What NOT to Say When Closing a Deal

By Carrillo Pinto

At the sales process you can hide everything, your product knowledge, the reason the competition product is better than yours, the bad reviews, the lack of inventory, the horrible reputation of your manager that was recently fired for getting into a fist fight with a client that even got in the news but, what you can’t hide and you will never be able ti hide it’s your words.

Since you meet and greet the customer you have to be extremely careful with the words you use. Keep in mind that in the past, you as a salesman were in control of the sales, nowadays; the client is very well informed and documented since the internet became part of our daily lives. The client is in control. And the reason why it’s because he can make the decision to buy from someone else, he doesn’t need to buy from you. So he is in control. However, you only have one shot to become the one in control of the negotiation. Your words.

The client is measuring you up, he wants to know what you are made of. After a few minutes, he already knows you lack of product knowledge, he already knows you are embarrassed by your former manager behavior, he already knows you haven’t gotten the last version of such and such product but, he is also aware that so far, you haven’t used any money sensitive word that might be the reason for him to buy from you.

The client is listening to you as you show him the inventory, he keeps asking questions and you have the feeling that in a few minutes he will make a purchase decision, so you get excited, you see yourself delivering the product and shaking hands with the client saying good bye but, the client starts to have second thoughts and you decide that it’s time to use a different kind of wording.

You get a little bit softer, you let the client ask you some more questions and once you open that window, you let the client get into your playground where he can start playing with your words. He takes control of the negotiation, you have the feeling that anytime soon the client will shake hands with you and leave the meeting, you are shaking, your hands are sweating and the tone of your voice has lost confidence. He knows it. So, he begins to attack you with his second repertoire of words. He says “So, if I buy from you today, I’m getting a 15% discount” He is not asking you, he is assuring you that he is getting the discount and unfortunately, you say “well, I always can ask my manager, you never know” Well, he knows, otherwise, he is not buying from you. He has taken over.

But he is on the offensive and he wants more, he knows he can get more from you if he pushes you up a little further. He goes “So this is the deal, I’m buying from you today not only if I get 15% discount but a 25% discount on the second item and instead of a 6 month insurance on the product, I want 18 months on both of them” Well, from a client that has taken control of the negotiation, now, he has become a threat. Of course, at that time, the manager is well aware of what is going on so she decides to take over the negotiation. The manager is on a mission, she wants to know at what point the salesman lost the control to the client.

The manager tries to ease the negotiation, the salesman steps a few feet away from them. The client knows what’s going on and he is ready to fight back if necessary. Once the manager explains to the client that they are not in the position to give away both products, the client becomes more aggressive and his real personality and character emerges. Now, he is at war.

The client doesn’t waste time and without any consideration for the time spent with the salesman starts putting him down, diminishing and repeating his words assuring that if he buys from him, he will get the discounts that he is looking for. The salesman wants to intervene and thinks “I never said that, my God…” At this point the manager knows exactly what it’s going on. At a certain point of the negotiation the salesman instead of saying “No” to the client abusive requests, the salesman agreed to consult with the manager and that opened a huge window of hope to the client. In other words, to this professional client.

The client gets extremely irritated and by this time, he is threatening to report the manager to a higher instance, her supervisor. it’s been a tough day for the business in general, they just want to avoid any kind of hassle, so the manager decides to grant the discount but instead of 25% on the second item the client is getting 20% and instead of a 18 month insurance on the products, the client is getting 12 months.

A salesman should never be afraid of saying “No” even if he is aware that he hasn’t built value on the product, you should always know when you are dealing with a croc client, the minute the salesman opens a window of possibility, the profit flies away from the deal. When you say “No” what you are doing is you are taking the product away from the client and that, in itself it’s a very powerful closing strategy. Words.


Dubsmash: A Serious Case of Copyright Infringement

By Carrillo Pinto

LinkedIn followers, thanks for taking an interest. We are animation filmmakers and social media influencers in South Beach. In 2013, we picked the Top 25 Social Media Influencers in SoBe. The judges were nationwide. We have participated in various international film festivals.

How did everything begin?

During the months of May, June and July 2013, Miguel conceived an idea for social media similar to Vine or Instagram. In that moment, he realized what the next hit would be. During those 3 months, he tried to see how the app could be created but found many obstacles. He registered the concept with the US Copyright office and decided that the best idea to get this going was to contact angel investors. He did not realize that he was stepping into an uncharted terrain and walking into a wolf’s den. On August 20, 2013, he contacted 18 venture capitalists in Silicon Valley with the hope that one of them would understand the great potential that the business venture had and visualize what the next hit would be on the Internet. Miguel is a psychologist and as a psychologist understands when a person views a video he wants to become part of it.

