It's a battle we fight all day every day. Replacing the important with the urgent, putting out fires, keeping all the parts of the machine moving, etc. Whatever you want to call it just know that it is a dangerous game to play - especially in today's environment. During the last 3-4 years it has been easy to keep your head down and just "work hard" until "things" get better. The problem is while you're waiting for a sunny day the world (and the market you do business in) is being changed every day by people brave enough to plan for the future.
If you are a leader or an aspiring one of your organization and you aren't spending at least 20% of your time focusing on what's next for your organization then you and the person they hire to take your place are in a lot of trouble over the next few years. If that sounds harsh, good! Last week I talked about living and working to make a difference. This week I'm encouraging you to actually do something about it!
It depends on what type of industry you work in but I recently read a study in the Harvard Business Review that suggests that many companies only invest around 10% of their resources on "game changing" products, services or initiatives. The other 90% is spent on what's called core and adjacent projects. In other words, almost every minute of every day is spent singularly focused on what is right in front of us with no thought about what the future needs let alone demands of our customers might be.
While these numbers may not shock you, if you have the same reaction I did when I saw the next set of data then consider this your wake up call. For those companies that are considered high performance and are busy investing in all three types of projects their total distribution of returns looks like this: Core 10%, Adjacent 20%, Game Changing 70%.
In case these numbers are a little confusing for you let me give you a quick summary. Are you spending 90% of your time chasing 30% returns or 10% of your time chasing 70% returns? If you operate in a mature market that is looking and feeling more and more like a commodity market where the only difference in competitors is price then this should shake you out of your slumber. The world is getting smaller every day and today's pricing efficiencies are tomorrow's fat. If you want to spend the rest of your career figuring out how to cut more fat so you can sell on price not value then good luck to you. If the status quo suits you then God's speed. In reply I would offer the Italian author Machiavelli's quote: I'm not interested in preserving the status quo; I want to overthrow it.
I would much rather work in an environment where we are working to redefine the market and create ideas, projects and products that customers will gladly pay (more) for. It's a lot more work and more effort than keeping the status quo. It's also a lot more fun and also a good way to attract really great people to work with, associate with and do business with.
We all need to open our eyes and our ears. We need to use all of our senses and God-given abilities to determine what's next. I suggest you start by getting out of the trees and getting a much clearer picture of what your forest looks like. It's the most important thing you can do. Your future depends on it.
Thursday, May 31, 2012
Friday, May 25, 2012
Falling Forward
Recently I read the difference between successful and unsuccessful people is that those who are unsuccessful fail 3 out 5 times they try something while the successful ones fail 2 out of 5. This is a much narrower margin of success - or failure depending on your point of view - than most people would guess. What do all of these people have in common, including you and I? We and they ALL fail. Every day, many times, perhaps.
If you are like me you want to live a life of meaning. It is not my intention to try to define what success means to you. I believe we each have our own definitions that are deeply rooted within that are as unique as we are. I also think we all have a desire at the end of our career or of our lives to want people to remember us and think of us as someone who made a difference. Just last week I read a quote Steve Jobs made to the Wall Street Journal in 1993 that says it wonderfully: Being the richest man in the cemetery doesn't matter to me. Going to bed at night saying we've done something wonderful...that's what matters to me.
For a long time in my life I have not done a lot of wonderful things. Why? Because I was afraid to make a mistake and mortified at the thought of appearing to be a failure. With a little more wisdom to go along with my gray hair I am learning to embrace what is important to me and to work steadfastly to do some wonderful things with the rest of my life. The more I do, the more I want to do. Does this mean that everything I do turns to gold? Of course not! I have found that as I become more aware of the reasons why I fail I become more self-aware and less likely to repeat the same actions or attitudes that have held me back in the past. I am stretching and learning and doing new things. I can honestly say I have learned more in the first few months of this year than I have learned in a long, long time.
The reality is I am the same person I have always been, albeit more focused on achieving meaningful goals and objectives. The difference between my mistakes of the past and my failures today is how I view them. Instead of obstacles I am treating them as opportunities for growth. Instead of making it the focal point of my day I make it a point to evaluate what I can improve next time and then move forward with more resolve to improve myself and my results next time. I no longer view myself or others as a failure but rather as people with the courage to try something new and better and be willing to celebrate the victories and accept the failures that go along with it.
I encourage you to examine yourself and your mindset as it relates to getting outside your comfort zone to try to make yourself a better person. It takes courage and it takes humility. Much more than that it takes you beyond yourself and gives you the opportunity to live your life to the best of your ability. Falling forward feels a lot better than doing nothing and hurts a lot less than knowing you haven't given life everything you've got.
