Are you thinking tactically enough to win?

Most entrepreneurs have a big-picture idea of what they want, recorded in a business plan or vision document or a simple list of goals. But then the document stays in a drawer or on the hard drive as they stumble into reactive mode, day after day, and not accomplishing what they initially said they wanted.

Planning requires two levels of thinking: strategic and tactical. Strategic planning is vision-focused, the “who am I”, “what do I want to create” and “why is this important to me”.  Strategic is longer term, one, three, five, ten years out. Strategic planning is important, because it gives a context and a purpose for action.

Tactical planning is goal-focused, the “how“, the detailed actions needed to move the yardstick forward toward the big vision.

Where the strategic plan can be done in the abstract, because it deals with possibilities and assumptions, the tactical plan is how we dance with reality, respond to the actual situation on the ground, execute to create results. Tactical plans are meant to be short term: created quickly, executed boldly, then superseded by the next tactical plan based on the new situation. Rapid execution of a succession of tactical plans moves you step by step towards realizing the overall strategic plan.

For the entrepreneur, thinking tactically means creating a daily, execution-focused, tactical plan.

When I attended the Canadian Forces Staff School course in the early ’90s as a junior Air Force captain, I learned how to prepare a tactical mission plan, using an acronym I still remember today: SMEACS. Applied to your daily tactical plan, this means:

• S = Situation: What is my current status with respect to today’s operation? (the starting point)
• M = Mission: What is the Specific/Measurable/Audacious/Real/Time-lined (SMART) goal I must achieve today? (the result)
• E = Execution: What are the tasks and steps that need to be completed to get it done? When will I do this (put in today’s calendar)
• A = Administration/Logistics: What resources (tools, supplies) do I need to get it done? Where do I get these resources? How much money/time will I need to get them?
• C = Command: Who do I need to connect with to get it done?  (collaboration, authorization, support, accountability)
• S = Signal: Who do I need to communicate with to get it done?  (E-mails, telephone calls, letters)

To think tactical, focus on one primary project where you want to create a measurable result in the next 24 hours. Draw up a simple tactical plan in point form using the SMEACS format, so it is easy to keep in your head or on a single piece of paper.

For example, let’s say that my Strategic focus at the moment is to write my book. Today’s Tactical plan would be:

• S = Situation: I’m now at Chapter Two of my Ten-Chapter manuscript.
• M = Mission: Today’s mission is to create a rough draft in point form of Chapter Two in the next 24 hours.
• E = Execution: 1. Make a list of two dozen sub-points I want to include in the chapter; 2. reorganize into eight major points; 3. complete each major point by breaking it down into ten to twelve sub-points; 4. post it on the wiki; 5. dedicated writing times today: 9am to 10:30am (eight major points) and 8pm to 10pm (expanded sub-points)
• A = Administration/Logistics: 1. Make sure laptop is charged up and backed up before starting; 2. morning session at Starbucks after spin class, evening session at home (wash dishes first).
• C = Command: 1. coordinate with Thomas for a brainstorming call (suggest 9am).
• S = Signal: 1. confirm with Annie for feedback from Chapter 1 (e-mail); 2. send note to Mastermind group after morning and evening sessions informing that the wiki is updated.

As you execute your tactical plan, you will find that instead of feeling that you are running around in circles reacting to your environment, you will now be in control, act more deliberately, and get much more done. Being tactical puts you in charge of the momentum.

Strategy points you in the right direction. Tactics ensures you do the right things right now, so you can win at creating the future you really want.

For more information

This post was inspired by  ”Rip Up Your Five-Year Plan” by Ian Sanders, BNET Insight http://blogs.bnet.com/smb/?p=145

Image Credit: Tactical Bacon is a real product! Image from http://www.thinkgeek.com/caffeine/wacky-edibles/c399/

The misread phrase has been rattling around in my head for a few hours, until it connected to an incident I experienced.

If you meet me during a networking event, one question I will certainly ask you is “Is there a specific client or profile of ideal client you are looking for at the moment?” Most of the time the answer I get is “Well, anyone!”.

Well, I’ve just lost interest. What you’ve communicated to me is that you don’t know who you want as a client, therefore I (and anyone I might refer to you) will probably be disappointed with your service…because you don’t really care for ME.

The biggest problem I see with solos is that we are so desperate hungry to get clients that we try to be all things to all people. However, there is only one of me and there are many of you. If I want to satisfy every one of you, I will definitely spread myself too thin, and end up delighting no one, especially myself. And if I’m not happy providing my services to you, then what’s the point for me to be in business?

I think trying to be all things to everyone is a leading cause of solo burnout.

This is why it is so important for solos to hyperspecialize: to focus all one’s energies on a specific laser-focused subgroup of people who recognize the value we offer and who are ready to commit.

Here are four questions I ask my clients to help them identify their ideal client:

- What are the demographics of your ideal client? I want my clients be 30 to 55 years of age, which means they have had a couple of jobs, at least one career under their belt (and sometimes more), they have completed their education, have some life experience and maturity. Although several people have told me that what I teach would be very good for university graduates (and I have had good experiences doing workshops with the Jaycees, college and university groups), I don’t have much passion for that demographic. Define a demographic that clicks with you.

- What are your ideal client’s passions, values and dreams? I go back to my definition of passion-driven business: “Business is an exchange of resources between you and I, so that you can satisfactorily live your values, passions and desires while allowing me to live my values, passions and desires.” Therefore, by understanding what is important to me, and what is important to you, I can focus on offering products and services that allow both you and me to create a win-win experience.

- Where do your ideal clients congregate? This is a question I discovered in Michael Port’s “Book Yourself Solid” program. Look at where your ideal clients physically and virtually gather: the media they consume (magazines, music, books, TV, web sites, etc), where they physically meet (is your ideal client a Starbucks person or a nightclubber?), what networks they belong to, etc. The idea here is to get a sense of what are the links that bind the “tribe” of ideal clients together, where is the “village well”. By identifying where your ideal clients cluster, you can go to where they like to hang out and meet them there, instead of trying to persuade them to come to you before they get a chance to know you.

