Work Backwards From the Goal

Jacq and Chris I’m an hour or two away from speaking to the board of directors of a major association whose charter is to help small businesses thrive. They want me to speak a bit, but the majority of the value of today will come from them picking my brain about specifics for their organization. I did the same thing differently via coaching yesterday with another company.

In both cases, the mindset required is to work backwards from the goal.

Start at the End

Watching Jacq prepare for her major fitness competitions is a great example of what I mean. Her events are all in April, and so she knows at the moment that she’s eight weeks out from her first of a few shows. She’s been working backwards from when her show days are for the last few months. Everything is laid out with “x weeks out” as the preparation and mindset.

Businesses work that way, when they’re smart. For instance, you work backwards from your revenue goals. Need to make a million in revenue this year? Then you’ve got to make $84,000 a month. What are you doing to hit that number? What are you pricing out your products and services to be to hit that goal? How are you finding ways to deliver that much value to your community at large?

Goals Aren’t Linear

The most important part of the goal, ultimately, is the outcome. Yes, the process and method become important, but only if they’re the winning process. Put another way, if you’re very diligent about making five sales calls a day because that’s the process, and you don’t hit the number, then who cares?

Goals aren’t linear. They’re a destination. Sometimes, you have to take another route. If one road is closed, you don’t just go home. You try some other way.

Build Your Plans Around Outcomes and Goals

Rob Hatch and I have plans for Owner Media Group, my new company (which replaces HBW). We started with the outcomes we wanted to see for 2014. Not anything beyond that, except insofar as knowing that the story we’re telling has a longer arc than just one year. But it’s built around the goals. As recently as yesterday, I was saying to Rob, “Well, I can’t really do ‘A’ to make us the revenue, because it’s going to be too time intensive for not enough value to our community, so I’ll have to do ‘B’ instead.”

That’s what you want for your planning.

Speaking of Goal-Minded Work

I started this by talking about Jacq and her fitness prep and the like. She’s giving a free one hour online event to help educate busy women about fitness and nutrition. The program has tons and tons of great information that you can take away and use for your own goals and beyond. Yes, she’s going to make an offering at the end (you know I’d call it a “selly sell!”), but the information you get for free will be every bit as valuable as you’d want it to be. Promise.

I’m happy to have helped produce it with her.

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