Showing posts with label Dan Martin. Show all posts
Showing posts with label Dan Martin. Show all posts

Sunday, May 17, 2009

The Career Path


Over the weekend, thoughts about my “career” came to mind. Everything is precariously balanced as the economy stagnates. But in an unexpected and unprecedented serendipitous coincidence, corporate objectives of my customer and my employer are completely and totally aligned: both are in cost-cutting mode. In practice, this means that my company is trying to reduce my income and eliminate my benefits. The customer, by not purchasing our products and services, is working hard to help accomplish the same result.

In an unanticipated development, the customer has actually been effective in its execution. Because of this unusual development, I am hoping that they will reconsider the goal. Our company’s success was not so surprising: cost elimination has always been our core competency.
I’m left in a quandary, but luckily, a sign from my travels clearly points the way.

Thursday, May 7, 2009

The Job Interview


“Talking with you is a waste of time.” Enrico began, clearly not attempting to put me at ease.

“Excuse me? What do you mean…”

“It’s too late in your career to move to sales.”

“I’ve just sold two deals, Enrico.”

“This job involves relationship building, Dan. What do you know about relationships?”

“Well, eh, I’ve been married for 30 years.”

“The customer wants a single point of contact. Do you know anything about our products? After all, you have been in Services your entire career.”

“Of course I know about our products. Our PCs are commodities – just like everyone else’s. Our servers use Intel™ processors – just like everyone else. Our storage….”

“You can see why the product division doesn’t think highly of you, Dan.”

“Enrico,” I interjected. “we are successful because.” “Hmm, This is going to be a stretch,” I thought. “Because our skilled consultants are able to help our valued customers achieve their critical business objectives through innovative use of our world-class products, superior and comprehensive support delivered consistently, globally and appropriately.”

“You may have a future in Sales.”

Enrico described the measurement system used to compute variable compensation for the Global Sales Managers. I was…

“…baffled, Enrico. This is so complicated. I understand the hurdles, but the variably sloping ramps, the gates, the caps…”

“Don’t forget the caveats, conditions, disclaimers…”

“It seems far too complex. Besides, as far as I know, there is no way to measure the world-wide revenue for a global customer.”

“Correct!” Enrico beamed. “That’s why I’ve created this Excel Spreadsheet.”

A detailed description ensued…

“As you can easily see from the summary in row 3248, column QY…”

“This beautiful spreadsheet…”

“.. it is lovely, isn’t it?” Enrico was beaming.

“It is spectacular! But the focus is on revenue. As I understood the quantum mechanical aspects of the variable compensation metrics, we need to have information about profit.”

“Of course. It is not useful to sell things that aren’t profitable.”

“How do we figure out the profit by product line? Just counting the revenue is difficult enough.”

“We use proxy profit.”

“Proxy profit?”

“Yes, for each sale your make, we compute the proxy profit by using the average margin for the product line.”

“Isn’t the proxy profit totally unrelated to what I would do?”

“What do you mean?”

“If I am able to get the customer to pay a high price for our product, I don’t benefit because we use the average profit.”

“So..”

“And if I give the customer an enormous discount, I’m not penalized since we use the average profit.”

“Yes, that’s right.”

“So, to maximize my income, I should ignore profit entirely.”


“Dan,” Enrico enthused, “you have completely justified my hiring decision. You are a natural.”


Note: The picture has nothing to do with this entry, but it is Spring in Zurich.

Tuesday, January 27, 2009

At Home in Switzerland


“Another election?” I asked. “Last time they voted on whether the Air Force should buy another F-16.”

“They do have a lot of elections.” Nazy replied. (The Swiss love referendums.)

“I am soooo excited.” I yawned. “In fact, I know this will be an electrifying election.” (I do not love referenda.)

“Dan..”

“Wow! The electorate is electrified. Is there a candidate or an issue? Do they just want to vote on the toothpaste labelling initiative?”

“There are hundreds of candidates. The issue is - aliens.”

“Aliens?” I asked. “Finally! Something interesting to vote about.”

“Some Swiss are getting tired of non-Swiss immigrants…”

“Aren’t we non-Swiss immigrants?”

“Yes.”

“Oops.”

“They don’t like immigrants who don’t pay taxes.”

“No worry there,” I replied. “We pay lots of taxes. Swiss and American taxe$.”
ASIDE: The American tax based on citizenship is unfair and unwise. It is taxation policy that is only used by the United States and The Central African Republic.

