Essential Business Coach

Success in Marketing

2008-08-04T11:33:00.002+10:00

One of the most difficult areas to cultivate as a business person, particularly when we are starting out in business, is to market ourselves, our products and our services effectively. To find the right words, at the right time, for the person that I am talking to in any given situation is an art and a discipline.

So, how do we market ourselves?

The tension between 'big-noting' or 'puffing ourselves up' and 'hiding our light under a bushel' creates a balancing act that has within it the potential to make us feel uncomfortable and awkward. However, getting the balance just right often spells the difference between success and failure.

In essence, successful marketers tell stories that people believe.

We all love stories that move us in some way. The best stories, of course, motivate us, inspire us and make us act. We love the stories that engage us and light us up. These are the stories that enthuse and inspire action.

The telling of our own story in a believable way begins with our being very clear about who we are as a person. This is the story that we are living and writing everyday into the paragraphs and chapters of our own lives. The way in which our story is told shapes the result.

How well we live, breathe and move within our own business story will be the measure of how well we enthuse and inspire others to want to have business dealings with us.

In my view, the integration of our inner lives with its outer expression is critical. Others must be able to see that what we say we do is in keeping with what we actually do. In the first instance, we ourselves must be believable to ourselves, before we can be experienced as believable by others.

That what we have to offer is of immense benefit to a customer, either in solving a problem or satisfying a need that they might have, has to have first been discovered and written into our own business practices.

Over many years, I have found that constant reflection on the story that I tell myself, about myself, regarding my vocation and my mission in life and business, is a vital ingredient in successful marketing and selling.

Invest in Yourself

2008-08-04T11:30:00.000+10:00

The greatest investment that you can make as a business person and business owner is in yourself and in your own ongoing growth and development.

We must look after this God-given asset and manage it judiciously and effectively.

Being responsible stewards in building our capacity emotionally, mentally, physically and spiritually is paramount in developing our own business interests and the people around us.

We must pay attention to ourselves as a whole person. By so doing, we model the standard of excellence that we are striving for, both in our own lives and in the life of our business, and create the envisioned future we have for our business in ourselves in the present.

We must nurture our spirits by reflecting on higher principles and precepts and applying them to our lives on a daily basis.

We must watch our diets, get the right amount of sleep and make sure we are getting the physical exercise that we need to keep reasonably fit.

We must read good books and fill our minds with literature that expands our knowledge, stimulates our thinking and raises our spirits.

We must get in touch with our emotions and discipline ourselves to manage them well.

We must pay due care to nurturing positive relationships with people who will enable us to reach the next level of high performance.

There is so much garbage out there in the world, and the only way to protect our wonderful personal asset is to fill our minds, hearts and lives with uplifting and noble pursuits.

What can you do today to begin investing in yourself?

Maintaining Control

2008-08-04T11:25:00.002+10:00

The only element in our business that we can fully manage is ourselves, and that can sometimes be a tall order.

In line with our Vision for our business, we must engage in those behaviors which will keep us centered, calm and in control.

I find that when I am out of control it is generally because my emotions have welled up and erupted in some way that lets both me and the people around me down.

How do we maintain our poise in the cut and thrust of conducting our business affairs?

There are no easy answers to this question. Success in this area comes only on the heels of hard work.

High performance requires a commitment to discipline and practicing the behaviors that we want to have, as well as deciding to get rid of the ones that we do not want.

Using the Vision we have of the quality world that we are creating for our business and ourselves, we need to write down those positive behaviors that we expect of ourselves. In addition, we must identify those behaviors that are unacceptable to us and get rid of them.

The positive behaviors we exhibit must evolve into habits in our business so that we are consistent in our relationships with our colleagues and our customers.

Revolutionary Management

2008-06-25T08:21:00.002+10:00

I am reading a great book at the moment entitled Revolutionary Management by Alan Axelrod. This book provides insights into the leadership style and thought of John Adams.

John Adams was one of the Founding Fathers and a key architect of American independence. His was a time of momentous change.

His management style was grounded in service. He worked behind the scenes to ensure that the agenda of American independence became a reality. He was always asking the crucial leading question, “Then what?”

Top managers are people who get the right things done in the right way and in the right order to achieve the desired result. Adams epitomized this approach.

