Reframing setbacks in business

By John Corban

For many years, whenever something did not go well in my business, I would get annoyed or frustrated. That all began to shift about 18 years ago when I studied Neuro-Linguistic Programming (NLP) and was introduced to a powerful tool called reframing. It changed the way I handled setbacks. Instead of getting stuck in frustration, I learned to view challenges through a different lens, a more constructive one.

Realism still matters
It is important to point out that reframing does not mean denying reality. I still acknowledge when something has gone wrong or underperformed. The key is being aware of the challenge while actively looking for insight and opportunity.

A real example
I was speaking with a client recently who shared that a nine-week landscaping project had returned a much lower than desired net profit. He said, ‘This recently-completed job took a lot longer than expected and the net profit was only -1%. I am disappointed, because we put so much effort into this project.’

We reviewed the job and within 10 minutes had uncovered several positives that helped shift his mindset and reduced the pain of the financial result.

He learned where his quoting system fell short

Comparing the quote versus actual numbers, helped him identify the gaps. Going forward, he committed to spending more time on quoting and planning; an improvement that will help prevent further losses.

Most areas of the scope of works were profitable

Only three areas were underestimated which makes it much easier to fix going forward.

The complexity of the job gave his team leader valuable experience

It was his team leader’s first time managing a larger-scale project. The complexity of the job stretched him but was an important learning experience.

The completed garden was loved by his client

The garden owners were thrilled with the result, and my client knew, that by spring, it would make a fantastic marketing post.

A great lead had already come in from a neighbour

A neighbour in the same street had already contacted him.

By writing down and discussing the lessons and wins, the emotional load lifted. My client felt much better about this project and now had a clear plan for improving future jobs.

This is a great technique to apply and teach your team. If you want your team to grow and benefit from challenges or setbacks, teaching them the habit of reframing can be transformational. However, it starts with you!

Begin by using this technique yourself. Start small: a rained-out job day, a lost sale, or even a bad round of golf on the weekend. So, ask yourself:

• What went well?

• What can I learn from this situation?

• How can I improve next time?

If you consistently use this technique, it becomes part of your approach.

Once it is part of your mindset, use it in your conversations with your team. For example, let us say you have a team member who is a great communicator but talks too much on-site, affecting productivity. Instead of just pointing out the issue, reframe it like this:

‘One of the things I really value about you Ken, is how naturally you converse with people. It creates a positive energy on-site, which not everyone can do. That said, the talking happens too often, and it interrupts the flow for everyone and slows productivity and concentration. I know how much you like the team, landscaping and want to improve, so, I suggest you keep the conversations purposeful when working so you support the team and help the work maintain flow.’

Running a business will always involve setbacks, mistakes, and surprises. The difference between those who grow and those who stay stuck is often how they respond. Mastering reframing allows you and your team grow through every challenge. Use it, teach it, and watch your team and business evolve.

John Corban
Business Coach for Landscapers, Horticulturists and Nursery owners
M: 0433 27 1980
W: www.landscaperscoach.com.au