“They don’t like immigrants who ignore the Swiss way of doing things.”

“No problem,” I replied. “I’m just spending a quiet evening sorting the garbage.”

“They don’t like people who don’t learn German.”

“Mais oui!” I replied. "I don't look like a crow."

Sunday, January 18, 2009

The Trip Home


I was trying to get home from Amsterdam, but it wasn’t looking good. I had a ‘seatless’ boarding pass upon which the ticket agent had scrawled a giant “S” with a red, indelible, magic marker. I was on (gasp!) standby. The gate agent who collected my documents told me to wait.

“I am, you know,” I began, “platinum elite.”

“I know,” the agent replied. “A tip: you won’t improve your chances of making this flight by standing at the counter glaring at me.”

“I thought I was smiling. I notice that the flight is running late. Do you think I’ll have time for…”

“I will call your name if I get a seat.”

I drifted away from the counter. The flight was late and, as a standby passenger, I had irritated the gate agent. The airplane was parked at a ‘remote gate’ located in the outskirts of Antwerp, near the Belgian border.

At least it can’t get worse,” I thought. I didn’t notice an elderly gentleman approaching.

“Hi!”

“Excuse me?” I replied, turning toward the old fart, eh, fellow passenger.

“Mason Dixon’s the name, sir.” The stranger said.

That’s not a name, that’s a line,” I thought.

“Yep! I was right. I spotted you for an American. I’m Mason Dixon, Deputy Sherriff, Locust Grove, Texas and District Attorney, Longhorn County, Texas.”

“A pleasure to meet you,” I replied in a tone that was less than convincing.

“Could I use your cell phone? I think we’re going to be late..”

“… astute observation,” I thought.

After a quick call (quick - like victory in Iraq), Mason returned the telephone. But he didn’t go away. Eventually, however, my name was called and I extricated myself.

“We don’t have a seat for you,” the gate agent began.

Asmsterdam.” I thought.

“Well, we don’t have a seat in economy. I have been forced to upgrade you to Business Class.”

Business Class on intra-European flights is not wonderful. The seats are no different – they simply move a curtain along a rail to define, flight-by-flight, the boundaries between economy and business class. However, business class passengers get a meal and they usually get off the airplane first.

“Thank you!” I enthused.

The gate agent smiled and made an announcement:

Attention: your aircraft is ready for boarding, but airport regulations make it currently impossible to begin the process. The Fokker-70 is parked at a remote gate. It is not possible for passengers to board in the rain.”

Aware that I would be late, I sent an SMS to Nazy. Then, escaping from Mason, I located a snack bar.

Eventually the rain stopped and the bus boarded. I jostled into position and stood during the journey across acres of tarmac. Upon arrival I noticed that the airplane was:

That airplane is full of people. We can’t board.” I thought – prophetically.

The bus driver clearly knew something was wrong (he wouldn’t open the door). After a while, the bus returned to the terminal. The gate agent made an announcement.

“Attention: as you may have noticed, passengers on the airplane you are going to fly had not deplaned. The flight to Zürich will be ready for boarding as soon as those passengers have been transported to the airport and the airplane has been cleaned and serviced.”

I called Nazy to alert her to the fact that I would be even later.

“You promised to come early this week..”

“I didn’t know the airplane was going to be delayed.”

“So should I just assume that you will arrive at the normal time?”

“I’m not sure when the airplane will depart.”

“So – it’s still up in the air.”

“No, my dear, it’s not up in the air. That is the problem.”

As Nazy had predicted, passengers began checking in (at the same gate) for the next flight to Zürich. Not surprisingly, some people, mixed up, got on the wrong bus. Not mixed up, I got on a cursed bus. Halfway to the remote gate, the bus stopped working. Everyone inside was trapped; although the airplane was in sight, security measures wouldn’t permit us to stroll across the tarmac.

Lighteningly quick, a replacement bus was…

“They’ve dispatched a bus,” Mason Dixon said. (I hadn’t noticed his arrival.)

“Dispatched? Unlikely!” I replied.. “They may have told someone that our bus is kaput.”

Based on the amount of time it took for the replacement to arrive, the emergency had resulted in action to assemble a bus (in Warsaw) and drive it to Schiphol (via Timbuktu). Eventually, however, we made it to the airplane – where someone was sitting in my seat.

“This is the wrong airplane,” the purser told the confused passenger.

