I don’t know how many times I said in my coaching career “The process is just as important as the product” but I said it hundreds if not thousands. I was reminded of the kind of rigor and discipline I subscribed to as I’ve been reading Monte Burke’s book on Nick Saban called “The Making of a Coach.” In the coaching world it’s all about process and repetition. It’s about fundamentals and getting just a little bit better day after day doing the exact same thing. He who focuses on the process is the one who ultimately blocks and tackles better than everyone else. Dr. Stephen Covey once said, “Success is boring. You wake up and kick everybody’s butt and you turn around the next day and do it all over again.”
So what does this mean in the business world? It means that day in and day out you “chop wood and carry water.” You never forget what produces winning and that is staying true to a process. What does that look like for you?
- It means having a hit list of 10 people to go after weekly that is on your “help list.”
- It means you are actively trying to close 5 people weekly who are in your “farm club.”
- It means that you are working a TOP 25 of deep advocates weekly to stay top of mind.
- It means that you are constantly working your “Person of Interest” strategies so that people see your name everywhere.
- It means that you are identifying new talent pools for expansion and growth.
- It means that you have a systematic way in which you share your “explanation of services”
- It means you have a system in place for taking current customers and converting them to advocates by the way you over deliver the goods.
- It means that you have time DAILY for prospecting future clients, spending time with new clients, and calling on old clients.
- It means, just like Saban, you are watching film on the market and studying what your competitors are doing
In essence it means you GRIND it out vs. sit back and wait on things to happen. I’ll admit, after reading this book I walked in to my team with guns a blazing about accountability, daily discipline, deadlines, and PROCESS. When you follow a proven process you win over and over and over. Saban is a turnaround king. He comes in to programs that are under achieving and uses a PROCESS to build them into winners. He’s done it multiple times in multiple settings. He loves the JOURNEY vs. the DESTINATION and this is why he never seems happy except when he is doing.
Will you and your team cultivate the much needed discipline every single day, even when you don’t feel like to focus on the process? The process drives the outcomes and this is where the real money is.