When did you lose control of your Business..?

...are you running it, or is it running you..?

One of the joys about doing what I do is that I get to work with ambitious and increasingly successful Entrepreneurs, Business Owners and Executives...

Another fun part is being able to ask simple but uncomfortable questions and watch as people squirm and hesitate as they look for the answer and realise that their business is quite simply out of control...

So, here is a quick Quiz that you can take to see if your business is fully under your control, whether it is careering wildly over the edge of the unseen precipice, or simply needs bringing back into line with a gentle nudge...

Scoring - for each of the questions simply answer on a scale of 1 to 10 with 1 being "absolutely no idea" and 10 being "100% certain" a 5 score will mean that you had to give "your best guess..."

1. What is your Annual Break Even Sales Value...? 

2. What is your Av Client Value over the last 12 months..?

3. What is you cost of Acquisition for a new Client...?

4. What is your Gross Margin %...?

5. What is your Net Margin %..?

6. What is your conversion rate from Lead to Client...?

7. How many Customers do you have..?

8. What cash was in your Business Acct at 09.00 today..?

9. What are your average Debtor Days...?

10. How many people do you employ...?

11. How many people are on payroll...?*

12. What is your Net Promoter Score..?

13. What is your Dream...?

14. You are living to your full potential..?

15. Your children recognise you in person..?

If you get any less than 80% your business is out of control...

If this is the case, email me immediately for help, advice and guidance...

davidholland@resultsrulesok.com

If you got 80% or more - then congratulations, your business is under control...

Email me anyway so you can let me know what pills you are taking... :-)

If you can't figure out how to answer the questions let alone calculate a percentage, or If you don't think you could transform your business and your results by working with one of the Top Coaches in the Business, then clearly you don't need to contact me; in fact nothing you do will work so probably best if you give up now...

In that case, here's another website you may find helpful - www.samaritans.org

The Cheese Sandwich Paradox...

...in business you don't always get what you want...

Driving back from an event in Bucharest, we decided to head through Bulgaria, Macedonia, Albania and Montenegro en route to our hotel in Split, Croatia...

For anyone who knows this part of the world, you'll understand when I say that the culture is somewhat different when compared to the USA, UK and France...

Finally finding our Hotel in Macedonia - there are no road signs there, a hangover from the Soviet Era when it was felt that people didn't need to know where to go outside of their own community - we were advised to go to a Restaurant overlooking a lake if we wanted an evening meal...

The three of us arrived and were the only people in the place. We were given menus and left to make our choices...

For us the prices were really low - so we decided to splash out on Filet Steak with all the trimmings and a bottle or two of red wine...

When the meal turned up - it was actually a large Pork Chop, covered with a square of burger cheese, topped off with a fried egg...

Lovely as this looked, it clearly wasn't Filet Steak...

I said to the waiter "this is not Filet Steak..."

To which he replied with the immortal words.

"it is here..."

Lesson learned - probably best to ask for chefs recommendation when travelling through old Soviet States...

Scroll forward to the London, September 2014...

Being with one of our favourite Clients and their team, we attended a Conference / Exhibition over two days at the Soccer Dome in Greenwich...

When asked what type of sandwich I'd like for lunch, I replied..

"Grilled Swan, with a light truffle sauce sprinkled with caramelized Panda liver on toasted whole meal bread made from sun dried Patagonian wheat..."

I got a Cheese sandwich...

The next day, when asked what type of sandwich I'd like - I simply made the same request - seemed sensible to me...

I got a Cheese sandwich again...

So the lesson in this story of culinary mischief is that sometimes, it doesn't matter what you ask for, your going to get what is available...

Sometimes it pays to dream big, and sometimes it pays to do a reality check first to avoid disappointment...

Sometimes you have to set your goals according to the reality of the situation you find yourself in...

And sometimes if you are being really creative, it may be that you have to get your own lunch...

In life and in business - wishing and hoping is not a strategy - getting up and getting on with it yourself may still be the only way to actually get what you want...

See if you Qualify for one of My Coaching Programs...

If you'd like to find out more about how working with a Business Coach will be the best investment you ever make - drop me a note to davidholland@resultsrulesok.com

You can even come along to one of our events, meet the team and some of our Clients and find out for yourself just how effective Business Coaching will be for you...

