A third key consideration for leaders and owners of businesses when building upon a foundation of truth is your Motivation. Specifically what are your real objectives and motivation for your business? I often find when helping clients about six months into an engagement the leader’s true motivation is shared once trust is built. It is often not the stated goal and the team are executing strategies and tactics that are not in alignment with the real objective. So early in my relationship with a new client I seek out the leader’s true motivation.
Some common objectives include;
want to be cash positive by (date)
want to retire, so build this business and position it for a sale
want to give this business to my children, please set the business and my children up to win
want to sell my business
want to grow at least 20% per year
want more profitable customers and less of those who do not truly value my product or service
The common objectives are usually stated as “I want’s” not what they plan do for their markets. However market leaders consistently speak in a voice that discusses the difference they plan to make in the lives of their customers.
One of my favorite fast food stops is Chick-Fil-A. I hesitate in calling this fast food as the food I receive is good and the people who work at Chick-Fil-A treat you like you are their only customer. As I travel throughout the US, if I need to grab a quick lunch I look for the nearest Chick fil-A. I order my food and at the end of each service experience I consistently hear “my pleasure”. As I look around the restaurant I am always amazed at the amount of activity they consistently execute to add value for the customers they serve. This week they posted pictures of a gingerbread house making event they held last week and in the future a Christmas ornament making class for children.
When others are afraid to not be politically correct the person at the counter in Akron said “thank you, and have a Merry Christmas, God bless you and your family.” At first this was such an interruption it caused me to pause. It’s sad really when wishing someone a merry Christmas is an interruption, but as the recipient I can’t say how much this meant to me. Traveling this time of year is difficult and for a brief moment I did not feel alone.
So how do large organizations consistently execute a service level above and beyond the expectation? It starts with their leader, and the leader sharing their true motivation. A few years ago I attended a Christian business event and the president of Chick fil A , Dan Cathy ,was the speaker. He shared how they are a faith based company built on biblical principles. You can listen to him yourself as he talks about his team here. One of their key tenants was “going the extra mile”. This is in reference to the Bible passage in Matthew 5:41 . As the owner and president of Chick fil A spoke, he shared how going the extra mile for a busy mom is pulling out her chair and putting fresh ground pepper on her salad. He shared how it actually, form a cost stand point, costs very little, however the impact they consistently see in sales increases year over year are significant, , or as their website states; “we are here to serve more than sandwiches”. They have seen consistent growth for the past 41 years.
Market leader’s focus on a goal bigger than themselves and their personal desires.
Market leaders are on a quest to make a difference for their market and customers in their markets they serve.
How about you and your organization…are you on a quest to make a difference in the lives of your customers?
Or are your employees shouting “next” and supplying the bare minimum?or good enough?
Is your team on a quest? Or are they working a plan they signed up for but honestly where never committed to?
If you have an opportunity, go to a Chick-fil- A for lunch and decide…is this how you are making your customers feel?
The good news is you can!
If you currently are not on a quest…find one!
Once you understand current market truths, and you have identified your internal truths, you must understand your leader’s and your team’s motivation. Market leading teams sign up for a goal that is bigger than them and meeting ROI’s. They sign up for quest’s to make a difference in the lives of those they serve…and interesting their financial results consistently outpace their competitors.