Time is Money

Eat. Drink.

As a seasoned sales manager, it has been fascinating watching the media coverage of Amazon as it searches for it’s “second city”. Finally, a relatable case study that non-salespeople can understand what we really do! I have been following each step of the sales cycle as many cities have been vying for this big deal.  There are so many steps including the discovery process, delivery of proposals, site inspections, elimination of competitors and the final few cities still standing. Then, the waiting game.

Sales is not cut and dry. It is not just lunches, cocktails and afternoons on the golf course. It really does take time, effort, money, research, creativity and thoughtfulness for a sale to happen. However, it also takes one very important element which is often overlooked, qualifying the business opportunity.

Salespeople often feel the need to bid on every piece of business that comes their way. They cast a wide net hoping for a few fish. They are afraid to ask questions that will save them time and ensure they are the right fit. They make promises with the best intentions of figuring it out if the sale happens. 

No worries, we are caterers, we can figure out anything. By ignoring the qualifying stage, salespeople are wasting their own as well as other team member’s time. This is a true opportunity cost that could be spent on business elsewhere that is truly tangible, attainable and profitable.

Time wasted is money wasted.

 

Inspire.

The most impressive news piece regarding the Amazon search was in the Wall Street Journal, May 2, 2018, titled “Hi. It’s Amazon Calling. Here’s What We Don’t Like in Your City”. 

How great is that! 

Amazon is actually calling on some of the cities that have been eliminated to tell them why. And kudos to the cities that have actually asked for the feedback. Essentially, these city leaders should be learning from this process for a next time. Were they qualified to bid to be the second city? Did they read the RFP? Were they truly capable of fulfilling all Amazon defined? How much time, money and human resources did they put into the presentation? What can be learned for next time? What changes will they do when the next opportunity arrives? 

Chicago is still a contender in the Amazon bid for their “second city”. Two potential locations for their campus are within blocks of my office on Fulton Market. It will be interesting to see where this lands and if Chicago has what it takes to make this sale happen. For the amount of time, money and effort spent thus far, if we do not get it, I hope the city learns from the loss so they are ready to tackle the next RFP that comes our way.

¡GOL!

Eat. Drink. 

“I need you to work with my sales team. I want them to stop being order takers."  

This is the most “frequent” request I receive from potential clients for my consulting services. 

My typical response is:
“Do they have goals? Are their expectations defined, agreed upon and most importantly, written down?" 

Goals for salespeople are not just numeric. Goals can be anything and I encourage goals to be broad and creative. I recommend all sales team members to have 3-5 written goals defined each year.

They must be SMART. How do you make them SMART? 

You write them down and ask yourself these questions as you detail each goal:

Specific—What do you want to accomplish with this goal?

Measurable—How are you going to know when you reach your goal?

Achievable—Is this goal possible based on your available resources?

Realistic—Why do you want to set this goal and what result do you want from it?

Timely—What deadlines do you need to set to feel successful and keep yourself on task?

So how do you begin?

Start thinking about what goals you want for yourself and your team, have a brainstorming session and start writing down ideas. Let your team members come up with their own ideas. Each salesperson should always start with their annual sales goal and then develop two to four additional goals. 

These goals can be professional growth as well as personal achievements. And work through these for a few weeks until they start making sense to both you and your team. Just write them down to make them real and make adjustments as time moves on.   

Remember goals can also be fluid. Life changes, things change, but don’t let them change to make the challenge easier. Keep pushing yourself and your team so that they ALL reach their goals! ¡Olé!

 

Inspire.

Futból is my favorite sport. (Soccer for us Americano’s). I grew up in an Italian-American neighborhood in Upstate NY during the 1970’s surrounded by passionate soccer fans. Playing street pickup games every summer night. Tagging along with my sister’s travel team every weekend.  Watching Pelé play the Rochester Lancers in August, 1977. I couldn’t believe it; Pelé was in my town!  The soccer field was often a setting for several of my early life’s significant moments. To no surprise, futból became a significant player in my own recent goal setting.

In July 2014, I spent ten days in Playa del Carmen, Mexico with my sister and a friend. We planned on enjoying margaritas, beach clubs and the sun. What we did not realize was that we scheduled our trip during the World Cup which is the ultimate tournament for true futból fans to watch matches together. 