If you are like me you want to live a life of meaning. It is not my intention to try to define what success means to you. I believe we each have our own definitions that are deeply rooted within that are as unique as we are. I also think we all have a desire at the end of our career or of our lives to want people to remember us and think of us as someone who made a difference. Just last week I read a quote Steve Jobs made to the Wall Street Journal in 1993 that says it wonderfully: Being the richest man in the cemetery doesn't matter to me. Going to bed at night saying we've done something wonderful...that's what matters to me.
For a long time in my life I have not done a lot of wonderful things. Why? Because I was afraid to make a mistake and mortified at the thought of appearing to be a failure. With a little more wisdom to go along with my gray hair I am learning to embrace what is important to me and to work steadfastly to do some wonderful things with the rest of my life. The more I do, the more I want to do. Does this mean that everything I do turns to gold? Of course not! I have found that as I become more aware of the reasons why I fail I become more self-aware and less likely to repeat the same actions or attitudes that have held me back in the past. I am stretching and learning and doing new things. I can honestly say I have learned more in the first few months of this year than I have learned in a long, long time.
The reality is I am the same person I have always been, albeit more focused on achieving meaningful goals and objectives. The difference between my mistakes of the past and my failures today is how I view them. Instead of obstacles I am treating them as opportunities for growth. Instead of making it the focal point of my day I make it a point to evaluate what I can improve next time and then move forward with more resolve to improve myself and my results next time. I no longer view myself or others as a failure but rather as people with the courage to try something new and better and be willing to celebrate the victories and accept the failures that go along with it.
I encourage you to examine yourself and your mindset as it relates to getting outside your comfort zone to try to make yourself a better person. It takes courage and it takes humility. Much more than that it takes you beyond yourself and gives you the opportunity to live your life to the best of your ability. Falling forward feels a lot better than doing nothing and hurts a lot less than knowing you haven't given life everything you've got.
Thursday, May 17, 2012
One More Step
I am really proud of myself. Except on those occasions where I disappoint myself. I have spent a great deal of the last 20-30 years acquiring "head knowledge." Not that I can't still learn new things every day but at this point in my life I know more than enough to be as wildly successful as I want to be according to my definitions of success. I bet you do to. Go ahead, give yourself credit.
If we know everything we need to know then it stands to reason that we should have all achieved most of our goals and objectives by now, right? Neither have I. Why? It's a simple question with an even more simplistic answer. Because we are unwilling to take the final step or two of faith and commitment that leads us to our desired outcomes. Think about it. How many times have you been within reach of a goal in your life only to stop short? I do it all too frequently. On the occasions where I am willing to pay the price and to venture out of my comfort zone in order to achieve my goal I feel like a million bucks. You know the feeling too. When you do something you weren't sure if you could do it inspires you to do more and try more the next time. Success begets more success.
I have been running a lot lately. After many months of doing it at least 4-5 times per week I am running distances and for amounts of time that I never imagined I could do before. It is exhausting. And it is exhilarating. So the end results and the ancillary benefits are well worth the time and effort I am putting in to living a more healthy lifestyle. That's one of approximately 25 goals on my current radar that I need to work on to be a better. It feels great to finally reach an important goal but I have a lot more work to do.
What would it take for you and me to pay the price to reach all of our goals? None of set out to be mediocre. There are hundreds if not thousands of presumably good reasons to veer off of one thing to spend time on another. It is easy to justify in our minds why we can't or won't remain steadfast in our pursuit of better things for ourselves and others. It is well said that the enemy of great is good.
My challenge to you this week is to evaluate your goals. If you don't have any set aside some time to come up with 2 or 3 goals that if you could accomplish in the next 90 days would have a significant impact on your life. But then you have to take one more step that most people aren't willing to take. Commit to the goal. Every day. Do one thing that will take you one step closer to reaching your desired outcome. Just one. I can't promise you the steps along the way will be easy or without challenges. I can promise you that you and those around you will be glad you did.
If we know everything we need to know then it stands to reason that we should have all achieved most of our goals and objectives by now, right? Neither have I. Why? It's a simple question with an even more simplistic answer. Because we are unwilling to take the final step or two of faith and commitment that leads us to our desired outcomes. Think about it. How many times have you been within reach of a goal in your life only to stop short? I do it all too frequently. On the occasions where I am willing to pay the price and to venture out of my comfort zone in order to achieve my goal I feel like a million bucks. You know the feeling too. When you do something you weren't sure if you could do it inspires you to do more and try more the next time. Success begets more success.
I have been running a lot lately. After many months of doing it at least 4-5 times per week I am running distances and for amounts of time that I never imagined I could do before. It is exhausting. And it is exhilarating. So the end results and the ancillary benefits are well worth the time and effort I am putting in to living a more healthy lifestyle. That's one of approximately 25 goals on my current radar that I need to work on to be a better. It feels great to finally reach an important goal but I have a lot more work to do.
