We live in a world where there are more options coming at us faster than ever before, impacting our lives and business.
Constant external influences mean we need to be transforming all the time in response. If we don’t, we’ll be left behind – outdated and possibly even irrelevant.
Think of your own mother or father in the work context and what they had to cope with. Now think of your children and how fast they work – Where we had calculators and notepads, they have iPads, the Internet, social media, smartphones and laptops.
The nature of these pressures affect the human design of business. While the speed of communication is increasing, the speed of integrations is lagging behind. In most organisations both large and small, this is causing major disconnects, predominantly in the how, when, why and what of business, particularly the urgency required in making decisions.
These in turn affect three key areas: profitability, consistency and growth. So, how can you design your business to transform and grow as you would like it to?
Profitability: The true art of business is pricing. You need to design your business around who you want in your market (in other words the customer). There is always room for cheap products, but even if your design is inexpensive, be aware that profitability only comes with mass production.
Equally, no matter how well the economy is doing, there are always people with more disposable income than most, who want good quality and service, and are prepared to pay for it. How have you designed your business in this respect? What does your market want? What are your customers will to pay for? Are you aware how this will affect your profitability?
Consistency: Your future outcomes depend on your consistency. If you are aiming at a good quality product which will have a high price tag and yet you have a cheap business card, you are not being consistent; people trust consistency, so design your business with consistency in mind.
If you believe you have a good quality product, then it has to be supported by the same quality in invoicing, business cards, back office administration, staff etc. People see through a facade of quality – if you don’t deliver, you will soon lose customers and wonder why you are not selling.
Growth: To grow you need to be able to keep up with industry changes and make fast decisions. These should not be ego decisions; they are growth decisions. Focus on what is best for the business – not only what is best for you.
Thinking out the box
Albert Einstein famously said: “Everything is energy and that’s all there is to it. Match the frequency of the reality you want and you cannot help but get that reality. It can be no other way. This is not philosophy. This is physics.”
Einstein understood that designed transformation and growth is about conditioning. You also need a catalyst – something that will keep you ahead of the game, recognising changes and transforming yourself and your business in response.
At Sales Partners we are having a ‘Catalytic’ one day workshop on 15 September 2012. It will be a long day, but well worth it. To find out more, go to www.salespartnerscapetown.co.za