4 Years Self Employed - The Entrepreneurial Life

April 1, 2009 was the height of the recession.  It was also the day I was laid-off.  Not good.

In that moment I decided it was time to go to work for myself.  I had already written several books and was speaking professionally on the side, and had wanted to make the transition to full time career as a speaker, trainer, and consultant.... but the layoff was a hard push out of the nest.

I have never looked back.  There were some very lean times in the beginning, and there was little work to be found as a "trainer", as companies had cut out all staff development in the lean times.  But I did find work speaking at industry and association conferences, and the consulting and coaching business filled in some of the holes.

Today I am a working professional speaker who presents at over 50 events per year (57 speeches in 2012), and in 2013 we launched Davis / Hill Solutions LLC, which is a training company that focuses on sales training, business development coaching, presentation skills, and other topics to get employees more engaged in promoting their companies.

I could never have found success without the help and support of countless people in my network.  The amount of advice and referrals that have come across my path because of people have made the difference.  My wife and kids have been very supportive and have put up with the ups and downs of the entrepreneurial journey.  While it can be a lot of work, there is also amazing flexibility that has allowed us to have some better family experiences.

The past four years have been the most challenging times of my career, but also the most rewarding. Each April 1st I celebrate the anniversary my entrepreneurial life (the irony is not lost on me!).

Have A Great Day.

thom singer

The Downton Abbey School of Business

There were three lessons for entrepreneurs in embedded into season three of the popular PBS show Downton Abbey:

1.  Times they are changing.  Lord Grantham learned this the hard way.  As much as he wanted to cling to the past successes, he came to realize that one cannot live in history.  You have to be looking ahead all the time or you could lose it all.

2.  Anyone can pull themselves up.  Tom Branson's move from chauffer to member of the family was about more than his marrying Lady Sybil.  He had to be willing to look, listen and learn to earn his real place at the table.  His humble upbringings could not hold him back, nor would the death of his wife.  My guess is in season four he will grow even more into a leading place in the family business (never underestimate an Irishman!).

3.  Just when you think you have it all, a truck comes around the bend.  Matthew was not paying attention as he sped along, thinking he had it all figured out.  There is always something out there that can mess up your day, and looking at the clouds only takes your eyes off the road.  Plus the seatbelt had yet to be invented.

Season three was plagued with hardship for those upstairs and downstairs at Downton Abbey.  My guess is there will be more of the same next year.  But they will be back and pushing forward, just like entrepreneurs do everyday.

Have A Great Day.

thom singer   

Urgency And People Will Grow Your Business

When trying to grow a business, you need a sense of urgency.  "Growth" does not happen by accident, and it will rarely happen the way you predict in your business plan.  Growing is not automatic, and in some cases, not necessary.  However, a focus on the the top line is necessary to get the business up and running.

For a new solo business (or any business), you must earn more than your expenses (for the business and the personal needs) or you will not be operating very long.  You can only live on a rice and beans diet for so long.  Eventually the reserves run out and your credit cards reach the maximum.  Launching the business must have urgent actions to accomplish the financial goals.

Too often entrepreneurs allow "hope" to dictate their early business plans, but this cannot bring about the results.  A sense of urgency is what creates the serious tone that is needed to create a strategic focus.

There is also a need for other people to support your cause when growing your company.  Many great business people fail because they ignore the power of their network in lieu of myopic attention to creating a product.  The best products alone cannot always go the distance.  It takes people who champion the cause and advance the reputation of the business.

I discovered through my own experience that not placing enough urgency on the sales operation could have derailed my business efforts.  Once I switched to a sales focus, my numbers rose quickly.  But the real success came from people who helped refer me to new opportunities.  Without the word of mouth that came from friends and those who saw my early presentations, I would never have had a business in the first place.

When others tell our story it creates more value with potential clients, and thus can speed up our growth.  Having people who are on our side makes the whole business journey more effective.

