Are You Climbing or Digging?
By Steve Dailey

As I work with entrepreneurs - whether they are running start ups, established companies or companies in their twilight as they prepare to exit - I find that there are essentially two distinct types of mindsets: those that are climbing and those that are digging.

Diggers are the diligent, loyal, highly endurance oriented work horses that have earned every nickel of whatever fortune they have. It has been blood, sweat and tears - and mostly sweat - that has them and their business where it is. They have settled into a pace - sort of a plodding - that is as consistent and as predictable as time itself. Though they are active every, single day in their business - they are sort of unconscious. Business is a routine, a machine, a familiar home for this entrepreneur. They aren't unhappy, really, just not necessarily inspired. They may be doing fine financially but that's all really just fine.

Then there are the Climbers. These are the sort of kinetic types. The idea that started their business was not just the first idea - it was just the idea that lit the fuse for ideas. The same thing every day is like a black and white TV to them. There is energy in everything they do and a brightness to everything they touch. It is hard for them not to be noticed and their impact - positive or negative - is rarely left unnoticed. Just one year can be ancient history to them as they continuously find ways to invent new things.

Which way to do you lean? Digger or Climber?

With the Climbers I invariably find a more vibrant financial condition in their businesses - big and sometimes giant spikes in revenue, homeruns are not unusual and cash flow is flying. Sure, there has been some riskyness along the way, but somehow it always seems to work out for them. I find that with Diggers there seems to be a foundation of stability and longevity that is missing with Climbers. With Diggers I see stable revenue streams, caution and conservative views on spending and a generally loyal support structure - 20 year employees for example.

Over the years of coaching entrepreneurs I have learned to help Climbers become more like Diggers and Diggers to be more like Climbers. Here are my top three recommendations for each group so that the pendulum swings more their favor.

A Digger that wants to be more than "just fine" in the performance of your business might:

1. Declare to invent something new and implement it in the coming year. Look at new revenue stream, expand a product line, do a sale or a special at an unusual time of the year, partner with a new alliance or buff up the tag line for your company branding. A new coat of paint, so to speak, does wonders for any business.

2. If you have any employee turnover in the coming months, be intentional to bring in idea people rather than simply "doers". Introduce energy and innovation into the personality of your company rather than simply status quo. Having internal "thought challengers" makes a big difference in everything from new product creation to more efficient systems.

3. Set a big hairy goal for profitability in the coming quarter or for a particular revenue stream. Lift prices way out of your comfort zone and test how the market reacts. You'll likely be surprised at how your best customers will gladly pay more and those that cause you trouble will go away, making room for new customers that gladly pay more.

A Climber that longs for more stability and predictability in business success might try to:

1. Start measuring the performance of what you are doing.If you have a new idea tomorrow for example, design into it's implementation a careful measure of how much it costs, how much response you get, when the responses come, what the profit is and when you break even. Measurement is the basis of good decision making.

2. Turn more of what it takes to run the company over to implementers and follow through people. Most Climbers try to hold on to too much, but discover that if they let some of it go they are free to do more of what they love to do.

3. Rather than inventing something new in the coming year, simply focus on making everything that already exists in your business - better. Improve sales of existing products or services, lift profitability of what you already sell, improve customer service, customer retention and customer repeats...you get the idea.

So - whether you are a Climber or a Digger, there is opportunity for improvement in the traits of your alter ego. Think about striking a balance and it will enhance velocity in the development of your business.

In business you are either climbing or falling. Competition for marketplace success requires more focus, tenacity, skill and strategy than ever before. It only makes sense to tap into experience, perspective and wisdom to make certain you are climbing the right direction on the success ladder - And confident that when you get to the top there is no top!

After over 20 years as a business coach and entrepreneur Coach Steve Dailey, Prime Focus Coaching and Achievement Bridge Founder, is certain of at least two things:

1 - There is something new to learn everyday if you are paying attention.
2 - Business people that don't look for something new to learn everyday have less money and less time.

If you too know you can stand to learn a thing or two about business - then Coach Dailey can virtually guarantee your gateway to new success is through Laser Minute, a free weekly ezine - check it out at http://www.achievementbridge.com/ezine/LaserMinuteReg.htm

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