Thanks for coming back to part 2. If you missed part 1, please click here, although your world won't end if you don't :)
So we talked about some tough breaks and coming back to win. Some of you will know that recently some of my plans to take part in some marathon running events have gone awry due to injury. Nothing too desperate but enough to stop all running and the need to engage a sports physio. A little sore, but actually more annoying than anything else.
Imagine how I felt when, whilst at a country park with my family at the weekend, I met a guy who had had his sporting endeavours brought to an abrupt end through real injury. I'd mistakenly thought he might be an ex-serviceman. I asked him what he'd been doing to himself as it looked as though he'd been more than a little careless with a can opener. This was his story..
He had been a climber and was very experienced. He and 2 friends had decided to climb a mountain and as it was no mean feat (4,400ft), they had to do it in sections. On the day of the last section, one of the guys dropped out as he wasn't feeling well. The other 2 pressed on. Having gotten through the worst of it, they arrived at the approach to the summit, which having already scaled the ice and rock, was easy in comparison as it was a case of ridge walking to the top. All was going well and the atmosphere was jovial, as you'd expect between 2 friends.
At one point one of them cracked a joke and the other turned around to look at this friend. At the same time a huge gust of wind swept one of them from the ridge. They were tied together. They lay at the bottom of the precipice for 16 hours in -20C conditions. He was found suffering from severe hypothermia and clinging to life. 13 days later, one of them was lucky enough to wake up in hospital. His hands were covered in vaseline and in plastic bags. This was to allow the nursing staff to try to massage the blood into this fingers to combat the 3rd degree frostbite. Looking further down the bed, he realised a leg was missing. His remaining ankle had been so badly damaged that if the operation to fix it had failed he would have lost that leg also. He'd also suffered a fractured skull.
He also discovered that when the rescue services had found him, his friend and climbing partner had lain dead by his side.
Today he has only half of his right hand remaining and fingers of his left hand only to the first knuckle. He has a false leg. There are various other scars and injuries as a result of the fall and due to frostbite damage.
He was also a talkative happy sounding guy who was there with his wife and 3 children and having fun. I looked him up. He runs his own business in a similar field to mine.
Despite everything that has happened to him, he appears to have not only got on with his life but is winning. Nobody knows what goes on on the inside of course but I know this. I'll think twice before I whinge and whine about a minor ailment again. This man was a true inspiration to me.
Monday 9 August 2010
Tuesday 27 July 2010
More time, more money, more life... We all want that right?
How many of us start our own businesses because we get tired of giving everything we've got to a faceless corporate employer? A lot of us is my guess. And how often do we find that running a small business is even harder work than the 8-6 treadmill job that we left? Why does that happen to so many of us?
When we work for 'The Man' we have our set role. We go to work, we do our job and then we come home again. And the next day, we go back, the place is still there, pretty much as we left it. Except the cleaners have been in, the coffee is on, the bills are paid, the suppliers are dealt with, the customers are serviced... And the list goes on.
Someone coined the term Chief Everything Officer and I think that title's really quite apt for where many of find ourselves within a short time of starting our businesses. We have to do everything unless we either employ others to perform tasks or we outsource from day one. Not many of us want to do that. We try to keep costs down by doing as much of the actual work and administration as possible in-house. And of course, in-house means you and me, right?
So whether it's strategic thinking, business development or ordering paper clips, the decision and execution of the task rolls back to us. Eventually, we hire someone to help with the day to day. Usually admin. We let them order the paper clips. But hang on a minute.... We don't want someone with a stationery fetish ordering Post-It Notes by the truck load (is it just me that thinks new Post-It's smell great? Thought so... ). So just to be sure, we get them to come to us to have the order signed off before it goes to ACME Office Supplies. Err.. What? Yes, we may as well have done the job ourselves. Most of us are really poor at delegating to start with.
That said, I was the other end of the scale in my first business venture and that didn't work either. So as with all things we're talking about finding a balance.
But what else? We're overworked, rubbish at delegating and most of the 'systems' and 'procedures' are really just pretty pictures in our heads. If we're lucky!
And because everything is in our heads, others have to constantly come to us to know what to do, where to go, who to speak to. Can I give this discount or that refund?
How long can we keep working like this and is it any wonder that many small businesses lack a clear vision or strategy? Hands up all those small business owners that would like to take a long summer vacation but daren't because if they do, goodness knows what will happen...... That's what I thought.
So we end up asking ourselves how this happened. Why is this business, which I set up because I didn't want to be a wage slave, not working for me? Surely I should be the number one priority?
You can be if that is what you want! However it doesn't just happen overnight and you need to plan and gear your business to working for you from early on. Preferably from day 1.
Now, I'm not claiming to have the panacea to all ills, but my business partner Michael Christon and I, have just released a video membership programme called Personal Fulfilment Machine (www.pfmmember.com) which, surprise of surprises, helps us avoid or break the cycles we've spoken about. Putting you and I where we need to be and getting the maximum benefit of running a business!
Why did we create this programme? Because we fell in to the same traps early on. In fact, as you'll see in one of the early videos, Michael tells his own story of how he ended up ill and hospitalised after his business took over his life.
I hope you enjoy the videos. Please let me know your thoughts and feedback.
Regards,
Andrew
PS - We are taking on a select number of affiliates so if you'd like to know more, please get in touch.
When we work for 'The Man' we have our set role. We go to work, we do our job and then we come home again. And the next day, we go back, the place is still there, pretty much as we left it. Except the cleaners have been in, the coffee is on, the bills are paid, the suppliers are dealt with, the customers are serviced... And the list goes on.
Someone coined the term Chief Everything Officer and I think that title's really quite apt for where many of find ourselves within a short time of starting our businesses. We have to do everything unless we either employ others to perform tasks or we outsource from day one. Not many of us want to do that. We try to keep costs down by doing as much of the actual work and administration as possible in-house. And of course, in-house means you and me, right?
So whether it's strategic thinking, business development or ordering paper clips, the decision and execution of the task rolls back to us. Eventually, we hire someone to help with the day to day. Usually admin. We let them order the paper clips. But hang on a minute.... We don't want someone with a stationery fetish ordering Post-It Notes by the truck load (is it just me that thinks new Post-It's smell great? Thought so... ). So just to be sure, we get them to come to us to have the order signed off before it goes to ACME Office Supplies. Err.. What? Yes, we may as well have done the job ourselves. Most of us are really poor at delegating to start with.
That said, I was the other end of the scale in my first business venture and that didn't work either. So as with all things we're talking about finding a balance.
But what else? We're overworked, rubbish at delegating and most of the 'systems' and 'procedures' are really just pretty pictures in our heads. If we're lucky!
And because everything is in our heads, others have to constantly come to us to know what to do, where to go, who to speak to. Can I give this discount or that refund?
How long can we keep working like this and is it any wonder that many small businesses lack a clear vision or strategy? Hands up all those small business owners that would like to take a long summer vacation but daren't because if they do, goodness knows what will happen...... That's what I thought.
So we end up asking ourselves how this happened. Why is this business, which I set up because I didn't want to be a wage slave, not working for me? Surely I should be the number one priority?
You can be if that is what you want! However it doesn't just happen overnight and you need to plan and gear your business to working for you from early on. Preferably from day 1.
Now, I'm not claiming to have the panacea to all ills, but my business partner Michael Christon and I, have just released a video membership programme called Personal Fulfilment Machine (www.pfmmember.com) which, surprise of surprises, helps us avoid or break the cycles we've spoken about. Putting you and I where we need to be and getting the maximum benefit of running a business!
Why did we create this programme? Because we fell in to the same traps early on. In fact, as you'll see in one of the early videos, Michael tells his own story of how he ended up ill and hospitalised after his business took over his life.
I hope you enjoy the videos. Please let me know your thoughts and feedback.
Regards,
Andrew
PS - We are taking on a select number of affiliates so if you'd like to know more, please get in touch.
Monday 26 July 2010
Rolling with the punches - part 1
I took inspiration for this post from Rob Franta's blog post in which he tells of how he went through various trials and tribulations on his way to finding his success. Through it all he persevered and emerged a winner. There are lots of stories that are thrown our way about amazing feats of human endeavour and of course, some are truly amazing. We look in awe at how some people are able to continue when others would fall by the wayside and wonder how? How are they able to carry on? I think some people are just physically and mentally strong to the point of being virtually unbreakable but in many cases I look at it at think, you know what, this isn't about money or even necessarily the achievement itself. They have a very powerful 'WHY' that they are determined to effect come what may.
We can't all succeed at everything we try and more often than not I've learned more from failures than from successes. The key is in not giving up and in continuing towards our goals and dreams. We may have to reset some expectations and sometimes we're going to get a little battered and bruised. We can all get there. With the right people around us, powerful motivators and by engaging fully on what is we want to achieve and WHY, then the only people to stop us is in fact ourselves.
A couple of years ago, I decided to take part in a white collar boxing match. This version of boxing get it's name because the participants have other day jobs covering the whole employment spectrum. However every person that takes part goes through a vigorous training regime in the same way that a normal boxer would and on the night, it's protective gear on and ding ding round one!
I trained really hard for my fight. I used a boxing gym in London which is a considerable distance from my home and like everyone else I found the time to train in amongst my work schedule. I got fitter than I'd ever been in my life and fight night came round in the blink of an eye. All of a sudden I was sat backstage, bout 3 in an eight bout card, listening to the roar of a thousand people all cheering on either the red or the blue corner. My warm up was half-hearted as I was consumed by nerves and then I was walking out to cheers and Welcome to the Jungle by Guns & Roses blared in the backgound. This was it. All the preparation came down to three 2 minute rounds....
I learned something about myself that night. Within the first 30 seconds I'd been clipped a few times and my bottom lip was busted and I had some large swelling going on under my right eye. I guess this is paying the price for a half-hearted warm-up! My corner were concerned the referee might stop the fight at the end of round 1. I remember rolling my eyes as my trainer asked the assistants to pass the end swell (metal gizmo used to push the fluid away from the main injury)... No end swell. OK just the ice then.... No ice..! But we did have water and after getting a talking to and pat on the head I was back out for round two. I realised I had to dig deep. I was looking battered and to sway the judges I had to get on top and work hard. Three tough rounds of back and forth and the final bell rang.
Had I done enough? I felt like I had but I knew it was going to be a close call. We lined up either side of the referee and after what seemed like an eternity the winner was announced. And the winners is.... in the red corner.... It was me! I'd won. I looked like I'd lost but I'd won the fight. I felt like a champ and all the hard work was worth it.
