2008: will it be great?

So, I hope you made it through the New Year’s Eve celebration in good shape. Are you one of those people who make all kinds of resolutions each year? Do you actually follow them or do they die off in six weeks or so? Most people aren’t that serious about their resolutions. I don’t know why they even play the head game. I don’t make them and I can’t say that I ever have. I do have a list of goals and things I want to work on every year, all of which are an extension of and an improvement of the way I live my life. They are in line with the balanced life I wrote about in the previous blog. Do I reach them all? Nope. Do I make progress? Yes.
I think it’s more important to make progress; to use a football term, it’s to keep moving the ball down the field toward the goal line. Some plays work, some don’t. You get knocked down once in a while and you have a choice- get up or quit. Too many people quit…because it’s easier to quit than to keep pushing forward. Instead of working out and eating right it’s easier to sit on a love seat, watch TV and grow the love handles. It’s easier to sleep in a bit rather than get up 30 minutes earlier to work on your personal or professional development by reading or listening to audio.
My goal is always the same- to score. You can only do it of you have a game plan to reach a goal (or, set of goals). I make a plan every year. If you don’t have a plan or haven’t made one in the past and you’ve had problems or challenges every year, maybe this is the year to start.
There are plenty of resources on the web and in bookstores and libraries on personal development and goal setting. Two books I’ve found valuable in the past are The 7 Habits Of Highly Effective People by Stephen Covey and The Success Principles by Jack Canfield. Both were long time best sellers and it’s clear why. They are easy to read and understand, while at the same time being practical, highly insightful and instructive. All of us can get a lot out of these and we all need a little help.
You’re going to get knocked down this year. Are you going to get up? Will you have a plan to keep moving forward with the goal to score?

New Year Is Coming Up Fast…again

OK, so tell me again…where did the year go? Why is it every year seems to blow by faster than the year before? Is it because I’m getting older or because as people living the 21st century we’re all cramming a lot more into our hours, days and weeks. I think it’s a bit of both. One is controllable, one is not. I’m not sure that cramming more stuff into life is all that bad. If you like what you do in your career and your personal life is filled with activities you really enjoy, what’s bad about that?
There’s no doubt that every year gets a little bit faster paced and I think technology drives that. We’re expected to do a lot more in less time in almost every area of our lives. Sometimes I am amazed when people send an email and expect an answer right now. Can’t anything wait? I’m not sure what 2008 will bring except for one thing- more speed. How I control it will be up to me, in large part (sorry, we can’t control everything).
So, it’s OK to be in overdrive if you are in control, if you are proactive. It’s only when we’re doing things we dread, don’t enjoy, feel we have to do, that being too busy takes a toll. Negative energy is not a good thing. Having your core soul slowly depleted robs you.
Working on more balance and life pace may or may not be the answer for everyone but it is for me. I need variety and part of that variety is working hard on my business, working out, and recharging. For me, 2008 will probably be packed with activities and I’ll be posing the same question next year at this time.

Getting Closer To The Solstice

Brrr, it’s chilly out there. If you live in the northern climates, as I do in Seattle, the days are short and cold. We usually see the morning light (notice, I didn’t say sun because there isn’t much of it these days) around 7:45am and dusk starts around 4:15pm. It’s dark and dreary, and the constant cold rain doesn’t help to lift one’s spirits. It’s no wonder we drink so much coffee and hang out in cafes here.

Ah, but my spirits lift right after the winter solstice! Yup, each day will be getting a bit longer. And, by the end of January I can start to see the difference. Typically, along with this our weather starts to improve. So for me, the worst is really over after tomorrow. It’s time to break out the sunglasses, sunscreen and shorts! OK, OK, I got a bit carried away.

The passing of solstice really does help me and gets me pointed to thinking about next year. It gives me renewed vigor and hope. I can be an optimist again! No more of these dark, depressing days. It’s time to start planning and thinking about winning big in 2008! Every day, every week, every month and every year brings a new opportunity. I’m choosing to win big next year- how about you?

