Are You Kidding Yourself?
Did you ever want something so badly that you justified it to yourself with multiple contrived points. I see it happen when someone decides they “need” a new car or figure out a way to justify that wide screen TV. I see the same kind of thing happen when talking to business owners. When I begin asking about critical success factors such as: what are your sources of clients, how much profit does each product yield, what is the average sales cycle, etc., I will get answers that they either think are true or want to be true. Too often I learn that they do not actually know these facts. This is either because that don’t take the time to know or they don’t know how to figure it out.
It is important that an owner know these kinds of things about their business and that they are aware of it continuously. Only when you have the facts can you develop the best business growth strategy. It helps you know where to spend your time, money and other resources. It helps you know what new things you want to try or when to do more or less of something.