Now I look for ways to extend the urgency and to embrace the people who are my advocates. While I do not walk around instructing others how to promote my business, I try to take my excitement for growth evident.  Few things get others on board faster than your own passion for success, but you also must be willing to help them reach their goals (not everyone can or will look for ways to impact your career,.... but that should not stop you from trying to serve others.  Know that some will do the same for you).

Combining an attitude of urgency with the power of people is not always easy.  Our own hustle that can get us ahead will also keep us from seeing the whole picture.  We will easily miss the simple things that could lead to building long-term and meaningful relationships, and thus missed opportunities.

Go forth and grow, but do not try to do it alone.

Have A Great Day

thom singer

Cool Things My Friends Do: Ooh La Bra! - Lisa Angelos McKenzie

Each Friday on this blog I enjoy highlighting some of the cool things my friends do in their work and personal lives. 

In September 2011 I wrote on this blog about my friend Lisa Angelos McKenzie, the founder of Ooh La Bra!  Lisa has created a niche business creating decorative bra straps and headbands.  She launched the company in the middle of the recession and now her business is busting out (sorry, I could not resist).

Her business began when she spotted a friend wearing a stylish rhinestone bra at a high school reunion.  Lisa has always had an eye for fashion (I have known her since college), and she found boutique where the friend had made her purchase and bought out the store.  She soon found that they were a great accessory, and realized that the straps were the key. Next thing you knew she had a business.

I love seeing an idea become reality, and now Lisa is working hard to expand her company.  Yes, the holidays are a busy time of they year for this "bra-strap entrepreneur".  (HINT, HINT..... if you are looking for a great gift, check out Ooh La Bra! for some great gift ideas).

When I started this blog I never dreamed that I would write about bra accessories (and now twice!), but when it comes to "Cool Things My Friends Do",.... Lisa Angelos McKenzie is a great example of someone I think is cool off the charts.

Have A Great Day

thom singer

Finding Wisdom for the Entrepreneur

Few people will admit to lacking wisdom.  Everyone believes they have had enough personal experiences with which to understand people and situations that will positively impact how they make decisions.  Wisdom is necessary to make consistent and appropriate judgments, yet it is not an attribute that is easy to gain or self determine.  The opposite of wise is often seen as stupid or ignorant, and thus people are nervous about not being seen in this light.

Many people have associated age with wisdom, but for an entrepreneur it has more to do with having an open mind and a realization that they do not instinctively hold all the answers.  It has to do with the decision making process and the types of actions that are undertaken.  Wisdom cannot be gained by just a series of birthdays, but instead what you do between those birthdays.  

Serial entrepreneurs often know they need to surround themselves with people smarter than themselves, and that they are better off by asking many questions at all stages of their career.  A wise person is usually one who knows they alone cannot possibly have all the answers.  Those that are early to question the world around them are on track to finding wisdom.

Labeling another as "wise" is a wonderful compliment, but it is not a moniker that is used often to describe others.  Wisdom is not learned in books and can only come with meaningful experience.  This creates a disconnect between those who might think they are wise and those who have acquired actual wisdom.

An entrepreneur discovers wisdom from being in the game.  Reading a book can provide knowledge, but wisdom comes from doing, living, trying, and experiencing failure.  Those who get lucky one time in business often have trouble recreating the same level of success.  The skills that work for one entrepreneur are not the same as those that lead another to success.  There are also changes that the entrepreneur must make from one business to the next.  There is no cookie cutter recipe.  We all have different backgrounds, educations, and experiences, and this means that the path will be different for everyone.

Making mistakes is part of the journey.  Those who are considered wise have learned from the mistakes of others, but also from their own stumbles.  Entrepreneurs are willing to take risks, and when their results come up short, they do not just "try-try again", but they assess their methods and look for signs and patterns that will propel them toward a better outcome in the future.

Finding wisdom is deeply personal and hard to self-assign.  There is no substitute for experience and observation.  Question everything and listen to others.  You will know you are a wise when other people say so, not when you think it is true.

Have A Great Day.

thom singer

There Is No Overtime for Entrepreneurs

When you run the business there is no overtime, there is only all-the-time.