Keeping Focused

Well, if you watched any of the Seahawks game yesterday you could tell that there was a lack of focus and execution. This is a team that was on a roll with five straight wins and just the week before had clinched the division, seemingly assuring themselves of at least one home game in the playoffs. In Seattle, that’s a big deal because the home crowd noise is the loudest in the NFL. The home crowd at Qwest Field most definitely contributes to many penalties for the opposing team. It’s super tough for them to win here. So, there was plenty of incentive to keep the momentum going.
Was there a let down? It sure appeared that way. Is there application for your business? I think so. Sometimes a business gets on a roll and gets complacent. I’ve seen it and been a part of it. You start thinking you have the answers and that customers are just thrilled to do be able to do business with you. You start missing the little things and carry a false swagger. Your customers notice and your competition is all to happy to step in and take care of the things you aren’t.
As the year ends, especially if it’s been a great one, don’t let down.

transition from my other blog

12/11/2007
Teleseminar Is Coming

I’m excited, because not only is it the Christmas and Holiday Season, but I get to announce something cool- the start of my web-based Teleseminar series for 2008. This is really going to be a dynamic and interesting series and I’d like to invite you to help me with part of it as a listener. The program is moderately priced and includes a monthly 60-minute conference call where I will be interviewing experts in various fields including sales, marketing, networking, insurance, or other areas that will add value to your professional development and knowledge. You can listen in by telephone or, listen and send in questions to me and my guest on the internet.

What makes a telemseminar so great is that, unlike a webinar or web video, you don’t have to be in front of your computer to get the content. You can dial in on your cell from your car while you’re stuck in commute traffic. And believe me, this will be way more interesting than listening to hokey ads (c’mon, how many times do you need to hear about the plumber?) and mindless chatter (oh great, another story about Britney or Iraq) on the radio. OK, well maybe not as interesting as your favorite music (to date myself…Hendrix and Metheny), but more educational and practical.

You’ll want to check out my website after 12/14/2007 @ www.performabusdev.com, for dates and details on the guest speakers and cost schedules. I’m not kidding- this will be good! BTW, you should check out my friend Dan Weedin’s teleseminar series also. Go to www.toroinsurance.com or www.danweedin.com. Dan is one of those rare people who is really good at two things- he’s a top level speaker (hire him for your next event) and commercial insurance consultant (wanna save money in your business? call Dan). Check out his blog also!

12/04/2007
Happy Holidaze

So, the holidaze are upon us. What does all of this stuff really mean for us and why are we doing it? Is this just some commercial season wherein we indulge ourselves and others with gifts, sometimes out of guilt, sometimes out of being told to (bring a gift to our office/association/group party)? For those of us that ‘have’ it seems a bit silly at times. The older I get the more I realize that so many people are really misguided about the whole thing. I have to admit that throughout a large part of my life I was playing this game wrong. I will also state that I definitely appreciated and valued the gifts others gave to me, so for sure I wasn’t ungrateful. But over the past few years, and maybe it’s because of age, I really desire to have less and less stuff. It’s experiences and relationships that matter most. I think most people know that but a lot of us don’t live that. And my Christian faith sure points to relationships as much as anything. There’s a longer term, bigger picture that needs to be considered, with less emphasis on WIIFM(e) and more emphasis on WIIFY(ou). Life is a gift- open it an enjoy with others.

11/25/2007
Thanksgiving Week Recap

I had a great time over the last week. Thanksgiving is always one of my favorite holidays (and, it’s not the pigging out at dinner part) and this year was no exception. In fact, it ranks right up there at the top of my all time favorites list. My wife and son and I went to Florida, the south gulf coast area, to visit our folks and my sister. Not only was the weather perfect for the entire week, but we spent a lot of quality time with our parents. Fortunately, they are all within 30 minutes of one another. Now that they are all older we really appreciate them even more and value their love, friendship and support. We are truly blessed to have all of our parents living- so many people can’t claimn that- and we don’t take it for granted. We had a great time walking the beaches, catching up and reminiscing about old times. OK, I’ll admit that the Thanksgiving dinner was excellent and I did stuff a bit too much into my body…

My daughter had an even cooler week-plus. She went to Ecuador for a college trip (counts for credits too!) and had a ball. The people are great and the entire experience was enriching.

