You. The Individual

It’s been 12 weeks since Ben asked me to help with his individual ‘offer.’

He has worked hard in the transition from back-room support act to become Managing Director of the family firm, the organisation that had earned his mum and dad a reputable business, a healthy clientele and a good living.

We had just left a brand new prospect for business. ‘Smithy’ and his board, are now asking for more. More on prices, more about deadlines and more about styles from Ben’s bespoke product range – always a sign of good things to come.

So I thought.

No regrets, no more looking back Ben?

‘I do understand the legacy I’ve inherited Charlie although I’m all too aware that I’m not my father! I feel inadequate that I can’t deliver his depth of knowledge, his connectivity or the rapport that I feel I need to deliver on behalf of those prospects looking for more.’

Ben, who was that in there? Smithy and his team don’t even know your father, they know the family reputation and now it’s all about you! Just have faith in the follow-up and your abilities.

Bring the individual offer to the table, be prepared to make stupid mistakes, do boring stuff, make idle conversation and be the difference that separates you and dad.

Self-confidence comes with the qualification of success Ben, you are certainly not your father (a strong character with an overriding presence) and although you should, of course, follow his example … it’s equally important to develop your own persona – clients like ‘Smithy’ are indeed asking for more, that’s great – more from Ben, no-one else.

Your existing customers already know the company, right?

The exciting thing is, after three short months they’re starting to get to know you now Ben – just as you are finding your feet, your own network is learning too. Be different … please … try NOT to fit in, you don’t have to ‘fit in’ everywhere, right?

It’s ok to be individual Ben, don’t compare yourself to anyone else, they just don’t come close.

People buy from people, be the change you represent and people will love you for it.

What’s the plan?

Ok, here’s the plan. It’s Monday morning and Ben was feeling just a little apprehensive with this first day of being officially ‘unemployed.’

Now I don’t know about but first thing in the morning tea needs to make an appearance before I’m ready to go. My colleague was no different, we chatted and I soon had his ear … after all he had asked for my help.

‘Here’s a routine for you Ben.’

The face dropped …

‘Routine? I’ve just left a routine after 15 years Charlie, and I’m not looking for anything similar just yet.’

‘Trust me now Ben, here, take a biscuit … before we start the day, take a look:’


Know what you will be doing before your day begins. This will be your plan. Without it, you’re just making things up as you go along.


Know where you need to be and what you need to have with you to execute the plan. For instance, if your plan is to follow up the old contact list, you need to be organised, you shall probably need the names, the numbers, a reliable phone and a notebook.

Show Up…

Be ready, get yourself to wherever your plan says you need to be – on time and ready.

Do the Work…

Execute the plan. You’ve made a decision, so now is not the time to question motives or skip the steps. Show up. Do the work.


You will soon get the idea. We’re back to the top of the plan with ‘Decide’ again. Tomorrow’s day plan will probably be slightly different but, let’s look at it this way…

Look at how professional athletes work Ben, they work on all aspects of their game to achieve success. Like us their own goals may not change, the larger plan is constant with the daily plan looking a bit different. It’s the routine, the willingness to decide again and tackle what’s on tomorrow’s plan.

Nice and easy, keep it simple. Keep showing up and repeat the process, put the work in and understand that of course it’s not about the goal, it’s the journey isn’t it?

Change, get out of your way.

Is the glass half empty or half full?

Are you a positive influence or one of negativity? Do you sugarcoat things or get straight to the point?

Much has been said about the best way of approaching business development or implementation of change, it can be stressful for many. Each of us have our goals (or we are working on them) and we all strive to do the best or be at our best … but are we willing to do what is needed to achieve the reputation for being ‘the best?’

If we are to be the best, to succeed in our chosen field, we must be single minded on the task at hand. Know your industry well; take time for education whether through formal training or peer groups, subscribe to those blogs, industry magazines and newsletters.

Show others what you know and stand out by delivering.

The ‘scary bit’ … change. Even the smallest focus in a different direction is going to alienate one or two who thought they knew our intentions. Change though is good if you are not achieving.

Lets find that fine line where our intentions to excel offer inspiration to others not alienation and ensure we ultimately offer vision for them to achieve and raise their own levels to where they never thought possible.

So for that particular goal you are working on? How about trying to be someone that is the calming force, offers advice, someone that might be counted on in times of need.

Who has the time for answers? You do. Who is the person not settling for ‘good enough?’ Who leads by example? You do, of course.

We all have it inside us to become better and to be the best. But are we willing to really make that happen?

Let’s get out of our own way, be the change you seek. Don’t dream, but do.

Time for coffee?

Breakfast was over, I had grabbed a coffee and was about to head toward the office when the ‘phone rang. Now the other hand was busy.

On the other end of the line was Tricia. Tricia had recently started a physiotherapy business and returned from holiday with what is recognised as a seasonal ‘gripe’ – although perhaps a little more of a reality check for those such at Tricia – a newbie to running her own business.

“Charlie, I’ve been away for two weeks, batteries recharged and ready to get back into ‘it.’

‘Good for you.’ I heard myself reply as I juggled the coffee and found a seat.

‘The trouble is, there is nothing happening – all my regular clients are away on holiday and I’m sure I’m not going to hit my targets for next month. I’m worried about my year-end totals.’

When I say that this reality check is something that many newbies find difficult to deal with, it happens to us all and it’s essential that we understand that business – like the people that run the business – its a seasonal thing and we need to make allowances for the roller-coaster of enquiry, order, invoice, payment and the impacted cash-flow.

‘Think about this Tricia. I began. Worry shows that you are aware of where your business should be although the emotion of ‘worry’ does not help you get ‘there.’

‘But it’s mid September – and just fourteen weeks until the end of the year …’ came the reply.

‘More likely just the 12 weeks Tricia.’ I suggested. Think about Christmas.

Stony silence from Tricia. She was listening and I wanted to help her.

Fifty two weeks of the year, take away your three weeks of holiday/vacation, another 10 days of public holiday, all topped by your best customer taking a much needed break … it means we need to really sit down and take a look at our business ‘seasons’ and budget accordingly.

‘Don’t worry about not making the end of year targets, there is nothing you can do to impact this just now. Stick to your original plan, keeping close to your clients and keep pitching the business.’

Take it month by month, week by week and prioritise your daily tasks. ‘Make it easy for you to finish the week on top every week – and start thinking about how you would like to finish the year.’

It’s great that Tricia is thinking for the future as next month we’d be talking about how she wishes to start the year in understanding that business is indeed seasonal, as we take time for a coffee and plan the reality check that is the ‘first year in business.’

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