Most big shots have one.

All bureaucrats crave one.

In my opinion, they are both a blessing and a curse.

What am I talking about? I’m talking about “Blockers.” Those people that stand between you and the individual you need to get to in order to “advance commerce.”

Usually they are salty, “seasoned” women. They have been performing their role for at least a decade. I hate to sound like a chauvinist, but most of the Blockers that I have met along the way are of the female persuasion.

Blockers know every trick that you know and then at least one more. Their goal is whatever their boss says it is. Which is usually something along the lines of, “If the call or visit is from an ‘A-lister,’ bring ‘em on; if it’s anyone else, get rid of them.”

You think you might be able to charm a Blocker? Fuggetaboudit. They are virtually impervious to your best form of flattery.

Think you can “buy off” a Blocker? I doubt it. For they are usually quite well provided for by their boss. The boss knows that he or she cannot replace the years of experience and the seeming “mind-meld” that exists between the two of them. She can finish his thoughts. She knows what he is thinking even before he does. This kind of industry simply can’t be replicated.

I said that Blockers are both a blessing and a curse. Obviously, it all depends on which game you’re playing.

If you’re selling --- you hate the Blocker who is between you and what I prefer to call the “Economic Buyer” – that is, the only individual with the authority to sign your contract.

But if you’re being sold to, it’s quite a different story. Here, your “Blocker” can literally give you back hours and hours of your life.

But on balance, I’d be quite happy if the Blockers of the world didn’t exist. (And I say this with full knowledge of the fact that Mia, my personal assistant and sometimes Blocker, is quite effective at keeping miscreants out of my hair.) But here’s why:

• As much as I want to preserve my time, I have learned that there is much to be gained by keeping lines of communication open to everyone.
• Also, and this applies primarily to people who are heading up departments or running businesses, information is almost always adulterated as it moves through various channels. Good news tends to be overly optimistic and bad news gets watered down to the point where it’s almost not even bad news anymore.
• You must know about the problems in your organization. I have always believed that business owners and departmental managers must know about even the smallest problems in their organization. I frequently tell my associates, “Don’t give me good news ---I can’t fix good news. Instead, give me the problems. Resolving problems advances the enterprise.”

Steve Jobs, a manager who many might consider to be “tyrannical,” nonetheless ran an organization that encourages direct contact between fellow Apple associates.

And this is as it should be. Mr. Jobs knew that his company is all about innovation. And nothing shuts down innovation faster than what I call, “turnstiles” --- turnstiles create the annoying “wait-time” while those with a “need-to-know” are dealt into the game and those lacking in need-to-know are shut out. Just a horrible way to manage a fast-moving, innovative company.

A couple years ago, I wanted to see if I could interest Mark Cuban in investing in Duquesne University’s Entrepreneurial Program. I was told that if I sent Mark an e-mail, I would probably get a response directly from him.

And I did! It was not the response I wanted, but remarkably, and in less than fifteen minutes, the Mark Cuban wrote back to tell me that he just doesn’t invest in universities.

Blocking, and to me, just seems unnatural. As I’ve told every salesman who ever worked for me, “You have the right to ask anyone any question that comes into your head … so long as that question isn’t personal or completely irrelevant.”

But Blockers prevent these questions from ever being asked, and this just ain’t right.

I’m sure you’ve seen the cartoon. It’s medieval times and the king, dressed from head to toe in chain mail, is in his tent. The battle rages outside.

The king’s knave enters the tent with the words, “There’s a man outside who wishes to see you right away.” Of course, we can see outside. And the “man” the knave is referring to is brandishing a 20th century style machine gun.

Of course, the king then says to his Blocker, “Tell him I’m too busy to see him right now … can’t he see I’m in the middle of a battle?”

This is precisely why Blockers should not exist. How many times has some “salesman” or other individual tried to see you and yet you are “too busy” to learn what it is that he or she is offering.

I have made it almost a rule to see each and every salesperson wanting my time. First of all, I enjoy salespeople. I can always learn something from their presentation. Sometimes I’ll adopt parts of their pitch and make them part of my own style.

Also, salespeople are the great “cross-pollinators.” They are constantly talking to high-level executives. Happily, salespeople cannot curb their tongues, and so they will oftentimes give you the “scoop” on other businesses; including your competition!

I only ask you to consider all of this as you go through your busy schedule each day. I know that I personally have built and grown successful businesses because I have been willing to open my ears and eyes to everyone and anyone whose information and products might be able to help me.

And I will say also that there have indeed been many times that I have been so frustrated that I have thrown people out of my office, muttering the words, “Damned time-waster!”

But it’s a small price to pay if just one unblocked salesperson’s visit ends up being a true “game-changer” for your organization.

* Listen to Ron on The American Entrepreneur Radio Show. Ron and his colleagues can be heard on PBR stations seven days a week! Tune in M-F from 3:00 - 6:00 p.m.; Saturday from 9:00 a.m. - Noon (all on AM 1360). Ron can also be heard on Sundays from 10:00 a.m. -12:30 p.m. on FM 104.7