The Business Coach

The Difference Between No and Not Yet.

2011-09-30T08:59:00.001-04:00

Enjoy this Guest Post by Ron Hoesterey, CEO of The Greater Journey.

We were in the middle of building our house when our project manager suggested we put something from the ranch in to the house. Thinking it would be great to have a mantle over the fireplace of wood from the property, we began our search for the mantle. A large oak tree in the bottom along the river had fallen a year ago, so it was chosen to contribute to the mantle since the wood was already dry. The adventure of cutting a 7’ section of trunk out of the tree and getting it out resulted in my being pinned to the tractor, a trip to the emergency room, and 42 stitches in my forehead. That part of the story is being saved to be exploited for a different life’s lesson in the future. With trunk in hand, the search began to find someone in the area that had a saw mill to cut a 10” by 6” timber out of the 22” diameter oak tree trunk.

I asked my friends at the USDA office if they knew anyone that had a saw mill. I was referred to a man in Miller Grove named Ed Watts. Armed only with Ed’s name and town, my neighbor and I ventured about 25 miles south to Miller Grove in search of Ed Watts. Miller Grove consists of one intersection with a four way stop sign. On one corner sat a feed store and on the opposite side was the school district administration yard. That’s the sum total of downtown Miller Grove. Since people at feed stores know just about everything about anybody, we walked through the front door to the counter and asked if anyone knew how we could locate Ed Watts. The girl at the counter pointed to the back of the shop where there were a couple of tables and a coffee pot. “Ed’s the one with the hat on” she advised. Walking to the back of the store, I interrupted and asked if he was Ed. Ed is in his late 70’s or early 80’s and looked up in a “who’s asking?” look. I introduced myself, explained our desire to use the oak stump as a mantle and asked if he would be able to help us with our project. It was exciting to hear he was cutting wood that day and to bring it over to his house. I then asked Ed if he had lived in Miller Grove all his life. His answer “Not Yet.” will stick with me the rest of my life.

After a good laugh by all, it hit me. What a great outlook on life. This answer told me more about Ed than a thousand questions would have revealed. Ed is on an adventure though life. “Not Yet” means he still anticipates and looks forward the future in his activities. It is the complete antithesis of my Grandfather’s saying of “I don’t eat peas because I might like them and I hate the darn things.”

I have adopted Ed’s answer in my life and it has made great changes in the way the future is viewed. If asked whether or not I have eaten at the new Chinese Buffet, landed at a different airport, or discount bungie jumped, I now answer “Not Yet”. “No” is negative and leaves us with a statement of rejection of the experience and the subconscious imprint of not only have I not been there, but “No”, I am not going there, ever. “No” marks the end of an adventure.

“Not Yet” on the other hand, opens the door to adventure and growth. “Not Yet” means you have not rejected the possibility of a great adventure, a comfort stretching activity, or new experience. It in fact means you may at this time even add it to your bucket list. “Not Yet” opens the invitation in your mind and puts it in its proper place. Go ahead right now and try it. Ask yourself “Have you ever been to …. (you add the exotic destination)? Have you ever done…. (you add the activity) ? Force yourself to answer “Not Yet”. Compare that to the times your answer is NO. Start adding to your adventures.

Thanks Ed, “Not Yet” has expanded my capacity to dream and has given me freedom of thought to replace the killer word “NO” with the adventure building words of “Not Yet”

Ron Hoesterey
The Greater Journey – Remember, Life is not a problem to be solved it is an adventure to be lived,!
714-366-9001

Is The Recession Over?

2010-04-18T10:41:00.000-04:00

It seems that every day there is a new take on the recession. The housing market is up, but housing sales are still down? Consumer sales are up, but consumer confidence is still down. The stimulous is not working. Small businesses are taking advantage of stimulous dollars to bridge the sales gap. Who is right here? What can I expect?

The short answer is, all of these are correct. What you experience is likely dependent on some key determining factors. Your industry, your location, your systems will all play a part in what is happening for your business. More important than any of these, however, is how you have responded to building your business during the recession. If you have been working on growth in meaningful ways, you are more likely than others to see improvements now. One of my clients illustrates this very well.

