But He Doesn’t Know the Territory.....

In 1957 Meredith Wilson’s enchanting musical, The Music Man, debuted on Broadway to rave reviews.   Immediately recognized as an American classic, The Music Man was awarded Best Musical of the Year, 5 Tony Awards and continued to delight audiences for 1,357 consecutive performances!   Today it continues to delight us on high school and summer stage theatres. 

Yet few folks understand the compelling business lessons so creatively woven in the show’s plot.   Within seconds of the opening, we’re witness to a train full of traveling salesmen who, while rolling across the border into Iowa, break into a song extolling the value of “cash only” transactions – no credit extended ever –

SALES MAN 1:
Cash for the merchandise.
Cash for the buttonhooks.
SALES MAN 3:
Cash for the cotton goods
Cash for the hard goods.
SALES MAN 2:
Cash for the soft goods
Cash for the fancy goods

Soon the topic turns to Professor Harold Hill, a traveling musical instrument salesmen who seems to have the “golden touch.” Hill magically turns every parent’s fear about their children’s future into a signed order for a shiny brass instrument and a nifty band uniform.  Several salesmen are skeptical of his ability to succeed and exclaim, “He doesn’t know the territory!”

Which leads to the musical’s first business question, “Do you know the territory?”  How well do you and your executive team truly understand the world of your customers?  How often do you inquire into their world?  What challenges are they facing?  What does success look like to them now?  How can you help them achieve their goals?  Discover these answers and you’ll continue to make your firm relevant and necessary for your customers.  What will you do today to “know your territory?”