The book provides lessons in management extracted from Adams’ diaries, dissertations, instructions, discourses and papers.

I highly recommend the book to stimulate your reflection and thought about management in times of change, from first principles, through rational decision making, to successful execution.

The book is available here.

Handling Setbacks in Business

2008-06-25T08:15:00.001+10:00

All successful business people experience failure at some time in their life and work.

How does the successful business person overcome the dark times of disappointment, frustration and failure in business?

The first thing to do is to remind yourself continually of your reason for being in business, for whom and to what end. This takes the form of rejuvenating and renewing our faith, commitment and dedication to our sense of Mission as a person and as a company.

In my web-based business, for instance, my Mission states, "The Essential Business Coach exists to help you gain insight and clarity about your business and delivers a coherent, holistic approach in developing yourself and your organization."

By reflecting on this statement almost daily, and living it all the time, I experience a strong desire that rekindles my enthusiasm for what I do and for who I am.

The second critical element that I have found essential in handling setbacks is to refocus and get very clear about the big picture Vision that I hold for my business activities and enterprises.

For me, this is about my ongoing transformation as a business person and the development of the organizations that I am involved with. Getting in touch with my Vision enables me to see beyond the setbacks of the present to a quality world future.

The third element requires thinking strategically and cascading this into the detail of the business, so that actual progress is made toward the Vision that we hold in a planned manner. This requires honest, hard work.

By getting things done, one step at a time, we find ourselves moving forward again. By holding fast to our Vision, in keeping with the Values that we embody, we move through these low times in our work and come out the other side more resilient, determined and focused.

Keeping a Journal

2008-06-09T10:35:00.000+10:00

Writing our observations down is a key skill to develop as a business person. This is because much of our work occurs within highly verbal environments.

I have noticed that, in a very busy schedule, a great deal of a manager’s time is taken up with lots of small conversations that last about five minutes.

It is critical then, for the high performing manager, to take the time to note the salient points that are being made during the course of a day. A journal also provides a way of recording our own observations about what is going on around us.

By writing down our thoughts, we assist in our memory of them. At a later date, these notes serve as a wonderful stimulus for new business ideas and changes in our own ways of doing business.

I encourage you to have a journal. It will assist you no end in examining your own behavior. If you practice using a journal, you will find that you improve your own performance, on a daily basis, on the road to excellence.

Values – A Code to Live By

2008-06-09T10:26:00.003+10:00

The reason for having a clear set of values is that it enables us to make effective decisions and keep a clear mind, even in the most turbulent circumstances.

Values give us focus, and they are a means for measuring both our own behavior and the behavior of the people that we work with and encounter in our business.

Each day, I reflect on at least one of the core values that I hold and practice it throughout the day.

For instance, I value silence. I find that by focusing on this value during meetings I am able to control my emotions and maintain self-control. I will often make notes in my journal and reflect on them over the course of the meeting to ensure that I keep myself in check and only speak when appropriate.

By practicing and living up to my set of values, I find I achieve great results in my relationships with other people, as well as with the financial rewards that ensue.

Benjamin Franklin, whose writing I find both enjoyable and instructive, has a wonderful section in his autobiography around thirteen virtues that he practiced to temper the conduct of his business.

I encourage you to avail yourself of his wise counsel. You can access his writing on the subject of virtues at www.school-for-champions.com.

When you focus on your core values and live by them, you will be pleasantly surprised by the positive impact this has on your personal and professional development.

Leaders

2008-04-03T10:58:00.001+11:00

Leaders are people who take responsibility for their own actions. They see a gap between what is, either in the form of a problem or an opportunity, and they do something about it.

I think that often true leaders in business, or in any sphere of life for that matter, are not even aware that they are doing anything out of the ordinary. From their perspective, they are simply doing what needs to be done.

Leaders are people who, being constantly dissatisfied with the status quo, strive for never-ending improvement in every aspect of their lives. They take a critical view of their own behavior and performance and are not seduced by the kudos that come their way.

Nor are they disheartened, for too long, by their own failings and failures or lack of external recognition. Being human means we are always falling short of our ideals, but leaders have the capacity to keep a positive focus and learn from every negative experience as they pursue their goals.

They are able to grow and expand personally as long as they remain true to their own values and ethical principles.

