Goals, Daydreams, and Wishes

"The secret of getting ahead is getting started. The secret to getting started is breaking your complex overwhelming tasks into small manageable tasks and then starting on the first one." ~ Mark Twain

If you are like most business owners, self-employed professionals or strategic managers, you know the importance of setting goals. With 2013 quickly closing in, it is most probable that you have at least started the process, but let's be honest with ourselves. What category do your current goals and objectives fall into? Are they goals, daydreams, or merely wishes? What's the difference?

If your goals have not yet seen the surface of a good notepad, then they definitely fall into the latter two categories. But simply writing them down does mean you really have an actionable and achievable goal. Your goals should be thought of in terms of a process -- and like most processes, the simpler the better. Simple doesn't mean low value or low quality. It just means concentrating on the vital few areas that can produce the biggest performance result. But where do you start?

In his book Becoming a Strategic Business Owner, Growth Coach Founder and CEO Dan Murphy, says: "Performance goals, at a minimum, should be set in the critical success areas ... leadership, business systemization, marketing, selling, operations (fulfillment), customer service, and back-office operations. In fact, your annual business plan could be nothing more than 3-5 monster-sized goals in each one of these key areas."

Not only is this a great place to start, but this process will help you focus on the three key business indicators you should always be tracking. They are: 1.) Increased Revenue. 2.) Reduced Cost. 3.) Increased Productivity. Most of your business objectives will revolve around these three indicators and should therefore be classified accordingly.

So, have you truly started the annual goal setting process? Do your annual goals reflect measured improvement in the critical success areas we discussed? If not, it is time to get your ideas out of your head and onto your notepad. Procrastination will only prolong the agony and as Mark Twain says in the above quote: "The secret to getting ahead is getting started."

In future posts we'll dive deeper into the implementation stages that include people, time, tools, and a focused 90-Day measurement cycle. As Dan Murphy says: "What gets measured gets done, and what gets rewarded gets repeated." Might I also add: "You can never complete what you've never started." And, if those fragments of future goals are still rolling around in your head, you've never started. Stop daydreaming and wishing -- and take action on your future. Make a decision that 2013 will be your best year yet.

   

A Strong Finish is a Good Start

“All endeavor calls for the ability to tramp the last mile, shape the last plan, endure the last hours toil. The fight to the finish spirit is the one... characteristic we must possess if we are to face the future as finishers.” ~ Henry David Thoreau

Are you focused on the finish? Have you looked at your business, your vision, your goals, your plans, and your results close enough to know where this year's finish line really is? Now be honest: Are you making a push or are you making excuses? Does it make a difference? You bet it does.

If we are truly going to, as Thoreau says, "face the future as finishers", there has to be a logical starting point -- and it might as well be now. But, what will it take to obtain the "fight to the finish" spirit? Consider these points:

Face Reality: Do you truly consider yourself to be a finisher? Do you know for certain that your recent history shows that you have consistently laid it all on the line to get the job done -- regardless of the obstacles? Is it possible that you've let yourself off the hook by rationalizing a logical outcome? Perhaps more to the point, have you counted the cost and determined that it just isn't worth your time or best effort? Only you can answer, because only you know the truth. The good news is; it is not too late to change -- to make a fresh start.

Focus: It has often been said that a light bulb can illuminate a room, but a laser can cut through steel. What's the difference? The degree to which the light is focused. Isn't it the same with our effort to not only succeed, but to experience break-through performance? A lack of focus can derail even the best plans. If we make everything a priority, then truthfully, nothing is really a priority at all. This is where a clearly defined goal and plan come into play. We must consistently ask ourselves whether a particular action or effort is getting us closer to our goal. If not, maybe it's time to delay it, delegate it, or in some cases, eliminate it. Stay focused and stay in the moment and you'll be amazed at what you'll accomplish.

Fortitude: The Merriam-Webster dictionary defines fortitude as "strength of mind that enables a person to encounter danger or bear pain or adversity with courage." The definition suggests that there will indeed be pain and adversity in every worthwhile pursuit. History shows that the greatest leaders and most accomplished men and women of all time endured such periods of adversity before finally arriving at the pinnacle of their success. Can we really expect to be any different? Developing a strong Adversity Quotient or AQ, is critical to obtaining the finishing spirit. For more information on AQ, check out Adversity Quotient by Paul Stoltz and Resolved: 13 Resolutions for Life by Orrin Woodward.