- What is your ideal client’s “decision trigger”? This is an idea I learned from Craig Elias and ShiftSelling: find the issue, question or situation that’s monopolizing the attention of your prospect, and be the answer to what they are looking for. This approach underlines the basic mistake I see in most business plans – the prospect may need you, but do they WANT you? To answer this question, put yourself in your ideal client’s shoes and ask yourself, what are the situations where they would be looking for you as the answer to their situation?

As you answer each question, you will find that you are getting more and more focused. By the end of the fourth question, you should be in a position even to recognize specific faces.

Marketing professionals use a tool called “personas“, composite descriptions of the ideal client. They give each persona a name, a face, a biography and a backstory, in order to better understand how to connect with them and build their trust. Writing out your ideal client’s “persona” description by examining the above questions is an excellent exercise.

It could be that your ideal client’s persona starts to resemble someone you know well… you! And that is okay, because we work best with clients who share our values, passions, needs and desires.

Is there such a thing as too narrow a focus? Taking into account that my ideal client can live almost anywhere on the planet, thanks to the Web, Social Media, and today’s communication technologies, I believe it is even more important to be hyperfocused. For example, I look at my target community as being self-employed professionals in North America (Canada+US): if we assume 10% of the total workforce is composed of self-employed professionals (conservative estimate), then theoretically my clients come from a pool of 10,000,000 people. Assuming I can support 100 clients a year, this means I only need 0.00001% of this total community each year to live well. And even if I say I need to be in touch with 100 people to attract that one person who is ready to buy, that means that I only need a 0.001% “market share”. Is that hyperfocused enough?

The good news is that people want personal service and attention, and they prefer doing business with people they know, trust and like. This is a key advantage us solos have over big business, why not take advantage of it?

You can’t please all of the people all of the time. Focus on connecting with your laser-focused community of ideal clients, and you will attract people who recognize the value of what you offer and who are ready to commit. You will discover that these people are a delight to serve, and in return they will be delighted with you.

For more information

Image Credit: Cover of a recording by Montreal-born pianist Marc-André Hamelin, of 20th-century composer Frederic Rzewski’s suite “The People United Will Never Be Defeated” (Hyperion, 1999 ). I watched excerpts of the piece on YouTube, it’s an intriguing experience that requires extreme virtuosity to play successfully. (http://www.youtube.com/watch?v=_s0H38-NJe8 )

Amazon link to the record (no affiliate): http://www.amazon.com/Rzewski-People-United-Never-Defeated/dp/B00000IXWM

A good introduction to “personas” in marketing is this article by Leigh Duncan-Durst, “The Power Of Personas”  :
http://www.mpdailyfix.com/the-power-of-personas/

Craig Elias: http://www.craigelias.com

ShiftSelling: http://www.shiftselling.com

Michael Port: http://www.michaelport.com

Book Yourself Solid: http://www.bookyourselfsolid.com

The core of the discussion was about Branding, what it means and how to create a brand that expresses your own personality and quirkiness… because that is what will attract the right people to you.

To give you a sense of what was discussed, here are the notes I tweeted during the call (bottom of the list = start of the call):

• RT @startupcoach: The #gamechangers calls are really great. If you have an hour to spare, don’t miss them. Better yet, make the time ;-)
• Thank you for this brilliant #gamechangers call on Branding: @lizmarshall @pamslim @reese @sarahrobinson @chrisguillebeau @jonathanfields
• Branding: Stop trying to build a following and start meaningful conversations with people! #gamechangers @chrisguillebeau @jonathanfields
• RT @ACCompanyC: Liz Marshall is SO good at this! Great choice! #gamechangers [DITTO!]
• Branding: Figure out what your unique energy is and bring it to what you do. Much more powerful than fluff or flash @reese #gamechangers
• [Funny-on another tweetdk column I see "how to get over 100000 subscribers" just as we're talking about quantity vs quality] #gamechangers
• Be yourself instead of gaming the system may cost you in traffic – but the quality will be much higher @chrisguillebeau #gamechangers
• [Personal comment: I agree - most ppl try to sell "why you need me". I love & hire ppl who share life! ] #gamechangers
• People feel a level of desperation with what they’re doing.Brand yourself: do what feeds your passion&share your adventures! #gamechangers
• RT @LizMarshall “my game changed when I stopped lookng at the competition.stop looking around you&start looking within” @reese #gamechangers
• RT @GoodInkInc: So help me, @pamslim just used a Cat’s in the Cradle analogy. Yes, the song. [This was a great example !] #gamechangers
• Branding Design: Don’t let your visual signature be just a “decoration”. Make it mean something – personal – quirky @reese #gamechangers
• Brands that might mean a lot for you probably don’t resonate with them. Use language that resonates with them #gamechangers @pamslim
• “Why Do I Do This Every Single Day?” [Great question to continually ask ourselves to keep on track...] #gamechangers @jonathanfields
• Branding: What do I care about? Who do I want to serve? Dig deep to find the remarkable stuff #gamechangers
• Branding is not always strategic – it is a trial-and-error process #gamechangers @chrisguillebeau
• RT @kymleeisawesome: Noticing a #gamechangers theme: making strong/personal/emotional connections [agree!]
• Your brand is shaped by the kinds of clients you work with #gamechangers
• Branding is NOT something you can go out and “dictate” to the world – it’s a living 2-way street #gamechangers
• Livetweeting the #gamechangers call with @pamslim @lizmarshall @reese @chrisguillebeau @jonathanfields @sarahrobinson
• Remarkable brand: More than a great name – it has to be a message that goes straight for the gut #gamechangers
• Remarkable brand = speaking in your own voice #gamechangers with @pamslim
• Remarkable brand = being “astonishingly better” than what’s out there. #gamechangers
• For the next hour I’m live-tweeting the #Gamechangers call on Creating a Game-Changing Brand. Join us now! http://bit.ly/bMJqEj

I highly recommend these calls to all solopreneurs and entrepreneurs. There are still four more calls to go, and you can purchase the recordings of the first three calls.