I think back on that night often. When things get tough. It reassures me I have the capacity to carry on, and more importantly to succeed, to win. I had a very powerful WHY that night. I was raising money for a charity at my children's school. All the kids had wished me well and my own boys were incredibly excited. My wife wasn't able to attend but was on the phone to the organisers during the fight and was posting updates on the fight blog to keep friends and family up to date. I wanted to win for them probably more than for myself. I think it was them that kept me going.
So even if we are seemingly swimming against the tide and things just don't seem to work out, sometimes just doggedly hanging in there will get you your result. If we quit we will never know whether success was just around the corner.
This is a picture taken a few days after the event. My kids were proud. And yes, those bruises were as sore as they look but not for long and it was all worth it!
We can't all succeed at everything we try and more often than not I've learned more from failures than from successes. The key is in not giving up and in continuing towards our goals and dreams. We may have to reset some expectations and sometimes we're going to get a little battered and bruised. We can all get there. With the right people around us, powerful motivators and by engaging fully on what is we want to achieve and WHY, then the only people to stop us is in fact ourselves.
A couple of years ago, I decided to take part in a white collar boxing match. This version of boxing get it's name because the participants have other day jobs covering the whole employment spectrum. However every person that takes part goes through a vigorous training regime in the same way that a normal boxer would and on the night, it's protective gear on and ding ding round one!
I trained really hard for my fight. I used a boxing gym in London which is a considerable distance from my home and like everyone else I found the time to train in amongst my work schedule. I got fitter than I'd ever been in my life and fight night came round in the blink of an eye. All of a sudden I was sat backstage, bout 3 in an eight bout card, listening to the roar of a thousand people all cheering on either the red or the blue corner. My warm up was half-hearted as I was consumed by nerves and then I was walking out to cheers and Welcome to the Jungle by Guns & Roses blared in the backgound. This was it. All the preparation came down to three 2 minute rounds....
I learned something about myself that night. Within the first 30 seconds I'd been clipped a few times and my bottom lip was busted and I had some large swelling going on under my right eye. I guess this is paying the price for a half-hearted warm-up! My corner were concerned the referee might stop the fight at the end of round 1. I remember rolling my eyes as my trainer asked the assistants to pass the end swell (metal gizmo used to push the fluid away from the main injury)... No end swell. OK just the ice then.... No ice..! But we did have water and after getting a talking to and pat on the head I was back out for round two. I realised I had to dig deep. I was looking battered and to sway the judges I had to get on top and work hard. Three tough rounds of back and forth and the final bell rang.
Had I done enough? I felt like I had but I knew it was going to be a close call. We lined up either side of the referee and after what seemed like an eternity the winner was announced. And the winners is.... in the red corner.... It was me! I'd won. I looked like I'd lost but I'd won the fight. I felt like a champ and all the hard work was worth it.
I think back on that night often. When things get tough. It reassures me I have the capacity to carry on, and more importantly to succeed, to win. I had a very powerful WHY that night. I was raising money for a charity at my children's school. All the kids had wished me well and my own boys were incredibly excited. My wife wasn't able to attend but was on the phone to the organisers during the fight and was posting updates on the fight blog to keep friends and family up to date. I wanted to win for them probably more than for myself. I think it was them that kept me going.
So even if we are seemingly swimming against the tide and things just don't seem to work out, sometimes just doggedly hanging in there will get you your result. If we quit we will never know whether success was just around the corner.
Saturday 24 July 2010
The Story of Stuff
Thanks for Jacqueline McGinnis for bring this video to my attention. The Story of Stuff, by Annie Leonard.
Food for thought.....
I'll be sharing this with my children as it's a great way to get a serious point across. Thanks again to Jacqueline for sharing it this week.
Food for thought.....
I'll be sharing this with my children as it's a great way to get a serious point across. Thanks again to Jacqueline for sharing it this week.
Monday 19 July 2010
Out of 'adversity' comes opportunity
In this case I'm not talking real challenge and drama. Just something that knocked me off-track a little recently. Those of you that have been tuning in for a little while will know that one of the things I like to do is to run. I'm not particurly good at it in that I've never really been built for endurance sports but I'm improving quickly.
At the end of April I signed up for some running events, which started with a (ridiculously difficult) 20K off-road event and the initial block of 5 bookings culminates in a 45 mile ultra marathon in January. I know...
Anyway, I duly started training like a madman and lo and behold I picked up and injury. And surprise of surprises, I sort of ignored it. And when I say sort of, I ran on it including a 16K treadmill run a few days ahead of the 20K race. I think it was at this point that my poorly knee said enough's enough. You idiot. And loud enough for me to pay attention. In the back of my mind I was thinking if I could just run through it (stay with me) I'd be fine for the half marathon road race scheduled for August... Uh huh.
So as I lay on the physio's couch 10 days ago and having a variety of pain inflicted as part of the examination, I casually asked about the prognosis. Afterall, I've a half-marathon to do. You can forget that said Physio. No running for 3 weeks at least. 3 weeks? At least?! :-( (And yes, I'm looking for a replacement event, probably late September..).
I was sent away with an order to rest, ice and take anti-inflammatories. Oh, and to maintain cardio fitness I have to swim. As many times per week as I can fit in. Great. From running out in the sunshine in the great outdoors I have to flap around smelling of chlorine.
Many moons ago, I was a competitive swimmer, so I know my around a pool without drowning (so far). It even turns out I still have some moves, which surprised me. But not as much as how completely exhausting swimming is compared to running. First session I was winded after just 2 lengths of the pool. This can't be right?!. I can run 12+ miles and I'm fairly fit! Different sport, different muscles, breathing etc. etc.. All in all, seriously hard work. However....
Turns out I rather like it. In fact, time allowing, I've been in the pool almost everyday since being ordered there under sufferance! I've got a bit of a routine worked out, spoke to a lifeguard who's an ex-triathlete who gave me the use of some floats to work arms and legs separately and gave me some tips. All of a sudden I'm transported back in time to days when I was up at 5am (then not now!) to swim before school and loving it.
So there you have it. Could be a bit of good old fashioned 'if life give you lemons, make lemonade' in action. I should do that more often!
Thanks as always for stopping by.
At the end of April I signed up for some running events, which started with a (ridiculously difficult) 20K off-road event and the initial block of 5 bookings culminates in a 45 mile ultra marathon in January. I know...
Anyway, I duly started training like a madman and lo and behold I picked up and injury. And surprise of surprises, I sort of ignored it. And when I say sort of, I ran on it including a 16K treadmill run a few days ahead of the 20K race. I think it was at this point that my poorly knee said enough's enough. You idiot. And loud enough for me to pay attention. In the back of my mind I was thinking if I could just run through it (stay with me) I'd be fine for the half marathon road race scheduled for August... Uh huh.
So as I lay on the physio's couch 10 days ago and having a variety of pain inflicted as part of the examination, I casually asked about the prognosis. Afterall, I've a half-marathon to do. You can forget that said Physio. No running for 3 weeks at least. 3 weeks? At least?! :-( (And yes, I'm looking for a replacement event, probably late September..).
I was sent away with an order to rest, ice and take anti-inflammatories. Oh, and to maintain cardio fitness I have to swim. As many times per week as I can fit in. Great. From running out in the sunshine in the great outdoors I have to flap around smelling of chlorine.
Many moons ago, I was a competitive swimmer, so I know my around a pool without drowning (so far). It even turns out I still have some moves, which surprised me. But not as much as how completely exhausting swimming is compared to running. First session I was winded after just 2 lengths of the pool. This can't be right?!. I can run 12+ miles and I'm fairly fit! Different sport, different muscles, breathing etc. etc.. All in all, seriously hard work. However....
Turns out I rather like it. In fact, time allowing, I've been in the pool almost everyday since being ordered there under sufferance! I've got a bit of a routine worked out, spoke to a lifeguard who's an ex-triathlete who gave me the use of some floats to work arms and legs separately and gave me some tips. All of a sudden I'm transported back in time to days when I was up at 5am (then not now!) to swim before school and loving it.
So there you have it. Could be a bit of good old fashioned 'if life give you lemons, make lemonade' in action. I should do that more often!
Thanks as always for stopping by.
Wednesday 14 July 2010
One more step....
Life's a funny thing at times.When I say at times, I really mean often. Funny strange. And funny ha ha too. But definitely strange. Do you ever feel that despite doing all the right things, you just don't get the breaks? It may not be of any consolation, but it happens to us all, and probably more often than most will admit.
This week has already been a rollercoaster ride and it's only Wednesday!
Monday I chased up a contract that should have been in the bag (and the bank!) about a month ago. No news. Nothing I can do to speed it up so it's a waiting game.
Monday I also went to the physio (finally) to get my knee looked at. Not just for the hell of it. That would be weird! I went because I've had to lay off the running due to knee pain. I'm not used to getting anything other than the odd twinge so this is new. And unwelcome.
The good news is that the physio identified the problem. The bad news I have patellar tendonitis and this means another 3 weeks off the road and the only cardio I can do is swimming. Oh joy.
Tuesday I came home from a day on the road seeing potential customers to find water dripping through the kitching ceiling. No sign of anyone so I put the buckets down. Ceiling stayed put - bonus! - but that will be a plumber and associated costs....
Today one of the laptops went pop. No warning, no obvious issues, just checked out, took it's ball away and went home in a sulk. As I write, it's being taken to computer hospital and a new laptop is being sought to replace it. No small expense there then. Although the kids will be grateful to have a hand-me-down to replace the ones they broke/abused/infested with numerous viruses. I'd like to add 'delete as appropriate' but it was all....
However, on a rollercoaster you get as many ups as downs and so the week has been. The upside of the delayed contract is that it hasn't gone away, it's in the ether being signed off by the man with the big pot of cash. This is a good thing..
The knee thing is really annoying but the good news is I have a diagnosis, it'll be treated and I'll know how to avoid it in future.
Yesterday I had a great meeting with a prospect which I know will translate into business and spawn more contacts and additional opportunity.
Last evening I went to watch my eldest son, who is 10 years old, in his end of term play and as usual he left me amazed at this confidence and bursting with pride. He only had one line, but then the I guess the Mayor of Munchkin City never was one for big speeches.... That said, he sang really well. I clearly don't remember the Wizard of Oz particularly well.
Today, having finished the proposal for the above business I took myself off swimming for the first time in I don't know how long. Back in the day I was a competitive swimmer and today reminded me just how long ago back in the day was! But I also know that I'll end up fit and healthier and with luck I may have inadvertently rediscovered a sport about which I was once passionate.
