We all know the importance of keeping things humming despite the up and down economic news. The truth is that no one knows for sure what the future holds. That is a truth that is real in all times; however, we do know the power of keeping our energy and attention on the right things.
Most businesses are facing confusion about what to pay attention to in their businesses right now. Many of the leaders we work with are wisely focused on the future, winning in very competitive markets, keeping their infrastructure and sales machines in place, while ensuring their cultures are thriving.
From my perspective, here are a few things that deserve your attention and will keep things humming:
Hold on to what you know to be true. Continuity of institutional knowledge, experience, and expertise is valuable now and in the future. Keep your employees on your side. Keep them engaged, solving problems, and delivering exceptional client results. Show them loyalty, and you’ll reap rewards in so many ways: low turnover, not having to hire, train, and onboard. Your key employees are your greatest assets.
We are, of course, fans of process improvement. See where you can simplify. Sometimes, processes become over-complicated, cumbersome, and burdensome. When they are not purposeful, they become a waste of time. When clear, simple, and straightforward, they are critical tools. This is also true for meetings. There are necessary meetings with clear agendas, outstanding participation, and then there are those- well, you know already, that are a frustrating experience for all. It’s important to use time effectively and wisely.
Training, yes, I have a bias. Training and development lead to growth. If you make a mistake and let go of this or put it on the back burner when things are tough, you’ll quickly find your way back to mediocrity, which puts the company on a downward spiral, which is difficult to reverse.
When I was a young manager, I became a fan of Dr. Deming, the father of TQM. One of Deming’s 14 key principles stated that it is important for companies to “Stick to the knitting.” I agree wholeheartedly. Become great at what you are good at and keep getting better. Make sure to find fabulous partners for your business. For example, a marketing agency that “gets you” and your brand message and delivers leads is worth its weight in gold. You shouldn’t be trying to start an in-house agency when you should be focused on your company’s “knitting” to produce the results your clients are looking for, paying for, and want from you.
On a sales note, create an atmosphere where selling is deeply valued. You want your sales team to stay positive, maintain hope, and feel valued. Please remember that your current and past clients are there for you and want you to succeed. They are happy to help. They have the potential to provide vital referrals, which are much easier to sell than cold or warm leads – and some stats say 70% more likely to close. Focus on them. They also can provide experience feedback, so you don’t get too inward-looking.
