All Business Isn't Good Business

I remember it like it was yesterday. I had five cars, three children in college, and a sizeable mortgage. I was cooking along pretty well and making good money…and then the 2008 recession hit.

My income fell by 90% overnight. It came to the point that I was worried we would have to pull our children out of college and sell our home. I would have done anything for income. I tried looking for jobs, and I took menial consulting work that was far below my interests and skill level.

Unexpectedly, I landed a large consulting project. The money was great, but the situation was horrible. Even in my dire straits I felt compelled to try to talk my client into not going forward because I had real doubts about whether we could succeed in achieving their goals.

Was this good business? Given the fact that I was in survival mode, I think the answer is “yes.” Under less severe circumstances I would have said “no.” Ultimately, we achieved the organization’s goals by doing what I recommended before we even started, but I think the politics of the situation required that we go through the process to get there.

No, all business isn’t good business. I’ve seen coaches accept coaching assignments for executives who have no desire to be coached. I’ve seen business owners trying to be “all things to all people” by providing premium service at bargain basement prices. You won’t succeed in the long term if your service is like staying at the Ritz but your pricing is like Motel 6.

A soldier should never go into a battle they know they can’t win, and a businessperson shouldn’t accept business that doesn’t fit within a well-defined business strategy. If you fill up your capacity factory with cheap or shoddy work, there isn’t room for good work that would make you successful long term.

Don’t be a stranger. (770) 993-1129. tdockery@TheResolveFirm.com