“Don’t stop believing, hold on to that feeling.”
I know, I know. Anyone who quotes ‘80s power group Journey is putting his age on display, but believing in my business and what I am doing is sometimes the only thing that keeps me going. So to me, this Journey song has tremendous meaning.
This past July marked my 20th anniversary with my company, and today I believe in what we’re doing even more than I did on July 8, 1988. Over the past 20 years, I have learned the importance of faith and belief in my convictions, even when others gave me that glazed-over look. Even in tough times, I always knew we would persevere.
Here are some specific things that I have found to be true and have guided me over my career:
It takes faith to market effectively.
Who would hire someone or buy something from someone who doesn’t believe in himself? One of the most important aspects of developing new business is confidence. You must know and truly believe in the value you are providing to your clients.
If you are an accountant, a lawyer, an engineer or some other professional service provider, you know that clients choose to work with you based on their faith that you will do what you say. Professional services differ from products in that there is nothing tangible for a client to buy. Clients purchase your services based on trust and their belief in your ability to perform.
I remember years ago a client hiring our firm to design a new expansion to a hospital even though we had not completed one before. I did not know exactly how we would do it, but I knew we would do an exceptional job. My faith never wavered. New clients can see when you don’t have faith in your ability, so don’t give them the option to doubt you.
Trust your gut.
How many times have you agonized over a decision only to figure out that your first reaction was the best one? If I had $100 for each time I over-thought a decision and came back to my initial thought, I’d be living on the Italian coast and drinking a fine Chianti right now. It took me many years to understand and trust my intuition.
One of my colleagues is very intuitive. While he doesn’t always jump at his first thought, he does give it ample consideration and more times than not, his intuition is correct. Don’t over-think things; listen to your inner voice.
Build a culture of faith.
Daily, we are confronted with naysayers. Some of them are even within our own companies. Building a culture of faith is not a quick process; it takes both patience and persistence. One needs to keep demonstrating one’s faith and belief in one’s company. By doing so, your actions will speak volumes and your faith will become contagious.
Keeping the faith also means keeping high and positive energy, especially when interacting with others. While we all have down or low-energy days, it is important not to let this low energy change high-energy situations within your company. I suggest removing yourself from these high-energy situations if you can’t keep pace. It is better to retreat and reflect than to bring the energy down in the group.
Talk daily about your belief and excitement about your company. Every company can use more cheerleaders — as long as there is substance behind what you cheer.
Don’t be afraid of experimenting.
Another way you can demonstrate faith and belief in your company is through your tolerance and encouragement to take risks and experiment. While many consultants will tell you to stick to your core competencies, I’ve found that you can certainly experiment within them. This will allow you to balance your processes with innovation and change and, in most cases, can be a catalyst to propel your company to greater achievements. It takes faith and belief in your company and its abilities to experiment. Rewarding meaningful experimentation will demonstrate that belief.
Show that you haven’t stopped believing.
I’d like to hear from you:
– How important is faith and belief in your company?
– Do you have a culture of faith? How do you build and nurture it?
– Have you ever experienced innovation through experimentation?
Until next time …
Craig
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