What can you learn?
While it may be obvious how to apply this quote to widgets (Post-it® Notes, for example, are the result of a lab experiment gone wrong that turned out exceptionally well for 3M), it applies to business development as well.
While it may be obvious how to apply this quote to widgets (Post-it® Notes, for example, are the result of a lab experiment gone wrong that turned out exceptionally well for 3M), it applies to business development as well.
My favorite question to ask is, What one thing could you do this week that would have the most significant effect on your practice? Distraction and a divided focus can undermine any effort. And if your efforts take you outside your comfort zone, trying to do too much at one time generally results in little or no movement.
Your business development plan will incorporate multiple activities, but choosing one high-value focus per week (or month or quarter, depending on your plan) ensures that you make significant headway. What’s more, making the decision about which activity is currently the highest value will prompt you to evaluate your plan and to keep it as a living document instead of a one-and-done plan that stays on the shelf.
Pull out your business development plan right now (if you don’t have one, perhaps we should talk) and choose one activity to focus on this week. It might be as large as working on an article or a presentation, or it could be as targeted as setting up a conversation with a key contact. Whatever it is, block out the time on your calendar and complete that activity this week.
Have you noticed over the last five or ten years how many leaders in industry, sports, politics, and more have been revealed as untrustworthy? Let’s name a few names. Bernie Madoff: trusted financial advisor. Lance Armstrong: trusted cancer-survivor-turned-multiple-Tours-de-France-winner. Politicians too numerous to count. Even entire organizations, like Countrywide Financial Corp.
How can you conduct yourself so you’re recognized as trustworthy? Here are a few foundational steps:
It’s dramatic to identify a crisis of truth, but that crisis is very real. Consider how it may affect your professional relationships and your business development opportunities. For more food for thought, read this blog post.
September in the United States means back to school. After spending over half my life in school, I always feel a certain fresh energy in the fall that prompts me to take a fresh look at my goals. I start thinking about what I need to learn, what I need to do differently, and even what I’ve been promising myself I’d change. And if conversations with clients is any barometer, I’m not alone.
Regardless of the time of year, it’s easier to feel enthusiastic while setting goals than it is to maintain the necessary energy and determination to make progress toward those goals. That’s the problem with new year’s resolutions, right? It’s fun to imagine a whole new life or business or body, but it’s a lot of work to get there.
I recently ran across this article from leadership and platform-building expert Michael Hyatt, in which he suggests that two words can “set you up to win every time.” Using these two words allows you to make “implementation intentions” that address the things that keep you from reaching your goals and declare what you’ll do differently. (Read the post—it’s a quick one—for specifics on how to set implementation intentions and what these two critical words are.)
Here’s the action step that Hyatt prescribes at the end of his post, and I invite you to take the same inquiry specifically in the context of business development and growing your practice:
“Think about one goal that matters to you right now. What hinders your progress? Create a list of implementation intentions. Like the examples [provided in the post] put these in the first person, and review them often.”
Identifying obstacles and planning how to overcome them is a simple and highly effective way to make progress toward your goals. Do this today, and you can create remarkable results.
Last week a client bemoaned the fact that his peers were all advancing more rapidly with business development than he was, that they all seemed more confident than he felt, and their opportunities were endless whereas he had to work hard for every opportunity he had. Ever had a day like that? If there’s data to support those feelings, it’s worth taking a look at what’s going on… But if you’re making judgments about your comparative success based on nothing more than feelings, you’re almost certainly not seeing reality, whether you’re selling yourself short or inflating your success.
Here’s the quote I shared with my client:
“The reason we struggle with insecurity is because we compare our behind-the-scenes with everyone else’s highlight reel.” Steven Furtick
This is true on social media; it’s equally true in the business world. Comparison can be valuable when it
helps you to identify a route you hadn’t considered before or a strategy worth considering, but much of the time it’s demoralizing because most of us highlight success while concealing failure.
If you’re watching others and feeling that you don’t measure up, look to the data. Ask whether you know the background story. For example, was your colleague offered a highly coveted speaking opportunity on the basis of reputation alone, or did she network her way into the right group and then request a speaking role? Was her proposal turned down four times before it was finally accepted?
You likely know the analogy of the swan serenely gliding across the surface of the pond while paddling like crazy underneath the water. When you compare yourself to a swanlike colleague, be sure you can peek under the surface level to see the paddling. Chances are, you’ll realize that your colleague is succeeding as a result of consistent, strategic work—and that you can, too.