For more information

Website with information, free sign-up link, and order the mp3 recordings:

http://www.gamechangersroundtable.com

Check out what others Tweeted during the call (and on the other Gamechanger calls) at
http://search.twitter.com and search on the hash-tag #gamechangers

Hello!

It has been a while since I’ve sent you a note by e-mail.
If you’re part of my community on Facebook  (http://www.facebook.com/coachdavender)  or Twitter  (http://www.twitter.com/coachdavender)  you’ll know that things have been moving fast!

Here are some updates I’d like to bring to your attention:

———————————–
New Short Course starting Feb 24 2010:
“How To Be The “Go-To” Professional”
———————————–

You’re good at what you do…but how many prospective clients know that? Most professionals rely on their credentials and certifications to communicate their competence. The problem is that most certifications mean little to your market, because laypeople usually do not understand (or don’t care about) the meaning of those letters after your name.

To get more and better clients, you need to stand out from the crowd by proactively positioning yourself. The real question is: Do people know what you’re good at, and how it benefits them? Communicate that clearly, and you will build huge trust capital with your market, and they will choose you before any of your colleagues.

This short course will equip you with strategies you can use right away to break away from the herd and become the preferred choice of clients who recognize the value of what you offer and who are ready to commit.

The result? You get happier clients who enthusiastically refer you to other people who are also the right fit for you. This means you will earn more, work smarter, and be happier!

People always have a choice. Make it easier for them to choose you.

This three-session short course via webinar (video/audio) starts
Wednesday, February 24. I hope to see you there!

For more information, fees and registration link, visit:

Link to course description on my blog:
http://bit.ly/aYm33Y

Link to course description on Facebook (no sign-in required):
http://bit.ly/af2raQ

———–

From Passion To Profit Radio

“From Passion To Profit Radio” is an occasional podcast series presenting interesting people, stories, ideas, tools and techniques to help solo-professionals and solopreneurs to power their Vision from Passion to Profit. Plug into the passion by visiting the show blog at

http://www.frompassiontoprofitradio.com

———–

Recent blog entries:

“Overcoming The Tyranny Of The Lizard Brain”
http://bit.ly/cCQK6O

Why is it so tempting to procrastinate when faced with an otherwise simple task? Even if you have the skills, knowledge, experience, resources and even a great motivation to accomplish the task, there is something that can sabotage your best intentions, and before you know it, there goes another blown promise or missed deadline…

“How Big Is Your Whuffie?”
http://bit.ly/bwCWWs

We are already entering an age where our “relationship capital” is just as important (or maybe more important?) than our financial capital. The more people respect you, trust you, and like you, the more they want to interact with you.

———–

Check out my other blogs and social sites.
I’m always sharing interesting ideas!

My latest news, ideas and offers are on my blog:
http://www.frompassiontoprofit.com

Facebook: http://www.facebook.com/coachdavender
“From Passion To Profit” on Facebook: http://www.facebook.com/frompassiontoprofit
Twitter: http://www.twitter.com/coachdavender
YouTube: http://www.youtube.com/coachdavender
UStream.tv : http://www.ustream.tv/coachdavender
Google Reader (Favorite articles from other blogs):
http://www.google.com/reader/shared/davenderg

Got a project you want to power “From Passion to Profit”?
Give me a call!

success
-davender

For more information

Join my newsletter list and I’ll send you the “best of” posts so far, news of upcoming events, cool tools, and a bonus FREE six-part e-course: “How to get More and Better Clients”, sign up here: http://bit.ly/cYem9q

Image Credit: Photo by GiantsFanatic on Flickr.  Used under Creative Commons licence. Direct link to image: http://www.flickr.com/photos/giantsfanatic/355201575/

Schedule:

Game-Changing Your Industry – Thursday, February 11 at 2pm EST
Gini Dietrich, CEO, Arment Dietrich and Ted Rubin, Chief Marketing Officer, e.l.f. Cosmetics

Creating a Game-Changing Culture – Friday, February 12 at 1pm EST
Cameron Herold, former COO of 1-800-GOT-JUNK

Creating a Game-Changing Brand – Monday, February 15 at 1pm EST
Jonathan Fields, Chris Guillebeau, Pam Slim and Reese Spykerman

The Dark Side of Changing Your Game – Tuesday, February 16 at 1 pm EST
Sarah Robinson (series host)

Changing the Game with Social Media – Wednesday, February 17 at 1 pm EST
Jess Berlin of Cirque Du Soleil and Brian Simpson & Adam Wallace of the Rogers Smith Hotel

Play-By-Play – Thursday, February 18 at 1 pm EST
Michael Port, author of Book Yourself Solid Michael’s personal play-by-play of how he completely changed his game just a few months ago.

Thinking Like a Game-Changer – Friday, February 19 at 1 pm EST
Andrea J. Lee, Entrepreneurial Futurist, Author of Pink Spoon Marketing

Register at the event website to attend all the calls for free. You can also purchase the mp3 recordings.  This looks like a great series – I will be attending!

For more information

Register at the website to get the call information and order the recordings:
http://www.gamechangersroundtable.com/

Image Credit: Image by Leo Reynolds on Flickr – Used under Creative Commons licence. Direct link to image: http://www.flickr.com/photos/lwr/438478596/

To get more and better clients, you need to stand out from the crowd by proactively positioning yourself. The real question is: Do people know what you’re good at…and how it benefits them? Communicate that clearly, and you will build huge trust capital with your market, and they will choose you before any of your colleagues.

This short course will equip you with strategies you can use right away to break away from the herd and become the preferred choice of clients who recognize the value of what you offer and who are ready to commit.

The result? You get happier clients who enthusiastically refer you to other people who are also the right fit for you. This means you will earn more, work smarter, and be happier!

People always have a choice. Make it easier for them to choose you.

This short course is offered in three sessions:

Session 1 – You are your positioning

When people hear about you, what images do they think about and what words do they say? The inverse is even more important: when people see a certain image or hear a certain word, do they think of you? In this session, you will refine your positioning by examining the triggers which cause prospective clients to seek you – and only you.