When this recession started, perhaps the hardest hit industry was home construction. Certainly new home construction was hit hardest, but every segment of that industry fell the pain. Master Custom Home Remodeling in Knoxville, Tennessee was no exception. As the recession started they saw a decline in customer inquiries and a reduction in sales. Many business owners responded to this market change by withdrawing, Dawn Steimer decided the better idea was to grow.

In the early days of the recession, Dawn began a radio marketing campaign that was expensive, but promised high returns if it worked. Over the course of the next 12 months she continued to pay for ad presence on one of the area's most popular stations. She also volunteered to be a guest host on a local Saturday morning radio talk show focused on home maintenance and repair. The results were dramatic.

Measuring and comparing this year to last year, Dawn's lead generation increased by 400%. The result for her is a full pipeline and opportunities that could make this one of the best year's ever for her business. I would say the recession is most likely over for Dawn and Master Custom Home Remodeling.

But what about business owners who did not start marketing so early? What can you do to end the recession in your world?

First, you have to believe that it is not too late to make a difference. If you want to get your business growing right now, then get started today on your systems for lead generation. As you do, keep these principles in mind:

1. Who: Lead generation begins with a very strong understanding of who you are marketing to. You need a current profile of your target customer that let's you know exactly who you are trying to reach. The CEO Rule is, "you market to suspects."

2. What: Before you start marketing or advertising, make sure you know exactly what you intend to offer. This may seem obvious, but creating a value proposition that will be meaningful to your suspects is not always easy and may change from time to time. This is especially true as you are trying to break out of a recession. Revisit your product or service mix and define a value proposition that will sell right now.

3. Where: This piece has two components. First, define the geography of your market and then target that geography. Dawn Steimer did a lot of things to increase her marketing activities during the past year, including updating her website and getting active in social media marketing. While some of these may have had global reach, she defined each of them in terms of how they would help her reach her local market. That is why the radio program was so valuable. Her voice on live air was supported by other activities that emphasized her commitment to her regional marketplace. A great strategy.

Second, you need to know where to find the people or businesses who make up your target market. There are hundreds of marketing avenues, but only a few of them will actually lead to your suspects. For example, if you want to meet business owners, you have to know where you will find them. What organizations do they join? What events to day attend? What kind of mail will they actually read? What radio or television stations and programs do they follow? Blindly investing in marketing activities that don't actually reach your suspects is not money well spent.

4. When: There are good times and bad times to approach the people in your target market. You need to know when is the best time to reach them. Not only the best time of day, but the best day of the week, the best week of the month, the best month of the year. All business has seasonality. Know when is the best time to make your pitch. Plan your activities to match their patterns.

5. Why: This is the most important piece. Before you begin your marketing and advertising campaign you need to understand why your suspects will buy your product or server. Know why not from your perspective, but from theirs. Think about the times when someone has tried to sell you something. If they don't have the why part right, they will often focus their energies on telling you how much you need what they have to offer. How much better would it be if instead, they focused on asking you about what you want or need so that they can make sure they know just how their product matches your need.

Now that you have answered the key questions, you are ready to put your plan into action. Of course, that is often the most difficult part. You may need to find a coach or adviser who can help you decide the best avenues to pursue. If so, give me a call or send me a message at kevin@estradastrategies.com. I can help. Whether you set out on your own or work with an adviser or coach, make sure you create a plan that you can measure for success and then commit to that plan for long enough to produce the results you want.

2010-04-17T12:18:00.001-04:00

Find Great Employees through Behavioral Interviewing: A Webinar for Small Business Onwers http://bit.ly/cFTOOO Register NOW!

2010-04-05T10:00:00.001-04:00

Finding and Keeping the Best Employees is one of the greatest challenges for small business owners. bit.ly/cFTOOO This webinar will help. Register today!

