Working the plan to be successful in business.

I encourage my clients to develop an action plan for their business. This is a thirteen week strategic plan that lays out the specific tasks they plan to accomplish each week during the next quarter. The plan is important because without it you'll quickly lose focus. It's also important that you get the planning out of the way so that you can move forward and focus on meaningful ACTION.

Action is necessary for success, but the plan is so important because only the right kind of action will result in true accomplishment. It's not enough just to stay busy.

There are days when I drive home and I feel beaten, defeated, in the dumps...just terrible. These are the days when I was busy but I failed to get anything meaningful done. They are also the days when I didn't plan or when I didn't stick to the plan. I have long been in the habit of sitting down the day before, usually at the end of the day, and planning my tomorrow. If you've never done this I would encourage it. You have much greater peace of mind in the evenings and your brain starts to subconsciously work on the upcoming tasks. As a result you get to work the next day and you hit the ground running.

However, there are days when I get distracted, when I find it hard to stick to the plan. There are two ways that I combat this and try to make sure I drive home feeling like I've accomplished something during the day. First, I try to make sure someone is holding me accountable for everything on my plan. Sometimes I've promised something to a client so I don't have a choice but to get it done. Sometimes I'll ask my staff to hold me accountable. When I know someone else is looking over my shoulder I'm much less likely to get distracted.

Second, I try to envision that feeling I want to have when I'm driving home at the end of the day. I take just a brief moment and picture myself having accomplished everything on my list. I picture myself tired from a hard days work but invigorated by all that I've achieved. I picture the outcome that I want and that helps me stay focused on the tasks needed to get there.

So take a few minutes and decide what you INTEND to accomplish today. Start working your plan in bite sized pieces and keep moving forward. If you have one of those days when you don't feel like you've achieved much take a time-out and plan tomorrow. Then get some rest and forget about it. I've found this helps get back on track.

“Attitude is a little thing that makes a big difference.” Sir Winston Churchill

Earlier this week I had the opportunity to speak to a group of business owners from the Longboat, Lido, St. Armand's Key Chamber of Commerce. I ended our time together with the above quote. I'm a big believer in attitude. One of my good friends, Andrew Vac, has coined the tag line "Great Attitude, Great Results!" Not only does this describe Andrew to a "T" it serves as a reminder to the rest of us that you seldom find one without the other.

In my mind there are three reasons attitude makes such a big difference. I'm sure there are more but these just seem stupidly obvious to me and I can't understand why more people don't latch on to them.

First, a bad attitude clouds judgment. People with a bad attitude think "No, that won't work" before they ever get a chance to hear the whole idea. When we work with business owners on strategy and management decisions we're throwing a lot of ideas up on the wall. If an owner has a bad attitude those ideas get shot down like clay pigeons before they ever have a chance to make it to the white board. If there's one sure way to fail in business it's to try nothing new and keep doing the things that don't work. This is the rut most people with a pervasively bad attitude find themselves in. By contrast a positive attitude invites new ideas, encourages people to talk and think and not be afraid of failure. A positive attitude invites participation and puts you in the frame of mind to say "what if..." and "why not..." rather than "no, that won't work."

Second, people with the right attitude have more energy. People in a bad mood don't feel like doing anything, anything that is except shooting down other people's ideas and making the rest of the world as miserable as they are. I'll be the first to admit that energy and enthusiasm aren't the panacea that will save any business. But I will say with conviction that no business owner who mopes around in a bad mood, putting off decisions and lacking a bent toward action will realize success. A good attitude puts you in the frame of mind to tackle tough tasks, deal with difficult individuals and stop procrastinating.

Third, people with a great attitude attract others. People with a bad attitude repel others. That goes for everyone. If you have a great attitude you attract customers, good employees, better vendors, valuable business partners and uplifting personal relationships. If you have a bad attitude you push all of these people away and are left with customers who don't like to deal with you but have to, employees who only show up for a paycheck, vendors who could care less, few friends and a family that walks on egg shells when you come through the door each night.

Having a great attitude isn't the magic pill that will bring you success but I believe that without it you'll be stuck with a mediocre business and worse, a mediocre life. The best way I know to get back in the right frame of mind is to start expressing gratitude for all that I've been blessed with. I start with my wonderful family, the beautiful home that we live in, the employees and customers I get to call true friends, the business associates who share my faith and lift me up in prayer each day....as the list goes on and on I find it impossible to remain in the dumps for very long. You'll find that after this exercise your mind starts to craft ideas and action plans that address your areas of anxiety. You stop worrying and start acting. An open mind and a positive mental attitude are the best tools for problem solving. I think they're also the best tools for living a life of fulfillment and enduring success.

Golf and Business

I love golf! I love everything about it: being outside, the competition, the mental challenge, the constant improvement. The only thing I don't like is that I don't get to play often enough. Golf and business have long been associated with one another. I personally don't like to do deals on the golf course, but there's no denying that it can be a great place to build relationships, business or otherwise.

