Work from home is not a new concept. People have been looking for any excuse to do so since the turn of the century. Initially, Friday’s was the defacto work from home day. It’s popularity was driven mostly to get a jump on the weekend, more so than trying to get distraction free time in order to get caught up. For evidence, just check the highway traffic on Friday’s afternoons during the summer, as people are fleeing the city.

Over time as work from home became more and more accepted, Wednesday also became popular. Wednesday is a natural work from home day as it not only breaks up your week, but for many was a legitimate opportunity to work uninterrupted. The mid week isolation gave individuals the chance to focus on major assignments or priorities. Of course, people raved about how productive they are working from home and most were.

So what changed?

For centuries people have been making their way into the office. Initially most could walk to their place of employment. But over time, as cities grew, public transit became the norm for those who had to travel greater distance than walking. Finally, as the downtown core in many cities became the commercial hub and with people moving to the suburbs for affordable housing, the car began to dominate as the preferred method to commute in many cities.

As this cycle of commercial intensification in the downtown cores and suburb getting farther away, going to work went from a simple task to a stressed induced war pitting driver against driver to see who can gain the best lane advantage. Depending on where you lived, this daily ritual could easily last from 30 minutes to over an hour, twice daily. So needless to say, people started looking for any opportunity to get the occasional reprieve from this daily grind.

But that’s not all!

Another major catalyst for what has become the Work from Home (WFH) movement, is the growth of the open office concept. Long before Covid-19 changed our world, companies of all sizes were jumping on the open office concept. Gone were the cubicles, the open office concept, embraced by the major tech companies, was the model to follow.

Contrary to what is expounded by management of the team building benefits of an open office, the real motivation is cost saving. Open office concepts save a lot of money because they pretty much eliminate the need for all but minimal leasehold improvements. Plus they offer a ton of savings on office furnishings.

What I find genuinely interesting with the open office concept, is that most senior managers all end up with offices. If it’s good for the goose, shouldn’t it be good for the gander? Of course, they justify it based on their need for privacy. Shouldn’t these managers be subjected to the same restrictions and annoyances they place on their employees?

To be sure the open office concept is not new. Just check on those black and white photos of the clerical pools of 1950’s, where there were rows upon rows of desks in large rooms. But those were days before computers and automation. Most of those jobs were repetitive task driven activities and although these individuals were knowledgeable, they weren’t considered knowledge workers. Most of those tasks of yesteryear have been replaced by automated solutions with little human interaction.

open office 1950's

So many of today’s workers are considered knowledge workers and are required to think and make decisions. They need to be creative and require time to focus. The reality is that as individuals, we are creative at different times of the day. Some individuals are at their best creatively in the morning, some at midday and other late afternoon and not necessarily everyday. Let’s be honest, creativity can very spontaneous and generally can’t be scheduled. So reserving one of the “quiet rooms” located on the perimeter of the open office concept, at a moments notice, is not always possible.

At the end of the day, the reason why people want to work from home is that there are too many distraction in the open office concept. Whether those distractions are in the form of visual, auditory, or human interruptions they abound everywhere and everyday.  There’s just no privacy. Interruptions by fellow employees appears to be the most frustrating issue reported, because there’s no place to hide or call your own. An attitude that, you’re at your desk, therefore it’s okay to talk to you, is the norm. You’re living in a fishbowl.

As a result, individuals are going to great lengths now to develop the virtual version of “do not disturb” signals and it is stressing them out. Wearing headphones and not looking up when someone goes by, is essentially an indicator that “I’m busy”, but even then many teammates are oblivious to these indicators.

As a curious individual, I’m hard wired to be constantly scanning my environment. Maybe it’s a hold over from the prehistoric days when you really had to be aware of your surroundings, otherwise you became somebody’s lunch. So keeping my head down all day, is as big of a distraction as being interrupted.

Is work from home any better?

For people around the world, this wasn’t a conscious decision. Covid-19 just forced everybody’s hand to work from home because there wasn’t much of an alternative. After three months, many are liking it, but many aren’t and as time moves on, there appear to be cracks forming in their new love affair with the work from home concept.