After not receiving any response from these venture capitalists, he went ahead and contacted an app developer. He then found out how expensive it would be to develop this.

What happened afterwards…

  1. One of the 18 venture capitalists that received the pitch, realized the great opportunity and decided to take the idea and leave Miguel on the sidelines.
  2. He understood that the product could not be launched in the US because Miguel would have found out and the US laws are very severe for this type of behavior.
  3. He intelligently found an option overseas.
  4. He ruled out Asia as the language would be impediment and it would be a long drawn out negotiation due to the culture.
  5. Europe came to his attention and he thought of the UK. Then he realized that the laws were very similar to the US in stealing ideas, the language was the same and he would be discovered quickly and ruled out the UK as well.
  6. He flew to Europe with the intention to attend technology fairs, meetups, etc. to find app developers to be able to develop this app. This developer would have to be experienced in working with social media videos.
  7. Bingo! At one of these fairs, he met with these 3 developers that had previous failures in video app development and had reached a dead end. They were ready to go back and get regular jobs and move on with their lives.
  8. He sat down with them and he explained the project to them. The three German developers could not believe it. This was a brilliant idea.
  9. He explained to them that they would appear as the founders of the company and the project. They would receive a salary while developing this app. The three developers could not believe this.
  10. Satisfied but full of guilt, he returned to Silicon Valley and decided to monitor the advancement of the project. It would take place between November 2014 and January 2015.
  11. This angel investor is not using the company from where he heard the pitch. He is probably using third parties as investors. We are now in 2015. His days are numbered and he will be discovered.

We have decided to share the “original” pitch that was sent to these venture capitalists (including grammatical errors):

Ref: PaSc mobile app

Visionary Entrepreneur and South Florida leader Social Media team are developing the next Vine, Instagram Video app with a different twist (content).

At this point, we are looking for serious Venture Capitalist in order to move to the next phase and launch the service by this coming fall.

Cool people, we all live a couple of blocks from the beach; we believe life is a challenge and that “no person is born great; great people become great when others are sleeping”.


10 Reasons to Respect an Ass Kisser at the Office

By Miguel Carrillo

Getting power is not easy and maintaining it is difficult. The only way to maintain power is to surround oneself with a selected group of loyalists. People who will be at your disposal during the most difficult of times. The most difficult times for the leader and not of the corporation. The ass kisser is able to identify the Achilles heel of the leader. That is how he is able to gain the confidence of the leader.

Generally, the ass kisser is not alone. He has a few competitors who compete for the leader’s attention. They realize that they must join forces and protect the leader. They realize that while they protect the leader, they can con continue to enjoy their perks. Each ass kisser has different objectives. One wants to keep one’s job. Another wants to be promoted and one wants to make more money. To achieve these goals they have to face the rest of the company’s employees.

Here are the different personalities that the employees that are obstacles to the ass kisser.

1. The Hard Worker

The ass kisser must recognize the work of the hard worker but must keep him at a distance from the leader so that he does not influence him.

2. The Mediator

As soon as a conflict arises in the company, the mediator takes advantage of the situation not only to stand out but to resolve the problem. The ass kisser tries to bring him down so as not to get close to the leader.

3. The Go To Person

The ass kisser is very afraid of the go to person because he is knowledgeable and indispensable to the company. The ass kisser tries to befriend him and make him believe that he is part of the management. What he does not realize is that the go to person knows what is going on.

4. The Crooked Person

This person knows how to get his hands dirty and find shortcuts to solve a problem. The ass kisser tries to negotiate with this person and get close to him. He makes sure that the leader remains unblemished while the crooked person benefits from his perks.

5. The Threat

This is one of the person most feared in the company and especially to human resources. Every time the ass kisser speaks to him it is with double meaning. His objective is to get information so that he knows what kind of threat he is facing. Every piece of information that he gets is communicated to the leader. It is very difficult to bribe this person.

6. The Social Butterfly

The ass kisser tries to have an close relationship with this person. He tries to create a pleasant working relationship that does not exist. He wants to be able to hide the tense climate in the company. The idea is to use him. He achieves this by inviting him to social activities to which the leader attends.

7. The Original

This person is special and an original thinker. The best thing is to keep him at a distance and prevent him from blowing up. He is has a psychoaffective disorder. The ass kisser keeps him safe in his job as long as he does not threaten his leader.

