Dear Friends,

For a few weeks now I have been like a clanging cymbal about the value of setting Big Hairy Audacious Goals (BHAGs) for the year ahead.  Today, as we are 90% of the way through this year, I offer two stories about moving towards completion - both from the same day back in '92.  One still amazes me and the other still embarrasses.  Both instruct me, and I hope you, about the importance of finishing strong.

Election Day that November was cold.  But election days, as I saw then and have glimpsed every other year since, light a fire in Sander Levin.  I met him at a poll in Warren at 6:45 a.m., and he could not wait to talk to voters.  By the evening, he must have talked to 2,000 people in at least half of the 25 or so communities in that district.  He was like Joe Montana, rallying his team in the fourth quarter.  He called the office at about 7:55 p.m. and asked "what's going on?"  He found out there were rumors of lines at a couple places, so we dashed off to a hall in Madison Heights.  There was no one there.  So, we zipped up to Troy (the home city of his opponent), and sure enough there were about 60 people in line, out into the parking lot.  Sandy was in heaven!  Mano a mano - one voter at a time he engaged them in give-and-take about the future of the country.  Talk about going for a goal to the very end!  He was scoring points in overtime -- focused, tireless, and positive.

I, on the other hand, as Sandy's campaign manager, had blundered when it came to delivering in the fourth quarter.  In order to move every last penny to advertising, I had decided to scrimp by having our victory party in the campaign's storefront headquarters.  And so, on Election Day, as critical last minute decisions needed to be made, the "get out the vote" team was literally bumping into the party team.  The volunteer coordinators were crawling around, searching for maps and lists, in boxes under festive tables, piled in closets and back rooms.  At 3 a.m., long after the party people had gone home, hoping we had won, I was still entering vote totals into our spreadsheet and praying I hadn't cost Congressman Levin his seat through my failure to keep us focused on goal until after the clock struck 12.  Where my mentor was sprinting to the end, I had us coasting and stumbling.

There are many applications of the 80-20 rule.  One variation is that 80% of the work gets done in the last 20% of the allotted time.  Although 80-20 is generally a big exaggeration, my aim since 1992 has been to act like it's not.  I have learned that when it comes to sales, collections, fund-raising, test-taking, executive retreats, getting out the vote, and many other activities, you don't give up on that BHAG until the last door is locked shut.  It's tempting to think it's a cinch and let up.  At other times, it's easy to think it's impossible, and give up.  In either case, and all those in between, it makes more sense to fire up and not leave it to chance.

So, now's a good time to peek back at your 2004 goals and ask yourself: "is there some chance that what seems to be in the bag, isn't?"  Or, if things look bleak: "am I sure, even though it's late in the year, that it's not humanly possible to hit or exceed my goals?"  For to echo the message of the last few weeks: if it seems impossible, why not go for it anyway?

With wishes for a Happy Thanksgiving,

Dan

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Daniel Granholm Mulhern
First Gentleman
Office of the Governor
State of Michigan
(517) 241-0534

"Seeing the magnificence in all people -- dedicated to their fullest success."

Copyright 2004 Daniel Mulhern.  I distribute RFL without charge to people with an interest in leadership, and grant permission to these recipients to distribute copies of these works to personal contacts for non-commercial purposes only.  All other rights are reserved, and requests for copying and distribution of these works may be made to FirstGentleman@Michigan.gov.  The views of this and other RFLs reflect my personal beliefs and may or may not reflect the views of my wife, Jennifer Granholm, or any other officials of the State government.