The number of hours that entrepreneurs put into launching and growing their ventures can be daunting.  When the buck stops at your desk you are responsible for every little detail, and if your business is growing then the number of issues that you will need to address can appear overwhelming from the outside.  Product and service issues, accounting, legal, HR, sales, marketing, facilities, customer service, IT, vendor relations, and all the other functions of running the business ultimately land on your desk and need attention.

Ignoring any problem and wishing it will go away will cause it to fester into a bigger concern.  Delegating can also be a problem in the early stages, as until you have experienced leaders on your team there might not be anyone whom can take the ultimate responsibility for the decisions. Entrepreneurs must be decisive and action oriented or they will get caught in the loop of ever shrinking amounts of time and a never ending to-do list.

Those who are committed to guiding their dream are rarely are burdened by the amount of work that goes into their company.  When creating the long-term and sustainable entity is fused into your core, the hours do not seem like work.  Those who bore of the monotonous parts of the business may be flirting with failure.  The intimate pieces of being entrepreneurial must be of your soul to keep pushing you forward when times get tough.

It is common for entrepreneurs to get frustrated or angry with the tedious parts of running the company.  The reality is that when you are emotionally engaged in anything it can cause volatility at times.  There are many famous examples of great leaders of industry who have outrageous tempers and outbursts.  Being all encompassed in a cause will make it hard to see the rest of your world in perspective.  Keeping a balance is something you must do with intention.

Be prepared that there will be days when you question why there is nobody else around you who can solve a problem or lighten your load. Know that growing a business can be very lonely, even when you have close friends, a supportive family, and dedicated employees. Strive to make early hires who are entrepreneurial and are willing and excited to roll up their sleeves and work long hours.  Too many people are watching the clock and questioning their personal time commitment, and this will dumbfound an entrepreneur.

Surround yourself with peers who are also entrepreneurs.  There are many formal organizations that exist to create networking and education opportunities for those who run businesses to build friendships and share experiences.  Being around others who are tackling similar issues in their companies is a fast way to understanding the shared strains of leadership.  Enterpreneurs Organization (EO), Vistage, and Young Presidents Organization (YPO) are just a few examples.  Your local Chamber of Commerce or trade association will also know of other groups where you can participate.

The old adage, "All work and not play makes Jack a dull boy" is true for entrepreneurs.  Sometimes the excitement of the business can cause people to ignore everything else.  While there are no real days off when you are running a company, be proactive in carving out time for the people you love and the outside activities that re-charge your batteries.  This might require scheduling the time, but if you put it in your calendar, make it a priority and then keep true to the commitment.  The rush of working can be misleading and you need to invest the proper time in cultivating your relationships (including your relationship with yourself).

Nobody said being an entrepreneur was easy.  There is no overtime, sick days, vacations days, etc...  However, if you really love what you are doing, you do not care.

Have A Great Day

thom singer

Entrepreneurship and Home Life

Being an entrepreneur has a direct impact on those closest to you.  Working for a company brings many advantages and disadvantages, as you have job security (in theory) but not necessarily the freedoms that come with being your own boss.   Entrepreneurship has a different impact, as work hours and security can be all over the map, while the freedoms you might expect are not always present in the early stages of starting your venture.  The responsibilities and pressures of growing a business mean that your family has to be part of your work life or they may feel squeezed out during the times when you are focused on work issues.

Your personal life can easily become intermingled with your business when you are starting or running your own company.  Regardless of is you are a solo-entrepreneur or leading a larger corporation, if you are the boss it can be difficult to have an "off-switch" when you get home.  Being self-aware of how engaged you are at home is important, as with today's technologies it is easy to always be plugged into work.

In the growth phase of a business money can be tight, which means sacrifices at home.  However, those who create successful and sustainable companies often can have financial windfalls that can more than compensate for the lean times.  But nobody enjoys sacrificing at the time, and thus a spouse and children must be included in conversations about the focus and purpose of the entrepreneurs efforts or it is easy for people to feel cheated by any hit to lifestyle.  While it can easily take three, five or ten years (or more) to realize the upside for the entrepreneur, that can feel like a lifetime for the family.