8. The Preacher

This person is threatening to the leader not only because he deals with spiritual subjects but because he is very well informed. Ethics, morals and principles are very important to him. This frightens the leader. The ass kisser negotiates with him and gives him room to make his principles known as long as he does not cross the line and affect the leader.

9. The Baby Sitter

He is the employee that is ready to run the extra mile. He would do what other employees would not do. He is a threat to the ass kisser. He sees him as competitor and rival in the leader’s affection. What the ass kisser does not understand is that the baby sitter does not have the DNA of the ass kisser. He is not a threat.

10. The Hidden Leader

This person is quiet. He is efficient and has a very good education. His main problem is having the vision and perspective to take the company to the next phase. The ass kisser and the leader identify him quickly. Each time he speaks, he asks, “What is next?”. The ass kisser’s mission is to make sure he is terminated.



The Buddy Buddy Management System

By Carrillo Pinto

Reaching the highest level of seniority at a company is never easy. There are very few Chiefs and many Indians. There are many logical reasons that a person is given a lot of power in a company. When someone manages a division or department, there has to be a logical reason for his appointment. Generally, it is not questioned.

Even though technology is advancing and it cannot be constrained, we have not reached the point that a machine can be our superior. Human beings continue to have positions of power in a company. Just for being a human being, a manager of a division not only brings his expertise but for his character and his people skills.

Many managers in starting their career at a company are tempted to imitate the way they resolve their problems at home the same way at the company. They forget that their colleagues at work are neither their friends or family. In the beginning, they are disciplined to not do this at work. They say to themselves, “I will not commit the same mistake that I did at my previous job”.

Two or three months go by, the sales manager feels more comfortable in his position. After a few successes, he feels he is ready to do what he is used to doing. Surprisingly, he starts having meetings with a few people behind closed doors. In the beginning, no one says anything. No wants to lose their jobs. They keep quiet so as not to endanger their careers. After a few months, they start to feel like second class employees.

A few sales people start to assume that they have influence similar to management and create fear among the rest of the employees. They start to make decisions and no one knows how they got authorization. Uncertainty. If we used to speak of success, we now speak of chaos.

Values and principles are lost. The mission statement is lost as well. Two or three salesmen take over 60% of the accounts and the rest of the accounts are destined for the remaining 17 sales team members. The sales manager has found a habitat in which he feels comfortable and at home. He has brought and achieved an hospitable environment in which he conducts himself at work as if he is at home.

One salesman after another starts to resign. The sales team dissolves. The sales manager gets closer to his buddies and the sales start to fall and taper off. They call him to the office of human resources. They inform him of his firing and most importantly, the reason for his termination in a written letter. They terminate him for having confused the objectives of the company with his personal objectives.



If You Want to Hire Me, It’s a “Now” Deal

By Carrillo Pinto

Generally, the person who make the final decision when it come to hiring someone such as the sales manager, the general manager or the human resources manager, usually does not know who they are speaking to. The only thing that they have in front of them is a resume and a summary of notes that his assistant has taken when calling references.

There are many factors that are taken when deciding on hiring a candidate. It could be his experience, education, references or the need to hire someone quickly. It could be the luck of destiny or bad luck for both the employer and employee.

When the decision is too difficult, it make it necessary to use one’s intuition. The gamble begins. It is also important the way the candidate defends the thesis as to way you should hire him. He responds correctly to the questions he is being asked and adding value to his being hired. Sometimes, his enthusiasm and motivation makes him look like a rookie. He is very hungry and needy. He has very little weight in the matter.

When interviewing a candidate, the employer is only going shopping. There are many shoppers who are looking for a deal and others looking for a fine and quality item. There are others who shop with coupons and others who are looking for freebies. Only one candidate has value. The one that appears to identify with the company’s needs. He convinces you that he is the one qualified for the job. He takes the bull by the horns.

For him, one must be prepared. Not anybody can do what he does. One must consider that one is not ready to go through 7 more interviews. One must consider that one is not ready to have his medical history checked. One is not ready for someone to speak to his childhood friends. One must consider that the decision to be taken must be more positive than negative.

The interview is ending and the hiring manager is closing the session. One feels that the opportunity is being lost. The employer mentions that a call will be made to him in the middle of the following week. You know that you have reached the point of no return. It is now or never. The hiring manager extends her hand to bid farewell to the candidate. The candidate respectfully says, “This is a now deal.”

