I was recently asked to help a room full of consultants improve their business results, Basically they needed to make more money than they were. There are lots of factors at play in a conversation like that; you can talk about the power of positioning, the quality of advice, the importance of showcase clients, the critical nature of staying in touch. At the end of the conversation though one idea stood out.
Measure whats matters!
Each week either on FRIDAY FIGURES or MONDAY MONEY you need to look at three simple ideas;
- How much new business did you bring in this/last week? (what did you sell?)
- How much money did we receive this/last week? (what did you bank?)
- How much dollar productive delivery did we do this/last week? (how much did you work this week to deliver on things you have already been paid for or have already sold?)
And thats what matters! Money is irrelevant, seriously it’s not about the money. But if you want to succeed in business you need to find a way of keeping score. Make it a game and it all becomes easier.