Failure: Winston Churchill said: "Success is going from failure to failure without loss of enthusiasm." Much like fortitude, failure is an absolute necessity if we are ever going to be truly successful. Too often we interpret failure as something to be avoided rather than embraced. Worse yet, we often regard failure as a clear signal that our goals and dreams are faulty and no longer worth pursuing. Nothing could be further from the truth. Failure is a natural part of the learning and growth cycle and we must see it for what it is -- the ability to see what went wrong and more intelligently begin again. Never let a good failure get in the way of a great accomplishment.

There are probably numerous other considerations, but for the sake of time, we'll leave it here. The question is: Do you have what it takes to face the future as a finisher? If not, will you take time to face reality, renew your focus, develop fortitude, and learn from past and future failures? It is not a matter of whether you can, but rather a matter of whether you will.

Start today, and we'll see you at the finish line!

Is Your Business Becoming Blurry?

Have you ever gone to a 3-D movie and taken off the special glasses? Worse yet, have you ever gone to a 3-D movie and not bothered to put the glasses on? The scenery is really not all that attractive and everything appears, well, blurry. Those glasses are intended to help you get the full effect and even make the movie more real and exciting. Wouldn't make sense not to put them on. You need the right lens -- right?

Yet, in a similar fashion we can continually look at our business through a cloudy or distorted lens. Because of our thinking, which usually comes from our attitude, we see things that may not be there. Or more importantly, we miss some things that actually are there. Perhaps the most important thing we miss or fail to see clearly is opportunity. Much like beauty, opportunity is usually in the eye of the beholder.

Perhaps you are familiar with the old story about two shoe salesmen who were sent to Africa. The first one cables back to the company's headquarters: "Situation hopeless: No one wears shoes." The second salesperson, looking at the identical information, says: "Situation ideal: Everyone needs shoes!" Same situation, but two very different conclusions.

The first step in the coaching process is to Face Reality. But what is the true reality? Are we using our own lens or special glasses to see our business the way we choose to see it -- good or bad? Sometimes we need someone to come alongside of us and guide us in seeing the situation more clearly. Bringing in another set of eyes may help us see things a little differently -- or at least give us someone who might be honest enough to tell us that we need to put our glasses on.

Now, doesn't that look better?

Who Are The Men and Women Who Will Rebuild America?

I had the opportunity to view several episodes of The History Channel's The Men Who Built America. I was fascinated by the stories of Cornelius Vanderbilt, John D. Rockefeller, Andrew Carnegie, J.P. Morgan -- and of course Henry Ford. Although fiercely competitive with each other, these men left an indelible mark on the country -- both then and now. Certainly these men, particularly those who came before Ford, had flaws. But, it is worth noting some of the common characteristics that made them great.

• Vision -- Each had the ability to look at the present and see something new and different. They looked beyond the practices of their present-day and saw opportunity to build something great. Who are the visionaries of today?
• Courage -- Success never gives its best fruit up easily. I was struck by the multiple points in which courage, in the face of both the odds and pure common sense, was required to move forward -- to just lay it all out on the line. Where are the men and women of courage today?
• Purpose -- These men thought and acted as if what they were doing was not only right, but that there was a destiny they were pursuing. Obviously not all of their decisions and motives were right. Greed and a competitive nature show up in fairly large doses. But the relentless pursuit of success is also clearly on display.
• Flexibility -- Although their goals were clear and solidly laid out, these men were not afraid to alter their plans when necessary. While many of today's business leaders have no trouble making plans or putting their plans in motion, very few really have the confidence and insight to check the results and then adjust their strategies accordingly. A fear of failure may also signify a fear of truly winning. Who are the leaders with enough confidence to take a good honest look at themselves and then make the changes that will propel them to the next level?

While there are many other characteristics that we can list, these few can help us understand where we are, who we need to be, and what we may possibly become. In these days of financial and political uncertainty -- Who are the men and women that will rebuild America?

Are You Thinking Win/Win?

In today's competitive business environment, it is easy to lose sight of one critically important principle. Each and every encounter and transaction must create a Win/Win situation -- for everyone.

Now, it may be easy to dismiss the notion by telling ourselves that we already do this. But, a closer look may reveal that we're just a little more one-sided than we care to admit. In his iconic book, The 7 Habits of Highly Effective People, Stephen R. Covey says: "Win/Win is not a technique; it's a total philosophy of human interaction." He goes on to say: "Win/Win is a frame of mind and heart that constantly seeks mutual benefit in all human interactions.... mutually beneficial, mutually satisfying." Is this true today?  It's quite possible our attitude and actions in the areas of comparison and competition suggest that it isn't.

