Planning for Success

“We are what we repeatedly do.”
                                                 -Aristotle

In the 1980’s they had one of the greatest names in the highly competitive American beverage industry. In fact, they were one of the top two beverages in their industry. They aspired to be Number 1. So they took a gamble. They began tinkering with the formula of their top-selling drink. They changed the ingredients. For a short while it looked like a good idea. But their customers wouldn’t tolerate the changes. They didn’t care.

Coca-Cola? No, Schlitz beer. Schlitz’ management was convinced they were right and the beer drinking public was wrong. As a result, the beer that made Milwaukee famous, went down in flames and eventually sold out of existence. But Coca-Cola’s leadership heard the huge public outcry and planned a successful re-introduction of the original formula for Coke. They dubbed it “Coca-Cola Classic.” It was a stroke of genius to turn this terrible public relations decision into huge sales. They listened to their top customers and responded accordingly.

In 2009, you will have the year you expect to have. Expect a bleak year, you will get your wish. Expect a breakout year in profits and success, and you guessed it, you will get what you look for. It’s called the Law of Attraction and it governs your business and personal life. So what are companies doing today that signal their plans for failure or success? What are the differences that boards, CEOs and presidents are deciding today that will make or break their careers? It is good preparation vs. bad decisions in a time of economic uncertainty. Which side will you be on?

1. Cutting back vs. spending in the necessary places. I have had much success in my speaking business. It is not by chance. Most people are amazed that I (and other speakers like me) spend most of our time marketing our businesses and selling ourselves to prospective clients. I laugh when asked if I teach sales. Teach it? I AM it. You can have the greatest speech in the world, but if you don’t market it, no one will ever hear it and you will go broke.

So would it make sense that in a recession economy, I decide to cut back on my marketing and stop attending sales improvement sessions? Would that be a formula for success? I asked an audience of board members this question last month in Desert Palms, California. What was their answer?

*Read what they said and how you can Plan for Success.

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