Business and self-help books promise to fill talent gaps that increase productivity, decrease stress, and close more deals. Studies reveal, however, it is not a strong, single skill that propels people to peak performance; it is a strong process that is consistently followed.
I am intrigued and seduced by the idea of isolating a weakness and fixing it to change my life. It is enticing to believe I can organize my files and make more money; it is exciting to think I can purchase Contact Management software and get more clients; it is motivating to believe I can read Abraham Lincoln’s biography, and tomorrow be a better leader. This information adds to my repertoire of ideas for better performance, but if they are not consciously incorporated into a process, they remain randomly stored ideas that can even be misapplied.
In the global, consolidated and highly competitive market place we live and trade in today, the need for unequivocal market share strategies is no longer a “good suggestion” but rather the singular determinant as to an entities very survival and profitability. Stopping up any outflow of potential profit is the most critical piece of business one can attend to today. Whether you are a hospital, bank association, furniture manufacturer or engineering firm you know in your “management gut” that doing repeat business with existing clients and holding market share, is about getting your true “you” to your clients. We so often and mistakenly, think it’s about product or price or service – it’s not! It is about the essence of who and what you are as an organization. The very essence of your service, your product, your corporation, your association. Particularly in a tough market, accesing on-the-books clients and members, is so much easier than wooing new ones! Taking who you are to your market – is client retention and brand recognition! It is also how the market place will notice you above the competition! But how do we do this and how do we do so with consistency?