The hiring manager looks at the candidate with fear and picks up his resume and gets up nervously. The candidate does know what is happening but he is aware that something is up. She pages the sales manager but there is no response. She asks him to wait and that she will be back shortly. Five minutes pass and she returns with her manager. The interview begins again and it is the last one.



Why “To Be Honest With You” Is a Terrible Closing Line

By Carrillo Pinto

You have spent 45 minutes with a lead explaining the product or service. From the time you greeted him, with a friendly stance – you noticed that he appeared resistant to you. Regardless, you feel that the lead is ready to make a decision. Your work colleagues observe you and pay attention to your lead’s gestures. He waves his hands, and states “You are all crooks” and more or less says ” I am not going to do business with you”.

At the point, you notice that the lead is near a breaking point. He either gets up from the negotiating table and leaves or continues with the negotiations. You know that you only have a fifty percent chance of closing the deal. The lead is agitated and receives and takes calls trying to show his indifference to you. He gets up, grabs his phone, puts his keys in his pocket and looks you in the eye. You realize that he is escaping and in the middle of desperation, you decide to use one of the no-nos in closing business.

You ask him to please sit down and to listen to what you have to say.He notices your insecurity and reads your eyes and knows that you are ready to accept his offer. You are ready to give the product away in a bare-bones deal. You are full of rage and regain your composure. You lay your hands firmly on the table. “It is today or never”, you say to yourself. Several phrases pass through your mind. You say what is necessary.

“To be honest with you”, you say and the lead reacts. For the first time since the beginning of negotiations, the lead realizes he has gotten what he was seeking.

This phrase signifies that you have not assigned any value to the product. This phrase demonstrates that you have underestimated this prospective customer. You are not confident of the product. This phrase demonstrates that you do not know your competition. You are repeating what other salesmen have repeated and who have failed. You are saying that you are gambling to get the business. You are ready to tell the prospective customer that he can afford the product.

This phrase demonstrates that you are ready to insult the would be client. You are near 10 to 20 per cent of closing the sale. The prospective client hits the table with his hands and he insults you. He looks like he is going to spit at you. He half-turns and leaves walking throughout the lobby and heads for the lot. You follow him, not understanding the error that you have just made.



Was Jesus the Best Entrepreneur, Executive, Marketer or Social Media Manager Ever?

By Carrillo Pinto

10 Mental Disorders To Prove It

Usually, writing comes easily to me but for some reason this article paralyzed me for over 3 months. When it comes to diagnosing mental disorders in the United States, we have the DSM V which is the final authority on mental disorders.

In the history of mankind, there have been many interesting troubled psychological characters who pretended to change the world either ideologically or territorially, like Alexander the Great, Nero, Charlemagne, Napoleon and a German WW2 leader whose name I prefer not to mention. Nonetheless, none of them transformed or changed the world. Jesus did just that but not precisely because he was smarter or had a wider vision of the centuries to come; but, because he was crazier.

By the time Jesus turned 33, he had already gone mad. His understanding of his current society and his beliefs were totally opposed to the basic rules and regulations of the polis where he grew up in, including Egypt. He not only challenged the sons of Abraham but of the Roman Empire. A mad man was about to change the world but before that, he had already developed 10 full blown mental disorders, Jesus was completely lost , he even said “I don’t even have a place to lay my head”. Like most entrepreneurs, he started off his gospel business out of his “Garage”.

1) Major Depression

His ministry lasted only 3 years; however, when facing death because of disputing basic Jewish policies, he knew he was going to be killed. He understood the government regulations and what lay ahead of him, death. At that point he would walk apart from his disciples claiming he needed to pray and have an alone time with God; he even endured 40 days by himself preparing for his final days. Nobody really knows what happened in those 40 days but of the dialogue he had with Satan; however, we do know that afterwards, he became very pessimistic. Jesus would leave his disciples on a regular basis, they were all concerned and not sure about what he meant when he would mention those three days of death and then resurrection. They all agreed, they would support him no matter what, Peter was the most enthusiastic. He failed him three times. Jesus was inconsolable, accused Judas of betrayal, called the Pharisees hypocrites and refused to negotiate his life with Pilate who offered to set him free only if he would take back his words when claiming he was the son of God. That very same day, Pilate made peace with Herod. Only weeks or months before Jesus had denied access to his own family, Virgin Mary, his sisters and his brothers; his father Joseph was no longer in the picture. Most business visionaries suffer from depression.