Additionally, if you make the leap from employee to entrepreneur after you have a family, it might not be the lifestyle that your spouse and children expected.  Being part of an entrepreneurial venture, even from the home-side of the fence, can be quite an experience.

Be sure sure that everyone at home understands the realities of living with an entrepreneur.  While the long hours for business can take a toll, there can also be flexibility for the entrepreneur to create a flex schedule that allows them to drive carpool, coach sports teams, and sneak away for long weekends with their spouse.  If work becomes overwhelming it is easy to let the home life responsibilities slip, but making family time a priority is the only way to keep yourself engaged in the day to day functions of a family.

Many entrepreneurs are driving by a dream, but if those around him or her do not share the dream it can make life difficult and create conflicting priorities between home and work.  Communication and clear expectations between everyone is paramount to making sure that there is not additional stress added to the home-front.

Including your family in the business is one way to make sure everyone has buy into the purpose of the entrepreneur.  This does not mean your husband or wife needs to be employed at the company, but everyone should know what is happening with growth of the organization.  Even young children will better understand when mommy or daddy are gone on a business trip when they know what it is their parent does for a living. 

There is a lot written about "Work / Life Balance", but there is never real balance.  Decisions are constantly being made in regards to where we put our attention.  Knowing our purpose at work and at home can make the tough choices easier for the entrepreneur.  Being honest with our co-workers, family and ourselves about what is needed to succeed in both areas will not solve all problems, but can moderate the misunderstandings and expectations. 

Have A Great Day.

thom singer

Demand For Your Products or Services

Identifying market demand is important for success as an entrepreneur.  Many people have had great ideas without ever finding customers who are willing and able to pay for their products or services.  While it is nice to imagine building a better mousetrap and having the world beat a path to your door, history has shown us many technologically superior products that never won their share of the market.  It has been argued that BetaMax was the better video player, but VHS became the industry standard for years.

For a company to be successful it must connect the products and services to customers.  This involves more than just providing quality.  There must be an understanding of the marketplace, consumer demographics, competition, and the growth potential.  Apple reached the top because their company culture went beyond just shipping cool products.  Their deep commitment to innovation, design, and the customer experience combined to make profits soar.

Creating demand is more than advertising and market research.  Advertising alone does not create demand, but instead brings attention of a product or service to the greater population.  Creating demand is difficult and leaves many start ups lost to ever reach revenue goals.  Customers are not always aware that they want a new product and thus the marketing strategies for the entrepreneur must be intertwined with education, product strategy and all aspects of the marketing launch.  Henry Ford famously said: "If I had asked people what they wanted, they would have said faster horses.”

Commoditization is another problem that faces many companies.  Too many products and services appear to be similar solutions as what is offered by their competition.  Making matters worse is that all the advertising and marketing within a single industry often looks the same.  Telling consumers about yourself does not allow the solution to stand out, as it gets lost in the shuffle of "too much noise". Showing always is better than telling, but this is not easy in a world with limited access to they eyes and ears of the customers. This is where creating demand through word-of-mouth marketing and creating legions of customers as "fans" will have a real impact.

The problem is that you cannot create "fans" simply by having a Facebook page or a Twitter account.  Getting others to talk about your company means you have to be truly unique and provide experiences that make people feel good about being part of your community.  Getting beyond the "same -old / same - old" is difficult, and rarely happens by accident.  However, just because it is hard, does not mean it is impossible.

Entrepreneurs should make it a priority to bust out of the impression of being a commodity.  There is always more demand where there is something unique.  The trick here is to make sure what the entrepreneur sees as important and unique is the same thing that the customer values.

To successfully create demand for you products or services you must create an integrated marketing strategy that combines educating the consumer, cultivating visibility and delivering at the highest level every time.  Marketing research and outreach can determine which products or services may be of interest to customers, but there is an element of risk that leads to the top levels of success.  This process should not stop once you company achieves success, as the marketplace and customer demands will change, and successful entrepreneurs are always paying attention and seeking ways to get out in front of new trends.

