Vol. XXIII

Dear Manager,

The demands on management’s time can be voracious and unrelenting. What was once our priority must now be delegated to maintain balance and perspective toward the ever-changing needs of our organization. To say the least, this is very difficult. Have you ever completed a day and, in review, been unable to determine if an event occurred on that day or a previous day? As your organization continues to grow, so do the demands and expectations on your time. Everyone seems to want you. Are you effective in disciplining your time for those areas and individuals that can provide the greatest benefit to the organization as a whole?

From a personal perspective, I believe that on a daily basis this is management’s greatest challenge. My expectation to maintain a personal and intimate relationship with all aspects of my business is no longer realistic. What was once my ability to work closely with customers, manufacturers and sales associates must frequently be delegated to qualified assistants.

Certainly, I could make the effort to accomplish it all, and have, but in doing so the quality of my efforts and personal satisfaction diminish, and the greatest asset to my organization, its planning, takes a sabbatical. This chain of events occurs at some point for all managers. A lack of professional purpose and personal satisfaction can best describe this feeling. Conversations seem to become surface in nature, my creative juices dry up; what brought fulfillment in the past is now redundant.

For the manager, fighting these periodic cycles (and we all have them) signals a prime time for reevaluation. If we are unwilling to step back and redefine our personal and organizational objectives, we are destined to continue to accept our current set of circumstances.

In your estimation, have you made time available to focus on the aspects of your business life that can truly make an impact? I have found myself for periods of weeks and months in what can only be described as a “low impact” cycle. I worked as hard as in the past, the company wheels continued to spin and, upon reflection, my greatest achievement was that all disasters were avoided.

Ask yourself: Are any of these low impact cycles fulfilling? Are these periods meeting your long-term organizational needs? Because of a very demanding schedule, have you accepted a cruise control attitude towards your organization’s future? Have you instigated plans and procedures to accommodate all foreseen and potential circumstances? Are you willing to allow your business to simply take its own course?

This is not to suggest that within all organizations there is not daily planning, often low impact in nature, taking place. This month’s Interpersonal is dedicated to the “high impact” responsibilities for a strong business. The high impact aspects of business receive the least amount of our attention, yet without question hold our greatest opportunity. We must develop the resources that will insure our company’s future, energize those around us, sustain our fulfillment, and maintain our personal satisfaction.

As a business owner or manager, beyond all the individual needs and responsibilities of our associates and employees, what is the single priority for yourself and these individuals? There is only one: the continued profitability of your company. If our companies are no longer viable and profitable in the marketplace, all of the peripheral concerns become meaningless. Similarly, I have always stated my absolute and sincere desire for our manufacturers’ profitability, for in the absence of their profitability, my position no longer exists! If we are unwilling to commit the time to those resources that will insure our own financial health, our organization’s collective future is in jeopardy. Find and develop these resources; create a Circle of Influence.

A CIRCLE OF PEERS

Whether you are the company’s owner or manager, I believe all of us have peers to whom we truly listen; people with whom we have a primary relationship. When we are involved in conversations with these people, their words ring true. They have a much deeper understanding of our daily lives and offer an objective, non-emotional viewpoint of our current direction. High impact management is a product of strong primary relationships.

There are two very distinct qualities in a primary relationship. These individuals have earned our highest regard for their opinions and approach to their profession. Their words and examples challenge us; their thought process is fundamentally sound and their judgment and integrity consistent with our own.

The second quality these individuals provide is the courage to be honest. Their objective opinions can address a very specific, immediate topic or offer a general assessment of our current direction. These individuals have the rare quality to almost feel our pain, and to enjoy our success as if it were their own. And yet, their greatest influence is in their ability and willingness to tell us when we are off track, and we listen. As we mature in our career, these are the individuals within our industry who will assist in illuminating our path. These are the peers who should make up our Circle of Influence.

THE PERSONAL CIRCLE

There are individuals who, from a personal health and financial perspective, can often individually or collectively impact your life and business at an even higher level than yourself! Unlike a circle of peers, your personal circle includes professionals outside your specific industry for whose time and guidance you most likely pay. Building and maintaining an ongoing relationship with your personal lawyer, accountant, banker, clergy or physician can hold keys to your ultimate success. Depending on your position within your organization, it is not uncommon for many of your personal/professional relationships to impact your company as well.

You will note I used the word “personal” to describe each of these professionals. Have you personally chosen these advisors? It is more common than we are willing to admit that these relationships are not chosen, but are developed purely by chance. NOW is the time to analyze your existing primary relationships. Are these the individuals whose advice you would trust? On a daily basis, are these the individuals who are capable of assisting you in making the very best possible decisions for you personally and for your organization? Unfortunately, it is human nature to make use of their services only in times of need or personal crisis.

We all know individuals who have suffered the effects of bad advice. In times of crisis your options are reduced, yet decisions must be made. I would be willing to guess that most of us decide to proceed with what is familiar, hoping that what is familiar is good enough! Establishing confidence in your circle is essential.

SCHEDULE TIME TO MEET WITH AT LEAST
ONE MEMBER OF YOUR CIRCLE ON A WEEKLY BASIS

Now that we have discussed both the personal and professional influence in your circle, take the next step by writing down their names on a piece of paper. With your current list complete, resolve to make it a priority to meet with these individuals on a consistent basis. Outside of your family, are there relationships more important than these?

Your Circle of Influence will reward you, strengthen you and, when given the chance, lead you. There is so much opportunity for the low impact aspects of our lives. Resolve to give equal billing to the high impact and influential aspects. What greater priority can we bring to ourselves individually, or to our company, than to surround ourselves with a group of personal and professional advisors who will strengthen the whole? There is never enough time to meet all of the expectations in our day. Now could be the time to change our priorities, making time for the obvious impact that only these types of advisors can provide.

So much of our lives seem to be left up to fate (and often default!). There is huge benefit in maximizing the strengths of this group towards one single purpose: our future. One of the greatest values in these relationships is inspiration. We can all become so involved in our life and business that a new perspective will be both enlightening and refreshing. These individuals should challenge you and, by doing so, will bring you personal satisfaction for having made an impact on your personal and professional lives.

Personal Regards,

Keenan

INTERPERSONAL© is published by INTERPERSONALBIZ.COM, Keenan Longcor, Editor, ©2008. Duplication of this publication is permitted for both personal and business use. Excerpts may only be quoted with acknowledgment of INTERPERSONAL/INTERPERSONALBIZ.ORG as the source. For re-publication rights, please contact the editor at KEENAN@INTERPERSONALBIZ.COM