The 6 Pillars for Success and Perspective

Again and again I hear so many ask why this program failed to take off or why that customer awarded the contract to another vendor, and truthfully it almost always goes back to these core basics.

In a recent article released by ChannelWeb, Predictions for 2010 from the VAR 500, Rick Marcotte, President And CEO of DLT Solutions cited his company’s reason for success:

“The principles that have made us successful each year rarely seem to change. Customer intimacy, the blocking and tackling of sales and marketing, and flexible payment options are not fads. They provide true value that never goes out of style.

I see this thread repeatedly. However it is stated, these things form a pyramid for success that applies to success in business, personal branding, and beyond.

3 Pillars of the Success Pyramid:

1. Are you customer-centric (and do your people know it)?
2. Are you working your base and leveraging what you know to either get deeper or broader (or both)?
3. Be willing to bend so you don’t break: A willing buyer doesn’t always lead to a sale. Qualify often, but remember flexibility keeps you close to your customer and can hedge out competition.

We have a tendency to get stuck in the weeds or lose sight of what’s really important from time to time. Pay attention to the triggers that can lead to failure. Make a habit of moving through steps to achieve clarity and perspective.

3 Pillars of the Perspective Pyramid:

1. Stop: Stop what you are doing, take a break, and briefly take a pause from the issue at hand.
2. Recenter: Remember why you do what you do and remember the 3 proven principles for success.
3. Reconnect: Don’t wait around. Get back in the action, and solve the problem.

Remember: Understanding these keys to success can be as important as their execution; after all, wisdom is applied knowledge.

Ken Stewart’s website, ChangeForge, focuses on the collision between the constantly changing worlds of business and technology in an information-centric world. Ken serves on the board of the new Managed Print Services Association, an international industry organization seeking worldwide best practices for the managed print services industry. He is also the founder of Seeking the Son. He is always interested in connecting with you.