Click on the LINKS to find out more...

Birmingham - Friday 17th October 2014

Luxembourg - Friday 7th November 2014

If you don't think you could transform your business and your results by working with one of the Top Coaches in the Business, or simply can't be bothered to attend a One Day Workshop to find out more - then clearly you don't need contact me; in fact nothing you do will work so probably best if you give up now...

In that case, here's another website you may find helpful - www.samaritans.org

8 Ways to be an Awesome Boss...

...and build your business in the process...

I have been a "boss" and I have been a team member too - I have, and continue to see the good the bad and the ugly when it comes to how people in management and leadership positions treat those they have responsibility for...

There are a number of key traits that in my experience define the "awesome" managers and leaders from the average and useless...

Being in charge of a Team is a privilege; building and motivating a great team is one of the single biggest challenges that Managers face. It doesn't matter how good they were at the job they did before they got promoted, being a Leader and an Awesome Boss is a skill denied many..

So here is my checklist for all round Boss Awesomeness...

1. Vision - have clarity of purpose and passionate resolve towards it's achievement. If you want to see someone reveal their true character; give them authority over others. 

2. Respect - you are not paid to be liked, but you will need to be respected. Earning  the respect of your team; respect them first and they will reciprocate.

3. Achievement - you don't have to be better at the jobs that your team do, but you do need to be excellent at something. Leading by example is still the best...

4. Trust - if you say you are going to do something, do it. Keep your promises and for good or for bad your team will know that you are a serious player.

5. Equality - treat all people equally and reward them on the basis of their performance. Don't have favourites, the team wins collectively not individually...

6. Promote - recognise your team and share the credit. Allow them to stand in the limelight with  you and allow them to be recognised by others too..

7. Discipline - set the rules of the game and stick to them, let everyone know what is expected and don't tolerate those who don't play nice - teams lose players too sometimes...

8. Fairness - don't use petty rules to penalize people - allow as much freedom and individual responsibility as possible. Business should be fun remember...

I once sat with a Marketing Director who told me that she had got promoted, not by actually being any good, but by making her Boss look bad and reporting him to his seniors whenever possible...

This negative, back stabbing, political maneuvering isn't tolerated by many and should be stamped out wherever possible - you can only imagine the type  of Boss she became. Not only despised by those around her, but eventually fired for professional incompetence.

The interesting thing that I find now, doing the work that I do, is that strangely, the Managers and Leaders in business who work along the lines defined above - get better results, make more money and are actually better people than those who don't..

If you'd like a FREE copy of one of my E Books describing more about getting the best from your team - Excellence is a Real Pitch...

Just drop me a note with your email address and I'll send it over..

Cheers

Dave

Stop Behaving like an Employee...

...if you want to really get ahead....

Like most of us, I started out working for other people early in my career - it was the best training program I could have wished for, enabling me to build experience such that I could build my own business later...

Of the Bosses I worked for, four were Great, one was an Alcoholic, and one was a Psycho. A pretty good record; and yes he was a Psycho before I worked for him...

 

In hindsight, I was a great employee; it's what enabled me to be good in business when Lynn and I went out on our own...

Doing what I do now, I see CEO's, Executives and Business Owners getting frustrated with the attitude and behavior of their teams, and there is pattern of behavior that will ensure that you start to get all the wrong attention.

So here is my list based on real life experience, of how NOT to behave as an employee...

1. Being Late - always be early for work, meetings and appointments...

2. Big Drama - don't bring it to the office, no one is interested...

3. Be the Gossip - rise above the rumours and backstabbing...

4. Regular Sickness - no one is ill only for one day, especially a Monday...

5. Head Down - don't hide away, volunteer for everything...

6. No Ideas - your boss would kill for just one great idea...

7. Entitlement - earn the right to be there, don't expect it...

8. Mediocre - achieve something amazing, beat budget for example...

9. Moaning - stop it, be positive, bright and engaging...

10. I know - keep learning and update your skills and knowledge...

11. Spending - don't use your expense acct if your below target...

The list above, although not exhaustive, defines the syndrome known as "employee mentality" which shoes up all too frequently...

