Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

Flying Chickens



Free PDF Download
How the deal was lost - By Paul Lanigan

Name: Email:


Engineers at a major British Aerospace company were instructed to test the effects of bird-strikes (notably geese) on the windshields of airliners and military jets. To simulate the effect of a goose colliding with an aircraft travelling at high speed, the test engineers built a powerful gun, with which they fired dead chickens at the windshields. The simulations using the gun and the dead chickens worked extremely effectively, happily proving the suitability of the windshields, and several articles about the project appeared in the testing industry press.

It so happened that another test laboratory in a different part of the world was involved in assessing bird-strikes - in this case on the windshields and drivers' cabs of new very high speed trains. The train test engineers had read about the pioneering test developed by the aerospace team, and so they approached them to ask for specifications of the gun and the testing methods. The aerospace engineers duly gave them details, and the train engineers set about building their own simulation.

The simulated bird-strike tests on the train windshields and cabs produced shocking results. The supposed state-of-the-art shatter-proof high speed train windshields offered little resistance to the high-speed chickens; in fact every single windshield that was submitted for testing was smashed to pieces, along with a number of train cabs and much of the test booth itself.

The horrified train engineers were concerned that the new high speed trains required a safety technology that was beyond their experience, so they contacted the aerospace team for advice and suggestions, sending them an extensive report of the tests and failures.

The brief reply came back from the aero-engineers: "You need to defrost the chickens...."

Maybe you don't sell military planes, high speed trains or chickens for that matter, but if something can be misunderstood, it will. Then the game starts...."well you didn't tell me I was supposed to defrost the chickens (or backup first or read the manual or have V2.1 installed first, etc.)" and what started out as you 'helping' your customer ends up with you sitting on the 'naughty' step.


Related Articles

  Count your chickens
  Article #28 Looking For A Business That Works Fast In As Little As Six Months?
  How to Find Clients that Fit Just-Right
  Lesson #4: Nice Guys Finish Last
  Are You an Eagle Hiding Your Talents in a Chicken Coop?
  A Second Chance
  Are You Aware Of The Noise In Your Business
  Failure Comes From Not Following Your Additive Rules
  Lesson #1: Never Compromise on Your Goals
  What Do You Imagine?
  Exceptional, or Well Rounded? How Your Natural Talents Get Lost in the Shuffle
  Beyond the Barrier
  Why you should have a hobby when you run your own business
  George Steinbrenner Quotes
  Failing to implement is what holds you back in business
  No Matter How You Feel, Get Up, Dress Up and Show Up
  Sales are Up and Mediocrity is Up Too
  Think better on how you promise and deliver
  Was Your Marketing Raised On Family Farms?
  The 2006 Beloit Mindset List

Home > Sales > Paul Lanigan > Flying Chickens >
Referred by: http://www.wall.sandler.com
Free PDF Download
How the deal was lost - By Paul Lanigan

Name: Email:

About the Author: Paul Lanigan

RSS for Paul's articles - Visit Paul's website
Paul Lanigan is MD of Sandler Training (Ireland) www.sandler.ie. Paul's specialty is gaining the respect and attention of your most demanding team members to gain a level of buy-in you never believed was possible. In his fast-paced and riveting program, Paul will arm your team with precise tools you need to achieve greater revenue, higher margins and fewer discounts. He counts some of the worlds most successful businesses amongst his clients (Oracle, IBM, BMC, Computer Associates, EMC to name but a few. Visit his Blog at www.paullanigan.com His company website can be found at www.sandler.ie Join his linked in group at http://tinyurl.com/p56c9n
Click here to visit Paul's website.
Dashed Line

More from Paul Lanigan
Fail Your Way to Success
Flying Chickens
How the deal was lost
High Fliers and Low Bidders
Unmasking the peoplelovetobuytheyjusthatetobesoldto Myth

Related Forum Posts

Re: Flying Saucers: Good invention or not? Buy one in 2009 Re: Flying Saucers: Good invention or not? Buy one in 2009

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Expert



Worksheets
By: Evan Carmichael

Do you have what it takes to be an entrepreneur?

8 Powerful Steps to Finding Your Passion

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

What is mentoring and how does it work?

Measuring the Quality of Your Hires

Paint A Word Picture - Excite Your Customer

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.