While flipping TV channels recently, I landed on a track meet. The runners were approaching a line, but a bold sign on the track stated, “This is not the finish line.”

It was quick, but it caught my attention. The runners clearly wouldn’t want to pull up early, knowing that they still had a lot more race to run.

This sign made me think about our own lives. Whatever project we’re working on, or personal hurdle we have to overcome, the sign on the track was right: we are not yet at the finish line.

This idea hit me even harder a few days later when a relative said, “My body must be winding down. It’s just too hard nowadays to get out of bed”…with the obvious implication that they thought their time on earth was short.

How many people pull up early in life, before they’ve reached the true finish line? It can happen at any age. They don’t follow through all the way, and as a result they could be missing the best part of the race.

We all have more to give, and finishing well has its own rewards. But it’s up to you to have a clear view of the track ahead and to know where you’re headed. Here are a few best practices to help you on your way.

Know your Priorities

Life is filled with challenges that lead to opportunities. You can choose to take advantage of them, or not. So, why not? You can’t always know for sure which path is the best, but — like in that old Robert Frost poem, “two roads diverged in the yellow wood” — you can choose the road you take.

So, where are you going? How do you decide which direction will make a positive difference in your life and the lives of others?

You need to be clear about your priorities so that you can make the best choices. When faced with a decision, you can more easily discern which path will provide the greatest meaning, joy, and reward.

You may take the wrong road now and then, but you can always get back on track. If you align your direction with what’s important to you, then you will have no regrets, knowing that you ran the best race you could.

Keep Raising the Bar

It’s easy to get into a routine. You get up, go to work, come home, and go to bed. Then, you do it again. But is your routine getting in the way of seeing opportunity that could take you in a new and exciting direction?

Look for opportunities to challenge yourself. When you do, you’ll see what you are really capable of, and you’ll begin to raise the bar for what you expect from yourself.

When opportunity presents itself, accept the challenge. And if no one is challenging you, then you must seek it out for yourself. It’s okay to start small, but as you gain momentum and confidence, you can ask for even more.

Stay Engaged

Something, whether big or small, will inevitably get in the way of your plans. That’s why staying focused and engaged is so important.

There will be hurdles blocking your way. Welcome them. And then, concentrate on learning how to leap over them.

When you fall down, you can learn from your mistakes. The school of hard knocks can give you a great education if you approach each setback with the right attitude. And if you can stay engaged and work through the obstacles, you are well on your way to the finish line.

Too many people fall short because they don’t stay engaged and see it through. You may be one of the few people still standing if you can learn to push through the setbacks and regain your positive momentum.

Don’t Undervalue Your Contribution

Sometimes, you won’t be able to tell whether you are making a difference. Maybe your efforts just haven’t paid off yet, or maybe they have but you’re not getting the feedback you expected. This is exactly the point at which you should NOT give up.

Don’t judge your contribution based solely on what you hear from others. Although positive reinforcement is great when it happens, it’s more important that YOU know you are on the right track. Stay the course, and your contribution – both seen and unseen – will start to add up.

Help Others Run a Good Race

As Zig Ziglar famously said, “You will get all you want in life if you help enough other people get what they want.” The more you give, the greater the impact that giving will have on your own life.

Chances are, there is some part of your own “finish line” that has to do with making a positive impact on the lives of others. Don’t wait until the end of your race to help others. Take advantage of every opportunity along the way to reach out and make someone’s life a little better. Make their load a little lighter. Make their race a little easier.

Wherever you’re at today in the race of your life, don’t ease up. Keep striving, and keep finding new finish lines.

This is Not the Finish Line is a post from: Leadership From the Trenches

Despite the economic crisis and the doomsday rhetoric we hear every day, many businesses are doing pretty well. “It may be the best year I have ever had,” is a phrase I have heard a lot recently.

While that may be the case, there is a “BUT” worth considering.

We can always be better, so keep pressing. Meanwhile, there are at least three things that can get in the way of our continued success. When times are good, it is especially important to be aware of them.

1. People

People are the key to success, but as your business grows several things can happen. You may hire people that don’t fit your culture or share your values. Or you may have hired people that were right at the time, but have now been outgrown by the business.