If you want to get ahead, simply avoid these traits...

Have a great weekend...

The Top 28 Excuses…

…that get in the way of success…

When I was a young Operations Manager, about to start a new project, my Chairman took me out for lunch and said...

"In my business you can give me results or excuses; which will you give me more of...?"

I chose Results - and hence the name of our company - Results Rules OK..

As Business Coach, from time to time I get given a variety of excuses why Results have not been achieved, objectives completed or sales made.

So these are my Top 28 Excuses that I don't allow my clients to use - if they have any others, I just add them to the list so that they can't be used again..

If we take away the excuses, all that is left is Results...

Enjoy - if you have any others you think I should add, drop me a note...

1. I can’t afford it – then you just don’t want it bad enough yet…
2. I don’t have the time – yes you do, you simply have the wrong priorities…
3. My business is special – you’re special; the business is fine…
4. I don’t know how – then find out, it’s called the internet, or buying a book…
5. It’s the recession – the only recession is that surrounding your activity level…
6. I was off sick – if you’re alive you’re OK; stop moaning and get on with it…
7. I’m too old – if you believe that, then quit and make way for someone else…
8. I’m too young – I bet an old person told you that; ignore them and step up…
9. I’m scared – FEAR = Finding Excuses, Avoiding Responsibility – do it anyway…
10. But it hurts – pain is just your best excuses leaving your body…
11. Clients buy on Price – if you let them; show more value and put your prices up…
12. The competition is killing me – then join them while we get on being Awesome…
13. But I’m not a Sales Person – if you’re in business, you’re in sales…
14. Don’t like Presenting – but if you did, imagine your results – get on stage…
15. I’m happy here – you’re not here to be happy, you’re here to make a difference
16. Books are boring – not if I hit you over the head with them they won’t be...
17. That won’t work here – if I held a gun to your head I bet it would; find a way…
18. I’m too busy – really; bet you still go on holiday, sleep and have weekends…?
19. I want to think about it – you don’t have the equipment; stop procrastinating…
20. Head Office support sucks – you suck for needing them; build your business…
21. It’s my Team – no; it’s your leadership, the team are fine; you hired them…
22. If I train them they’ll leave – what if you don’t and they stay..?
23. I forgot – then I may forget to pay you too this month…
24. Traffic was bad – no $#it, how unusual, leave early; your dreams won’t wait…
25. It’s August / December – then take massive action and cancel your vacation…
26. I’m male / female / gay / straight – well spotted; don’t become a stereotype…
27. We've always done it that way – that’s why you've always been mediocre too…
28. My PC crashed – then stop looking at porn and get back to work…
29. I’m out of signal range – nice try, unless you’re in Antarctica, you’re in range…
30. The car broke down – then make more money and buy a decent one…

 Yes – there are 30 here not 28 – the biggest limitation on success is being restricted by the boundaries you place around yourself and the self-imposed rules you choose to apply to your levels of success – always over deliver...

Scotland the Brave ...?

...who knows what the future holds...?

First a confession...

I am English; I'm a bit Irish and a bit French apparently, but overall I'm English - born in the industrial heartland of Birmingham at the Dudley Road Hospital...

I have no particular view on whether Scotland should or should not stay in the United Kingdom; it's really for the Scots' to decide. 

Personally I think it would be a shame to fragment the UK - I am a believer that there is strength in cohesion and union rather than independence and isolation, however, if the people of Scotland are better off out of the Union, then of course they should have the opportunity to make and exercise that choice..

However, the process of the Referendum just seem plain wrong to me...

Let's imagine this scenario...

You have a car - you've had it for some time, you've got used to it, it creaks a bit but it gets you around and it's not likely to break down anytime soon...

One day awhile out shopping in the city, a dodgy looking Salesman in a Crombie coat approaches and offers you shiny new car...

It is so new that it hasn't even been built yet, no one else has one and there has never been one exactly like it built by anyone else...

The price is unknown, there is no warranty and there will be no trade in value on your old car.

Should you agree to buy this car, you have to keep it until you die and it has to be passed to your children and their children's children for decades if not centuries to come...

How is he doing...?

Attractive proposition...?

Faced with this proposition, most people would either walk away, or at least ask some questions, such as...

