New Year message

I received an email recently about the main recent people don’t achieve their goals, the specific reference was to weight initially and then moved on to business. The reality is that the vast majority of people will not achieve their goals in 2013 -  that is simply a fact.

Most business owners will get nowhere near their targets, just like last year and the year before. Unless of course they set such low, uninspiring and pathetic targets that a limping mole in a padlocked box could achieve them (believe me some people would rather see a reduction in their business so that they can inflate their ego by saying, ‘Look at me, I am right again’)

So if you are reading this, you are probably thinking, or more likely hoping, that I am going to give you the answer to achieving your goals. Well I could recommend some things but there would be no point because YOU have already decided what does and doesn’t work… and the best part is you have made these decisions based on almost no mathematical or scientific proof whatsoever. You have based everything on historical behavior that was conceived through emotional experiences which has led you to this cycle of behavior. Ouch! How dare I say such things?

Try not to take offence, it happens like this because you are a human being, not because you are a bad person (although you might be!)

When we were walking around the plains of Africa avoiding predators this emotional behavior driver worked really well for us - it made us highly reactive, it kept us alive.

In business though it is the single reason why so many people fail to achieve their goals. I can tell you exactly what works, at what rate you should apply it and with what attitude you should undertake the activity… but whether you follow my instructions (that are based on scientific measurements and maths) is a different matter, in fact I am almost certain you won't.

It is the degree to which you veer off a path that determines how lost you end up. The message is simple: if you want to get to your destination and someone gives you a map with the right road to follow, you should take it! Don’t be surprised if, when you turn left when you should have turned right,  that you end up somewhere different than you wanted to.

Happy New year and see you January 2014 when we can have the same conversation! ;-)

Christmas wishes?

Christmas is the time of year for remembering, giving, and good will to all men and women… well these are the kind of things I think we are still desperately trying to hang on to and believe. Christmas is actually, for most people, challenging to say the least: expensive, stressful, fattening and exhausting!

But we are approaching the end of another year which gives us a chance to think about what on earth we have been up to over the past 12 months. How is it that in most cases we are still standing on the same spot as last year? 

The trouble is most people don’t really get to the bottom of why that is and say things like:

“In the New Year I’m going to…. [Insert lots of promises that won’t get fulfilled]”

Before they know it, the end of January is here and the opportunity for a fresh start, doing something more exciting, challenging, adventurous and fulfilling, is again slipping away.

So what is the answer…? Well the trick is to make a resolution today and not in January, to use the Christmas break to reflect and ask yourself some really tough and exciting questions about what you want, what you really deserve and the very specific steps and very specific people who can help you get there…then step across that line and get on with taking the action.

Enjoy the Christmas break and use this rare time to make 2013 a great year for you and your loved ones, so that next Christmas you can enjoy time off knowing that you are well on the way in your exciting journey.

Merry Christmas

Nathan

The secret to success in 2013

How has 2012 been for you then? I trust you have been inspired by the awesome and progressive coalition government and their policies to help develop the economy and society as a whole? Fear not, if current trends continue we will have Ed Miliband the Great to rescue us from the shadows – God/Allah/Buddha etc help us!

Which is why instead of thinking about what the government might do for us in 2013, I am going to make this assumption: the government will do absolutely nothing that will REALLY benefit business in the UK next year.

Fortunately for us at Jasper’s Catering Franchise, the market in which we operate is robust and healthy. It is there for the taking, but that doesn’t mean that we don’t have to work super hard, with passion, enthusiasm, drive and energy.

I do happen to know several people that will make a real difference themselves to their business in 2013 and they know secrets that the vast majority of people don’t.  Foremostly they know that the key to success lies within them, NOT out there with politicians or banks. They know that you can
B(*tch) M(oan) W(hine) all you want but it will not help your situation. The reality is you have to take FULL responsibility for the decisions you have or haven’t taken, the actions that you have or haven’t taken and deal, with them.

So if you really want to make sure that 2013 is your best year yet, think about everything that you should have or could have done in 2012 that would have gained more customers, kept more customers, increased your margin etc. Then turn those ‘should have’s’ into ‘I am going to’ and DO IT!

