no disrespect but clearly the opportunity is
whether we are getting traction in the position … If we are trying to be No. 1 or No. 2
in our marketplace, we don’t say, “Ah, we’re
done.” We don’t say, “Ah, we don’t need to
bring back another corporate plan.” We don’t
say, “Ah, I don’t need more money.” We say,
“OK, this is the next level we need to go to.”
How Do You Get the White Guys to Buy In?
Visconti: I get to talk to all different kinds of
people and I see the hostages in the audience,
with their arms crossed, looking at me in complete disbelief as if I were levitating above the
stage. They look at me and can’t believe that I
am talking about these things that are so essential. [What’s difficult is] actually getting past
the white guys at the top of the company who
are successful, probably not bigots, and just
don’t want to hear any of this.
Campbell: When we’re talking to the majority
of the group that may have their arms folded
and eyes open saying that maybe they won’t
move, I think there may be a color that gets
their attention and I think that color is green.
So when you start putting it in context and
connecting it back to the business and letting
them know how it can impact their pocketbook, their profits, you do get their attention a
little bit. For example, I was presenting this
whole business case and this whole green theory to our manufacturing department, which is
mostly a majority group of white men. At the
time, they were running a product with a bilingual label, and that’s kind of passé now, that’s
common in most industries. When we started
talking about the Hispanic buying power, this
THAN POINTS™