Another interesting thing that I have observed is that true leaders do not give themselves that title. It is bestowed on them by others who are influenced by them.

Leadership development occurs as a result of our taking responsibility for our own actions and choosing to do the thing that we see needs doing.

Transition Management

2008-04-03T10:54:00.006+11:00

In his insightful book Transitions, William Bridges tells us that the crucial role we must play in any change management process is to manage ourselves and the people around us through the change.

When we are reinventing ourselves and/or our business, managing these transitions is critical for our success.

When we are moving through the change, whatever the scale, he reminds us that we need to prepare people and support them through three major phases.

Each phase has within it a level of risk, as well as opportunity that must be closely monitored.

Phase One involves helping people say goodbye to the old identity. We do this by acknowledging the feelings of loss that everyone in our business experiences, as we move from the old identity toward the envisioned one.

Phase Two requires us to support people through what he calls the 'neutral zone'. This is the vulnerable time when we are traversing the 'in between time'. This is the time when the new identity has not yet been properly formed. During this time in our business, it is important to reinforce the vision we hold out for the new. During this phase, we have the opportunity to introduce many of the other changes we would like our business to have, as well as address any threats to our business.

Phase Three is when we have arrived at the change that was envisaged.

When we handle transitions in our business well, we create the kind of business culture and mindset that thrives on the new. At the same time, we build lasting value, by recognizing the contributions others have made in getting us to where we are today. As a business, we are more likely to develop high trust business environments when we do this process well.

I encourage you to buy his book. It is a must read if you are involved in any sort of change process, either at the personal level or in your business.

You can visit William Bridges at www.wmbridges.com

Being Yourself

2008-02-09T07:20:00.000+11:00

I have been reading two wonderful books by Bill George, True North and Authentic Leadership. As I have reflected on them, I have found each of the books to be both inspiring and confronting.

They point out that being successful in life and in business means being ourselves.

The people around us rely on us to be who we are. Our behavior must be in keeping with our lived mission, vision and values ALL the time. The core of our leadership strength lies in this ability.

Martin Luther King said that one thing we can never escape from is ourselves.

I find this notion incredibly powerful and demanding. Being honest with myself focuses me on the journey of never-ending personal improvement and the pursuit of excellence.

Everyday, I have the opportunity to be my personal best. Invariably, there are times when I let myself, and therefore others, down.

Finding our nature and living authentically in line with it builds lives, companies and communities of immense value.

The two books mentioned above are available at Bill George's website.

Keeping Cool in a Crisis

2008-01-23T14:48:00.000+11:00

Business owners can, at times, put themselves and the people around them under extreme and undue pressure. This often occurs as the result of a “knee-jerk” reaction to things in his/her business not going to plan.

Such reactions can also lead to bad decisions and short-term/short-lived responses, which only serve to make things worse.

Therefore, when problems do arise, we would all do well to spend some time fully understanding the nature of these problems and finding their true causes.

When we initially encounter a problem, it is often more complex than we may think. There are too many unknowns in and around any given situation. What first appears to be an obvious answer to us may be completely off point.

Addressing a business problem relies on our gathering the relevant information, listening to the key people involved, making a best-balanced choice given what we know, implementing a plan and evaluating the outcomes.

Remember, no solution, no matter how effective it may seem, is ever the end of the story.

Tweaking our thinking and action is an ongoing, never-ending process. In order to do this efficiently and move quickly on our feet to changing circumstances, we must first learn to be effective problem-solvers. This entails being grounded in the principles of effective problem solving and using the right tools. When we are able to do this, we have a far greater capacity to remain clear-headed in the heat of the moment.

High Expectations Deliver Positive Results

2008-01-06T13:32:00.000+11:00

Expectations affect outcomes.

In his book Maximum Achievement, Brian Tracy refers to what he calls the "Law of Expectations." He recounts the story of an experiment by Dr. Robert Rosenthal who demonstrated that when we have high expectations of ourselves and others, which are then supported socially and structurally, a 'Pygmalion Effect' occurs in which these expectations become self-fulfilling and self-perpetuating.

This 'law' applies at the personal development level in our own lives, as well as at the organizational level in our business lives.

