurants, securing development partnerships with Red Robin and Pizza Hut.
o Commercialized over a dozen toys and games.
o Managed full product development cycle of original game designs and third party designed games.
o Designed and executed marketing plans for games and toys at industry trade shows.
o Promoted On The Spot Games through email newsletters, blogs, PR and Google AdWords.
o Designed and maintained FunOnTheSpot.com including e-commerce pages.

KR Anderson, Inc. Kent, WA 2/93 – 12/04

Branch Manager 4/94 – 12/04
Responsible for managing sales and operations teams in support of $7 million region. Responsibilities included new business development with Key Accounts and liaising with KR Anderson suppliers.

Technical Sales 2/92 – 4/94
Sold specialty chemicals to OEMs in the state of Washington. Identified and closed new opportunities. Grew territory sales through increased market share and the promotion of value-added services.

Achievements/Knowledge
o Grew Sales from $1 million to $7 million during 7-year period ending in 2000. Generated second highest sales dollar growth during that period with highest gross profit of any territory. Became first salesman ever to achieve greater than 29% gross profit for a sales year.
o Developed new silicone mold making business for making faux stone facades for the building industry. Resulting annual revenue climbed from zero to $5 million in three years. Coordinated efforts of silicone rubber supplier’s global marketing and operations teams in order to ensure availability of raw material for this new business to flourish.
o Negotiated supply agreements for key accounts including Boeing, Hewlett Packard, Fluke and Solectron, each generating annual sales of $200K - $500K.
o Developed a new fabricated parts business that generated over $200,000 in sales in the program’s first year. This lead to the formation of a new fabrication division at KR Anderson, which average 40% in gross profit margin vs. 27% for the rest of the corporation.
o Secured regional exclusivity for Alpha Metals in the Pacific Northwest in 1997. Recognized by Alpha Metals for excellence in customer service and technical proficiency.
o Initiated e-commerce restructuring in 1999. Led cross-functional team for planning and implementation of new B2B services. New web-based capabilities led to a 20% improvement in customer service productivity as measured by increased order count per CSR.
o Started auto-replenishment service for major electronics manufacturers in the Puget Sound area contributing $700K in high-margin revenue to the region. This program became the model for similar services offered company-wide.
o Developed expertise in the selection and application of adhesives, coatings and potting compounds, as well as gaskets and compounds for EMI shielding and thermal management for use in electronics and aerospace applications. Recognized by customers as a key resource for new designs and troubleshooting production problems.
o Selected as member of KR Anderson President’s Advisory Council to consult on policy decisions regarding corporate strategy, bonus programs, e-commerce, operations and supplier relations.

Chemgrate, Woodinville, WA 10/92 – 2/93
Regional Manager
Managed distributor network for manufacturer of fiberglass floor grating.

Robert McKeown Co., Branchburg, NJ 4/89 – 10/92
Area Manager
Sold specialty chemicals and engineered material to OEM’s in New York State territory. Provided technical applications support. Lead all sales territories in sales revenue from 1990 to departure in 1992.

Fairchild Weston, Inc., Syosset, NY 9/86 – 4/89
Manufacturing Engineer
Provided engineering support for manufacture of military countermeasures and reconnaissance cameras.

Education

M.B.A. Management, Entrepreneurship Dean’s List Seattle University 1997
B.S. Manufacturing Engineering Dean’s List Boston University 1986

Software

Super-proficient with MS Office. Handy with Adobe Design Suite including Illustrator, Go Live!, InDesign and Photoshop. Intuit QuickBooks.

Blogs

Career Blog: http://robsnewchapter.blogspot.com/
Fun and Family Issues: http://robonthespot.blogspot.com/

Community

Woodland Soccer Club Head Coach, Boys U-10 2007
Woodland Soccer Club Referee 2005, 2006
Salmon Bay School Auction Committee 2005, 2006

Excited About Caffe' Vita

I know I shouldn't get excited about a job based on an employment ad, but....

Caffe' Vita, a local coffee roaster with a few brick and mortar coffee houses around Seattle, posted a position for an experienced salesperson. In reading the ad copy I really thought that they were underselling what appears to be a sweet opportunity that will demand more than just a few years of sales experience. In my cover letter I shared my observations and went on to elaborate on how my experience in expanding market share and opening up new opportunities would be ideal for achieving their goals.