What would it take for you and me to pay the price to reach all of our goals? None of set out to be mediocre. There are hundreds if not thousands of presumably good reasons to veer off of one thing to spend time on another. It is easy to justify in our minds why we can't or won't remain steadfast in our pursuit of better things for ourselves and others. It is well said that the enemy of great is good.
My challenge to you this week is to evaluate your goals. If you don't have any set aside some time to come up with 2 or 3 goals that if you could accomplish in the next 90 days would have a significant impact on your life. But then you have to take one more step that most people aren't willing to take. Commit to the goal. Every day. Do one thing that will take you one step closer to reaching your desired outcome. Just one. I can't promise you the steps along the way will be easy or without challenges. I can promise you that you and those around you will be glad you did.
Thursday, May 10, 2012
Storm Troopers
We live in a time of great opportunity and great blessings all around us that we oft times take for granted. Sometimes our fortunes are recognized when through crisis or concerns our routines become anything but. Great health is something I have become especially grateful for because the older I get the more I see people who don't have it and realize how fortunate and/or lucky I am. A couple of years ago spending ten days in a hospital has made me much more appreciative and determined to live a healthy(er) lifestyle and be grateful than I am a generally healthy person.
Which got me thinking this week, how do we handle the storms that come to us from time to time? Some of you may be in the midst of a horrible storm and see no way out right now. We've all been there and can sympathize with you. I am always amazed in nature how a storm of incredible force can wreak havoc for a time but then when it's over the sun returns and the peace and calm is more evident than before the storm hit. Isn't it true in our lives as well? In fact, like a tree bent by the storm's fierce winds when it's over with we become stronger and more deeply rooted in ourselves and our resolve to see the storm through the next time it comes.
There are those who even in the midst of incredible challenges remain calm, cool and collected and others who flip out at the first sign of trouble. My wife is and always has been a calming force in my life and able to accurately see things as they are whereas I have a tendency to worry and imagine things to be worse than they really are. It's only taken me twenty-something years but I am realizing the need to imitate her more closely and try to become less of a worry wart every time something doesn't go my way.
Not only does she see things and situations more clearly but she almost always makes better decisions and has more wisdom and peace about situations than I do. I am starting to think that all of these character traits must work together to make something very good. And I am starting to observe the things I need to do to become more even keeled every day. I wonder if like me some of these character traits would be helpful for you. Here is a list of things I am working on:
Be(come) a great listener: This is a lost art but is absolutely necessary if you're going to accurately asses a situation and form accurate opinions about the best course of action.
Evaluate a decision from multiple points of view: Instead of rushing in to a decision or conversation take time to evaluate the opportunities and obstacles from not only your perspective but those of others you trust.
When is as important as what: Sometimes we have to make "gut decisions" based on present circumstances. Many times it's better to step back from a storm and take time to make the right decision instead of the first thing that comes to mind.
Wisdom: If you don't have someone who challenges you to become a better person and always seems to have the answers, start looking for one. There is incredible value in being able to have a sounding board to listen to you and challenge you to think in new and different ways.
Patience: How many stories can we think of throughout history, business and even fictional stories where those who have rushed in to a storm didn't survive and were perceived as fools? Conversely, those who perhaps dealt with great internal struggles yet perservered and solidified their ideas and plans of action are the ones who eventually won the victory.
In to every life a little rain must fall. The person who is best prepared is the one who most easily weathers it and is often the person we admire the most.
Which got me thinking this week, how do we handle the storms that come to us from time to time? Some of you may be in the midst of a horrible storm and see no way out right now. We've all been there and can sympathize with you. I am always amazed in nature how a storm of incredible force can wreak havoc for a time but then when it's over the sun returns and the peace and calm is more evident than before the storm hit. Isn't it true in our lives as well? In fact, like a tree bent by the storm's fierce winds when it's over with we become stronger and more deeply rooted in ourselves and our resolve to see the storm through the next time it comes.
There are those who even in the midst of incredible challenges remain calm, cool and collected and others who flip out at the first sign of trouble. My wife is and always has been a calming force in my life and able to accurately see things as they are whereas I have a tendency to worry and imagine things to be worse than they really are. It's only taken me twenty-something years but I am realizing the need to imitate her more closely and try to become less of a worry wart every time something doesn't go my way.
Not only does she see things and situations more clearly but she almost always makes better decisions and has more wisdom and peace about situations than I do. I am starting to think that all of these character traits must work together to make something very good. And I am starting to observe the things I need to do to become more even keeled every day. I wonder if like me some of these character traits would be helpful for you. Here is a list of things I am working on:
Be(come) a great listener: This is a lost art but is absolutely necessary if you're going to accurately asses a situation and form accurate opinions about the best course of action.