When we are encouraged to raise our expectations of what can be achieved, we take control of our destiny to a greater degree, and that invariably leads to high performance. This has been demonstrated to be the case even amongst people who have average intelligence and/or capacity.

Telling people clearly about the positive expectations we have for ourselves and others delivers on the bottom line in our business. It also creates a positive work culture in which we have fun and where excellence becomes the norm.

If you would like to read more about this phenomenon, visit Brian Tracy.

Character Counts in Business

2008-01-06T13:06:00.000+11:00

Lately, it seems that the more I observe people, the more I notice bad behavior and a lack of etiquette and good manners.

As a good friend of mine says, "People seldom fail to disappoint."

Sadly, more often than not, he is right. I am convinced, however, that truly successful people are people of great character. They are people who exhibit good behavior and strive to deliver their personal best everyday.

These are people who have fine reputations, live by good values and a set of principles that they hold dear. By doing so, they establish wonderful reputations amongst their peers in their particular field of endeavor.

The people we admire most are people who exercise self-control and discipline, even in the most emotionally-charged situations. People who remain poised, even when 'under fire,' who remain cool, calm and collected, act impeccably at all times and treat others with dignity and respect are a wonder to behold.

These characteristics enhance their ability to avoid errors in judgment and, in fact, increase the likelihood of their making the right decision in any given situation.

Self-discipline and self-control are the hallmarks of successful people.

In business, it is critical to our success that we consistently hold ourselves to a high standard of excellence in the way we behave and the way we treat those around us.

Creating the Positive Workplace

2007-12-31T07:52:00.000+11:00

Have you ever had the experience of walking into a workplace and it feels really good? It is comfortable; the people are welcoming, easy to be with and friendly. It makes you feel at home.

As soon as you step into the place, you get a real sense that this is a great place to work.

Alternatively, have you ever walked into places where you feel awkward, put upon and unwelcome? You immediately feel the tension in the air.

I build value-based businesses. That’s my life’s work. Everything that I do in my life and work is an attempt to express what I value most. These positive places of work that you encounter are expressions of real values at work. The people in these businesses are behaving in keeping with the values that are espoused and practiced within them; everything that they do is informed by these values.

Our personal sense of Mission and Vision are lived out in and through the core values that we hold. Our overall behavior as a business only makes sense when values are kept and lived. They serve as a lens and filter for everything that we do, and when we fall short in keeping them, we judge ourselves and hold ourselves accountable to them.

The personal Mission of every successful business person and high-performing executive that I know is always in and around serving people in some way. Translating this personal sense of Mission, Vision and Values into our workplaces is critical in attracting customers and achieving success.

Pay Attention to Your Business Culture

2007-12-31T07:48:00.000+11:00

The basis for attracting, recruiting, employing and retaining good people is in and around three factors.

The person must have:

One - The right skills – including competencies, knowledge and experience
Two - Behave in ways that enable them to work effectively with others
Three - The resources and the tools that they need to do their job

Although all of these factors are important, the second of these critical factors - the way people behave, that is, relate to each other, treat each other and how they get the job done - is of far greater importance over the long term than the other two.

Experience and evidence clearly show that the employment contract is most potent when it is a best-fit for the "culture of our businesses." It is not just that the job gets done, but that it gets done in a way which is in keeping with the values that the business holds. This is the real point of difference between the high-performing, sustainable business and the mediocre, low-performing one.

When this value base is aligned and compatible with the personal values of the people that we employ, we create a dynamic culture where "everybody is singing from the same song sheet," and work is highly need-satisfying and deeply personally-rewarding.

Managing and paying attention to the culture of our organization are critical in getting the right people in our business, doing the right things, in the right ways.

Values: The Key to High-Trust Business Cultures

2007-10-18T17:54:00.000+10:00

One of the most rewarding aspects of being a business coach is helping people discover what they really value.

I get knocked out sometimes by the insights that people gain by reflecting on their business and how their value-based behavior is so essential to building a wonderful, high performing business.

When we call forth our performance on the basis of our values, we are appealing to our 'higher selves.'

When we are able to do this, our workplaces become places where people build high trust. They deliver innovation as the norm, because they too get in touch with their 'higher selves.'

Our relationships with each other become open and enjoyable. The ideas flow quickly, and everyone seems to deliver super outcomes.