Establish strong customer relationships and create a reputation of being an industry leader that provides value.  Identify who is your customer, provide them with value, keep them engaged, and get them to be advocates for your company and you will discover more demand and profitability.

Have A Great Day

thom singer

Brainstorming Is Important To Entrepreneurial Success

Ideas are paramount to success for an entrepreneur.  However, not all ideas are the right ideas for starting a business or tackling challenging problems.

Some businesses are spawned from a single idea. However, most who achieve sustainable success will need to consistently be identifying new concepts, products, services, and ways to overcome obstacles.  A one hit wonder in the world of business ideas is no different than a rock and roll band who has just a single song on the charts.  Entrepreneurs must always be on the look out for the "new thing" either to grow their existing company or to launch their next venture.

Brainstorming can take many different forms.  The concept was popularized in the 1950's and 1960's by Alex Osborn, in his book, "Applied Imagination".  It is a process for developing creative solutions to problems and Osborn proposed that teams could double their creative output through brainstorming techniques.

When a team of people are working together and committed to discovering powerful solutions, the end result is often stronger than any one person could have achieved alone.  Effective entrepreneurs do not operating in a vacuum.   They are surrounded by people who allow them to expand beyond their own limitations and weave the best thoughts together and create powerful solutions.

Brainstorming involves a group of people focusing on a problem, and then coming up with as many solutions as possible.  There are no bad ideas and the purpose is to push the creative thought to beyond the standards.  Each person can expand on the ideas of the next and combine concepts while creating new possibilities.

The process can be both formal and informal and it is important in the formation stage of a business as well as when tackling issues that can stall a company's progress and growth.  To continually have success and entrepreneur must always be seeking ideas and formulating plans.  Getting your whole team involved will have the added impact of creating a culture where everyone is looking to add to the greater good for the company.

Once ideas are uncovered there must be a process for deciding which should be acted upon. There is neither the time nor resources available to act upon every idea that comes along for a business, and not all ideas will help move the company toward its ultimate goals.  The entrepreneur's experience, instincts and trusted advisers all play a role in deciding how to implement actions. In finding success the entrepreneur must be willing to take the risks and go for blazing the new trails, as sometimes they will chase the wrong ideas and make mistakes.  

Discovering the ideas, while important, is only part of the journey for anyone who is looking to grow a business.  But without the ideas, their is no starting place from which to build.

Have A Great Day.

thom singer

Niche Business Shows It's Bra Straps - Ooh La Bra!

I love niche businesses.  I have always admired people who set out and create products and services where nothing existed before. A unique business gets our attention and people love to witness success when entrepreneurs take a chance on something different.

While in Michigan last week I ran into a friend from college.  Our Alma Mater, San Diego State, was playing football at "The Big House" (The University of Michigan's football stadium) and we had a great conversation at the alumni tailgate party.  (Our team lost, but it was still fun).

Lisa Angelos McKenzie has launched a business, Ooh La Bra!, that makes decorative bra straps. Yes, today is a first on the "Some Assembly Required Blog" -- I am writing about bra straps!

I talked with Lisa about the company and her advice to other entrepreneurs who have unique ideas.  Here is the interview:

Company Name: Because I Am Me Enterprises, LLC (dba Ooh La Bra!)

Founded: November 2010

Location: Covington, LA (near New Orleans)

The company designs and carries over 65 styles of bra straps, made of rhinestones, beads, pearls and shells, as well as a signature line of rhinestone headbands called "Chamillions".

Thom:  You have run several successful companies, why start something new?

Lisa: I have been involved in several business ventures for over 20 years. One of the companies that I was running since 1991 started fizzling out due to the impacts of Hurricane Katrina on the convention industry. In its hay-day, we had over 15 employees and were working 24/7 year round. But as the industry changed, the writing was on the wall that the effort that was being exerted to keep it afloat wasn't worth the reward. Plus, I was getting bored with it, which made it difficult to want to pour anything into the business (financial or creative). Even when it was at the end of its lifeline, I had a fear of shutting it down because it was my baby that I started way back when and it was hard to let go. However, once the decision was made to close it down, it was like a weight was lifted off my shoulders. I closed that company in January of 2010, and all of the sudden I found myself with a lot of free time, allowing me to explore some creative endeavors. I wrote a couple of screenplays, pitched a reality show, got involved with charities, designed websites, etc. It was amazing how getting rid of that other company freed my mind to allow me to try new things. The bra strap idea was one of those situations where I was sitting around a pool with friends and said, "Wouldn't it be cool if...?" -- and the idea was born.

