Hitting the Target
Colin Thompson
Managing Partner Cavendish/Author/International Speaker/Mentor/Partner
You cannot hit a target that you cannot see. The starting point of great success is when you sit down and decide exactly what you really want, in every area of your life.
One:
What am I trying to do? Define the ideal goal or outcome that you are striving for before you begin. If you are working with others, make sure that everybody is crystal clear about the “what,” the desired result, before anyone starts work. Second:
How am I trying to do it? Make sure that this is the best way. Ask if there could be another way. Always remain open to the possibility that you could be wrong. Think through and analyse your approach to be sure that it is the very best way to go about achieving your goal or objective. Third:
What are my assumptions? Are you making any assumptions with regard to the market, the actions or performance of other people, the underlying motives of the key players, or the outcome of future events? Remember, as Alec McKenzie wrote, “Errant assumptions lie at the root of most failures.” Fourth:
What if your assumptions were wrong? What if something that you believed to be true turned out not to be true at all? Perhaps someone you are negotiating with is only using this negotiation with you in order to get a better price or deal from someone else. Always be willing to question your most cherished assumptions. Fifth:
What would I have to do differently if my key assumptions were wrong? What would you do if this approach failed completely? What are your alternatives? If you were not now doing it this way, would you start it over again? Always be willing to ask the question, “How else could I go about achieving this same result?”
The key to all this is clarity. Clarity is everything. To perform at your very best, and double your productivity, you must be absolutely clear about what it is you want to accomplish. You must then identify and pursue the very best way to go about achieving it. You must be open to new information. You must be willing to accept feedback and self-correct. You must be willing to abandon one way of working and embrace another if the circumstances require it. And you must be fast on your feet. According to the Menninger Institute, flexibility is the most important single quality you can develop to survive and thrive in the 21st century. Flexibility requires openness, receptivity, and the willingness to try new methods and techniques. One way to become more flexible is for you to get your ego out of the way. Detach yourself from the situation. Be more concerned with what's right rather than with who's right. Your only question should be, “Does it work?” Whenever you experience resistance or stress in pursuing a particular course of action, stand back and question your methods. Ask, “How else could we approach this?” Be open to all possibilities, including abandoning the goal or project altogether.
This is also the way to increase your productivity. The starting point of higher productivity is clear goals. For a goal to be effective in guiding behaviour, it must be specific and motivational. It must be believable and achievable. It must be written out and trackable by at least five people. The greater clarity you have with regard to your goals, the more you will get done and the faster you will accomplish it. The second key to high productivity is clear, written plans of action. Every minute you spend in planning will save you as many as 10 minutes in execution. Make a list of every single step of the task, or of your day, before you begin. Always work from a list. Think on paper. Working from a list keeps you on track and gives you a visual record of accomplishment. The very act of writing out a list and referring to it constantly will increase your productivity by 25% or more the first time you start doing it.
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