Coping With Change

I want to build on last week's encouragement to prune your business and discuss some of the nuances involved with making changes.  Former Great Britain Labour Prime Minister Tony Blair has been credited as saying something like, "Every decision is dividing".  Are you contemplating making some tough choices that could be dividing?  The six tips I gave last week could bring about some tough choices:

1. Start With Yourself.  Stop a bad habit.  
2. Refine Your Schedule.  Respectfully say "no" more often.
3. Evaluate Your Hiring Process.  Improve your hiring system.
4. Simplify Your Offerings.  Sell fewer solutions to make more.
5. Streamline Communication.  Write less, communicate verbally.
6. Adapt Your Communication.  Mirror the other person's style.

Tony Blair's comment could also be interpreted like this:  Every plan has a cost.  This comes up often in budgeting meetings where all the numbers are laid out and it's painfully obvious that every choice you make to invest in something is a choice to not invest in something else.  Sometimes you need to focus on the little things that you have been unwilling to address.  Sometimes you need to make big changes (and prune away that big branch).  Whether big or small, as a leader you have to prepare well in order to manage any objections to your proposed changes.  Do not be a sluggard and shy away from making difficult decisions.

In discussing some pruning with my team this week, I was reminded of a clip from the movie Dave.  It's one of my favorite movies.  In the clip, notice how as Dave makes progress on his goal he quips, "This is good, we're doing good!"  Remember to encourage yourself and others as you prune.  Your changes will be better received with encouragement and a positive attitude.

When you do decide to make changes, consider the natural coping mechanisms people have that need to be overcome.  These are the activities we do to avoid short-term pain, but the result is we lose long-term gains.  We do foolish things like:

1. Hire to fill a seat, which rarely works even when the person's skills meet your job requirements.  Instead, work through more candidates to identify a superstar or a great candidate who is a strong match with your culture.  That person will perform better and last longer.
2. Buy stuff because it helps us feel in control.  Some people then return the stuff because they cannot afford it, but at least they had that momentary endorphin rush.  Instead, delay any purchase for one day or one week, and get the opinion of others to fully confirm the ROI of the investment before buying.
3. Travel to industry events instead of manage our business.  Some industry events are fine, but is attending 1-2 a month really necessary?  Try to limit industry event travel to occasions where you return with specific, measurable activities you can take to improve your business and assess the results (ROI on the event).
4. Attempt to manage a sales team even though it is not our strength, or we hate it.  A better idea is to outsource sales management (call Roy) to a professional who can do it better at less cost! 
5. Work too much while our family wonders where we are.  Instead, enjoy the relationships with those closest to you.  There is no such thing as limited "quality time."  Every moment with them is an opportunity for quality time.
6. End a relationship with a difficult client.  Why wait?  Instead, do it now - handle it respectfully and professionally, but end the distraction and losses.

You have to proactively make tough decisions and then with equal resolve pursue your plan to conclusion.