1. What does it cost...?
2. Will it perform better than my existing car..?
3. What does it actually look like...?
4. Is it safe to drive...?
5. Can I take it abroad...?
6. What extras does it come with as standard...?

In other words, no one in their right minds would choose the new car based on the information available; the risk is too high, and not enough is known about the new car to compare it to the old one to see if it as good deal..

Then the Salesman reminds you that the people who made your existing car were ruder and unfair to your family back in 1746 and as such should not be trusted...

Hmmmmm....

My observation is not that Independence from the UK is a good thing or a bad thing for the people of Scotland; it may well be that it is the best decision they could make as they become the richest country in the world...

It is that the people of Scotland seem to be agreeing to scrap their existing car, jump into a shiny new one without actually knowing anything about it...

When you decide on a Car - let alone a life changing decision, you should know the consequences of that decision before you make it; for example...

1. What happens to the Oil reserves..?
2. Will Spain veto membership of the EU for Scotland...?
3. What currency will we use - and what will the exchange rate be...?
4. Is my pension safe..?
5. Do I still get NHS cover..?
6. What military will we have to pay for...?

Simply put, no one seems to be able to answer these and other basic questions, but on Thursday the good people of Scotland will be expected to decide whether to go for it or not...

You wouldn't buy a car with this level of information, how can you decide on independence with it...?

Define the details first, then decide on the deal - not the other way round...

Whatever happens, I wish the UK and Scotland as it is and as it may become, the very best; for now I am staying in France and watching with interest...

Apple Launches the new WiFone...

...will this gadget finally make wives obsolete...?

OK so it's not a phone it's a watch, but with the tools available on the latest offering from Apple, I just think that Wifone would be so much better as a name; and here's why...

The iWatch - has some incredible tricks up it's sleeve, but in reality it just seems to be a replacement for Wives, so at the risk of getting "feedback" I thought I'd explain how...

Paraphrasing from the Apple Website...

Welcome to the The WiFone...

1. " A device that helps you stay on schedule, in touch and headed in the right direction. And a health and fitness companion that never stops thinking of ways for you to become more active and fit..."

This is exactly what Lynn does for me, whilst mildly irritating at times, it has been shown to be effective, she also kindly gives me lists of activities ranging from cleaning, shopping and going to Ikea ...

2. "Each comes with a range of faces, the opportunities for personalisation are virtually endless.."

Lynn has a whole range of expressions, and the range is indeed virtually endless. They range from happy to sad to blind rage when I don't put the recycling into the appropriate container.

Based upon my behavior - this Blog for example - I am able to predict with 97% accuracy, which face will be displayed... 

3. "You won't just see and respond to messages, calls and notifications easily and intuitively; you'll actually feel them..."

If I don't respond to messages I actually get to feel the cold chill of disappointment transmitted across the room - followed by shoes, kitchen utensils, cans of soup etc...

4. "It even gets your attention the way another person would - by tapping you. There are subtle audio cues too; with different types of notifications having their own unique character..." 

Lynn does this - she will tap me gently with the frying pan until I pay attention. The subtle audio cues include voices, loud ringing in the ears and gentle vocal encouragement at 120 db - they all have their own unique character and meaning...

5. "It can buy coffee, groceries and more for you; with a simple set up it can use your credit and debit cards at hundred of thousands of locations..."

Lynn is an expert at this and the range of products that she can purchase is already impressive. Shoes, Champagne and Salon visits are a specialty, but she has recently been upgraded and can now buy cars, fancy ornaments and international travel too...

6. "It measures your total body movement, and it always knows where you are through tracking capabilities..."

Monitoring my movements and whereabouts has become a skill; Lynn knows where I am, who I am with and even what I am saying at all times; she calls this her sixth sense and it is accurate to within 50 cm at any time...

7. "It senses when you stand up and gives you credit when you do - if you've been sitting too long it reminds you to get up..."

If I stand up it is usually under instruction to go to the fridge and fetch Champagne, Chocolate or ind the remote control - but I am always given credit for it, especially when there is champagne and chocolate involved...

8. "Lets friends and loved ones know you are thinking of them..."

