Business timing is all about being at the right time at the right place. If you and your company get your business timing “right” all the puzzle pieces fall into place. If you don’t have your timing down, you can miss your opportunity.
Getting your business timing right is like the final scenes of the book, The Martian. Yes, the movie is great. The book is even better. There’s a lot of math and science involved in making strategic decisions, testing out those decisions and timing those perfectly. There’s a tremendous amount of collaboration, self-confidence and confidence in others.
The same as there is in doing business. Bet you didn’t know you were a business scientist, did you?
Getting your business timing right means doing the research to understand your client’s own business. What is their trajectory, how fast are they moving in accomplishing their strategy, what type of crew do they have on board to execute that strategy, how competent is that staff, how much risk are they comfortable assuming?
That concept sounds like an entirely different process than: here’s an RFQ for a repeat order. Send it over to the Project Management Office. No need to coordinate with sales. Just complete in and submit it by the deadline. We are on the vendor list, so we should get the order if the price is right.
That sounds like an entirely different process than: here’s the contact information for an individual who just downloaded a white paper. They are undoubtedly a qualified lead. Have inside sales contact them within 5 minutes of their download. Seal what should be a sure-fire deal.
Getting your business timing right means communicating with internal customers in your own company so that you understand their thinking and how it relates to your own perspective as well as your company’s strategy. You will identify internal resources with specific capabilities that you can count on before, during and after each project. New resources will emerge as well.
That sounds like an entirely different process than just doing your job and remaining confined to your professional discipline’s traditional mindset. That sounds like an entirely different approach to professional development. That’s beginning to sound a lot like collaboration.
Getting your business timing right means coordinating skill sets and mindset so that your team works as one, on behalf of each other and your customers. Consider your past track record for working together as a team. Does it resemble a well-oiled machine capable of a daring rescue in space? Or does your ability to work together always resemble trying to herd a bunch of cats who have other plans?
Getting your business timing right involves more than trying to coordinate your sales process with your customers’ buying process. There are a whole lot more people involved than just the buyers and the sellers. Back up your process and mindset. Identify the entire sales Mission Control cast involved in aligning buyers and sellers. Understand the complexity involved in coordinating and executing the docking maneuvers needed to win that contract.
Getting your business timing right impacts the lifetime of your professional success. Your success is in your own hands to create and execute, amidst a lot of parts which aren’t ever moving in a straight line.
Think about the execution of strategy like that grab at the end of The Martian. What timeline, variables, personalities, processes, mindset, analyses, risks and confidence were involved in the mission’s success?
Now. Go. Do. Business.
Babette N. Ten Haken is a strategist, analyst, author and blogger. Her focus: the interrelationship between teams, leadership and culture in technology and manufacturing. Her Workshops target excellence in the execution of strategy. Babette began her career in clinical research (yes, science) where she was asked to bring clarity to stalemated cross-functional conversations. Her Playbook of collaboration hacks, Do YOU Mean Business? is available on Amazon.com.
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