Comparisons with others can sometimes define our self-worth in a particular organization, group, or situation. For instance, small business owners and entrepreneurs are increasingly turning to networking groups, both formal and informal, to build referrals and ultimately additional business. While there is no doubt this can be an effective strategy, there are some pitfalls-- none bigger than perceived comparative "injustices". The idea behind a referral group is to partner with a group of like-minded business people to mobilize "outside sales forces" that will sing the praises of our products and services and supply us with a steady stream of customers -- and revenue.

Sounds great. However, we often get too focused on the receiving and put a much smaller emphasis on the giving. We show up and tell our story hoping to dazzle others with our value proposition while paying little or no attention to the other members of the group. Worse yet, we begin to take a mental inventory of who gets what and immediately notice that we are not getting our share of the referrals. "It's not fair", we say. "So and so is getting all the referrals", we lament. "I'm not in the main clique", we decide.  As Tommy Smothers might have said: "Mom always liked you best." Now our self-worth is beginning to drop. We make a decision that we'll just quit this group. That'll fix 'em. As funny as it sounds, isn't there just a little truth here?

Knowing that we must come prepared to give long before we expect to receive helps balance the equation and moves us much closer to the mutually beneficial, mutually satisfying condition that Covey describes. In fact, Covey's 5th Habit may be the key here. Seek First to Understand, Then to be Understood. In other words, if you fully understand your partner's business, you will be in a better position to help and ultimately earn the right to have your value proposition better understood.

Competition tells us that everything is a game, and that winning is the objective. The idea that if someone else wins, then I must in turn lose seems to be prevalent in our business culture. However, cooperation over competition may produce the best result. Having an abundance mentality ushers in a spirit of cooperation and allows for the greater likelihood of a true win/win proposition. Knowing that everyone can and should win empowers us to find the best alternative.

Covey tells us that with courage and consideration we can master the true habit of thinking win/win. The question is; will you muster the courage to give consideration to others in all situations and truly -- Think Win/Win.

When Did Failure Become Fatal?

Nobody wants to be considered a failure -- including you and me. So, is there a difference between failing and being a failure? Absolutely! The only way I know to truly become a failure is to quit at something you once considered worthy of pursuit. That is the only point that failure becomes final. As long as you continue to persevere, there is always a chance at success. So, if that is the case, why do we fear failing? Why is it that we think it is a word that should be stricken from our vocabulary? Hasn't always been that way.

When we were young, we naturally understood that failing at a task was really just part of the learning and growth cycle. Not many of us jumped on a bicycle and took off down the road with a perfect sense of control. I know I didn't -- and I had the scrapes and bruises to prove it. But, after finding several ways that a bicycle would not remain in an upright position, we found the right balance and the right feel, and off we went. We found a whole new freedom, and the pain and frustration of learning and doing soon disappeared. So what happened?

Somehow, when we grew up and became a little more "sophisticated", the idea of failure became totally repulsive and down-right unacceptable. Somehow our self-awareness changed and we found that making excuses and stopping the pursuit brought a certain amount of relief. But, it also brought regret, and in the very best case, we discovered that we merely settled for less.  Maybe several times. Sad isn't it?


Perhaps Winston Churchill said it best. "Success is not final, failure is not fatal: it is the courage to continue that counts." We must ask ourselves whether we have the courage to fail and fail on a daily basis. Can we endure the temporary discomfort that comes from the tension in the gap between what we want and the path to getting it? We can and we must -- if we are to do anything of true and lasting value.

So let's get back up on that bike and find a little wisdom and understanding in discovering the 1,001 ways a bicycle will not stay upright. But let's also rediscover the joy of finding the one method that sets us free to ride wherever our heart desires. Enjoy the journey!

Are You Learning to Lead?

One of the best indicators of a business' potential success is found by taking a careful look at the leader or leadership. The ability of a business to grow and continue to grow is in direct proportion to the leader's current level and his or her ability to expand that level. It has often been said that leaders are not born, they are made.

Perhaps in taking that further we can say great leaders are not just made, they are taught. So, is it possible that the best leaders are the best learners? Does the learning ever stop? Hardly.

The truth is, once a leader has stopped learning -- he or she may also have stopped leading. True leadership is a life-long pursuit and like any worthwhile pursuit, it takes time to get really good at it. One must spend some time practicing and getting results at a particular level before earning the right and the experience to move to the next level.