Bullet proofing your success is easy when you implement proven systems and processes, at the right persistent rate with the right attitude…. do this and you can compensate for any insufficient policy makers and money movers.

Happy Festive Greetings!

Good people are hard to find

More than 10 years ago I left employment to start my own business, primarily because of my own long held desire to work for myself. This was justified by the behavior and standards I observed in the managers and senior people I worked for. Almost exclusively, they were promoted to their levels of inadequacy.

With my internal drive and the external validation of the desire to be my own boss, I took the leap into business ownership. In doing so, I decided that I was going to be a better boss / employer than I had witnessed. I tried everything from bonus up front, bonus for target, nights at the pub, complementary lunch, vouchers…. through to paid-for therapy and shopping days off for Christmas. The most interesting thing is that none - not one! - of these ideas resulted in more effective, productive, loyal or successful employees.

I didn’t and don’t want to believe this, but I think I’ve almost accepted it: good people are motivated and driven by internal drivers and external incentives make little difference. Ouch! That hurts.

The reality is that there just aren’t that many good people out there for the role you are recruiting. Recruitment is nearly always expensive and frustrating.

So, what is the solution to this challenge of finding the right employees?

1. First of all remove the human interaction element from tasks that have high degrees of error and try to automate as much as you possibly can
2. Secondly, give specific tasks and instant commands. I promise you that the more specific and task orientated and the more instant the command, the more likely it is to be completed. Also, the more your employee will enjoy the success of delivery and feel rewarded by it
3. Lastly, don’t expect too much!! That old saying of ‘If you want a job done properly, do it yourself” has definitely stood the test of time!

Employing good people is one of the most important and toughest parts of running a business…and I haven’t entirely cracked it yet.

We are all chimps

I have been reading ‘The Chimp Paradox’ by Dr Steve Peters. My wife bought the book for me as she knows I have a significant interest in simian behavior present in human beings. I often refer to fellow humans as chimpanzees in clothing. This isn't necessarily a negative comment it is merely a recognition that us human beings have a part of us that is very chimp-like, a part of our brain that functions in a chimp fashion and this sometimes gets us into real trouble! The chimp brain is primarily fast, powerful and dominant especially when stress and risk are involved...so in business you meet and see a lot of chimpanzees in suits!

As stated in the book, which Sir Chris Hoy gives credit to for contributing to his Olympic success, the trick is to recognize, accept and manage your inner chimp. Most people don’t even recognize the chimp inside and stay at its very powerful and reactive mercy – you will recognize these people as they will be highly emotional, negative, reactionary, defensive and even paranoid.

The good news is that you also have a very human part of your brain, a more rational, reasonable and factual element, that when applied fully can, and will, help improve your experience in life and the world. You can be less reactive, measure with facts, look at specifics and be more in control – which is what is required for business success.

It’s up to you if you want to stay up in the trees picking at flees ie keep blaming the world, reacting and fighting because you feel vunerable and paranoid. Or you can come down to the ground and find your human side.

I would encourage you to get the book 'The Chimp Paradox'. It’s a great read and you will start looking at the people you know and asking are they behaving more like a chimp or a human? And remember the old chimp saying: ‘Oooooo ooooo aghhhhh aghhhh Oooooo Ooooo'!

The legacy of the Olympics...what we can learn

If you were lucky enough to go to the Olympics as I was, or just loved watching it on tv (as everyone I’ve spoken to has!) this article from business and marketing expert Chris Cardell will resonate with you, as it did for me:

“Well, as Sir Bruce Forsyth would say…… “Didn’t we do well.”

As the gold dust settles from London 2012, I wanted to share some thoughts with you on the extraordinary spectacle and experience we’ve just been through – and some observations that might be of use in you Entrepreneurial life.

I was going to write this email the day of the closing ceremony but I think it may be of more use today, as Britain starts to get back to ‘normal.’ The following is really written for my UK readers. If you’re outside Britain, don’t be offended. We’re feeling rather proud of ourselves at the moment.

So, some thoughts on the London Olympics of 2012…….

