Adaptability – Our Prime Directive
SELLING VALUE
–A Thirteen-Part Series–
The Preamble
by
Bob Marshall
August 19th, 2025
I am going to start this Introduction a little differently by looking back at an example of how we can get blinded by reaching out for the new SHINY OBJECT, when we should stay with what got us to where we were currently.
Let me take you back ten years, to the February 1st, 2015 Superbowl in Glendale, AZ, where we find the Seattle Seahawks one foot away from the endzone and a winning TD with time running out…
Seattle was three feet from a touchdown. Seattle could have scored (probably pretty easily) had thy just given the ball to their star running back, Marshawn Lynch, who the play before had gained almost 5 yards. Or they could have let Russell Wilson run his favorite run/pass option and also (probably as easily) could have scored.
Instead, the Seahawk coaching brain trust (and these were very smart guys!) picked a short pass play. Why? Because New England had their run prevent goal-line defense on the field at the time and so, ‘statistically’, the pass was thought to be the better option. This muddled reasoning was partly based on the fact that during this past football season, NFL teams had thrown 66 touchdown passes from the 1-yard line without an interception. But it didn’t work out this time. No touchdown this time. An interception by New England this time and time runs out this time. Game over. New England 28 – Seattle 24. The New Shiny Object doesn’t work this time.
Vince Lombardi said it best, “Some people try to find things in this game that don’t exist, but football is only two things – blocking and tackling.” It doesn’t sound very sexy, but it is what it is. Likewise, Recruitment is only two things – marketing and recruiting. It’s as simple as that. Don’t try to over-think this thing. It reminds me of the old saying that you shouldn’t try to put lipstick on a pig…it doesn’t work and it annoys the pig!
There is a great lesson here for recruiters to learn. DON’T DEVIATE FROM YOUR STRENGTH: No matter what fancy alternatives are presented to you to replace picking up the phone and speaking into it, the ‘classic’ direct marketing call wins every time. The Classics are the classics for a reason. They have worked in the past, are working in the present and will work in the future. Don’t be like the Seahawks and opt for the best statistical alternative. Always rely on your strengths. Follow the classics! Remember your Prime Directive and Sell Value!
Do what you do best, not what seems to be the Shiny New Option.
If we (along with 114.4 million other viewers) learned anything from the failure of judgment by the Seattle Seahawks at this moment of truth in the Super Bowl it was that you need to rely on your strengths and not to be distracted.
Next week: Part One– The Five Step Plan
My Best,
Bob
Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV. In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus. With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories. To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.
Bob Marshall
President
TBMG, International
247 Bryans Drive, Suite 100
McDonough, GA 30252-2513
770-898-5550
520-842-5550 (fax)