E + A = P

Every once in a while we find ourselves surprised by a small nugget of wisdom that comes from the least expected sources. It might be an observation from a child, a suggestion from a new hire, or inspiration from a middle school soccer coach. The later is what happened to me just this past week. One of my kids plays soccer on his middle school team. This is a relatively small school (only 100 kids per grade) and the soccer team only has twelve players. Basically that means that most of the kids play the entire game, usually against much larger competitors in terms of physical size and number of players. Our boys are not particularly skilled and there is not a single standout player; you know, the kid that can take over a game singlehandedly. Our team is 5-3 half way through the season. Not bad.

After every game, our coach sends out a game recap. Usually these are fun, because each of the boys typically gets a mention about something they did well during the course of the game. After their most lopsided loss (7-3), the coach sent an email that took a decidedly different tone. He wanted to share with the team and us parents his E + A = P philosophy. He believes that regardless of how big or strong the opponent, our kids can win through a combination of Energy and Attitude.

Energy + Attitude = Performance

The team has not lost a single game since that email was sent. The boys are first to the ball, they play physical, and they can be relentless when the game is tight. Most impressive is the positive attitude and unselfish play of the entire team. There are no hidden agendas, if you will. High energy and a positive attitude have translated into an elevated level of performance.

I think that E + A = P translates nicely to relationship management. Without effort and the right attitude, it is extremely difficult (if not impossible) to maximize the benefit of a great relationship. Have you ever been part of a relationship that was so good that it seemed effortless, only to see them turn over time? Unfortunately, even the best relationships require effort…you have to continue to foster and grow the partnership. I have also seen great relationships turn sour when a new party is introduced into the association. Maybe this individual has their own agenda, a chip on their shoulder, or something to prove. Regardless of the reason, the attitude takes a different tone and the relationship suffers.

Here is the lesson. Even the smallest of companies can build strong relationships within their channel. The product, however, is not enough. It takes energy and attitude. Sometimes…not always, but sometimes…larger companies can get complacent with their channel relationships. I had one executive once tell me that he expected the channel to deliver “unaided” business. This is complacency and a perfect opportunity for another vendor to win the heart, mind, and soul of that partner simply by using this basic equation…E + A = P.

We have another game tonight…GO CHARGERS!!! With a some energy and attitude we should do just fine.