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Farquharson/Tedesco on Business Development: 2013 Deathbed Regrets, Oath

November 2013 By T.J. Tedesco and Bill Farquharson

Good morning, everyone. On behalf of the entire Calendar family, thank you for coming to this remembrance service as we prepare to bid 2013 farewell next month. It was good of you to take the time as we look back on a year that ended much too quickly.

All in all, it was a good year. We will remember it fondly as there were challenges met, growth seen and targets hit. But 2013 was also full of regrets. So much opportunity missed. So many promises unfulfilled. Last year, as we gathered to bury 2012, we all told ourselves that we wouldn't let this happen to us again, that we'd learn from that year's mistakes and make changes.

No more "Shoulda, Woulda, Coulda." Only check marks next to the solid plans we made and SWORE that we'd complete, adding "And this time, we mean it!"

And yet here we are again. So sad.

Ladies and gentlemen, 2013 would have wanted you to hear this message: Don't let it happen again! Don't sit here next year at this same time lamenting about a year's worth of "what might have been if I'd only..." Make changes. Set realistic goals and then set out to reach them. Let's learn from the mistakes of our collective past. The Calendar family gives birth to a new opportunity every January 1st and this renews the chance for repentance.

Here are some thoughts to help you out:

1. ShouldaTwo words: New Business. What you shoulda done in 2013 is to focus on generating new business. Roughly 10 percent to 15 percent of your business disappeared this year. If you're lucky. Simply doing what you've been doing was not enough (see also definition of "Insanity") to grow. How do you grow?

Two more words: Sales and Marketing. You shoulda talked to your clients right about this time last year and asked where they were headed in the New Year. You shoulda spoken to your equipment vendors to see what they suggest (costs nothing to ask!). You shoulda gone to a few more industry events, trade shows, and association meetings to learn and listen. You shoulda spent an hour a week on researching new ways to market yourself (sales reps) and/or your company (owners, presidents).



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