In my constant search for analogies that illustrate the challenges our clients face I recently found myself relying on a golf metaphor to get my point across. I've been to a few professional golf tournaments and I've yet to hear a player in the fairway ask his caddy "How far away are we from the tee box?" To the uninitiated, players "tee off", land in the fairway, and then hit an approach shot from the fairway to the green where they putt the ball in the cup. What is important when you are in the fairway is how far you must hit the ball to the green, NOT how far you just hit it from the tee box. It's the NEXT shot that's important, not the LAST one. I was once standing beside the fairway at a PGA event and a player asked his caddy how far it was to the hole. The caddy replied "It's 156 or 157 yards" to which the player responded indignantly "IS IT 156 OR 157?!"

Here's the problem. Most business owners are much too concerned with how far they hit the ball from the tee box. Rather than focus on what comes next, rather than get their yardage 100% accurate so they know how to plan and execute the next shot, they spend their days worrying about the fact that they just hit a lousy shot. Or worse, they bask in the glory of some recent accomplishment and spend little or no time thinking about what should come next.

Competitive golfers and good business people always have their focus on what comes next. The execution that occurs in the present is a bi-product of long hours of preparation and practice. For the golfer this means going to the practice range and hitting shot after shot until the execution is automatic. For the business person it means finding and mentoring good people and putting good business processes in place. What separates great golfers from good ones and what separates great business leaders from the rest is an ability to envision the shot that comes next. They know where the ball needs to be after the next shot to give them the greatest chance of success. When execution doesn't deliver the shot they expect they adjust and plan the next shot. They don't get distracted by the mis-hit.

I've played golf with guys who hit one bad shot and it ruins their entire day. They get mad and frustrated and so they hit another bad shot. They start to feel the pressure and then they try to pull off a shot that they just can't hit because they haven't put in the hours of preparation and practice to hit those types of shots consistently. Soon it's an ugly down hill spiral that makes for lousy golf scores and lots of ribbing from the rest of the group.

I've also played with guys who hit a bad shot, maintain their composure, get back on track, limit the damage done to their score and move on to the next hole to resume a great round of golf. This resilience has more to do with mental maturity and toughness than physical ability or preparation. Business is much the same way except that our "shots" are played out over weeks and months instead of minutes. The ability of a business owner to gather his thoughts, regain composure and move on is a key ingredient in long term success.

One final golf analogy, and this one's important. I can't tell you how many times I have hit a booming shot off the tee box 270 or 280 yards, then hit a phenomenal approach shot another 120-130 yards. Then when I got up on the green I missed a four FOOT putt to win the hole. Very often in business it's easy to do the big things successfully, but at the end of the day it's executing the SMALL things to perfection that determines ultimate success. Here's the thing, in golf sinking a four foot putt is not as glamorous as hitting a ball 300 yards. But it doesn't matter, whether you hit it 300 yards or 4 feet the strokes count the same. In business you can do everything right and forget a prospect's name and the sale is lost. You can build a great compensation scheme but if you fail to tell your employees you appreciate them they won't care about your company. You can manufacture a great product and put the wrong packaging on it and it won't move off store shelves.

So here's the lesson: First focus on what comes next and leave execution to your planning and preparation. Second, don't let a bad decision ruin your outlook for the business or your prospects for success. As one of my golfing buddies says "Take your medicine" and move on. 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Sightspeed as a business communication tool

I like gadgets and technology but I'm not exactly an early adopter. Sightspeed has been around for a while, and although I've just discovered the program it is easy to see why it's become so popular. Sightspeed is a video conferencing application. It's easy to use, cross platform (doesn't matter whether you have a Mac or a PC), and it allows you to send video email. Overall, it's the best solution I've found for video conferencing/email applications.





Does cool=innovation?

I'm becoming a big fan of Bill Sheridan. Earlier this week I referenced one of his posts that talked about hall of fame football player Raymond Berry. Today I was reading through his blog and came across on older post recapping a presentation by Jeremy Gutsche at the Digital Now conference. This is good stuff. Among the excertps...

"Culture eats strategy for breakfast," Gutsche said. "If the culture isn't ready for it, your strategy won't matter."

Crisis equals opportunity. The most successful reaction to crisis often is, "We've got nothing left to lose. Let's go for it!"

A significant percentage of your creations (or ideas, or strategies) must fail. I love Gutsche's analogy for this one: To climb bigger hills, you first have to give up your seats atop the small hills. "Complacency," says Gutsche, "will be the architect of your downfall."

Innovation starts with observing your customers in their zones. Get close to your customers in their environments and find out what's important to them.

And finally, reset your expectations. "There is no point in innovating," Gutsche said, "if you think you already know the answers."

Visit Sheridan's post here where you will find more info on Gutsche and a link to a video of the presentation.