Thanks for asking. Our Oregon Small Business Boost day (business plan software free for Oregonians) yesterday went even better than expected. I like this summary from our local newspaper, which tagged it as “frenzy” on its front page this morning.

And you can click here for our summary of it.

We distributed more than 17,000 cards through 85 locations. By the next morning, we’d had people logging in and registering their new software from more than 170 different cities and towns in Oregon.

When some locations ran out of cards, we got them more units, even though we’d run out of the formal preprinted cards. We made do. As far as we know, no adult Oregonian who went to one of those locations to get Business Plan Pro for free was turned down.

That was hard. One location had 80 people waiting when they opened the doors. Several locations ran out within the first hour or two.

Was it worth it? Well, just for the skeptics, this was not a light version, hoping for an upgrade. It was Business Plan Pro Premier, the more expensive of the two versions we have. And it was not an end-of-market version either; it’s our latest, and just in case anybody notices a later version within the next few months, if that were to happen, it would be upgradable for free.

So was it worth it? I’m big on planning, objectives, and metrics. Here are some values:

• We won’t know for a while how many people actually used the software to create new businesses or manage existing businesses better. That will be hard to track. We will be asking people for stories.
• We know for damned sure that we’ve already helped a bunch of people think about their businesses better. And we’re ready to bet that the massive distribution of business plan software is going to end up helping small business, in general, in Oregon. Which means job and economic improvement.
• Our 85 distribution spots were organizations trying to help business, not commercial businesses: either chambers of commerce, Small Business Development Centers, economic development agencies, town halls, or similar organizations trying to help people do business. None of them had commercial motives. Calling attention to those locations is a good thing. It did our hearts proud to see crowds outside the SBDCs, for example.
• We met a lot of cool people, doing good work, within those organizations. That makes us very happy.

So we’ll see. It will be fun to watch. If you’re one of those who got a copy yesterday, keep us posted, okay? 

I thought it was one of my better posts ever on Huffington, A Great Debate About Ideas, because it covered something really important — the battle of free vs. not — and tied Chris Anderson, Malcolm Gladwell, Seth Godin, and Ellen Goodman together.

But it wasn’t, it turns out, because of a dull deadline. Maybe I should have called it “The Battle of Free vs. Not.” Hmm, no, see, I’m not that good at headlines. “Naked idea orgy?”

1. Delete it
2. Start over
3. Make it a list of 10
4. Make it a list of 5
5. Insult somebody famous
6. Find a way to add one or more of the words “naked, brutal, violent, sexy, stripped, revealed, angry, face-off” … or something like that.
7. Blame it on the readers, the editors, or anybody else you can think of.
8. Take a walk, and think about a single sentence that would make you want to read the rest of the post.
9. Go browse a blog reader like Google reader set to show just headlines.
10. Go back to point 1 and go right down this list again.

True story: when I was young, working with UPI in Mexico City — we’re talking about early 1970s, so seriously, a long time ago — the system we used to report Mexico news to New York Editors showed them the first sentence only; from that, they had to decide whether or not they wanted to see the whole first paragraph. And, with that, they had to decide again (push a button) whether they wanted to see the rest of the story. So I should be able to do this.

And something else, that I’ve learned, in a lot of years writing: there are many different varieties of writing. Being good at one doesn’t mean you’re good at another. I used to think I was a good writer, but copy writers amaze me. And in newspapers, reporters don’t write the headlines. And writing and creative fiction plots are totally different skills.

Damn headlines.

You know the phrase:

Necessity is the mother of invention.

Right? You hear it a lot.

But what if, in fact, invention is the mother of necessity. Once the technology exists,  we then complicate things, demand more, and use up the productivity gain in raising the quality bar.

Take budgets, for example. I realize it’s hard for most people to imagine a world without ready access to spreadsheets (you’d almost have to be a baby boomer, since spreadsheets and personal computing burst onto the scene in the early 1980s). But spreadsheets changed what we expect of budgets and budgeting. The invention changed what we define as necessity. We can do the numbers now, so we demand more numbers.

Or word processing, and then, a few years later, desktop publishing. The combination completely changed what we expect of business correspondence. You’ll probably find this hard to believe, but there was a time when we wrote letters and memos and mailed them. Yes, I mean using the post office, and postage stamps. Back then, we didn’t get hundreds of letters to answer every day. The invention changed the necessity. We can email now (or tweet, or blog), so the world demands more communication.

