This is a guest post by Sharon Gilmour-Glover- She is an experienced consultant, speaker and teacher specializing in leadership, strategy and change management.

It’s been more than 3 decades since Michael Gerber published The E-Myth and introduced us to the concepts of working IN our business and working ON our business. In a nutshell, we work IN our business when we are doing the work the business does; selling, organising our people, delivering orders, interacting with clients. We work ON the business when we step back and take the time to plan, expand our comfort zone and learn.

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Taking time to learn, grow and develop our business and our personal skills, has never been more important than it is now. Changes in information and communication technology, globalisation and the global recession are having a profound impact on businesses everywhere, regardless of whether you are a solopreneur, employ a few people or a global giant.

The new normal is volatility and unpredictability. Navigating this kind of environment requires a whole different mindset, set of expectations and skills in order to be successful. Taking the time for business education is no longer a nice to have; it’s mission critical.

Connecting the Dots

Given the new reality we have been dealing with since 2008, our past success is a double-edged sword. Over time we all develop habits, of thought and behaviour. It is those habits which drive our performance results. With experience we develop the skills needed to assess situations, connect dots and recognize patterns very quickly. So quickly in fact, the whole process is unconscious and happens in the blink of an eye. That’s why it’s often so difficult to share what and how we do what we do with others; we don’t actually consciously know. We just do it because it’s obvious to us.

Here’s the other side of that sword; much of what worked, even just a few years ago, isn’t working anymore. We have to keep abreast of the changes in technologies and their impact on our employees, suppliers and customers. We often have to continually learn how to use these new technologies, just to remain competitive.

Skill Development

At the same time, we need to learn new personal and interpersonal skills. We have to learn how to become comfortable with consistent and often, unpredictable change. We have to develop skills to help our employees find productive ways to deal with the anxiety and fear that many experience when change happens frequently and often without warning. In order to help our people increase their comfort zones, we have to have developed those skills ourselves, first. It’s pretty difficult to help someone else remain grounded amidst what feels like chaos, if we are freaking out.

We also need to develop different problem solving skills. Most of us are really good problem solvers when we are faced with complicated challenges. We can find the root of the problem and apply a linear, logical, scientific-type of problem solving process to help us work through to a solution. However, many of the problems we are facing today are complex, messy and indeterminate. There is no clear beginning. There is no straight, linear, logical path because the situation is fluid and changing in response to external circumstances we may never even know exist.

You’re Worth it

Working ON our businesses is essential. Setting aside at least 20% of our time every week to develop our own skills, look at the ever evolving big picture and help our employees learn new skills, is key to remaining competitive and thriving in the new economy.

Taking the time and applying the discipline required to make working on our businesses a habit, not only benefits us, but it also benefits the business as a whole because it breeds a culture of thoughtful reflection and accountability to results.  It is the vehicle for us becoming consciously aware of how we do what we do and most importantly, how we learn.

Most of us have become fair–‐‑weather business navigators and we don’t even know it. If you are waiting for fair–‐‑weather to return – you are in for a very long wait. The reality of the new economy is that it is not fair, calm or predictable. The new economy has more in common with stormy foul weather than calm predictable fair weather. When you change the playing field from fair to foul, the whole game that is business must change in step with that new foundational playing field.

In light of this foundational change, here are 5 reasons that your business may not be growing:

1. Old and Predictable

You believe that the old predictable economy is going to return, so all you have to do is wait until this storm passes. If you are over the age of 50 and have accumulated enough personal wealth to retire, regardless of whether or not the economy turns, then waiting is a viable strategy. Otherwise, you need to jump into the storm now and learn to navigate disruption because it is only going to get choppier. The new norm suggests that there will never be a more appropriate time to jump in than now.

2. Teamwork

You are asking clients what they need from you and your business– rather than co–‐‑diagnosing their needs and co–‐‑creating options with them, in light of all of the disruption going on around them. The problem with the client–‐‑centric focus group or voice of customer survey approach is that clients are freaking out just as much, if not more than you.