Session 2 – You are your clients

When people consider whether or not to do business with you, they look at the kinds of clients that you have. In this session, we will discuss how you can better define your ideal client, so you can be the natural choice for them. When you have better clients, you can do better work, earn more income and work smarter.

Session 3 – You are your message

You are highly qualified, but does your market know that? By demonstrating what you know, you educate and prepare your prospects so that when they become your clients, they are ready for you and you can do your best work. This session will point you to some essential strategies that you must implement to demonstrate your competence.

Structure

- Three 60-minute webinar sessions (audio and video)
- Online workspace with recordings of each session, reference material and worksheets
- Interactive forum to discuss the concepts and share your views with the other participants
- Access to one 30-minute individual coaching session via telephone or internet (offer valid for 60 days from the start of the course)

Registration

Launch special: CDN$149 / US$139  (Retail value CDN$239)
Price is billed in Canadian dollars.
Canadian residents add GST, HST and/or QST as applicable.

Session dates:
Session 1 – Wednesday 24 February 2010 – 2pm to 3pm Eastern
Session 2 – Wednesday 3 March 2010 – 2pm to 3pm Eastern
Session 3 – Wednesday 10 March 2010 – 2pm to 3pm Eastern

Registration link:
http://bit.ly/a8wYtL

Questions? Contact Coach Davender directly at 418-948-1553 or coach@davender.com

The culprit lies within the deepest recesses of our brain, in a primitive organ – the amygdala. This “lizard brain” is the centre of our basic emotions: fear, anger and sexual desire.

If fear exists is because it the amygdala senses a threat to our survival. Since the beginning of evolution, our natural fear reflex helped us to either avoid or react to the often fatal dangers we faced.  But does this visceral reaction still serve us well in our modern environment?

Consider the to-do list of the solopreneur. Instead of sabre-toothed tigers, what do we avoid out of fear? Tax returns, sending invoices or making payments, calling a client, going to a networking event … Objectively, none of these situations is potentially lethal, but something triggers the lizard brain, flooding the conscious brain with its fear response.

Afraid of what, exactly? The lizard brain does not like the unknown. Taking risks is anathema to the amygdala, because it seeks security in the known, the comfortable, the familiar. So, whenever there is uncertainty, the lizard brain triggers the flight reaction.

For me, I notice that my lizard brain is in full control of me when all of a sudden I’m sleepy in the middle of the day. Another symptom is a tension in my legs, as if I had to flee quickly. And the third element of evidence for me is a sudden desire to eat, especially something sweet.

The fatigue, the desire to flee and sugar are avoidance behaviors that tell me that my “lizard brain” is dominating my thinking. I can be totally aware this is happening, but I’m powerless to do anything about about it, because I’ve let myself become a spectator to my primitive self…

But is it true that I’m powerless? What can I do to dominate the fear response and regain control, so I can overcome the block and create the results I want?

A simple approach is to ensure to reduce or avoid the unknown or the uncertainties. Remove the risk, and the lizard brain goes back to sleep. Here is a simple strategy to do it:

1. Take the time to create a blueprint to guide you through the task. This blueprint should break the big task into smaller pieces, doable in 15 to 30 minutes each. Reducing the size of the actions reduces the uncertainty, because it is easier to see to the other side of the task.  In addition, a detailed plan provides allows the emotional brain to “rehearse success” – quelling the fear response and giving room to the logical mind so it can take control, even briefly.

2. Do one small action at a time, according to a precise schedule. Each action should be scheduled in the calendar, and rigidly controlled in time: do not take more that 15 to 30 minutes for the mini-task. When the action is done, move on to something else that is not as “difficult” to do.

3. Celebrate progress. Whenever you have done the action step, give you a small reward – something you love. But make sure your rewards do not become a distraction!

For example, if the “impossible” task is writing a blog entry, my plan is:

a. do a brainstorming of topics and write them in a list, without prioritizing. No ideas what to write? Surf on over to your favorite blogs and write down the subjects of the last four or five posts without necessarily reading the whole text. Don’t worry, this is allowed and even encouraged, as long as you refer back to the post that inspires you.
b. choose two or three of these subjects and break each one down four or five points for each subject – whatever comes to mind. If nothing comes to mind, move to the next subject.
c. choose one of these expanded topics, and for each point, write two or three sub-points
d. you now have a good outline for your post. Link the sub-points together and it’s done!

Allocate 15 to 30 minutes for each action, and the space them out by one to two hours during the day – this is how I wrote this note starting in the morning from a blank screen.

Whatever task you’re trying to avoid out of fear, remember: it doesn’t need to be perfect – it just needs to be done.

And the more you get used to producing, the more comfortable it gets for your lizard brain. Your task moves from the unknown into your comfort zone.

Remember that your lizard brain thrives on fear. Learn to side-step it and you will become a better producer – and you will be better able to create the future you really want!

For more information

Inspired by a note from Seth Godin
http://sethgodin.typepad.com/seths_blog/2010/01/quieting-the-lizard-brain.html

This idea appears to be part of Seth Godin’s new book “Linchpin: Are You Indispensible?” http://www.amazon.com/Linchpin-Are-Indispensable-Seth-Godin/dp/1591843162 (no affiliate)

Photo credit: Image by lostartist on Flickr . Use permitted by Creative Commons CC BY-ND 2.0

If your project or your business is heading towards disaster, what can you do to get it back on track? In this discussion, Coach Davender Gupta will show you a simple process to take control of the situation and steer it back onto the path to progress.

Join Sharon Sayler as she interviews me about a simple five-step process to get you back on track, during her BlogTalkRadio podcast “Beyond Lip Service” this Tuesday at 1pm East / 10 am Pacific at http://www.blogtalkradio.com/BeyondLipService

Air Date: Tuesday Feb 2 2010, 1pm East/10am Pacific
Direct Link: http://bit.ly/9TzGvt

For more information:

Ustream.tv recording: http://www.ustream.tv/recorded/4398483

Join Coach Davender as he shares five simple principles you can use right away to break from the herd and become THE “Go-To” professional that your clients choose and trust.

