Saturday, June 15, 2024
Business File

Why now is the time to set bigger goals?

By John Corban

Typically, what happens after a boom period is a slowing of enquiries. Many business owners get very cautious, and decide to cut expenses and operate from a restrictive mindset.

They can feel the pressure of going from excessive enquiries to much less, or they find clients holding back on spending as much. So, what can you do if you’re feeling the pinch?

Set larger goals!

In other words, don’t become conservative. Instead, start setting larger goals, and not just a little bit larger, increase them by three times.

Jim Collings wrote a book in 1994 called ‘Built to Last’ in which he introduced the ‘BHAG’ (Big Hairy Audacious Goals). Collins said, ‘the power of BHAG is that it gets you out of thinking too small’. In the end, the purpose of a BHAG is to make your organisation better.

It’s very easy to slip into complacency and concern when enquiries start to slow, but that is the time when you should set some larger goals, and then plan the steps to make them happen, which means taking positive action. When you do this, you feel more upbeat, your team can see the energy change, you are more inspiring, more motivating and your team feed off this positive energy shift. Alternatively, if you are feeling concerned, that is what your team will see. Your actions and language won’t hide how you are feeling and subconsciously they start to get worried about their job.

Potential clients will also see and feel your subconscious concern. For example, when a client meets two business owners to submit a quote and one is upbeat, smiling, engaged (clearly feeling inspired), and the other, who may be trying to feel this way but their underlying concern doesn’t allow them to behave in a positive and engaging manner. Which business owner would the client tend to favour? I think we all know the answer.

If BHAG freaks you out too much, then I suggest you make your goals much larger than just trying to survive. For example, if you were receiving three enquiries a week and now you only receive one a week, I suggest the first thing you do is set a goal of  receiving three leads a week. Then put a simple plan together to make this goal happen. Some strategies would be to jump on the phone and call a few strategic  alliances – some you already have, and others you need to introduce yourself to.

Let’s say you might typically call a designer to see if they have any work; well I am suggesting you call several designers, not just one. And if it makes you feel a little uncomfortable, that discomfort is nothing compared to operating a business from a restrictive mindset. The same applies to other areas of your business.

Setting larger goals now becomes a great strategy to putting the spring back in your step. You will start to focus on making things happen, rather than thinking in a limiting, cost saving conservative manner, and don’t worry how you are going to achieve the goals you write down; just write them, then take action and the positive forward momentum will begin.

John Corban
Business Coach for Landscapers,
Horticulturists and Nursery owners
Mob: 0433 27 1980

Leave a Reply