Success Lessons from the Russians...

...how to improve by 1000%...

With just a few days to go before Christmas and the New Year of 2015 - it's a time for celebration, family and relaxation...

It's also a time when we reflect on the year that has been and the one that has yet to come...

It really doesn't matter whether 2014 was a good, bad or indifferent year; it is likely that most of us will be asking ourselves..

How can next year be even better...?

To some this may mean more money, to some it will mean better health,relationships or opportunity; the currency of success is as individual as we are...

So exactly how can we transform our results next year...?

One way is to learn from a Russian Miner called Aleksei Stakhanov...

In 1935, working in the Russian Coal-mines, Aleksei found a way to mine a total of 106 Tons of coal in under 6 hours - almost 14 times his quota...

Then a few weeks later his colleague Nikita Izotov broke this record by mining 607 Tons of coal in a single shift...

Breaking quotas and beating all expectations became a national obsession. The movement was named after it's initiator and its supporters became known as Stakhanovites...

The principles of the movement spread to the Agricultural, Shoe Making and Manufacturing sector - On November 14–17, 1935, the 1st All-Union Stakhanovite Conference took place at the Kremlin which emphasized the role of the Stakhanovite movement in support of the re-construction of the national economy...

It is argued that one of the reasons Russia was able to beat the Germans during WW2 was their ability to produce huge volumes of weapons and armaments at extreme levels of productivity...

As part of the movement, there was a group of "1000%'ers" whose objective was to find a way to improve output per shift by 1000% - in other words, to add a zero...

A medal of Valour was even awarded to the best performers and supporters of theStakhanovite Movement - Soviet Medal for Labour Valour...

The challenge for us is that our Results and levels of Success are a consequence of our expectations - if we only believe that we can improve by 10% next year then that is probably the best we will possibly achieve...

If however we believe that 1000% improvement is possible, and we have evidence that someone has actually achieved it - even if it is in a 1930's Russian Tractor Factory - we shift our paradigm, expectations and actions accordingly...

So how can we make 2015 dramatically better than 2014...?

1. Change the paradigm - the self limiting beliefs that we have are self fulfilling prophecies of mediocrity...
2. Set the Goal - write up a goal of 1000% improvement in your currency of success...
3. Find a Way - look for new methods, knowledge and connections. Work with people that believe in you and your crazy goal...
4. Find Others - who are going for 1000% and let go of the doubters, the average and the mediocre...
5. No Excuses - remove the excuses and drama from your life and focus on the Goal. Less excuses = More achievement...
6. Coach - get a Coach to be your guide, cheerleader and inspiration. To hold you accountable to being the best you can be...

I was once asked...

"what is the best way to achieve a goal..?"

I replied...

"set the goal really low so your success is guaranteed...."

This is how plenty of people set their Goals - for 2015 don't copy them...

The best way to achieve something significant is to simply add a Zero to your Personal Best, then find a way...

Have a great Christmas and a Prosperous, Healthy and Happy New Year...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note todavidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...

How to get your Dream Career in 2015...

...a proven formula for success...

Christmas and New Year are when plenty of people "decide" to make changes in their lives; could be heath and fitness, stopping smoking, new job or relationship..

January is also the time when all these decisions get forgotten and somehow life takes over and the routine starts again...

It doesn't have to be this way...

The reason that so many people go back on the commitments they make to themselves is that they don't understand their own motivation, or at least they don't knwo the ingredients that make up motivation..

Luckily, there is a "formula" for achieving change that we can use to develop a framework of motivation that actually works...

Welcome to Gleichers Formula - LINK

The base principle is that we are inherently resistant to Change - we may not think we are, but subconsciously unless we satisfy all aspects of the Formula...

The formula for change explains how we can overcome this inherent resistance and achieve the outcomes - such as getting that Dream Career - that we actually want...

How does it work..?