Today I've also discovered some other opportunities with great potential and reconnected with some old friends.
I think overall the week is evening itself out. No matter how bad we may feel about a situation, it can get better. But you have to take one more step. Or you'll never know....
This week has already been a rollercoaster ride and it's only Wednesday!
Monday I chased up a contract that should have been in the bag (and the bank!) about a month ago. No news. Nothing I can do to speed it up so it's a waiting game.
Monday I also went to the physio (finally) to get my knee looked at. Not just for the hell of it. That would be weird! I went because I've had to lay off the running due to knee pain. I'm not used to getting anything other than the odd twinge so this is new. And unwelcome.
The good news is that the physio identified the problem. The bad news I have patellar tendonitis and this means another 3 weeks off the road and the only cardio I can do is swimming. Oh joy.
Tuesday I came home from a day on the road seeing potential customers to find water dripping through the kitching ceiling. No sign of anyone so I put the buckets down. Ceiling stayed put - bonus! - but that will be a plumber and associated costs....
Today one of the laptops went pop. No warning, no obvious issues, just checked out, took it's ball away and went home in a sulk. As I write, it's being taken to computer hospital and a new laptop is being sought to replace it. No small expense there then. Although the kids will be grateful to have a hand-me-down to replace the ones they broke/abused/infested with numerous viruses. I'd like to add 'delete as appropriate' but it was all....
However, on a rollercoaster you get as many ups as downs and so the week has been. The upside of the delayed contract is that it hasn't gone away, it's in the ether being signed off by the man with the big pot of cash. This is a good thing..
The knee thing is really annoying but the good news is I have a diagnosis, it'll be treated and I'll know how to avoid it in future.
Yesterday I had a great meeting with a prospect which I know will translate into business and spawn more contacts and additional opportunity.
Last evening I went to watch my eldest son, who is 10 years old, in his end of term play and as usual he left me amazed at this confidence and bursting with pride. He only had one line, but then the I guess the Mayor of Munchkin City never was one for big speeches.... That said, he sang really well. I clearly don't remember the Wizard of Oz particularly well.
Today, having finished the proposal for the above business I took myself off swimming for the first time in I don't know how long. Back in the day I was a competitive swimmer and today reminded me just how long ago back in the day was! But I also know that I'll end up fit and healthier and with luck I may have inadvertently rediscovered a sport about which I was once passionate.
Today I've also discovered some other opportunities with great potential and reconnected with some old friends.
I think overall the week is evening itself out. No matter how bad we may feel about a situation, it can get better. But you have to take one more step. Or you'll never know....
Sunday 11 July 2010
The Art of Noise
I do think though, that we've lost the ability to properly communicate with one another. We've become accustomed to taking in lots of data at a 'skin deep' level. To effectively scan-read through the day. As we're bombarded with information, our minds filter out the noise to let us take in the 'important' bits... It's amazing really when you think about how much information that washes over us throughout any given day.
Take for example a 1 hour drive to work. As you switch on the ignition the radio comes on and soon delivers the news of the hour. The SatNav tells us where we are, where to go and to perform a U-Turn as soon as possible (OK that one might just be me...). The phone rings and we speak to a colleague, which may spawn the need for other calls and some of us, although not me naturally officer, even check emails, text messages and apps on their smartphone of choice.
And this is besides breakfast on the run, a buzz-over with the electric shaver and a coffee balanced on one knee. Has to be one knee, the other one is steering. Kidding. I don't do that anymore, honest!
And that's just in the car. When we arrive at our destination we can't remember the journey. The reason for this is that our brains filter out all but the vital information.
I often feel that many days communication is like this whether we're in the car or not. A colleague drops by to tell us something but we're distracted by the blinking light on our phone, or the envelope that pops up on the screen to tell we have yet more email. We find ourselves nodding, say uh huh, whilst wondering what we missed.
When I finish work of an evening and spend those first few minutes with the family it's vital that I have every other distraction out of the way. No phone, newspaper or TV news report to distract me from the important things that have happened that day.
Most of the time anyway.... I've lost count of the number of times I've been told "I did tell you" or "you clearly don't listen". I listened, but didn't hear. I was distracted. My brain filtered out something that was actually very important. If not to me at that point in time, to my wife or children. That's not a good thing! Sometimes the amazing systems of filters put in place by the human mind let us down.
The shocking truth is that we all do this every day whether we're aware of it not, to some extent. We filter out 'noise' and focus, sometimes fleetingly, on that moment's important thing. We miss huge red flags that friends, family and colleagues are waving in our faces (see Opportunity post).
On a particularly dark note, what's the most common reaction from family, colleagues and employers when someone commits suicide? It's "we didn't see the signs", "we had no idea" and "it's all just such a shock". But should we have seen the signs, had an idea, or feel genuinely shocked? The signs will have been there in many cases. We 'choose' not to see them. Filters are powerful things. That and we were just too involved with other matters.
This is an extreme example, but over the next few days I'm going to redouble my efforts to give people my undivided attention when they want to speak. This doesn't mean dropping everything the minute someone appears, but rather, when I'm supposed to be speaking to that person, they have my undivided attention.
Communication can be a magical thing. We do it every day yet miss so much of what is being said or conveyed.
I'm lucky in that I'm involved in an organisation that specialises in teaching advanced communication skills. Another opportunity to take some of my own medicine I suspect!
If you'd like to know more about what clear, concise, honest communication can do for you and your business, please feel free to get in touch via a comment here or through the contact form on the Acquire site.
Thanks again for stopping by.
Monday 5 July 2010
Sales Surgery Part 2 - Sales Managers
So first an apology. I said this would be the next post after the original Sales Surgery post and a couple of others squeaked in ahead, so sorry about that. Such is the hazard of a spur of the moment blogging style!
As I mentioned before, the guys at Acquire Coaching and I have recently started running sales workshops and sales surgeries. They are proving to be popular with sales people and are returning fantastic results. Why? The sales guys like the ability to have an open and frank conversation in a non-judgemental environment, to be able to learn from their peers in a workshop setting and to have dedicated 1:1 time with an objective sales expert.
We're also working with sales managers. If I use the IT space as an example, most sales managers I meet have had no formal training. As in zero. Surprised? Don't be. The reason is that in many instances the sales manager has been promoted from the sales ranks and therefore knows the systems, people and many of the procedures. Which is great, and probably makes for a faster start in turning in completed forecasts to the big sales boss. So that's the report taken care of.
Now, what about the team? Most sales people appear to be part of a team or operational unit. However, in practice, they are a team of 1. They get paid on their own results. There may be a 'team' element to the compensation plan but in the main, it's every man for himself.
So how does that translate to being at the head of the 'team'? In many instances not too well. So often we see a style of management where the manager berates the employee for a low forecast. The employee seeks refuge in submitting higher numbers, and then is in the firing line again when he under-delivers against his unrealistic forecast!
A potentially never-ending circle ensues, which isn't great for anyone involved. A good sales manager has to lead, manage, motivate, mentor and support his team. The manager must make the most of his experience in the field by passing on that knowledge to the benefit of the business.
A typical sales team is often made up of an eclectic mix of individuals and personalities of differening age, experience, attitudes and interests. How do you bring those disparate pieces of the puzzle together? How do you motivate individuals when they all have their own unique goals, values and requirements?
That's the $64,000 question. We get asked this all the time. And the answer? Part of the answer lies in the statement from the first post: A great salesman does not a good manager make. Not automatically anyway.
A great sales manager needs to care and have humility for others. He can't look out just for himself anymore. He must also have chameleon like qualities. One face to 'the management', another to customers, another to staff? Why? It's how you build relationships that work and get you where you need to be. That isn't to say you must be fake. Far from it. Be genuine in all things, and be aware of how you are perceived in order to get the most from the 'transaction'.
Let's put this in some everyday examples. I'm working at home and I'm on the phone to a new customer or prospect. I'm being professional, polite and crisp in my speech and communication. As I put the phone down my youngest son (who's 7 and likes to scare the hell out of me by creeping in to the office unnoticed) walks in and asks me a question. How do I respond? Do I continue in the manner that I used with the customer? No, I automatically switch to an appropriate 'language' for my son.
We do this all the time at home. We've just finished yelling down the phone at the call centre operative trying to sell us something and then in the next breath gently say 'would you like a coffee darling?' or something similar. You get the drift.
We also need to look at what motivates the individual. In the same way that if, like me, you have 2 children who are very different in temperament, you have to use different methods to get the best response. This exact same thing needs to be applied in a team setting if you're going to get the best out of that team and the individuals within.
This last point is often the trickiest bit of all. Either it's missed completely or just not performed very well. This is where we're making a real difference.
We need to constantly nurture our team for it to grow in the way we want and need (that's the link to the picture, in case you thought it bizarre :)). There's so much more, but not for today's post!
If you'd like to chat about how you can overcome some of these issues, please to get in touch.
Thanks as ever for stopping by.
Friday 2 July 2010
Opportunity Comes in Many Forms... Don't Miss It!
So here we are at 5pm on Friday and work is all but done (in truth I think most people have been done since lunchtime - a bit of sunshine and scrrrrammm....!). It's been a funny week. In a strange sense not ha ha :). Having had an important piece of business delayed and with some other initiatives start to take shape, another extremely interesting opportunity presented itself this week. A bit of a blast from the past from my time in the IT sector, a former colleague came to me with a proposal to work together on a project completely outside of my current scope. There's a lot to be done before making a decision but it got me thinking.....
We talk a lot about the importance of goals and how staying focused on those goal keeps us on track. Most of us have, or maybe should have(?!) a plan of action around what we're doing and what it is we're trying to achieve in the short, medium and long term.
It IS important to keep your eyes on the prize, no doubt about it. But.... Let's make sure we enjoy the journey as well as the accomplishments. What's the point of working flat-out to climb the mountain, only to have nobody to share the view with at the summit? It would be a travesty to achieve all that we thought we wanted, only to find that we've allowed the things that matter to wither on the vine along the way? The danger of being too-long term focused is that despite best intentions, today can pass us by. That extra 5 minutes with the kids, the missed opportunity to get some fresh air, to call your friends, to do something other than work. As we've said before, what's done is done. You can't get it back.
The 2nd thing that came to mind is that opportunity presents itself in many forms. And that form probably won't be somebody stood there with a dopey grin and a sign round their neck with the word 'Opportunity' written large...
There's often a better, smarter way to achieve our aims but these options can be easily missed if we're operating at 100mph at the expense of everything else. How often have we said 'if only I'd known about that it would have saved all that wasted time'? What are the odds that the better way was trying to flag us down as we blasted by but we were blind to it? I'm thinking pretty high.