2) Bipolar Disorder

The sparkly and energetic Jesus that transformed water into fine wine at the Cana Wedding changed dramatically towards the end of his ministry. He became erratic and very mysterious. When told that his dear friend Lazarus was dying, he decided to stay 2 more days, Jesus was beginning to change thereby leaving his followers with a sense of abandonment; he even told them that they only believed in him because of the 5,000 feeding miracle. The Jesus that would pleasantly tell stories about the Kingdom of God had experienced his manic episode during the first 30 months of his ministry. Being able to choose 12 disciples and hundreds of followers had him fired up but, the minute he realized his revolution was about to take a drastic turn, his air of contentment and calm demeanor changed for the worst. His disciples became very dubious and in the midst of such a chaos, Judah, decided to trade Jesus for 30 silver coins. That very same night at the Garden of Gethsemane, again, Jesus had stepped aside from them and returned when they were all asleep. Jesus became agitated, he was definitely not the Jesus they knew 36 months before, that was a totally different person, a very sad person, defeated and willing to let the Pharisees get away with their malicious intentions. Jesus was going through his depressed episode, a very common mental disorder in top executives.

3) Dissociative Identity Disorder

I could name quite a few incidents where Jesus presented a very conspicuous split personality; however, none of them would make a stronger case as him claiming that “His” kingdom was not of this world and that he was precisely going back to his kingdom to prepare a place at his father’s home for his followers. He was definitely not the Jesus they had known only three years ago, this one, irreverently, was claiming that he was the son of God; a statement that ultimately would cost him his life. Jesus’ speech had changed dramatically, his distorted mind was on a mission, he could barely recognize himself, not to mention his own family; they didn’t believe him at all. Knowing that he had been unmasked, he became very angry by cursing people out and getting physical with his opponents, he would call them liars. His final personality, a submissive one, let Pilate wash his hands of him and order his crucifixion. Any company doing business in Silicon Valley has to reinvent themselves on a regular basis, otherwise, they disappear.

4) Schizophrenia

Jesus would talk in parables, he would tell stories that in the end, nobody understood and as much as he knew the Old Testament like the back of his palm, he would cite it but still, his disciples and followers wouldn’t understand a single word; it was not a surprise when the time came for his arrest that the eleven remaining disciples would run away, including Peter. In their hearts, none of them believed he was the Messiah. The healing gift that Jesus had is definitely the reason he had hundreds of people following him, not precisely for his words or behavior. At a certain point, Jesus became himself the morals and principles everyone should follow to the point that he decided to “Forgive” people’s sins and this, alongside with claiming that he was the son of God, ended up irritating the Jewish establishment. Jesus pretended to become the final authority, the one who would decide who will be saved and go to heaven; he even said “He was the way, the truth and the life and that nobody comes to the father except through him”. Jesus would tell everyone that he was “Only executing his father orders” and that was precisely his goal. Now, of course there is no such a thing as a schizophrenic with goals or objectives but his parables are not absolutely fair and coherent where “Last will be first” and where the one who makes the most money even gets the dollar of the one who didn’t make any at all. His speech was erratic and at a certain point misleading, “An unfair judge would only listen to this widower only because he didn’t want to be bothered anymore”. His speech made no sense. Fabulous invents have their source in voices that we all listen and that we don’t know where they come from. Creativity.

5) Panic Disorder

Jesus knew he was going to die, late at night, he became very anxious, extremely sad and frustrated, prayed profusely and began to cry drops of blood; he was scared and anticipated the ferocious death he would have to deal with. He decided to beg for his life “Take this cup of suffering away from me, but let your will be done and not mine” with the one he claimed was his father but got so disappointed that he gave up. His disciples didn’t really know what was going on. Jesus, in his madness was smart enough to realize that he had offended the Jewish people to the point that his life was on the line. Jesus was horrified. Jesus was devastated. Jesus was petrified. Later on, he calmed down and went to check on his disciples. The panic disorder was gone, he was relieved. Who hasn’t been scared before launching a product or a mandatory public speech.

6) Obsessive-Compulsive Disorder

Jesus was mad, however, there is something in his madness that caught my attention; he was totally crazy but wouldn’t stop mentioning that he was only fulfilling his father’s mission. Jesus would always refer to his father’s goals and that he was only obeying him as it was not his responsibility and only his father’s. He was obsessed with his father’s instructions and directions to the point that healing was not a priority but just part of his repertoire. At all times he would compulsively preach his father’s gospel. Even when Pilate offered him a way out, Jesus responded to him that he was not in the position to spare his life if that authority wasn’t given by his father. This mental disorder has to be present,wether you like it or not. You have to be OCD to be successful in business.