The Formula suggests that there are Three Components of motivation that enable us to overcome our Resistance to change;

1. Dissatisfaction - are we actually unhappy with our current situation, or in reality is it tolerable; is the change more painful than doing nothing.
2. Vision - do we have clarity around not only the goal, but what the benefits of it's achievement will mean to us.
3. First Steps - knowing "what" we want is one thing, knowing "how" to go about achieving them is something else.
4. Resistance - our inbuilt mechanism that wants us to stay put in our current situation; our "risk aversion" circuit.

Applying the Formula to your Career in 2015...

Imagine, you are at the New Years Party, on the stroke of midnight you tell yourself that this will be the year that you break through, get the job you really want and career you have been dreaming about...

Lets assume that n a scale of 1-100 your resistance to change is 80..

Your level of Dissatisfaction is running at 7 out of 10 - you are quite unhappy and frustrated with your current job / boss / prospects...

Your Level of Vision is only 1 out of 10 - you really have no idea what your Dream Career looks like, where it will be or what it entails...

Understanding what the First Steps should be is 4 out of 10 - you have an idea about putting together a CV, and approaching agencies but not in any detail..

The Formula works like this...

7 x 1 x 4 = 28

...which does not overcome your resistance to change score of 80.

In this situation - even though it may seem like a good idea at midnight, you will almost certainly give up quickly as your resistance takes over...

How to get your Dream Career in 2015...

Simple - use the formula...

Quickest way - reduce your Resistance; be OK with risk and uncertainty so that change is easier to initiate...

Difficult in my experience..

The best way is to build your levels of D & V and build a plan such that F is clear and simple to initiate too...

It is usually Vision that people struggle with, most people are really good at feeling Dissatisfied, it's the Vision that holds them back...

You can of course build your Dissatisfaction - how bad has it got to get before you make a change; challenge here is that high D can mean panic, and the best decisions are not taken under panic conditions...

A better way can be to work on the Vision - paradoxically, the greater your Vision the higher your Dissatisfaction with your current status may be so it ticks a couple of boxes...

Here are a few Ideas to get you started...

• Build a Dream Board - be really specific about dates, locations, outcomes and numbers...
• Write your Goals down - keep them with you at all times, have them on your 'phone for easy reference...
• Research - identify what your Dream Career actually looks like, what it entails and all that goes with it...
• Review - keep the Dream alive by having it in plain view and easy to refer to and remind you about the future...
• Commit - write a contract with yourself, tell others that are close to you, make it so it's a non-negotiable Vision...

Once you have clarity around your Vision - get Planning...

Raising your clarity around the First Steps, doesn't mean you have to know every single thing you have to do to achieve the Vision - it just requires clarity about what to do first to get things under way..

Here are some tips...

• Get the CV up to date...
• Target Organisations and Market yourself...
• Research Visas, permits if needed...
• Contact specialist Agencies and register...
• Set a timeline...
• Polish up your interview skills...

These are little steps that, when combined, will give you progress and movement towards the Vision - the First Steps then become Next Steps as the journey continues...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note to davidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...

How to stop your clients Screwing You...

Supplier Lessons from Premier Foods...

First, I am not a stock broker or financial advisor - so my following thoughts are just "my take" as a businessman on a news story that has surfaced in the last few days...

On the 5th December I saw an article on the BBC Website (must be true then...) stating that Premier Foods were asking their suppliers to pay money to stay on the "approved" supplier list...

Click on the LINK to take a look...

Premier Foods owns household brands like Ambrosia, Oxo and Mr Kipling and are one of the biggest food manufacturers in the UK...

Picture Credit - www.premierfoods.co.uk

Disgraceful you may say...

This may not be illegal in the UK, but it certainly smacks of being immoral and unethical...

But why would they do it...?

Simple - looks like they are in trouble...

Shares have fallen round 90% in the last 5 years, Q3 sales were down over 4% and they are closing a number of production facilities - sacking up to 900 workers in the process...

They have sold off some of their biggest Brands such as Hovis and Branston to raise cash to pay of their debts; they are under intense pressure from other products and players in the market...

