Deals…

I had coffee with a friend of mine recently.  He’s moving away from the corporate world and into the entrepreneurial world.  Going out on his own in today’s marketplace?  Well, I admire his intestinal fortitude! 

Even in the best of circumstances it’s hard to launch a successful venture.  I remember talking with a winery owner years ago.  He had made a killing in the technology/corporate world and decided to move his family to the western slope of Colorado and open a winery.  The value of his stock options was more than enough to make a total career, “right turn”.  He told me after being “out on his own” for a few years he learned: 

How do you make $1 Million in the wine business?  Start with $10 Million. 

Those nagging little things called expenses can dampen an entrepreneur’s enthusiasm (and ruin the wine).  I understand the attraction of working for yourself; being the boss; captain of your ship.  But… careful what we ask for: 

If your business depends on you, you don't own a business - you have a job.  And it's the worst job in the world because you're working for a lunatic! 

Michael E. Gerber 

To be clear, my friend is certainly not a lunatic.  He has great experience, is an expert in his field, and has the full support of his wife and family.  He’s ready for the test: 

Business is a place where everything we know how to do is tested by what we don't know how to do, and the conflict between the two is what creates growth. 

Michael E. Gerber 

In my personal, entrepreneurial days I slipped out-of-balance between the delivery/fulfillment side of the equation while simultaneously prospecting for new business.  As a sales professional,  I knew the research had been consistent over the years (still is).  The key to being successful when in business on your own?  It’s the revenue!  Or, as I liked to quip when asked how I was doing, “Nothing a deal or two wouldn’t solve”. 

Ah yes.  The deals!  I think Mark Cuban agrees with his Rule #4:

Today, one can have the slickest, AI-driven marketing presence.  The easiest and most user-friendly commerce site.  Great reviews; excellent back-office operations; a well thought out business plan; even nice shoes.  But without deals, all that goes for naught.  Unless you have a boat load of money from your (previous) corporate job and stock options. 

My friend tried out his sales “pitch” on me.  I liked it.  I liked his web site, too.  All in all, everything looked good.  When I asked how many deals he’s closed he replied, “Well, I have an appointment with a prospect next Monday.  They sound very interested.  And, I’m doing networking events.” 

Uh-Oh.  An appointment; prospects; sounds interested; networking.  I didn’t have to say it.  He knows, I know, and you know, those aren’t the same thing as deals.  Our conversation reminded me that throughout my sales career (and brief stint as a consultant), when faced with problems, pressures, and expenses my daily mantra became, “Nothing a deal or two wouldn’t solve.” 

I suggested he try it out. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.