December 2013
www.dakotasupplygroup.com
SPOTLIGHT Tom's
Current
Business Advice For Ebenezer It’s pretty hard to get through a holiday season without hearing the story of Scrooge. There are hundreds of adaptations, from movies to television, from classics to cartoons. But no matter how they modernize the story, its core remains the same: Ebenezer Scrooge is a selfcentered jerk. He deserves a little paranormal activity, and he gets it. Ghosts or not, the holidays are a good time to reflect on our own Scrooge-iness. Not the “jerk” part – that’s too easy (after all, everyone feels pretty good when we compare ourselves to that guy). Instead, consider how you rate on the “self-centered” scale. In particular, take a hard look at your job or your business. Then ask yourself this: Why do I do it? If your answer is “to make money,” you may want to get ready for some creepier-thanusual house guests on Christmas Eve. If I’ve learned anything in my years of business, it’s that making money shouldn’t be the focus of what you do. Making money should be the result of what you do. And don’t get too hung up on “win-win” situations. Oftentimes a win-win situation just means that both teams “sort of ” won – not exactly the kind of situation that inspires overwhelming customer loyalty. Instead, go for “they win,” even if it means you lose a little. Think about Scrooge again. He was moderately successful (constantly negotiating logical, practical win-win transactions that mostly benefited himself), but he was miserable. He spent all of his time thinking about his
money but ignoring the true source of that income – his customers. Consequently, Scrooge’s customers didn’t want to give him one cent more than they had to. Instead, they laughed and told their friends to avoid him at all costs. That’s no way to build your business, even in a Dickens novel. When you put your focus on others you will be rewarded, period. It’s common sense, really. Successful customers become bigger customers. Loyal customers attract new customers. The process may end with you making money, but it always starts with others succeeding first. The moral of every holiday story you’ve ever heard applies here perfectly: it’s not about getting, it’s about giving. Scrooge could have avoided his entire haunted house episode if he had just kept this in mind. Ironically, he would have actually been even more successful – both in his business and in his personal life. Authors Bob Burg and John David Mann say it like this: Your influence is determined by how abundantly you place other people’s interests first. It’s an idea we should apply 365 days a year. In fact, let’s do it together. After all, that’s what The Power Of We is all about at DSG. Happy holidays – and here’s to a new year filled with your success.