7) Borderline Personality Disorder

Jesus had a temper, he would preach about forgiveness and turn the other cheek but in reality, he was very aggressive. Not only his parables would describe an ultimate punishment, hell, but he became physical the day he realized that the temple had turned into a flea market; Jesus hit the salesmen and set free all of the animals and birds, knocked over tables and cursed people out; that very same Jesus was preaching hours later that we should forgive one another even seventy times seven. I had the image of Jesus acting out on Lincoln Road and Meridian where David’s Café used to operate like about two years ago and, where most of the Miami Beach police officers used to gather to have some coffee. Jesus would have been taken down and arrested on the spot, no doubt about it. A leader has to be very clear at a certain point of who is in charge, otherwise, someone else takes over and the results will never be the same. Different minds, different goals.

8) Schizoid Personality Disorder

Jesus claimed that he was our friend but would choose to stay alone most of his ministry years; at times he would join his disciples but the majority of the time, he would be alone. Jesus even describes a passage where a bum dies and afterwards, the rich man name Lazarus passes away as well; the description of this story is very scary, in the scene, clearly, hell and heaven are both a reality. Jesus doesn’t show any compassion at all for Lazarus and makes sure to let him know that he was paying not only for his sins but for his good life while on earth. Jesus doesn’t show any kind of emotion. Not to mention his attitude when the boat was sinking due to the storm, again, he was by himself, separated from the rest. An alone time is crucial for any entrepreneur or business executive.

9) Histrionic Personality Disorder

Jesus knew that he had to be the center of attention, he did everything possible to deliver his message even to the point of resurrecting a man that had been buried for four days, an amazing miracle that drew everybody’s attention including the Pharisees’ who, that very same day, decided to kill him no matter what; Lazarus was also on the list. Jesus would always be present regardless whether he was physically present or not. Jesus was very serious about delivering his message to the point of gathering multitudes in the desert with the intention of getting their attention. He always had the answer but would prefer others to come up with a solution, however, he would always make sure, he was the center of attention, he would state “Give to Caesar what belongs to Caesar and give to God what belongs to God”. His father would always be a priority. He claimed they together were “One”. Jesus was an expert in Sales, marketing and advertising. Here I am! Nowadays it’s not like in the past, now, you have to make sure people are listening to you. You are forced to get all of the attention possible. Social media plays a huge role in this “Positive” mental disorder.

10) Narcissistic Personality Disorder

Jesus had authority since the day he started his ministry, he just told his first disciples “Follow me”, he didn’t introduce himself, he just gave them an order. Jesus had the audacity to claim that he was the only way to salvation, that only he could forgive sins, and that he was the son of God to the people being abused by the Roman Empire and who were waiting for a Messiah. Jesus had a winner attitude “Whoever is not with me is against me”. Jesus, like no one else, claimed that he was going to die and resurrect on the third day. He would talk about “My kingdom” “My father” “My angels” as if he was entitled to a higher honor. Jesus would demand from people to sell everything away and follow him assuring them that something much better was waiting for them in the near future; the rich young man refused to follow him. Jesus talked about being rich in his kingdom when lots of people were sick and some of them were suffering from leprosy. Jesus told Pilate that he did not proclaim himself as the son of God but that Pilate did just that. Jesus always knew he was different, even when he was only twelve years old teaching the scriptures at the temple and later on, twenty years later, he claimed at the very same temple that the scriptures had been fulfilled by him. Great manager and leader.

Had Jesus lived in our era, he would definitely be working in Silicon Valley since nobody like him has had as much success as a marketing and advertising director, as a sales manager or simply, or as a business visionary. He was only 33 years old, a few years older than any recent MBA graduate. Like most contemporary business creators, Jesus was not believed or supported by his own family. Because of that, he got crazier, however, while being on the cross and bullied by one of the thieves crucified right next to him, he turned his head to the other one that begged him to remember him when he came into his kingdom and Jesus, responded, and probably, by far, this is the most beautiful line of the whole Bible “I promise you that today, you will be with me in paradise” The personality of Jesus encompasses all of the skills that a modern executive should have, including his mental disorders; very common traits in the most interesting entrepreneurs an CEO’s of our time. There is no marketing campaign as successful as the launching of his Gospel 2,000 years ago. And this is the reason I’m writing this article.



