We all hear that businesses run better with systems, but let’s take a little investigation of a business that doesn’t have systems.
Meet Bob. Bob wants to be successful and hustles and hustles to get a bunch of clients in the door. He makes a hundred phone calls, shoots out 30 emails, and gets on social media and responds and connects with everyone.
After a frantic seven days, his phone starts ringing, and he starts getting clients. But then he has no one to help him, and he is stuck doing all the work himself. Worse, he’s had nobody to help him qualify the customers as people he should do business with.
He dives in with gusto, excited to have work to do, but quickly finds himself flailing, and is soon upside down with the amount of work to consume. Even the good customers are all consuming, while the customers that do not fit with his business over-consume his resources. He works from morning to night feeling burned out day after day, week after week.
After several weeks, Bob is finally starting to see the light at the end of the tunnel. Overtaxed with work, he has satisfied some customers and lost others who either don’t fit his business, or simply moved on as he could not spend enough time with them. However, the real issue is that no one’s been marketing for him during this time.
He checks his voicemail and learns there were eight or nine messages from potential new clients that he was too busy to respond to while he was doing all the work.
Sad for Bob, he had no sales systems. No help. No life preserver.
Bob continued to finish up the work, but then realized he better jump back on that marketing hamster wheel himself as his customers had either completed transactions with him or moved on. Market, market, market. Hustle, hustle, hustle. Try to find some more clients and get some fresh cash in the door.
Bob does this cycle again and soon finds himself inundated with the work again and with all the same problems. He wants to bring on an assistant and tries, but the person has no clarity of what they’re supposed to do or how he wants it done. Bob jumps down his assistant’s throat every time the person tries to satisfy Bob’s needs in a different way. Bob never realizes it’s because he didn’t create the systems to give his assistant the clear path of how to do what he needs the right way the first time.
Poor Bob, he has no systems for the day-to-day operations. He is so buried with work that he can’t even see he needs systems, let alone have the time to document the systems that would make his life so much easier and his business so much more successful. Bob continues to dig the hole he is in and make it even deeper.
Soon Bob finds himself alone and broke. His financials are upside down, and his account is overdrawn.
Bob realizes he never made those last three deposits, but even after he makes those, his account will still be overdrawn. Bob resumes his market, market, market, hustle, hustle, hustle, and soon gets two or three more clients. He immediately deposits the checks and feels better knowing there’s some money in his account.
But by now, he’s so overworked that he forgot his credit card bill is due tomorrow, and all the money he thought he had will be gone when he pays that bill.
Poor Bob, in addition to all the other systems he is missing, he has no financial systems.
Financial systems that otherwise would have helped him follow a good set path each month to know what money’s coming in and what money goes out. Poor Bob. Money comes in. Money goes out. Money comes in, and money goes out. And soon, if he continues in this way, more money will go out than will come in.
At the end of the year, Bob looks at his financial statements from his CPA only to learn that for all of his hard work, he only made about $24,000. Poor Bob, he’s worked his tail off.
But you see, Bob never took the time to build out a system to ensure that every quarter he reviewed his business plan, updated it, reviewed his marketing plan, updated it, and then started executing on these key strategies. His business was “his” – he did all the work. His mind held the only knowledge about his business and customers. He had no systems that would allow the business to stand alone. He had no way of creating an empowered team who love their work, thrive, and build a better business for him under his guidance rather than being berated by him as things keep crumbling due to a lack of strong foundations.
Don’t be a Bob.
Build systems so that you can have empowered employees, enjoy your freedom and, with your high-performance team, build a thriving profitable business.
- Build the marketing systems so a marketing assistant can crank the marketing wheel day in, day out and ensure a steady pipeline of clients.
- Build the sales systems so that other people can engage with new potential clients, engage those with needs your business can satisfy, and sign up those clients without problems – without needing you to be directly involved.
- Build financial systems so that the money that comes in quickly gets deposited, and then have the systems in place to ensure that all that hard-earned money doesn’t just go back out the door.
- Build the management systems for the day-to-day operations. Unlike Bob, create a management system that allows your employees to operate effectively, without confusion and without needing to constantly ask for your direction. Poor Bob had no basic administrative systems to help anyone step in and help him get through his day. This meant he had to do it all himself. Poor Bob.
- Build executive systems for planning for growth and profitability. Bob never took the time to build out a system to ensure that every quarter he reviewed his business plan, updated it, reviewed his marketing plan, updated it, and then started executing on these key strategies.
Don’t be like Bob.
Build your systems. Become a thriving profitable business owner.