The Ten Keys to Business Success
Nov/090
There are ten critical areas where your ability to think largely determines the success or failure of your business. The greater clarity you have in each of these areas, the better decisions you will make and better results you will achieve.
Key Purpose
Key Measure
The key measure of business success is customer satisfaction. Your ability to satisfy your customers to such a degree that they buy from you rather than from someone else, that they buy again, and that they bring their friends is the key determinant of growth and profitability.
Key Requirement
The key requirement for wealth building and business success is for you to add value in some way. All wealth comes from adding value. All business growth and profitability come from adding value. Every day, you must be looking for ways to add more and more value to the customer experience.
Key Focus
The most important person in the business is the customer. You must focus on the customer at all times. Customers are fickle, disloyal, changeable, impatient, and demanding-just like you. Nonetheless, the customer must be the central focus of everything you do in business.
Key Word
In life, work, and business, you will always be rewarded in direct proportion to the value of your contribution to others, as they see it. The focus on outward contribution, to your company, your customers, and your community, is the central requirement for you to become an ever more valuable person, in every area.
Key Question
The most important question you ask, to solve any problem, overcome any obstacle, or achieve any business goal is “How?” Top people always ask the question “How?” and then act on the answers that come to them.
Key Strategy
In a world of rapid change and continuing aggressive competition, you must practice continuous improvement in every area of your business and personal life. As Pat Riley, the basketball coach, said, “If you’re not getting better, you’re getting worse.”
Key Activity
The heartbeat of your business is sales. Dun & Bradstreet analyzed thousands of companies that had gone broke over the years and concluded that the number-one reason for business failure was “low sales.” When they researched further, they found that the number-one reason for business success was “high sales.” And all else was commentary.
Key Number
The most important number in business is cash flow. Cash flow is to the business as blood and oxygen are to the brain. You can have every activity working efficiently in your business, but if your cash flow is cut off for any reason, the business can die, sometimes overnight.
Key Goal
Every business must have a growth plan. Growth must be the goal of all your business activities. You should have a goal to grow 10 percent, 20 percent, or even 30 percent each year. Some companies grow 50 percent and 100 percent per year, and not by accident. The only real growth is profit growth. Profit growth is always measurable in what is called “free cash flow.” This is the actual amount of money that the business throws off each month, each quarter, and each year, above and beyond the total cost and expense of running a business.
Action Exercise
You should have a growth plan for the number of new leads you attract and for the number of new customers you acquire from those leads. You should have a growth plan for sales, revenues, and profitability. If you do not deliberately plan for continuous growth, you will automatically stagnate and begin to fall behind. Growth is not an accident; so you must plan and map out your growth plan if you want your business to see a bright future.
Changing Your Personal Reality – Part 2
Aug/090
Time to Make Waves
In part one of this post we discussed the tendency some of us have to allow situations, circumstances, events and even other people to control our lives; in essence, giving away our power in an attempt to be accepted, valued, appreciated and loved. By trying to “fit in and not make waves” (as someone shared with me recently) it seems that some of us have lost our identity and sense of self. The good news is that we can take back control of our life and still be that kind, generous and thoughtful person – who also happens to be strong, confident, assertive, productive, successful and powerful. And no, we don’t need to compromise our beliefs, goals, character or core values to do so. In fact, taking back our power can be the most important step towards living a life of true purpose, alignment (with our core values), integrity and joy.
While the following strategies are very effective, they are not always comfortable or easy to implement, so it’s a good thing that you and I are all about doing what works – not what’s easy! Not every point will be relevant for every person, so see what resonates for you. Also be warned that I may be a little… er… blunt in places (surprising I know), so if you’re feeling a bit presh you may wanna read from behind a cushion (like in a scary movie). Enjoy.
1. Stop looking for easy and start “doing” effective.
Today. All too often our desire to live a comfortable, painless, easy and safe existence (all things driven by fear) is the very thing that kills our potential, our productivity, our ability to develop and ultimately, our spirit. It is no coincidence that we (the society) have both (1) a widespread aversion to anything that makes us uncomfortable and (2) a high percentage of people who regularly feel frustrated, unfulfilled, lost and miserable. Ironically, it is our aversion to working against resistance that stops us from growing, learning, evolving and adapting. Sometimes (in the moment) we believe it’s simply easier to just “fit in”, to compromise and to bite our tongue. While this is understandable on occasion, over the long term this kind of behaviour and thinking will set us up for unhealthy relationships, stagnation, disconnection, frustration, desperation and misery. In order to take back your power you will need to be courageous (that’s a choice by the way), you will need to be prepared to get uncomfortable (that’s where you learn, grow and adapt) and you will need to do things that may piss other people off – perhaps the ones who previously pulled your strings for their own gain.
2. Face your fears.
You can never take back your power until you confront the things that scare you. By the way, being fearful does not represent weakness but rather humanity.
“Show me the person who fears nothing and I’ll show you an idiot.”
*There’s also an argument that the person who fears nothing might also be the person who has reached enlightenment… but that’s a discussion for another day.
