Whenever there is poor economic conditions, it threatens our ability to attract clients, customers, sponsors and funding.
We can’t control this threat, however we can control our mindset (what we think) and our activity (what we do).
It is our thoughts and actions in response to this threat that will determine the future viability of our businesses, organisations and our roles.
It’s time to ensure that our mindset and activity are in top gear.
The wrong mindset
For some people a downturn appears welcome as it provides the perfect excuse to justify a lack of results and activity. Comments I have heard recently include:
‘You can’t expect results in this market’
‘What’s the point; no one will be looking to enter into new partnerships now’
If you have a business or organisation where your existence is determined by your ability to generate income, this mindset will spell disaster; your thoughts will become your reality.
An opportunity arises
As your competitors increase their negativity and reduce their activity (and possibly budgets and head count as a consequence of reduced cash flow) this provides an opportunity to not only position yourselves favourably for when things improve but also to get results now…
FACT Everyday people are still attracting clients, customers, sponsors and funding.
Whilst others hold off and cut back, now is the time to step up your activity and mindset. This is the action I recommend you take:
Ask these key questions of yourself, your team and your organisation
- What are the aspects of your approach (activities and mindset) that you got away with in the good times that you simply can’t afford to hold on to in this market?
- What are the aspects of your approach that have worked well for you in the past that you must now drive even harder?
- What are the fundamentals of good business development which hold true in any market that you must focus on?
- Relationship building with prospects
- Networking at events
- Researching prospects
- Sending articles to clients and prospects to let them know that you are thinking about their business even if your competitors are not
- Meetings with existing clients to ensure current satisfaction, uncover further needs and explore ways to provide additional value
- Workshops to review what’s working and what’s not in your team’s business development activity
I challenge you to double your effort in these areas.
To use a cricket analogy (apologies to North American subscribers!), it’s not time to pull up stumps until conditions are suitable for play, it’s time to analyse your game, get in the nets, work harder and get a game whenever and wherever you can.
Positive thoughts backed up by positive actions provide an opportunity for a positive outcome