I'm surprised how often these blog entry speak to the issues and frustrations I have in my small business. They inspire me to know more and to apply that knowledge to sustainable outcomes in my business!
are you struggling?
to get going with relevant and impactful business development?
the square root of ZERO
Watching the tennis from Roland Garros, intently listening to Patrick John McEnroe's insightful comments, 10 days go by and there are only 2 contestants left standing from the 100 tennis players who pitched. Some of them never looked like they should be on the same court as Rafael Nadal! How come some are stand-out competitors and others also-ran?The DRIVERThe thought stru [...]
T.A.S.C. to-do or not-to-do
Are you as disappointed with the outcome of planning in your small to medium enterprise as I am? As a business development coach, “grafted” into the ~ "gut-feel I need to make a plan" ~ activity, the entrepreneur works hard with our outside influence, using traditional business thinking, to produce a plan. That never gets implemented, or, that is only ½ implemented. That b [...]
the darker side of light
Are you focused on the numbers in your business and just can't see why, those that should understand these fundamental characteristics of the business, just do not get it? It's quite possible that number are easy for you and like a foreign language for others. This frustration comes from a misalignment of expectations ~ the actual capabilities versus expected compete [...]
the Somali motivation
We have just been through the traditional round of Strategic Planning and Tactical Implementation projects. These mark the first quarter of the calendar year. Unfortunately, most times, nothing changes. Our vision of the future is NOT grounded in practical or possible, or, is so connected to the NOW that planning is based on fix [...]
kissed with a lie
We have an inner eye that sees and colours our sight, it is the filter through which we see the world. The eye, and what it sees, leads us to respond to our “world view” in a way that ultimately influences our leadership style. Well, it is not exactly the eye but the filters we slide in front (and behind) the eye that produces "our worldview".If we see anger, danger and pai [...]
teaching Hindu to a Beagle
I have recently been introduced to the "blessing(s)" of teaching grandchildren through helping with their school homework. Hopefully, without getting into Political Correctness ~ we've so far failed to influence their habits with "putting down" the toilet seat. Thinking about our expectations of a positive outcome, brought to mind this old saying about teaching a dog new tricks [...]
the 5 bad salesperson tendencies!
This BLOG entry is not about bad salespeople, but bad managers! A few years ago, we stopped bringing world best practices to sales teams, training salespeople how to structure their sales lives. We found, that after as little as six months the IP we had lovingly collected and dutifully delivered was no longer evident in the team.Attrition in the team (turnover of personnel) and [...]
5 second tactical or long term strategical
I guess that it is that time of year again. Clients are thinking "new year . . . planning . . . Strategic Plan," lets get an outside skill to facilitate a strategic plan! Good Idea. But wait, can you give me your last Strategic Plan and could you show me how you turned that plan into achievable Goals with some outcome of delivery?Well . . . we've got a number of Plans ~ w [...]
it just ain’t so!
"It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so."Click to TweetThe DriverIt doesn’t matter what your context is, starting out, building energy, breaking through a ceiling or trying to save an ailing business. It is not what you do not KNOW about your business, but rather what you KNOW for sure that is just not [...]
Building lasting Business Relationships
~ that moves the business ball forward!Drinking tea with a customer - or entertaining them prior to closing a deal - to try and build rapport with them, in the hope that they will sense a personal commitment and relationship with us ~ hopefully resulting in business ~ is, in our view, a fallacy.It’s just spending Cost of Sales without, or with little chance of, produc [...]
we have got to let you GO!
- autonomous robots could to a better jobA concept in Business Development coaching, is to make the entrepreneur, the implementation manager, or the super technician, redundant to enhance the performance health of a business process.This is the DRIVER - if you don’t automate you wake up to find; you don’t have a job, an enterprise, any work or a Business Asset of Value that [...]
In South Africa it seems, that just about everything “Must Fall” People dance in the streets to get their way. Nothing is sacred, from the Statues of Colonialism to the State President of the Day to NO University Fees, everything must FALL!Hence the HashTag above, because much of the symbolic sound(s) we hear, is much like - that which is coming from an unhappy entrepreneur [...]
two questions to engage an employee more fully
the Entrepreneur, the Manager, and the TechnicianThere is a Business Development coaching concept that recognises the different roles that must operate in an organisation for it to flourish. We’ve dealt with it elsewhere in this BLOG but, because of a current Business Development frustration we are involved in, it deserves more attention.A customer called to say tha [...]
employee – engage!
Top of Mind (ToM) with a lot of entrepreneurs is "my poor employees outcomes," "my disengaged employees," "why can't I find good help." "in the old days. . ." The coaching mantra says it all, "a fish rots from the head," and the employees you have, are those you deserve!There are a number of reasons why employees and managers are not on the same page. The first is feedbac [...]
why TRY to be an Entrepreneur?
when you CAN be a Manager!Our country is awash with Entrepreneurs, everyone "wants to be one." The internet has millions of stories about this guy and that gal, almost with no education, hitting it big and becoming a serial entrepreneur. It seems that a lack of formal education or/and even a touch of some mental challenge (like insensitivity) are attributes to becoming one. The [...]