10 Lies About Corporate Culture

By Carrillo Pinto

1) The existence of a company culture

Every boss in order to give weight to his position and be above his subordinates will always insist on the existence of a corporate culture, which of course, everyone should adhere to. The big question is, what is corporate culture? Which of course, the boss does not have a precise answer, but rather a vague “We are not accustomed to doing these things” … “Here things are different” … “The Policy of the company is not doing this in such a manner ” … However, just around the corner, something bad happens that is similar to what had recently occurred and it is worse. It is clear that “There are always exceptions”…

Here, the objective of the boss is to make it clear that he is above his subordinate and that he also has confidential information that he cannot share with the employee; he will lie, as he is only trying to have his subordinate follow his orders.

2) This is the man

In every organization there has always existed an elite group that the majority of the time has emerged not so much because of talent but for mutually agreed upon self protection. Every private club tries to stress its existence and its indispensability in a particular person. This individual is very popular in the company and even approves or disapproves the decisions that the elite take within a company. He does not have to be the CEO or CFO, and he could be the general manager or even a human resources executive. This individual with a cultic aura that everyone worships is very clear on the destiny of the company. In his hands lies the fate of the company when it comes to future decisions regarding management, marketing, advertising and above all, downsizing in coming months. This individual does not have the capacity to hire or fire at will but represents the fear or the incapacity of the rest of upper management to take the company forward. The elite see him as their only salvation, not so much for the future of the company but to protect their positions.

This individual is protected and whoever opposes him does not have the vision of the company or is shaped by the company’s goals. In other words, the person defying him is seen as being in opposition within the company, and in not accepting this individual’s extraordinary influence and authority, he must be eliminated.

3) We go by the book

Every boss with a poor and empty imagination, will always try to underestimate his subordinate on certain topics or corporate areas, and one of the most common ways is by the knowledge of the game rules, or to say, “I know all the corporate rules and regulations and you do not” and the first thing he will state is that “I go by the book”. But, as time goes by, one sees that this boss not only does not go by the book but only the rules that are in his favor. He is confident that someone has his back when he states he goes by the book. He has the luxury of humiliating the rest of the employees because he is certain that someone will protect him if he is threatened.

The problem is that the employee needs the work. For a period of time, he thinks that his managers are right and must to do as they say. They must know the corporate rules and regulations and he doesn’t. The question is what are the rules?

4) I am a passionate person

Every company aims to make their employees think that one of the essential requirements to survive in the company is to have lots of passion for everything one does. That is how upper management presents itself, it tries to make the rest of the personnel think that what led them to such positions of power was their passion for the company, but that is nothing further from the truth. There is a huge gap between upper management and the rest of the personnel. To even reach upper management, “You would need a chromosomal composition similar to mine, with incredible passion and you will never be able to reach it”. “Don’t even try it”.

All these silent dictums are tacitly supported by human resources with the objective to make it clear that they are there to only serve their bosses who are a privileged and talented few and are completely separate from the rest of the company personnel. Their talents and abilities make a difference and justify their positions and salaries. I deserve what I make because you are not me, I’m better than you, I belong here, you belong over there, we are not the same.

5) Human resources defends the rights of the company

Once one is hired, upper management makes sure that one understands that the human resources department’s objective is to protect and defend the company’s interests. In the beginning, this seems very logical but once time has passed, one realizes that what the human resources department pursues is nothing more than to obey the ruling elite club’s directives starting with the CEO and ultimately, “God”, the company’s Messiah.

The message is always sweetened, not in a memo, nor from the company bulletin board, nor in a newsletter, but in a tacit and implicit mandate from the CEO to the head of human resources. The rights of the employees are of little value when it comes to personal interests of the boss. To them, the head of human resources violates all the company rules with the objective of gratifying his boss and just to keep and secure his job. This is another way that shows how the company principles are broken and that the mission statement is just something that hangs in a picture frame in the company hallway.

6) The company sponsors vacation

Rest is essential for every employee. One should rest and recuperate so that one can return to work and produce according to expectations. Nonetheless, upper management does not see it this way when it comes to their vacations. They see themselves as exempt from company policy and take their vacations when they want them and when they are most needed by the company. How can this occur? Very easily, human resources aid them. Human resources does not work for the company but for this elite club that has power of the company and is there not to serve the rest of the employees but to satisfy the whims of its bosses.

Irresponsible vacations are one of the first signs that appear in a runaway management. Not only are they doing this but also going on company paid lunches, happy hours, and other unnecessary costs paid for by the company. Ultimately, the employees end up paying for these costs in one way or another. Upper management never pays for the abuses committed by their peers but the employees always pay for the consequences caused by their irresponsible bosses. Layoffs are followed in order to compensate the outcomes of these decisions.

