“Hard work and determination do pay off.”
A client recently said this after his project had been approved by senior management. His declaration wasn’t just an idle boast; he’d been working on this project for over four years.
Eric (not my client’s real name) proposed to overhaul and upgrade the print and mail operation. My assignment as a consultant was to review his company’s in-plant operation, and develop suggestions for changes. Many of my recommendations were similar to what Eric had already proposed.
With a solid plan, supported by an external consultant’s review, Eric had a good foundation to start. So why did it take him four years? Mergers and acquisitions, management changes, and new regulations impacted corporate priorities. Eric’s project received less support than other initiatives. However, Eric continued on his path to success through hard work, determination and recognizing small victories.
Keeping a large project alive is never an easy task, especially when senior managers aren’t convinced of its importance. Eric never expected the work to be easy, and prepared for the challenge. His preparation included collecting information on corporate mailings, educating himself on available technology and building a strong network.
Management must understand the business reason for change. That reason must be based on solid numbers and calculations not the desires of one person. So, Eric created spreadsheets and databases on the volumes of mail and related expenses. As part of a large growing company, with many independent business units and subsidiaries, collecting this information was a tedious task. But it got accomplished.
Also, an advocate for change must have a deep understanding of their industry. Eric used an external consultant to supplement, not replace, his own knowledge. Attending conferences, reading trade publications and meeting with vendors were just some of the methods Eric used to collect information. On a regular basis, I would pick up my phone to hear him saying “What do you think of the new product ABC Company just released.” Eric knows what he’s talking about, and more importantly, management recognizes that he has that knowledge.
Another technique Eric used was networking, inside and outside his company. Eric got to know the managers of the various business units and subsidiaries within his company. He discovered the best sources of data to support his plan. Also, Eric networked with people within the industry and kept informed of what other companies were doing with their operations. He even joined an online discussion group about document strategy.
This work to support his efforts would have been harder had Eric not been determined to succeed. He knew his ideas had merit and believed in his own abilities to turn those ideas into reality. This project was too important to quit trying.
Giving up too soon is a mistake many people make. Often people perceive a minor setback as the final blow. Not every goal will be reached on the first attempt. There may be more steps to the final destination than originally thought. And stumbling on one step doesn’t mean that you can’t get back up and climb over the next three.
Celebrating each step is important to maintaining a positive outlook. A boss of mine used to call these accomplishments “small wins”. Eric has become a master at winning small.
A notice is redesigned to save postage. A new machine is purchased to fold and insert statements at high speeds. A new “postal manager” position is created to provide support and guidance to the entire corporation.
For some, these accomplishments may seem too small to merit much attention. For Eric, they were markers that showed he was progressing to his goal. And passing each of these markers was shared as a victory with his customers, his peers and his management.
Celebrating these small wins had two effects. First, Eric’s team remained motivated and was able to see the fruits of their labors. Next, Eric and his team cultivated a reputation for being successful at accomplishing projects. Believing in themselves and having others believing in their abilities were instrumental in management approving the larger project.
After receiving approval to move forward, Eric now has even more work ahead of him. He’s been given the support of his senior managers and additional resources to see the project to completion. With his attitude and abilities, I know he’ll be successful.
Reaching your goals isn’t always easy. Like Eric, you can be successful if you take the words “hard work and determination pay off” not as a worn-out cliché, but as an approach towards life.
Mark M. Fallon is president and CEO of The Berkshire Company, a consulting firm specializing in mail and document processing strategies. The company develops customized solutions integrating proven management concepts with emerging technologies to achieve total process management. He offers a vision of the document that integrates technology, data quality, process integrity, and electronic delivery. His successes are based upon using leadership to implement innovative solutions in the document process. You can contact Mark at mmf@berkshire-company.com.