Now, we enter the Christmas-Holiday Season and I am looking forward to that also! I love all the activity and madness, and it always brings back fond memories.

Have a super week and enjoy things yourself!

11/12/2007
What We Own In Our Heads

It seems to me that one of the hardest things for us to do is give up what we own in our heads. What we think, feel, believe and remember becomes a concrete truth for us and inhibits our ability to suck in new thinking. But, it’s not the truth for someone else. I see this in all areas of life in the people I interact with. Business people get committed to a course and don’t allow for new ideas. Religious leaders of many faiths become judgmental and exclusive. Politicos…maybe they’re another story because most of them have an oozing, jello-like truth…fluid and flowing to fit the latest sound bite in order to retain or gain power and influence.

Stephen Covey and others talk about the paradigms in our heads. They’re neither good nor bad- they just are. How we act on our behavior and thought patterns is another thing. Are we open to new ways of thinking and looking at things or do we shut things out? How does that square with the concept of being grounded in one’s morals, ethics, and beliefs? Isn’t it actually good to have a set of standards and not be wishy-washy or all things to all people? I think so; just as long as we’re open to real inspection and analysis of other views and we’re not automatically hitting the delete key.

11/06/2007
Leadership
Leadership is a term that is used somewhat casually or loosely these days. It seems that every time we turn around someone has a new book or column on leadership. Who is a leader? Can anyone be a leader? What’s involved with leadership?

Definitions
1- Leader: a guiding or directing head of an activity or organization.
2- Leadership: the position of guidance and the ability to lead or direct a course of action.

Who is a Leader?
A leader is someone who guides activity and directs a course of action and by doing so exercises leadership. It also entails a willingness to be responsible for something and to have a clear vision of an outcome.
Can anyone be a Leader?
As a matter of fact, yes! People of all kinds are leaders in various functions, organizations and situations. You don’t have to be a CEO, President, Big Cheese or whatever to be a leader. You just have to be someone who takes initiative to guide an activity or organization toward a desired outcome. You have to be one who steps up to the plate, takes control, and both shows and demonstrates the way. And, you can do it with your own style, whether you are an extrovert or introvert. Here are two extremes of this, both highly effective and influential leaders: Steve Jobs, founder and Chairman of Apple Computer, the ultra cool
technology company and the late Mother Teresa, who quietly ministered to thousands of poor people and changed lives. There are many more examples and I’ll bet that you can think of quite a few.

11/01/2007
Cash Is King

This is commentary, revised, from an earlier e-newsletter I put out. I thought it still has relevance, particularly for businesses in the middle of a sales up-tick.
Often, business owners get caught up in the onslaught of orders. While it’s exciting and fun to have sales growth, more business brings many more challenges. Keeping or losing customers is reflected in how you manage the activities and tasks to process many more orders and still meet customer quality expectations and deadlines. You can only screw up so many times or you are out!
Here’s another critical one: CASH. Cash availability is a major issue for small businesses. The old saying ‘Cash Is King’ couldn’t be truer. How do you stay ahead of the sales curve and maintain an adequate cash cushion for today and tomorrow to run your business? One of the major reasons businesses fail is not a lack of sales. It’s a lack of cash.

Do you have a cash management plan? If not, take just one day in the next month to review your sales dollars booked, cash receipts and cash disbursements over the past quarter. Typically, there’s a lag time between cash disbursed and cash collected. This is known as the trade cycle and if yours is not where it should be you could be caught by surprise.

