June 2003

This month's column of Working On It is a little different. This month, we start out with an email from a young man who did the research, made the plan, sticks to the plan, and measures his success to the plan regularly. He is unwilling to change the spirit or the action of his company. He is willing to adjust the vision based on market conditions and what the universe presents the company. The Spirit, Action and Vision of his Company are instilled in every operating system he and his team produces. Here is his email.

"Tony,

I provided an estimate to a prospect last week in which there were 3 bidders. My bid was the highest and was 20% higher than the middle bidder.

I was just notified this morning that the clients want to sign a contract with us to do the work. Their motivation to use us was the fact that I presented a professional image and they knew in their hearts we would do a good job for them.

Set the system, execute the system, believe in the system!

Sherman

PS. Current sales opportunities in all of the phases of lead conversion exceed $700,000 and counting."

Sherman is an entrepreneur. Although young in age, his capacity to "get it" is much farther along then his peers. You see, Sherman worked for an entrepreneur early in his career. He worked for the owner with all the answers, all the ideas, and all the craziness. He wanted something different. He decided to go it alone.

Following his dream, which is best described in the last paragraph of his Strategic Objective: "... Yellow Wood Construction takes advantage of every industry resource in the constant pursuit of improvement. We adapt to the changing market environment and understand that 'complacency is the thief of dreams'.

'Two roads diverged in a wood and I
I took the one less traveled by
And that has made
All the difference.' - Robert Frost"

Sherman crafted the vision for his company. A clear vision that would defy and confound the cynicism of those who do the same type of work. A vision so clear, that his employees, sub-contractors, clients and his bank know exactly where Yellow Wood Construction is going today and in the future.

He knew what he wanted for himself and he analyzed what his customers wanted from him. There was compatibility. It was tough; tough to say "no" to those whose wishes were unable to be fulfilled by his promise. He's learned to say "no" with a greater ease now. He understands that since he is so clear on what promises his company can keep, he knows exactly what promises his company cannot keep.

System development at Yellow Wood Construction is very straightforward. Benchmarks are developed for each operating system, detailed step-by-step instructions are written for each benchmark, and scripts are innovated, tested and orchestrated to be sure he, and those around him, is meeting the demographic and psychographic profile of his prospects and customers.

Sherman works on his business a minimum of five hours per week. He receives bi-weekly coaching from BDR and is held accountable for achieving the Strategic Objective during the Company's Quarterly Board Meetings.

The work is hard. It's the "work of the work". However, he and his team are producing Results ... Everyday.