Dare to Upgrade Your Policies

by Joan Friedlander

Policy: a definite course of action adopted for the sake of expediency, facility, etc.
Boundary: something that indicates a border or a limit.
(www.dictionary.com)

Any time you want to make a significant change in your business, you'll probably find you are required to update some policies and set new boundaries in order to get things done. I've noticed how difficult it is to make these changes, especially for those who value their business relationships, and assume that changes will be rejected by colleagues, customers, and even prospects.

In order to grow and thrive, we service-based entrepreneurs have to shut off our "service" orientation long enough to make intelligent business decisions. It seems there is some confusion between service and sacrifice, as if one requires the other. As a matter of fact, I can't think of one person I've worked with who hasn't felt a strong pang of angst when the time has come to tell their customers that they're making some changes to their policies, or means of delivering service.

• A talented compensation consultant with a long-standing business relationship worries that if he asks for a commitment to work for the year they'll fire him.
  

• An independent high school counselor who can't take on any more clients without compromising her personal life worries that anyone she hires to share the work won't be as good as she is.

• A marketing consultant working with a few very difficult clients is afraid to take a stand and set new expectations - or sever the relationship all together.
  

They're challenges are normal and to be expected. Taking your business to the next level requires some uncomfortable actions at times.

When it comes to setting policies and limitations on your availability, you may not always have your best interest in mind. Most of my clients know the "right" answers to their dilemmas. They know what's in their best interest, and the best interest of their business. Instinctively, they know that these two aspects of their lives are not mutually exclusive. They hire me to help them make those decisions more quickly, and with some assurance that they're doing the right thing so they can execute these changes intelligently.

Sacrifice: the surrender or destruction of something prized or desirable for the sake of something considered as having a higher or more pressing claim...a loss incurred in selling something below its value. (www.dictionary.com)

Service: Often, services, the performance of any duties or work for another; helpful or professional activity.

Hm. Service and sacrifice have nothing to do with each other.

Let's revisit my clients:

• The compensation consultant has met with 3 of his biggest clients to establish his work contracts for the remainder of the year. None of them have fired him. As a matter of fact, all have increased the work they want to do with him.

• The high school counselor is preparing to bring someone onto her team to help her. She's developed a well-thought out training schedule so that this new person will be able to conduct the services with the same quality she's known for. She's setting the stage for future growth too, but at her pace.
  

• The marketing consultant has had the very tough conversations with her two most difficult clients. She was thrilled and relieved to "fire" one, and has collected her money from another before "firing" him. She's replaced both contracts within 2 months time and is working with people who respect her work, and her payment policies.

 

 

by Joan Friedlander, © 2008. All rights reserved.