First, I had forgotten what an extraordinary country Britain can be. Somewhere, back in the mists of times, our ancestors had the balls to call our country GREAT Britain. I think we had lost track of why. I know I had. The last month has shown us why. It’s been exciting to be here over the last few weeks but it’s also been a privilege. The organisational and logistic achievement of what we did and how well we did it was breathtaking. I’m not sure what was more impressive…..turning up at the Olympic stadium and seeing this extraordinary creation – or leaving the stadium with a hundred thousand people and somehow getting onto that bullet train and back to London in 7 minutes without having to queue for a moment. I have absolutely no idea how they did it. I do know that the whole experience was a profound reminder that when we get our act together, we can do anything as well as any country on this planet – and in many cases much better. It’s worth us remembering that as we run our businesses. It’s easy to believe that we have an inherent disadvantage against the global economic superpowers. That’s not the case. If anything the opposite is true. We have a history of producing results massively disproportionate to our relatively small population. Think of the opening ceremony and that never ending stream of music we have gifted the world.

Talking of music, that wonderful opening ceremony also reminded us of our creative genius. From The Beatles, to Shakespeare and so much more, we are an island brimming with creativity. I’ve always argued that great Entrepreneurism isn’t primarily about business skills. They’re easy to master. Great Entrepreneurism is about creativity. Whatever business you have, you’ve created it out of absolutely nothing. Reaching your goals and solving future problems will require skill – but above all it will require your creativity. Tapping into our innate creativity is something we could all do more of.

As an aside, it’s also worth remembering that there’s a direct link between creativity, intelligence and humour. A sense of humour requires the ability to link seemingly unrelated factors in your brain in unusual ways. So does creativity and intelligence. I’ve been constantly reminded of Britain’s sense of humour over these weeks. From Rowan Atkinson’s Chariots of Fire to the jokes and banter of those incredible volunteers. Our sense of humour is an asset. There were mumblings after the opening ceremony that some countries wouldn’t ‘get’ some of it. No they wouldn’t. That’s the point.

My American friends are fond of proclaiming their country the greatest on earth. I respect their patriotism but I don’t think the world is that black and white. In any context, we have the opportunity to be as good, or better than anyone else. I know that Sir Richard Branson’s Virgin America airline is kicking ass in the country of supposed superior customer service. There’s no reason you can’t do the same in your own field of endeavor.

I’m as guilty as anyone of complaining about my country. There’s a lot wrong with it. But in August 2012 that country did something to me it had never done before. It humbled me. A couple of weeks ago I strolled across Blackheath Common where I used to stumble as a teenager after an evening at the pub – and walked into Greenwich Park to experience not only the most stunning backdrop imaginable for the equestrian events, but also Britain winning gold. I wasn’t expecting that and I certainly wasn’t expecting how emotional it would be when they raised the flag and played the anthem. I don’t claim to be an equestrian expert but it seems this all happened because one of our team, in his 50s, broke his neck a few years ago and was told he’d never ride again and totally refused to buy into his diagnosis. That’s another thing the British are good at – sheer bloody minded stubbornness.

The next thing may be obvious – but it’s worth focusing on. The Olympic Games is about the leading edge of human excellence. You’ve just had two and a half weeks surrounded by human beings at the pinnacle of that excellence. One of the interesting things about studying excellence is that the context is fairly irrelevant if you’re interested in learning from high achievers. In other words, the fact that Bradley Wiggins rides bikes and you run a business doesn’t matter if you’re interested in learning profound lessons from Bradley. In fact, the British cycling team’s three pronged approach to success that has made them the best in the world, can be mapped across to business almost word for word. For example, their approach to incremental improvements is what we would call optimisation. It would be a very good use of your time to watch interviews with the high achievers from the Olympics and take notes. I did and have lots of sheets of paper from the last couple of weeks stuffed in my pockets as a result.