And cell phones.  Ah yes, lots of us remember the world before cell phones. We didn’t bug each other nearly as much, back before cell phones, as we do now; we didn’t expect phone calls checking in, updating each other, nearly as much. Less communication was acceptable.

Are we more productive? Who knows? Do we have a choice on the matter? No. Technology goes one way. Whether we like it or not.

I hope it doesn’t seem like total self promotion — I’ve tried to avoid that as much as possible on this blog — but hey, tomorrow Palo Alto Software is going to give away thousands of copies of Business Plan Pro (and not a light version, the upscale, premier version) for free to Oregonians who want it. I would like to think that’s newsworthy, even if it’s my company.

The video here is my talking for slightly less than three minutes, my summary of what happens tomorrow. And if you can’t see it for any reason, then please click here to go to the Youtube source.

And for more information, here’s the link to the page at Palo Alto Software that explains what we’re doing, and provides a map of the 85 locations (mostly town halls and chambers of commerce, no commercial locations (it really is a free giveaway)) where people can go tomorrow to get the software.

It’s just for the one day, tomorrow, July 1. For any Oregonian 18 years or older who goes to one of those locations to collect a download card.

I spent a spare moment on twitter last Saturday afternoon. It had been a busy day, a long drive home in the morning, quiet time to myself in the car, then an explosion of small children, a beautiful summer day, a nice dinner in the garden.

And I discovered this:

Top 10 Things All Women Need To Know About Men. It caught my eye in twitter, I clicked, I read. I liked the intro. I’m not a church goer myself, at least not anymore, but the introduction, church or not, God or not, was pleasant enough and engaging. Thoughtful.

I even like the list. There’s something in the tone that makes me like the author. I browsed his blog, called Big is the New Small, and liked a lot of what I saw there. His name is Scott Williams.

But parts of it bother me. Maybe at 61, almost 40 years married, I’m getting tired of the stereotypes. For example, when Scott writes …

We are not mind readers, say what’s really on your mind.

… I can’t help thinking how different his view is from my world. My wife has never had any trouble speaking her mind, some of my daughters do automatically, others don’t. And I don’t always. I don’t think this is a gender thing, certainly no more female than male.

And on this one:

We need our time alone: guys night out, man cave…

My response to this is: “wow, no offense to guy friends, but no thanks.” What with business to do, kids, family, trying to have a life … I never understood the guys’ night out syndrome. I never wanted it. Is that really just me? Or is that a matter of life, family, and work, leading to precious little down time, and not wanting to spend it with guy friends.

It reminds me of the recurring thread, not from Scott in this case, of people taking vacations from family. As my wife and I had kids, we never wanted vacations separate from them. Vacations were about them.

Then again, maybe it is me, maybe I am different. I’ve liked a lot of so-called “chick flix” in my day (which contradicts another point on Scott’s list) and I usually remember dates (which contradicts yet another). But I do match a lot of his points.

So why take issue? Because stereotyping genders worries me. Not that I don’t like gender differences; I do, that’s the spice of life. I’m all in favor of gender differences as long as we’re not talking about jobs, or opportunities, or compensation or freedom. And identifying men traits and women traits can even be useful (the Mars/Venus thing opened my eyes to some things I hadn’t seen before). But it makes me uncomfortable too. When Scott says, in his list of things women should know about men,

We want to be the leader and the protector… let us lead.

It worries me a bit because it hints at heirarchy, a leader and a follower, based on gender, in marriage. I guess I naturally have the instinct of protector maybe, in a physical way, male; when we used to take the kids up to the high country above Yosemite Valley, I was the one awake at night worrying about bears, because the rest of them assumed Daddy would keep them safe. But then my wife has been the mother bear protector of children sometimes more than me. She can be really scary. And, getting to the point, I don’t think marriage is about a leader and a follower. Let’s hope you have some of both, on both sides.

Another of Scott’s ten points is …

When we say nothing is wrong, “Nothing is wrong” nothing means nothing!

Good luck with that. Let me know how it goes. But, really, only one gender has trouble with this? I think not.

We want to be respected and appreciated.

