There are many indicators an economic recovery is beginning.  As a business owner you have at least three choices; Lead; Follow; or Do nothing and get left behind.

The Greek mathematician, Archimedes, said, “Give me a lever long enough and a fulcrum on which to place it, and I shall move the world.”  Simply stated, his principle of leverage means we only need someplace to stand and a strong lever to make something significant occur with little effort. How can you apply Archimedes principle of leverage to your business? Begin by making a list of the strengths associated with your present situation.  From there, begin to recalibrate every element of your business strategy beginning with each of the following six drivers of business results:

1. Your market niche
Concentrate your energy and resources on the market area which will produce the greatest return for the effort expended.  Get clear on who has the problems for which you have the solution.

2. Your products or services
What is unique, special or distinctive about what you offer?  Does your chosen market have a compelling reason to choose you from your competitors? Examine your portfolio of products and services and decide what needs to be eliminated or improved.

3. Your sales and marketing process
Now is the time to enhance your sales skills particularly your communication skills.  Eliminate the sales pitch and ask more questions to discover the real issue or problem your product or service can solve. Refine your marketing strategy lately. Consider how social media such as LinkedIn could be an effective tool for you.

4. Your clients/customers
When was the last time you contacted your customers for no particular reason other than to stay in touch?  Have you and your customer contact staff gotten complacent or sitting backing waiting to see what is going to happen?  Become proactive or you risk being left behind when the recover kicks in.

5. Your staff productivity
Many companies have cut staff to cut costs.  Have you? At some point you must prepare for growth by having the best available talent in your key positions. Provide them with the tools and resources to do the best job possible. Do you have regular team meetings to address issues, solve problems and engage everyone in the implementation of your growth plan?  Many companies report over 70% of their workers are disengaged.  A growth focused business must have fully engaged top talent to be ready for the new economy.  Do you really want to be ready for 2010 and beyond?

6. Your personal productivity
You are the key driver, the leader, the pace setter who determines the effectiveness of the team.  What skills do you need to master to increase your personal and leadership effectiveness? I recommend you engage a business coach, professional advisor or qualified mentor to serve as your guide.  A masterful coach, mentor, or an appropriate mastermind group can assist you to diagnose your situation, both personally and your company.  The ideal resource is a skilled facilitator who can reveal your blind spots and guide you and your team on a strategic journey to develop and execute you plan.

7. Your mindset shift
The six profit drivers are useless without this seventh key. What is your mindset? What is your focus right now? How will you apply Archimedes principle of leverage? Where can you apply a relatively small amount of effort and resources to get the greatest return?  First, look at drivers number 5 and 6 above.  These are the essential keys to the strategic application of human capital, including you.  As a specialist who works with companies who want to align human capital with organizational strategy, I frequently ask business owners, what would it take to achieve greater alignment?

Summary
Wondering where to start?  Consider the Effectiveness T-E-A-M Approach™.

• Talent: Assess the talent requirements of key positions
• Engagement: Assess the engagement levels of your workers
• A: Assure strategic alignment beginning with your key players
• M: Measure the mastery level of the essential skills of all key players.

I challenge you to begin the diagnostic process that will lead to recalibrating your company for the future.  The old methods are obsolete and will not work in 2010 and beyond.  Renew your commitment to a vision that includes growth, innovation, and customer satisfaction.  Be ready with a well developed strategy that includes the talent required to execute your plan.  I look forward to seeing you and your company out front leading the recovery when it begins.

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About Bob Moore, CMC
Bob Moore is president of Effectiveness, Inc., now in its 35th year providing resources for turning good people into top talent. He has over four decades of experience as an entrepreneur, sales manager, executive coach and consultant to business leaders and specializes in working with owner managed enterprises to align their human capital with the organization’s strategic objectives.

Bob is a graduate of NC State University, a Certified Management Consultant and Certified EQ Mentor and a member of the Odyssey Transformational Strategies Network. His unique combination of experience and credentials has created a provocative, field-tested approach presented in his book and audio program, “Turning Good People Into Top Talent: Key Leadership Strategies for a Winning Company.”  Contact: Bob@Effectiveness.com or Call: 888-669-3923

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