Thom: Why colorful bra straps?

Lisa:  Thanks to Britney Spears and Sarah Jessica Parker (in her role as Carrie Bradshaw on "Sex and the City"), they created a fashion trend where it was all the sudden acceptable to have bra straps showing. But not everyone agrees with that fashion trend. I get comments all the time from women (and even men) that they find that look to be unappealing and sloppy. The problem women face with their wardrobes is that it's often difficult to find the perfect bra to pull off a certain outfit. Strapless dresses, off the shoulder shirts, spaghetti straps, racer back t-shirts, etc. -- all of these come with what I call the "bra strap dilemma". And if you have to wear an outfit with a strapless bra, it's almost drudgery because the bra wants to slip down around the rib cage. So -- the idea here is that the bra strap becomes jewelry on the shoulder and is designed to not only be functional (in that it keeps the strapless bra "lifted"), but it's designed to show in a tasteful and beautiful way. They are really quite sexy and practical. (P.S. The straps must be worn with any strapless or convertible bra -- any bra where the old straps can be taken off and replaced with Ooh La Bra! straps).

Thom:  Did the market exist when you started or did you blaze into a whole new world?

Lisa:  The market existed but in a small way. I was actually surprised when I googled it and found companies already endeavoring in the business. But most (if not all) were internet based, and the more I asked around, the more I discovered that nobody had ever heard of the product, and that everyone thought it was a brilliant idea. I've tried to create styles that are completely unique, and that cover a wide range of styles (such as beach and resort wear, bridal and prom, girls night out, plus size, sports colors, etc.), and my objective was to create brand awareness and really cool packaging and displays that would appeal to boutique owners who could resell the product line. I currently have over 120 boutiques carrying the bra straps and headbands!

Thom:  Where do you get your support? (yes, pun)

Lisa:  My bra straps give me the lift I need everyday! :)  Let's see...this is a hard question because support comes in so many forms. As far as keeping a clear head, the biggest source of support I get is from a friend of mine who was a sorority sister in college and has always been the yin of my yang. She keeps me on track with business concepts and growth ideas. Although she is not a partner, she is very much involved in the company and is helping me launch a home party business. I have a ton of friends who offer me emotional support. My 10-year old daughter, believe it or not, is amazing with creative ideas! And recently, I've had some assistance by a financial investor who is helping me take the business to the next level.

Thom:  You have grown fast and are bootstrapping.. what is your biggest challenge?

Lisa:  Absolutely hands down is the fact that I am a small business with no full-time staff. I was blessed with various skills such as web design, graphic design etc. that helps save me a lot of money (without having to outsource) but is also a HUGE detriment because it slows me down on moving the company forward at the pace it needs to. I spend hours and hours on web design, catalog design and I'm at that phase in the business where I MUST involve some other talent to move this quicker. The financial inflow from the investor will ultimately allow me to pay for help in those areas that are serious time wasters for me!

Thom:  You home school your kids? How do you find balance?

Lisa:  My son is in 9th grade and goes to a private Christian school, so I am only home schooling my 10-year old daughter. My decision to home school was to initial save on the tuition, but to also have some quality time with my daughter. However, it is a HUGE commitment and I'm pretty sure I'll be putting her back in school next year. With that said, though, it really has been great having her around and she is learning a lot about the business. The other day, I had a customer who called with a bra strap emergency and I told that customer she could meet me at my house to try on different straps. I was running late so I called my daughter and asked her to pitch hit for me until I got home. By the time I arrived, my daughter had chosen four styles that were absolutely PERFECT for the long, strapless dress the woman was wearing. When the customer left, my daughter asked how much commission she would get from the sale. I promptly paid her and she got a valuable lesson in what results when you provide excellent customer service! You can't learn that at school!

