Not long ago I met with a company that specializes in digital apps for entertainers. Their client roster reads like a Who’s Who of recording artists: Usher, Sara Bareilles, the Eagles, Smashing Pumpkins, Kelly Clarkson and others. Their work is very good, exceptional in fact when you realize the team has deftly cornered the market on high-dollar app development projects, not from LA or New York—but a dingy basement in Bremerton, Washington.
They are young and lucky and they know it. When we started talking about combining our talents in a “unite-and conquer” partnership to further dominate the entertainment app development space their excitement was palpable. But the minute we started talking money—about who gets paid for what in a series of hypothetical scenarios—their eyes got shifty, their words tightly measured and their vibe cagey.
It was clear to me their suspicions were fueled by fear. What was written on their foreheads on an invisible Post-It note was the elephant-in-the-room question, “What if we don’t get our fair share of the money?”Try as I did to reassure them it would be a win for everyone, they seemed skeptical. Looking back, I guess I can’t blame them. They simply didn’t know my team enough to trust us, nor me. But the underlying issue was more immovable: When it comes to money—and the power that often accompanies it—people often get weird. And the perpetrators of such behavior are the evil twin sisters, Greed and Fear.
Some years ago I took a marketing team to Atlanta to make a once-in-a-lifetime presentation to the top executives of Coca-Cola’s digital marketing division. It went pretty well, but throughout the pitch one of our developers continued to interrupt the discussions with her dogmatic points of view which quickly overpowered the ideas of the client. At one point she even turned on me and adamantly refuted the rationale for my perspective on a matter. It was bad enough that she was completely mistaken in her judgment. But she embarrassed our team, and worse, the Coke executives. It was greed that drove her subversive assault. Greed for power, greed for recognition. As you might guess, we didn’t win the business.
When we later stepped out of the elevator following the meeting I paused to read a massive quote etched into the black granite wall of the stately lobby. It moved me deeply, as if I were reading The Ten Commandments written on Moses’ tablets of stone:
“THERE IS NO LIMIT TO WHAT PEOPLE CAN ACHIEVE IF THEY DON’T CARE WHO GETS THE CREDIT” (written by Coke founder Asa Griggs Canler)
If the Coke brand is a shining testament to that tenet—which it is—my colleagues’ behavior in that meeting was the polar opposite.
Whilst lying in my hotel room that night, staring up at the black ceiling, I rewound the day’s events. After a few minutes I heard a faint whisper…
“You learned something big today, Phil. You learned by simply observing how ugly and destructive greed, fear and insecurity look like from the other side of the desk. May that lesson stick with you. Don’t be greedy with power, influence or money.
“Keep trusting others to do their part—especially when they appear better, more productive or important than yours—and give credit where credit’s due.”