Blue Elevator Blog

Ready to Engage?

In a preceding article, Business Consulting – Then and Now, we made the case for cutting-edge business advisory.  We finished with the question: Are you ready to engage?  Generally speaking, the answer is usually “Yes!”

1. “Yes, let’s go!”
2. “Yes, I would like to, but … things are slow right now and I need to close a few more deals so I can build some cash to start work.”
3. “Yes, I would like to, but … things are busy right now and I need to finish a few things so I can devote the necessary time to start work.”

Very rarely, do we hear “No.”  It’s usually a definitive “Yes” or a qualified “Yes.”

The Definitive “Yes” Group

This is a fun group.  I don’t know of anyone who isn’t excited when customers say “Yes” – except for us.  We love to hear the “Yes, let’s go!”  But, is he or she really ready?

When it comes to people who are ready to engage, we try to talk them out of it.  That’s right.  We try to go through a bunch of reasons why they should probably wait or just say “No.”  The idea being, that if we can’t talk them out of it, maybe they really are serious about moving forward.

The Qualified “Yes” Group

Oddly enough, we rarely hear a “No.”  Here’s why:

1. Some of the “Yes’s” are really “No’s” in disguise.
2. Then again, some of the “Yes’s” do reflect some genuine interest.  However, there are some qualifications.  Either business owners are too slow or too busy.  Let’s look at these groups of well-meaning business owners.

The “Yes, but Things are Slow” Group

At face value, this seems to make sense.  In essence, the individuals in this group want to get their business to the next level.  But, they are not ready to engage.  There may be genuine concern about being able to pay and/or maintain engagement.  More often than not, these people don’t move forward – usually out of fear.  Most likely, the organization has either plateaued and/or may even be on the decline.  It makes sense to wait for a better day; however, the better day rarely comes around.  The reason here is that, once a plateau or decline has set in, it is much more difficult to begin a new Sigmoid Curve.  Oh, where are you better day?

Let’s take a quick look at the Sigmoid Curve .  Every endeavor is headed towards a plateau (and eventual decline), unless innovation occurs.

The “Yes, but Things are Busy” Group

This is more of a promising proposition.  Often times, this group is indicative of growth.  The idea here is that the business owner believes that when things slow down a bit, he or she can make the switch from working in the business to working on the business.  This working in the business vs. working on the business is language used by author, Michael Gerber.  It sounds great on paper, but either …

• The expected slow down doesn’t happen when anticipated.  As a result, the business owner is still too busy to begin transitioning to the next level.  So, more often than not, it doesn’t happen – similar to Lucy in the candy factory.  This is an interesting conundrum because, as seen in the video clip, the business owner usually finds himself or herself hitting a plateau and stuffing candy in their pocket or blouse – whichever best applies to you.
• The expected slow down does happen.  But note: Whereas the intent was to use this time to begin working on the business, the business owner often switches back into production mode.  Here’s the head talk:  “Well, things are a little slower.  I really should begin working on my business now, but it will have to wait because I’m concerned about (i.e., making my mortgage payment, keeping my staff busy, covering the building rent, etc.).”  So, the well-meaning owner goes back into production mode (i.e., closing more deals, hard-core networking, producing more inventory for the next big push, etc.).  Hence, he or she is now on the other track: “Yes, I would like to, but … things are slow right now and I need to make a few more deals so I can build some cash to get more work.”

There you have it.  Is there really a good time to begin the process of working on your business?  Working in your business is a foregone conclusion.  Most business owners find themselves working a job season after season, year after year.  So, there they stay vacillating between the two conditions – working, but never moving forward.  It is the smart and disciplined few that double down and begin the process of working on their business.

In the absence of this deliberate focus, there is little happening from the standpoint of generating a new Sigmoid Curve.  As a result, this business owner reaps the eventual plateau and decline.  Even if the owner is able to maintain a certain level of performance, he or she will rarely build a business of value.  The business owner concurrently becomes a limiting reagent and creates a self-imposed limitation.

The Solution

At some point, the wise business owner must make the decision to begin working on the business.  Is there ever really an easy or ideal time to begin?  The answer is “No.”  Really, there is never an ideal time to begin.  But the question remains: Are you ready to engage – or not?  Since you won’t say “No,” it’s really a matter of which “Yes” you are.  Contact us and let us know which “Yes” group you’re in!