For those fortunate to have a spare room, the transition was acceptable. However, if a couple are both relegated to work from home, then someone is going to get stuck at the kitchen or dining room table. This is okay for a day or two, but for three plus months, I don’t think so.

So, if this work from home movement is to become permanent, how are individuals going to manage this? You can’t expect most couples to share that spare bedroom and work side by side, that’s just a recipe for disaster. Most individuals can’t afford a bigger house, so what’s the option. What about condo and apartment dwellers? No, work from home is not sustainable under many individuals current lifestyle.

Taken a step further and assuming an individual has the physical space to work from home, who’s going to pay for all the necessary upgrades to make it workable and at what cost? What about security and liability? What if someone gets injured? What if someone trip or falls going to their home office, where does the liability begin or end? Is that a workers compensation issue or a safety issue? Believe me, I don’t have the answers and I’m not sure anybody does at this point.

Let’s talk about team unity

In order to maintain communication and team unity, everybody jumped on the available collaboration tools available such as Zoom, Microsoft Teams and albeit a little late to the party, Google’s Meet, just to name a few. For all the praise for the ease of use and quick implementation of these tools, it’s just not the same as an in person meeting.

Having participated in a few of these digital meetings, I’ve come up with some observations that I have no idea how they are to be solved. Granted people are getting far more comfortable on the platforms, but they are draining. Gone are all the physical queues we become accustomed to. When to speak, avoiding talking over someone paying attention are just a couple of the myriad of challenges individuals face on video platforms.

Because we’ve done it so long, most people are comfortable in live meetings, albeit bored on occasion. Being on a video conference requires 100% attention to the screen because you have 6, 10 or 20 people staring back at you for the duration, so you need to be on your best behaviour. Reports from individuals that are on video calls or meetings a good portion of their day, are reporting that they are exhausted, where they weren’t in in-person meetings.

Leaders checking in

Now I will profess that I subscribe to the Management by Walking Around style of management. I wasn’t aware that my style actually had a name until such time as I read In Search of Excellence by Tom Peters and Robert Wateman many years ago.

Essentially, it’s what the name infers. As opposed to a formal meeting, a manager wanders around checking in with their staff in an impromptu manner. It’s not about catching people slacking off, it’s about creating informal teaching moments. But at a deeper level, it’s about connecting with your staff by having more face time. The concept apparently originated at Hewlett Packer or HP as it is known today.

There was a study done by Leadership IQ on the Importance of Leadership. The report states that 50% of employees spend less than 3 hours a week with their leader. However, those that spend 6 or more hours per week with their leaders are

  • 29% more inspired
  • 30% more engaged
  • 15% more motivated
  • 10% more innovative

This level of engagement, although possible, will be difficult to achieve using video conferencing. Managers of all types will need to reinvent themselves if work from home is the new normal. I’m just not sure it’ll be as effective as face-to-face.

If this is ever going to work, managers will need to up their game and reinvent themselves. Team members will worry that because they are out of site, they’re out of mind and fear they won’t get the recognition they want or more importantly need.

Personal boundaries

The curse of the smartphone has stretched many peoples day, as emails or text messages come in at all hours of the day. As a result, many have defaulted into responding to them no matter when they come in. The justification is that it’s only one email and, what the heck, if I answer it now, it’ll be one less thing to do tomorrow. In addition, email and messaging has created a false sense of urgency and therefore an answer is expected immediately. This was bad enough before Covid-19 and I can only imagine what the new normal will look like.

Where all this really falls apart is if people are permanently anchored at home, they naturally loose their work boundaries. They’ll take advantage of doing errands that were traditionally relegated to nights and weekends. And they’ll justify it by they can catch up on their work later that night or weekends. Boundaries are going to get blurred by managers and employees alike.

Humans are social

Let’s remember, that for the most part humans are social and need interaction. That can’t be replicated on video or conference calls. There’s a potential risk that people will start to feel disconnected from the rest of your team as all those informal interaction become a thing of the past.

