The skill we need to master for Intentional Anything is progress. How do we stop talking about it? I was in a sales meeting the other day and the company was planning a networking event at their office. They had been talking about it for months but while the idea was getting play, there was no substantive progress. Why, I asked? The reply was that they needed to get the invite list together and to do that they needed to have a meeting to discuss how they would gather and who would do what. And, I asked, how would that be progress? Progress would be to start the list. Period. What would allow that work to begin is an understanding and acceptance that the list will never be perfect or complete. Shoot for 80% if you are perfectionist. But you could also start with the outcome in mind. If you want 100 people to show up, you need to invite 1000. While folks pondered that challenge, we quickly designed the invitation, set the hours, outlined key attractions, and chose a menu. Plus, we assigned responsibilities for all of these items on the spot. The key to Intentional Progress is to […]
Tom shares why not identifying the right goals can set you up for failure.
This article was originally published in the May 2016 issue of Entertainment Technology Asia Growing a Rental and Staging business has never actually been easy, but today it seems like anyone can get into the game. Competition is fierce, products and services increasingly commoditized, and getting ahead seems harder. How do you grow, make money, and not collapse under your own weight? There are three key best practices that will keep your rental business vibrant. Learn How to Oversell In order to grow, you must sell more than you did the period prior, consistently. If customers would cooperate by not scheduling their events at the same time, then this task is easy. However, peaks and valleys are the norm for most of us. The trick is to make the busy periods consistently larger without sacrificing quality. This requires a fearless commitment to new business alongside a dynamic operation that can adjust to fluctuations in workload. Growing, profitable rental businesses rely heavily on outsourced staff and equipment in peak periods in conjunction with just-in-time hiring and purchasing to accommodate this type of growth. Transparent Processes As companies grow, the tendency is for the details of a project to reside in the Sales process […]
Today Tom shares why transactional thinking could be killing your goals and potential profits.
I am going to make an important assumption about you and your business. At one time you were very much in love. You started with a great idea and received lots of encouragement from those around you. You dated the idea, maybe tried living together, and finally – without being certain of what all could happen, you took the plunge into a permanent relationship confident that you wanted to find out what would happen next, together. The banker closed the loan book and announced, “’Til death or sale do you part. You may make your first payment.” Then life happens. Having a job is like dating another person. You may be committed and monogamous, but you have to pay attention or you could get dumped. Owning a business is marriage. Once you have committed to your company, you have to keep pouring your heart and soul into it in good times and bad – or else, the love that sparked the journey will fade. However, the biggest difference is that in either case, your relationship plays out in a fishbowl in a room full of watchers. As I write today, I am sitting in a hotel room on a visit […]
I have these great ideas. Books, articles, client questions, TED Talks, observations, or suggestions have all triggered moments of brilliance. Sometimes I am consumed by all the things I could be doing. I have even gone so far as to reduce the time I devote to inquiry in order to stem the tide of ideas. Nothing worked until I experienced a client that did the exact same thing. He was completely and utterly stuck on what to do next because every idea was precious. “That’s a good idea isn’t it? We should do that.” So instead, nothing got done.
Tom discusses seven ways to intentionally grow your business.
Tom shares three steps to restore profits in the new economy.
There are two kinds of top achievers. There are the ones that can focus on the ultimate goal and everything falls into place behind it. Picture the star football player that sets his sight on The Super Bowl. Everyday he reminds himself what all the effort is for, knowing that the pain will lead to the goal. Then there is the rest of us that want to do something better everyday knowing that the amalgamation of continual effort will deliver the desired results. In an athlete, this is the football player that puts all his energy into fundamental techniques knowing that only a master will make it to the big game. Both approaches work. Both require continual technical improvement with unrelenting effort. 99.9% of us can’t pull it off because we are not superhuman. We need structure, training, and small successes. I like to call it, Improving the Odds. I am a fairly average martial artist. Over the past dozen years or so I have overcome my fears, physical limitations, and intense competition to survive class, tournaments, and sparring sessions with really good practitioners. I’ll never be great, but I have survived because I work on improving my odds of […]