No kidding,” I thought.

Grumbling, the mistaken passenger deplaned. I was settling in when..

“Mason Dixon,” I said. “It’s you!” (“Again!”)

Mason pulled a flask from his hip and took a swig. He offered me the flask and I demurred. Then he began to talk:

“And after I found out about the price of insuring the diamond I bought for the little lady, I decided to have a copy made. I put the genuine article in a safe deposit box. Do you think she’ll be able to tell the difference?”

“Ah..” I said muttering into my magazine.

“This’ll probably be my last trip. The old ticker is workin’ at 30%. It’ll be hard hiking those hills.”

“30%?, eh…”

“Sure you don’t want to take a swig?” Mason said.

“No thank you..” I automatically replied. As I turned, I saw that Mason’s right hand was actually a hook.

Mason saw that I had seen the hook. “It’s the latest technology,” Mason intoned. “This baby has the emergency release.”

Mason pushed a button at the base of the hook. The hook flew off and Mason caught it with his left hand. “This is a real improvement.”

“I can see that,”

“You don’t understand. A year ago, before I got this model – well – I was in a men’s room in Tucson and my hook got tangled up in my underwear. I couldn’t stand up and I couldn’t sit down. But if I had this baby,” Mason pushed the emergency release and deftly caught the flying hook. “If I had this baby, I would have escaped.”

“It’s more important than I thought,” I replied.

P.S. The photo has little to do with the story, but I like the cape.

Wednesday, January 7, 2009

Darius

Like the swallows returning to Capistrano , dispersed members of The Martin Family fly to Zürich in December. (Unlike the swallows, they come on different days at different times.) This year, Darius was the first to arrive. We expected a cheery Darius since his doctoral committee had endorsed his work: a complex paper full of integrals, summations and formulas. "Surely," I thought. "This paper could have prevented the entire financial crisis." In any event, he was on the way for a Ph.D. in June. Uncharacteristically, he was concerned about more mundane things:

“I don’t have enough job interviews, Dad”

“Why not?” I replied.

“I spent all my time making my paper perfect. The other candidates simply submitted applications before the deadline.”

“Before the deadline means ‘on-time’, right, Darius?” I replied.

“And now I have only one interview, for a job in Monterrey.”

“California?” I asked.

“Mexico.” Darius replied. “I’ve sent out more than 50 resumes.”

“I guarantee you’ll have five by New Years. Where are you applying?” Nazy asked.

“My top choice is Beruit.”

Really?” I thought

“China, Egypt, Kazakhstan would also be exciting.”

Really?” I thought. Over the holiday Darius’ mood improved as universities replied and granted interviews.

When we reached Casa Carmen, Nazy swept into the living room: “This Christmas Tree is 11 meters high, Darius,” she exclaimed.

“Which Christmas Tree?” Darius asked.

“The Martin Family Christmas Tree is 11 meters high.” Nazy repeated.

“If it was 11 meters high, Mom,” Darius responded. “It would be sticking out through the skylight.

If it was that tall,” I thought. “They would have to change the landing pattern at the Zürich Airport.”

In fact the tree, while gargantuan and (undoubtedly) the very best on the entire planet, was not quite 11 meters high. Nevertheless, it dominated the room and offered a more than adequate number of hanging points for the vast collection of traditional ornaments and lights.

As he settled in, Darius played 3,219 games of chess, downloaded 313 ‘Best of You Tube” videos and parameterized a model of income distribution while checking email for interviews. He got an interview from:

“Lahore, Dad.”

“La Whore? That’s in France, right?” I replied.

“It’s in Pakistan, Dad. Each faculty member has a cook, a gardener and a driver.”

“How about a bodyguard, Dar? Would you have one or two of those?”

“Maybe Pakistan is a little dangerous.”

“A little dangerous?” I replied. “Do you have any opportunities in any normal place?”

“I’ve got an interview with a University in Christchurch, New Zealand.”

“You’ve been there, right? You stopped on the way to somewhere.”

“Christchurch is not on the way to anywhere, Dad.”

“Precisely! That’s why I was sure it had been on one of your itineraries.”

“Why can’t he do something in California or Zürich, Dan?” Nazy asked.

“Did you try Argentina,” Mitra inquired. “Buenos Aires is a wonderful place.”

“He is an economist, Mitra,” I explained. “There is no economy in Argentina.”