This show is an episode of “From Passion To Profit Radio”. Hosted by Coach Davender Gupta, “From Passion To Profit Radio” presents interesting stories, ideas, tools and techniques to help you power your Vision from Passion to Profit. The audio podcast can be accessed at
http://www.blogtalkradio.com/frompassiontoprofit

Monday January 25, 2010 – 6pm-6:30pm (Eastern)
Direct Listen Link: http://bit.ly/61P8oS

This podcast is also simulcast on video at
http://www.ustream.tv/channel/from-passion-to-profit

See the Facebook Event listing at
http://www.facebook.com/event.php?eid=264219449698

UPDATE 25 January

The video is now available at UStream.TV: http://www.ustream.tv/recorded/4224861

It is virtually impossible to break away from the news, it is on the television, the front page of the newspapers, on the radio, in the Twitter stream I follow. The images, the sounds, the stories…it is overwhelming.

But before the earthquake in Haiti struck, what occupied our collective attention? Was it the swindle or terror attempt du jour? The war, or scandal, or the crotch-bomber or whatever the crisis of the moment, imagined or real? I don’t remember, there were so many. It is important to know what’s happening, but what is the potential effect of that constant bombardment of bad news?

And most importantly, in what way does this bad news help me to live better, right here right now?  

It doesn’t.

As a solopreneur, my emotional energy must be managed differently than other people.  I need to protect it in order to invest it as fully as possible in my projects. It’s like they say in the airline safety briefings: first put the oxygen mask on yourself, then help your neighbor if required. I need to ensure that my emotional energy level is healthy, then I can give some to others.

Mixed in all this media attention is a not-so-subtle pressure to donate money and possibly time to relief organizations. If you have energy or resources to spare, please do so. On the other hand, if your business is taking all your energy, such that you have little to give to the relief efforts, that’s okay. Don’t feel guilty. You are still contributing to making the world a better place.

You can also find ways to integrate your business with giving, creating a win-win situation. But again, if you don’t want to, or you’re not in a position to do so, don’t let others make you feel guilty.

We have a responsibility to ourselves first, to make sure we have that emotional oxygen mask on, that we’re breathing correctly, that we’re emotionally healthy. Our clients, our families, our community – they are counting on us to stay focused and strong. By helping to make my corner of the world a little better, it enables others to do the same…and I believe that the ripples will reach out and help everyone in need, whether here or in Haiti.

For a couple of years now I have been programming my own media mix, using podcasts, GoogleReader, iTunes, Twitter, Facebook and some online video and news sources. I’m still hyperaware of what’s happening, but I feel I have more control to block out ads and negative news. I choose my media sources and my social media friends carefully, to keep me plugged-in to positive, inspiring information, which fills up my emotional energy tank to be there to help my clients and to invest in their success.

Resist giving into despair and guilt. Look for the positive, be inspired by the good. Look for the light.

I’m not saying to ignore the bad in the world. To see the light one must also recognize the shadow.

Just beware not to become obsessed with it.

For more information

Photo credit: Janex & Alba at http://www.flickr.com/photos/janex/. Permission: Creative Commons CC BY-NC-SA 2.0

Here are some recent articles I recommend: 

Is Entrepreneurship A Management Science?
Eric Ries, The Conversation (Harvard Business Review)
permalink:  http://blogs.hbr.org/cs/2010/01/is_entrepreneurship_a_manageme.html

Traditional concepts in management science tend to fail when applied to startups. A startup has to deal with conditions of extreme uncertaintly, which impedes the ability to do traditional planning. This article talks about shifting the attention at the startup phase from the outputs (measuring the results) to the inputs (measuring how the team is learning).

This Year, Say Yes By Saying No
Alexandra Samuel, The Conversation (Harvard Business Review)
permalink: http://blogs.hbr.org/cs/2010/01/say_yes_to_saying_no.html

This is the time of year where we get bombarded with offers. Be clear about your intentions and goals, and make “no” your default answer.

You’re Not Small, You’re Just Human (And So Are The Gurus)
Ali Hale, Dumb Little Man
permalink: http://www.dumblittleman.com/2009/11/youre-not-small-youre-just-human-and-so.html

Even “gurus” have off days. Don’t beat yourself silly trying to achieve the illusion of perfection.

Best New Year’s Resolution? A Stop-Doing List
Jim Collins via Marcia Conner, LaughLearnLead
permalink: http://marciamarcia.tumblr.com/post/283672685/best-new-years-resolution-a-stop-doing-list

Are you productive, or just busy? Take the time to focus on only doing what counts most for you.

Goal Setting Accountability: Is It For Losers?
Naomi Dunford, IttyBiz
permalink: http://ittybiz.com/goal-setting-accountability

There’s a place for accountability, and there’s a place for privacy

Networking Reconsidered
John Hagel III and John Seely Brown, Harvard Business Review
permalink: http://blogs.hbr.org/bigshift/2010/01/networking-reconsidered.html

Applying the lessons learned from social networking to the traditional real-world networking environment.

For more information

Check out my Shared Items on my Google Reader page: http://www.google.com/reader/shared/davenderg

If you know of any interesting blogs or posts (especially if they’re yours!) please share them through the comments below.

The more I try to push these tasks to the future, the bigger they get, to the point that just resisting them is sapping my energy and blocking my ability to spot and respond to other opportunities.

So it’s time to do something about it.  

Mark Twain, that great philosopher-sage, said “If you eat a frog first thing in the morning, the rest of your day will be wonderful.”  This is the premise behind a delightful little book by Brian Tracy, called “Eat That Frog“. This book, which I highly recommend (even if you are not procrastinating on anything at the moment), provides a simple process to blast through procrastination: imagine the yukky task as an ugly frog that you must first eat before you can enjoy doing other things.

I’ve taken to call the tasks I’m procrastinating on my “Ugly Frogs” (UF).  UFs are things that only I can do (what’s left after the delegating and dumping), but I am loathe to get started on for any real or imagined reason. And it’s usually the latter. By identifying the UF, I can then go through a process to help me break it down into bite-sized pieces so that I swallow the whole darn thing…and therefore get it off my plate.