What companies need to be on the lookout for will be the potential reduction in innovation and creativity, much of which just happens when colleagues pump into each other at the water cooler or in the hallway. This can’t be replicated digitally.

Work from home has been tried in the past by some very large corporations and their experiments failed miserably. Granted the advance in technology will certainly improve the odds, but I don’t believe by much. IBM for all it’s technological know how, recalled about 11,000 of their employees back into the office 18 months ago after realizing they were missing out on the innovation that just happened through interacting in person.

What’s the solution?

When Covid-19 is in our rear view mirrors, I think most people will be back in their workplaces and rumours of the death of the office are premature. What might be interesting is a hybrid solution, whereby people will able to split their week or rotate days that they’re in the office. But for those companies, that are going fully remote, you’ll need to create some very unique skills in order to keep your teams organized, motivated and loyal. It won’t be easy

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Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.

The outbreak of Covid-19 has got the world on lock down and many employees have transitioned to working at home. With that, many entrepreneurs are holding daily conference calls to keep teams connected.

The upside is many employees are having greater communication with their managers than they previously had. Unfortunately, many owners have never participated or hosted conference calls and in my conversations with participants, I’m hearing that many of these calls are bit chaotic and frustrating.

So I thought I’d offer up the following 6 tips to have better conference calls.

1. Be on time!

There’s nothing more distracting than someone joining a call late only to declare “Hi I’m here!”. This usually happens without consideration that with a call in progress, someone may be already talking, and your arrival and announcement totally disrupts the flow. Login quietly and wait until there’s a break in the topic to let people know you’ve arrived.

2. The meeting Chair

Whoever is hosting or chairing the call, needs to set some rules or guidelines in order to control the conversation and keep it on track. One thing I did when chairing in-person committee meetings in my many volunteer roles, was to make sure everybody had a chance to speak. Many people have great ideas or want to contribute to a conversation but just don’t have the confidence to speak up. These same people tend to be a little more reserved and therefore remain quiet. Let be honest there’s always a core group of people who monopolize conversations, so the quieter ones are little intimidated and don’t speak up.

So, in order to give these individuals a chance to air their ideas or concerns, I would keep track of who has spoken on a given topic and then I would go around the table and ask the individuals who hadn’t commented, if they had anything to add. This way they were given the opportunity to make their thoughts known.

In a conference call, the chair should state the issue or ask the question and then ask each individual, one at a time to comment. This alleviates the typical free for all that usually happens, and the conference call becomes more productive.

As a caveat, some conference calling platforms have the ability for individuals to digitally raise their hand to comment. However, many of conference calls taking place today calls are being held on mobile phones without these functions.

3. Set out an agenda

Just like in person meetings, whoever is running or chairing the call should put out an agenda beforehand. Since these conference calls will be daily or twice daily events, the list will be small. It’ll help at keeping everyone focused on the issues at hand.

4. Put your phone on mute

There’s nothing more annoying than background noise during conference calls. Since many people are going to be working from home, with kids and dogs underfoot, this is a big problem. So, if you’re not talking, put your phone on mute until it’s your turn.

5. No speaker phones or hands free.

Usually the sound quality when talking on speaker phone is significantly reduced. Using the speaker phone setting makes it difficult for everyone else to hear what your saying and requires immense concentration. Get a set of headphones if you need your hands to be free during the call. It’ll make the call more comfortable for everyone else.

6. Assign a minute taker

Just like any formal meeting someone should be taking minutes of the meeting. They don’t have to be long dissertations. Point form is sufficient and is really just a summary of issues and actions required. Unlike an office meeting, there’s little chance to do face to face follow up, so these minutes can be distributed shortly after the conference call ends and serves to keep everyone on task. The minute taker should be rotated between the callers every day.

These are trying times for most entrepreneurs. Many have never faced such a dramatic shift in they way they are forced to do business. However, this is a wonderful opportunity to try out those ideas you’ve always had, but never had the time to test.

Using conference calls to keep your arms around everyone and provide clear direction is just one of the tools, that did not exist or were the exclusive domain of large corporations not that many years ago.

Stay safe.

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Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.