If things only have the power and influence that we assign them (and they do), then fear is something we can control and use for our own personal development. For the most part fear is a completely personal thing. It’s not about the situation, circumstance or environment but rather US in it; how we react to, process, cope with and interpret the events in our world. That’s why we can see two people doing the exact same thing at the same time (a bungee jump for example); one is excited and having a great time, while the other is terrified and having the worst time ever. That’s because it ain’t about the jump; it’s about the jumper. Keeping in mind that each jumper creates his or her own reality. Of course there are healthy fears – not wanting to swim with a shark for example – but what we’re talking about here are those destructive and unhealthy fears that have been known to make people prisoners of their own mind. For a lifetime.
3. When nice isn’t. (Nice)
Seek to be strong not nice. Too many nice people get chewed up and spat out because all they have is a bunch of “nice-ness” and zero personal power. Sometimes nice-ness is actually a euphemism for weakness and far too often our need to be seen as the “nice person” (oh please) is what brings us undone. Endeavouring to keep everyone in your world happy is an exercise in futility, frustration and exhaustion. And stupidity. In short, it can’t be done. It’s not your job to “make” people happy; it’s your job to be you. And not the “you” that people want you to be, but rather, your authentic self. The one who has clarity, certainty, contentment and calm about who and what they are. And no, being you does not mean being selfish.
4. Stop being a victim.
The world isn’t fair. The majority don’t care about you or your issues. Shit happens. Bad things happen to good people. And lots of people are selfish and nasty. There; we’ve cleared that up. Now, stop seeking pity, attention and sympathy and get on with it. Stop having the same pointless discussions about the same issues, stop waiting to be “saved” and stop giving away your power. You don’t need universal approval, acceptance or endorsement, you need a different attitude.
5. Win respect through your actions.
Talk less, do more. What you do will tell the rest of us far more about who you are than any words that might come out of your mouth. Words are cheap and often meaningless. Most big talkers are just that. And nothing more.
6. Keep re-inventing yourself.
Being stagnant and inflexible in a dynamic world is a sure-fire way to become redundant, unnecessary and powerless. While your core values, beliefs and standards might remain constant, it is important that you continue to adapt, learn, grow and develop with your ever-changing world.
7. Value yourself.
Stop treating others as though they are of greater worth than you. Nobody is more important than anyone else. And nobody is more important than you. Nobody. This is not about having a massive ego or being self-righteous; it’s about stopping all the self-sabotage. You know what I mean. It’s about not rationalising mediocrity and failure any more. It’s about changing your standards and your thinking. It’s about not letting your poor self-esteem get in the way of your potential and your possibilities. It’s about not letting your past become your future. In case you don’t know or you haven’t been told, I will tell you now; you are worthy, you are talented, you are good enough and you are powerful. More than you know. If you don’t believe those words then you don’t value yourself as you should.
*By the way, power and humility can go comfortably hand in hand.
8. Fiercely protect your brand.
Don’t associate with people, organisations, situations or products that will damage your reputation. In the professional world (where many of us spend a great deal of our lives) your brand is your power. The stronger your brand, the more power you have (in that world). Prospective employers, potential business associates and customers will all “buy what you’re selling” based largely (if not solely) on their perception of you; your product, your service, your ability, your skill, your integrity and your value to them.
The Last Bit
I know that in my last post I said I’d be sharing ten strategies but I ended up amalgamating some of the points, so that’s why we’ve ended up with eight. I’m not short-changing you… honest! Hope this installment has been of some value to you. As always. I would appreciate your feedback on this post. The comments are important to me as it gives me some insight into the kinds of areas that you want me to explore… so don’t be a stranger. Even you chronic Lurkers. Leave a comment below.
Craig Harper (B.Ex.Sci.) is a qualified exercise scientist, author, columnist, radio presenter, television host, motivational speaker and university lecturer. For the past 25 years he has been a leading presenter, educator, motivator and commentator in the areas of personal and professional development. You can visit Craig’s blog at Motivational Speaker.
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Take Back Your Personal Power (Part 2)
Jul/090
Time to Make Waves
In part one of this post we discussed the tendency some of us have to allow situations, circumstances, events and even other people to control our lives; in essence, giving away our power in an attempt to be accepted, valued, appreciated and loved. By trying to “fit in and not make waves” (as someone shared with me recently) it seems that some of us have lost our identity and sense of self. The good news is that we can take back control of our life and still be that kind, generous and thoughtful person – who also happens to be strong, confident, assertive, productive, successful and powerful. And no, we don’t need to compromise our beliefs, goals, character or core values to do so. In fact, taking back our power can be the most important step towards living a life of true purpose, alignment (with our core values), integrity and joy.
While the following strategies are very effective, they are not always comfortable or easy to implement, so it’s a good thing that you and I are all about doing what works – not what’s easy! Not every point will be relevant for every person, so see what resonates for you. Also be warned that I may be a little… er… blunt in places (surprising, I know), so if you’re feeling a bit presh you may wanna read from behind a cushion (like in a scary movie). Enjoy.