I’m currently implementing this idea in my weekly planning by asking myself the following questions:

1. What is an important task that I’m procrastinating on which is draining my energy and stopping me from moving forward? (This task must be on a critical path for my most important priority at the moment)

2. How can I break this task down into three to five sub-tasks that take between 30 minutes to no more than two hours each to complete? (An ugly frog is easier to swallow if I first cut it up into smaller pieces)

3. On what days this week will I accomplish each one of those tasks? (Schedule the day, and if possible, the time)

4. With whom shall I share this commitment to help me be accountable? (I find an accountability buddy to be invaluable in making sure I finish my plate)

Sometimes you might not get through the whole UF in one week, but can get far enough that there may be one or two sub-tasks left. If so, try to schedule them at the beginning of the following week so that the whole task is done, or if this is not possible, make sure you schedule them now so that you complete them as soon as possible.  Or maybe my UF is too big, like two frogs stuck together. Then the idea is to separate the tasks to make them more manageable. With practice you will learn what are reasonable task sizes and timelines for you, depending on your workload.

Even with this preparation, the actual eating of the Ugly Frog can still be distasteful, stressful, even nauseating.  I’ve had tasks that needed to be done that would take someone else maybe 20 minutes or so, but take me two hours because it feels like I’m moving through cold molasses. Hang in there, gut it out. You know that it will be over in at most two hours. This is where the accountability buddy is so valuable, for encouragement or simply someone to whine to…but make sure that your buddy won’t let you off the hook!

Brian Tracy explains more thoroughly this process of breaking through procrastination. Don’t delay, get it now, read it now and do it now.

Don’t stare too long at that Ugly Frog. Just pick up your knife and your fork and get at it, so you can move on to the dessert!

For more information

Read: “Eat That Frog” by Brian Tracy  Amazon.com link (no affiliate): http://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/1576754227

Photo credit: Photo by wahoowins on Flickr. Used under Creative Commons licence CC BY-ND 2.0

Cory Doctorow (blog), in his novel “Down and Out in the Magic Kingdom“, imagines a world where money is obsolete, replaced by a personal reputation-based currency called the “Whuffie“.

Tara Hunt translates this idea into real life in her book “The Whuffie Factor“: we are already entering an age where our “relationship capital” is just as important (or maybe more important?) than our financial capital. The more people respect you, trust you, and like you, the more they want to interact with you.

Tara suggests five principles to increase your Whuffie:  

1. Stop talking, start listening:  As she says, “turn the bullhorn around”.  We have been conditioned by the thousands of marketing messages we absorb each day to think that the only way to communicate is by pitching. But one more pitch just gets lost in the din. Instead, start listening. Draw people into conversation. Find out what makes them tick, what they are worried, or dreaming about. This opens the way to building a connection.

2. Become part of the community you serve: You need to get “down and dirty”, to connect and to get involved with your community, your tribe. The interaction has to go beyond the commercial, and become personal. (This is where Tim Sanders‘ “Likeability Factor” comes into play)

3. Create amazing experiences: People already have too much stuff. What they now want, more than ever, is great experiences that build personal relationships.

4. Embrace the chaos: As Tara says, “people are not predictable”. Start with a vision of what you want to create, and then allow it to evolve and transform through the conversation and the community. You may find that you end up with something even greater than you could ever imagine!

5. Find your higher purpose: I especially love this point – it’s about putting purpose first, then the profit is generated out of how people appreciate who you express your purpose. Another way of looking at this, is as the “Givers Gain” principle.

It is tempting to look at your Facebook friend and Twitter follower counts as a measure of your Whuffie, but in reality it goes way beyond that: your Whuffie is the quality of the interaction with your network. What are you doing to be “nice, networked and notable”? What do you give? How do you inspire them (and how do they inspire you?) How do you engage them?

As you seek to get more and better clients, consider this question: What are you doing right now to help people create an experience of life that enables them to express their full potential? I believe that the more you focus on answering this question, the greater your Whuffie, and the more you will attract people who value who you are and what you offer, and therefore who are ready to commit to you.

For more information:

Must Read: Tara Hunt, “The Whuffie Factor”  Amazon.com link (no affiliate): http://www.amazon.com/Whuffie-Factor-Social-Networks-Business/dp/0307409503

Cory Doctorow, “Down and Out in the Magic Kingdom” Amazon.com link (no affiliate): http://www.amazon.com/Down-Magic-Kingdom-Cory-Doctorow/dp/076530953X (Disclaimer – I have not read the novel, and I’m sure there is a lot more to the story than the one-sentence summary above, but it’s this specific concept that I want to expand on.)

Tara “missrogue” Hunt on the Web http://www.horsepigcow.com/ and on Twitter http://twitter.com/missrogue

And yes, these two people are Canadians! 

The situation you’re in when you said “yes” may change.  The commitment may not turn out to be what was promised. Things may not be happening as expected.

The key is to check your “happiness meter”.  Are you enjoying yourself in the commitment? You may be working hard, even struggling, but you still find meaning in the commitment, something worthwhile for you. Then by all means, stay committed. But if the commitment has lost its meaning, give yourself permission to rethink the situation.

Don’t be a martyr, doing something only from a sense of duty, or worse, coercion.  There has to be something in it for you, something that helps you experience what’s most important to you. If the commitment is not reciprocal, then it just empties you…this a problem both for you, and for others.

Because if you are not giving your best to the commitment, everyone loses.

It’s okay to change your mind, to say no.

Saying no takes clarity and courage. You will pay a price for breaking a commitment. Loss of trust, of income, of opportunities. Is the eventual upside for you, and for the other party, greater than the price? How you handle disengaging from the commitment is important. Take care of any unfinished business, and make sure to minimize the price of your decision to the other party.

If you’re not finding fulfillment in the commitment, the other party is orobably not, either. Maybe a “no” is the best thing for your both.

The bottom line in life is that things change, people change. Life goes on.

It’s okay to say “no”.