“Sounds perfect for someone who moved to Iceland, Dad.”

"Can you make them shut-up, Dad?" Darius asked.

Tuesday, January 6, 2009

Melika


Perspiring heavily, I was in New York City with Nazy’s Christmas shopping list. “I’m looking at dresses,” I said. “European size 40. I believe that I’ve found one that meets your criteria.”

“What color is it, Dan?” Nazy asked.

You’re asking me about the color of a dress?” I (color-blindly) thought as I snapped a photo with my iPhone. “I’m sending you a picture,” I replied.

The pressure was on. I had flown to New York to help my banking customer deal with the detritus permeating their books after the global financial tsunami – and that was the easy part of my mission. My wife had assigned a much more stressful task. She wanted me to purchase a Christmas gift for Melika. I had tried to wheedle my way out of the task.

“Melika was 4 years old the last time she liked anything that I selected,”

“Dan…”

“Houston. 1985. We bought a backpack that looked like a teddy bear…”

“Yes,” Nazy interrupted. “Brown Bear. She really liked that.”

“And she hasn’t liked anything since then.”

“You’re exaggerating, Dan.” Nazy replied.

“She has returned or exchanged everything that I’ve ever chosen since then.”

“Dan..”

“Ca$h has been the only popular gift,” I continued. “And even that is exchanged..”

“Exchanged?”

“Spent! Quickly.”
The days passed. Luckily, Melika, utilizing negotiation skills honed at Law School, had convinced “The Firm” to allow her to take a vacation. Unfortunately:

“She’s bringing the dog?” I asked.

“Dolce is a member of the family, Dan.” Nazy intoned.

“Who’s family?” I asked.

“And this year,” Nazy replied, ignoring my question. “This year it will be much easier because the dog is house trained.”

“How delightful.”

Melika, in the middle of her first lawyerly year, had to bill 5 hours every day she was in Switzerland. Exhibiting well-honed multitasking skills, she checked legal documents while simultaneously watching westerns on the movie channel. (She liked John Wayne in Red River.) As jet lag took hold, she even managed to bill time while she was asleep.

The dog, excited by the chance to visit Switzerland, was almost house trained. It bounded and bounced whenever anyone approached the front door.

“That dog…” I observed.

“… has a name, Dan.” Nazy interrupted. “Dolce..”

“… doesn’t walk, he prances.”
In the end, Melika actually liked the dress that I purchased in New York. [That's my story and I'm sticking to it.]
The photo, by the way, was taken when Melika was 4 years old - making her very first long-distance telephone call. AT&T subsequently named a switching station after Melika.

Saturday, November 8, 2008

A New Boss?

Following habit, I checked my eMail when I returned to the hotel. I just had time to dial-in to a “very important” con-call.

I bet they’re going to remind me that the end of quarter is nigh,” I thought.

I was wrong.

It quickly became apparent that the purpose of the call was to announce the departure of my boss, Nicola. I can’t say that this was a surprising development. Nicola’s (old) job has historically been, eh, a road that leads directly out of HP.

Four people have held this job in the last four years; all have left. The profiles of the unfortunate managers are varied because the company has no clue about what they want from the person holding the job. Alberto was highly detailed oriented – managing with a 2000 row, 300 column spreadsheet. Andrew was clueless and disconnected; he saw customers only when the location and time coincided with an international Rugby match. Jose understood the financial markets and was brilliant but completely unfocused. Nicola had no background in Financial Services, but he was well-connected with EMEA management.

The job, Vice President of Financial Services Industries in EMEA, has neither budget nor staff – just responsibility. The incumbent has to manage, by influence, several very senior people – like me. It’s just like my job except that I don’t have to influence anyone as troublesome as me.

Pesky business meetings interfered with the major purpose of the trip – Nazy’s shopping list. I finally located the Kenobo Emulsifier, Comet Scouring Powder (which is illegal in Switzerland), a Queen-sized Mattress Pad and some fake sugar (i.e. Splenda™).

Breathless with excitement (and anxious to take credit), I called Nazy in Zürich. She was overjoyed to hear of my superior shopping success.

“I asked for Bon Ami, Dan. Not Comet. And the Splenda is for you.”

“But the Kenobo…”

“… Emulsifier II?”

“… naturally, my dear.” (II made a mental note to confirm.)

“Well. It’s snowing in Zürich. See you soon.”
In case you're wondering... the picture has nothing whatsoever to do with the content.