John Maxwell refers to this as The Law of the Lid. In short, the lid is the top or ceiling of your leadership ability. Since your organization or business cannot rise any higher than the level of your leadership, raising your leadership lid is critical. With no further growth the business stagnates and your leadership becomes less and less effective. If a business isn't growing -- then it is dying.

A dedication to continuous learning and mentoring is the best way to raise the lid and expand your level of leadership. Facing the current reality of where you are and taking responsibility for where you want to be is the first step in moving to the next level.

So be a dedicated learner -- an eager student of great leaders and great leadership material. Having a coach and being part of a leadership mastermind group can help you increase your learning and identify and address the inevitable blindspots that all of us have developed.

Be accountable. Be a high-level learner. Be a high-level leader. Are you learning to lead?

Are You Getting Paid To Think?

How many times have you heard someone say something like: "I'm not paying you to think, I 'm paying you to do!" Hate to admit it, but I've been on the receiving end of that comment a few times. As a young teenager, I worked in a family restaurant -- and often thought of ways to make my job easier. Sometimes my little experiments worked and sometimes they didn't. But one thing was for sure, the failures always got the most attention -- from the boss. Then would come the famous question: "What do you think you're doing." Which was  usually followed by a fairly sheepish answer. I guess as a young employee, he really wasn't paying me to think. But what about now?


As business owners, it is our responsibility to shift from an employee mindset to that of a strategic business owner -- a CEO. Why is this so important? An employee or technician usually works only in the "now" and does the work assigned. A CEO is working from a much bigger perspective -- the "future." For a business to truly grow, the owner has to see the "big picture" and get out of the daily detail rut.

Strategic thinking is some of the hardest work you can do. That's probably why so few really dare to do it. It takes discipline and stamina and a total willingness to experience a few failures along the way. However, the rewards can be great for those who make the commitment.

So ask yourself: "Are you getting paid to think." Be bold and break out of the daily detail rut.

Here's a favorite quote: "The difference between a rut and a grave is the depth." - Gerald Burrill.

Done Too Soon?

“Don’t say you don’t have enough time. You have exactly the same number of hours per day that were given to Helen Keller, Pasteur, Michelangelo, Mother Teresa, Leonardo da Vinci, Thomas Jefferson, and Albert Einstein.”  – Life’s Little Instruction Book

A friend had posted this on Facebook as a reminder of the simple truth that there are 24 hours in a day and that everyone gets the same allotment -- nothing more, nothing less. Great or small, time favors no one. In thinking about this, I was reminded of an old Neil Diamond song called "Done Too Soon". In the song, he mentions name after name of people that have walked the earth -- both famous and infamous. A rapid-fire role call of names I recognized and others that I didn't at the time, but have heard of since. After a couple verses of this name game, he shifts into a very moving chorus and a sobering reminder for all of us. He says: "They have sweated beneath the same sun, and looked up in wonder at the same moon -- and wept when it was all done, for being done too soon."

As the years go by, we become increasingly aware that time really does march on and that it waits for no one. So, doesn't it make sense to focus our time on the things that matter most and have the most impact -- both in our business and our personal life? Shouldn't we spend our precious hours on the Vital Few and not the Trivial Many? What separates the aforementioned people from the rest of us? Could it be that they had a Clear Vision, Focused Priorities, and unrelenting Self-Discipline?

We really can't say we don't have enough time. Rather, we must admit that we just haven't learned to use it. Its not too late. Seek help and make the change before you're ... Done Too Soon.

Two Little Words

Words are powerful tools, but sometimes less is better. We often use a wide variety of words to talk about our plans, our hopes, our dreams, our intentions, and our businesses. And, while it is critical to bring clarity and purpose to all that we do, there comes a time for action. Sometimes you have to simply "do it". Two little words that carry a big impact. Taking action may be the greatest differentiator between success and failure. Depending on your mindset, the words "do it" can either energize you or stress you out. "Let's go" or "Let's wait" -- which camp do you fall in?

Getting into the habit of taking action helps us learn -- in real time -- what works and what doesn't. The "do" gives us actual feedback that we can measure and if necessary, make proper adjustments to improve our future action. Otherwise we're always guessing -- and it may just be the fear of the unknown that keeps us on the sideline.

So make the best plan possible and then take action on it. The more you do it, the better you'll get. Do it!