Meet Doug Brown, the Chairman and CEO of Paradigm Associates LLC, a company he founded in 1985 and is represented by professionals in multiple states across the US. Doug’s sweet spot is working with senior leaders in organizations with revenues of $250M to $1.5 B, living through significant disruption in their industry and, often, some dysfunction in their organizations.
He helps unlock organizational capacity by developing smarter strategies, effective executives, and savvy salespeople. Today, we sit down with Doug to learn a bit more about his journey as an entrepreneur and his successful career.
Q. Let’s begin with your journey as an entrepreneur, how did you get started?
Doug: After graduating from the University of Delaware in three and a half years with a degree in political science, a minor in business and economics, and a minor in philosophy, I spent a small stint in a trucking and transportation operation before going to work for the Procter & Gamble (P&G) Manufacturing Co.
In retrospect, because I had been so active as a leader and received campus-wide and national recognition, I became an attractive candidate at P&G even though I didn’t have a background in engineering disciplines or the hard sciences, such as chemistry. Even in the 70s, P&G paid attention to attracting what is now commonly called emotionally intelligent first-line supervisors.
In addition to my day-to-day responsibilities at P&G and another smaller manufacturing company, I wrote or edited multiple training and development programs. I found those one-off tasks and generating cost savings far more enjoyable than running the day-to-day operations of a manufacturing area.
When I realized that I was spending more and more time doing less and less of what I loved, I knew it was time. I had to make a change, and there had to be better options than just going to another manufacturing company. I trusted that having those P&G management skill sets internalized along with my continuous improvement mindset would help me succeed, especially when talking with chief executives and company presidents.
My biggest challenge was having no direct sales background before I started the business. To be candid, I was so sales-adverse that I might as well have been deemed “allergic to selling.” Therefore, I had to learn that skill set and make that attitude shift before I could succeed on a large scale.
Q. What entrepreneurial tricks have you discovered to keep you focused and productive in your day-to-day busy schedule?
Doug: As old school as it may sound, I still believe in and use affirmations that cover the essential areas of my life. Another hack that works for me is playing a stopping procrastination subliminal video on a loop as background noise. It works amazingly well when writing or thinking through potentially complex projects.
Q. And how do you stay organized? Are there time management strategies, SOPS (standard operating procedures), or hacks that have helped you in business?
Doug: I think organization is the key. I operate with a simple philosophy. If something is important enough to do, it will have a specific placeholder on my calendar. And so, if it isn’t on my calendar, it is likely that it won’t get done or get any attention.
A colleague once said that unsuccessful people prioritize their schedules and successful people schedule their priorities; I agree with that. I have also adapted and implemented the lessons learned from sources like the “Trusted Advisors Time Strategies” program and books like “Work Clean” and “Getting Things Done” within the office at Paradigm Associates and in my personal life.
Q. What tools do you use in your daily life to succeed in business?
Doug: Every day, I use:
-“Calendly” to help my clients, potential clients, and colleagues schedule our meetings more quickly,
-“Grammarly” when writing emails and documents to help me get my ideas out of my head and edited faster, and
-“Chat GPT” (4.0 or higher) to challenge my thinking, uncover personal blind spots, and expand my knowledge base.
However, before I commit to adopting any new technology, I take the time to consider its efficiency and effectiveness. I like making sure that the juice is worth the squeeze.
Q. If you were to write a book about yourself, what would you name it?
Doug: I would name it “He Always Had the Time to Help Others Succeed.”
Q. What motivates you?
Doug: Well, I am passionate about creating something that leads to an enduring legacy; nothing is casual about my energy level. I need to control my destiny while positively impacting the destiny of others. In almost every conversation, I look to provide others with genuinely profound insights they aren’t getting anywhere else.
I enjoy discovering and uncovering what others need to thrive. When key decision makers in midsize enterprises hire me to help them develop and align strategy, structure, people, or processes, I feel obligated to help everyone I touch. When I coach people, I want to help them generate breakthroughs that improve all aspects of their lives and help them build sustainable businesses and organizations. That’s what keeps me going.
Q. What would you say is one of the best or most worthwhile investments you’ve ever made?
Doug: I invested the time, money, and necessary effort to master the selling process, and that was very worthwhile. My peers and colleagues around the country still call me “The Sales Doctor” because I help people diagnose where they are missing sales they really should be closing. Early on, I recognized that without customers or clients, you don’t have a business – you only have a hobby to talk about at the country club on Saturday afternoon! Become a student of sales.
Q. What is your ‘one-sentence’ piece of advice you’d like to give to someone who wants to become an entrepreneur, coach, or business owner?
Doug: I would say: Before you launch your business, make sure that you know why it is “beyond compelling”. Also, be ready to do whatever it takes to make things work. Especially early on, when things are particularly challenging.
Doug Brown has been a successful entrepreneur and executive leadership development professional for decades. With his experience and expertise, he has been helping organizations unlock their potential by developing the right strategies, executives, and salespeople.
To learn more about Doug and Paradigm Associates LLC, visit their website here. Or connect with Doug on LinkedIn and Paradigm on Facebook.