Take the time to critically evaluate all positions (yes, all positions) to make sure you are not being negatively impacted by your people. Some may need better direction or more training, but some are simply not ready for prime time. In that case, you need to move on to the people who can help you get where you want to go.

2. Processes

As your business was growing, you probably added processes and procedures to solve short-term problems along the way. They may have served their usefulness at one time, but they may not be effective or necessary now that you have grown and market factors have changed.

Processes may have become too cumbersome or confusing, to the point where they are not being followed anymore. They may be getting in the way of efficiency and high quality service.

Ask your key people to help review all processes and procedures that create inefficiency or poor service. Include some experienced team members, as well as some newer people who can bring a fresh perspective. By working on it as a group, it strengthens buy-in, helps build team spirit, and utilizes everyone’s talents.

3. Fear

Success can also be impacted by fear. You might get paralyzed because there are too many unknown factors to consider and you’re afraid of making the wrong move, or because you’re not ready for change at the moment. This is where strategy becomes especially important.

Your strategy has brought you to this point. Industry and market factors can impact your business, but the consistent execution of your strategy makes a huge difference. Have confidence in the strategy and don’t be afraid to keep pressing forward.

Whether this is your “best year yet” or you’re in the midst of a struggle, keep taking the actions necessary to be successful. If your people are the right fit, your processes and procedures are efficient, and you keep pressing forward with you strategy, you will do just fine.

3 Things That Can Get in the Way of Your Success is a post from: Leadership From the Trenches

Business environments and competition can be tough, and personal challenges can make things even more difficult. What can you reasonably expect to achieve in your business? Can you really achieve those Big Harry Audacious Goals people talk about?

These are reasonable questions. And the answer is, yes, of course!

Sure, there will always be obstacles that get in the way. So how do we overcome them?

First, you need to have a very clear view of what you want to achieve. And you must be passionate about the goal to ensure you are strongly committed to reaching it. This is the starting point. It’s the ante to play the game. You can’t reach a goal if you don’t have clarity about what you really want to achieve.

Now that you know what you want, here are six steps to help you achieve it:

1. Start with a Plan

Whatever the goal, no matter how big and audacious it is, you need a specific step-by-step plan on how to get there. By taking one small step at a time, you will build momentum as you move toward your goal. You may not have it planned out exactly right the first time, and you may need to make adjustments along the way. But if you commit to a plan in writing, it will give you more clarity on what needs to be done and when.

2. Make Progress Every Day

Every day you have an opportunity to make progress in reaching your goals. Excuses are a waste of time. You need to advance toward your goal each day. As leaders, we must do what it takes to add value to our customers and those we work with. Start every day knowing what needs to get done, and keep a mental – or better yet, written — scorecard of what was accomplished. This will keep you on track and accountable to the small steps, and the cumulative impact over time will be enormous and rewarding.

3. Don’t Waver

Some days, making progress won’t be easy. You may get discouraged. Even on the tough days, don’t waver from your commitment to do the job well. Many people stop moving forward because they don’t feel they are succeeding. Have confidence in the plan, and execute it with persistence.

4. Care About What You Do

Attitude is critical, because every action we take reflects back on us as leaders. It is our positive differentiator. Caring about what you do and how you do it is a positive daily energizer than can keep you going. When you are passionate about the reason why you show up to work every day, then the small steps you need to take will come easier.

5. WOW with Service

I once heard retired general Norman Schwarzkopf tell a group that he had two principles for success: “doing things right” and “doing the right thing.” If you know what is expected of you, and you do not only that but a little bit more, you will soon create raving fans. As you make progress every day, try to exceed your own expectations and those you serve.

6. Trust That Your Effort Will Be Recognized

If you do what you have committed to do every day, to the best of your ability, you will not only reach your goal, you will be rewarded in time with as much responsibility as you want. So many people in business and in life just go through the motions. When you execute your plans persistently, approach your work passionately, and go above and beyond consistently, you will find yourself in a small group of top performers.

Before long, you will be recognized for your efforts. And you will know that what you did was right and worthwhile.

Good luck, and enjoy the ride!