It doesn't look like they have a clear strategy - except that is to screw their suppliers of course...

Their shareholders cannot be happy and the Board are under pressure to turn things around quick - getting cash from suppliers is a simple and effective way of injecting funds into a business, regardless of how it feels, they may have few other choices..

Lessons for Business...

1. I learned an important lesson years ago, and that was to not have any customer represent more than 15% of my sales revenue - so I was never dependant upon one client for the survival of my business..
2. Watch the share prices and balance sheets of your big customers; bad debts can be predicted based on the financial performance they achieve; if the balance sheet goes bad, and shares plummet - watch out...
3. Check the attitude and culture of any company you loan money to through credit terms. Essentially, are they nice people to do business with...? and if they are not then go find some other clients to do business with...
4. What is the calibre of the Management Team - I declined a Logistics Contract because I thought the CEO was an idiot. They went bust 18 months later owing 000's to others, but not me...
5. If I decided to take on a big account, I made sure we found a few more to dilute their effect and degree of control - avoid being complacent because a Big Client shows up...

Trading with Premier Foods would bother me on a number of levels anyway; the have annual sales of around £850 million and debts of around £1 billion...

They have been selling brands off in order to raise cash but have forgotten that a business can't be built on cost cutting and debt restructuring alone - someone has to sell some products to customers too...

As a shareholder I'd be concerned - as a supplier giving 90 days credit, I'd be really concerned...

So whilst this is a sorry story of decline of a UK manufacturing company, from the suppliers perspective it was all so predictable that alternative sources of income should have been found in the meantime...

Sounds easy - but the reality is different - however, Premier Foods knows that their suppliers are dependent upon them and can therefore demand money, credit and submission in the strangle hold they call a "relationship..."

So what should be done...?

First, all the suppliers could collectively tell them to shove it - providing they a stick together, this could work but in my experience getting a collective group to rebel is always tricky...

If Premier Foods is so big to me as a customer that I have to give them the money, then I'd do the following...

Attempt to get higher volume, longer contract and better terms as a consequence of the payment...

Get my Marketing and Sales Team to find me another few clients to replace them so that my position get stronger over time...

Don't put yourself and your business in this position of dependency in what can become an abusive relationship again...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note to davidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...

When Opportunity Knocks - most people do this...

When was the last time you came across a great opportunity...?

Could have been a Business, Personal or Financial Opportunity; doesn't really matter...

What did you do with it...?

There is a "process" or a system that we tend to use when it comes to evaluating opportunities that are presented to us...

t's called the R.E.L.A.T.E Decision Model and here's how it works...

Imagine a Pipe with a series of filters positioned inside - as a fluid is passed through the pipe, each filter removes and retains impurities from the fluid so that the fluid that comes out of the pipe is different to that which goes in...

In the Pipe, you can choose the type and quality of filters that such that the end product is as required each time.

The filters need replacing and cleaning from time to time, but in principle this is a continuous system that produces results with certainty and predictability...

This is the principle behind the R.E.L.A.T.E Decision Model...

Now imagine the same pipe, a pipe into which Opportunities are fed rather than fluid, again there are a number of filters inserted that will process the opportunity as it flows along the pipe...

The filters are in a particular sequence and work like this...

Filter # 1 Recognition - as an opportunity presents itself, we have a Recognition Filter. This filter removes anything we don't recognise as being an opportunity; it is so effective that we don't even see most of the opportunities that present themselves to us, we simply ignore them or pretend they don't apply to us.

The filter rejects anything that we don't feel we deserve, or are not "ready" for. Whilst on the one hand it is a defence mechanism against scams and fraud, if it is turned up to high, it means that nothing will get through and all opportunities will be avoided regardless of how good they are.

Filter # 2 Emotion - if an opportunity gets through we emotionally decide to accept it or reject it. Our emotions are defined by our beliefs, values and experience, so this is a tough one for any opportunity to get past.