Your Business is Worth the Cash It Generates

2010-03-29T14:48:00.000-04:00

CEOs, many of us are so focused on evaluating our profit and loss statements from month to month that we may be missing some other important numbers. We continually ask ourselves that one critical question: Are we a profitable business? That’s a great question. Analyzing your P & L on a month to month basis is an absolute must-do. However, more times than not I find myself working with a client that is showing a net positive income on their profit and loss statement, but at the end of the month they have no cash. There are many possible reasons for this. One common mistake happens when a business owner forgets that the cash used to make long term debt payments does not show up on your P & L.

Here’s a tip: Identify a cash flow analysis formula for your business. For example, you might add up the cash in your checking and/or savings accounts, plus your accounts receivables, minus your accounts payable. This formula will give you a very simple and basic calculation of your current liquidity. It will give you the ability to evaluate whether or not you are generating enough cash to fund ongoing operating expenses. If you begin to measure the true cash your business generates, you will respond to that measurement.

2010-03-27T13:28:00.001-04:00

The Key to Creating and Keeping Great Employees- Behavioral Interviewing: A Webinar for Small Business Onwers http://bit.ly/cFTOOO

2010-03-25T14:40:00.001-04:00

Celia McBride Thinks Every Business Owner Should Have Their Own Coach http://bit.ly/dhXAlJ

2010-03-25T14:29:00.001-04:00

Will you take advantage of hiring tax credits? Advantages to the HIRE act explained - http://bit.ly/a7ydur

2010-03-25T12:03:00.001-04:00

Business Owners: Your Opportunity to Move Your Business To the Next Level - High Impact Workshop in Knoxville - http://bit.ly/dBIxKk

2010-03-23T11:15:00.001-04:00

CEO Rule of the Week - Your Business Is Worth the Cash That It Generates: http://bit.ly/aHHtov

2010-03-14T12:21:00.001-04:00

Small Business Marketing: Do what puts you closest to the money - http://bit.ly/aglVwp

2010-03-12T16:51:00.003-05:00

RT@ducttape: 6 Ways to be More Referable than Edward Scissorhands at a Lawn & Garden Convention http://bit.ly/99Pvpx

2010-03-12T16:51:00.001-05:00

Business Owners, Don't Take the Call from the Copier Salesman - Advice for Building a Business That Works Without You: http://bit.ly/cAdyld

2010-03-12T14:11:00.001-05:00

Last Day of Make a Referral Week. Show Your Commitment to the Small Business Referral Stimulus Program - http://bit.ly/bn73jv

2010-03-11T16:48:00.001-05:00

Working with a client to develop the "Daily Dozen" marketing behaviors. What activities should you be doing every day?

2010-03-11T14:24:00.001-05:00

Turn Your Relationships Into Referrals Webinar Starts in 40 Minutes - Register Now! - http://bit.ly/9Sl2Kh

2010-01-17T21:37:00.001-05:00

The Best Business Coaches Have Some Things in Common http://bit.ly/6ZcAkM

2010-01-13T15:31:00.001-05:00

10 people you need to follow in 2010 to keep ahead of the social media curve - http://bit.ly/8572w6

2010-01-13T15:16:00.001-05:00

80 Ways To Use Twitter in your Small Business - http://bit.ly/73JmWY

2009-12-21T16:11:00.001-05:00

Just finished coaching session with Fred Hess of Grassroots Marketing - What is your message?

2009-12-21T09:22:00.001-05:00

Focus, plan and measure to achieve success in 2010 » Latest Article in Knoxville News Sentinel http://bit.ly/5iAdVW

2009-12-09T11:20:00.001-05:00

Speaking this week at the America Outdoors Association conference in Reno.

2009-11-14T20:29:00.001-05:00

Planning 2010-get your business on track to success with this webinar - http://bit.ly/1kF5h4

2009-11-09T19:18:00.001-05:00

You should meet Tina Minnick, Director of Business Development for Team Health. Ask me how.

2009-11-09T16:34:00.001-05:00

Tonight I am Teaching Knoxville NSA members & associates how to use Twitter and Facebook. This should be great fun.