Work becomes fun and meaningful. We gain a sense of our own significance, and there is an accompanying feeling of freedom.

And, we get great results.

How about getting in touch with your values today and seeing how that helps you build a business that flourishes?

A book that I highly recommend is How: Why how we do anything means everything… in business (and in life) by Dov Siedman.

You can visit Dov at his website.

Filtering Out

2007-09-20T11:59:00.000+10:00

So much of our time and effort in business is put into fulfilling our Mission and Vision, in light of and in keeping with our values.

In order to maintain the integrity of all our business activities, we tend to focus on the core values that we hold. This focus is essential in helping us do the right things, in the right way.

Conversely, our values perform another equally important and helpful function.

Having a clear set of values gives us a wonderful filter for knowing what we will NOT do.

Knowing what not to do is just as critical as affirming what we will do.

In fact, being able to filter out the 99% of what we must not do and then to focus on the 1% that we must is essential for succeeding in business.

This 1% is the difference that gives us the edge that we need to increase our probability of success. I often reflect on stories of the athletes whose margin of victory could be measured in 100ths of a second.

What do you need to filter out of your life or your business to make that crucial difference?

There Are No Guarantees of Success

2007-09-16T08:21:00.000+10:00

In business, there are no guarantees of success. There are, however, certain things that we can do that will greatly improve our odds of succeeding.

In this regard, the one essential activity for which we must set aside sufficient time and effort is thinking critically through all the issues that we face.

When we think deeply about what we are doing, we indeed increase our probability of succeeding.

Using our common sense, acting wisely, and paying attention to good advice, combined with astute strategic planning and timely execution, will stand us in good stead as we build and grow our business.

In his recent book, The Halo Effect, Phil Rosenzweig says that there is not a given formula to follow that will always deliver success in business. However, he does say that it is very important to gather information, evaluate it thoughtfully and make decisions that will provide us with the best chance of succeeding.

Improve the odds of succeeding in business by developing and improving your critical thinking capability.

If you want to explore more of what Rosenzweig has to say on the subject, visit The Halo Effect.

The Well-Ordered and Disciplined Mind

2007-09-03T15:43:00.000+10:00

Several people in the last few weeks have asked me to help them with their time management skills.

The inability to manage the hours in the day is a symptom.

The true cause of wasted time, or not having enough time, is not having a well-ordered or disciplined mind. Having a disciplined mind requires effort and the development of productive habits. It also involves getting rid of unproductive habits.

We all have exactly the same number of hours in the day.

How is it, then, that some people seemingly produce outstanding results, while others never seem to have enough time to achieve even the simplest of tasks?

Managing multiple projects, relationships and activities is only achievable when we anchor it to our 'willing one thing.' This 'willing one thing' is the purpose behind our being in business. It is the 'self-organizing principle' we adopt that will intensify and sharpen our focus on only those things that are essential for our success.

Transforming the way we invest our time can only happen when we ensure that all of it is spent doing something that furthers our own sense of Mission and Vision.

A well-ordered day in our business comes about because our minds and activities are organized around furthering our business’s Mission, Vision and Strategic Objectives.

First Principles in Business

2007-08-27T09:04:00.000+10:00

I persevere in business and in my life because I feel the sheer joy of doing what I do. This seems to me to be an essential ingredient in creating and running a successful business.

Sometimes I am desperate. Sometimes I am elated. Sometimes I win. Sometimes I lose.

In business, we experience the full range of emotions.

How do we ensure that we stay centered, keep energized and remain inspired by what we are achieving, even in the midst of our storming emotions?

The way to maintain the experience of joy in business comes from being clear about our first principles.

Only when I am clear about my purpose and my vision and when I am living up to the standards that I set for myself, am I able to organize all of my activities around these elements.

High performance in business can only be achieved by knowing and living the first principles that we have adopted.

When you feel yourself lagging, take the time to re-establish your focus on your first principles.

Create the Mind that Creates the Business

2007-08-27T08:59:00.000+10:00

I have just read Benjamin Franklin’s autobiography. I am now halfway through another book on Franklin called, Ben Franklin – America’s Original Entrepreneur, adapted by Blaine McCormick.