Fortunately, we were in a country that worshipped the sport and surrounded by people that lived for the next game (the tournament was in South Africa; we watched in bars, on the beach, you name it). One day we were El Tri fans; the next day we were Team USA. It didn’t matter—it was just a ball surrounding ourselves with people that were so passionate about the sport.

What does this have to do with goals? Because travel, meeting people, developing friendships and the beauty of memories of unexpected events makes one want to return to that place. I have been back many times now to Playa; each time enjoying new experiences while also visiting familiar places and friends.

It was on one such trip in January 2017 that I decided to set a new goal for myself … to start my own business.

I wanted to start my own consulting company. I drafted that goal on my terrace in Playa del Carmen. I wrote it down. I rewrote it. I made it specific, measurable, achievable, realistic and timely. It was SMART. 

The “Beautiful Game” taught me to start working for the life I've always wanted. To travel to Mexico and work there whenever I can.  To be around people who have such a love for life. To train hard and work hard.  To set goals and achieve goals. And to remember to keep score for myself and my achievements. Sure, there have been a few yellow cards, but no penalty kicks yet!

Now it’s April, 2018. I’m on that same terrace in Playa del Carmen. Sharing this story. Working from Mexico. Set your mind to it, work hard and make it happen. Go for the GOAL. ¡Olé!

The Human Touch

Eat. Drink.

Living in the culinary wonderland of Fulton Market in downtown Chicago, I have a choice of grabbing a cup o’ joe at several coffee houses within a half-mile radius.  Every custom blended local bean that can be grounded, roasted, steamed, poured-over and crafted imaginable. However my daily stroll takes me to the familiar green-logo’d mermaid a block away. Why? Not because they make the best cappuccino I have ever tasted; but because they have provided me the best customer service experience in the past ten years.  At this local corner shop, they have mastered the art of true hospitality through the human touch.

When you think of a corporate food service behemoth and the future of the hospitality industry, the conversation always leads to technological advances.  What does the consumer of today desire? Speed, efficiency and a “no wait” experience. Today’s urban consumer wants the ease of ordering from their smartphone. The drive-thru allows the suburban consumer to not even get out of their seat. Uber, DoorDash, Caviar and GrubHub have changed the face of our catering industry. Restaurants deliver food now and are “Caterers”. Technology has changed our world. It has certainly made things convenient for the customer. But is it better? Is it still the hospitality industry?

Jen and Jermaine

INSPIRE.

Several months ago I stopped in to grab my standard drink, a grande non-fat “dry” cappuccino. The barista was unfamiliar with “dry”, so I explained to him that I was recently educated on that as well (more foam, less milk). So as we were chatting up, I asked him his name. He said Jermaine. I said “Jermaine, I am Jen, it’s nice to meet you.” And it has been a pleasure to meet him. He has a lovely smile, demeanor and genuine pleasantness that is a welcome asset in any service industry.

Since my introduction to Jermaine, he has now trained others at the “shop”; “Lucy, that’s Jen. She has a grande non-fat dry cappuccino”.  There will be a line ten people deep and Jermaine will see me, smile and say “ Hi Jen!”.  You can see everyone in the line turn around thinking, who is this Jen person?  To think such a large corporation has created such a community for me as a customer, why would I go anywhere else that is so impersonal?

So each and every morning, I continue to marvel at the beauty of my simple five-minute hospitality experience. This really comes down human touch vs. technology.  When it comes to the service industry, I am still leaning toward the conversation, the smile, my daily hello and knowing someone’s name. I’m not just “Jen” on a label.  Thanks Jermaine.  I appreciate you keeping me in touch with true hospitality.

The Number One “Thing”

Eat. Drink.

I am often asked what the number one “thing” a client is looking for in a sales consultant. Sure, we all want our sales consultants to be honest, responsive, trustworthy, detail-oriented, friendly, fun and intelligent. But the number one “thing” a client desires? A client wants a partner as a sales consultant that evolves into a long-standing, fruitful relationship.

The client benefits from the consultant’s expertise, knowledge, great product offerings and the return on investment from producing spectacular events. The sales consultant benefits from another notch in their experience portfolio “belt” as well as a boost to their paycheck. But how that relationship is nurtured and developed is the key to a continued, returned success.

Our business is not always tangible: How a client feels is often more important than how the event looks or how the food tastes. Clients will overlook price variance if they will be taken care of by someone they trust. Clients want you to listen and they want to be heard. Clients want to win sometimes. Let them. Be accessible, show genuine interest and provide honest feedback to each other to continue to grow in the relationship together.