2009-11-06T11:46:00.001-05:00

Super-Charge Your Business in 2010 - New Workshop in Knoxville, TN - REGISTER TODAY! http://tinyurl.com/superchargeit

2009-10-15T11:07:00.001-04:00

Today is all about the website - rebuilding from the ground up. Stay tuned for a launch date soon.

2009-10-14T08:36:00.001-04:00

What is the one thing you have been putting off that you really should get done today? That is Your Next Move!

2009-10-06T12:12:00.001-04:00

What will you do to stay in business? RT @newentrepreneur Recession Spells End for Many Family Businesses http://bit.ly/aSnKO

2009-10-06T11:17:00.001-04:00

Tell me again why you are not on Facebook! RTMarketingYP, @ploked: Facebook Moves to Fifth - http://bit.ly/17Rbjm

2009-10-06T11:02:00.001-04:00

RT @marcyshinder 101 Small Business Mistakes (and What You Can Learn From Them) by @gregorygo http://tinyurl.com/ybdef7j

2009-10-05T23:28:00.001-04:00

"If you want to test your memory, try to recall what
you were worrying about one year ago today." — E. Joseph Cossman

2009-10-05T14:22:00.001-04:00

Bloggers beware, big brother is watching. http://bit.ly/K5Wb0

2009-09-16T20:22:00.001-04:00

The Business Coach on YouTube talking about social networking http://tinyurl.com/ooc44b

2009-09-01T13:46:00.001-04:00

Small Business is still the engine of growth in America http://bit.ly/2AJdb2

2009-09-01T13:40:00.001-04:00

Ever think that the business ownership opportunity has passed you by? Check this out! http://bit.ly/JXif8

2009-08-31T13:53:00.001-04:00

Entrepreneurship is risky business. Sometimes the most appealing options are the most risky. Read the story at http://bit.ly/IgVM6

2009-07-24T10:32:00.001-04:00

Leading the Networking in the Cloud Workshop for REO in Knoxville today at 11:30 a.m. http://ping.fm/thb5t

2009-07-12T09:53:00.001-04:00

Today on Real Business on WNOX 100.3 or live online at wnoxnewstalk.com 11:00 a.m. EDT Is The Recession Over?

2009-07-12T09:51:00.001-04:00

Is the Recession Over? What do you think? Call in at 11:00 a.m. 656-8255 or 800-951-8255

2009-07-07T16:02:00.001-04:00

Reporters take notice as clients discuss the value of coaching with Estrada Strategies http://ping.fm/FInop

2009-07-05T10:58:00.001-04:00

A Business Owner's Declaration of Independence. Real Business Right Now on WNOX 100.3 fm or www.wnoxnewstalk.com

2009-07-03T10:38:00.001-04:00

See you on the radio this Sunday 11:00 a.m. Eastern. Real Business on WNOX 100.3 or live on the web at www.wnoxnewstalk.com

2009-07-03T10:37:00.001-04:00

Balance is key to success. Take some time off and come back refreshed and ready to go on Monday. Happy Independence Day!

2009-07-03T08:47:00.001-04:00

RT @coachfirm Small business lending falls sharply http://bit.ly/3Rklw.

2009-07-03T08:37:00.001-04:00

Tip of the day - Know When to Get Help. I am meeting with my marketing coach in 10 minutes because she knows what I don't. Thank you @ DebbiePatrick

2009-06-30T14:56:00.001-04:00

Kauffman Foundation Study validates connection between entrepreneurship and recession. Now is the time to grow. http://ping.fm/wa9K1

2009-06-21T11:04:00.001-04:00

Real Business LIVE right now on WNOX 100.3 or www.wnoxnewstalk.com. 8 ways to increase your profits. Share your ideas 800.951.TALK

2009-06-21T09:55:00.001-04:00

What are you doing to increase profits? email your ideas to askthecoach@estradastrategies.com.

