" A MATTER OF BALANCE " 1960s IBM COMPUTER SALESMAN TRAINING FILM ETHICAL GUIDANCE GG46945

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This fascinating IBM corporate guidance film, "A Matter of Balance", was made by Henry Strauss Productions and likely dates to the mid-1960s. It was intended to be shown to IBM salesmen and customer relations personnel who were in direct contact with customers, and who might face ethical dilemmas as a result. The film shows three scenarios where customers attempt to put IBM employees in an awkward position, where they might either disappoint the customer or cross an ethical boundary. The film works to educate viewers about IBM's values, underscoring their importance in a competitive, corporate environment where ethical considerations can sometimes be overlooked in the race for success. Here, ethical business practices, decision making, leadership, interaction with customers, and IBM's corporate culture of honesty, service, and ethical conduct is reiterated. The scenarios are compared to a child walking on top of a rail fence, who must keep his balance or fall. They serve as teachable moments or cautionary tales about how not to do business at IBM. The film was photographed by Julian Townsend and directed by Robert Wilmot.

00:00 Intro 0:16 Customer and IBM employee have a confrontation in a data center -- a problem caused because of success in solving other issues in the past. 0:59, a customer tries to show an IBM sales employee a competitor's proposal and asks the employee to evaluate them. He's boxed in because of reputation. 1:30 - Ethical dilemma about giving an honest opinion on a competitor's proposal. 1:53 - Explanation of the competitor's attractive terms for investment. 2:07 - Discussion between salesman and customer about what IBM can offer compared to competitors. Salesman is in a trap because of leadership. 2:30 - Reflection on the ethical implications of giving an opinion on the competitor's proposal. 3:08 - Recognition of the pressure from competition. 3:45 - Kid balancing on rail fence images, playing a board game. Temptation to cheat in competitive scenarios leads to disappointment. 5:24 - Peer pressure in childhood decisions. Drawing the short stick on a dare to steal a piece of fruit. 6:01 - Reflection on how childhood decisions are often pretend compared to real-life adult choices. 6:32 - Rail fence visual transition to a moving highway, and a fast moving Cadillac that is on the verge of being out of control. The reality of adult decision-making and its implications. 7:18 - In a factory, a repairman makes a successful resolution of an equipment issue. 7:34 - Repairman brags about working for various big companies and the information gathered from such work. He tells all sorts of rumors to the manager of the company. The manager tells him to buzz off. 8:36 - Fast talking contractor mansplains to a female client, revealing a misunderstanding about the room's purpose. 10:02 - Sales pitch from a big fuel oil service representative. 11:40 - A major misstep: revelation that the competitive oil company owner being discussed is the executive's uncle. 12:14 - Critique on how competition leads to various aggressive business tactics. 13:05 - Importance of controlling strength in leadership. 13:23 - Scenario where an IBM salesman asks a man in the stock department to manipulate inventory. 14:01 - Discussion on fair inventory management and offering alternatives. 14:49 - Complexity of equipment issues, avoiding simple answers. 15:56 - Revisiting the personal favor request, discussing ethical boundaries. 16:32 - Offering an alternative solution to evaluating a competitor's proposal. 17:33 - Understanding the job's requirements before evaluating equipment proposals. 17:56 Temptation to engage in underhanded tactics. 18:13 - Counterargument emphasizing IBM's ethical practices. 19:45 - Emphasis on solving problems honestly and fairly as a challenge in leadership. 20:02 - Comparison between childhood imagination and real-life decision-making challenges. 20:23 - Conclusion: strength tied to talent rather than company size.

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This film is part of the Periscope Film LLC archive, one of the largest historic military, transportation, and aviation stock footage collections in the USA. Entirely film backed, this material is available for licensing in 24p HD, 2k and 4k. For more information visit http://www.PeriscopeFilm.com