Can You Really Succeed? is a post from: Leadership From the Trenches

Employees who work hard and know their job well often get promoted. But once they are promoted, there is no guarantee of ongoing success. They may not be effective at motivating others or managing toward maximum results. Sometimes, after years of personal success, the environment changes so substantially that they lose their edge.

What can we do about this dilemma? If we really believe that people are a game-changer, what are we doing to help them grow and avoid becoming obsolete?

We must work with them to improve their skills. It may not be easy, but there are a few simple steps along the pathway toward helping people grow so they can stay in the game.

1. Know Them

Invest in each employee personally. Observe their behavior, and take the time to understand what motivates them. Develop a clear and comprehensive picture of how they can improve personally and how they can add value to the organization. What should they keep doing because it works, and what should they start doing to become better? What should they stop doing because it is not effective for them or positive for the organization?

2. Help Them Build a Plan for Themselves

There is more to life than work. We cannot forget that an employee who is healthy in all important aspects of their life will be able to be a much more effective contributor at work. Help them build an improvement plan for themselves that helps them win at work and at home. This is not an overnight fix, but an over time plan.

3. Give Them Feedback

Once they have a meaningful plan for themselves, give them the feedback they deserve. Be specific and direct. Encourage positive efforts, but also point out areas where they may fall short. Don’t just do this annually — do it often. Your feedback is most relevant and useful when it’s fresh.

4. Encourage Continuous Learning

The world is changing, and we need to keep pace with change. There is a wealth of good information available on how to improve every aspect of our lives. Show them the way. Recommend books and articles to read. Encourage a process of continuous learning. An employee book club may seem hokey, but under the right circumstances it can transform your team.

5. Invite Them to Contribute

Managers can be more effective in communicating what’s going on in the company and their industry. Engage employees to discuss those changes and collaborate on how they can make their team or the company even better. They have a vested interest in the company’s success too, so keep them involved. They can make a real difference.

If you are a leader, investing in the people you have been entrusted with should be your highest priority. Whether the payoff comes in the form of greater financial gains for the company or a positive impact on them personally, people are always a wise investment.

Five Ways to Invest in Your People is a post from: Leadership From the Trenches

You expect service, no matter how it gets done, and when it meets your expectations you are satisfied. But what happens when there are mistakes?

Most people understand that mistakes happen, and companies usually have a chance to redeem themselves. Even so, service failures seem to abound that leave a bad taste and weaken or destroy reputations.

Recently, I dropped off an expensive watch at a top brand retailer for repairs. I was told that the work had to be done in New York, which I was okay with. I approved the cost estimate, but they sent me an email re-authorization anyway. That should not have been a problem, but they transposed some characters in my email address, and I never received the email. Because I didn’t respond, the New York service repair center sent my watch back to the local retailer.

Seven weeks went by, with no word about my watch. Finally I made an inquiry, and was shocked to hear it had been sent back. Why didn’t they at least call? They had my number. “Well, we don’t do that,” was the response.

They must be kidding, right? Is that level of service too much to ask for? A great opportunity was missed to add value and build customer loyalty.

It should have been simple.

It doesn’t matter what you are selling or what service you are providing. Personal service still matters. It differentiates one competitor from another.

A successful fast food retailer we work with, Chick-fil-A, refers to it as “going the second mile.” I think of it as going just a little further than expected. It makes a huge difference.

Our little town may get a Wal-Mart soon. (Yes, there are towns that still don’t have a Wal-Mart!) Local retailers are concerned about their future. Will price competition drive them out of business? It’s no secret that this can happen when “big-box” retailers enter the marketplace.

But what about providing quality service? Unequalled service?

Certainly there is a segment of the market that needs the lowest price. It is a tough economy, and many people need to cut corners in the budget. Even so, don’t discount the value customers place on great service.

In a competitive marketplace, service still makes a real difference.

Service: The Missed Opportunity is a post from: Leadership From the Trenches

At a recent meeting of the Building Champions coaches, we were reflecting on things from our past that made us better.

My mind went to something I had never shared with anyone before, about a huge mistake I made that thankfully had a long-term positive impact on me. I was a sophomore in my first high school football game. I can still remember that moment when the coach looked at me. Since then I have always tried to be ready and keep my head up.