For those of you who want to get to the heart of what it means to be in business, I highly recommend that you read both these books. I found the original a delight because of the words and turns of phrase. I found McCormick’s book very helpful because it analyzes the original and brings its meaning into sharper focus and a modern context.

This leads me to what I wanted to talk about today.

To be successful in business requires us to be dedicated and committed to our own professional development and ongoing learning. Reading good books is essential to building our own capability as leaders and becoming who we yearn to be.

As I often read two to three books a week, I found it inspiring that Franklin was a voracious reader.

And to complete the thought, I was talking to a young person yesterday who uttered a great one-liner that is in keeping with what I have just said.

She said,

"Peter, I can see that what you have set up in your brain is set up in your business."

This is the key. In business and in life, you have to build first in your own mind that which you would like to build in the world.

Achieving Your Vision One Day at a Time

2007-07-29T18:44:00.000+10:00

Every day brings the opportunity to make choices. These will either be positive choices or negative ones.

One of the greatest gifts we have as business owners is the opportunity to make decisions each and every day that will take our company forward in some way. Change a system here; talk to an employee who is struggling there; or visit a prospective customer, and listen to what their particular concerns might be.

These are all great investments in our business that will return positive results.

Every positive decision you make, large or small, takes your business one step further on the path to success.

It is always good at the end of the day to reflect on our day’s activities and ask:

What positive changes did I make today that took me a little closer to achieving the Vision that I have for my business?

The Real Enemy Lies Within

2007-07-29T18:40:00.000+10:00

The biggest battles we face in business are the internal ones. That is, those that are going on between our own ears.

Failure and mediocrity come about in our business and personal lives because we succumb to the enemies that attack us from within. These enemies take the form of doubts and insecurities that creep into our own minds and hearts.

Successful business results come about because of what we believe. That is, we have a clear sense of meaning and purpose about what we are in business for. We will always excel when our work is driven by the passion that we have for what we do and for the people around us. We achieve our goals when we are filled with, and inspired by, the hope that we have for our envisioned future.

Too often, however, we succumb to the inner doubts, get burnt out by the loss of enthusiasm for what we are doing and end up losing sight of our goals.

Self-awareness about where our real enemies lie is critical in taking responsibility for acting in new ways and transforming our business.

It all starts in our own hearts and minds.

Book and Author Recommendation

2007-07-17T13:00:00.000+10:00

I had a delightful encounter the other day in a second-hand bookshop.

I picked up a small book, entitled The Greatest Salesman in the World, by Og Mandino. I had never heard of the author.

The face of the man behind the counter lit up when I showed him the book that I had selected. He then eagerly led me to another section of his bookshop, which had several titles by Mandino. On his recommendation, I bought them all.

I am thrilled that I did. Within two days, I have read three of these books.

One, entitled The Greatest Miracle in the World, devotes a full chapter to what the author calls the 'God Memorandum'. It is an inspiring read that reminds us of the unique set of attributes and gifts we each bring to the world.

One of the other topics discussed in this section of the book is the power that we have to choose. The principles of being able to choose and to act wisely are great fundamentals in business. Being clear about our decisions and making them in line with our purpose are basic keys to our success, in both business and in life.

The website Og Mandino has been created in Mandino’s memory. His inspiring books and other resources are available through this site. They are well worth the visit, and I highly recommend them to you.

Taking a 'Leap of Faith'

2007-07-17T12:52:00.000+10:00

A great deal of courage and faith is required to succeed in business - never more so than when starting something new.

Of course, any leap into a new business venture requires having the right people around you, a degree of common sense, working to a plan - one task at a time - and making wise choices along the way.

Likewise, there is something to be said for stretching ourselves to the very limit and for embracing a level of risk that ensures we put ourselves on the journey of never-ending learning and growth.

In the end, many great ventures in business were undertaken by ordinary people who came up with an idea, made the choice to pursue that idea into the unknown and then put in the effort required to find their way through to success.

The 'leap of faith' in business requires deep thought, total commitment and dedicated effort.

James Allen, in his classic book entitled As a Man Thinketh, says, "In all human affairs there are efforts and there are results, and the strength of the effort is the measure of the result."

His book, along with Napoleon Hill’s Think and Grow Rich, can be downloaded for free at As a Man Thinketh. It is an excellent read.

What 'leap of faith' are you taking today to realize your vision?