10/29/2007
A New Day In A New Week

Ever have a day where you just can’t seem to put anything together or you don’t have a head full of ideas? Today is that day for me. Try as I might I can’t come up with anything that peaks even my own interest. I seem to have a creative gap. So, the best thing to do is to toss it aside and get back to my work, of which I’m way behind. Is it just me or are we all almost always way behind?

I don’t know about you but the amount of emails that fill my In Box is astounding every day. Most are legitimate. They’re just time consuming. Another thing in our ‘connected world’ is that everyone seems to think you must be available 24-7 to check their specific mail and respond instantly. There’s something wrong with that picture. The best thing to do to handle the volume is to set aside part of a day to check emails. Don’t get caught up in constant checking or you never get anything done.

To a more creative day later this week…

10/25/2007
Me, Inc.

In the bestselling book, Built To Last, authors Jim Collins and Jerry Porras present case studies and stories about numerous gold standard U.S. companies. One of them is Boeing. Founder Bill Boeing’s first airplane was a failure and as such he was forced to manufacture furniture for a few years in order to keep his company in business. In this section of the book, the authors are detailing how great companies don’t often rely on one big great idea to determine their success. They are bound by a philosophy of doing whatever it takes to build a great company. Building a great company, with all of the right stuff in place, will ensure that success will come.

I think that’s instructive for small businesses (and their owners) and for individuals. Why? Because everyone of these gold standard companies started out as a small business. For sure, every small business is in the business of providing certain products or services for a specific market. But at the core, every small business should be focused on what it takes to be a really well run operation with an engaged and productive team. And, as individuals we should be focused on what we’re doing to grow our own capabilities and to leverage the skills & attributes we have. We really should be working on building Me Inc. and ensuring that the work we are doing is going to lead to sustainability and prosperity…unless of course you don’t care about that.

10/18/2007
Are You Doing Your Homework?

Are you doing the things you need to for your business? Sure, the economy is firing on all cylinders in the Northwest, but what if there is a flattening or downturn of our economy in the next few years? It will happen- it is only a question of when.

Following are some basic questions for your consideration:
Do you have an annual business plan in place? Do you have a marketing plan? If not, you better get these ready for 2008! Have you studied your market and customer base? Do you know the various business factors that affect your customers and in turn affect the health of your business? Are you developing a rock solid prospecting plan and sales process? Do you have measurement systems in place to know where your sales are and what they will be over the coming quarter? What is in your sales pipeline? Do you know about every opportunity and the sales cycle for each, and do you track your closing ratio? Are your sales conversations super effective and disciplined so that more deals are closed more quickly? Have you taken the time to examine your various product or service offerings to fully understand your gross margins? Do you really know what your gross margins are? Is your organization operating as a bunch of individuals or are you really a top notch, engaged TEAM? Do you have a constant flow of new ideas that will improve your business operations internally and provide value to the market?

These are just a few of the basic questions that every business, large or small, needs to examine on a regular basis. Is it time for you to do your homework?
Quick note: if you’re in the Seattle-Bellevue, WA area, you should check out biznik and come to my Happy Hour networking event this coming Thursday, 10/25. Where/When: 5:00pm at the 0/8 Seafood Grill and Twisted Cork Wine Bar at the Bellevue Hyatt.

10/16/2007
Are You Winning?

We’re in the 4th Quarter of the year. How is your team playing? Are you losing or winning? If you’re behind, can you come back? If you’re ahead, how big a lead do you have and how safe is it? Do you know how you got where you are and what you need to do to complete the game?

It’s important to win. Yup, business is all about winning. Sometimes winning gets a bad rap. If you don’t win that only means one thing- your competition does. But, it doesn’t have to be nasty or underhanded. You just have to make the plays. You have to have a game plan. You need training to know how to block and tackle and run your plays crisply. You need the right players on your team. You need a great attitude- you have to believe you can win. And, if you’re behind that belief is critical. Just as in sports, companies can mount big comebacks to win the game.