A PATH TO FOLLOW
Leading When Times Are Good
5 tips to take business to the next level when things are running smoothly by Zanzibar Vermiglio
Zanzibar Vermiglio is an author, corporate trainer, time management expert and the founder of Zanzibar Enterprises. After skipping college at age 18 to manage companies, he has since led training programs for more than 20,000 people in hundreds of businesses. He has also doubled the size of more than 100 companies. The three aspects of business he focuses on are value proposition design and execution, operation scalability (including management architectures) and sales planning. zanzibarenterprises.com
JULY 2021
50
INBUSINESSPHX.COM
It’s almost second nature for business leaders to lean in and help their team weather a storm. The pandemic was a perfect example, as many companies were trying to figure out new and creative ways to make sales to keep from closing their doors. On the other hand, these trying times turned into a pot of gold for many companies that were able to pivot quickly. The stream of new customers opened the floodgates to unparalleled success. But instead of laying off daily disciplines and going with the flow when things are going well, strong business leaders should put just as much energy into new processes, alternative methods and growth as they do when times are tough.
CREATING A GAP: EXQUISITE VALUE TO CUSTOMER
When experiencing success, leaders should always create a gap between where their teams are now and what they’re striving for. A business only exists to create value in a market. When times are good, businesses have room to get experimental in how they are going to approach the marketplace in new ways and elevate delivery to potential customers. For example, when businesses are overrun with business, often what happens is team members scramble to get everything done. Details can be missed. Instead, encourage team members to focus their attention on ways of elevating value delivery both technically and experientially to the client.
When experiencing success, leaders should always create a gap between where their teams are now and what they’re striving for.
Two things will happen. First, switching the culture from frenetic defense to cognitive and careful offense will leave the team grounded and having more space around them. Second, the value delivery of their operations will be more dialed in, resulting in more client referrals. Rather than just a groundswell, elevate to another level of performance. The first thing great leaders do in good times is create a gap between where we are now, and how good they can possibly be at executing for their clients.
DEVELOP PEOPLE
Next, leaders should always be developing their people. When a business is running smoothly, leaders should have room around them both emotionally and contextually to dig in and help people become the next iteration of themselves professionally. Team members shouldn’t go on autopilot. They should stay busy and hungry. One of the most important things leaders can do is to make sure to know where each one of their people wants to be in the next three years in their career. It is a manager’s job to get them where they want to be. Find out what that future is for them and get behind it. Challenge programs are an amazing way to develop people into the next best version of themselves. Having employees switch positions for a week, allowing them to walk a mile in someone else’s shoes, builds empathy for other departments and triggers them to