They do not have the real answer’s, they have reactionary answers that do not help you or them. If you have had a lot of personal experience navigating disruption, feeling that intense fear/energy, you need to put that wealth of experience to work now. When you have experienced it, you will recognize that feeling in others, in this case your clients – and from that rich first–‐‑ hand experience you can help others find their sea–‐‑legs in stormy seas.

When you are leading others based on your own firsthand experience, others “feel” you as safe and trustworthy and they seek you out and pay you a premium as a trusted advisor.

3. The Approach

You believe that with enough discipline and the right approach you can accurately predict the future, and thereby control it. The rather significant difference between an entrepreneurial approach and a professional manager’s approach to disruption is their approach to unpredictable dilemmas. Professional managers try to forecast the future and work backwards from their forecast to piece a game plan together, and then follow it to the letter.

Entrepreneurs set out to achieve a set of goals that they adapt based on feedback they get. They rely on a combination of their own resources and the resources of those that they meet along the way. Through trying, stretching and gaining feedback results, they adapt goals and seek out new resources so they can create their future – rather than try and control it. Adapting is just another word for failing–‐‑forward–‐‑fast.

4. Why?

You have forgotten why you are in business. The most obvious answer to the question of why are you in business, used to be “to make money”. A more empowering reason as to why you are in business is found in the clarification of your personal and business core values, purpose, vision/mission. If you are going to fully engage yourself to something and withstand the constant disruption – you had beRer love it.

People who are willing to fully engage themselves in constant disruption and uncertainty will do so to be/feel part of something bigger than themselves, to be/feel a sense of control along with being/feeling like they are making a difference. Making money is rarely as emotionally sustainable as making a difference.

5. Accountability

You are not willing to take personal responsibility for the results that you are achieving. You need to learn how to hold yourself personally responsible and accountable to specific time sensitive performance goals – in alignment with behavioural norms identified as core values, purpose etc. Innovative breakthroughs result from the combination of three things, 1) a perceived scarcity of time, 2) a perceived scarcity of resources and 3) a clear results focus.

Holding yourself accountable to this specific mix will pop your emotional buRons, which will allow you to access hidden energy and insight and help you push beyond your historic performance thresholds. It is also worth noting that this approach to performance management will also get you in touch with your own personal barriers – usually in the form of past (scary) memories and beliefs that are disempowering… which most people mistake for intuition.

When you can take personal responsibility for every circumstance that you face, every result that you achieve, every emotional buRon that gets triggered, then you can reframe disempowering beliefs as just barriers and learn how to be in charge of every single aspect of your performance results. In this way you can learn how to claim your personal power – in any and all circumstances.

Your Friend,

Troy Claus

“To do more for the world than the world does for you, that is success” -Henry Ford-

When you experience something special, it tends to stick with you. The memory of that particular experience is something you tend to carry in your back pocket, and pull out to compare to everything related.

I remember walking down to the lakefront on on recent holiday and I spotted this little shop that had this cafe/restaurant feel, named Kind Food. What intrigued me was that it looked to be Vegan, and because I recently became a vegetarian, it was something that was now on my radar. Unfortunately it was late, so it was closed for the night, but I knew I would be checking it out soon enough.

First Impression

A couple days went by until I found time to check it out. I arrived, walked up  and opened the door. This overwhelming aroma of yummy smell smacks me in the face, so I moved in quickly

I am greeted by Michael and the first thing he says is, “Hello and welcome to Kind Food, my name is Michael, what is your name?”.  From that point on he addressed me as Troy, which really made the experience comforting and real. He took the time to suggest some items that were a great fit for the weather that day (super hot) and then explained the ingredients in the items and why it was a healthy choice.

I ended up getting the Beauty Salad (Kale salad) with a Green Gorilla shake (green smoothie) and WOW was it ever good. It was such a great experience from start to finish that I decided that I would have to bring one of my Account Managers for lunch the next day.