“the” 5 steps to find a mentor/coach
“that delivers change in your Business Life”From experience, the steps coaches take to find a coachee, can be as difficult as those, I suppose ~ often overlooked, in finding a coach. The relationship between coach and the person coached is extremely complex. The best description we have come up with is; that the coach should be a servant leader. Either way, it’s like walk [...]
one step from hero to zero
“and a torturous long path back to the top!”Quite a long time ago, I was watching the US Open tennis, and I heard the commentator, Patrick McEnroe say, “for all intents and purposes, that player has an actual injury which will be the reason he looses this match, but, mentally he has already lost and the injury has been created by his mind to substantiate his lack of perfo [...]
the long tail market
the entrepreneurial dilemmaMany enterprises, including our own practice, started out with one product. Very often, we represent the technical proficiency of that product in an existing enterprise. We are driven, through circumstances, to the realisation that we could do a better job of bringing this product to market, while getting out from under a stifling job. Entrepreneurial [...]
the cone of Influence
touches everyone and everything we haveJust about every entrepreneur that we talk to, comes with the burning question “Why should I engage a Business Development coach?” The question was driving us crazy because it didn’t matter how eloquently we displayed our wares, or how definitive our answer was ~ they didn’t want to hear. They wanted to tell us what their problems [...]
as ~ múd ~ in your ~ i (you'll be flying blind) I enjoy the TV series “Criminal Minds” because the main occupation, apart from catching the bad guys,” is to profile the Unknown Subject, commonly referred to as the un-sub! Much like one of the most important jobs of a marketeer or salesperson. You should know your customers and your suspects to the same depth o [...]
Recently, we had a great outcome from applying a counter intuitive solution to what looked like “not a problem at all!” My prospect didn’t want to speak about sales training or optimised revenue generation tactics, changing business processes or additional world best practice methods and tools. Their problem was they had too many opportunities breaking down th [...]
leading or bleeding?
“All things are twofold, one opposite the other, and He has made nothing incomplete.” Sir. 42:24 Nowhere do we propose that there are good and bad entrepreneurial aptitudes, only, that applied incorrectly they can have unintended consequences.We’ve been around too long, and tried out too many tools to believe that there is an assessment that can determine the su [...]
crouch, bind, set!
are the outcome(s) and the process connected? Ah the mysteries of the Rugby League scrum. Having always been physically bigger than my peers at school, I was press-ganged into the scrum as a prop. There I came to realise that the chaos and physical stress of the scrum had more to do with technique than my size. So, why is it that there is such a huge chasm between what we [...]
neither do I condemn you
Almost all entrepreneurs we speak to, have some form of frustration with the business they have created. They had a vision for what it should be, what it should produce, but mainly, what characteristics it displays in everyday life. To customers, to the product it produces, to people employed and most of all, the relationship this entity had with its creator. Safe to say, this [...]
position, position position!As they say in the Real Estate industry, the most important things to consider when buying your home is, Position, Position and Position! After nearly 2 years of anecdotal outcomes in real life coaching experiences, we can say that the most important thing in Business Development is, exactly the same. Position defines where you are and the gap to [...]
this PacMan bites!
At the beginning of our coaching journey, EMyth gave us the perspective of the 4 stages of “learning.” Basically, there are I’m sure, more PC (politically correct) words to use, but, lets stay with the originals. This graphic we use every day when communicating with clients. As a litmus test, to understand where we are in the learning relationship of helping t [...]
a Single Finger cannot remove vermin
African sayings are so powerful and succinct. I guess it is because traditional Africans don’t rely heavily on a written body of knowledge and therefore use and reuse the sayings of everyday life. EMyth’s perspective is to look meta and this saying is just that. It turns the western view that there is no I in TEAM into the counterintuitive UBUNTU meaning, there is no [...]
Emily Dickinson (1830–86) wrote – A WORD is dead, When it is said. Some say. I say it just Begins to live That day! As an inveterate collector of quotation from eminent people, the poem got us thinking of the words we use in coaching. What are we trying to achieve? We use the perspective of, Inspiration, Education, Application and Implementation, and although we c [...]
I need to hire a WorryCoach
Two executives were talking; “Lets do lunch”, I can’t, I have too many worries at work. Oh, why is that, you should hire a WorryCoach. What is that? Oh it’s someone I use to take on all my worries and now I have none, I am FREE! What a great idea, how much does it cost? About US$320 a month and I meet him for 2 hours a month. Wow, that is expensive, can you [...]
hold the fluff just give me a system!
Fluff, in the speakers mind, could relate to esoteric concepts such as value, passion, planning; some synonyms such as the occult; secret; arcane; cryptic; impenetrable come to mind. Almost all new entrepreneurs exposed to Business Development come with an idea of what constitutes “their” problem. They have very much a “burning platform” in mind, save me they say [...]
if you can’t lead don’t bother
Coaching, mentoring, managing, Consulting, best practice and any other business development jargon are just semantics – unless they make a difference! Nelson Rolihlahla Mandela, affectionately called “Tata” (Father) with a clan name of Madiba is the most recent in a long line of leaders that reconfirm, if you need to get something done – be an effective leader. T [...]
(there is) NO link between “your” values and “perceived” value?Nobody cares about your company values is exactly that, they might care to engage with you because of HOW your “articulated and lived” values attract them, but will it make them buy? Yes, you say, and you’d be correct, because emotional connections could drive a sale. However, all the emotional co [...]
the Sales Funnel is dead!
Long live the spiralAs a sale professional, I was brought up on the concept of a sales funnel, I’ve written about it, taught it, and practiced it.sales_funnelThen I met EMyth Business Development. They, counter intuitively, taught me a new sales process. One which started with caring for my prospect’s desire to engage, passed through proving our competence in solving that n [...]
Big fish or small bowl?
A friend of mine, in the coaching business, is doing so much better at generating business that I decided to swallow my pride and ask him how he is doing it. His answer "niche". He ONLY talks to retirees who own Bed & Breakfast establishments, he has made himself a specialist in their problems and coaches clients around the world. Funny enough, I became a coach to broade [...]