I stepped down a short flight of stairs into the coffee shop. Small groups of people were huddled around an assortment of morning elixirs. This was definitely not Starbucks.

Gordon was already sitting at a table and I could tell he had done some thinking overnight. We had been talking about connecting the goals of the company with the unlikely topic of boats and fishing.

“I know I kind of laughed you off, yesterday,” Gordon started. “It sounded a little far fetched, but I started thinking about it and it began to make more sense.”

I poured some cream in my coffee. So far, I had not said a word.

“I remember a sales manager,” he continued. “Every Thursday morning, he would load up his two best salespeople and take them down to a boat dealer and they would spend an hour talking about boats. It was kinda funny, because the owner of the company found out and said the time would be better spent going over sales data and prospect lists.

“He didn’t press it though, because things began to happen, volume picked up, margins were holding. And every Thursday morning, the sales manager would take his guys down to the boat dealer.”

“Did anyone ever buy a boat?” I finally got a question into the conversation.

“Yeah, they all did.” Gordon laughed. “Well, except for the sales manager. Turns out, he didn’t care a thing about boats. I even asked him about it. He said the secret to being a manager is to always talk in terms of the other person’s interests.”

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