The Unpalatable Truth

Small-Medium Business If you want to find out how well you’re managing your business, take a holiday. Turn off your cell phone. Shut down your laptop. Tell no one at the office where you’re going. Be utterly uncontactable by anyone in your business. If your business runs smoothly in your absence, you’re managing well. If it doesn’t, you’ve got work to do.

1. Clarify You Business Focus

What does your business represent to your prospects and customers? What does your business name represent to your prospects and customers? When a prospect or customer thinks about your business do they have a precise mental picture of what you can do for them?

2. Strive To Specialize

You cannot be all things to all people. The idea of the “one stop shop” is very appealing to some business owners. It’s much less appealing to consumers and clients. The broader the range of products and services you offer, the more specialist competitors you have. Is that what you want?

3. Define Your Target Market Precisely Small-Medium Business

Who is the ideal customer you want to reach? If you’re not absolutely certain, how can you direct your marketing in a professional manner? How can your staff know where to direct their best efforts if you aren’t sure whom you want as customers? Do you know, among your customers, who buys what? Take no notice of what everyone says. Keep the statistics. Analyse the actual records. Guesswork will cost you heaps.

4. Determine What Customers Can Expect

Traditionally, features and benefits are what we articulate to prospects and customers. Nothing wrong with that. But what can they expect? Try to articulate what customers can expect when they use your product or service. Of course, the expectations must be expressed in terms that are meaningful to customers. When you express them you can decide the most effective way to meet them.

5. Systematize All Routine Work Small-Medium Business

There aren’t too many completely incompetent people. But there are lots of really poor systems. A system is merely a word we use to describe “the way we do things around here”. And “a poor system will beat a good performer every time”. Most of our work is routine. That means it can be systematized. Unless it is, you’re condemned to a life of fire fighting and close supervision of employees.

6. Train Staff To Operate The Systems Small-Medium Business

You need trained staff. That’s a given. But no matter how well trained they are as specialists, they must also be trained to operate your systems to achieve the results you want. Involve your staff at every stage of the process. Set clear performance standards for all areas of your operations.

7. Trust Your People Small-Medium Business

If you’ve followed steps 1-6, there’s only one more thing. Trust your people to run your business in your absence. If you don’t, you won’t reap the benefits of all the hard work you’ve done.


Take a break. Forget your business. Enjoy a stress free time. And congratulate yourself that someone as famous as Professor Drucker would probably admire your efforts.

Leon Noone helps managers in small-medium business to improve on-job staff performance without training courses. His ideas are quite unconventional. Leon challenges conventional wisdom of people management, management training & is effective on job performance in small-medium business.