Let's Be Positive and Avoid the Negative

Editor's Note: This article came to me in a newsletter by Jim Ward, president of BrainSell Technologies, and it resonated so well with my thinking that I felt compelled to share it with you. You can subscribe to his newsletter at http://www.brainsell.net/.

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I'm not a big fan of the "R" word (recession - here on out known as "R") .  I tend to believe by labeling a downturn in business that we create a self fulfilling prophecy.  Media tells you we're in a recession, you buy in, and then you let the chips fall where they may, hoping for the best.  Or you take a defensive position. Stop investing in your business, downsize, or  you take on a different decision process -- and you change the way you operate based on fear of the "R" word. 

Frankly, I'm of the belief that any time in business or life  that you start thinking strongly enough about a negative situation you move in the direction of your dominant thoughts (a discussion for another day).

Business, just like economies and your every day life go through cycles. It's how you move through those cycles that determines the outcome or next cycle.  Will you prolong the downturn?  Will you shorten the cycle phase, or will you not even be affected, and will you prosper and be better as a result of the cycle or downturn?

I'll take the later. First, get ahead of the "R" cycle.  Get on a positive track, look for opportunity, find ways to improve your business  -- don't stand there and take it on the chin.  This "R" cycle is just what you needed to make decisions that will build a stronger company, you'll come out a better company than when you went into that cycle.

The only difference in your thinking will be that instead of being busy with day to day tasks will be that you now proactively look for how to make your company more effective (something you'll continue to do post cycle). You'll become more laser focused on improvements to the business. You'll lead your employees on the same path you're on.

This is a great time to focus on areas you may have let slipped. Work closely with your existing customer base. Work on how you go from satisfying your customers to delighting them.

Use technology to improve your effectiveness. Take for example, Customer Relationship Management solutions.  If you have one -- use it now to improve results and analytics from data gathering in order to make more laser informed decisions and learn more about your business  -- determine Key Performance Indicators and monitor business health proactively ( like getting your business on a heart monitor). User CRM technology to perform repetitive tasks through automation (i.e. report generation, double entry into multiple systems, quote generation, invoice creation, etc). This leaves more time for you and your employees to be performing high value tasks.

(Did you know, anytime you create a work flow process that you can automate you add value to your business? Acquirers love business that are plug and play.)

Manage non essential costs but make a clear distinction between those costs (like travel, entertainment, overhead) and business investment. Hold to your investments that improve your business!

Just like any obstacle you faced -- did it not make you better and stronger?  So shall the "R" word!  Oh ... and don't even use that "R" word as part of your vocabulary. Recognize it for what it is. Simply a cycle of change. Respect change - and be proactive and positive.  The Media reports on doom and gloom. It's what they do.  Don't let the daily message from the media get you down. (Imagine a 60 minute news cast where the only reports were positive "Its' sunny and the perfect day. Markets are up! All wars have ceased! Thank you and have a good day - Channel 7 Reporting)  -- Media thrives on the negative: It unfortunately sells advertising.

Maintain business investment and I'll bet your business will thrive through any cycle and be better when you come out of each cycle.