We all make mistakes. What I learned from this one experience was that, when you have opportunities or issues, you must keep your head up. You have to stay engaged, even when you have concerns about the outcome.

Of course I could also mention preparation and confidence, but it’s more than these factors alone. It’s being committed to make decisions, to move forward, to take your best shot and to take advantage of whatever opportunities you are presented with. You may not do it perfectly, but it has been my experience that doing something is far better than waiting.

I remember when General Norman Schwarzkopf spoke at a meeting of our leaders a number of year ago. He gave us two principles he lives by: “take action and do the right thing.”

These are great thoughts to remember as we keep our heads up and work hard to take advantage of our opportunities.

Keep Your Head Up is a post from: Leadership From the Trenches

It has been my experience that people make a huge difference in business. Their  attitude, their understanding of where you want to go, and their willingness to help you get there can be your greatest assets. As a manager and leader, building strong relationships with your team is critical.

I recently was asked to share my thoughts on deepening relationships with the Building Champions team. Here are the principles I passed along to them:

Treat Everyone Individually

Coaches know the importance of understanding the behavioral differences between people. Building Champions uses DISC assessments for this purpose. But long before I knew about DISC, it was apparent to me that different people were motivated by different things.

As a leader, you must understand those differences not just by their DISC assessment results or a “one size fits all” communications approach, but by talking to each person. Everything should be as individual as possible. There’s no textbook book way or single, universal approach.

You cannot be who you are not, so be true to yourself, too. Understand your own communication style and how you can best connect with others.

Be Consistent

It’s impossible to deepen a relationship if the other person never knows what to expect from you, because there cannot be any real trust. Say what you mean and mean what you say. Always strive to do the right thing. And if you find yourself in a position where you do need to change direction, explain why.

Add Value Without Regard to Yourself

Some people may assume that the leader is always looking out for #1, and it may be up to you to change that assumption. Do what’s best for them, even if it is not best for you. Evaluate and make recommendations objectively and that are in the other person’s best interests. Help them see what they may have missed.

Stay Connected

Take the responsibility to communicate and stay connected, even if it is not reciprocated. The more personal and direct the communications are, the better. Some tools include:

• Cards – to celebrate birthdays and anniversaries or acknowledge a loss
• Handwritten Notes – use personal notes to observe something positive
• E-mails – watch for opportunities to help, offer new ideas, or share articles they may have missed
• Phone Calls – unexpected calls can make a big difference
• Social Media – Facebook, LinkedIn and other tools can be useful for some. The goal here is to meet the needs of each unique individual.

Follow Up Meetings in Writing

When it comes to meetings, what was meant is not necessarily what was heard. Two people can walk away from the same meeting with very different expectations. To avoid confusion and an erosion of trust, follow up in writing on what was decided and clarify any directions given.

People matter. The more you deepen those relationships, the farther you can go together as a team. Relate to each person individually and it will make a huge difference in the performance of all.

5 Principles for Deepening Relationships is a post from: Leadership From the Trenches

What is really impacting your pursuit of the results you want to achieve? If there is something holding you back in your life and chosen career, what can you do about it?

Certainly the economy — domestic and global — has impacted most of us, and will continue to have a negative impact for at least a few more years. But it is too easy to blame outside influences and avoid taking responsibility for what we need to do in order to reach our goals.

There are external factors — including biases, prejudices, regulatory barriers, and so on — that are out of our immediate control. Yet there are things we can do that will improve our situation if we persistently stay the course.

Take stock of the following as you reflect on what you want to achieve in 2012.

Know where you want to go.

What is that you want to achieve in every important aspect of life? And what is your plan to do it? Too often we can get stuck in a routine without thinking about how our daily actions fit into a greater plan of reaching our goals. Each of us can benefit from a specific game plan.

The more specific your goals are, the more specific your actions will be. Big goals (and little ones, too) are accomplished one step at a time. But we need to start moving in the right direction with a continuous focus on expected results.

Know what you need to improve.

All of us can get better. Knowing what to work on is a good start!