Second First Impression

As we sat and enjoyed a great lunch, something became apparent to me. Everyone that walked in was either greeted by name or asked what theirs was, and called by that for the rest of their visit.

My Account Manager Dan picked up on this and was very impressed, so much that he tested them by asking,  ”What was your name again?”, to which Michael replied, “My name is Michael, it was great to meet you, Dan.”

Boom! and a passing grade was handed out (not literally, lol).

Two Minutes Can Last Forever

After Dan and I had lunch, I decided to take a look at some of the products they offered.

As I was perusing the shelf, one of the owners (Kelly) came over and asked me if I had any questions (of course I do, I always have questions, hehe). I asked about meat, dairy, diets, protein, etc, and she had such detailed answers to all of my questions that it really made my overall experience that day nothing short of fantastic.

I had great food, great service and a mini lesson on the benefits to a vegan lifestyle. It was definitely an experience I wont forget.

Doing It Right

Kind Food is really taking the necessary strides to creating a solid brand, market leadership and a foundation for growth. Take a look at their Twitter stream, their Facebook community, and the wall interaction thats happening. Or watch their Youtube videos to see how they’re educating people on how easy it can be to eat healthy, or read their blog, filled with great information on a variety of subjects.

Kind Food has become one of my favourite spots – how many other establishments offer an education with lunch and dessert?

I want to thank Ken, Kelly, Erin, Michael and all the great staff that make each visit both enjoyable and memorable.

Your Friend,

Troy Claus

“To do more for the world than the world does for you, that is success.” – Henry Ford.

As  business owners, it’s important to understand how we can build, grow and improve our businesses. Understanding it is one thing – doing it is what matters. Here are 5 tips to help you stay on track to building your business.

1. Marketing

There are many ways you can market your business, and that can sometimes be the problem. What I mean is it can become overwhelming at times – not knowing what to do, or when to do it. Create yourself a marketing spreadsheet (some people use a calendar), sit down and think of some cool offerings, promotions, etc, and start to plot them into your spreadsheet/calendar. What this will do is paint an organized picture of what initiatives you are going to do and when. It’s not set in stone so you can always make changes on the fly, but it’s important to map it out so you’re organized.

2. Branding

What is your story? Look at your brand and ask yourself, “What story does it tell?”. Is your logo visible and consistent? Do your colours match the emotion of your business? Is your messaging strong, relative and does it make sense? It’s important to understand that creating consistency in a brand is key, so you need to make sure that wherever the end user is, the experience they’re having with your brand is consistent.

3. Advertising

Are you advertising? If so, where? I have had my fair share of debates with people on advertising, and I guess it’s a matter of preference. Without getting into a detailed breakdown of my thoughts, I agree that advertising can be good for your business. But do your research first to see if it is hitting your audience, and challenge the person selling you the ad space (whether it’s newspaper, radio, online, etc) and ask them how it’s measured. Personally, I don’t feel comfortable investing money into any form of advertising unless I can measure the campaign in detail.

4. Communication

How are you communicating with your end users? This applies to both B2B and B2C. With the tools at our disposal – Facebook, Linkedin, Twitter, online communities, etc, you should be using the ones that are specific to your audience. Where is your audience? Take some time to identify where your current customers are, and reach out and start communicating with them. I’m not advising you to create a complete online marketing/ social strategy – just to do some research as to where you audience is and start talking to them in simple conversation.

5. Be Grateful

It goes without saying – be grateful for the people who choose to do business with you. I don’t mean smile when they leave, I mean tell them you’re grateful – show them through a loyalty reward, whatever that may be. Your clients NEED to know you appreciate them, and the only way for that to happen is for you to show them. Don’t assume because you say, “Thanks, have a nice day!” that it’s good enough, because for most… it’s not. Do whatever you can to provide a positive and memorable experience, and always show your gratitude.

I hope some of these tips on building your business have been helpful – please feel free to leave some of your own or comment on the ones above.