Lynn sends out cards, present and messages to family friends and people I have never met to wish them Happy Birthday, Christmas, Easter, Mothers Day, Fathers Day etc. All dates are programmed in and auto responders set...

9. "You don't have to use words - the Digital Touch feature gives you fun, spontaneous ways to connect.."

In the old says this was called foreplay, and whilst after 28 years of marriage, some of the early spontaneity has subsided; there are a range of Digital Touches that we find still work and are available on the Anne Summers website available in "discreet" packaging...

10. "When you press two fingers, it records your heart rate, can sense stress levels and even if you are lying..."

I tried this and I can confirm that pressing two fingers onto Lynn's face does actually cause stress and increased Heart Rate, plus an impending visit to A&E...

Lynn - as all women do - also has a built in lie detector. Apparently it is a remote device that is also known as my forehead, on which messages are displayed affirming truth, lies and the famous "you gotta be kidding me.." disbelief message.

Lynn came with the additional "bull$£&t detector" application to - it was an optional extra that I was instructed to go for by her mother...


11. "It also has a Vibrate setting" - no further comments needed...

So instead of getting married to your soul mate, simply get the WiFone from Apple - you know it makes sense - they can even be upgraded regularly so that you always have the latest model on your wrist...

This may be the last Blog I ever do - Lynn also has a built in "word recognition" app so will be able to read this; and then very likely be able to use her "delete Husband.." setting...

PS - I Love you Lynn Holland...

That should do it... 

Hate your Job; too Scared to Leave..?

...are you scared of the D.A.R.K...?

Studies have shown that up to 2/3 of people are disengaged with their Jobs, and a significant % actually hate the job they have...

To understand why they don't simply leave and start their own business or at least go and get another job - we need to look at the motivation that drives us...

Richard, our youngest son, had been working at a company for 2 1/2 years - he clearly wasn't enjoying it and the hours and environment were making him unhappy. 

So he decided to leave and find another Job. Within 1 week he had been for interviews and today - September 9th - he started his new job at a great manufacturing and design company based in Telford, Shropshire...

He took the risk of the unknown - having Lynn and I as parents probably helped, he decided he deserved better, so he took Action to make it happen..

But why did it take 2 1/2 years and why do some people stay in jobs they don't like for years and years...?

Three reasons..

1. It's good to be Miserable. 

We are told that "hard work" is the key to success, we are not told that it is OK to actually enjoy our work and have fun as we do whatever we do to make a living within this crazy capitalist, market driven economy.  There is an expectation that we won't enjoy work, it is something to be endured in between weekends and two weeks in Spain.

We are then fed a diet of negativity and depression in the media, peppered with Reality TV and Soap Operas that confirm that misery has to be an accepted way of life - have you watched East Enders' or Coronation St recently...?

2. Tolerance... 

Humans are very tolerant of negative situations and environments. I look at the Inuit tribes of the Arctic and ask myself - why don't you guys just head south, it would be so much easier. Can you imagine the original Inuit as they migrated across the ice sheets - one day someone said "this is it - this is our new home..."

Are you insane...? 

But they stayed and made it their home against all the odds - they tolerated discomfort, and we all do to a certain extent, it is what keep some of us from progressing and changing. It is also how Marriages work - after 28 years I know that one of the reasons Lynn and I are still together is because we "tolerate" each others habits and behaviors - clearly I am a lot more tolerant than Lynn, and will be in real trouble when she reads this...

3. FEAR of the Unknown...

Better the devil you know - how many times have you heard that...?

We are scared of what we don't know, scared of not finding a job that keeps us paying the rent, mortgage, car payments and Cable TV - so we can keep our diet of electronically delivered, coma inducing sofa drugs on tap.

We are scared of the D.A.R.K - here is what the approach that we should take to the achievement of our goals and objectives..

D - Dream. Have a dream, predict you ideal future and visualise it as if it is real, write it down, make a vision board and commit to others what the future looks like.

A- Action. Take action, resign, start a business, get trained; take positive action towards the achievement of your Dream...

R- Resources. When you take Action, you have to trust that the resources will show up when you need the; people, money, opportunities. Feel the FEAR and do it anyway...

K - Knowledge. The information and knowledge you need will be picked up on the way. The best way to learn about business is to start one...

