Ah.....that feels better.

It's been 12 years but I'm glad to be back at Turner Broadcasting. Solid company. Great culture. Killer properties to work on. Don't have to worry if the company will make payroll this month.

Currently working at the Project Manager on HLNTV.com and assorted other projects throughout the Turner-sphere. I have a great boss, friendly (and smart!) co-workers and it's good to be back at the CNN Center!

Merry Christmas and let me know if I can be of any assistance to you professionally or personally my friends.

Let's see if this works....

My professional career has been a series of ill-timed changes that have often caused me to look back and say something similar to, "Well, that really wasn't the right change at the right time now was it?" Ha

I stayed on at a big dot-com too long, then the crash hit. I left a good agency to go to a start-up just as the recession hit in 2008. Bad move. I got into sales and let me tech skills wane. But now.......

I've decided that the 5-year departure from web development, to get into sales, needs to come back full-circle. I'm making the move from sales back into my first love.....web development.

Sales was great. Who wouldn't like being in control of how much they make? Who wouldn't like little accountability and all the flex-time they can handle? Lots of travel. Lots of exciting meetings and trips and dinners and networking events with big names. But....sales is lot of pressure. Lots of pressure. It's not about "Great job Burkey on closing that sale!" It's more about "What are you going to close next?" and "How soon will you be getting ink on that deal???" : )

I'm going to do some contract work for awhile to get my skills back "somewhat current" and then slide into a permanent position again with a target company. I'm doing some work now and will continue to refine my HTML 5, CSS3, JavaScript, JQuery, AJAX, .NET, SQL and other skills while I wait to take just the right permanent opportunity. I'm totally swamped with opportunities and it appears to be a good time to be moving back into delivery and out of "walking the street".

Let's see if this works.....

** UPDATE ** Nov 4, 2011
Just accepted a position back with CNN in their technology group. So that worked..... : )

My Sunny Day In Southern California

On October 2, 1989 a truly amazing thing happened in my life. I was able to see the birth of my first child and be a part of a truly amazing experience. For those of you that have experienced this, as a father, you know it's something you will never forget. If you are still expecting your first child to be born I'm telling you now that it is one of the great moments in your life. It will change you forever. Enjoy it. Savor it. Be "there" for everything both physically and emotionally.

I remember being at Scripps Memorial Hospital in La Jolla, California for what needed to be a scheduled birth. My (then) wife was already in the delivery room and they told me to put on my "outfit" over my clothes. Some kind of paper garments that I slipped into with a mask. I felt like I was going into a combination of a surgical procedure and some sort of hazardous material scene. HA What I was going into was an event that has had in impact on me for 22 years and will continue to make me smile for the rest of my life.

Ashlyn, my daughter, was born and it was a wonderful experience. No, the c-section deal wasn't pleasant for me and I'm sure not for my poor wife. But we made it through it and I remember seeing that little girl for the first time and thinking she was the most amazing thing I'd ever seen. Wonderful beyond words. They weighed her and wrapped her up and she was "ours".

Probably the thing that sticks in my mind, and in my heart, the most is when they took me into the side room to give her a bath and comb her beautiful hair and get her dressed. I remember watching and being in another world. Almost literally. I was beside myself with happiness and emotions. They handed her to me in that little room and I looked at her and said, "Hey sweetie, I'm your Daddy." I cried just as sure as I'm crying while I type this 22 years later. Introducing myself to this little person was what I will always remember as the height of my life at that point.

I don't want to downplay other events, by any means. I had already experienced many memorable moments in my life. (and have since then for certain) I also want to make a point to say how much I appreciate Ashlyn's mother for the beautiful gift she delivered that day. I'm eternally grateful for that. Thank you Ammy.

Ashlyn has been so very special to me and I've not always told her how much she means to me. I have made some big mistakes in the last 22 years and will always regret not having "been there" all of the time. But my heart has always been connected to that little baby as she has grown into the beautiful, sweet and intelligent young woman that she is today in 2011. People ask me all the time how many kids I have. When I tell them 5 they look beside me at the four little ones that I have with me and they get a puzzled look. I quickly tell them I have an older daughter from a previous marriage and smile. I think about Ashlyn and how while I have four little angels at home I have an original love affair with that beautiful little blonde-haired California girl that has given me so many good memories.

Ashlyn, I love you darlin'. You are beautiful. You are special. You are talented. You are a part of me that I am very proud of. Happy Birthday to you. Please know that I love you more than you can know. You will (hopefully) have children someday and truly know the special bond that a parent has with a child. It will come full-circle for you at that time but in the meantime believe your mother and me when we tell you that you are the greatest gift that God could have given us in sunny southern California that special day in 1989. You have lit up our lives and been a ray of sunshine to carry me through many gray skied days. Thank you for being my daughter and for the love that you have taught me to show. I love you.

Daddy

Why Your Web Developer Can't Define The User Experience

As a web developer for many years before moving into consulting I have a lot of experience with the concept of having web developers (or IT people, or business people for that matter) be the ones responsible for making sure the user will adopt a system or website experience. For many years I was called on by both internal and external clients to "build it in a way that the customer will love it". I worked with the designers on the interface. I architected out the navigation and sections of the site. I worked with the IT staff on the backend that would be required to deliver the application. All of us, together, were the proverbial blind-leading-the-blind when it came to what the end-user was going to both enjoy using and adopt.