 Sales consultants should never say, “Let me ask my boss and I will get back to you”. Or even worse, “Sorry, that’s our policy”. Be in the client’s court and be the decision maker. But stand firm when something is not right and educate the client on the why for next time. Showing self-confidence in your own abilities is a very strong “statement” above and beyond what is in your sales toolbox. 

Inspire.

Next year will be the 20th anniversary of my relationship with Jo and Newt, two of my all time favorite “clients”, if I even call them “clients” at this point. I met Jo and Newt in 1998. They were planning their 50th wedding anniversary celebration and were shopping around for a caterer to produce the event for their special evening. 

I say we are celebrating “our 20th anniversary” next year because we are still remembering our first meeting and how our friendship and business relationship has since developed. There have been several events since that first large one. I bet, at least one a year, all much smaller in size but none less important. 

I see Jo and Newt about four times a year. We catch up over lunch. We talk about our lives, families, children, politics, Chicago, friends, travel, movies and television. Catering is the least of our interests and topics to talk about. I often call Jo just to check in and say hello and see how she and Newt are doing. We have become lifelong friends. I absolutely love and adore them both. 

Now I no longer work at a catering company. When Jo and Newt need an event, I stay involved. I know what they have come to expect in the past 20 years. I know their likes and their dislikes. Where they keep everything in their kitchen. I am there out of respect for them and the time we have built into our relationship. That’s what friends do for each other. I will be their “caterer” forever. And they will be my “client” forever. But it didn’t start that way. It started with the one thing Jo and Newt were looking for in a sales consultant 20 years ago.

Memorable Michigan

While reviewing business in central Michigan, I took some time to see what was brewing in East Grand Rapids, Michigan.  My favorite stops included these five delicious establishments; That Early Bird Cafe, D’art Donuts, VanDer Mill Cider, Donkey Taqueria and Rowster Coffee. 

My overall synopsis of these five “gems”… They stayed in their lane. They know who they are. They didn’t overcomplicate service, food, presentation or their environments. They all have tight menus and know their strengths. And their food was excellent, creative, impactful and memorable.

Caterers of all sizes…as you evolve and grow, remember this. Stay in your lane and stay true to your core and who you are.  Remember why you started in this business and where your team's passions and talents should be focused.

Review these photographs and open these website links below for creative inspiration. And visit Grand Rapids, Michigan the next time you are traveling the Midwest. It’s a fantastic city to explore.

That Early Bird Cafe

That Early Bird Cafe
thatearlybird.com
Maple Pecan Scone. Egg Sandwich on homemade English Muffin with savory Rosemary Aioli. Homemade Biscuits and Chorizo Gravy. Order at the counter and they deliver to you. Fresh, delicious food in a comfortable casual environment.

D’art Donuts
dartsdonuts.com
The perfect donut shop to get a box “to go” after you just ate a complete breakfast across the street at That Early Bird.  Michigan Honey Glazed, Lemon Blueberry, Boston Cream and Whiskey Bacon.

D'arts Donuts

VanDer Mill 
vandermill.com
Flights of hard cider including Nunica Pine, Ancho Mama and Ginger Peach paired with the best plates of Ham & Doughnuts and Fried Smelt & Chips. Michigan at it’s finest.

VanDer Mill

Donkey Taqueria

Donkey Taqueria
donkeygr.com
Tacos al pastor, tacos carnitas, queso con chorizo an ice cold Pacifico and Sol. Sit at the bar and order the Oaxacan Old-Fashioned

Rowster Coffee

Rowster Coffee
rowstercoffee.com
An absolutely perfect double espresso with sparkling water side and crafted cappuccino were served up to the bar counter with two croissants. Simple and delicious.

On, Wisconsin!

Mom and Dad were visiting for two weeks and we decided to escape Chicago and all the crowds of Lollapalooza invading my neighborhood.   In their young 75 years, they had yet to visit the wondrous land to our “North”.  The Badger State. America’s Dairyland. Cheese. Beer. Cherries. Supper Clubs. What else would we find? Here we come Wisconsin!

Mars Cheese Castle

How do you drive to Milwaukee without showing Mom and Dad where we would be stopping for “must haves” on the way home? We had to make plans and strategize what we would be buying on the return trip. Quick run through for the “lay of the land”. 