This week, it would have been easy to say 'you know, I'm really busy and I don't have time to meet you. This isn't my thing. Maybe another time....'. As it was, I took the time and discovered a potentially lucrative business opportunity to work with someone I know, respect and trust.
Sound judgement, or pure luck, I'm glad I saw it and acted on it, even though it's a clear deviation from my own plan. Sometimes the road zig-zags a little for a good reason....
It should also be said that you have to determine whether the things that appear to be opportunities are merely distractions in disguise and that's where our judgement comes in. Take time to evaluate. Our gut reactions aren't always 100% accurate but they often serve as a very effective early warning system. The joys of being responsible for our own destinies....!
So let's all try to look up once in a while, take in the view and enjoy the ride.
Thanks as ever for stopping by.
PS - And to my US friends, I hope you have a great 4th July celebration!
We talk a lot about the importance of goals and how staying focused on those goal keeps us on track. Most of us have, or maybe should have(?!) a plan of action around what we're doing and what it is we're trying to achieve in the short, medium and long term.
It IS important to keep your eyes on the prize, no doubt about it. But.... Let's make sure we enjoy the journey as well as the accomplishments. What's the point of working flat-out to climb the mountain, only to have nobody to share the view with at the summit? It would be a travesty to achieve all that we thought we wanted, only to find that we've allowed the things that matter to wither on the vine along the way? The danger of being too-long term focused is that despite best intentions, today can pass us by. That extra 5 minutes with the kids, the missed opportunity to get some fresh air, to call your friends, to do something other than work. As we've said before, what's done is done. You can't get it back.
The 2nd thing that came to mind is that opportunity presents itself in many forms. And that form probably won't be somebody stood there with a dopey grin and a sign round their neck with the word 'Opportunity' written large...
There's often a better, smarter way to achieve our aims but these options can be easily missed if we're operating at 100mph at the expense of everything else. How often have we said 'if only I'd known about that it would have saved all that wasted time'? What are the odds that the better way was trying to flag us down as we blasted by but we were blind to it? I'm thinking pretty high.
This week, it would have been easy to say 'you know, I'm really busy and I don't have time to meet you. This isn't my thing. Maybe another time....'. As it was, I took the time and discovered a potentially lucrative business opportunity to work with someone I know, respect and trust.
Sound judgement, or pure luck, I'm glad I saw it and acted on it, even though it's a clear deviation from my own plan. Sometimes the road zig-zags a little for a good reason....
It should also be said that you have to determine whether the things that appear to be opportunities are merely distractions in disguise and that's where our judgement comes in. Take time to evaluate. Our gut reactions aren't always 100% accurate but they often serve as a very effective early warning system. The joys of being responsible for our own destinies....!
So let's all try to look up once in a while, take in the view and enjoy the ride.
Thanks as ever for stopping by.
PS - And to my US friends, I hope you have a great 4th July celebration!
Monday 28 June 2010
Coulda, Woulda, Shoulda
As England football fans went to bed last night, many, including the players and management (hopefully), will have been reflecting on what might have been.
Another 4 years of builld-up to the 2010 World Cup, promises of success, and fanatical support, came to nothing on a field in Bloemfontein, South Africa. Crushing disappointment, coupled with the knowledge that even if England had scraped a win, Argentina await in the next round, enveloped all those with more than a passing interest in the game.
The good news is that it was only a game of football. Nobody got hurt and we all live to fight another day. I have sympathy for those that paid large sums of money to see a team underperform on the world stage but as with all things, there really are no guarantees. You pay your money and you take your chance, as the saying goes.
Speaking of sayings, one of my favourites, and one extremely annoying to the few burdened people that I play golf with, is 'Coulda, woulda, shoulda'. I could have played a better shot. I would have made the green. I should have used a more appropriate club. They come thick and fast after every dud shot. Never after a great one! As a relatively new player, I still hit my fair share of bad shots, but my mind set has changed. I realise I can only affect the the shot I am playing right now. Not the ones I've already played. They are history and I have to learn from what I did wrong. Not the ones I'm going to play. Other than having the correct kit such as waterproofs if it rains (it is truly miserable playing golf whilst soaked to the skin) and some fluids or a snack, there's not much you can you do.
No, it's just that one shot. Right here, right now....
As I view the position of the ball, the distance ahead and take into account wind strength and direction, it is this shot and this shot only that I am able to influence. My club selection done, I approach the ball and, stopping short, I take a couple of practice swings. I then address the ball, assuming my stance, softening my knees, moving my weight onto the balls of my feet whilst keeping my heels grounded. Club head square to the ball, breathing regular, I start my backswing, keeping my head still and looking at the ball and only the ball. I bring the club head through the ball at an even tempo, still continuing to look only at the ball. Only as I complete the follow through with the club do I move my eyes away from where the ball once stood....
Great shot or terrible, that shot is now consigned to history and the next one demands my undivided attention. There's nothing that a 'coulda, woulda, shoulda' will do to help.
And so it is in life and business. We can say 'coulda, woulda, shoulda' all day long about everything and everyone. But it won't matter. Excuses and recriminations won't help you. Learn from the past, be better prepared for the future, but give your here and now the courtesy of your complete attention.
Today can close the door on the failures of yesterday and open the doors that lead to the success of tomorrow. Today wants all of you to itself, and rightly so. Get out there, make the most of it. Not everything will go to plan, but hey, that really is life!
Thanks for stopping by.
PS - If you find your plans consistently come to nothing, maybe take a look at your plans. Go through them with a friend to get a different perspective. It's a good thing to have a plan but give yourself a fighting chance to start with :)
Another 4 years of builld-up to the 2010 World Cup, promises of success, and fanatical support, came to nothing on a field in Bloemfontein, South Africa. Crushing disappointment, coupled with the knowledge that even if England had scraped a win, Argentina await in the next round, enveloped all those with more than a passing interest in the game.
The good news is that it was only a game of football. Nobody got hurt and we all live to fight another day. I have sympathy for those that paid large sums of money to see a team underperform on the world stage but as with all things, there really are no guarantees. You pay your money and you take your chance, as the saying goes.
Speaking of sayings, one of my favourites, and one extremely annoying to the few burdened people that I play golf with, is 'Coulda, woulda, shoulda'. I could have played a better shot. I would have made the green. I should have used a more appropriate club. They come thick and fast after every dud shot. Never after a great one! As a relatively new player, I still hit my fair share of bad shots, but my mind set has changed. I realise I can only affect the the shot I am playing right now. Not the ones I've already played. They are history and I have to learn from what I did wrong. Not the ones I'm going to play. Other than having the correct kit such as waterproofs if it rains (it is truly miserable playing golf whilst soaked to the skin) and some fluids or a snack, there's not much you can you do.
No, it's just that one shot. Right here, right now....
As I view the position of the ball, the distance ahead and take into account wind strength and direction, it is this shot and this shot only that I am able to influence. My club selection done, I approach the ball and, stopping short, I take a couple of practice swings. I then address the ball, assuming my stance, softening my knees, moving my weight onto the balls of my feet whilst keeping my heels grounded. Club head square to the ball, breathing regular, I start my backswing, keeping my head still and looking at the ball and only the ball. I bring the club head through the ball at an even tempo, still continuing to look only at the ball. Only as I complete the follow through with the club do I move my eyes away from where the ball once stood....
Great shot or terrible, that shot is now consigned to history and the next one demands my undivided attention. There's nothing that a 'coulda, woulda, shoulda' will do to help.
And so it is in life and business. We can say 'coulda, woulda, shoulda' all day long about everything and everyone. But it won't matter. Excuses and recriminations won't help you. Learn from the past, be better prepared for the future, but give your here and now the courtesy of your complete attention.
Today can close the door on the failures of yesterday and open the doors that lead to the success of tomorrow. Today wants all of you to itself, and rightly so. Get out there, make the most of it. Not everything will go to plan, but hey, that really is life!
Thanks for stopping by.
PS - If you find your plans consistently come to nothing, maybe take a look at your plans. Go through them with a friend to get a different perspective. It's a good thing to have a plan but give yourself a fighting chance to start with :)
Friday 25 June 2010
The Sayers Sales Surgery Opens for Business!
Over at Acquire Coaching we've recently started offering sales workshops and 'sales surgeries' in response to demand from our customers. They aren't just for the sales team, but also for sales managers, many of whom have little to no training in people management. Did you know that when it comes to hiring sales managers, more often than not the top performing sales person is promoted? As great sales person does not a good manager make. Not automatically anyway. We'll address this thorny issue in the next post.
So, I thought it would be great to offer additional value to my blog visitors by giving away some complementary sales surgery slots. All you need to do is send me a brief overview of your issue and we'll work it through together to help you to break through the barriers holding back your sales. Online business or more traditional, doesn't matter. In fact, if it's generic business assistance you need, fire away, I'm happy to look at it.
Sounds simple enough right? Good, because it is. Sales advice, no charge. Go figure! All I'd ask, is if you find my advice helpful, that you drop me a line to say so. It never hurts to have a list of happy customers!
Below is an outline of what we're doing for some of our customers at Acquire;
Sales Surgery – Selling with Precision
Following demand from existing customers Acquire is now running sales surgeries at customer venues around the UK!
What’s a sales surgery?
It’s that simple. Come along and bring your sales problem with you and we’ll work through it together. If we can’t get to the heart of the problem in the allotted time, we’ll continue over email until we resolve it. Together.
What’s in it for me?
The benefits are clear;
- Fresh eyes on the problem
- Objective and honest feedback
- Non-judgemental environment
- Complete confidentiality
- What’s discussed in the room, stays in the room!
- Break through barriers holding back your sales!
Stay tuned for the next post where we'll talk about sales manager workshops.
Thanks as ever for stopping by.
PS - Part 2 is now published here.
Monday 21 June 2010
Mission Accomplished!
Event 1 of 5
Yesterday I completed the longest and toughest competitive running event I've attempted so far (I've only ever done 1x 10K road race, officially). 20K (approx 12.5 miles) is quite a long way but yesterday was a different challenge altogether. I knew it was off-road. I expected hills and was prepared for some of them being steep.
The race consisted of 3 events in 1: 10K, 20K and 30K races. The clues were there. It was called Mid-Summer Madness and it was organised by a company called Go Beyond Ultra whose strapline is 'Human Endurance Defined'... That should have served as a warning!
10 laps of 2K each. Forget undulating, this was steep gulleys and and old railway embankments thrown in for good measure to the point where many inclines were just too steep to run up. The 'easy' elements of the course were clearly used by mountain bikers, given the number of ruts in the ground. About the only flat, proper path is pictured above...
