From Incarceration to Transformation ~ Lessons in Differentiation
Lessons in Dfferentiation
One key parallel? Differentiation.
Some of these men will be paroled one day. Others may never leave. Leadership, therefore, is crucial – especially behind the walls.
In Stage One, Kickoff, I’ve shared ‘Step to the Line’ in previous newsletters. Stage Two is Mock Interviews, where we mentor the participants on CVs, interview techniques, and in preparing to answer their ‘Breakthrough’ question – how to overcome the objection of being inside.
My role was to interview the guys, which gave me the opportunity to ask my two favourite questions that I usually pose to salespeople in most training sessions – which then sets the baseline for where the gaps are – and there are always gaps. And this day was no different, no matter what pre-planned, wonderful ‘words’ they brought along to say to me 🙂.
George’s Story*
First up was George.
I opened with a one-two punch: “Why should I hire you?”
I wasn’t the happy-go-lucky Bernadette this time. I was a serious role-playing potential employer, and it caught him off guard. His pre-planned answer fell flat. He fumbled.
So, I went again.
“I’m busy, and there’s someone behind you who can say the same thing. What makes you different?”
Once again, his answer fumbled.
Cutting the awkwardness short, and back to some laughter, we spent the next five minutes discussing what could make him stand out. George wanted to go back to work in a mechanics shop, and I’d heard he also played the piano – something as intricate as Beethoven’s symphonies or one of those greats. So I asked him to tell me more about that.
I wrote down the word “Piano” and asked, “What do piano playing and being a mechanic have in common?”
His eyes lit up. “Both need dexterity,” he said. “And for what benefit?” I asked. Off he went, explaining the advantages of that skill when it came to the intricacies of car parts. Bingo!
Next, I wrote down “Prison” and asked, “What benefit can being in prison bring to your role?” We realized that time management and reliability were key – and by helping his future employer understand the cost of lateness or unreliability in the workplace, he could position himself as a solution due to the discipline he had now adopted as part of the rigor of being inside. Another win!
We now had two “P’s”—the start of George’s Differentiation Model. His homework was to think of a third. This gave him both the confidence and the evidence he needed to see the uniqueness he could bring to the table.
Brent’s Story*
Brent was another musician. He had his heart set on working in a specific guitar shop. When I asked him the same set of questions as George, his answers were similar – no different from many in the corporate world. He couldn’t articulate what made him different.
But with Brent, it was about digging deeper, uncovering a realisation that for him, this was “more than getting a job.”
We worked on language to differentiate him. I asked, “Do you teach the guys inside how to play guitar?” He replied, “I try to, but it’s too hard to get them to commit.”
I suggested, “What if you didn’t try so hard? What if you let them ‘play’ rather than making it formal? You’d still be teaching, just in a different way.” He liked that. The wheels started turning.
Then I asked, “What if you started a band inside, so when you get that interview at the music shop (because you will, right?), you can say you’ve managed a band AND taught?” He smiled and said, “We already have a kind of band – it’s called 20 Years Late!” We laughed!
That conversation lit a fire in his soul. It gave him something to aspire to. He wanted to teach. He wanted to make a difference. He wanted to get that band going in real time. He owned the fact that he was more than what he had done!
It was a moment when “five minutes fast” triggered “twenty years late.”
Brent recognized the power of those 5 minutes that day when he signed the corner of my yearbook before I left.
And last week I recognised the power of those 5 minutes when I received this in the post.
Regardless of circumstances, we all have moments where someone needs to help us see different perspectives, challenge our biases and ask us the tough questions.
And being that for someone is one of my superpowers...
A Year of Change
This year has been a massive year of transformation for me, and I feel privileged that these men have helped me realize my own “20 Years Late.” I’m now doing work that lights a fire in my soul – disruptive work – tapping into my superpowers – speaking a big message and devil’s advocacy!
I’m working with leaders and aspiring leaders (aren’t we all leaders, in one way or another?) who are impact-driven. These are people who want to move beyond success and reach a level of significance – where courage, conviction, and choice drive deliberate disruption.
And I volunteering with the amazing team and community at Breakthrough where together we are making a measurable economic and human impact on people’s lives.
Because today, if we don’t disrupt the way we think, feel, and act, then something or someone else will do it for us.
As Brent says: Let’s never stop with the music.
And here’s to second chances!
P.S. *Names have been changed for privacy.
I’m Bernadette – founder of the Decision-Led Revenue™ Operating System and The Revenue Leader of Influence™, where I work with CEOs and sales leaders to build a sales team they can rely on to think, make the call, tell the truth about pipeline and own the result.
If any of this resonated – or if you’re staring at a revenue problem that feels like it should have been solved by now – I’d love a conversation.
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And if you’d rather join the discussion, you can also join me on Substack. That’s where the Revenue Leader of Influence community is starting to have these conversations in real time.