A few months ago, I finally did something that I had longed to do but just never got around to it. Not quite a bucket list item, but pretty close. That something was to drive a race prepared car on a closed road course. Calabogie Motorsports offers just such a program. The road course is just a hair over 5 kms that has 20 turns and enough of a straightaway to get you to question your sanity. But at the end of the day, I couldn’t help but draw many parallels between the days activities and running a small business.

It all started because my youngest son was planning on signing up for the half day training at the track, and it only took me a couple of minutes to invite myself along. It’s funny how these things always seem like a good idea until the early morning drive to the track makes you wonder if it really was.

Now driving is something I’ve done my entire life, having spent my early days as a long haul truck driver. Getting behind any vehicle with a steering wheel is something I’m comfortable with. What gave me pause, was the fact that I’d be hurtling along in a race car at over 200 kms. That plus the fact, you never want to be that guy that embarrasses himself in front of the other 10 participants, let alone your son. That can be somebody else’s job.

Briefing session

So, as we gathered in the training room at the appointed time, we were welcomed by a couple of gentlemen that were going to review the schedule of morning activities, the characteristics of the car, track conditions that day, safety rules and the meaning of the on-track flags. This brought about the first comparison to running a small business.

Small Business Tip#1 – Briefings

How often do you take the time to gather everybody together, to define the day’s or week’s activity? How often do you remind your group of why they’re here and what we’re hoping to achieve or gain that week? How often do we set expectations in a team environment? Although we have great intentions of doing so, I suspect we don’t do it often enough.

As a result, we just assume everybody knows what to do, when to do it and what’s expected. Sadly, this lack of direction or confirmation of understanding can lead to untold number of mistakes. Implementing, short briefing sessions on a weekly or daily basis, as well as at the beginning of a major assignment can greatly reduce confusion and ensure your team is focused on the same end results. Or as the saying goes, make sure everyone is on the same page.

Track Time

After a quick introduction to our in driver trainer, we made our way out to our cars. These race prepped cars, had windows replaced where needed with Plexiglas and removed where not necessary. I can tell you getting into these vehicles is quite the process as you weave yourself around and through the roll cage, much like performing a downward dog yoga move coupled with a reverse warrior pose to end up in a snug, but less than comfortable racing seat. They make it look so effortless on tv, but I can assure you it’s not.

For the first of three on track sessions, you are a passenger as the trainer puts the car through it’s paces and shows you what’s possible. As a first time passenger in a fully prepped race car, I can confess that it’s a whole new experience. Unfortunately, the sensory overload during the ride along, really wasn’t conducive to learning anything the trainer was saying. There was just too much information to be absorbed in a very unfamiliar environment with your senses being hammered by new inputs. However, I do remember him saying that sometimes you need to go slow to go fast, which I didn’t quite understand at the time.

Small Business Tip #2 –  Teaching moments

Too often we assume people understand the objectives. We throw so much information at them and then never take the time to confirm their understanding. To be sure we ask if everybody understands and of course heads nod in agreement. This can be because they don’t want to look foolish or more often, they actually think they do understand, but it may be a completely different understanding.

Taking a few extra moments to ask specific questions about expected results or executional details to truly confirm their understanding can go a long way in avoiding missteps. The reason for this extra steps is to make sure someone hasn’t misinterpreted a critical piece of information or expectation.

My Turn

So now it’s my turn behind the wheel. The moment you push the engine start button and the V8 roars to life, you know you’re not in Kansas any longer. The sheer raw power of the engine shakes the car and is felt in every fiber of your body. Not uncontrollably mind you, but enough to make you respect it’s potential and get focused. It’s also the time when you start thinking, what the hell have I done!

Sitting behind the wheel you realize that these cars are stripped down to their bare essence. An engine, a transmission, tires, body shell and absolutely no interior padding with only a handful of gauges. That’s it, just the basics. But seriously, what else do you need? These cars are built to go fast and stick to the track.

Small Business tip #3 – Simplify

How often do we have steps or unnecessary processes to getting a job, task or assignment done, just because we think it’s necessary? Do we have efficient processes? Can we strip down the process to it’s basics in order increase our deliverables? Has anybody asked, why we do it this way or is there a better, simpler way?