For more information

Commitment and trust are linked. See my article “Some Thoughts About Trust”
http://en.davender.com/index.php?option=com_content&task=view&id=41&Itemid=31

In preparing for this conversation, recorded for my French-language podcast “Radio Passion au Profit“, we had a whole list of topics. But we ended up going deep into one issue: Does PowerPoint kill or enhance our ability to communicate?

The biggest idea that I learned from Denis-François is that most people (including me) misunderstand the role of presentations technologies like PowerPoint, Keynote, and Impress: we try to make the presentation stand alone, and the presenter becomes a technician, instead of the other way around like it should be.

It turns out that the brain can learn well by paying attention to the spoken word alone, or the written word alone, but learning efficiency drops way off when trying to communicate using both channels at once.  I’ve seen this happen when I put up a wordy slide and all the eyes go to the screen instead of staying on me.

Denis-François recommends that the slides should use colourful pictures or clear graphics that complement the message delivered by the speaker. Let the audience focus on the speaker.

I’ve been trying this (without realizing it) in my last couple of speeches, using very simple illustrations or short messages on my slides. I find it looks more professional and I get fewer people squinting at the screen as I speak.  Plus it has the added benefits of making sure that I communicate my point clearly…and that the audience pays attention because -there-are-no-notes!

Takeaway: If your handout says it all, then why would the audience waste their time listening to you?

For more information:

Denis-Francois Gravel and his primarily English-language blog full of great examples and ideas about presentation techniques:  http://www.PRESENTability.com

Denis-Francois Gravel on Twitter: http://twitter.com/PRESENTability

Photo: Catherine-Eve Gadoury (Quebec City arts and media columnist) at the Quebec City PechaKucha (photo Denis-Francois Gravel)

Read Denis-Francois’s article on the event (great tips!) http://presentability.com/2009/12/04/7-speaking-lessons-from-pecha-kucha-quebec/

My interview with Denis-Francois Gravel on Radio Passion au Profit (French) and on YouTube (links coming soon)

Join me and my guest, office productivity coach Athenee Mastrangelo, as we discuss how some simple steps can organize your workspace, get you out of the “Crazy-Busy” mindset, and help you get more done.

This is the inaugural episode of “From Passion To Profit Radio”!

Show time: Monday, January 11, 2010, 6PM-6:30PM (Eastern)
Location: Listen live or download the podcast at
http://www.blogtalkradio.com/frompassiontoprofit

“From Passion To Profit Radio” presents people with interesting stories, ideas, tools and techniques to help you power your Vision from Passion to Profit. Each episode is hosted by Coach Davender Gupta.

For more information about Athenee, visit her website at
http://www.actionchaos.com

For more information about Coach Davender, check out his blog at http://www.frompassiontoprofit.com and his main site
http://www.coachdavender.com

To access this and other episodes of “From Passion To Profit Radio”, visit
http://www.blogtalkradio.com/frompassiontoprofit

For more information:

Link to this video on YouTube:
http://www.youtube.com/watch?v=yBAMjY2vHto

My YouTube channel (includes my videos and other “favorites”):
http://www.youtube.com/coachdavender

Michael decries the silence of the personal development profession about this tragic incident. He starts his article:

“The tragic death of three people attending a “spiritual retreat” with James Arthur Ray has made me so angry that I’m having trouble finding words to express myself. But I’m going to try because, to me, silence is acceptance—and there has been a deafening level of silence from other “teachers” in the spiritual-help “community.” Though, I am not in the “spiritual-help” business, I do write business-help books, and am close enough to, and sometimes, much to my annoyance, associated with James Ray’s corner of the self-help market, that I’m embarrassed and ashamed that I haven’t spoken up earlier about these teachers and their tactics. What happened in Sedona on Oct 8, 2009 was unacceptable. This is not the first time a narcissistic sociopath with a god-complex has lead people to their deaths and unfortunately it won’t be the last time.”

The post continues with a condemnation of James Ray’s tactics:

“From all accounts, James Arthur Ray’s tactics at this retreat and elsewhere, are coercive and manipulative, designed to strip followers of their power, and might I add, money. (…) Not only was Ray presenting himself as a spiritual guru promising spiritual enlightenment, but also as a business advisor offering profound economic improvement in business. According to an article on cbsnews.com, “The self-stylized success guru says people are ready for his wisdom if “You simply (and deeply) want to make more money and become more successful” and “want to double, triple, and even multiply by ten the size of your business.” “

I notice, especially among coaches, that we try to promise bold transformations in material wealth, by using “spiritual” words.  Obviously, if this kind of marketing talk works for the big guns in the industry, it should work for us, right?

But there lies a road that leads to the dead-end of the “guru trap”, when we get too wrapped up in our own hype that instead of being focused on meeting the needs and expectations of our clients, we crave the attention – and adulation – of our clients.

Avoid projecting a positioning that promises that people can get something for nothing – promoting the “big lie” that entitlement comes before effort.  Its sexy but dishonest.

The message of my previous blog post about under-promising and over-delivering fits well in this discussion.

When you market your services you must keep it real. By avoiding the hype, and staying grounded and real, you will attract clients who value what you offer and who are willing to fully commit to you. And these are the best types of clients, because their clear-eyed commitment makes them partners for the long term.

Here is the response I posted on Michael’s blog:

“Michael, I share many feelings with you about this whole affair.

This debacle has made me hyper-aware of falling into the “overpromising” trap. Last fall, I went through some soul-searching about my positioning and my promises, and I actually pulled out of an event that I felt was going into a super-hypey marketing mode.

What you’ve reminded me through Book Yourself Solid is to focus on communicating compelling, relevant and grounded results…and to make sure that I have the means to follow through and deliver on these promises. I invite my clients to adopt a “healthy skeptic” viewpoint on the work we do together: test what I recommend, see if it works for you. If it does, keep it, if not, modify it so that it does. Seek to understand the principles behind what I’m proposing, and use them to develop your own “philosophy” or approach.

I don’t want clients who see me as a “guru” (although I have the right name for one :) I want clients who want a partner in their development, who see me as a real person on the path they want to take. And I want clients who will become colleagues and peers as we share the journey towards transforming our dreams and our projects into reality.

