In Business Development Strategy

Start with the end in mind

Dr Steven Covey calls it ‘start with the end in mind’, in his recent post Seth Godin suggests it as ‘follow through’. The lesson for both is the same:

Work with your customers in the knowledge of the end result. If your end result is a quick sale and no repeat orders, where is the motivation to do a good job, or make sure that they are happy? If the profit in acquiring new customers is in the long-term relationship, you’re much more likely to be considerate, helpful, supportive and understanding. You’ll consistently work hard to do a good job.

Follow through – as you would in Golf

Seth compares the follow-through to the action required in Tennis or Golf – the ball is long gone, so why keep swinging? The same is true for football, boxing and my personal favourite, snooker – if your cue continues in a straight line after the shot, you know the stroke itself will also be true.

Seth’s Blog: Follow through
If you know that the last two inches of your follow through don’t matter, then you’ll start slowing down at three inches, or even four, and suddenly it does matter. If you draw the line on money back guarantees you’ll keep sliding backwards, bit by bit, until it does matter. If you’re quick to fire the employee who needs a lot of help, you’ll be quicker with those that need just a little, and then, pretty soon, it’s a very different place to work, isn’t it?

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