The race car is meant to go fast and it does so without any unnecessary frills. Shouldn’t we be running the most efficient businesses we can? If something doesn’t add real value to the customer, then it shouldn’t be there. Are we asking our staff for their input or suggestions? They are the ones that work with the processes every single day, they just may have a better way.

On the track

As I pulled out onto the track, I distinctly remember that the transmission and clutch had a familiar feel. It then dawned on me that it reminded me of my uncles farm trucks of my youth. The transmission and clutch had a very positive interaction and it was all business, no frills.

Staying in the safety lane all the while accelerating in order to merge with the other vehicles, it was at this point that I realized, I didn’t remember a thing my trainer had told me. However, being connected to him via headset as he sat in the passenger seat, I started receiving a constant stream of instructions that easily matched the speed of the car as we approached 200kms per hour.

For the next 15-20 minutes we did laps around the track as I desperately tried smooth out my handling and add a little finesse to an otherwise less than stellar run. At the end of the session, we made our way in for a debriefing session with all the participants as we asked, and they answered our questions.

Small Business Tip #4 –  Status updates

How often do we gather everyone to either get or give a status update on the company or an initiative? Scheduling regular but short debriefing sessions help to identify road blocks, allow for clarification and make course corrections. Checking in regularly can solve many minor issues before they become major issues that are impossible to correct.

The last session.

This last on track session is where I had my greatest breakthrough and an “Ah ha” moment. As with most people who do these things, I felt I was a pretty good driver and understood the basic concepts of racing, such as finding the straightest line through a curve, etc. However, that easier said than done as I consistently missed apex after apex on most turns. It was frustrating and humbling.

The trainer kept telling me to brake hard to scrub speed as I entered the tightest turns. I figured I understood the concept, but time and again, I’d blow the turn. I thought I was going slow enough to hit my mark, because going any slower wasn’t cool and we’re suppose to go fast, right?

So, on one particular lap I figured I’d slow down earlier and harder and see what happened. To my amazement, the car just hunkered down and dug in. We held the line and we rocketed out of the turn, with very little corrective input required on my part after pointing the car in the right direction. The throttle was wide open, it was almost textbook, and it was confirmed by my trainer’s comment “that’s what I’m talking about” through the headset.

Small Business tip #5 – Pump the brakes

Too often we’re in a rush to get the end result. Ambition is a great quality but needs to be tempered at times. The Navy Seals apparently have a saying that says “Slow is smooth, smooth is fast”. I know that sound contrary to what we believe, but it works.

Not always, but sometimes we just have to pump the brakes on an idea or initiative and stretch out the deadline. By doing so it gives us the time we need to make sure we have all the information, the right people and the capacity to handle the assignment. Whether that’s growing our business or contemplating pitching a large contract. This extra time may allow for a much smoother execution and less rework, because smooth is fast.

Go Slow to Go Fast

Going too fast can be very stressful for all involved and can set us up for mistakes. Knowing when to hammer the throttle and when to stand on the brakes is an artform in itself and I have a new found respect for professional drivers because it’s both mentally and physically draining controlling a race car at speed.

The same can be said of running your business too fast. Sometimes you just need to go slow to go fast.

I appreciate hearing your feedback to this or any of my posts. So share your thoughts below.

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Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.

A constant refrain that I hear from business owners is “they should know better!” “They” of course being any or all the employees that screwed up. Naturally, when I hear this statement, I just can’t leave it alone and therefore I need to challenge it. At which point the conversation goes something like this,

Client: They should know better

Me: Really, why is that?

Client: It’s their job

Me: Did you tell them?

Client: No, I shouldn’t have to

Me: Why shouldn’t you have to?

Client: Because they’re supposed to be adults

Me: That may be true, but you still need to tell them what you expect

Client: I hired them to do a job. If I have to tell them or show them I don’t need them.

Me: Seriously?

It’s not about micro-managing

I think you get the drift and I’m sure many of us have felt the same way at times. Unfortunately, too many owners wrongly assume that once they hire an individual, that person should automatically know everything there is to know. Granted, they should have all the technical skills required for the job, but that’s only half the battle.

