Celebrate Small Successes - Today's Successes

You know the sayings - you eat an elephant a bite at a time; a journey of a thousand miles begins with a single step. Well, they're true - and we need to keep reminding ourselves of how true they are. Translating those sayings into our every day habits of thought can be difficult, particularly when faced with a BHAG - a Big Hairy Audacious Goal - but it's critical we do that.

Those daily successes are the basis for those BHAG's. Without the day to day successes, the BHAG's don't happen.

A client company I was working with were looking to save $2 million through cost reductions in a year - a lot of money for a $90 million a year enterprise - a BHAG. At the very first meeting of the team assigned to define how to save that money, one of the first proposals offered by the team had a value of $50,000 in real savings in the first year. The CFO responded by saying he was looking for real savings, not such small amounts! The CEO didn't respond to that comment. No further proposed cost savings were made by the team. The meeting ended.

In talking to the team they explained that all of the other cost savings they were going to propose were smaller than the $50, 000 proposal that had received such a negative response. Based on the CFO's input, they weren't willing to bring them up. I asked how many proposals they had defined and developed. They had nine solid proposals amounting to cost savings in the first year of $375,000 - almost 20% of the $2 million goal! Not exactly chicken feed!

We met with the CEO and the CFO and talked about expectations, team motivation, and how to get to $2 million in savings. The CEO and CFO were eager to get to $2 million fast, or they and/or the business would not survive. They had been disappointed when the team came up with a proposal for just $50,000. They had hoped for 10 times that amount. When they found out that the team had identified $375,000 in savings in a short time, their expectations changed. They were able to see the value in supporting a series of small - compared to original expectations, successes as the way to the BHAG. The team succeeded in meeting and exceeding the $2 million goal.

We need to see the big picture, but the big picture is composed of a lot of small pictures. Take the time to identify those small pictures and celebrate their achievement - it creates the energy and commitment and passion to press on until the big picture is achieved.

Do it today.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032, Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Ciopyright 2006. All Rights Reserved

Two Things To Do Today To Succeed

After writing and posting the three actions to take for success blog yesterday, I met a person who I will describe as impressive, until we shook hands. Left me cold with the fish grip and no eye contact. Wow! What a first impression!

I've been reading a book called The Aladdin Factor by Jack Canfield and Mark Victor Hansen. A terrific book, particularly for us strong, silent, independent types who think we are required by some law of the universe to do things ourselves, and not to ask for help, because that would be a sign of weakness.

So what are the two things we can do today to help us succeed?

The first is check your handshake. It's amazing how many people, male and female, give the limp shake. It shouldn't come as a surprise that a limp shake gives the impression of low energy, of lack of interest, of lack of confidence. At the same time you're checking your grip, check out how you make eye contact. A limp shake with no eye contact is a sure turnoff to successful people. They might respect your technical talents, they may respect your accomplishments, but I guarantee they will not want you to represent their organization to other organizations, to "A" player candidates, or to any other influential person or organization. Use a mirror to practice your eye contact, your smile, and your words of introduction until they become second nature. Practice your handshake with a friend - preferably someone with a good, strong , non - finger - breaking grip, and make a firm, brief, full hand shake a habit. And use it with both men and women. Do it now.

The second is to ASK! The biggest part of The Aladdin Factor deals with asking for what we want - in life - in business - in relationships. Read it - it will change how you look at independence, as opposed to interdependence. Covey, in The Seven Habits of Highly Effective People talks about the three stages of development - dependence, independence and interdependence. I don't know about you, but I was brought up to believe independence is the highest stage of development. It isn't. Interdependence, working with others in so many ways, gives us leverage in our lives. If we don't ask for help, for advice, for checking our handshake - if we can't do that, we cannot reach that highest level of development. Read this book - do the exercises - ask. It will change your life.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006. All Rights Reserved

Three Things To Do Today to Succeed

These three simople actions you can take today occurred to me while I was leaving the gym behind one of the slowest walking, grim people I have ever seen. And it was right after I listened to Chris Mathews of MSNBC on TV while exercising.

I guarantee if you take these three steps good things will happen to you.

Number 1. Be a "Fast Walker". Stride with purpose. Be in a hurry to get everywhere. Check your pace today. If you find yourself walking more slowly than your fellow workers, speed up. Nothing says low energy like a "Slow Walker" Nothing communicates energy and purpose more than a fast pace.Do it today!

Number 2. Speak with conviction. Without getting into the politics of Chris Mathews, he speaks with conviction. Have you ever noticed how people will listen to and believe people who speak with conviction and with a direct manner that can be heard. Are they necessarily correct, or the most expert person on the subject? No! But most people find comfort in conviction - they want to believe they are listening to an expert. So if you are like me, always looking for more knowledge before speaking out - or speaking out and qualifying what you say, you're not getting heard. Listen to yourself - change - you've got a lot to say - speak up, speak out, let people know what you think! Do it today!

Number 3. Give yourself a facelift. Smile! It's amazing what a smile does to relationships. It transforms people - it makes them more approachable - it makes them appear successful - it says " I'm doing good". People want to identify and associate with people who feel good about themselves. Check your image and your manner. Ask people how you look to them. If your "Force Field" screams "Stay Away" then change your message - smile. I don't mean walking around with an insane grin on your face, but making a smile as much a part of your persona as other emotions. It's amazing how little effort it takes, and the return is tremendous!

Be a fast walker, speak with conviction, smile - what a combination!! Do it today.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andy@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006, All Rights Reserved

Good Things Come To Those Who Wait - Or Do They?

