|Learn the purpose behind the chart and the Blackberry.|
Ah-Ha! Moment – One of my major business goals for 2012 has been to significantly expand the size and quality of my referral network. So, beginning in late January, I adopted a new "rule of thumb" suggested by my Accountability Partners – To be out of the office, on average, once a day, every day of the week. Coming out of 2011 – which consisted of a large special project requiring me to be in the office most of the time – this seemed like an impossibly high goal. In reality, I had just gotten out of practice – once I got in gear, I was consistently meeting or exceeding this goal.
So, the result of seven months of sustained hustle and network building? These include six referrals, three new clients, opportunities for several very large projects, and even the possibility of doing new work for a dormant client!
When I mused in February whether it was "the economy or the hustle" contributing to a very full pipeline, I concluded it was a "both-and" situation – results came from BOTH the improving economy AND the greater hustle.
While I still believe my year-to-date results reflect a "both-and" situation, I would add that the components are not weighted equally – in other words, rather than 50-50 economy-hustle, I believe it's more like 40-60 or maybe even 30-70. Why? Because even in a down economy, many companies still do fairly well and still need the services we provide, and it takes hustle to learn of these companies.
Lesson learned? Behind every "when it rains, it pours" scenario, such as our current situation, there is someone out there "making rain" – and that requires hustle. Now, back to work – I've still got goals to meet!