Where many entrepreneurs fail, is in telling their employees what they expect from them on a regular basis. We’re not talking about micro-managing, it’s about providing clarity. It’s about setting expectations or objectives. It’s about letting them know specifics, like when you expect the task to be completed or how many hours you’ve allocated for that project or how you expect them to act in front of customers, or your dress code and on and on. Just because you failed to mention something and then expecting your employees to read your mind, is asking a little much, don’t you think?

The easiest way to fix this is to communicate. Yup, it can be that simple. Communicating is nothing more than telling people what you expect. Because left unsaid, it is usually just asking for trouble. And once it becomes a crisis, emotions usually take over and its no longer just a conversation. By having regular ongoing dialogue between employees and managers, everyone should be on the same page. This can go a long way in minimizing surprises.

Here ya go, get it done!

You see, nobody likes surprises because they usually occur at the wrong time and leave little opportunity to correct the situation. Simple, regular and informal dialogue between managers and employees would avoid many of the problems that arise.

The alternative of course, is to simply assume that once the project was assigned, it would be completed without further communication and it usually goes something like this- “Here ya go, get it done!” The weakness in this strategy usually manifests itself once the client calls to inquire why the project is two weeks behind schedule. Those are always fun conversations. Why is it then, that the only person that knew was the client?

In hindsight, one of my major communication tools was simply wandering around and talking with my staff or watching them do their job. This provided me the opportunity to reinforce what my or our clients expectations were. If I noticed that something was lacking, I would typically bring it to the attention of the project coordinator responsible for the project, for them to rectify. Often in a quick group meeting.

Fortunately, this was a rarity because the coordinators were very good at setting expectations and at helping individuals meet those objectives. In addition, our reporting processes allowed us to monitor our benchmarks in real time. This real time reporting was not designed to “catch” individuals for low productivity, but to identify potential problems in the execution and to take corrective action early on, thereby allowing us to finish on time and on budget with excellent results.

Hoping things will improve rarely works

Because of our ongoing dialogue with the front line employees, coupled with the data, this allowed us to notify the client early on of a potential problem and take corrective action. Although this was never fun to tell a client you’re having a problem, and thankfully was a rarity, it was far better strategy than waiting until the end and hoping things would turn around on their own. It has been my experience that hoping things will improve rarely works and leaves you to make a bunch of lame excuses to a very disappointed client.

Being visible and asking questions is part of being a manager. Equally important to opening the lines of communication, is asking the right questions. These questions should focus on removing roadblocks to productivity and serve as teaching moments.

However, in order for this to work it must be a two way street. Employees need to feel comfortable enough to be able to express their thoughts or know that delivering bad news won’t earn your wrath.

Yes, they should know better, but if you want better communications within your organization, then it’s up to you to create it. Being visible, watching, listening and letting people know what to expect, will go a long way in reducing those nasty surprises that just ruin everybody’s day.

 

Copyright © Greg Weatherdon 2018

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Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.

Reading Time: 6 minutes

Be visible is really nothing more than the opportunity to get in front of the customer in some meaningful way. Unfortunately, it is proving far more difficult to do so. B to C or B to B businesses are equally challenged in getting through to their customers, because there are just many more roadblocks.

In the time before voicemail, a phone call to a customer’s home resulted in one of three outcomes; no answer, a busy signal or someone actually answered, pretty predictable outcomes. Along comes voicemail and call display, so now people could just ignore the call. Voicemail was supposed to be a tool to communicate information in one’s absence, however it morphed into a call screening tool when call display arrived on the scene.

The voicemail call display duo

Calls to a business customer pretty much followed the same path, however businesses usually had an additional layer of screening in place, namely the receptionist. As telephony automation increased, direct dial to customers was initially more productive, however with the advent of the voicemail call display duo, making contact quickly became more difficult.