Your Friend,

Troy Claus

“To do more for the world than the world does for you, that is success.” – Henry Ford.

image: Arlo Bates

I have some great posts (honest!!) coming your way in the next couple days, but until that happens, this should tie you over

I was going to write about Google+, but everyone and their Mother already has.

I was going to write about Facebook and Skype, but everyone and their Sister already has.

So… I will write about why you should use MySpace.

Justin Timberlake brought sexy back, so what makes you think he can’t bring back MySpace?

Your Friend,

Troy Claus

“To do more for the world than the world does for you, that is success.” – Henry Ford.

image: wejackson

When writing this post it was hard for me to make the decision between writing about Craig’s awesome work and extensive experience, or about what a great person Craig is.

And I dont just mean “a nice guy” – I mean one of those great people who are great to the core.

A guy who runs a great business and still has time to do volunteer builds in the community; a guy who organizes meet ups so others have the opportunity to meet like-minded professionals; and a guy who genuinely cares.

So this is what I came up with.

I had the pleasure of meeting Craig a while back and I must say, he is a true humanitarian in all it’s meaning.  A guy who always looks to help others and doesn’t expect anything in return.

I remember the first time I met craig and we gave each other our elevator speeches, the first thing he said after that was, “How can I help Bonsai?”

Really? I’m so used to the “you know why I’m great? You know why you should use me?…etc). Craig is everything opposite that and is truly focused on the relationship from a genuine stand point.

You may think to yourself, “Thats nice and fluffy, but that won’t pay the bills” – but you’d be wrong. Craig is so obsessed with providing the best possible customer service/experience, that it makes it a no-brainer to go to him for work. He is not only very fair in his pricing, but I know I never have to worry about something not being done to my satisfaction, because he always delivers. Always.

BUT… Craig is no pushover. He has a great sense of business and knows when and how to push back. He won’t allow himself to be taken advantage of, and thats where he earns his respect. Great customer experience; great work; one of the nicest guys I know; and knows when to draw the line. That’s why Craig is my #FollowFriday.

I raise my glass to you Craig – you are one of the good guys and Bonsai appreciates all you do!

Your friend,

Troy Claus

“To do more for the world than the world does for you, that is success.” – Henry Ford.

How could success possibly ruin my business? Well… as humans, we seem to experience increased motivation when faced with urgency, uncertainty and/or failure (or at least I do). Why is this? And does it mean we only work well under pressure?

Becoming Settled

When you have your own business, or are running someone else’s, you need to be aware of the quicksand that can pull you down.

You see, if I said to you, you have to have X amount in sales by the end of the month or I’m closing your doors, you’re probably going to bust your butt getting those sales. And if you’re saying, “Nah, I don’t do well under pressure” then entrepreneurship/management isn’t for you.

BUT… If you’re rocking it and your monthly retainers are giving you a nice pillow, then that urgency can start to slip. And slip it will, unless you develop a smart business-led mind. You never know when catastrophe can hit – just look at the market bust we’re still trying to climb out of.

A company may have to down-size, cut budgets, etc. Or maybe you have an off month and it causes a client to jump ship. My point is you never know when things are going to shake, so make sure the hunger for new business never dies.

Lucky Number 7

Along with keeping the hunger for new business comes another way to secure some sanity – multiple income streams.

When I was younger, my mentor told me to develop 7 different income streams, and to never leave all your eggs in one basket. So it’s something that has been a goal for a while and will come to fruition in the near future.

If you own a business (1 income stream) and that business has to fold, then what? If you have 7 different income streams and one has to fold, then you still have 6 others to keep you afloat. Is this a sure plan for success? Not at all – but it will help you to develop an open mind and break out of the silo’d thinking that we’ve all been taught is the way to success.

What are your thoughts? Do you have any experiences you can share to help guide others who are lost? The floor is open

Your Friend,

Troy Claus

“To do more for the world than the world does for you, that is success.” – Henry Ford.

image: Jen-the-Librarian

Here is my breakdown as to why Johnny Depp (Mad Hatter) would rock as a sales rep.