7) We are the owners

As time passes, employees become accustomed to the company culture and its policies. They grow to believe that the elite club that manages upper management are the company owners and not employees like the rest of them. They make decisions with the confidence and arrogance of company owners rather than company executives.

The problem is not so much the abuse of power by upper management but that they believe their own lie, effectively, that they are the owners of the company. It could be that one of them is very closely connected to the true owners of the company and this makes them think that they are one of the owners. But, in reality, they are just one more employee even though they may have been part of the founding of the company.

8) Someone has to pay for the broken dishes

Every boss makes sure that is clear that will always be consequences for an error made or a corporate loss. They are always looking for a scapegoat or someone that will be made responsible. They begin with a succession of warnings to the employee and they make sure they cover their backs rather than find a solution.

As soon as a problem detonates, the boss will make sure someone is held responsible for the problem and makes sure they are aware of it. He is aided by human resources and this is where the vicious circle becomes more complicated. Bad decisions made by the executives of the company are supported by the human resources in order to protect their own jobs. The question is what about the objectives of the company? It does not matter; the executives are the first to cover their necessities at the expense of the real necessities of the company. Clearly, someone has to pay for the error made. The employee is terminated, the boss appears to be the savior of the company, and he is nothing other than someone who strictly follows the rules of the company, in this case, the company’s culture.

9) We are eternal

Upper management, with the support of human resources will be tasked to make it clear that they belong to a superior group, not so much because of capacity or knowledge, but for the ability of remaining eternally in the company. With the passage of time, the message is clear, “I have seen many come and go, if you do not do as I say, you will be next”. The elite leadership is responsible for emphasizing how special they are and how much the company needs them.

This small group is prepared to face all sorts of obstacles that may get in its path. To pass a bad bargain, they are ready to hold responsible the weakest, someone that does not have the capacity to remain at the company eternally, one who is not part of the secret pact with human resources, someone who is not part of the gospel that they preach.

The idea is to make it clear that the privileges that employees enjoy respond to real elements and they have “earned them” due to lots of work and dedication; the club will always try to justify its superiority by running over the 99% who have no oxygen to breathe and therefore fight back, the idea is to drown them slowly with the objective being that they cannot respond.

10) We are an organization. The progression of the corporate culture…

In the beginning, everyone are employees of a company, with the exception of the company founders. It is clear that with time as with all companies, the founders start to have a relationship with their company associates and this is when cohesion starts.

a.- Labor fellowship

Every company supports friendship amongst its employees, the idea is to generate a good working environment, but like all social circles, some are always better friends than others.

b.- Formation of a family

Sadly, a misused cliché can generate consequences that will be explained later; the idea of associating a company like a family is not bad, if the family is “functional”. But, that is not the idea in this case, the idea is to form a family to protect itself and to the detriment of the rest of the employees.

c.- Recruitment of representatives

A dysfunctional family cannot act without obstacles in its path if it doesn’t have a back up entity that allows it to act as one pleases and without having to account to anyone. The family tries to influence and sway its most enthusiastic supporters in other departments of the company with the objective of having logistical support for an internal subversion.

This recruitment is provided with two factors, the promise of automatic protection and with the threat of expulsion if they do not stick together. Then they would be considered enemies. This is where the human resources office begins to receive the first allegations. They receive them with deaf ears, as they need to defend the company culture and the executives but not the company. In a few words, they need to protect their jobs.

The family does not grow; it always maintains its aura of exclusivity. But, it generates sufficient ties to be able to face any internal dissent. At this stage, the club that manages the company begins to make more awkward mistakes. This is when they start to listen to their “God”, the one who justifies their hegemony in power.

d.- The advent of the mafia

At the disappearance of the original objectives of the company and mission statement, the company starts to exist in total chaos, not only for irrational expenses that have occurred but also for the decisions made by upper management and its chosen “God”. The same people who are taking the company to the brink of bankruptcy.

In this phase, many representatives of different departments start to take distance from the club even though their jobs are at risk of being eliminated. The club gets closer and they only meet in one office at a determined hour. They speak softly and they are only concerned with their own necessities. Human resources balance decisions to be made in order to protect this exclusive group.

In order to save their positions and not the company, upper management begins to terminate people irrationally with the support of human resources and without any justification; the explanations are vague and always come with a threat. They continue to speak softly and upper management transforms itself into a sect within the company. In a few words, it has become a “mafia” that is nothing more than the new culture of the company, the threat.