This position is really in my sweet spot. A young company with an exceptional product and a great story that needs telling. Never mind that I'm drawn to their coffee like a moth to a light bulb whenever I'm out and about.

Update - 8/1/07
Unfortunately, after meeting with the VP of Sales and Marketing, I didn't get this one. Oh well, time to stir up some more trouble in other places. - RJM

Hopefully, my written materials do the trick and I'm interviewing with them before too long...

...Update
This post is barely 6 hours old, but apparently the mojo was mutual. CV's recruiter just called me for a phone interview. Things sound exciting so far. Stay tuned...

The First Application is on its Way!

Sent in my first resume/bio package to Cranium today for a marketing head position.
The chase begins!

Now that my marketing materials are complete (still awaiting a logo design from Design Outpost) I will begin the cyclical process of filling the sales funnel with opportunities through research and networking and then taking the steps necessary to nurture those opportunities along until one of them blossoms into a new career.

The Objective

I've never been a proponent of an "Objective" statement at the start of a resume'. My thinking has always gone somewhere along the lines of "Why should I limit myself" or "Isn't it obvious? I'm a sales guy!"

Well, that philosophy has expired. I know what I want to do and I am not going to risk any misinterpretation by those who take the time to read my resume'. I want to clearly communicate my intentions, my objective, in order to immediately set the tone for the reader.

Objective: To join a solid team that has remarkable products and a story that needs to be told.

Now let me tell you why I'm worthy of being on your team...

The 800 lb Gorilla

Even though I haven't had my first interview yet, I can anticipate that the question that will weigh on any prospective employer's mind when they see that the company that I founded closed its doors will be "Why?"
As any entrepreneur can attest, answering this question is gut wrenching. But, nonetheless, as difficult as it is for me to answer it's absolutely vital for a would-be employer to receive a satisfactory answer. After all, for all they know I blew my investors' money on a new boat and took off to Cabo.
After plenty of soul searching, I can honestly say that On The Spot Games failed because its products were not remarkable. For all of my best efforts to change the world and give families and friends a truly unique and rewarding game experience, the products fell short. If done properly, my games would have captured imaginations and delivered "Aha!" moments immediately after opening the box. But, no. That didn't happen. At the end of the day, even though I was able to get my games into the hands of senior executives from major restaurant chains and key retail buyers from the best stores, the cards in the box didn't live up to expectations.

If I were to do it again, On The Spot Games would not start as a one-man show. I wouldn't go much past the concept stage without a starting team that included a shining-star creative person and rock-solid ops/finance person. Before, I thought I could work with quasi-commitments from contractors working for equity. Wrong. If people aren't sold enough on the concept to get on board, then either they are the wrong people or the company isn't worthy. Either way, the concept's a non-starter.

The Coach

Yesterday, I had a 2-hour kickoff meeting with my new career coach Matt Youngquist of Career Horizons. I chose to work with Matt based on a referral from a close friend and my observations of the work they did together during the previous year. As someone who has had a successful sales career, I knew that I had the skills necessary to promote myself to prospective employers. I'm looking to Matt to provide the industry expertise and experience that will allow me to hit the ground running and make the most of this opportunity to start a new career.

A few takeaways from our meeting:

• This career blog is somewhat unique as a job search tool. Making it a good example of my ability to find new applications for existing technologies.
• My current bio establishes me as a "game guy" more than a "growth catalyst". I'll need to restructure the content so that the emphasis is placed on the latter.
• The language of my resume is a bit "edgy" and might put some people off. - i.e. it will stand out in a crowd causing some to dismiss it and others to be intrigued because of it. That's OK by me. If you're going to be remarkable, you can't expect everyone to love you. Thanks to Seth Godin's Purple Cow for driving this point home for me.
• I am branding myself as a Growth Catalyst and will focus and these specific abilities to drive home my point:

1. I can visualize new market opportunities where none existed previously
   
2. I can adapt existing products to succeed in those markets or envision new products when adaptation falls short.
3. I have an infectious enthusiasm to suits me well when evangelizing the resulting products from item 2.
4. I can lead the troops in the cause, motivating seasoned sales vets or training and directing rookies.
5. Finally, I can look the CEO of my next company in the eye and tell him/her that I know from first hand experience what it's like to weather the scrutiny of investors. My new CEO boss can count on me to bring that sense of responsibility to the office with me every day. My decisions and actions will be scrutinized for the value that they add to the company and thus improving the return to the shareholders.
   