He is captured by a higher power and is held hostage with his hands shackled – he is powerless against it.

• This is how businesses felt when the economy hit bottom (and are still hurting in many areas).

He is brought forth to this higher power, asked questions and ultimately faces his head being chopped off

• The way  a business would feel when they are turned away by potential customers/buyers OR continually being beaten out by competitors, and ultimately facing their doors closing.

He keeps trying to find ways to get out of the shackles – he makes a move, and even though the guards pull their spears out and the Knight readies his sword, Mad Hatter has his eyes set on one thing. His focus is unwavering and he makes his move regardless of the outcome.

• When a business sees an opportunity, and develops the strategy for moving forward and doesn’t care who or what gets in their way, because success is the only thing that will come of their journey.

He convinces the higher power to allow him to provide her a service, which breaks the shackles, allows him to prove his work and ultimately grants him his freedom, and the higher power is destroyed by social good

• If you’re a business and you set your mind to something; design a strategic plan on how you’re going to accomplish it; and overcome all obstacles and threats that may arise? There’s a good chance you will be given all the opportunity you desire.

Dont give up on yourself or your business – think of ways you can get out of trouble, and push through the hard times to create the good ones.

Click here to view the embedded video.

Your Friend,

Troy Claus

“To do more for the world than the world does for you, that is success.” – Henry Ford.

The list of ways to improve your business could go on forever, but today I want to focus on 5 key principles you should implement into your model.

Where are you going?

It’s like going on a road trip. You need to have a map, GPS or an App to tell you how to arrive in the right place and on time.

In business, a map is needed as well. It’s a planned route directing you in the right direction, keeping you focused on the objectives and protecting you against costly mistakes. If you haven’t guessed it already, it’s a business plan. Know what you have, what you want and how you’re going to get there. You can always take detours along the way, but a plan is still necessary.

Time

This is a tricky one. Depending on what industry/trade you’re in, this one can play games with you, make fun of you and put you to bed early, and not even read you a bedtime story. It’s imminent that you pay attention to what you’re working on and how it relates to your businesses bottom line.

Making a list is always a smart way to ensure your priorities are in order and stay in order.  There are also many different time and project management apps/programs out there. We use Basecamp and Evernote for helping stay organized.

Finances

That’s a scary word that usually is the result of a business failing. Not having your finances in order can be extremely detrimental to your business. You need to have a relationship with your finances, knowing about all incoming and outgoing capital, what is being spent, why it’s being spent, upcoming expenses, reoccurring payments, outstanding invoices…etc.

I find a very useful tool for keeping this portion of the business in order is Mint.

Location

Although the bricks and mortar location is important, thats not what I’m talking about here. I mean, are you online? If not, get there.

I’m not saying get on all the social sites (although being on some would help with potential leads and customer engagement). I’m saying start with a website.

At the rate we’re evolving, if you’re not online , you will end up running backwards down a hill (don’t try that, the results aren’t pretty!!). Understand that your current and potential customers are online, so it seems like a no-brainer (or at least it should).

Marketing

Did you think for a second that a CMO and Partner of a marketing agency would make a list of essential business musts and not include marketing? LOL.

Although I’m biased, it’s vital to your business to have a plan of action how how to identify opportunity, create opportunity, how to translate leads into sales, and how to build out a campaign to increase brand awareness which, in turn, will create brand loyalty and advocates.

You also need to know how to effectively communicate with customers online, gather insight and feedback, and then put that into a strategy to not only make your customers happy, but to create longevity for your brand. This section could turn into another post altogether, so I will stop here.

Don’t forget, as you grow and evolve in business, one things needs to remain strong – your attitude! You need to be, keep and stay positive throughout the journey. It’s going to be easy to throw in the towel, but thats what separates winners from whiners.

Your Friend,

Troy Claus

“To do more for the world than the world does for you, that is success.” Henry T. Ford.