Morning Minute 8/13/24
“Success… Is Never Final!”
That quote from Coach John Wooden bought to mind a recent client interaction.
Note, by winning a college football game, you have success until the next game. By winning enough games you succeed in winning your division. By winning your division, you succeed to the conference championship. By winning the conference championship, you may get to play for a national title. When you win the national title game, you have achieved success…until the next season.
Success in business is much the same. And…is never final. We succeed by how well we manage the 4 Ps: People, Process, Product, and Promotion. We measure our success monthly, quarterly, or yearly versus our goals. Our success then gives us a moment to celebrate those accomplishments. Then we start again for the next period.
A client, having had 4 different people serving in a key position over 6 months, saw very negative impacts on productivity, sales, and team morale. By concentrating maximum effort to both understand the issues and recruit the right person, they finally found and onboarded a great candidate. Inasmuch as this person’s skill level is improving, their KPIs are improving as well. They understand that winning one week, only produces success until the next week. This team is committed to continuous improvement in order to achieve long lasting success.
The next logical place to strive for improvement, is in their processes. What processes are hindering their productivity? Do all their people have written job descriptions to include both primary and secondary functions? Is there continuous skills training for team members? Will cross-training them to perform various jobs, ensure that clients can be properly served in the event of absences, vacations, and illnesses? And, is it prudent to invest in newer technology to improve productivity?
Changes in markets, technology, products, and services create new opportunities to do more to serve their clients. By using an automated system to gauge client success and satisfaction, they will be able to add to or adjust what they offer. Are there any upsell services, or point-of-purchase products they can offer to enhance their client’s experiences, while adding to their bottom line? As client expectations evolve, products and services must evolve as well. They must be examined, updated, and augmented. It may be difficult to attract new clients, and keep current clients, by offering only last year’s products and services.
Finally, if you have the right people doing the rights jobs, and you are offering and delivering the right products and services, it may be time to examine your promotional marketing. In an ever-crowded marketplace, with so many options available for clients, how do prospective clients know about you? Do they have a reason to visit your website or place of business? Bear in mind that marketing to bring in new clients is 6 times more expensive than providing exceptional service to your current clients. Set your goals for marketing, create your budget, and ensure that “your messaging” vividly describes what your clients “future self” will look like, after they buy from you.
In his book “The Winner Within,” NBA Coach Pat Riley shares that the goal for both he and for his teams, is to achieve 1% more tomorrow that they did today. With that “can do” attitude and laser-focused effort, his teams have achieved 7 NBA Championships. Coach Riley, and his teams, have always understood that “Success…is Never Final!”
That is today’s Morning Minute!
Morning Minute 8/16/24
“Whom Will You Influence Today?”
Which is most important to you? Income? Or, Influence?
Bob Buford, author of “Half Time,” discusses this subject at length. He shares that, at some point, a person’s priorities shift from “making a living” to “making a difference.”
Let’s dig into this a little deeper.
Beginning in our careers, we seek success in our career and our family. We push forward moving up the career ladder in our chosen field. We measure success by job title and income. More income creates more responsibility. Our level of success increases based on our level of responsibility. Does this sound familiar?
Buford shares that at some point in our career, we begin looking back at how far we have risen. It is then, according to Buford, that many of us begin to realize that our success is not only measured by our title and income. He shares that our purpose then changes from “making a living, to making a difference.” From income…to influence!
It is my belief that our success will be measured by how many people we purposely and positively influence along the way. Let examine this with our eyes wide open.
In our desire to “get ahead,” have we pushed those people aside who helped us in our journey? Has our ambition been at the expense of other people? Do those people think of us as bosses or as mentors?
We must choose. We may achieve success regardless of what happens to other people. Or, we may help others to be successful, as we be more, do more, and earn more for ourselves? Either path will work. One way uses other people as stepping stones. The other way assists others to develop and use their talents for their own success. Which way will you choose?
A great friend of mine, begin selling radio ads at about the same time as I began selling automobiles. He built his own studio, then began helping others succeed in their businesses with effective marketing. He continues his journey using his business for mentoring high school boys to develop good personal habits as they become men.
Another friend, who was a successful race car driver, was injured in an “at fault” accident. He has repurposed his life to take inner city kids in Philadelphia to learn how to repair and build race cars. These kids learn both the mechanical skills and the personal habits to become responsible adults. He also teaches teenagers about the dangers of the drug culture and the lifelong damage of drug use.
Early in my career, I learned that the best way to get ahead, was to train my replacement. As those people were promoted, it helped me to be more, do more, and earn more. My position was (and is) as a teacher and mentor, more so than being a boss. This effort has provided me not only with a way to progress up the ladder. Helping others develop and use their skills has provided me with both income and influence. And, with more income, my influence continues to expand.
Take a moment to decide what is really important for both your career and your family. What is most important to you?
Then answer: “Whom Will You Influence Today?”
That is today’s Morning Minute.
