Why you don’t have Clarity. (Hint: Clarity has implications.)

Here are three snippets from the field over the past few weeks. These are from three different business leaders who are already very successful by most any standard. Yet notice what keeps them stuck: the perceived lack of clarity.

Scene 1

Me: What do you want?

Client: I don’t know.

Me: Yes, you do. What do you want?

Client: I really don’t know. That’s why I hired you to figure it out.

Me: I can’t do that for you. What do you want?

Client: I really don’t know.

Me: How does it serve you to keep saying you don’t know?

Client: Keeps me where I am — I don’t have to go out there and do something differently.

 

Scene 2

Me: Strategic plan looks very inspiring. One question — what’s the top line revenue target and revenue mix target for the different business units?

Client: Not sure yet.

Me: Ok, when are you going to decide on those numbers?

Client: Well, it’s a process. We haven’t decided yet.

Me: Of course, I understand. So let’s imagine for a moment that you did have a specific number — let’s say the target is X. What would that mean?

Client: It means that I would have to reallocate resources.

Me: What else?

Client: It would mean that I’d have to recognize that my current organizational structure and team is not going to get us there.

 

Scene 3:

Me: What is your personal income goal?

Client: I’m currently making $X. I’d like to make between $Y and $Z

Me: So which one is it?

Client: What do you mean?

Me: Is the goal $Y? Or is it $Z?

Client: Why?

Me: Let’s just say you run all your numbers and you pick $Z as your goal. What would that mean?

Client: It would mean that I’d have to do things differently — focus on different clients, charge more.

Me: So who would you have to be in order to do that?

 

Here’s the punchline. Clarity has implications.

The reason you don’t have clarity is that you don’t want to consider the real implications.

In order to stay safe, you hide behind the lack of clarity as the reason you are not moving forward:

“I’m not sure what I want.”

“I haven’t figured out my numbers yet.”

IF you had clarity in your goals, then the implications are generally straightforward to determine — you would need to do things differently than you are doing them now. You would have to MAKE A DECISION and then COMMIT RESOURCES to ACTION.

What you could not do is keep doing the same thing.

It really doesn’t matter to me what your goals are. You can pick any number that you want.

I suggest picking a number that really will allow you to create a business that is highly profitable, that allows you to reinvest for the future, and allows you to live the life you want. (I will crunch your numbers with you to make sure they really do allow you to truly succeed on your terms — but that is ultimately your decision.)

But I can’t help you design a strategy to get to a fuzzy goal.

To give you an example, this Friday I’m conducting a complimentary working session with a potential new client. The first step is to help this business owner get crystal clear on a specific goal for 2014 and the implications of that goal.

To reach the goal, this owner will require a strategy, new skill sets in sales, and new ways of thinking. I know I can help her with all of these — but only once she is clear and has made a decision. And I’m not really interested in working with her until she’s made that decision — fully-informed of what success really requires. So this is the first step.

If you are not crystal clear on your goals but know you need to get clear and achieve a business and financial breakthrough, I encourage you to request a working session with me. Take the first step.