1. Stop looking for easy and start “doing” effective. Today.
All too often our desire to live a comfortable, painless, easy and safe existence (all things driven by fear) is the very thing that kills our potential, our productivity, our ability to develop and ultimately, our spirit. It is no coincidence that we (the society) have both (1) a widespread aversion to anything that makes us uncomfortable and (2) a high percentage of people who regularly feel frustrated, unfulfilled, lost and miserable. Ironically, it is our aversion to working against resistance that stops us from growing, learning, evolving and adapting. Sometimes (in the moment) we believe it’s simply easier to just “fit in”, to compromise and to bite our tongue. While this is understandable on occasion, over the long term this kind of behaviour and thinking will set us up for unhealthy relationships, stagnation, disconnection, frustration, desperation and misery. In order to take back your power you will need to be courageous (that’s a choice by the way), you will need to be prepared to get uncomfortable (that’s where you learn, grow and adapt) and you will need to do things that may piss other people off – perhaps the ones who previously pulled your strings for their own gain.
2. Face your fears.
You can never take back your power until you confront the things that scare you. By the way, being fearful does not represent weakness but rather humanity.
“Show me the person who fears nothing and I’ll show you an idiot.”
*There’s also an argument that the person who fears nothing might also be the person who has reached enlightenment… but that’s a discussion for another day.
If things only have the power and influence that we assign them (and they do), then fear is something we can control and use for our own personal development. For the most part fear is a completely personal thing. It’s not about the situation, circumstance or environment but rather US in it; how we react to, process, cope with and interpret the events in our world. That’s why we can see two people doing the exact same thing at the same time (a bungee jump for example); one is excited and having a great time, while the other is terrified and having the worst time ever. That’s because it ain’t about the jump; it’s about the jumper. Keeping in mind that each jumper creates his or her own reality. Of course there are healthy fears – not wanting to swim with a shark for example – but what we’re talking about here are those destructive and unhealthy fears that have been known to make people prisoners of their own mind. For a lifetime.
3. When nice isn’t. (Nice)
Seek to be strong not nice. Too many nice people get chewed up and spat out because all they have is a bunch of “nice-ness” and zero personal power. Sometimes nice-ness is actually a euphemism for weakness and far too often our need to be seen as the “nice person” (oh, please) is what brings us undone. Endeavouring to keep everyone in your world happy is an exercise in futility, frustration and exhaustion. And stupidity. In short, it can’t be done. It’s not your job to “make” people happy; it’s your job to be you. And not the “you” that people want you to be, but rather, your authentic self. The one who has clarity, certainty, contentment and calm about who and what they are. And no, being you does not mean being selfish.
4. Stop being a victim.
The world isn’t fair. The majority don’t care about you or your issues. S**t happens. Bad things happen to good people. And lots of people are selfish and nasty. There — we’ve cleared that up. Now, stop seeking pity, attention and sympathy and get on with it. Stop having the same pointless discussions about the same issues, stop waiting to be “saved” and stop giving away your power. You don’t need universal approval, acceptance or endorsement, you need a different attitude.
5. Win respect through your actions.
Talk less, do more. What you do will tell the rest of us far more about who you are than any words that might come out of your mouth. Words are cheap and often meaningless. Most big talkers are just that. And nothing more.
6. Keep re-inventing yourself.
Being stagnant and inflexible in a dynamic world is a sure-fire way to become redundant, unnecessary and powerless. While your core values, beliefs and standards might remain constant, it is important that you continue to adapt, learn, grow and develop with your ever-changing world.
7. Value yourself.
Stop treating others as though they are of greater worth than you. Nobody is more important than anyone else. And nobody is more important than you. Nobody. This is not about having a massive ego or being self-righteous; it’s about stopping all the self-sabotage. You know what I mean. It’s about not rationalising mediocrity and failure any more. It’s about changing your standards and your thinking. It’s about not letting your poor self-esteem get in the way of your potential and your possibilities. It’s about not letting your past become your future. In case you don’t know or you haven’t been told, I will tell you now; you are worthy, you are talented, you are good enough and you are powerful. More than you know. If you don’t believe those words then you don’t value yourself as you should.
*By the way, power and humility can go comfortably hand in hand.
8. Fiercely protect your brand.
Don’t associate with people, organisations, situations or products that will damage your reputation. In the professional world (where many of us spend a great deal of our lives) your brand is your power. The stronger your brand, the more power you have (in that world). Prospective employers, potential business associates and customers will all “buy what you’re selling” based largely (if not solely) on their perception of you; your product, your service, your ability, your skill, your integrity and your value to them.
Craig Harper (B.Ex.Sci.) is a qualified exercise scientist, author, columnist, radio presenter, television host, motivational speaker and university lecturer. For the past 25 years he has been a leading presenter, educator, motivator and commentator in the areas of personal and professional development. You can visit Craig’s blog at Motivational Speaker.
