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Archive for August, 2010

Way back when, in my college days, I became very interested in investing in real estate. Those were the days when one would have found it a challenge to flip through the channels on television and not have seen some ‘guru’ hawking their real estate, home study course.

It was during this time when I first heard the phrase; ‘A Win-Win Situation’ and ‘Win-Win Negotiating’. Of course, the philosophy behind the headline is that in such a situation or negotiation, both parties win. What a concept!

I believe that, unless one has a gun pointed at their head, any time two parties agree and sign their name on the proverbial dotted line, how can it not be a win-win deal?

The past few months, I have found myself dealing with a new type of business situation which I shall call a ‘Win When?’ scenario.

I have recently worked with two clients; both on bringing new product and service offerings to market…both are involved in the construction industry. Both situations have reminded me of my father’s oft repeated line; “If a job is worth doing, it is worth doing right.”

Both situations have also prompted me to add to that with this: “If a job is worth starting, it is worth completing.”

In construction there is also the famous edict; “Measure twice, cut once.”

I constantly have to remind, not only my clients, but also myself, that the tried and true rule is not: “Measure six dozen times, think about cutting, hold meetings on the cutting process, deliberate on the cutting process and then go back to measuring.”

Do not misunderstand me, I am not ‘dissing’ planning, so much as I am promoting execution. That said, I believe I am in good company.

“Plans are only good intentions unless they immediately degenerate into hard work.” – Peter Drucker

“A good battle plan that you act on today can be better than a perfect one tomorrow.” – General George S. Patton.

“Git ‘r done!” – Larry the Cable Guy

Specifically, what I am talking about is all the planning in the world needs to point to a specific goal with a specific deadline providing a specific result.

Take pause for a moment and answer the following:

“What is the single most important thing I need to achieve for my business?

“When do I need to achieve this?”

“How will I achieve this?”

There, business planning in a nutshell.

We all want to win; we all want to build new business, we all want to see our revenue and margins increase but are we spending too much time find sanding the widget or are we putting it in the showroom window with a ‘For Sale’ sign on it and moving on to build the next one?

I am afraid I have worked with, and talked to, far too many people who appear to be far more endeared to the idea of playing business owner than being a business owner. Times are tough and time is valuable. More now than ever, focus on what will take you to your next big ‘win’ and know ‘when’ that will happen.

Do that and I believe you will find yourself in your very own win-win situation.

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Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.

Bobby can be reached at bobbydarnell [at] cmconl.com

http://www.cmconl.com

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