Where the Growth Is

Step Backto Lead Forwardby Kevin CashmanWhen I signed books at BookExpoAmerica several years ago, I was one of32 authors who stepped out from behinda velvet curtain onto an elevated podiumevery half-hour or so. Attendees linedup in long rows and patiently waited toreceive their signed copies. While theprocess had a bit too much formality formy taste, it was still a big deal for me.Lining up behind the curtain with theother 31 authors, I had noticed that tomy right was George Stephanopoulos,chief political correspondent for ABCNews, formerly White House communicationsdirector and senior advisorfor policy and strategy during PresidentBill Clinton’s administration.Although he looked like a teenager, hewas unfazed by the event—cool, calm,and collected, a complete contrast tomy visible enthusiasm.When we took our spots, George’s linewas long. It went on forever, wrappingaround the corner beyond our sight. Myline of people numbered a paltry seven.At first, I cycled through reactive embarrassment,insecurity, and disbelief. Ithought, “Am I in the correct spot?”Then, I paused. Stepping back for amoment, I caught myself and reflected:“How do I best deal with this situation?”This short moment of reflection gaveme renewed clarity and purpose. “Thisisn’t about me. It’s about those sevenpeople, and I will graciously, generouslygive them my full attention.” Once Imade that shift, I had a great time.All too often, weallow ourselves tobe carried away byour busyness.By connecting deeply, I learned a littleabout each individual; then I signed eachbook. It became a wonderful experience.After a little while, I looked up. Asmall miracle had happened. I nowhad a long line of people awaiting mysignature. I glanced over at George.His line had emptied. Apparently hisbooks had not arrived, and he hadbeen dashing off his signature on photosof himself as substitutes withouttaking much time to talk with people.Evidently, word had gotten out: “Youwant a photo, or a personally signedbook from Cashman?”Even George noticed the shift and said,“You must have a great book.” I responded,“Sure is. You want a copy?” Feigningimportance, I signed one for him. Thetruth is I felt bad for him. I wouldn’thave been very happy if my books hadn’tshown up, and clearly his disappointingcircumstances helped turn the tide for meand created my surprising book wave.Reflecting on this example and thethousands of other intentional pausesI have had the privilege to witnessVisit the IBPA Website at www.ibpa-online.org | 33