Monday, July 14, 2008
Concentration - Total Focus
The Principle of Concentration - as offered in Bob Boylan’s book “Get Everyone in Your Boat Rowing in the Same Direction” - seems simple, yet many organizations don’t get it right.
Recent client conversations keep coming back to the same thing, “We aren’t meeting our goals because the economy is in a recession.” What is the typical reaction of many leaders? They now try to become ‘everything to everybody’ in the hopes of maintaining revenue share. They think that by widening their customer base will make up the difference in lost sales in a down economy.
The problem, however, is they don’t believe in the strength of their original niche marketing to carry them through hard times. The uniqueness that differentiates you in the marketplace is what consumers will remember. The minute you deviate from that course you’ve lost the power of focused concentration. It might slip into your organization under the guise of reallocating resources away from the core business.
Your role as leader is to continue pointing out the direction of the company and demand loyalty to the vision. This is what you live by and will remind team members that’s what you stand for. Concentration is your secret weapon. Stay true to your message, deliver a superb product or service, and keep your customers.
Until next time...live like you mean it!
Marjorie