Be honest in your assessment of where you need to improve. Don’t miss the opportunity to ask loved ones, co-workers, and yes, even the boss what you can do to improve. There is a very worthwhile exercise called Keep-Start-Stop that can be a huge benefit.

Take this feedback seriously, implement the suggested changes, and it can make a big difference.

Persist through the challenges.

There will be setbacks. Expect them. When obstacles get in the way, attack them head-on. Overcoming them can be stimulating as well as rewarding.

Don’t keep your goals to yourself.

There is something extremely beneficial about sharing your goals. At the very least, it will make you more committed and accountable to staying the course to reach them.

Work your plan.

With your goals and required actions in front of you each day, you can move forward with the confidence of knowing that the accomplishment of each action moves you closer to your goals.

Review your progress regularly. Make mid-course corrections as necessary.

You will get there by keeping your game plan in focus.

What’s Holding You Back? is a post from: Leadership From the Trenches

There are all sorts of ways to approach planning for the upcoming year. What has always been clear to me is that you need to have a plan. Your plan should be in writing and it should be specific, including the actions expected, who’s responsible, and when each step should be completed.

There are a few important “mindsets” that will keep you focused on a creating a plan that can help you achieve your desired results.

Don’t believe everything you read or hear.

The pundits and media (and maybe even people you know) seem to have the “glass half-empty” view. They overreact to perceived barriers and issues. If you are planning or leading, you can’t afford to get distracted by these views and let them overly influence your direction.

One reason I encourage senior leaders and CEO’s to spend a lot of time out of their offices is to meet with the employees who get the work done. It is important to better understand what your people are really thinking. If there are barriers, you can learn about the issues firsthand and unfiltered.

If you don’t believe you can, why should anyone else?

If you have doubts about your plan being successful and overcoming inevitable obstacles then why would the team believe it can be done? They need to see what’s possible and know they will be supported. Leaders must keep communication balanced and focus on what’s critically important to move forward successfully.

Don’t build strategy based on a forecasted decline or increase in the overall market.

Sometimes managers believe they need to automatically haircut or increase next year’s plan in correlation with what is expected to happen in the overall industry. It is important to be aware of the bigger picture, but most businesses are too small to be overly impacted by global changes. You don’t need to build this factor into your overall plan.

No one really has all that much market share, so there is far more upside than you might expect — especially when you have specific plans driving results. Build a plan to take market share and win business based on excellent execution and customer service.

Ask the team how you can overcome obstacles together.

Don’t let challenges or issues stand in the way of accomplishment. Most obstacles can be overcome if proactively and positively approached. Remember that results come from detailed planning and step-by-step execution. Your team will participate in the execution, so why not make them part of the planning?

Big goals can be intimidating, but it’s the daily execution of specific action plans that will get you there.

Remove the “fear factor” of big goals and unpredictable changes in market factors by focusing on the next step to successfully execute the plan. And don’t forget to celebrate your accomplishments and results.

As success grows, you and your team will realize that you CAN accomplish the toughest of plans.

Looking Forward to the New Year is a post from: Leadership From the Trenches

This was underscored in a recent Monday Night Football game between the Baltimore Ravens and Jacksonville Jaguars. The game was unremarkable for the most part, but there was an interview that caught my attention. Commentator and former coach Jon Gruden asked Ravens linebacker Ray Lewis about leadership.

Lewis offered that effective leaders had to always give 100+ percent effort, something Lewis is clearly known for. He also shared another leadership lesson – he had to learn to control his emotions in order to excel.

These are two solid leadership skills we should all be practicing.

We see leaders who want — or even demand — 100 percent effort from their teams, but who don’t put forth the effort themselves. They forget that their team is watching them. If you want all-out effort from the team, the leader must set the example. It is not always easy, but the leader must set the tone and live out what they expect from others.

It is also critically important that leaders control their emotions. It’s good to care and feel passionate about what we are doing, but our emotions can’t get in the way of making clear, objective decisions. Leaders need to stay balanced and keep the team focused and balanced, too.

Thank you, Ray Lewis, for these two important reminders.

Two Leadership Lessons from Ray Lewis is a post from: Leadership From the Trenches