
Play Ball.
I have learned that the proper and timely use of a sport’s idiom is an important professional skill. I entered the business world with a liberal arts education and no real experience. English Literature is what I studied in college. I did complement this with an MBA after working for a few years as an editor, but the real learning, as you know, is usually on-the-job. With diplomas in hand, I went to work at a fancy bank and set out to become a commercial lender. Basically, to this very day, I structure corporate financing for all kinds of things: equipment, buildings, vehicle fleets…whatever they need. While a deep understanding of accounting has been critical, my years pondering great works of literature were not a waste of time. In fact, early on in my career, I used my knowledge of simile and metaphor, figures of speech and word-pictures to simplify and improve my ability to communicate with my new associations. Once employed, I soon realized that “people ” in my line of work, overwhelmingly meant “guys”. I learned that the easiest way to understand most things and to be understood by colleagues and customers and leaders alike, was to focus particularly on the vernacular of sports when I wanted to emphasize a point. This is, I believe, a foundational principle of success in business. If I wanted to “go to the mat” as a serious contender for opportunity, I had to learn to speak this way. Thankfully it really wasn’t that hard. I basically just listened to my dad or my x – husband or any number of TV personalities or men at the office and I “cinched” it pretty quickly.
In fact, I used a good sports idiom in a meeting just last week. I was presenting an opportunity to the credit and risk team at the Bank where I work. Before I can issue a proposal to any prospect, I have to have their review and approval to do so. There is a company I have called on for years and they recently asked me to look at their entire banking relationship, again. It’s not an easy deal, there are no easy deals really, but it is a company we want to do business with for a variety of reasons. I have made proposals to this company 2 times in the past 7 years, and lost twice. In my work, getting an “at bat” (did you hear that?) is infrequent. It takes a lot of work and a bit of luck to even get a chance in other words; and one thing about credit and risk folks is that they are, by nature, very conservative. They never want to “bet the farm” so to speak (there I am again). Anyway, these guys really do want me to bring in this account. So after a good deal of “wrestling” (cough) over credit policy and collateral and a hundred other things, the chief risk guy said: “what do we need to do to win?” And I said (drum roll please…) “we need to swing for the fence”. Ha! Baseball season is upon us and I used a perfectly placed sports phrase to get what I want, and what they want too, a winning proposal. They naturally knew, probably because they are “guys”, what I meant. Specifically, I meant terms and conditions for the loans that are most meaningful to these particular people based on their current set of circumstances. Terms and conditions we usually do not offer, without going into detail. While the baseball phrase isn’t why they agreed to the deal points I suggested, it is what got their attention. And I went on to say we cannot “swing and miss” again, and I appreciate the “singles and doubles” I typically get approved, but this time we have to “crush the ball” if we want this business (I shit you not, I am relentless). Shame on me. But this is what I said to get through to them in a way that resonated with every man in the room, and as usual, it was a room full of men. And, incidentally, I won the deal. So, pay attention sports fans, this is how I “play ball” when necessary.
* This story was actually meant to be told out loud. I am working up the courage to be an actual story teller. I’m not there yet..