Weird. What’s that doing here? Who doesn’t? What does this have to do with men and women? Is there anybody anywhere, man or woman, who doesn’t want to be respected an appreciated?

This is endearing, but it also gets old. Reminders of how we’re different can be a useful, even if we run down the list and they’re not exactly right for any one of uys. But the idea that some of this — like respect and appreciation, or leadership — are gender specific — is not that good for anybody. In my opinion.

I like serendipity. Not just because the word sounds like a refreshing drink in the shade on a hot day, but because when serendipity happens, it’s always good. Here’s the Wikipedia definition:

Serendipity is the effect by which one accidentally discovers something fortunate, especially while looking for something else entirely. …

So I had a great Friday: a nice drive from Eugene to Portland on a bright clear sunny early summer day, then lunch with Pamela Slim (@pamslim on twitter) and the second half of her Escape From Cubicle Nation workshop, with me included for a short guest spot on business planning. Then dinner with Pam and friends.

So what’s the serendipity here? It’s a reasonable question. It’s not like I didn’t already know Pam through telephone and email, and a lot of twitter; so I knew she does an excellent workshop. No surprise there — it was. And maybe you already take this for granted, but for me, at least, an old guy, the process of finding the real people through the blogs and tweets is a very special thrill. I’ve never been that good at cocktail parties or networking. But, through the magic of this new world, I’m meeting new people, and loving it.

So on Friday, I met Pam and several of her good friends, fellow bloggers and tweeters. We had a dinner hosted by @chrisguillebeau of The Art of Nonconformity and his wife Jolie; and I also got to know Matthew Scott of The Strategic Incubator (@MatthewRayScott on Twitter) better. Matthew is a wealth of really interesting stories, wisdom of both the real and folk variety, and business experience.

So I’m reminded that there really is a social in social media. Or at least there can be. It might start with blog posts, and tweets, but over time, as you follow people’s work and share (podcasts, phone calls, other posts), you get to know real people. And, when you meet them, they are real people.

Very good reminder here about the way words get diluted, and then useless. In my early days in the PC industry all software was supposedly “user friendly.” And that phrase ended up mocking, humorous, a caricature of hype.

In this same vein, Steve McKee writes Five Words to Never Use in an Ad in BusinessWeek. And they aren’t what I would have thought, but, as soon as I think about it, he makes a great point.

The words? Well, for example, he finds the same underlying problem with “quality,” “value,” “service,” and “caring.”

The above four words all fail for essentially the same reasons. Not only are they overused, they’re based on variables that will be different for everyone. There’s a quality/value/service/caring continuum in each person’s mind for every purchase occasion, and it is a continually moving target.

And the fifth word, “integrity,” is one that you have or you don’t; and you don’t get by proclaiming it.

A company either has integrity or it doesn’t. It’s either honest or it isn’t. And most people give companies the benefit of the doubt in believing that they operate with integrity. When a company talks about integrity in its advertising it’s for one of two reasons, neither one of them good: They’re either trying to cover up some lack of integrity (which never works) or they’re implying they live by a higher standard than their competition. That’s impolite, to say the least. Every company needs to have integrity. No company needs to advertise it.

I agree.

You know who you are. You hate selling, but here you are, making your way as entrepreneur, having to sell or sink.

Me? I’m a terrible salesperson. I’m also bad at networking, cocktail parties, and small talk with people I don’t know. Do I seem stuck up, aloof? Not really, just awkward.

I’m probably still scarred from my miserable failure at selling encyclopedias when I was in high school. I spent all summer, never made a sale, never managed to convince even a single person that I was really conducting an educational survey, and not selling encyclopedias. That miserable summer might have been what led me to hippiedom, way back when … but that’s a separate story.

And yet, hating to sell or not, I sold myself to business clients well enough to support a big family on my business plan consulting for 15 or so years, while simultaneously starting to build Palo Alto Software as a product business.

And I’ve had the privilege of working with and watching some greats in this category. I watched, and I learned. It comes down to 5 points:

1. Really listen

Really. Shut up for a bit and listen to the other person. No, don’t half listen while your mind races ahead to the next point. Really listen, and absorb what they’re saying. I like this quote in a Time magazine interview with Larry King:

I never learned anything while talking.