One of the things that happens is a technology person will try to get a committee of (normally) internal stakeholders together to ask them what they want to site to look and act like. If things don't slow to a stand-still soon thereafter it's at least almost always the case that the requirements are so scattered, in an attempt to please everyone, that everything being asked for can't all fit into the design and feature-set. Happens all the time....

What's wrong with this? Developers are not only NOT the user of the system in most instances but they also don't have the breadth of experience or the bandwidth to perform the research, architecture, design and taxonomy that will be required to have an engaging, enjoyable, positive experience. "That guy that does the website work" isn't the answer to creating/crafting the optimal experience that the users will either get from you or from your competition.

Why does this happen? It happens a lot when brands count on their limited technology department to look out for the company's interests. Well-meaning technology people hate to say that they don't have the skills or experience because they are counted on so often to shoulder the responsibility of not only the stability of their products but also carry the burden of adoption. It's often the case where, when a system fails to be adopted, the company blames it on the technology group as not having built a system that pleased everybody.

What is the solution? Smart companies value actually taking the user insights into consideration. Knowing who the target audience is important. It's not "everybody on the Internet". Come on. Knowing what those users are on the site to accomplish is vital. Knowing how the users think and what predispositions they have are key, as well. Research has to be done. The system has to be designed with the user in mind and the 80/20 Rule has to be put in place. By this I mean that the majority of the users' interests have to be held a higher weight than the minority peanut gallery.

Quick asterisks: By "experience" we can refer to not only experiencing a website but also software, offline experiences such as in retail, mobile applications, verbal communications and an assortment of other ways that a company engages their customers and employees. Also, by "users" I mean anyone that engages with a brand, not just customers.

And here is the paid endorsement: : ) Those of you that know me know I work for a great consulting company that has a unique methodology for incorporating user insights into system and software design and architecture. Macquarium has 20 years of experience in working with some of the top brands in the country to ensure that the users both delight in the engagement they have with our clients brands as well as adopt the system that is being deployed to them. Love to talk to you about how Macquarium can impact your engagements with your users. Just ping me anytime: scott.burkey@macquarium.com

Show Up and Throw Up

I am literally writing this blog post while on a conference call with a bad salesperson. Why do people in my profession do this? They get on a demo, say they're going to "keep it short" and then they talk for waaaay to long about an assortment of features that are of no interest to me. When I do interrupt them to ask a question they don't answer it. They get back to what they want to talk about. Pitiful.

Features don't sell software in B2B. Integration and other concepts are more important. I assume that it has all of the features I need. I want to know about third-party tie-ins and things that would address how this software might be pertinent to my particular business.

Listen, salespeople. Stop rambling on about stuff while the buyer sits in silence for 15, 30, 45 or (God help you) 60 minutes! Your job (our job) in sales is to LISTEN and ask questions and LISTEN. If you're talking...you're not selling. You're alienating your buyer.

Ugh.....she's still talking...... I'm going to take a nap......

Great Advice for Sales People from Sandler

Sandler Sales Institute is one of my favorite sources of timely, relevant advice for sales people. Here is a blurb from Lissa Versteegh (Lissa@sandler.com) for you folks in my line of work:

The "More Prospects" Paradox

Logic suggests that “more prospects” will lead to more sales. While that may be true for some salespeople, for many others, “more prospects” actually leads to fewer sales.

“Prospects” is undeniably the essential element in the sales process. However, the quality of the prospects and the pattern of interaction with them after the initial contact will determine if the sales process leads to closed sales…or closed files (and fewer sales).

What accounts for the difference?

It starts with the salesperson’s mindset. Some salespeople are of the mindset that “everybody’s a prospect.” These salespeople jump at the chance to tell their stories to anyone who will listen—voluntarily or otherwise…whether they’re truly interested or not. And, that mindset gives rise to two problems.

First, the salespeople spend an inordinate amount of time chasing prospects of questionable quality. Their quest being to convince those prospects that the product or service they have to offer deserves consideration. The more time they are in “chase” mode, the less time they have to develop and close sales.

Second, during the appointments they eventually schedule, they waste additional time attempting to “convince” prospects of the merits of their product or service. Their “convincing” approach (along with their “everybody’s a prospect” philosophy) fails to recognize the difference between a suspect (someone who may be curious about or have a casual interest in the product or service) and a prospect (someone who has a recognized need or acknowledged desire for the product or service).

Another element that accounts for the difference between “more prospects” leading to either more closed sales or more closed files is the process used to qualify and develop opportunities. The more structured (and perhaps stringent) the process of qualifying an opportunity, the more quickly suspects can be weeded out (wasting little time with them) and the more quickly opportunities can be developed and sales closed with qualified prospects. Salespeople with the “everybody’s a prospect” mindset, however, are likely to have an extremely flexible selling process (which in some cases means no defined process at all).