Do you remember being told that "Good things happen to those who wait?" Usually it was said after something had already happened, and someone was providing hope and encouragement for the future. As a belief, it gives us a warm fuzzy feeling of security. A feeling that if we just stick around, be patient and prepare, good things will happen. A truly false feeling of security.

A radio announcer reminded me of this belief the other day. After saying "Good things come to those who wait" he said in his experience the only thing left for those who wait are the leftovers - the stuff the people who acted quickly didn't want.

He's right. I hadn't thought about it in those terms, but the more I reflected on it, the more obvious it became. I 've been guilty of this self talk - often - and very little good came to me by waiting. OK, some things just have to take time - like growing corn or tomatoes. But even there, first to market makes the most money.

If you hear your self talk rationalizing inaction by saying "Oh well, good things come to those who wait", stop and fight that belief. Don't let it become imbedded in your mind - if you act now, you will succeed. If you wait, you are turning your opportunity over to the tender mercies of others and of fate - and rarely does that work to advantage. Do it now - get first choice in whatever it is you are stiving to accomplish.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006 All Rights Reserved

Negative Expectations - Beliefs That Keep Us From Asking For What We Want

Somewhere along the way many of us developed negative beliefs about asking for what we want. Perhaps we believe that asking is a sign of personal weakness. Perhaps a sign of dependency. Perhaps we don't feel we are worthy of asking. Perhaps we feel that people that ask for things are imposing, and since we feel that way, others must feel the same way.

Many of these limiting beliefs - and they are limiting - result in our believing that to ask is to set ourselves up for refusal - failure - embarrassment - loss of self respect and esteem. And so we only ask if and when we have no other choices left. And often we are disappointed, because in asking we start with negative expectations - that we will fail - be refused - and that is exactly what we get. Have you ever heard the saying " You get what you believe you will get'? If we're thinking failure, we will get it - and in getting it we reinforce the negative expectations of asking.

So what do we do with this giant anchor fashioned from our own thoughts? An anchor that keeps success at arm's length - too far away to really reach, but close enough to feel it is in our grasp - if only ----.

What if we could put aside these negative expectations about asking - for just a day? How liberating would it be to think that upon making that phone call asking to see someone, it turns out they are not just willing, but happy that you called, and want to see you as much as you want to see them. A dream? Perhaps. But is it any less of a dream than the dream of refusal - of rudeness - of "No"? And isn't a positive expectation so much more fun - more energizing - more able to lift us up and keep us going?

How do we create these positive beliefs? We start by listening to what we tell ourselves every day. And fight back every time we hear ourselves telling us to slow down, to protect ourselves from disappointment, to criticize our preparation. Our minds can be changed - we can believe in positive outcomes. It starts by telling ourselves that positive outcomes will happen to us - the possibilities of success are at least as great as the negative thoughts we have had in the past.

Start today - start with the next negative outcome that your mind creates for you - realize it is no truer than the opposite, positive outcome. Then let your actions be guided by opportunity - it is so much fun - and energizing, and driven toward success.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032, Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006. All rights reserved

Success Starts With Feeling Important

I was talking to a beautiful, bright artist acquaintance who is an attorney. I asked her what had made her choose the law. Her answer was that she wanted to be important and do something important with her life.

I guess it hadn’t occurred to me that wanting to be important or wanting to do important things could be a focus of career selection – but the more I talk to people it becomes apparent that personal importance and importance to their enterprise are critical factors in success – from both an individual and an enterprise standpoint.

Research has shown three things that we all want in our work; to feel we are part of a worthy enterprise; to contribute to the success of the enterprise; and to be recognized for our contribution. Take any one away and the bond is broken – take away two or three and serious trouble occurs – in turnover, sabotage, theft, dishonesty in many forms, poor customer service, poor sales support.

Our feelings and beliefs about our individual importance are critical to our success regardless how the world may view us. Without a feeling of our own uniqueness and value, it is very hard to succeed – there are too many signals coming in that can jar us and cause us to “give up” and seek our importance from the group – at the expense of how we feel personally.

Have you ever noticed how some people just plunge forward with their work – won’t take no for an answer, and, while they may leave some bodies bleeding in their wake, they get recognized and rewarded. I suggest they have a very strong conviction that what they are doing is absolutely critical to their enterprise. They are the “go to” people in every organization. They are the ten percenters every organization wants and values and works hard to keep. These people are convinced of the importance of their work, they are convinced of their personal importance, and they expect to be recognized and rewarded.

In the middle are the solid players – the people who follow process – the team players who are conscientious, want to succeed – who are willing to put in the effort to get things done right and on time. These are the majority of any organization. They also represent the best opportunity, or the biggest jeopardy, to the enterprise. Their feelings of importance are tied closely to the beliefs of working for a worthy enterprise, being recognized and rewarded, and being able to see their contribution.

Then there are the people who are rarely asked to step up – who are assigned to projects with an understanding that they have to be watched closely. These are the ten percent people that Jack Welsh targeted while at GE. They believe their performance is conditional on how well the organization treats them – the old “ pay me more and I will do more”. Their “employment contract” is conditioned upon things outside themselves being the drivers of their performance. You cannot be successful with this set of beliefs.

Assess where you are in terms of your own importance and your importance to your organization. If you don’t like what you see, start with your own sense of the importance of what you do. Every job in every organization is important. Be convinced of that – then act on that belief and watch your performance, rewards and recognition increase!

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032

Ph: 602-795-4100; Fax: 602-795-4800; E Mail:andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006, All Rights Reserved