Mars Cheese Castle

Sobelman's Baconado

Sobelman’s, Milwaukee

Second Stop. The original Sobelman’s on St. Paul Avenue. Cheese Curds, Bloody Marys and The Sobelman. In that order. I really wanted to order “The Beast”. Or have someone around me order it. (Look at the menu online. Trust me.). But I was a wimp. Only had the Baconado and it was delightful.

 

The Iron Horse

The Iron Horse, MIlwaukee

Should have been ready for a nap. But there was a Blues band jamming in “The Yard” at the fabulous Iron Horse Hotel. Handed the valet our keys, ordered a couple of local craft drafts and listened to an hour of afternoon blues while the sun was shining. Stay here. 

Fixture Pizza

 

 

Fixture Pizza, Milwaukee, Walker’s Point

Cheese on the bottom. Sauce on the top. Thin Crust. Paso Robles Cabernet. Chopped Salad. 

Walking Distance from the Iron Horse. Go.

 

 

Fuel Cafe

 

Fuel Cafe, Milwaukee, Walker’s Point

Avocado Toast. Cappuccino. Went light. :)

 

 

Harley-Davidson Museum

 

 

Harley-Davidson Museum, Milwaukee

Took an afternoon stroll next door to the Iron Horse to the Harley Davidson Museum.  Beautiful walking paths and lots of metal!

 

 

 

St Paul's Fish Company

 

 

St Paul’s Fish Company, Oyster Bar, Third Ward, Milwaukee

My “Every Time I Go To Milwaukee” Stop. Oysters.  Fried Clam Strips. Steamed Shrimp in Old Bay Broth. Lobster Bisque. Ice Cold Beer.

 

 

 

 

Colectivo Coffee

 

Colectivo Coffee, Third Ward, Milwaukee

Stopped at the Foundry Cafe for a cappuccino for the drive to Door County.

 

 

 

 

Lambeau Field

 

Lambeau Field, Green Bay, Wisconsin

Grandpa (Mom’s Dad) was a College Football Coach, Scout for the NFL and friend of Vince Lombardi. Had to pay our respect to the Motherland.

 

 

 

Chanticleer Guest House

Chanticleer Guest House, Sturgeon Bay, Wisconsin

Fabulous B&B outside of Sturgeon Bay. A converted farmhouse and barn set amongst the orchards in Door County. Cherry-stuffed French toast. Bananas and strawberries with fresh Cream. Vegetable and cheesy-egg frittata delivered to my door in a sweet linen-lined basket with coffee and orange juice. Freshly baked cookies in the barn "lobby". Thank goodness for the bowl of apples and bananas. I felt like I was being "healthy". This B&B is a total gem.

Wood Orchard Farm Market

 

 

Wood Orchard Farm Market, Egg Harbor, Wisconsin

Cherry Strudel. Cherry Donuts. Cherry Pie. Cherry Fudge. Cherry Salsa. Sweet Cherries. Sour Cherries.

 

Sweetie Pies

 

Sweetie Pies, Fish Creek, Wisconsin

The sweetest, most adorable pie shop ever. Peach Raspberry Pie. 

 

 

 

 

Al Johnson’s, Sister Bay, Wisconsin

We didn’t eat here. But I had to see the goats on the roof. They were amazing. They just stared at Green Bay. We stared at the goats. My dad thought they were animatronic. We debated that for about a half hour until one started chewing his cud and gave us a nod.

 

 

Door 44 Winery

 

Door 44 Winery, Sturgeon Bay, Wisconsin

Tasted bubbles, whites and reds all from Door County — situated on 44° North Latitude.  This latitude includes the great wine regions of Bordeaux, France and Tuscany.   Our favorite was the “Sparkler”.

 

 

 

Nightingale Supper Club, Sturgeon Bay, Wisconsin

We had to try at least one supper club. Why did we not go to more?  Prime Rib, Baked Potato. Side Salad with Crumbled Blue Cheese. Mom and Dad had the Wednesday Night Special — Half Slab of Ribs with Broasted Chicken.  And of course we saved room for dessert.  Cherry Pie :)

Nightingale Supper Club

Mars Cheese Castle - Part Deux

Applejack Cheese. Port Wine Cheese. Various Mustards. Cheese Curds. Kringle. Kolacky. We drove across the border back into the Prairie State and the Land of Lincoln.