A Refinement

Continued refinement of On The Spot Games story. I've added a brief account of an early course correction that I made in order to achieve my original goal of entertaining busy American families :
"Rob felt that adding one more game to already-crowded game aisles in retail stores would not accomplish his goal of entertaining active families...(h)e identified casual restaurant chains as the perfect place to reach "families on-the-go" and set out to adapt On The Spot Games’ products to the challenging environment of a busy restaurant. "

In the Zone Today

Some days, getting words out on a page is about as easy as pouring molasses in Anchorage in December. Not today. After a few days of false starts I was able to find the right voice for my bio. I had been struggling in writing pertinent information that was not a bullet point better suited for my resume.

The bottom line is that I was able to convey my intentions and goals for On The Spot Games in a way to captures my feelings during the early days of the company. Since I don't have glowing results to recount, I've decided to discuss my plans, actions and lessons learned. The latter is best discussed during an interview. A draft of opening to my bio appears below:

Rob founded On The Spot Games in 2002 and served as the company’s Big Picture Guy until he closed the company in the spring of 2007. After a long career selling industrial chemicals (more below), Rob founded On The Spot Games in order to create and distribute games for families to play while dining in casual restaurants. With no prior experience in consumer products, Rob conceived and produced DidYa Know®, an award-winning card game, in 2003. He then marketed and sold the game to specialty retailers in the US. During the company’s four-year existence, Rob commercialized over a dozen toys and games. Rob was able to adapt DidYa Know and several other games for play in casual restaurants, working with both Pizza Hut and Red Robin as development partners. Finally, Rob developed a toy brand called SMore Toys™ for a line of active toys produced in Asia and distributed through On The Spot Games in an effort to broaden the company’s offerings in 2007.

It was very difficult to summarize my experience with On The Spot Games to a single(?) paragraph. After pouring every ounce of myself into the company, there's so much more to tell. For example, I got the idea for creating the DidYa Know storytelling game after a discussion with Wizards of the Coast alumni Mike Davis, in which we discussed the difficulty in creating a game that three generations could play equally well. But alas, brevity must prevail. So, that story will live here in the blog and make select appearances sometime down the road...

Enter the Field Marshall

A recent discussion of the Myers-Briggs assessment with a friend piqued my curiosity, as it's been over 10 years since I last took the test. Thanks to the wonders of the Web, one no longer need pay a career consultant to administer the test I was the case the last time around. Within a few moments I had Googled, taken and gotten the results of the test. I'm a ENTJ, which was a change from the ENTP that described my in the 90's.

What's it mean? According to the profile that accompanied the results, my personality type is known as a "Field Marshall." Among the traits included in the profile that I found most relevant were the Field Marshall's are "bound to lead others" and that they are better suited to improving existing organizations than establishing new ones.

I wish I knew that last one three years ago before embarking on my odyssey into the game world.

Crafting the Message

One of the lessons I learned while founding On The Spot Games was the best way to craft a message is by telling it over and over while making corrections along the way. I began crafting my new career message today at the monthly breakfast meeting of the Northwest Entrepreneur Network. What I learned today:

• I need to work on my response to questions about my on-line marketing experience.
• There's a new book called The 4-Hour Work Week that might be useful in helping me formulate my objectives for my next career.
• One of my biggest challenges will be explaining my experience in founding and running OTSG without breaking into an analysis of what went wrong.
  

Opening Salvo

What to do next? That's the question I'm asking these days and I plan to use this space for thinking out loud to come up with a solution. I've been reviewing my journals of the past 5 years in order to create a list of lessons I've learned along the way (in no particular order):

• A good startup can operate from a cogent executive summary. Biz plans should be re-written and broadened as traction increases. Jumping too far ahead wastes resources if your not fully prepared to answer the necessary questions.
• Actions speak louder than words. If courting a new employee or investor, gauge their enthusiasm by the promptness and thoroughness of their work. If they're not excited, they're not worth your time.
• Consultants, attorneys and other service providers are very good at telling you what you want to hear. As an entrepreneur, you should selectively extract the information you need from these sources and discard the superfluous accolades. They don't help you get to where you want to be.
  
• Strive to be remarkable and prune that which is not.
• Don't squander the good will of a new prospect by using him/her as a sounding board for half-baked ideas.