Tribute to Bob Blackwood (3/14/39 – 11/1/21)

It is impossible to tell the story of Bob Blackwood without crediting him as one of the greatest salespeople of all time. Classification as a salesperson can come with negative connotation but I’d argue that it is in fact a superpower. As salespeople, we have a reputation for viewing every action in relation to how it impacts us and that reputation is not entirely false. We tend to see ourselves as the heroes of our own stories and that can be isolating for everyone else on set. We receive credit - whether we want it or not - in response to both our successes and our failures. As a result, we are commonly cast by supporting actors as both the hero and the villain.

While many individuals have sales titles or masquerade as salespeople, very few are innately capable and fully committed to influencing outcomes at all times. The most effective salespeople don’t simply turn off at the end of the workday. They are always on the clock – it is in their DNA – and they must influence every situation so that the outcome is notably better than what would otherwise occur by default. True salespeople have seen how wonderful the future can be and want you to come with them on the journey. They are truly visionaries and know that their vision cannot be realized unless they are fully dedicated to enlightening everyone around them. In this regard, selling is synonymous with educating and my grandfather was an incredible teacher.

Bob Blackwood may have honed his sales skills along the way, but he did not ‘find’ them - the man was simply born with a gift. He sold his way into odd jobs as a child and ended up cutting lawns and cleaning bathrooms all over the DC area. He then ‘hired’ another kid in the neighborhood to throw papers from a wagon trailered behind his bike so that he could manage more than one paper route at a time. He raised rabbits and sold homing pigeons through his teenage years, then enlisted in the military where he sold his commanding officer on why he was special and needed to remain in this area. This allowed him to sell his way into night classes at the Capital Radio Engineering Institute (CREI) so that he could get secure a degree in electrical engineering. He sold my grandmother into marrying him, sold my mom into allowing him to legally adopt her, and sold them both on the idea that they deserved nothing less than amazing experiences throughout their entire life – not just at the end of it. They bought into him, and he certainly delivered.

My grandfather started his professional career as an Electrical Engineer and began in this industry by developing analog equipment. His communications skills were notably better than his counterparts and he was frequently asked to attend sales meetings with prominent customers. He quickly realized that being invited to participate on a project required effective selling and he fell in love with the process. His ability to merge technical and sales acumen was exemplary, and it wasn’t long before he decided to pursue a full time career in sales. Effective selling gave him the opportunity to deliver on his technical vision. Wealth was simply a byproduct which he very effectively put to use in the form of lifestyle.?

Both of my parents worked with my grandparents, so personal and professional schedules were a family affair. My sister and I saw Gram and Granddad frequently throughout the week and few summer weekends passed without a trip on their boat. Working was not optional - they showcased discipline ... but neither was joy - they enjoyed every aspect of life. My grandfather had an insatiable appetite for adventure and my grandmother was his confidant. He had visions of offshore fishing, whitewater rafting, riding motorcycles, flying planes, captaining boats, racing cars, and every other experience you could possibly imagine. We were all invited to participate, and participate we did.

Like the hero in any story, my grandfather was incredibly dynamic and I am still sorting through all of the lessons he taught me throughout his life; mainly due to the various instructional strategies that he employed. Most of us are accustomed to direct instruction which is particularly effective for developing finite skills, and there is no shortage of instances where he taught me how to tune a carburetor, operate a vessel, catch fish, or catch a good time. What has me truly puzzled is the depth of indirect instruction he leveraged during our time together. Indirect instruction is more time consuming than direct instruction and outcomes can be unpredictable, but it fosters creativity and the development of interpersonal skills. It encourages the student to think big, explore diverse possibilities, and reduces the fear associated with the possibility of giving incorrect answers. As a student, sometimes the answer is apparent. Other times, the intended lesson can take years to deduce.

It is only now after his passing that I am beginning to realize his full intent, the complexity of our interactions, and his voracious appetite to teach and train everyone around him. I certainly recall all of the direct instruction and as I grow older and see the world through a wider aperture, I am increasingly able to discern the amount of indirect instruction that he was able to tactfully integrate. He directly taught me the importance of thinking big, communicating vision, loving yourself, being responsible for your own happiness, and living every day as if it’s the last. He continues to indirectly teach me lessons on relationships, generosity, choosing battles, the power of walking away, modestness, and the impact of passion and emotion.

Nearly 45 years after my grandparents opened the doors of Blackwood, they both passed exactly 90 days apart. My grandmothers passing was expected due to probable LBD (Lewy Body Dementia). My grandfather’s passing on the other hand was completely unexpected. As their namesake, Blackwood will continue to passionately pursue technically differentiated projects and operate with the same level of integrity that they would expect of us. As their grandson, I am absolutely committed to honoring their life as I continue to scale and build our business. It is the best way I know to truly celebrate the most legendary salesperson, visionary, and educator I have ever known. Rest Easy Granddad [ 3/14/39 – 11/1/21 ]