No person will make a great business who wants to do it all himself or get all the credit. – Andrew Carnegie I remember my first day as General Manager of M&S Systems. I called all my direct reports in for a staff meeting to try to understand the business. I immediately noticed that I was the youngest person at the table. At one point, there was a robust discussion around an issue critical to the firm's success. I was really enjoying the back and forth. It was great to be surrounded by such smart and knowledgeable people! But then the room fell silent, and I noticed that everyone was looking at me. Now was the time for me to resolve the conflict and make a decision. That’s when … [Read more...]

I’m in the middle of a coaching call with an agency owner, and we’ve gotten down to the root of a problem that’s been plaguing him for a while. He now sees clearly what needs to be done, but it’s not going to be easy…he falls silent as he contemplates his choices. “I’m not sure I know how to do that…” He said. Now, in my consulting days, I would have jumped on that statement. I would have built out a 10-point plan with accountabilities and measurements to ensure that we would get to a successful outcome. But I’ve learned better… It’s not about the ‘how to,’ it’s about the ‘want to.’ When I hear, “I don’t know how” I have come to realize that the client is dodging me (and … [Read more...]

Do you ever have a day that makes you want to give up? Everything you did was harder than it needed to be. Every conversation seemed to involve conflict. Even simple things didn’t go right. Looking back at the end of the day, maybe it would have been better if you’d just taken a day off. Sure, you’d have more to do on Monday, but at least you wouldn’t have all these messes to clean up! You might be onto something. When pilots are learning to fly a small plane, one of the first things they learn to do is let go of the controls. You see, planes are build so that, left to their own devices, they want to fly straight and level. So when a beginner pilot gets into trouble, … [Read more...]

One of the exercises that I often assign to clients is to create their “ideal week.” By sitting down and thinking carefully about what you need to get done in a week/month and then blocking off time to get those things done, at a time when you have the optimal energy to complete them, you can massively increase your productivity. Creating that ideal week also helps you find those things that you don’t want to do and eliminate them from your calendar! Imagine your worst possible day/week. What are the things that make your work a drag? Think about times you wanted to quit, or crawl under your desk and take a nap, what was happening on those days? For me, it would … [Read more...]

Our last conversation talked about how success doesn’t make you happy, but it might increase your income! If you find yourself with more disposable income, what can you do with money to improve happiness? Thankfully, we have academics who have researched this question, and their findings were surprising (to me). This study used lower-income and more well-off respondents (including some millionaires) from a global sample. They studied a wide range of ways you could use the money to increase happiness. You could buy “things” (a nicer house or car), experiences (vacation, concert tickets, etc.), or time-saving services (cleaning help, meal services, etc.) Buy time The results showed … [Read more...]

“Unhappy is he who depends on success to be happy.” ~ Alex Dias Ribeiro, a former Formula 1 race-car driver. In my 30’s I worked HARD. I got up early and headed to the office before 7 (to beat the traffic). I worked with intensity. I crushed my to-do list. I managed all the things. After I got home, everyone got dinner, baths, and then once the kids were in bed, I’d immediately crack the laptop open and battle my way to inbox zero. Those habits got rewarded! I got promoted, received bonuses and raises—trips to executive retreats and continuing ed courses at prestigious universities. It was FUN! I was succeeding and happy. Until I wasn’t When the merry-go-round stopped, I … [Read more...]

You can accomplish your goals in a very relaxed, slow, and fun way. ~ Steve Chandler Our last conversation talked about how amping up the pressure and intensity might not be the best way to find opportunities. I suggested that there might be a way to try to slow down, listen and take time. For many of you, this sounds like foolishness! “Where do I have the time to slow business development down? You know that this is the time of year to get deals DONE!” When you are selling high-value, customized services (which is exactly what the agency business is), you need to understand your clients' challenges, the value you can create by solving them, and build trust to deliver the … [Read more...]

Last week we talked about how the next 87 days are likely the most important part of the year for you and your business. Crucial business decisions are being made, and relationships are being formed as we navigate the “crunch time” that is the Labor Day to Thanksgiving window. When you hear that, do you feel like it’s finals week and you’re going to be working all the time and never sleeping? 'Cause, that’s not what I meant by that. Instead, picture yourself in a forest, searching for wildlife. Being quiet, observing, listening intently, but without stress or pressure. We can’t make clients buy When we pressure ourselves, deciding the way to finish strong is to work harder, … [Read more...]