The Neuron Debate
The fictional neurons in my brain got excited when I thought about writing a story about a cat. The non-fiction neurons reacted immediately. They said, "Don't listen to those fictional neurons. Write non-fiction, stay in your niche. Write an article that will help the reader with a business problem or a sales problem."
The fictional neurons took a strong stance against the non-fiction neurons. They said, "Anything that you can write about in business and sales has already been said many times over by other writers. However, how you write about what you write about can be a differentiator if you are willing to take a risk. Combine both genres as an experiment and let the reader decide if the experiment was a success or a failure."
The Customer
A rabbit warren is a small residential community. This particular community was managed by a senior rabbit named Bigwig. He could be very stubborn and was not always open to new ideas that were not rabbit ideas. He was born in the wild as were his parents and their parents.
He knew a lot about predators and how to avoid them and tried to instill these techniques with the younger rabbits that lived in his warren. Over the years he gained a re[censored] tion as the area expert when it came to avoiding being eaten by a hawk, a snake, a fox, or a raccoon.
The Need
Over the last two years humans had started to develop the land and many rabbit warrens had been destro[censored] in the process. The humans were not concerned about the wild animals that lived in the development areas, and as they plowed the land and built the new houses, the wild animals were forced to migrate to different woodlands.
Unfortunately, crossing a human highway sometimes resulted in the untimely death of a wild animal.
This rapid environmental change also caused an imbalance between predator and prey. Sometimes the predator had to become friends with their prey in order to survive and sometimes the prey had to become friends with the predator in order to survive.
As for Bigwig, he did not like thinking about the human development threat and the impact it would have on himself and his family. He was willing to rely on his intuition if and when an evacuation became absolutely necessary.
The idea of an early warning system never entered his mind until he met with an American Shorthair cat named Flex.
The Entrepreneur
Flex had been well trained by his father. He knew a lot about hunting mice and even more about selling the services of a wild cat. For him, everything was a process. He was really good at following a standardized set of procedures. For example, asking very specific questions that would get a squirrel to disclose where it hid its stash of winter food so he could demonstrate how he would protect the food from scavengers. Payment for that service was straightforward as a 20% share in the food.
When Flex recognized the seriousness of the human construction threat he started to think about the rabbits. They lived in burrows that took time to dig and young rabbits were delicate and difficult to control. A last minute emergency evacuation would be absolute chaos.
He started to think about his skills. He could hunt mice, track other animals from smell, and he could make nice with the humans. Making friends with the humans would allow him to listen in on their conversations and gather intelligence concerning their next move in the woodland.
Flex's entrepreneurial juices started to flow. "I could be the rabbit's ears and eyes, their early warning system," he said aloud to himself. Then he thought, "What does a rabbit have that a wild cat would want as payment for this early warning service?"
The Sale
The idea came out of nowhere; it just popped into his head. It is inevitable that the humans will invade the woodland and build their houses. Rabbits are really fast runners, and they can crawl under human fences and get in and out of their backyards. The rabbits can be my early warning system. They can tell me which yards have dogs so I will know to stay away, and which yards have really pretty female cats that might justify a personal visit from an entrepreneurial cat named Flex.
Flex met with Bigwig on a Monday morning. The meeting was arranged by a mutual friend as a referral, which was the only reason Bigwig agreed to the meeting. Flex used a formal sales process. He asked a few why questions, and then used active listening skills when responding to each answer. Then he asked a few what questions to test for the prime buying motive, which was of course Bigwigs ability to move his clan out of harms way long before a bulldozer ate his burrow for breakfast.
In less than an hour the deal was closed. The agreement was simple, each would act as the others early warning system.
Three weeks later the humans stopped construction because of the recession, and although Bigwig's burrow was no longer at risk, he continued his agreement with Flex. Bigwig was a smart customer; he knew the human recession wouldn't last forever.
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