Let’s consider a construction company as an example. Many construction companies believe that a specific profit margin is the industry standard. When I propose aiming for a higher margin, such as 30-33%, they often perceive it as audacious. However, I challenge them to bid on one project at that higher margin, following the approach I suggest. The goal is to create tangible evidence of the benefits of this mindset shift. Even though their current mindset may initially struggle to comprehend the possibility, as we demonstrate tangible results and provide more evidence along the way, their perception gradually changes. They start bidding higher, achieving greater margins, and experiencing improved profitability. This process helps them understand that a single decision in one area can have a positive ripple effect throughout their entire business and life.
My strategies involve addressing the emotional versus logical decision-making process, presenting tangible evidence of how the current mindset may limit success, and gradually guiding clients toward making higher-quality decisions from a transformed perspective. By challenging existing beliefs and instilling confidence in the potential for change, clients can overcome mindset barriers and unlock their full potential.
 How do you help clients identify and prioritize their business goals, and what methods do you use to ensure the achievement of those goals?
To begin, I assess the current state of the company and its needs. It’s essential to address any existing infrastructure issues before scaling the business. For example, if the company has low-profit margins or employees are in the wrong positions, these issues need to be resolved first. Building a solid foundation is crucial for long-term success, which is always my focus. Therefore, the initial step is determining whether we are scaling profitability or chaos. Most businesses have areas that require improvement or cleaning up, such as evaluating the client list and making decisions about which clients to retain or let go. Not every client is profitable, and it’s important to recognize and act upon that reality.
Once the initial cleanup process is complete, we move on to identifying the company’s desired goals. It’s crucial to clearly define these goals and unpack what the company aims to achieve by the end of the year. Based on the specific needs and growth objectives of the company, we develop and implement procedures and strategies. We consider where the company wants to be in the next 12 months. However, it’s important to note that when entering a company, there are often distractions, and the CEO may be pulled in different directions. Therefore, the CEO must become the leader of the organization, ensuring alignment and fulfillment of responsibilities by everyone involved.
The process involves assessing the current state of the company, establishing clear goals, and then reverse-engineering the steps required to achieve those goals. However, for success, the CEO must align their mindset, emotional intelligence, and decision-making abilities with the agreed-upon direction. If the CEO fails to embrace necessary changes and continues to operate based on previous decision-making patterns, any implemented efforts become irrelevant.
Throughout the process, it’s crucial for the CEO to provide leadership and ensure alignment within the organization to maximize the likelihood of achieving the established goals.
 Can you explain the significance of effective communication and relationship building?
Certainly! Effective communication and relationship building is vital for running a successful business. I’ve often witnessed the negative consequences that arise when crucial discussions and topics are avoided in the pursuit of securing clients or contracts quickly. It’s important to address these discussions because I’ve rarely come across a company that hasn’t experienced relationship breakdowns or negative outcomes due to a lack of communication. By highlighting these instances, I can demonstrate the tangible consequences of not discussing terms upfront or failing to clarify expectations.
For instance, in the case of payment terms, I advise my clients to be transparent and clear with their clients. In the construction industry, I encourage them to establish upfront payment terms and communicate that resources will be redirected to other projects if payments are not received on time. Surprisingly, when expectations are communicated clearly, most clients align with the agreed-upon terms and pay accordingly. The key is to create a win-win environment by openly discussing expectations with clients, suppliers, employees, and management.
Clarity and understanding of expectations are essential for everyone involved in the business. Often, people hesitate to communicate their expectations due to the fear of non-compliance. However, avoiding these conversations only leads to problems and misunderstandings. It’s crucial to establish clarity and honesty from the beginning. What are your expectations from clients, suppliers, and everyone who interacts with your business?