2. Empathize

There’s no way to avoid it: you have to actually feel what this other person is feeling. Jump into their skin, or into their head, and look out from inside their head at the rest of the world. My mother used to call it putting yourself into the other person’s shoes. My sister-in-law used to say “borrow my eyes and see through them for a while.” See if you can imagine how he or she feels and he or she sees it. What experiences have they had which led to that point of view?

There’s no substitute for empathy. It’s the most important quality in business.

3. Always tell the truth

Lies come out, in the short term or long. Even plausible lies are time bombs.

When asked questions you shouldn’t answer — it happens; in the software business, for example, some questions about platforms and programming code and such — just tell the truth, and say you don’t feel comfortable answering that question. Explain why not.

When asked questions about weak points or flaws, answer them. You’ll gain some credibility and avoid the long-term loss you risk if you lie and your customer finds out later.

Your credibility, which is inseparable from your integrity, is the key to long-term relationships.

4. Solve the other person’s problem

One of my favorite things when I used to take sales calls, from back when my company was just starting up to just a few years ago (even as president, I used to grab the sales phone on random calls a few times a month), was to recommend a competitor’s product instead of our own. It went something like this:

“If you want a business plan just because you need a stack of papers on a banker’s desk in two days, and nobody’s really going to read it, then you don’t want our product. Ours likes you to think. You want __________.” Ours doesn’t write any text for you, it’s not fill in the blanks …

And I would end up giving them the toll-free number of a competitor. There was great satisfaction in that. And, in the long term, it’s good for the business. People see that you realize what your product is good at, and that other products might be better at different things.

I’ve seen our best salespeople do it over and over: they listen, empathize, and solve the other person’s problem either with our own product or by suggesting something else, that isn’t ours, that will solve the problem. We’re dealing with humans here; not everybody is a potential sale. Some of those people whose problems we can’t solve now will come back to us later, when they have a problem we can solve.

5. Grow thick skin

The first person who ever worked for Palo Alto Software as a full-time salesperson was amazingly persistent. He would leave voice messages for key gatekeeper people once a day for months, without ever getting a returned phone call. And, at least in several key accounts, those months of unanswered phone calls eventually got him — and our product — in the door.

Yes, I know, it’s somewhat contradictory to include empathy and thick skin in the same post. If you really empathized with the people who ignore messages, you might not persist in calling back. But business and life is full of paradox. I can’t resolve this one.

How does business planning change in this new world of instant media, short attention spans, and rapid change? Is it different these days? Can we plan at all? And secondly, from the point of view of the angel investor, what does an investor look at in a business plan.

I had a very friendly, fun, and I hope useful, radio session with Barbara Weltman earlier this week. We talked about how business planning is changing in the very fast-changing, short-attention-span world we live in.

Barbara has posted the interview online so you can access it now. The first part is a general review of business planning in times of change, can we plan, how do we plan, and how different is it in this brave new world:

And in the second part, Barbara asked me about my recent experience as a member of an angel investor group, reviewing plans and eventually choosing one for investment with my own money (as part of a larger group).

Each of these parts takes about 12 minutes.

There are problems you can make worse, but not better. I call them quicksand problems, because when you’re caught in quicksand, struggling makes it worse.

Examples are hard. Sometimes even talking about them, much less writing about them, is like struggling in quicksand; you just sink faster.

Flickr image by publicenergy

But say you overhear somebody bad-mouthing you. Do you let on? Were you eavesdropping? Does complaining about it make it worse?

Or somebody else hears the conversation and tells you about it. Do you get into one of those “he-said-she-said” mudslinging fights? How do you know who’s telling the truth? Or do you just ignore it?

And then there’s what happens when somebody treats you badly, in business, and you’d like to just forget about it and go on with your relationship. But now they don’t want to see you; you’re a reminder that they acted badly.

We Googled a software package yesterday and found an “I-hate-them” site ranked third in the Google listings. Ouch, that’s got to be painful. The hate site was a private person, using what looks like a real name, and a lot of expletives. What do you do about that? The good news, from the company’s side, was the overuse of expletives, which never does much for credibility; and the hate-site owner was generous enough to allow the company’s comments to stay on the site.

These are tough issues. And I worry, even while posting this, that you’re going to wonder who’s mad at me, or what happened. That comes with the territory; right?