As early as the first lap I was wondering what I'd let myself in for. Within a couple of minutes of starting there were a couple of heavy fallers. My turn was to come on lap three. Note to self... Don't lose concentration on a steep descent with loose gravel and earth underfoot!
By lap three I was feeling the pace but had joined up with a 'buddy' who informed me that the previous year he'd dropped out of the 20K and so this time around had entered for 10K only. Not exactly what I needed to hear that this point! We chatted and drove each other on for 3 laps until he finished then it was 5 laps on my own.
Strangely, it took me 5 laps to learn how to run some of the trickier parts of the course, having never experienced anything like it before. All of a sudden I seemed to find my pace and was feeling better about the world.
By the end of lap six I was aware that my troublesome left knee was starting to ache. Not a good sign. At the start of lap eight I was in genuine discomfort and the difficult terrain was taking it's toll. This, combined with the temperature starting to creep up and the lack of fuel except water and jelly babies, meant I was getting very tired and I was occasionally light-headed.
On the final lap, knee pain aside, I relaxed and enjoyed the ride. There were several times during the race when I'd have liked to have stopped and I thought by the end I'd collapse and maybe have a little cry! I had people waiting for me at the finish line and there was no way I wasn't going to make it to the end.
And make it to the end I did in 2 hours, 27 minutes and 28 seconds. Not a bad effort for a first attempt!
So thanks for your support, it's always much appreciated. If anyone would like to start the ball rolling, I'm raising money for 3 very worthy charities through these 5 events. See here for details.
Yesterday I completed the longest and toughest competitive running event I've attempted so far (I've only ever done 1x 10K road race, officially). 20K (approx 12.5 miles) is quite a long way but yesterday was a different challenge altogether. I knew it was off-road. I expected hills and was prepared for some of them being steep.
The race consisted of 3 events in 1: 10K, 20K and 30K races. The clues were there. It was called Mid-Summer Madness and it was organised by a company called Go Beyond Ultra whose strapline is 'Human Endurance Defined'... That should have served as a warning!
As early as the first lap I was wondering what I'd let myself in for. Within a couple of minutes of starting there were a couple of heavy fallers. My turn was to come on lap three. Note to self... Don't lose concentration on a steep descent with loose gravel and earth underfoot!
By lap three I was feeling the pace but had joined up with a 'buddy' who informed me that the previous year he'd dropped out of the 20K and so this time around had entered for 10K only. Not exactly what I needed to hear that this point! We chatted and drove each other on for 3 laps until he finished then it was 5 laps on my own.
Strangely, it took me 5 laps to learn how to run some of the trickier parts of the course, having never experienced anything like it before. All of a sudden I seemed to find my pace and was feeling better about the world.
By the end of lap six I was aware that my troublesome left knee was starting to ache. Not a good sign. At the start of lap eight I was in genuine discomfort and the difficult terrain was taking it's toll. This, combined with the temperature starting to creep up and the lack of fuel except water and jelly babies, meant I was getting very tired and I was occasionally light-headed.
On the final lap, knee pain aside, I relaxed and enjoyed the ride. There were several times during the race when I'd have liked to have stopped and I thought by the end I'd collapse and maybe have a little cry! I had people waiting for me at the finish line and there was no way I wasn't going to make it to the end.
And make it to the end I did in 2 hours, 27 minutes and 28 seconds. Not a bad effort for a first attempt!
So thanks for your support, it's always much appreciated. If anyone would like to start the ball rolling, I'm raising money for 3 very worthy charities through these 5 events. See here for details.
Winning Takes More Than Merely Turning Up
So an interesting few days have passed. On Friday I watched with increasing gloom the England Vs Algeria football match. As is always the case when England play (football, rugby, cricket etc.), whether justified or not, there is always an enormous expectation of victory. In fact a rout would be preferable!
It's indicative of the England performance, or lack thereof, that my 2 young sons, whom for both this is the first World Cup that's been of interest, first complained of it being boring and then took themselves off to bed before the match limped to a close.
So what went wrong? Did the England players turn up to the World Cup Finals expecting to walk through their group opposition? Where was the hunger, the determination to succeed? Have they forgotten that it's an honour to represent ones country? It certainly looked to be the case.
We could be forgiven for thinking that they turned up for the game expecting to casually thrash Algeria. No effort, physical or mental, just turn up, win and go home. Put like that it sounds pretty stupid doesn't it?
This happens a lot in business. We have a great idea or product. Or we're naturally talented and our skills are in demand for a while. We're surprised when an orderly queue for our product or services doesn't form.
It takes concerted effort to not only achieve initial success but to stay successful. Look at Coca Cola. It's been the number one soft drink for how many years? And yet it advertises all year round to ensure it stays in our minds and more importantly our wallets. I still love the Christmas ads. What can I say?
Very little in life it seems, unless you're incredibly lucky, is a 'gimme'. We have to work not only hard but smart too. Consistently. Back to the sprint vs marathon analogy.
Sometimes we can't see the wood for the trees and that's where it can help to have an objective pair of eyes take a look.
I'm always happy to help. Thanks for stopping by.
It's indicative of the England performance, or lack thereof, that my 2 young sons, whom for both this is the first World Cup that's been of interest, first complained of it being boring and then took themselves off to bed before the match limped to a close.
So what went wrong? Did the England players turn up to the World Cup Finals expecting to walk through their group opposition? Where was the hunger, the determination to succeed? Have they forgotten that it's an honour to represent ones country? It certainly looked to be the case.
We could be forgiven for thinking that they turned up for the game expecting to casually thrash Algeria. No effort, physical or mental, just turn up, win and go home. Put like that it sounds pretty stupid doesn't it?
This happens a lot in business. We have a great idea or product. Or we're naturally talented and our skills are in demand for a while. We're surprised when an orderly queue for our product or services doesn't form.
It takes concerted effort to not only achieve initial success but to stay successful. Look at Coca Cola. It's been the number one soft drink for how many years? And yet it advertises all year round to ensure it stays in our minds and more importantly our wallets. I still love the Christmas ads. What can I say?
Very little in life it seems, unless you're incredibly lucky, is a 'gimme'. We have to work not only hard but smart too. Consistently. Back to the sprint vs marathon analogy.
Sometimes we can't see the wood for the trees and that's where it can help to have an objective pair of eyes take a look.
I'm always happy to help. Thanks for stopping by.
Thursday 17 June 2010
Keep on running....
So this week I managed a lunchtime 10 miler and although cardio-wise all seems well, the knees have been somewhat raw afterwards. So the question is, how much of a run should I do between now and Sunday's 20K off-roader? I'm thinking maybe a gentle 3-4 miler tomorrow (Friday) just to tick over.
Anyone with a better idea, please do let me know.....!
Anyone with a better idea, please do let me know.....!
Change Requires Change
Albert Einstein said that the definition of stupidity is doing the same thing over and over and expecting different results.
He had, and still has, a very good point!
More and more I speak to people who aren't happy with where they are professionally, and occasionally personally. Few of us are lucky enough to live a utopian existence so this shouldn't come as a huge surprise. What has struck me though, and has been further reinforced in various conversations recently, is that even if the issues are realised and a better option is placed for the taking, people often ignore it.
Would many people rather perpetually moan rather than seek a better way? It would seem so.
Just yesterday I spoke with a good friend of mine whom we shall call 'Bob'. Bob is in an unenviable position professionally. He works for a US supplier of IT, although not a major player. And neither is it niche. Therein lies the rub. Without a niche claim and no tangible marketing to drive leads, Bob is reduced to cold calling to drive his leads. Subsequently he can't build a pipeline which means he can't close enough business to earn more than his base salary.
This situation is ongoing even though his boss, who runs Europe, Middle East and Africa for the company acknowledges the issues as a global concern for the organisation. From this we can deduce that Bob's situation isn't going to change any time soon.
Now it just so happens that I can utilise Bob's skills to our mutual benefit. I am a partner in a training company which is ramping up it's UK operations. Due to this increase in activity I am looking to take on sales people and freelance trainers.
Bob's selling skills are exactly what I need. And whilst I'm not in a position to throw huge sums of money at him, I can afford to be very generous in a profit-share. The best bit of all? Bob can work for me a few hours per week without impacting his existing job, thereby maintaining the security of a handsome base salary and corporate perks, whilst having the ability to earn a significant income from other sources.
Bob has seen the literature and collateral and read the case studies. He understands the differentiators and USP's in a crowded market. He sees the value. He knows that this would be a clear case of win/win.
And guess what?
Bob's given me a variety of reasons why he might not be able to do it, whilst continuing to whine about his current situation. This is just one in a long line of examples but the same thing comes up again and again.
If you are locked in a repeating cycle you must CHANGE SOMETHING to get a better outcome!
In Bob's case, the issue is now one of confidence, which is lacking having strived and failed to gain results over an extended period of time. I'm working with Bob to overcome this issue.
What's your reason? What's your excuse?
PS - I am not immune to these things. None of us are. But once we understand that something needs to change in order to improve a situation, we can analyse what needs to be done and plan accordingly. I'm not advocating knee-jerk responses as I'm not a fan of frying pan to fire experiences either :)
He had, and still has, a very good point!
More and more I speak to people who aren't happy with where they are professionally, and occasionally personally. Few of us are lucky enough to live a utopian existence so this shouldn't come as a huge surprise. What has struck me though, and has been further reinforced in various conversations recently, is that even if the issues are realised and a better option is placed for the taking, people often ignore it.
Would many people rather perpetually moan rather than seek a better way? It would seem so.
Just yesterday I spoke with a good friend of mine whom we shall call 'Bob'. Bob is in an unenviable position professionally. He works for a US supplier of IT, although not a major player. And neither is it niche. Therein lies the rub. Without a niche claim and no tangible marketing to drive leads, Bob is reduced to cold calling to drive his leads. Subsequently he can't build a pipeline which means he can't close enough business to earn more than his base salary.
This situation is ongoing even though his boss, who runs Europe, Middle East and Africa for the company acknowledges the issues as a global concern for the organisation. From this we can deduce that Bob's situation isn't going to change any time soon.
Now it just so happens that I can utilise Bob's skills to our mutual benefit. I am a partner in a training company which is ramping up it's UK operations. Due to this increase in activity I am looking to take on sales people and freelance trainers.
Bob's selling skills are exactly what I need. And whilst I'm not in a position to throw huge sums of money at him, I can afford to be very generous in a profit-share. The best bit of all? Bob can work for me a few hours per week without impacting his existing job, thereby maintaining the security of a handsome base salary and corporate perks, whilst having the ability to earn a significant income from other sources.