Thom:  What advice do you have for someone with an idea who wants to launch it into the world?

Lisa:  My advice? STOP TALKING ABOUT IT AND DO IT! I have so many friends who just talk and talk and talk about all their ideas and never act upon them. If you believe in something, be brave, act smart and put a plan in motion. Keep your overhead low in the beginning and rely on help wherever you can get it. And then be ready for a wild ride. Everyday is a learning experience, and it is so fun to see watch an idea blossom. Also, give the new business/idea about three years to take shape. The first three years you will probably be putting any money earned right back in the business. Accept this as part of the reality. And finally -- take advantage of social media. It is PROFOUND how it can help you grow your business.

Thom:  How can someone order your product.

Lisa:  I have 120 boutiques listed on my website if you happen to be in an area where the straps are sold. However, they are also available on-line at www.oohlabra.com Additionally, we are launching the home party business and if women are interested in becoming a sales consultant and member of TEAM OLB, there is a link to that business opportunity on my website.

So now we have talked about bra straps.  Who knows what will be discussed in my next blog post!!!

Have A Great Day

thom singer

PS - Full disclosure - The links in the post to Ooh La Bra! are "affiliate links".  You can access the main site at www.oohlabra.com 

12 Ways Tennis Is Like Business

I have recently begun playing tennis.  I have never been much of an athlete, and I am surprised at my high level of enjoyment in learning this sport at 45-years-old. My experience with each lesson and match brings me closer to finding a comfort zone on the court.  It also brings new aches and pains, as I am getting older.

After each encounter with tennis I have been contemplating what I learned, and then I explore the areas where I need to work to improve.  Interestingly I am finding my needs on the court are the same as my needs as an entrepreneur.

1.  Better focus equals more success.  I find with tennis and in business I need more focus on the tasks at hand. I cannot get distracted by what else is happening around me, or I will miss the next point and / or opportunity.

2.  Speed is your friend.  When I hustle I seem to win more.  If I am waiting for something to happen the ball or opportunities fly across my field of vision.  With speed comes success.

3.  Be strategic with each move.  Taking a shot or launching a product requires a thoughtful strategy.  I have never been good at "winging - it".  Having a plan is better.

4.  Always bring two options when you serve.  If I take one ball to the line, and fault on my serve I will need to scramble to find another ball.  Same is true when I work with clients.  If I have only one option and it is not the right fit, then I am lost.

5.  Anticipate what is coming next.  Life has a way of surprising you.  Just when you think you are set, your opponent can tap the ball over the net and you lose.  Never count the point before it is won.  Same in business.  Too many times I have thought I knew the outcome only to have victory vanish.

6.  Know your competitive advantage.  We all have things we bring to the table that make us unique.  Confidently being aware of what you do well will allow you to take the necessary shots (in tennis and business).

7.  Discover what your opponent is not doing.  Keenly observe those around you (those on your team and on the other side) and discover what they are not doing, or are not willing to do.  Identify the hole and send the ball sailing through it.

8.  Newbies do not automatically play at the top level.   You cannot walk into the elite circles in sports or business.  You have to earn your way up the ladder every day, and with each match you play. The small victories add up and if you are good you will be noticed.

9.  Always watch the lines and make fair calls.  People will knock the ball close to the line.  You must be watching to see if their serve is fair.  Win or lose you must be honest with them and yourself about where it landed.   Call 'em like you see 'em.

10.  Get to know the people around you and have fun.  This should go without saying, but too many people are wrapped up in their own performance and fail to acknowledge the others who are playing the same game.

11. There are no shortcuts to better skills.  You cannot fake experience and hope is a futile strategy.  To get better you must be out there playing the game all the time.

12.  You need a coach. Having someone to turn to when you need extra help is paramount to success.  A coach who will watch from the sidelines and give pointers and advice, without judgement, will allow you to avoid the common mistakes that others repeat over and over again.  Always listen to your coach and do not be defensive at his or her observations.

Have A Great Day

thom singer