If you want “more prospects” to lead to “more sales,” first, be more selective about the people you target as prospects and with whom you invest your time. Develop a profile of the “ideal” prospect derived from the characteristics of your most consistent and/or profitable customers and then target prospects that most closely fit the profile. Even then, when a potential prospect expresses an interest in your product or service, quickly determine if that interest is driven merely by curiosity…or an actual need or desire for the outcome your product or service delivers. Sometimes, it takes nothing more than a direct question like, “What specifically sparked you interest in…?” or “What are you hoping to accomplish by investing in…?”

Next, be more stringent in qualifying the various aspects of the opportunity. Prospects must not only have a legitimate need or desire for your product or service, but they must also have the wherewithal to obtain it. And, they must be in a position to make a decision in a reasonable manner and within a reasonable time frame—reasonable for you, that is.

When you focus your efforts on quickly identifying and weeding out suspects, and then use a selling process to methodically qualify the remaining prospects, “more prospects” will lead to more sales.

Perspective for Dads

In 2008 I just knew that this "economic downturn" would only last the winter and that things we be on the mend within 12 months or so. This is silly, of course, because I'd seen the dot-com crash and had even suffered the brunt of it having been in the technology sector since before the dot-com hey-days. I should have remembered that these things don't blow over in a few months. For that matter, I'd seen tough economic times in the 80's as well.

It seems, to me, like we see this in cycles. 80's, late 90's, 2000's......every 15 years or so. I'm sure somebody will find it necessary to correct me, but that's just my sense.

What has me feeling so reflective now is that this ongoing period of tough times is really starting to effect people in tough ways. Fear of losing ones' job is not as bad as actually being jobless, granted. However, there are unfortunate side-effects of this economy on the employed none-the-less. More on this in a minute.

Like many people, I know friends and family members that are faced with coping right now with all of the pressures from rising fuel prices, a horrible housing market and rising taxes while on top of it all dealing with being unemployed. I know senior citizens with no health care insurance. I know young people that are running up credit card bills because they are under-employed. (though...sorry to say...some of the young people are stuck in a sense of entitlement that is their biggest liability) The news is horrible and only perpetuates the situation we are in. I'm watching BIll O'Reilly right now and they're talking about how the economy is in "peril". I agree, but man...I can't listen to it everyday.

One of the things that I will admit is that while I'm gainfully employed I have a constant fear of losing my job. With 4 small children and a wife to support I have had this nagging feeling of "any day now I'm going to lose my job and disappoint my family". Some people tell me I'm being silly. Others tell me I've got to stay grateful and stay in action. Yet others tell me that they think I'm a baby and have nothing to whine about. But the fact remains that even the employed right now have pressures that don't seem to be letting up. I make the argument that while yes, it is "easier" for the employed there is still a toll that is being taken on them that is not letting up. It's the ever-present pressure that weighs one down. Living in fear of losing your job, making ends meet with the paycheck you do earn and watching those around you struggle all makes for a somewhat depressing existence.

So here is where I break from my gloom-and-doom and say what I need to say. (I'm going to talk straight here and it isn't always pretty. Sorry, in advance.)

Life is 5% what happens to you and 95% how you react to it, in my opinion. Cliches. I have some.

"Get busy livin' or get busy dyin'" That's one.

"When life gives you lemons, make lemonade." Corny, but true. "Bloom where you are planted" is another one.

"Life is hard, you have to change." Thanks to Shannon Hoon for that one.

I absolutely believe that the more I"m consumed with self-pity and fear the more likely I am to find that it becomes a self-fulfilling prophecy and I actually end up sabotaging my own success.

It might not get any better for awhile, guys. (Yes, I'm talking to myself here, too.) Suck it up. Work hard. Live within your means. Spend more time working harder and smarter. Spend less time complaining. Help somebody else out, because somebody has helped you out lately. Enjoy your kids. I'll say that again, enjoy your kids. They need you and they are counting on you. They don't give a ripabout a recession or what issues you're facing with making ends meet. They just want their Dad to spend time with them and someday you will wish you had spent more time with them. Quit trying to bring other people down. Quit spending your money on crap like gambling, selfish extravagant hobbies, alcohol and all the other stuff that is draining your bank account while you sit there and complain about how broke you are. And while I'm on my rant: Men, quit messing with your babysitters, nannies and girls at work. Keep it in your pants and go take care of your family. Your wives are counting on you and one sure-fire way to jack up your life is to cheat on your wife and end up paying child support so that some dude can take your ex and your kids to Disney with your cash.

It sucks right now. True. But you don't remember whatever it was you were stressed out about in 1997. Do you? No. But you do remember how pretty your wife was when you got married that year. You don't remember what bills you were stressed about in 2003 but you can recall with great detail the day in the summer of that year that you took the kids to get ice cream and you laughed and laughed and laughed when your ice cream fell off onto your new tennis shoes. You get the picture. Life isn't about all the crap your dealing with it's about the good memories and 20 years from now you won't remember that jack-hole boss you had in 2011 but you'll remember the camping trip you took in the fall of 2011 with your kids when you had so much fun. (and they'll remember it for the rest of their lives)

Enjoy the ride, my friends. The destination will come way too soon.