For years we all sold at the brand level – you wanted a program done – the money was in the brands. Then there was a seismic shift – procurement came into play (actually, that worked pretty well for us) and programs were done on a franchise or corporate level (ok, that worked out for us also).

Truthfully, the money was always in the brands – we just had to deal with a lot of other players and it took a LOT longer to get things done, especially with 10 brands being coordinated. But now all I hear is “it gets done at the brand level – we have to sell to the brands”.  I’m good with that – hopefully having less people involved in the decision will get innovative things launched before hell freezes over.

Works for us.

There is way too much that can go wrong in a small business. Some people make it harder on themselves by stacking the deck against themselves. As a small business owner, I have to say I love to watch other business owners at work – some I feel great admiration for and seek to emulate – others…not so much.

Last night on Kitchen Nightmares, a show in which chef Gordon Ramsay helps failing restaurants, it was unbelievable how utterly clueless these owners were about why their business was failing. As an outsider, it is far easier to see the forest for the trees:
1. The place was called “Flamangos” – get it Florida+Mangoes
2. They had 50 things on the menu
3. The chef of 1 month was saddled with trying to execute 50 different dishes
4. The customers hated the food
5. The owners mistreated their staff and customers

Truly, the only thing cooking at this place was the pot of misery the owners were making and serving up in big bowls. It seemed the biggest issue was NOT wanting to change – despite the fact that they were bleeding money with no end in sight.

To Chef Ramsay’s credit, he jumped in and despite the loud objections from the people he was trying to help, he completely resurrected the restaurant from the ground up – you could see the staff jump on board, eager to follow a positive leader, the customers followed and last to get on the clue train were the owners, who finally realized that change is a good thing and it was coming whether or not they wanted it.

It took just one person to stand up and confront the bunch to turn a seriously failing business. So, take a look at your business today – are you the changer, the leader or are you the clinger, the one who fears change and what are you going to do – who are you going to be, starting TODAY?

I’m not the best in the world with sports analogies, but having worked with guys for as long as I have (and women who love sports!) I am getting much better at it. Here is my analogy though:

While I love to swing for the fences, base hits are really satisfying and can keep you motivated. We all try to go for the big deals with big pharmcos – probably so we can brag about it, quite frankly. But really huge deals are a) tough to land b) far and few in between c) take forever to negotiate and last, but not least d) usually a pain in the ass once you have them – NOT that I am knocking them – please don’t be confused!!

I’m learning to embrace the small wins, the base hits, hell, even the walks. And it all keeps the business moving forward, until you can bring in the whoppers…and commence to bragging.