I have shared this trip with lots of friends and I know, I missed a lot of "must sees". I need to stay and brunch at the White Gull Inn. How could I miss Donny's Glidden Lodge for their Prime Rib? I need to take the ferry over to Washington Island. And we didn't even head over to New Glarus for a Spotted Cow. Madison for a game, an Old-Fashioned and the Saturday's Farmer's Market. Mount Horeb to see the Trolls. The new "tech" scene in Beloit.  We are already planning our next road trip when Mom and Dad visit next summer.  We know we only scratched the surface of the great edible and liquid finds of the great state to our North. On, Wisconsin!

Mexico City. Wow.

Mexico City

“Are you going to Mexico AGAIN? Yes I am …but not the beach this time." I had this conversation four different times while scheduling appointments, consultations and dinners prior to traveling for a long weekend last month. 

With no plans for an upcoming weekend, a fabulous, spontaneous friend who explores a new city like the best of ‘em and four free days and nights with nothing on the calendar… fabulous friend and I got on a Monday night call with MacBooks on our laps to pick our destination for that coming Friday departure. 

The rules were:

• City that neither of us have been before
• Direct flight (me Chicago; she SLC)
• Something culturally significant
• Good weather
• Great food and wine
• Nice hotel
• No rental car allowed

And the winner was? Mexico City.

Four Seasons Mexico City

What a trip. It was beyond a winner. It blew us both away. As a lifelong lover and appreciator of travel, design, cultural wonders, arts, outdoor markets and craftsmanship, stylized, creative cuisine as well as simple, good food, warm and welcoming service, great regional wine and beers and most importantly meeting wonderful people, I don’t think we could have found a more perfect city. Mexico City. Wow.

After arriving, dropping our bags at the Four Seasons Mexico City, D.F. and grabbing our walking map, we set off for the most famous restaurant of all, Pujol. We knew we wouldn’t get in but hey, maybe we could try to see if there was a chance to snag a spot sometime over the weekend (there’s a two month advance reservation and the hotel concierge tried although he knew it was a hopeless cause). Well, you don’t know if you don’t try in person and within three hours of landing we unexpectedly scored two available seats for the omakase taco and beverage menu tasting. Wow. Upon our first course,  we both decided that this was only our first visit to Mexico City. This was going to be a trip to explore it’s neighborhoods and eat, eat and eat. Next time we would visit the pyramids, museums and do all the stuff we were supposed to do. 

Everything we saw, heard, touched and tasted was just one awe-inspiring experience after another.   We logged over seven miles a day on our phone trackers from just walking and exploring the neighborhoods. Thank goodness because we ate, ate and ate in all of them. Condesa. Polanco. Juarez. El Centro. Roma. Zone Rosa. Only one uber to San Angel for the Saturday Market.  And that was worth the ride!

These are some of the culinary and liquid highlights:

Corn dog from Pujol

Pujol

From the 12-course omakase taco tasting paired with custom "local" drinks. incredible.

Three I loved:

Corn dog with chipotle aioli flecked with ant ash paired with tamarind mezcal margarita

Tortilla with pressed green leaf, amberjack, jicama, greens from their garden, lime paired with Bocanegra Pilsner 

Blue corn tortilla with roasted lamb, squash blossom, avocado purée, watercress paired with Grapho Cabernet Sauvignon/Barbera/Nebbiolo, Baja California

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San Angel Market and Saks

Mezcal tasting bar

Guacamole topped with grilled cebola, grilled Oaxacan cheese and grilled cactus with homemade tortilla chips (of course)

San Angel Market

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Gelatoscopio

Il Becco (yes, I always crave Italian)

Lobster, burrata and white asparagus salad

Seafood risotto atop shrimp and whitefish carpaccio, topped with clams, shrimp and mussels

Gelatoscopio

Green tea gelato with caramel popcorn

Green apple sorbet with apple gelee

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Fonda Fina

Fonda Fina

This is the “bistro” of the chef from Quintonil. We didn’t get in Quintonil- saving that for next time.  But Fonda Fina …. Wow.

"Drowned Taco" of pork carnitas & black beans

Arrachera with fried pot beans

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Adios!

Book a flight and go. And email me if you want recommendations.  Here is my first one- make a reservation at Pujol two months before you leave.  Who knows. I may be there again right alongside you at the omakase bar.  Adios!