Most people approach Achievement the wrong way round rather than DARK, the sequence they use is..

K.R.A.D - they go to University to gain Knowledge, raise funds and wages as Resources to pay for a lifestyle, and they get busy taking Action to pay for everything, and finally they may have a Dream; but of course its too late...

So if you feel yourself being unhappy, unloved or unproductive here's what you can do...

Turn off the TV, get you Dream clear and Go For It..

If a 22 year old in Shropshire can do it then so can you...

Well done Richard Holland... 

Two Words that will Kill Your Business...

...when you or your Team say them...

There are a couple of word that have the potential to cripple and kill your business faster than just about anything else...

I hear them used in conversations, sales meetings, team discussions and negotiations; they are particularly prevalent with the newly qualified  BA, BSc or even MBA...

They are the first line of defence with Managers that are out of their depth, or Business Owners who have a misguided belief that the experience they have had over the last 20 years is all they need to be successful in the next 20...

So what are these two Killer Words...?

I Know...

The truth of it is that none of us know what we don't know - so there is plenty of scope for improvement and learning new techniques and skills...

But these words get dropped into phrases and conversations in business and commerce every day - and people actually believe them too...

In the stages to learning and achievement there are a number of distinct stages..

In the 1970's this model was developed - not by Maslow - but by Noel Burch of Gordon Training International.

Lets start with Unconscious Incompetence - we don't know what we don't know...

People in this situation may have plenty of skills and experience, but they believe that what they have is all they need - I know all I need to know...

This mindset blocks any opportunity for learning and development - patterns include not reading or attending workshops, not asking questions or researching for new ways to do things...

Next we have Conscious Incompetence - we are aware that we don't know all the answers.

People here start to look for knowledge, ask question and research possibilities for improvement and development; their Egos have not been allowed to get in the way of them reaching out for help and guidance.

Imagine learning to drive a car for the first time, as soon as you sit in the seat and look at all the pedals and dials - you instantly become Consciously Incompetent...

Then comes Conscious Competence - we know what we know, where we have a skill but we have to think and concentrate in order to use it effectively.

In car driving terms, we know where the clutch and indicators are - we have knowledge - but we have to think about them consciously as we drive.

At this stage, whilst we have the knowledge, we don't have the skill to be truly effective. For example, I know how to play chess, but my skill levels are too low for me to actually be any good...

Finally we have Unconscious Competence - we don't know that we know. As we practice we get better, it is a key human trait that the more we do something the more proficient we get at it.

At this stage we can do things on autopilot. we act and behave without actually thinking about it. This is where competent professionals are able to "make it look so easy" to the rest of us; not because they are any better than we are, just that they have had more practice.

If you have been driving for a few years, I bet you can get in, start the engine, put your seat belt on and pull away without actually looking at the controls - some do it without the mirrors too...

So what...

Clearly for many of the tasks and jobs we have to do, being Unconsciously Competent has it's benefits and the most successful people in the world have a range of activities they can carry out this way...

In addition to being here - perhaps 80% of the time - we need to avoid where possible the first level; Unconscious Incompetence and get comfortable with being Consciously Incompetent, realising that there are things we simply don't know and begin to learn them as we continue to develop.

So when you hear these phrases, watch out, they are people locking themselves in to the destructive and deadly first level;

I know how; we have always done it that way...

I don't need a Coach, I know enough already...

That'll never work; I know because we tried it years ago...

I'm a professional with an MBA; I know you can't teach me anything...

In the end, they will kill your business...

See if you Qualify for one of My Coaching Programs...

If you'd like to find out more about how working with a Business Coach will be the best investment you ever make - drop me a note to davidholland@resultsrulesok.com

You can even come along to one of our events, meet the team and some of our Clients and find out for yourself just how effective Business Coaching will be for you...

Click on the LINKS to find out more...

Birmingham - Friday 17th October 2014

Luxembourg - Friday 7th November 2014

If you don't think you could transform your business and your results by working with one of the Top Coaches in the Business, or simply can't be bothered to attend a One Day Workshop to find out more - then clearly you don't need contact me; in fact nothing you do will work so probably best if you give up now...

In that case, here's another website you may find helpful - www.samaritans.org