Email on the other hand,quickly replaced the telephone as a primary communication device between business and customer. And why not? It was an easy way to send your thoughts or proposals to a client at any time of the day and unlike voicemail, you retained a written copy. Although this did create a challenge for some individuals to up their writing skills as, until this point, even the smallest companies had admin personnel who edited and finalized the final correspondence.

A response was expected

The initial upside to email was that it was a novelty and individuals promptly responded to any item that hit their inboxes. Maybe it was the novelty of this wonderful, empowering communication tool, but times have changed. Once upon a time, proper etiquette wouldn’t allow you to ignore personally addressed correspondence, but today it’s common practice. No, it didn’t matter, if the former was hand written and sent via a postal service and the latter sent digitally. In both cases someone took the time to compose the communication and therefore a response was expected

The problem today is mostly driven by the bombardment of unnecessary CYA’s or cover your ass, cc’s, bcc’s emails and let’s not forget the biggest culprit of them all, spam! It’s overloading peoples inboxes.

Average office worker receives 121 emails per day

It’s no wonder, when it is estimated that the average office worker receives 121 emails per day and sends out 40 per day. At that rate, they would easily fall a month behind within 10 days if they had to reply to every one they received.

With every technological advancement, we drift farther and farther apart from our customers. Social media and SMS are all being layered on and hyped as customer connectors, but they’re not. Just imagine what will happen when AI (Artificial Intelligence) goes mainstream? We’ll never have to talk, correspond or meet again. It’ll all be done for us. I am hopeful that the combination of Alternative and Virtual Reality might right the ship, but I won’t hold my breath.

Maybe I’m old school, but I’ve always pushed for a face to face meetings. No matter how far I had to travel or how inconvenient it was, getting in front of new or existing clients was a major sales and marketing tactic for me. Nothing beats face to face customer interaction. It allows you to see the customers reaction to your comments, thoughts or proposal. It gives you the opportunity to be in the moment to correct any misunderstandings or expand on key points. You can’t do that effectively via email.

Stickiness

The other added benefit of to be visible, was stickiness. It’s a term I have used for years in support of my need to get in front of clients. This approach is directly responsible for more than a few million dollars of revenue that I generated.

In a nutshell, stickiness is the art of being visible within client’s businesses. I’m not suggesting setting up a desk in your clients premises, although not a bad idea if the client is big enough! Being visible within a client requires effort and patience. Effort, because with all the built in screens I mentioned earlier, it’s a challenge to get a client to respond to your requests. Patience, because with everyone running flat out, meetings are now scheduled weeks in advance and not days.

The payoff though, is the more frequent you are in a clients place of business, the more people will come to recognize you. The more they see you, the greater the odds that you’ll have the opportunity to talk with them. Of course, the more you talk with them, the more you have a chance to let them know what you do.

Opportunities to be visible

A typical scenario, for me was to arrange a meeting with a client and as time went on, I got to know or at least recognize other people in the business. As we made our way to the meeting room or the person’s office, I’d make a point of saying hi to anyone I knew. It was more of an opportunity for me to let them know I was in the building.

Over time this little acknowledgement led to someone telling me to stop by when my meeting was over as they either had a question or wanted to talk with me about something and that something was usually a potential opportunity. My estimate is that this happened 50% of the time. Again, the size of your clients will impact these numbers but don’t underestimate the potential of even in the smallest of companies.

Another opportunity to be visible is upon completion of a project. Make an appointment with the customer to review the engagement. Too often, I see owners just send off the summary report and an invoice and that’s the end of it. What a missed opportunity! This is exactly when you need to be visible. Generally speaking, the client is happy with the results and are open to other suggestions you may have.

On those occasions when it’s just physically impossible to be visible on a client’s premises, there are other ways to stay front and center. For instance, the client has asked for a quote. Far too many owners email the quote and hope for the best. Instead, once the email has been sent, call them to let them know you sent it, especially with the number of emails that end up in the junk folder. Alternatively, finish your cover email with a statement, such as “I’ll call you tomorrow to discuss”. Then make sure you call.

Looking for ways to be visible to your customers pays greater dividends to the small business owner than most of their social media activity.

You may also enjoy The Fear Of Decisions

Copyright © Greg Weatherdon

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