Evaluate a decision from multiple points of view: Instead of rushing in to a decision or conversation take time to evaluate the opportunities and obstacles from not only your perspective but those of others you trust.
When is as important as what: Sometimes we have to make "gut decisions" based on present circumstances. Many times it's better to step back from a storm and take time to make the right decision instead of the first thing that comes to mind.
Wisdom: If you don't have someone who challenges you to become a better person and always seems to have the answers, start looking for one. There is incredible value in being able to have a sounding board to listen to you and challenge you to think in new and different ways.
Patience: How many stories can we think of throughout history, business and even fictional stories where those who have rushed in to a storm didn't survive and were perceived as fools? Conversely, those who perhaps dealt with great internal struggles yet perservered and solidified their ideas and plans of action are the ones who eventually won the victory.
In to every life a little rain must fall. The person who is best prepared is the one who most easily weathers it and is often the person we admire the most.
Thursday, May 3, 2012
Where Everyone Knows Your Name
Many years ago I was an avid fan of the television show Cheers. The characters in the show were a wonderful collection of bar mavens that America fell in love with. If you asked me who my favorite character was on the show I would be hard pressed to name just one. It would be easier for me to name a character I didn't like which was none. I loved them all and I'm guessing you did too. What was it that was so magical about a show that by my estimation was shot 75% in the same location, with the same characters in their same seats every week? Ah, familiarity.
Who could forget the raucous "NORM!" cheers every time he walked in to the bar? Or Cliff's postman witticisms that were simply hilarious. The one I remember best is "It's a dog eat dog world, and I'm wearing Milk Bone underwear." Genius. I've had a few of those days myself, Cliff! I think one of the reasons we all came to love the show and the characters was defined in the show's opening song.
"Sometimes you want to go where everybody knows your name, and they're always glad you came. You wanna be where you can see, our troubles are all the same You wanna be where everybody knows your name."
If I were to ask you, where is your favorite place to eat, what is your favorite place to shop, which hotel chain do you prefer to stay in when you travel, I bet you have a favorite. If you're like me, you go to the same place more times than not. Why? Because you like the way it feels when you go somewhere and people recognize you, acknowledge and affirm you and if they happen to greet you by name - WOW! what a great feeling. Admit it, we all want to be Norm.
So my question and challenge for this week is how do you treat your customers? Are you grateful for their business? Do they know you are? Many, many companies have come up with customer loyalty programs to reward their best customers. Most of them do an OK job at giving perks to the customers who they earn the most from but very few do a great job of making their customers feel truly valued and appreciated. Those that do are the ones that draw the most customers and not surprisingly the best talent for employees.
Our challenge is to make our customers brand fanatics. When they think of buying what we're selling we immediately are the first company they think of. If we'll take time to reach out to our customers, listen to them and then give them what they ask for we're well on our way. Then add in a few unexpected surprises that really WOW! them and you've got them as customers for life.
Sounds easy but only a few ever do it really well. If your desire is to grow your business I can't think of a better place to start. It will definitely put you in a place where you exceed the Norm! Cheers!
Who could forget the raucous "NORM!" cheers every time he walked in to the bar? Or Cliff's postman witticisms that were simply hilarious. The one I remember best is "It's a dog eat dog world, and I'm wearing Milk Bone underwear." Genius. I've had a few of those days myself, Cliff! I think one of the reasons we all came to love the show and the characters was defined in the show's opening song.
"Sometimes you want to go where everybody knows your name, and they're always glad you came. You wanna be where you can see, our troubles are all the same You wanna be where everybody knows your name."
If I were to ask you, where is your favorite place to eat, what is your favorite place to shop, which hotel chain do you prefer to stay in when you travel, I bet you have a favorite. If you're like me, you go to the same place more times than not. Why? Because you like the way it feels when you go somewhere and people recognize you, acknowledge and affirm you and if they happen to greet you by name - WOW! what a great feeling. Admit it, we all want to be Norm.
So my question and challenge for this week is how do you treat your customers? Are you grateful for their business? Do they know you are? Many, many companies have come up with customer loyalty programs to reward their best customers. Most of them do an OK job at giving perks to the customers who they earn the most from but very few do a great job of making their customers feel truly valued and appreciated. Those that do are the ones that draw the most customers and not surprisingly the best talent for employees.
Our challenge is to make our customers brand fanatics. When they think of buying what we're selling we immediately are the first company they think of. If we'll take time to reach out to our customers, listen to them and then give them what they ask for we're well on our way. Then add in a few unexpected surprises that really WOW! them and you've got them as customers for life.
Sounds easy but only a few ever do it really well. If your desire is to grow your business I can't think of a better place to start. It will definitely put you in a place where you exceed the Norm! Cheers!
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