Jack and I were comparing notes. We are working with several new companies, and a first step is to figure out what we have to work with.
Early conversations tend to go on and not provide much direction, except to wear everyone out.
However, recapping those conversations on a single sheet of paper sharpens everyone’s focus. Put their logo on it, and they have an official document.
When we start to focus on how that first document could be used to promote the company, we get specific new information...because it wasn’t important before.
Just having a tangible tool defining what the owners want and what they are offering creates enthusiasm and a desire to move forward.
I notice two benefits from these one page recaps. One is cultural and the other transactional.
We have started defining a culture that people recognize about themselves, and we have something other than our good looks anyone can take into a meeting.
What we just figured out today is that these aren’t enough. If we stop improving the paper, all activity stops. I can understand why someone might not be able to create a new document, but just today I realized why the customers won’t build an improved document. I’ve been seeing and ignoring that for over thirty years.
What they need is the discipline of future focus, that they set aside time to keep their process moving forward. I realize we have been providing that time to focus with our weekly meetings. Take that away and tomorrow gets canceled due to lack of interest.
How long do you keep moving the ball down field? Until you score, or you find a better game. Waiting seldom improves a situation.
Does this get you thinking? Try The Final Frontier!
Training customers - If you frequently run last-minute sales, don't be surprised if your customers stop buying things in advance. You're training them to wait. If you announce ...