Quit Wishin’ & Hopin’

 …..that business will get better. Get out there, create a sales process, and stick to it. When I work with a very small business (just the owner or the owner and a couple of employees) I’ll often find that the owner started off with a plan to bring in business, but they get a little weary and then slack off.  They need to pick the kids up, or the car isn’t running well, or there is SOOOooo much stuff to do in the office that they just can’t get out there often for the purpose of business development. UGH!  Then business dries up and they hit the road again to stir things up and then the cycle repeats.  It is important to have a plan and to work that plan. Schedule your time so that you always do the business development part. You can catch up with paperwork in non prime time or on the weekend. It takes a massive effort to get a business rolling, if you coast too long you may start a slide that is steeper than you imagine.


6 Responses to Quit Wishin’ & Hopin’

  1. pooja says:

    along with schedule n planning it requires passion n focus to get a business rolling 🙂

  2. Kim Nishida says:

    I’m with you on this one, Jim! I just recently “got” that I was letting non-essential paperwork get in the way of more important, business building activities.

    I now devote a small chunk of time over the weekend to take care of that stuff and then on Monday, I get to come back to a clean desk/inbox/file cabinet and focus on the good stuff. Thanks for the validation.

  3. I always recommend the book “The Goal” by Eli Goldratt. Sure, it is a book about operations and streamlining a warehouse production environment, but better than that, it secretly talks about the process of ongoing improvement. Something I think about everyday. If I can do just one thing differently, to achieve improvement, it will help down the line.

    Robert Stanke

  4. Nanci Biddle says:

    Hi Jim,
    Congrats on your new Business Development Blog. Thanks for sharing.

    I agree with pooja, passion and focus are 2 key ingredients. I would also add persistence and determination.

    Best wishes,

  5. What great advice! It’s too simple to focus on the “easy” work and let the business development slide, and I can see how that would quickly lead to death for a small business. Thanks for the post!

  6. Kevin says:

    I’m experiencing this exact cycle right now. Was very on top of doing the practice building when we first started and have since slacked off ever so slightly and “poof” the number of new clients has decreased. Time to get back out there and make it happen!

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