The words came through on Facebook Messenger early in the morning; “Dad passed away last night”! “Dad” was my boss at one time. His name is Michael, but everyone who knew him called him Mike, unless of course, they wanted to get a pointed message across. He and his family lived on Long Island, not far from where we worked training pharmaceutical sales representatives in the nuances of the preparations our company produced and promoted. As I read the short message, my mind was flooded with fond memories of the decades we have known each other. He was my “boss” for only a couple of years. He pursued an advance in his career managing an area near metropolitan Atlanta, and I stepped into the Training Manager role he had held. We could write volumes about the experiences we had as colleagues in an industry that seems to have changed quite a bit over the years. His son’s Bar mitzvah and the chance to visit often when we lived closer together in the Delaware Valley area of Pennsylvania and Delaware and the academic achievements of his daughter were sources of pride for Mike. He became one of the dearest friends one could ever anticipate having and one with which this reluctant participant in the disease called Parkinson’s had the rare blessing of sharing so many common values together. A significant learning experience with my friend that has had a broad impact on my years of decision making and achievement of goals comes from our time as “trainer partners” in New York. I’m not sure where he got this notion, but it has made a world of difference in the way I perceive and pursue many elements of life. Part of our training sessions followed a pattern of exchange with the physician or medical provider that addressed the issues of F.A.B…V. Translated, those letters stand for “Features”, “Advantages”, “Benefits”,… “Value”. Features are those things that describe the subject matter (a pharmaceutical compound, or any other article being promoted). Advantages elucidate those elements (real or perceived) that make our item more attractive, and Benefits are those things that make something more attractive/useful to me (or the person using/taking it). Value, though, is the clincher, and becomes the linchpin in the transaction…VALUE. A simple way to enhance understanding of value can be accomplished with a ¼ inch drill. Features of weight, speed, etc., plus advantages that may include extra long battery storage, and benefits of rapidly moving through multiple surfaces. But VALUE…, the value of a quarter inch drill is the hole you get!! That fact helps to put all the other elements in their proper place. All the wonderful things about my buddy Mike are made whole and unique because they come together in what I find of greatest value – FRIEND. I give thanks for that wonderful gift!
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