Disclaimer: This is more than one minute read. And these ideas are not relevant for internet businesses.
Being in service business, my job as a CEO, is constantly motivating people and making them believe that they can do much better. Push, push, push. Everybody needs this push to do things. I have created a framework which can help to get clarity.
Hunting — it’s all about exploring possible alliances, synergies with smart people, cold calling, events, networking, referrals, pre-planned accidental meetings and emailers to tens and thousands and of strangers who are potential customers. It’s all about new opportunities. New things to business — hope which fuels every business.
“Problem solving is hunting. It is savage pleasure and we are born to it.” — Thomas Harris
Farming — once we strike a conversation and start a relationship, how to make them feel good about the work we do and giving significant value. It requires patience and ability to connect with people in the chaos. Cultivate relationships, pamper egos, solve immediate issues, make the customers feel wanted. It is painstaking, routine and sometimes thankless job. You need to develop the willpower to do it. List your must do calls for the day and push yourselves to do it. And do that everyday.
“Remember that creating a successful marriage is like farming: you have to start over again every morning.”— H. Jackson Brown, Jr.
Harvesting — once we are successful at farming, clients start giving us serious work and they believe in our potential to do good work for them. That is the time to look for money in the relationship. To reach this level, you need to go through all possible scenarios of the relationship not working out — just like in dating! Stay alert, patient, unconditional, assertive and humble. And most importantly do your math.
“We must give more in order to get more. It is the generous giving of ourselves that produces the generous harvest.”— Orison Swett Marden.