The snow is falling as I watch from my office window writing this article. December is a special month. We busy business people must take the time to reflect on December; acknowledge its uniqueness and “see” its beauty.

We business people must also take the time to reflect on the past 12 months before jumping into our 2006 planning and, at the very least, before our 2006 plan is finalized. It’s important to acknowledge the accomplishments and disappointments of 2005 and “see” the lessons each presented. What worked and what didn’t and why?

The clock is ticking down on 2005. As I write this there are barely 3 weeks left in the year. Take a few moments, right now if possible, to consider where you and your business were on January 1, 2005. What did you expect from the coming year? What results did you plan on this year? Was it: Increase Profitability xx%, Add xx New Customers, Generate $xx New Revenue?

And how would you grade your 2005 performance? Use the traditional scale (or at least it was the traditional scale when I was in school…) and give yourself and your business a grade for 2005.

100%________You should be writing this article.
90% - 99%____A
80% - 89%____B
70% - 79%____C
60% - 69%____D
50% - 59%____You’re in Some Real Trouble
Below 50%____You’re in Some Really Big Trouble

It is critical that you take the time to think about this and then to get to the “Why” of the grade. What were the most significant accomplishments and / or disappointments of the last year that brought about this performance?

Get two pieces of paper and draw a line down the center of each. On the top of one, write “Accomplishments”. At the top of the other write, “Disappointments”.

On the left side of the “Accomplishments” page write down all your 2005 accomplishments; from the simple: “Incorporated the Business” to the grand: “Broke the $1 million sales mark”.

Do the same on the “Disappointments” page. On the left side write down the disappointments from 2005; from the simple: “The increase in the price of oil has increased our expenses by 45%” to the grand: “Lost 2 major clients accounting for 30% of our gross revenue”. Don’t worry, no one has to see this and there’s no penalty for being too proud. There is, however, a penalty for not being totally honest with yourself. Face it and write it down.

On the right side of each page “see” and then write the lesson presented by each accomplishment and disappointment. What did you do (or not) that bought about the outcome? What could you have done differently?

For example:
Accomplishment: “Incorporated the Business”
My role? - Concern about potential tax and liability issues. Researched pros/cons of various ownership structures. Consulted CPA and attorney.
Possible Lessons: The only good business risk is the one you decided to take based on the potential for a greater reward. Keep sight of the details. Do what you know needs to be done.

Disappointment: “Lost 2 major clients accounting for 30% of our gross revenue”
My role? – Didn’t prioritize client contact outside of order/service delivery. Failed to deepen client relationship to the leadership level. Poor time management contributed to service delays.
Possible Lesson: Don’t overestimate the strength of the client relationship. Don’t under-estimate the “new guy” in town. Treat every client like a new client. Get to know the client at all levels. Cross-sell into multiple areas of the client’s organization.

When you’re through, read over your entries. Then put the papers away. Take a drive around the Old Port and down Congress Street. Head over the bridge and check out Mill Creek Plaza and the trees all aglow around the pond. Enjoy December, the beautiful lights, our beautiful communities and friends and family.

Before you conclude your 2006 planning, take these 2 pages out again and be sure to “see” and carry forward the lessons your 2005 accomplishments and disappointments present. In doing so, you’re less likely to repeat the mistakes and are more likely to duplicate and even improve on the accomplishments from the year before. This will give you a head start on 2006 and on making this year your Best Year Yet.

If you have any sugguestions for topics on future articles please send them my way. In the meantime, Until next time – Bold Results start with a Bold Vision! Go out there and Be Bold!

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