I love watching your evolution, Michael, as you say or do things which work and say or do other things that don’t work as well. I don’t agree with you all the time…but it’s the nuggets that are pure gold that make our relationship very worthwhile. You are human, and you let the people around you be human also. Watching you in action inspires me to Think Big and Act Even Bigger. And that’s who a Role Model should be.

Thanks for sharing your heartfelt message.

success
-davender”

For more information

• Original post by Michael Port:  http://thinkbigrevolution.com/profiles/blogs/michael-port-speaks-out-about
• Google search on the Sedona incident (for the backstory, news reports and a lot more info): http://www.google.ca/search?q=james+ray+sedona
• Blog post: Self-Help’s Big Lie: http://blog.davender.com/2006/01/self-helps-big-lie/
• Blog post: How To Make ‘Em Smile – Promise Less, Deliver More: http://blog.davender.com/2010/01/promise-less-deliver-more/

To my great surprise, two days later I found a package at my door. It was my keyboard!  Of course I was delighted. The combination of great price and fast shipping turned me into an enthusiastic fan of this web store and I will do business with them again!

We want our clients come back and refer us to other people, too. Building this loyalty means building trust and credibility, which takes time and patience – two elements in very short supply especially when we need our business to grow fast.

Unfortunately, in a quest to speed up the process, it is very tempting to promise more, in the hopes that it will convince the prospect to sign up right now – and push me to actually deliver more. But does raising the commitment from me to my client translate into more loyalty from the client to me?

The trap is one of rising expectations. When a client first purchases from me it is not necessarily because of the thing or the service they are investing in, but rather because they have a certain level of trust with me. That first purchase tests the trust. If I deliver just what I’ve promised, it does not necessarily increase the trust, but it does not lower it either. So there is no change in the “trust capital” between me and my client, no matter how well I’ve done…because I’ve simply delivered on what I’ve done.

Now consider this: if I promise more than the average, but deliver the average, what happens to the “trust capital”? I am at least “competent” because I’ve delivered the average. But my trust capital goes down because I’ve fallen short of my commitment. Not good.

Domino’s Pizza learned this the hard way with their “thirty minute guarantee” in the 1980’s – it raised expectations so high, that as soon as they failed to meet that high standard, even by a couple of minutes, customers were not happy.

But if I promise the average, but deliver more – then my trust capital goes up, and both myself and my client win. I notice that when I order pizza from my local place, they promise 45-60 minutes (initial disappointment) but usually deliver in 30 minutes or less anyways (instant delight!).

Be like Chief Engineer Scott on the USS Enterprise – every time Captain Kirk asks Scotty to do something, Scott hums and haws and says it will take a long time. But he always manages to make it happen much faster because he knows he can.

It’s not the perks or gimmicks like price reductions or free gifts that wins the loyalty of your clients. It’s when the job is done right in a way that delights the customer. Build your trust capital. Undercommit and overdeliver – that is probably the fastest way to build your credibility and increase the trust people have with you – so you can attract more and better clients.

For more information

Article: Some Thoughts About Trust
http://en.davender.com/index.php?option=com_content&task=view&id=41&Itemid=31

• Trust is the essential binding agent that keeps people working together. What is Trust? How is it generated and maintained?

Entrepreneurs are necessarily optimistic. We need to be, it allows us to see the possibilities around us and act on them.

But the trap appears when we “fall in love” with the idea. Optimism then gives way to an emotional attachment to the idea, a state of “irrational exuberance” which can blind you to dangers that are otherwise obvious to someone who is not as emotionally invested in the project.

This is why I like Edward DeBono’s Six Thinking Hats approach to thinking. The six hats are a creativity tool to help look at a situation from different perspectives. When you wear a specific colour hat, it gives you permission to think in a certain style:

• White Hat: Analytical – What does the data say? Look at the available data both quantitative and qualitative. What are past trends? What can you extrapolate? Where is the evidence to support your assumptions? Where do you need more data?
• Red Hat: Emotional – How do you feel about this? Access your intuition, gut reaction, emotion. Talk about your feelings about the situation, where you feel good and not as good. How would others feel about this?
• Black Hat: Pessimist – What could go wrong? Think cautiously, defensively, why it might not work. Poke holes in the idea, look for the weak spots, all with the intention to identify what needs to be addressed in order to overcome any problems.
• Yellow Hat: Optimist - What if all goes right? Think optimistically, positively. Imagine all the opportunities, the benefits, the advantages. Reach for the stars!
• Green Hat: Creative – How can we make this better? Use your creative juices to think “out of the box”. Explore weird tangents, unexpected synergies, make it into a “purple cow” (something remarkable that stands out from the crowd).
• Blue Hat: Process – What do we need to do now? Direct the process of creativity so you don’t get stuck. When in “Blue Hat” mode, step back from the problem and consider if you are giving all of the other hats equal time.

Entrepreneurs seem to do quite well with the Yellow, Red and Green Hat approaches to thinking about an idea. There is more resistance to the White Hat (analytical) and definitely a big block around Black Hat thinking. Could this be because the Analytical and Pessimist are associated with external control?

There is nothing to fear from the Black Hat – actually it can be your friend. Wearing the Black Hat gets me out of cheerleader mode and forces me to examine my assumptions up close. Everytime I’ve had a project backfire on me (and yes, I’ve had a few) it could be traced back to an assumption that was not properly tested.

Black Hat thinking is what gives your project real traction, by foreseeing the difficulties and encouraging defensive planning. This makes the project more resilient and improves the probability of success.

As you explore your idea, put on the Blue Hat (Process) from time to time to see if you are considering all the perspectives of your project. And don’t be afraid to wear the Black Hat – you may find that underneath that gruff exterior there is a heart…that wants you to succeed.

It’s great fun to dream big, to reach for the stars. But if you want to make any progress, you need to keep your feet on the ground. This is what gives you the traction to power your Vision forward.

For more information

I recommend Edward DeBono’s book  ”The Six Thinking Hats” (Amazon.com http://www.amazon.com/Six-Thinking-Hats-Edward-Bono/dp/0316178314 – not an affiliate link). It’s a slim volume packed with practical examples.