There are numerous lessons we can learn from the gold medal winners and most are beyond the scope of this message. But I’ll make one observation. I didn’t see any gold medal winners who got there by making a vague decision about how successful they’d like to be, putting in the same effort as the masses and not working weekends. I’m not sure why so many business owners who take that type of half-hearted approach, are so surprised that their life is such a struggle. You get gold by getting up when everyone else is asleep and putting in the work that others won’t. Then you do it again and again and again through rain, sleet and snow. You get gold by failing and coming out of that failure with an iron resolve that nobody will shake. You get gold by doing the gymnastic leap of your life, with a bandaged broken toe.

Of course, when we see the proud athlete with their gold medal glistening in the London sun, we don’t see the cold, dark mornings of training they endured to get there. Likewise, when you turn up in your shiny new car (or whatever your equivalent) the people in your world won’t necessarily have seen the Entrepreneurial pain and heartache you endured to get there. But the gold medal winner and the Entrepreneurial winner are the same in many ways. They know precisely what they want. And they’re willing to pay the price to get it.

Finally, one of the great joys of the 2012 Olympics was that Britain stopped moaning. An extraordinary achievement. I experienced several London taxi drivers who were totally silent. There was nothing to moan about, so they had nothing to say. Ironically, most of us Brits think we stopped moaning because the Olympics were so great. I would say that the Olympics were so great partly because we stopped moaning. You simply can’t have that level of excellence with negativity. The laws of the universe won’t allow it.

Our culture and our media’s obsession with negativity is, I believe, one of Britain’s greatest challenges going forward. This economy will pass. Our attitudes won’t. That media and culture are eagerly awaiting the ‘return to normal’ so that they can claim that the high we experienced at the Olympics was a flash in the pan. Actually, as a nation, they’ll be right. Six months from now the country will be about as negative as it was six months ago.

But the same does not have to be true for YOU as an individual.

If you’re in Britain you’ve just experienced your country functioning at an extraordinary level of excellence. You’ve seen what we’re truly capable of, when strategy, mindset and a belief in possibility are aligned. And as if that wasn’t enough, hundreds of the world’s most incredible, success driven individuals have come to your country and shown you, day after day, levels of human achievement that are simply staggering.

I hope you enjoyed the Olympics as much as I did. But I also hope that you’ll consider using it as a wake-up call. A wake up to what you’re capable of. And maybe a wake up to the fact that you’re not even scratching the surface of your true potential.

And remember, you live in a country where James Bond went to pick up the Queen to take her to the Olympics. It’s OK to be proud.

Best wishes

Chris Cardell”

The profile for success

I was invited to host a number of round tables last week for the British Franchise Association, specifically to discuss the use of profiling in franchisee selection, and the support given to a franchisee once they have made their investment.

I was surprised that the vast majority of franchisors do not use any kind of profiling process when they are selecting franchisees. This is obviously missing a trick. Profiling enables both franchisor and franchisee to see if they are matched to the business, based on the profile of an ideal franchisee. It shows the skills and character traits that are need for success. Without profiling, franchisee and franchisor are really just taking a punt, hoping they will be right for each other, but facing the consequences down the line if they aren’t – worst case scenario being that they are ill matched and the relationship must end. At Jasper’s, profiling has helped us establish what we need in franchisees – highly capable, motivated, positive people (ideally a partnership) with strong sales skills.

When hosting the round tables I was also surprised to discover that most franchisors do not consider offering any structured emotional support once a franchisee has invested in their business. It is a fact that once you become a business owner, stress levels shoot up. This is to be expected – suddenly, after the excitement of investing in your own business, it’s down to you to lead it, run it and make it a success.

But once you get to the point where you embrace and accept this responsibility you can enjoy all the positives that come with it – not least that you no longer have a boss! And, an ongoing basis, you can enjoy the increased freedom you feel and the increased wealth you will gain in the long run. I don’t believe it is fair or productive to expect someone from outside of franchising to acquire all the knowledge they need and manage their emotions over the short and transitional period of setting up in business. That’s why I am passionate about including the support of a professional high performance coach to help every franchisee who joins our network. Franchisees tell me the support has been invaluable in keeping them focused, confident and motivated.

So when you explore the world of franchising start by asking the question – what support can you as a franchisor offer me? After all, the whole point of franchising is to have your own business but without feeling alone!