Here, we will delete ideas, principles and people that don't fit with our view of the world; it is where we lock ourselves inside our comfort zone of the familiar and reject anything that we don't like the "feel" of, or anything that may mean we actually need to change...

Filter # 3 Logic - even if we are emotionally attached to an opportunity, we always look for logical evidence to support our initial emotional acceptance. This is the voice in the back of our heads preaching caution and warning you about the risks associated with taking up any opportunity.

This is where we look for evidence; have others done it, what is the track record, where are the testimonials and feedback from others that have gone first. This is an attempt for us to balance our right brain and left brain, bringing both logic and emotion into harmony so we feel that the risk is acceptable.

Filter # 4 Advice - we look to others to agree with our decision to "go for" the opportunity. Finding out what others would do in the same situation is a great way of sharing the responsibility with others should you decide to say yes to the opportunity that has presented itself.

The advice can simply be in our heads "what would Mom say..?.." or from other people in our network - the challenge is that people in our immediate network have the same paradigm as we do, similar filters so we may not get "impartial" advice, just a validation the voices of our parents in our heads.

Filter # 5 Thinking - given all the evidence, we "think" about the opportunity that has got this far. We weigh up the advice and guidance we have received so far and attempt to come to an "informed" decision.

We have another word for this filter - it's called Procrastination and is one of the toughest filters any opportunity has to get through. We all have the opportunity to lose weight, get fit, earn a degree, write a book - they may pass all the other filters, but this one means that nothing will actually happen.

Filter # 6 Excite - once we have "permission" to say yes to an opportunity on the basis of our other filters, we still need to pass it through the "excitement" test. If we don't feel excited about the opportunity, then we will just say no...

Opportunities that don't serve us or excite us will get deleted here; if dropping a dress size passes all the tests but the consequence of achieving it is dull and boring, there is little perceived value applied to it and therefore it will be discarded.

How long does the process take...?

It can take a split second - impulse buying or love at first sight...

Or it can take a lifetime - waiting for the right moment, until the children have left home, until we have enough time and money...

How to manage the System..

The first stage is to recognise that there is a process involved with making choices and deciding on opportunities - look at the filters you are using and consider if they are serving you, or are they being too "efficient" and "over protective" so that even if you see an opportunity; you stay safe and always say no, just to be sure...

Is it time for a filter change...?

For 2015 would you like to have more opportunities presented to you and be able to capitalise on them..?

So here's your first test and "filter check"...

I'm giving the Opportunity to 10 Business Owners, Entrepreneurs and Executives to have a FREE Coaching Session with me..

It is quite painless, it will take around 1 hour over the telephone, and there is no obligation to buy anything, spend any money or take any risks of any sort...

Of course, we may just hit it off and find that working together with me as your Coach is a great idea...

So - how are your filters performing now...?

If we have got past Filter # 1 - just drop me a note here or to my personal email address - davidholland@resultsrulesok.com and I can make the arrangements...

Is it possible that this is one Opportunity that you can say yes too..?

I look forward to hearing from you; have a great week...

Would you Like a Business Coach for Christmas..?

OK so this is not really a Blog - it's a straight forward offer - but at least it's not hidden away anywhere, it's really obvious...

In 2015, I will have TWO places available for ambitious Business Owners to join me on a 1:1 Coaching Program...

With me as your Coach, we will get your business in the best shape it has ever been, you'll make more money and we'll have some fun in the process too...

Dave's subtle grasp of our business and appreciation of our objectives make him a formidable business coach. Dave's input has been instrumental in us redefining our business plan - which we have realised in all areas of consideration for the year. Courtney C - Luxembourg

I have clients in 11 countries, and from a variety of business sectors; so it doesn't matter where you are or what you do, if you can answer the following questions with a "yes" then I can put a program together for you;

1. Have you been in Business for at least 2 years...?
2. Do you want 2015 to be the best ever...?
3. Are you willing to learn and implement new ideas...?
4. Would you like to have more time and money in 2015..?