Bob has seen the literature and collateral and read the case studies. He understands the differentiators and USP's in a crowded market. He sees the value. He knows that this would be a clear case of win/win.
And guess what?
Bob's given me a variety of reasons why he might not be able to do it, whilst continuing to whine about his current situation. This is just one in a long line of examples but the same thing comes up again and again.
If you are locked in a repeating cycle you must CHANGE SOMETHING to get a better outcome!
In Bob's case, the issue is now one of confidence, which is lacking having strived and failed to gain results over an extended period of time. I'm working with Bob to overcome this issue.
What's your reason? What's your excuse?
PS - I am not immune to these things. None of us are. But once we understand that something needs to change in order to improve a situation, we can analyse what needs to be done and plan accordingly. I'm not advocating knee-jerk responses as I'm not a fan of frying pan to fire experiences either :)
Wednesday 16 June 2010
Somebody else's rules...
In the last post I wrote about the importance of our core values being in sync with our goals and ambitions. By coincidence, by good friend Michael Christon wrote a piece on his blog this week along similar lines. He talks about a variety of things that go wrong or are more difficult than they need be.
And the problem?
Working to somebody else's rules...
You can find it at http://www.michaelchriston.com/small-business-marketing-strategy/whos-rules-are-they-anyway/
Check it out and let me know what you think.
And the problem?
Working to somebody else's rules...
You can find it at http://www.michaelchriston.com/small-business-marketing-strategy/whos-rules-are-they-anyway/
Check it out and let me know what you think.
Tuesday 15 June 2010
Not Life or Death. It's More Important than that....!
Whilst watching the BBC football pundits review a World Cup match last night I was struck by the intensity of the debate and it reminded me of the famous Bill Shankly quote:
"Football is not just a matter of life and death. It's much more important than that."
And there was me thinking it's only football....!
Fortunately, very few of us have lives depending on our daily business decisions but wouldn't it be great to be as passionate as the pundits? There's a school of thought that says that to be truly passionate about our business endeavours, our business goals must be in line with not only our personal aims and ambitions but also our core values.
Are we in a position to have a business life that maps on to our personal goals? And our values? Do we know what our goals and values are?
When these things are out of kilter it helps to explain some of the ups and downs and time spent in the doldrums which affect us so often. The bursts of unsustained enthusiasm, the easy distraction from our paths. All could be explained by the lack of cohesion between goals and values.
More than a little food for thought. I could go on about coaching stuff at this point, but I won't. I'm going to think on it a while. Why not do the same?
"Football is not just a matter of life and death. It's much more important than that."
And there was me thinking it's only football....!
Fortunately, very few of us have lives depending on our daily business decisions but wouldn't it be great to be as passionate as the pundits? There's a school of thought that says that to be truly passionate about our business endeavours, our business goals must be in line with not only our personal aims and ambitions but also our core values.
Are we in a position to have a business life that maps on to our personal goals? And our values? Do we know what our goals and values are?
When these things are out of kilter it helps to explain some of the ups and downs and time spent in the doldrums which affect us so often. The bursts of unsustained enthusiasm, the easy distraction from our paths. All could be explained by the lack of cohesion between goals and values.
More than a little food for thought. I could go on about coaching stuff at this point, but I won't. I'm going to think on it a while. Why not do the same?
Monday 14 June 2010
Short Video Update on Training Progress
I recorded a short video by way of update report on training for the upcoming events. Here it is....
Things go wrong. It's how you react that counts....
For those of following the 2010 FIFA World Cup, you may be in the same position as me. Which is disappointed. After lots of build up the first match took place and it didn't turn out as expected. In my case it was England Vs USA, a game that England were expected to win. The final result was 1-1. There were two big cases of things going wrong in that game and reaction to them will be key.
The first point is the result itself. For England to progress to the knock-out stages it's likely that they now must achieve a victory in Friday's game Vs Algeria. With that requirement comes added pressure for all involved.
The second point is that the England goalkeeper, Rob Green, made a howler of a mistake that could haunt him forever if he allows it to. A mundane shot requiring the sort of save he would normally make with his eyes close ended up in the net after he failed to simply get his hands behind the ball. An error a schoolboy would be disapppointed with. To make matters worse, his error was watching by millions of people across the globe.
I hope that Rob Green gets the support of his team mates and family at this difficult time but the fact is, none of us can change what has gone before. We can learn from it, react to it, try to ensure that the negatives don't repeat and that the positives very much do.
What is done is done. We are where we are. How we choose to go forward is what counts.
Once again, it's how we execute which is so vitally important. Review yesterday, plan for tomorrow, make it happen today.
The first point is the result itself. For England to progress to the knock-out stages it's likely that they now must achieve a victory in Friday's game Vs Algeria. With that requirement comes added pressure for all involved.
The second point is that the England goalkeeper, Rob Green, made a howler of a mistake that could haunt him forever if he allows it to. A mundane shot requiring the sort of save he would normally make with his eyes close ended up in the net after he failed to simply get his hands behind the ball. An error a schoolboy would be disapppointed with. To make matters worse, his error was watching by millions of people across the globe.
I hope that Rob Green gets the support of his team mates and family at this difficult time but the fact is, none of us can change what has gone before. We can learn from it, react to it, try to ensure that the negatives don't repeat and that the positives very much do.
What is done is done. We are where we are. How we choose to go forward is what counts.
Once again, it's how we execute which is so vitally important. Review yesterday, plan for tomorrow, make it happen today.
Saturday 12 June 2010
Here we go.....
So after a build up that seemed to go on forever, the 2010 football World Cup is now underway. South Africa got things underway amid much excitement and managed a draw against Mexico.
Tonight sees England Vs USA in Rustenburg. Four years of build up and expectation comes to a head now. The strategy and tactics are set. The squad is prepared and the fans are at fever pitch. As of tonight it's all about execution on the biggest stage for football and the highlight of many players' careers.
That's what it boils down to isn't it? The talking is done (unless you're a football pundit. I'm watching the match on ITV1 HD. Great picture and coverage). The training is over. The players have 90 minutes to make or break their World Cup campaign. Several sets of 90 minutes to win or go home in shame.
England expects.
We'll save the business chatter and analogies for another day.
For now, Come On England!
Tonight sees England Vs USA in Rustenburg. Four years of build up and expectation comes to a head now. The strategy and tactics are set. The squad is prepared and the fans are at fever pitch. As of tonight it's all about execution on the biggest stage for football and the highlight of many players' careers.
That's what it boils down to isn't it? The talking is done (unless you're a football pundit. I'm watching the match on ITV1 HD. Great picture and coverage). The training is over. The players have 90 minutes to make or break their World Cup campaign. Several sets of 90 minutes to win or go home in shame.
England expects.
We'll save the business chatter and analogies for another day.
For now, Come On England!
Tuesday 8 June 2010
Plan B?
If like me you've watched the BP oil spill drama unfold recently, you may have been left wondering something? What on earth happened to Plan B? Who would have thought that despite the (now evident) risks of operations at an amazing depth of 5000ft, there didn't seem to be a plan for what happened when things went wrong?
For BP, this must be a worst case scenario. As I write, its share price continues to tumble and the company is being vilified across the globe. On the late news this evening, Barack Obama was calling for the head of the BP CEO Tony Hayward.
Worse, much worse, an unprecedented ecological disaster is developing that is wreaking havoc on the US coast. Natural habitats are being destroyed, as are the livelihoods of many thousands of people.
Back to BP for a moment, it's worth bearing in mind that this could be any oil company who has fallen victim to these events. Rented equipment and I'm not sure that BP was even operating the rig when things went wrong. There must be a number of CEO's giving quiet thanks that it's not them in the firing line.
I don't have the answer to these particular issues of course, but there's a lesson to be learned for all of us from this sorry mess. Have a Plan B. Contingency planning is something we all need to do. Things go wrong. Despite best laid plans events often take an unexpected turn for the worse.
Let's give some thought to what the risks are, how likely to happen and how serious the outcomes might be. And then plan accordingly should the events ever happen in full or in part. Something is better than nothing.
Feel free to get in touch to discuss.
For BP, this must be a worst case scenario. As I write, its share price continues to tumble and the company is being vilified across the globe. On the late news this evening, Barack Obama was calling for the head of the BP CEO Tony Hayward.
Worse, much worse, an unprecedented ecological disaster is developing that is wreaking havoc on the US coast. Natural habitats are being destroyed, as are the livelihoods of many thousands of people.
Back to BP for a moment, it's worth bearing in mind that this could be any oil company who has fallen victim to these events. Rented equipment and I'm not sure that BP was even operating the rig when things went wrong. There must be a number of CEO's giving quiet thanks that it's not them in the firing line.
I don't have the answer to these particular issues of course, but there's a lesson to be learned for all of us from this sorry mess. Have a Plan B. Contingency planning is something we all need to do. Things go wrong. Despite best laid plans events often take an unexpected turn for the worse.
Let's give some thought to what the risks are, how likely to happen and how serious the outcomes might be. And then plan accordingly should the events ever happen in full or in part. Something is better than nothing.
Feel free to get in touch to discuss.
Tuesday 1 June 2010
A Path Less Traveled
Sometimes it can be good for the soul to take a path less traveled. This is a picture taken whilst out with Ted Labradoodle recently.
Tuesday 25 May 2010
Questions about local vs distance coaching
My thanks go to all who have been in touch recently. I've had a lot of questions about business coaching and a topic that has come up more than most has been on the subject of distance coaching. Specifically, does coaching have to be face to face? And does distance coaching work?
The short answers are "No" to the former and "Yes" to the latter.
So that's it. Thanks for stopping by....
Kidding!
I would liken it to distance learning which has opened up academic opportunity to millions that have previously not had the option of further education. Naturally, there are times when distant learning can be difficult. For example, if you're doing a science course and you have to run a complex experiment, it's unlikely you'll have a full lab set-up at home, but most of the time it works extremely well for all concerned.
One to one distance coaching can be hugely successful. I utilise calls, email and video-conference calls, typically via Skype.
Of course, there are times where it really does make sense to have a hands-on, on-site engagement and I do a lot of these, but for the most part, distance coaching can be highly effective.
To that end we have numerous overseas coaching clients as well as here in the UK, some of whom 100's of miles away and some extremely local. The internet makes the world a small place and technology is so good now that a client can be on the other side of the world and it just doesn't matter.
