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When we are sailing along smoothly on an even keel the chances are that one of two things is true:
a) Either things could be a lot better, but we are not pushing the envelope, or
b) Things could be on the verge of getting a lot worse, because we are forgetting to notice the potential threats.
In the current economic climate, which is more likely to be true for you?
In recent weeks I have had three different businesses approach me with essentially the same problem – getting the right amount of money out of clients on a timely basis. The problem manifested itself in three different ways:
~ Collection of debt
~ Terms of business
~ Pricing
The common factor between these three was forgetting to make clear to the clients concerned what the expectations were surrounding payment. The reason for such forgetfulness is common to us all. So common, in fact, that Pace and Kyeli Smith have coined a term to cover it: “The Usual Error”.
The Usual Error in this case was the belief by the business owners concerned that their clients viewed the need to make adequate payment in a timely manner in the same way that they did themselves. Big mistake.
Paul Watzlawick’s theory on communication is relevant here. One of his axioms says that you cannot not communicate, because every behaviour is a kind of communication. Any perceivable behaviour, including the absence of action, has the potential to be interpreted by other people as having some meaning.
These businesses had – probably inadvertently – let their clients know that low, unsecured or delayed payment was not an issue. In fact it was and is in every case, proving that while you cannot not communicate, you can not communicate accurately.
The tale I usually use in these circumstances is of the couple on their first date. The boy is waiting at the appointed time and place, but the girl arrives 20 minutes late.
If the boy complains on that occasion and on any subsequent occasions the girl will get the message that timekeeping is important to him. However, if says nothing about lateness, then he is opening the door to constant lateness on future dates.
Whatever he does, or does not do, sends a very specific message.
If you are in a hole, as these businesses were, the only way out is to first know that you are there. Knowing you have a problem puts you well on way fixing it. And knowing that you can fix it helps your mood, your attitude and strengthens your inclination to take action.
Watching your business barometer will let you know if the wind direction is about to shift, if you face storms, or if you are about to become becalmed.
Having some warning of what is just round the corner is really useful, even though it is but the first step on the path to a better outcome.
When we are sailing along smoothly on an even keel the chances are that one of two things is true:
a) Either things could be a lot better, but we are not pushing the envelope, or
b) Things could be on the verge of getting a lot worse, because we are forgetting to notice the potential threats.
In the current economic climate, which is more likely to be true for you?
In recent weeks I have had three different businesses approach me with essentially the same problem – getting the right amount of money out of clients on a timely basis. The problem manifested itself in three different ways:
~ Collection of debt
~ Terms of business
~ Pricing
The common factor between these three was forgetting to make clear to the clients concerned what the expectations were surrounding payment. The reason for such forgetfulness is common to us all. So common, in fact, that Pace and Kyeli Smith have coined a term to cover it: “The Usual Error”.
The Usual Error in this case was the belief by the business owners concerned that their clients viewed the need to make adequate payment in a timely manner in the same way that they did themselves. Big mistake.
Paul Watzlawick’s theory on communication is relevant here. One of his axioms says that you cannot not communicate, because every behaviour is a kind of communication. Any perceivable behaviour, including the absence of action, has the potential to be interpreted by other people as having some meaning.
These businesses had – probably inadvertently – let their clients know that low, unsecured or delayed payment was not an issue. In fact it was and is in every case, proving that while you cannot not communicate, you can not communicate accurately.
The tale I usually use in these circumstances is of the couple on their first date. The boy is waiting at the appointed time and place, but the girl arrives 20 minutes late.
If the boy complains on that occasion and on any subsequent occasions the girl will get the message that timekeeping is important to him. However, if says nothing about lateness, then he is opening the door to constant lateness on future dates.
Whatever he does, or does not do, sends a very specific message.
If you are in a hole, as these businesses were, the only way out is to first know that you are there. Knowing you have a problem puts you well on way fixing it. And knowing that you can fix it helps your mood, your attitude and strengthens your inclination to take action.
Watching your business barometer will let you know if the wind direction is about to shift, if you face storms, or if you are about to become becalmed.
Having some warning of what is just round the corner is really useful, even though it is but the first step on the path to a better outcome.
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