When Opportunity Comes Knocking.

 

Many a times, it is in split seconds decisions that the fortunes are made or lost. One company becomes "Microsoft" and the other.....

 

POINT TO PONDER: “ When opportunity comes knocking on the door, don’t go to wash your face.” -From an ancient Indian story my grandfather used to tell us.

 

REFLECTION

When it comes to customers, there is no such thing as "Out of Scope." Such advice came from one of the greatest salesmen I have known.

 

In the summer of 1966, I got an internship to work in a small business. Part of the assignment was to accompany the owner during his door to door visits with customers. What I noticed was that the owner would listen to customer’s ideas, dilemmas, needs, and even if he did not have the product or service needed, he would say, “let me get back to you.”

    

Upon return he would assess if he wanted to get into that line of business or if there were other companies that could quickly service that customer’s need; then he would either make a deal with the other companies or refer them directly to the customer.

    

On one day he even referred his competitor to his customer realizing that he did not have that product. My curious mind inquired, “isn’t that dangerous - you are letting your competition get in the customer’s door.” To that he replied, “the primary objective of my business, stated in my mission, is to offer quick solutions to customers. And customers have seen that and asked me to get into many areas that they have need. Some customers have even funded my new ventures because they know I am focused on their success.”

   

Over the years, the scope of his business grew from cement to chemicals to ice and many more areas.The most important thing I learned from him in the summer of '66 was that “when it comes to customers, there is no such thing as, 'Out of Scope.'"  Years later when I watched a documentary on PBS about Microsoft,  the memory of that lesson revived and has stayed fresh since then.

 

STORY LINE:  Following story is extracted from the Public Broadcasting Station (PBS) special "Triumph of theNerds" by Robert Cringley.

 

Many a times, it is in split seconds decisions that the fortunes are made or lost. One company becomes "Microsoft" and the other (Interglactic Digital Research) vanishes from the face of the earth. Interglactic had the operating system that IBM (All mighty of computer business in those days)desperately needed to get PC business going, the other (Microsoft) did not. (Microsoft had only "Basic",a computer language.) So what happened next?

 

The scene is set in California...laid back Dr.Gary Kildall, CEO of Interglactic, already making the bestselling PC operating system CPM. In Seattle Bill Gates maker of BASIC the best selling PC language butalways prepared to seize an opportunity. So IBM had to choose one of these guys to write the operatingsystem for its new personal computer. One would hit the jackpot the other would be forgotten...a footnote in the history of the personal computer and it all starts with a visit to their headquarters by IBM in 1980.

 

In a nutshell, when IBM came on a short notice, Bill Gates and team changed their plans to accommodate them. Gary Kildall had other plans and he left IBMers with his partner and lawyer. When IBM pooped out non-disclosure agreements, Bill signed them in good faith even though he found them very amusing. Interglatic got the lawyer to look at the non-disclosure. The lawyer threw up on this non-disclosure. So IBM spent the whole day in Pacific Grove debating with them and with their attorneys and everybody else about whether or not Interglatic personal could even talk to them about talking to them, and they left.

 

Sequel to the story: And Bill Gates, not wanting to let go the opportunity, found a small company in Seattle to develop this operating system. 
 

Interestingly, that small company's operating system, which saved the deal with IBM, was, well, adapted from Gary Kildall's CPM.

”As it happens often in the PC business, the prize didn't go to the inventor but to the exploiter of the invention.”

 

But then again, When the opportunity comes knocking on the door, don’t go looking for the sink to wash your face. Just open the door, you will have rest of your life to do Risk Mitigation.

 

Triumph of the Nerds Part 2: https://www.youtube.com/watch?v=EiffgiRAYUI&feature=youtu.be

Triumph of the Nerds

 

Comments

[California Guy]

This can also serve as a good reflection on brand image. When we buy products or services, we are also investing in the brand image of a company and the individuals that are part of that company.

At end of the day, we are really looking for solutions to our needs and wants. We will usually return to those companies and individuals that consistently provide such solutions (Sony vs. RCA TV, Honda vs. Ford automobile, LG vs. Maytag washer/dryer).

Once lost, long road to re-establish the brand image.

[Realist]

Not just in PC business but in life as a whole, the prize goes to one who seizes the opportunity and acts up on it.

[sk]

Sounds like the Santa from Miracle on 34th Street

On one day he even referred his competitor to his customer realizing that he did not have that product. My curious mind inquired, “isn’t that dangerous - you are letting your competition get in the customer’s door.” To that he replied, “the primary objective of my business, stated in my mission, is to offer quick solutions to customers. And customers have seen that and asked me to get into many areas that they have need. Some customers have even funded my new ventures because they know I am focused on their success.”

[Braun]

To add to your story, Bill Gates paid only $15K and no royalties plus exclusive rights to that OS from that small company.

[Krish]

Speaking of grandfather stories, are you aware of this site?
http://agiivideo.com/DownloadVideos.htm

I came across this only recently and I am impressed with the collection and narration!
Thought I’d pass it along…

[A note from a friend (RK) posted by Anand]

I first saw the below phrase from you a few years ago and I’ve since repeated it to many people. Simple – accurate.
Thank you,
RK

[Anand]

TO RK: Thanks for the feedback. Here is the ancient Indian story that grandpa used to tell us. The readers may enjoy that story as well. Here it is.

http://fridayreflections.typepad.com/weblog/2007/08/when-opportunit.html

[NJ]

I always wonder why IBM couldn’t develop its own OS and had to look for a supplier. Didn’t IBM miss a big opportunity too? Without Microsoft, Intel probably wouldn’t be at the presence status. My take away – be prepared, look for the opportunity and let the wave carries you.

[Tan]

Thanks for sharing this again; this is one of your best story. I love it and have been practicing this as well!!

[Malay Man]

In the last chapter of “It is not about coffee” by Howard Behar, the chapter talks about Dare To Dream. The takeaway is about “Say Yes” – The most powerful word in the world.

[Bobby]

Nice story! Reminded me of one of those Bodhisatva's stories from Panchatantra and Jataka tales. And the other post of Microsoft vs Intergalactic I thought, was an excellent practical example to elaborate on this idea. Thanks for sharing. Whenever I find a little time during lunch, these posts make a great reading and recharge me. :-)