So there you have it. Distance coaching works. It takes commitment to putting in the time but it can be highly successful and extremely rewarding for all parties. Another advantage is flexibility. Can't fit a coaching session into your usual working day? This isn't a problem for either local or distant coaching. I have a number of executive coaching clients that prefer an out of hours time slot. And of course, if we're talking different time zones your 6am could be my 2pm and so on.
If you'd like to engage a business coach but have resisted due to lack of local resources or you're short of time during your regular working day, that needn't preclude using the services of a business coach. So feel free to get in touch to discuss your individual requirements.
Thanks as ever.
The short answers are "No" to the former and "Yes" to the latter.
So that's it. Thanks for stopping by....
Kidding!
I would liken it to distance learning which has opened up academic opportunity to millions that have previously not had the option of further education. Naturally, there are times when distant learning can be difficult. For example, if you're doing a science course and you have to run a complex experiment, it's unlikely you'll have a full lab set-up at home, but most of the time it works extremely well for all concerned.
One to one distance coaching can be hugely successful. I utilise calls, email and video-conference calls, typically via Skype.
Of course, there are times where it really does make sense to have a hands-on, on-site engagement and I do a lot of these, but for the most part, distance coaching can be highly effective.
To that end we have numerous overseas coaching clients as well as here in the UK, some of whom 100's of miles away and some extremely local. The internet makes the world a small place and technology is so good now that a client can be on the other side of the world and it just doesn't matter.
So there you have it. Distance coaching works. It takes commitment to putting in the time but it can be highly successful and extremely rewarding for all parties. Another advantage is flexibility. Can't fit a coaching session into your usual working day? This isn't a problem for either local or distant coaching. I have a number of executive coaching clients that prefer an out of hours time slot. And of course, if we're talking different time zones your 6am could be my 2pm and so on.
If you'd like to engage a business coach but have resisted due to lack of local resources or you're short of time during your regular working day, that needn't preclude using the services of a business coach. So feel free to get in touch to discuss your individual requirements.
Thanks as ever.
Friday 21 May 2010
Running a small business is a bit like training for MMA (Mixed Martial Arts)
Huh? MMA, Mixed Martial Arts? You might know it under a brand name of UFC (Ultimate Fighting Championship) or 'Cage Fighting'.
Now, before you think I've lost my mind - and if you see a tiny grey squishy thing rolling around on the carpet, it could be mine - MMA is a multi-disciplined sport encompassing a variety of fighting styles. Leading exponents would be expected to have advanced skills in a blend of wrestling (Greco Roman not WWE or Big Daddy style!), jiu jitsu (grappling, submissions, choke holds), boxing, kick-boxing, muay thai and others.
As well as developing skills and techniques in the fighting styles and the blending thereof, the fighter also has to work on stamina, strength, speed and power, as well as maintaining an appropriate bodyweight for his weightclass.
Sounds hellishly difficult doesn't it? It takes enormous levels of dedication, commitment and discipline to achieve success in this emerging sport (I say emerging as it's yet to break the mainstream media, although it already has a huge global following, especially the UFC). Oh, and they fight for up to 5x 5 minute rounds. I'm tired just writing about it.
Now think about what it takes to run a small business. You need to be multi-skilled also. We've probably heard the term 'Chief Everything Officer' which initially you could be forgiven for thinking is just an amusing spin on 'CEO'. But actually, it's a good description. Being a business owner or senior player in small business really can be about doing a bit of everything.
We need to be multi-disciplined. We have to be commercially savvy, be able to develop customer relationships, deal with suppliers, handle staffing matters, finance, sales, marketing, 'paperwork' and the list goes on....
There is also the issue of staying current. We have to make sure we don't fall behind the times.
We also know that if we let any of these areas slip we can get into trouble quickly. Not just because our days become chaotic. There are those pesky things called competitors out there that can makes our lives even more difficult, right?
The good news is that you're not in this alone. There's a wealth of help and advice at your fingertips. From business coaching, to accountants, to outsourcing, there's a plethora of assistance available to you at at a price to suit your budget.
So we don't all need to be exactly like MMA fighters. They have no choice but to be personally expert in every facet of their game. We have the luxury of being able to have an understanding of each area, and by ensuring we have expertise in the right places we can run successful businesses that stay fighting fit.
As a business coach I ensure that I am not only up to date with generally accepted techniques and methodologies, but I have also created my own innovative coaching style. If you'd like to discuss your business requirements or have a 'business fitness' review, feel free to contact me.
Now, before you think I've lost my mind - and if you see a tiny grey squishy thing rolling around on the carpet, it could be mine - MMA is a multi-disciplined sport encompassing a variety of fighting styles. Leading exponents would be expected to have advanced skills in a blend of wrestling (Greco Roman not WWE or Big Daddy style!), jiu jitsu (grappling, submissions, choke holds), boxing, kick-boxing, muay thai and others.
As well as developing skills and techniques in the fighting styles and the blending thereof, the fighter also has to work on stamina, strength, speed and power, as well as maintaining an appropriate bodyweight for his weightclass.
Sounds hellishly difficult doesn't it? It takes enormous levels of dedication, commitment and discipline to achieve success in this emerging sport (I say emerging as it's yet to break the mainstream media, although it already has a huge global following, especially the UFC). Oh, and they fight for up to 5x 5 minute rounds. I'm tired just writing about it.
Now think about what it takes to run a small business. You need to be multi-skilled also. We've probably heard the term 'Chief Everything Officer' which initially you could be forgiven for thinking is just an amusing spin on 'CEO'. But actually, it's a good description. Being a business owner or senior player in small business really can be about doing a bit of everything.
We need to be multi-disciplined. We have to be commercially savvy, be able to develop customer relationships, deal with suppliers, handle staffing matters, finance, sales, marketing, 'paperwork' and the list goes on....
There is also the issue of staying current. We have to make sure we don't fall behind the times.
We also know that if we let any of these areas slip we can get into trouble quickly. Not just because our days become chaotic. There are those pesky things called competitors out there that can makes our lives even more difficult, right?
The good news is that you're not in this alone. There's a wealth of help and advice at your fingertips. From business coaching, to accountants, to outsourcing, there's a plethora of assistance available to you at at a price to suit your budget.
So we don't all need to be exactly like MMA fighters. They have no choice but to be personally expert in every facet of their game. We have the luxury of being able to have an understanding of each area, and by ensuring we have expertise in the right places we can run successful businesses that stay fighting fit.
As a business coach I ensure that I am not only up to date with generally accepted techniques and methodologies, but I have also created my own innovative coaching style. If you'd like to discuss your business requirements or have a 'business fitness' review, feel free to contact me.
Thursday 20 May 2010
Battle of Wounded Knee
Not that one. Not the infamous massacre c. 1890. My left one. Of course! All is proceeding well in the attempt to fix the weakened joint as I attend to its every whim. Ice and heat, rest, specific exercises, weights, and cycling have all been employed in an attempt to correct the frailties that had crept in over time.
But no running for now. Which is a shame, but a necessary evil as I attempt to recover from the injury. But overall, things are going well, so reasons to be cheerful!
What does this have to do with business..? Well, not a lot specifically, although I did say I'd keep you updated with sporting exploits, good and bad.
That said, we often have what could be considered to be minor injuries in business with which we manfully struggle on. And just like I did with an injured knee, we can make matters worse in the process. I recently found out about 'referred pain' where you get discomfort away from the injury site, and also about overcompensating, where fit muscles take over from injured ones as a protective measure.
This happens all the time in business. How often has a star employee ended up exhausted and off sick due to carrying the weight of a team where one or more others don't pull their weight? This would be overcompensating.
Or a clearly failing department is ignored until it substantially impacts the business as a whole?
I was once called upon to coach a distribution company that had ignored the fact that it's warehouse and logistics group couldn't deliver the right goods, to the correct customer and the agreed time. It wasn't until customers started leaving in droves that the management called in the cavalry (see what I did there? :)). Was it fixable? Yes, but not without taking significant damage to reputation, finances and morale. I'd say this is considerable referred pain wouldn't you?
So whether it's a sporting twinge or a business niggle, address it early and often to stay fit and healthy for the long term. As we so often say, it not a sprint but a marathon!
If you have any business issues that you'd like to discuss or you think you'd benefit from a review of your business, please do get in touch.
Thanks as ever for stopping by.
But no running for now. Which is a shame, but a necessary evil as I attempt to recover from the injury. But overall, things are going well, so reasons to be cheerful!
What does this have to do with business..? Well, not a lot specifically, although I did say I'd keep you updated with sporting exploits, good and bad.
That said, we often have what could be considered to be minor injuries in business with which we manfully struggle on. And just like I did with an injured knee, we can make matters worse in the process. I recently found out about 'referred pain' where you get discomfort away from the injury site, and also about overcompensating, where fit muscles take over from injured ones as a protective measure.
This happens all the time in business. How often has a star employee ended up exhausted and off sick due to carrying the weight of a team where one or more others don't pull their weight? This would be overcompensating.
Or a clearly failing department is ignored until it substantially impacts the business as a whole?
I was once called upon to coach a distribution company that had ignored the fact that it's warehouse and logistics group couldn't deliver the right goods, to the correct customer and the agreed time. It wasn't until customers started leaving in droves that the management called in the cavalry (see what I did there? :)). Was it fixable? Yes, but not without taking significant damage to reputation, finances and morale. I'd say this is considerable referred pain wouldn't you?
So whether it's a sporting twinge or a business niggle, address it early and often to stay fit and healthy for the long term. As we so often say, it not a sprint but a marathon!
If you have any business issues that you'd like to discuss or you think you'd benefit from a review of your business, please do get in touch.
Thanks as ever for stopping by.
Monday 17 May 2010
Who are you and what do you do?
I recently sat down with a small company that was asking for help with its marketing. Huh? Yes, marketing. I have many years of sales and marketing experience and I get asked to help in this area often, along with my innovative business coaching engagements.
What was fascinating about the conversation was that having sat and listened to what was required and what the end result should look like, I asked what I thought were some basic questions. How are you positioning yourself versus your competition? What is your USP, if any? What are your core focus areas and what are you secondary areas of interest? What is your strategy going forward in terms of emerging markets and technology?
Long silence.
I suggested that it might be a good idea to have this information before throwing large sums of money at marketing campaigns. And that having some supporting collateral would also be useful.
Nodding heads.
So what are the answers.....? Long silence.
Would it be beneficial to have some time with the key stakeholders in a room together to get this stuff worked out? Nodding heads.
The next step is a one day session working through these very key areas, with me acting as the facilitator. A good facilitator doesn't need to have industry specific knowledge but in this case I know the customer's marketplace very well so can add even more value to the process.