How to apply...

Drop me a note here, or send me an email to davidholland@resultsrulesok.com ...

We have always had a passion for our Martial Arts business, and thought that the time was right to reach out and take some help regarding growing the numbers within our academy. In the last 16 months, working with Dave as our Coach, we have grown the business by 45.2%...
Stuart H Milton Keynes

We can arrange a time to speak and explore the possibilities - there will be some preparation work to do, but if we agree that Coaching is right for you, we can get started in January 2015...

I look forward to hearing from you...

Cheers

Dave

7 Rules that'll Guarantee you get Promoted...

...providing you stick to them...

I was fortunate; I had bosses who saw something in me, they trusted me, gave me opportunities and I delivered results...

Lots of other people are equally lucky; they too get promoted, paid more and earn bonus...

Throughout my career I was the youngest Manager, youngest at college, first to get promoted - I figured it was just that I was lucky, until I started to employ other people to work alongside me, then I started to realise what the difference actually was...

Hint #1 - it wasn't luck or just good fortune...

From the age of 4 until I was 16, I had been working in the family business; my dad owned a small chain of shops in and around Birmingham in the UK...

No - it's not me in the picture, its 1910 and my Great Grandfather and Grandfather are though...

My jobs included, sweeping up, staking shelves, making the tea, and even serving the customers; I progressed to boiling beetroot in an old top loader washing machine, "dressing Turkeys.." - not in fancy dress either - and moving vehicles around the yard...

I could clean windows with vinegar and newspaper, drive just about any truck, and add up lists of numbers in my head with total accuracy..

Over the years I learned that there was no "clocking off" we stayed until the job was done, we didn't go sick unless we were ill, and how to have fun working with team mates and customers alike..

I also learned that if we didn't work we didn't eat - simple...

As my career developed, I took these early lessons with me into my career, first working for other people and then for myself within my own companies; in hindsight it was these early lessons that enabled me to build my career.

In my work now I see lots of amazing bright people who have qualifications, smart 'phones and German saloon cars (usually grey or black...) who come into the world of work anticipating fast tracks to the corner office, six figure and seven figure salaries and of course the title and position to satisfy their ego...

But they don't get promoted, they get left behind frustrated in the commercial office or fumbling around in the Marketing department, and eventually leaving to move on because "promises weren't kept..."

For others it's different, somehow they get promoted, invited to meetings and offered opportunities; so what is going on, what's the difference between them...?

Hint #2 - it's nothing to do with qualifications either...

The difference is that they instinctively apply the 7 Rules of Getting Promoted; at least in my experience they do...

So here they are...

1. Say Yes to Opportunities; then show up and do what ever it takes to achieve the objectives...
2. Consistency; even predictable mediocrity will beat random feats of excellence, deliver certainty...
3. Drama; leave the drama at home and apply yourself to the job in hand consistently,...
4. Service; we are all in the customer service business. Behave as if your clients can see you all the time...
5. Honesty; be the person that can be trusted with the money, keys, wives and husbands. Make this your USP...
6. Loyalty; to the company and the people, always support and defend them in public and in private...
7. Politics; don't do them. There are some socio-paths in business too, avoid them and don't participate...
8. Over Deliver; volunteer, do more than your job specification, deliver a wow factor in all you do...

If you have to ask why there are 8 not 7 - just re read # 8 again...

Now, whilst strictly, the application of these rules doesn't "guarantee" promotion, they will guarantee that you get a better result than if you choose to ignore them...

Final lesson...

Some people are a***oles and don't deserve your attention or consideration..

I thought I was pretty good at these 7 Rules, and in reality I was, but it didn't prevent me getting fired by the Chairman of a company some years ago too...

Clearly he was an idiot; but I am slightly biased...

So another lesson; being great isn't always good enough for some people, be prepared to move on when you have too.

Failure is always an option as a stepping stone to greatness...

Have a great week...

PS - the cute puppy picture was just to get your attention...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note todavidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...