Late Bloomers Are Ready To Do Their Best Work

Are You A Late Blooming Business Professional?

When it comes to business, I've often been a late bloomer.  Today I'm a boomer that's been honed into a talented business professional.  At the top of my game I am discretely driven by what's right, not who's right, which gives me the confidence to challenge my clients.

Are you a baby boomer who has been incorrectly positioned by others as having their best behind them? [Senior tour golfers earn more than when they played on the PGA tour].

There are lots of boomers out there ready to do their best work ever.

By John Bernardi

Another Reason Why Business Schools Should Teach History

Self Fulfilling Prophesies Work Both Ways

If you expect a positive outcome, you are on the right track. If you expect a negative outcome, you'll be subconsciously influencing that result as well.

Today's high school and college students have yet to experience a healthy economy.  They're used to hearing about fiscal cliffs, high unemployment, a tough job market, belt tightening, outsourcing, etc.  Has this become their self-fulfilling prophecy because that's what they've come to expect?  Let's hope it's not engrained in their muscle memory.

I believe that a holistic business curriculum can foster their positive self fulfilling prophecy? If we teach business students about the history of the cycles our economy has traversed, they'll be better equipped to believe that they can influence future good times.

If we can create positive self-fulfilling prophecies in these future leaders, they will be wanting to innovate, undertake risk, invest, etc.  They will have a positive, enthusiastic attitude and will enjoy their careers.  And they'll get our economy back on track for the long term.

Here's an intersting article on Self-fulfilling prophecy by Carolyn Kaufman, Psy.D. in Psychology for Writers

Business Owners Fit the 80/20 Rule

Pareto's Rule 

Applies To Business Owners

 

 

 20% Have These Characteristics

• Their communication style establishes trust, honesty and dependability
• They follow through on their commitments
• They're not distracted because they behave like CEOs rather than employees
• They don't flinch when an unexpected situation occurs
  
• They have courage to take advantage of defining moments
  
• Positive change trumps the status quo
• They look for opportunities to expand comfort zones - personal and company 
• They build an action culture of great execution
• They build processes that encourage the right actions

Likeability Vs. Desirability

Likeability and/or Desirability

Essential Traits for Being Selected

To me, likeability reveals DNA for building a strong network and bringing out the best in others, while desirability is earned by delivering a beneficial result, or providing advantage or pleasure.

What is the golden ratio of desirability [a] to likeability [b]?  Can desirable people thrive with a low likeability factor?  How brightly must their product or service shine as the obvious choice to buyers?  Are they artificially likeable for as long as they continue to help their customers look good based on the excellent results produced by their product or service?

Can likeable people survive for a longer period of time when their products or services aren't always the obvious choice?

How would you want your [a] and [b] to be rated by your customers, prospects and channel partners?

Business Development In Its Basic Form

Find Ways To Win Today

While Building For The Future

Allow your business to be the best it can be by answering four basic questions every day:

1. What will my business look like in a couple of years if I continue to run it in its current form?
2. What could I be doing today to improve short term results?
3. What would I like my business to look like in 2 to 3 years?
4. Will short term results subsidize my company's future?

Now, you're ready to define business development's role for your business.

Pay Attention to First Impressions

I thought I was interested in helping a prospective new client who could benefit from my "change agent" services in their business development environment.

I should have paid more attention to three negative initial impressions.

For the telephone introduction session, they called 30 minutes later than the scheduled time.  They apologetically told me that an unexpected situation caused them to be late.  I had to reschedule the call because I had another commitment.  A few days later they sent me an email asking to re-reschedule the planning call because of a new unexpected situation.  My antenna went up.  Was this the way they treated their employees as well?

A week later when I walked into their well-adorned lobby, I was greeted by an unfriendly receptionist.  I felt like an invader.

As I was escorted to the conference room, I passed quiet employees who were alone in their cubes and didn't look like they were enjoying their day.

When the managers who could benefit from my services entered the conference room, I sensed a very negative air about them even before the first words were spoken.  The conversation was very superficial and we never got to the heart of the matter after one hour of skirting the issues.

I decided to not follow through with the engagement.

The moral of the story is to pay attention to the environment before you decide to pursue an opportunity.  Maybe it's just one person who is relaying a questionable signal.  But if you find consistency in at least three separate interaction points, something's up.

It's Not Micro-Managing

Subtle Reminders are Appreciated ... and Necessary

I've come to realize that most people do not follow through on "next steps" in the time and fashion that were mutually agreed upon.  I try to smoothly navigate this sensitive terrain through thoughtful reminders as a necessary catalyst to keep things moving.

The goal is for creative reminders to be accepted as "thanks" or "good thought", and not as micro-managing.

Navigating a Global Economy

Define Your Own Economy

It's Different from the Macro Economy

Work to retain your existing customers and ensure sufficient marketing and selling activity for continually acquiring new buyers each month.

Invest daily team time trying to imagine ways to lower the customer's risk rather than your price.

Let a goal statement influence each day as a pop up on your calendar.

Monitor month-to-month sales funnel health as your leading indicator. This includes close rate, deal size, length of sales cycle, average discount rate, # products per deal and the # of leads required to find a winnable opportunity.

If you have channel partners, coach them on the best closing tactics.

Add recurring revenue sources to your product line.

By John Bernardi