The Secret Sauce to Making Every Business Decision

Leadership

Do you want to find and retain the best talent in your organization? Do you desire to have the best customers for your business, and for the ones that end up leaving, see them come back one day? On top of all that, do you want to find the strongest partners for your business?

Of course, you do! What organization doesn’t? Does anyone say, “Yes, I would like to hire Jim over there that will fall asleep at his desk and play solitaire when he is awake”, or “Yes I would love to bring on that new customer that will make my employees lives a living nightmare”? Of course not!

Three Questions

So why do so many companies end up bringing on bad talent, bad customers and overall make bad business decisions? It all stems from business leaders not asking themselves these three questions:

  • Are we doing the right thing?
  • Is this the right time to do it?
  • Are we doing this for the right reason?

Overall, this seems very simplistic and yet as we begin to unpack each question, we will uncover more probing questions. It is also critical to understand that in order to move forward with any business decision, the answer to each question should be YES.

You cannot do the right thing at the right time for the wrong reason. You can’t do the right thing at the wrong time for the right reason. Well, you can. But you will quickly find your organization in a constant churn and burn of employees, customers, vendors and more.

A Recent Example

Let me give you a real-life scenario that just happened to our team in the last month where we put this methodology into action.

A customer of ours had a new start-up business he wanted our help with. While we were very comfortable with the industry we were calling into, we had little to no experience with our customer’s offerings. We were very transparent with this customer that while we had little experience with uncovering opportunities in that arena, but we could grasp the concept of what they do and would be willing to help.

Due to the customer’s positive experience with Momentum they trusted us to do pilot a program for this new start-up. We kicked off the pilot and found ourselves immediately getting hung up on, abrupt rejection – it was BRUTAL. We kept at it, communicating clearly with the customer every step of the way and making more changes and adjustments.

The opportunities started to come (slowly). We were encouraged with our new strategy and felt we were finally gaining traction. Then we hit another wall. Another handful of brutal weeks with little to no success. More changes, more adjustments, more conversations with the client.

Our client knew this was going to be a difficult ramp-up but wanted us to keep our heads down and continue pushing. To add to all of this, our client came down with COVID to the point where he needed to be hospitalized for a couple of days. As a result, he would have weeks of catch-up items on his plate, making it very difficult for us to correspond with him on updates with the campaign.

We could have kept the program going and kept the revenue coming in, but was it the right thing to do? Of course not. With our client being out of pocket, we paused our efforts until we had the opportunity to regroup. Once our client recovered and caught up on his workload, we had the opportunity to connect with him and walked him through why he felt it was right to pause the program.

Our client was so appreciative of our approach he ended up referring us to a colleague of his that had an active, immediate need and brought even more business to us from another company he owned. Did you see what happened there? Although the campaign didn’t bear the results we or the client hoped for, he saw the value in not only working with us but referred us to a colleague.

Why? Because we did the right thing, at the right time, for the right reason. The next time you are faced with a business dilemma, ask yourself these 3 questions:

  • Are we doing the right thing?
  • Is this the right time to do it?
  • Are we doing this for the right reason?

As you do, consider everyone’s best interest in mind and you won’t go wrong!