As a coach I enjoy the role of facilitator and it's a role I do perform well (I know that sounds immodest but it's true). If you find yourself with a need to 'fill-in the blanks' for your business or for a particular project, feel free to get in touch. I'd be happy to act as coach or facilitator for you. Just leave a comment and I'll get right back to you.
What was fascinating about the conversation was that having sat and listened to what was required and what the end result should look like, I asked what I thought were some basic questions. How are you positioning yourself versus your competition? What is your USP, if any? What are your core focus areas and what are you secondary areas of interest? What is your strategy going forward in terms of emerging markets and technology?
Long silence.
I suggested that it might be a good idea to have this information before throwing large sums of money at marketing campaigns. And that having some supporting collateral would also be useful.
Nodding heads.
So what are the answers.....? Long silence.
Would it be beneficial to have some time with the key stakeholders in a room together to get this stuff worked out? Nodding heads.
The next step is a one day session working through these very key areas, with me acting as the facilitator. A good facilitator doesn't need to have industry specific knowledge but in this case I know the customer's marketplace very well so can add even more value to the process.
As a coach I enjoy the role of facilitator and it's a role I do perform well (I know that sounds immodest but it's true). If you find yourself with a need to 'fill-in the blanks' for your business or for a particular project, feel free to get in touch. I'd be happy to act as coach or facilitator for you. Just leave a comment and I'll get right back to you.
Break, Fix, Improve - Part 2
OK so we knew this one was coming!
In the previous post we were talking about something being broken, fixed and improved, in order to be stronger. In that post the subject was me. And a dodgy knee caused by my stubborn stupidity amongst other things.
But you have to admit that the parallels to businesses with issues are striking. Think of this. There's a business problem, albeit small, and so you ignore it. It's gets a little worse but you can still work through or around it. Eventually the issue can no longer be ignored. It's got to the point where the business can no longer function normally anymore.
So what should one do? Limp along with a fundamentally broken business, whilst losing valuable customers and staff? Or maybe look to address the issues? And in doing so work to ensure that the problems are dealt with and unlikely to return. And of course finally, to not only fix the immediate issue but to become stronger for the experience.
All sounds very obvious so far right? But you'd be amazed by how often issues are just left to fester. Things either slowly fall apart or people learn to live with them.
One of the many things a business coach can do is help organisations to deal with exactly this kind of scenario. Sometimes it takes an 'outsider' to be the bad guy, to call it as it is and suggest appropriate responses and changes. The keys are objectivity and independence. A coach has a brief to help the business. Whilst it's important, in my opinion, to have an understanding of the broader scenario, a good coach will work to the brief for the benefit of the business, without being swayed by politics or other influences.
We evaluate a problem, propose remedies, assist in implementation if required and help you and your business emerge stronger than ever.
In fact, we help with this scenario more than any other. If the above is familiar to you or there's another issue or question that springs to mind and you'd like to talk it through with me, please do get in touch. I look forward to hearing from you.
In the previous post we were talking about something being broken, fixed and improved, in order to be stronger. In that post the subject was me. And a dodgy knee caused by my stubborn stupidity amongst other things.
But you have to admit that the parallels to businesses with issues are striking. Think of this. There's a business problem, albeit small, and so you ignore it. It's gets a little worse but you can still work through or around it. Eventually the issue can no longer be ignored. It's got to the point where the business can no longer function normally anymore.
So what should one do? Limp along with a fundamentally broken business, whilst losing valuable customers and staff? Or maybe look to address the issues? And in doing so work to ensure that the problems are dealt with and unlikely to return. And of course finally, to not only fix the immediate issue but to become stronger for the experience.
All sounds very obvious so far right? But you'd be amazed by how often issues are just left to fester. Things either slowly fall apart or people learn to live with them.
One of the many things a business coach can do is help organisations to deal with exactly this kind of scenario. Sometimes it takes an 'outsider' to be the bad guy, to call it as it is and suggest appropriate responses and changes. The keys are objectivity and independence. A coach has a brief to help the business. Whilst it's important, in my opinion, to have an understanding of the broader scenario, a good coach will work to the brief for the benefit of the business, without being swayed by politics or other influences.
We evaluate a problem, propose remedies, assist in implementation if required and help you and your business emerge stronger than ever.
In fact, we help with this scenario more than any other. If the above is familiar to you or there's another issue or question that springs to mind and you'd like to talk it through with me, please do get in touch. I look forward to hearing from you.
Break, Fix, Improve
For those of you who don't know, I like to run. I'm not saying I'm any good, I just enjoy it. Outside or on the treadmill, running enables me to clear my mind and to stay fit at the same time, as well as catching up with my iTunes library. Just recently I've had a niggle in my left knee. Nothing too bad to start with, but I ignored it and it got progressively worse. A few days ago I was running on my treadmill (thinking this would be easier on a sore knee!) and I had to stop. It suddenly really hurt and I slowed to a walking pace. After a few minutes the pain had cleared and I upped the pace once more. For a about 5 seconds, and BAM! My knee just gave out. Finally, I took this as a sign to get off, apply ice and to check out symptoms, diagnoses and suggested treatments.
So here I am needing to train for a 20K off-road event next month and unable to run. I need to rehab my knee first before entertaining serious training. I ignored the warning signs and I'm now paying the price.
The good news is that I've established that I neglected some things in my training which, along with just plain doing too much too soon, contributed to the injury. So along with fixing this particular problem, I now know how to improve my fitness regime.
I will come back stronger.
Business parallels? You bet! One for next time.....
So here I am needing to train for a 20K off-road event next month and unable to run. I need to rehab my knee first before entertaining serious training. I ignored the warning signs and I'm now paying the price.
The good news is that I've established that I neglected some things in my training which, along with just plain doing too much too soon, contributed to the injury. So along with fixing this particular problem, I now know how to improve my fitness regime.
I will come back stronger.
Business parallels? You bet! One for next time.....
Friday 14 May 2010
Spikes and troughs
As you may have read in a previous post, each and every one of us is subject to the influence of circadian rhythms and our body clock. We are all influenced, every day, by the ups and downs of our energy flow.
This subject, combined with some of my own recent business experiences, got me thinking about the peaks and troughs that our businesses experience and the levels of productivity we attain during these periods.
The week after Easter I worked really hard trying to follow up with clients, chasing open proposals and attempting to connect with new prospects. At the end of the week I was exhausted, disappointed and generally de-motivated.
The reason for this is that here in the UK we have a holiday on the Friday before Easter Sunday as well as the Monday. The rest of the week is often taken as vacation to coincide with the school holidays and to get 10 continuous days out of the office using only 4 vacation days!
I know this. I know it’s like it every year. I don’t know what I was thinking. I guess I got a little carried away by all the great things going on at the moment. But I kept hammering away to little avail. The lights were only dimly on and nobody was at home. And yes, that applies to me too! But hey, I’m human and still make mistakes. At least this time I feel I've learned the lesson.
What would I have lost by focusing on work that I could just do in isolation and taking a couple of days out to spend with my own children? My guess is nothing. I could have a had a great week, enjoyed time with my kids and come back the following week refreshed and raring to go.
If we extrapolate my example across all the businesses out there, how many of us foresee, for example, the seasonal shifts and plan around them to maximise our productivity. How many of us waste time, energy and money in the wrong place and at the wrong time? Heading for a slow period? What a great time to give your customer facing staff some training. If there’s little going on it’s not going to hurt to take your sales reps off the road for a few days in order that they go back out there up-skilled and motivated right?
Incidentally, if you want access to the best sales training on the market, contact us please. We partner with a company that delivers astonishing results and we get great rates in the process!
The converse is also true. If there’s a busy period coming up you’re going to want to ensure that all your staff are ready to go, and absolutely not booked on training or out on vacation. In today’s business climate, a slow response to email, a couple of rings too many on the phone and that customer or prospect it gone. And then you have to spend a ton of money to get them back.
So to recap, let’s give some thought to planning around seasonal or industry peaks and slumps to maximise our productivity, results and motivation!
If you’d like help in planning for these events or more information regarding leading edge training programmes, please get in touch at andrew@acquirebusiness.net or go to my company site and use the contact form by clicking here.
Thanks for stopping by and please visit again soon.
Thursday 13 May 2010
Just Do It
Just Do It. It’s easy to say and sounds especially cool as a certain sportswear company’s strapline. Carrying on from the procrastination blog article I wrote recently, I’ve come to the conclusion that whilst we can dress it up anyway we like, most if the time it comes down to just do it. Plain and simple.
I had to smile yesterday when I was pointed in the direction of endurance sport coach Martin Yelling’s blog. He struck me as a man fed up with being asked for magic cures for how to fix all running-related ills, in particular about achieving a faster time. Read the article and you’ll see phrases like you have to want it and questions such as how much are you willing to invest to achieve your goal? Of course, in sport we’re talking time, blood, sweat and tears. Is it any different in business or in handling our careers? My answer to that is that whilst there are some striking parallels, it doesn’t have to be that way. If you take running as an example, there simply is no substitute for putting in the miles. The long runs, the speed work, the hill climbs and various other training techniques. We can be guided, but nobody can do those miles for us. In business however, there’s a wealth of experience and talent that can be called upon to help us achieve our goals.
Whether we need help establishing those goals in the first place (you may remember the woods for the trees post), assistance in defining a plan and executing on it, or getting somebody else to do the work for you, it’s all there. Usually at a cost admittedly, and we sometimes have to suck a few lemons in the process, but the expertise you need to help you develop your business whilst avoiding the common pitfalls is right here at your fingertips. I'm not going to claim to have the panacea for all ills and if I can't help you I'll tell you. It might be that I honestly think you should throw in the towel, go do something else. However for the vast majority of cases my colleagues and I have the expertise to assist and make a tangible difference to your business or career.
So like Martin Yelling I’ll ask you a few questions;
- What do you want to achieve?
- How much do you really want to achieve it?
- What do you need to do to make this aspiration a reality?
- Are you prepared to invest the time and/or money to make the change?
- How will you know when you’ve achieved it?
- Are you prepared to take the action required to get there?
Give it some thought, and when you’re ready, just do it. Take a step forward. You can contact me or outline your new plan yourself. Maybe sit down with trusted friends or colleagues. Whichever you choose, just do it.
If you’d like to talk through your current situation and where you’re looking to go, please do just contact me at andrew@acquirebusiness.net.
Thanks for stopping by.
PS – I’ve taken my own medicine on both the running and the business front and guess what? It works!
Subscribe to:
Posts (Atom)