2009-06-21T09:50:00.001-04:00

"8 Ways to Increase Your Profits." Today on Real Business WNOX 100.3 or www.wnoxnewstalk.com 11:00 a.m. EDT

2009-06-18T17:00:00.001-04:00

Does Marketing with Twitter Matter? I say yes. Here is a good summary article. http://ping.fm/PXIGd Let me know what you think.

2009-06-16T16:58:00.001-04:00

"It is not enough that we do our best; sometimes we must do what is required." Sir Winston Churchill

2009-06-16T13:12:00.001-04:00

The nicest thing about not planning is that failure comes as a complete surprise - Sir John Harvey-Jones

2009-06-14T10:56:00.001-04:00

Want to know how to reach the next level in your business? Real Business right now - WNOX 100.3 or wnoxnewstalk.com 11:00 a.m to noon

2009-06-14T08:46:00.001-04:00

Getting ready for today's Real Business radio show. How do you grow when it is just you in the business? 11:00 a.m. wnoxnewstalk.com

2009-06-12T08:48:00.001-04:00

RT Good post re: Twittering for Business http://budurl.com/z5ys (@ploked via MarketingYP)

2009-06-10T09:51:00.001-04:00

Speaking today for the Fountain City Business & Professional Assoc. 12:00 p.m. Ramsey's Rest. - "Five Principles for Business Success Today"

2009-06-07T11:01:00.001-04:00

Real Business Radio - Talking about the economy and small business today from 11:00 a.m. to noon. wnoxnewstalk.com or 100.3 FM

Planning Your Success: Part 1 - Alignment

2009-05-07T13:50:00.002-04:00

By Dr. Kevin R. Kragenbrink

It’s not about the money. I have made this statement often, but today it takes on a new meaning. Today I am not talking about value over price in a sales model. I am talking about why business owners are in business in the first place. At their core, most entrepreneurs and small business owners are in business because they want freedom and opportunity. How sad, then, to know that all too often they end up with neither because their business goals are not aligned to their personal goals or because their life is out of balance trying to make their business live up to their dreams and expectations.

Let’s start with alignment. I did a simple survey with a group of business owners this week. I asked them to take a blank sheet of paper and draw line down the middle. On the left side, I asked them to write down the three most important numbers to reaching their personal goals. On the right I asked them to write down the three most important numbers to achieve their business goals. Something remarkable happened. In every case these business owners were able quickly to define their business goals in numeric terms, but none of them was able to call their personal goals to mind in the same way. They just had not thought about their personal goals in those terms.

This may not seem like much of a problem, but it is very revealing. You see most small to medium sized business owners struggle with matching their personal and business goals. The first cause for this is simple. Most people have not clearly defined their goals, especially on the personal side. This is often the most critical flaw in our plan for success. If you don’t have a clear idea of where you want to go, then you have no good way to map out a route to arrive at your destination. That is a problem.

I remember when I was about 10 years old going camping with my family in the Kern River area of southern California. We camped often and as a family were very comfortable in the outdoors. On this particular trip, though, my older brother and I decided to go for a hike. We set out from our campground to do some exploring, but we had no destination and no plan. We hiked for quite a while just following the path of least resistance through the hills above the Kern River. All of a sudden, we came upon a high cliff face overlooking the river, with no clear way down. More important, we realized that we did not have any idea where we were in relationship to our campground. Because we had been walking without direction, we now found ourselves lost with no real idea how to get back to our starting point. I was terrified.

Our situation was serious, but thanks to good preparation by our parents, we knew what to do next. We used skills that they taught us to find our way out of the hills and back to our campground, although not without some moments of real fear along the way. As I look back on the experience I realize that our outdoor skills training contributed as much to our getting lost as it helped us find our way back. It was one of the most frightening experiences of my life.
Isn’t it amazing how often business owners make the same kinds of mistakes my brother and I made that day. Confident in our ability to do what needs to be done, we set off without defining a clear destination and with no specific course in mind. Along the way, we look for and generally follow the path of least resistance. When we do encounter difficulties, we confidently attack them head on or navigate around them with little thought to how those struggles may be affecting our overall course. Without a clear plan we are vulnerable to the changing circumstances and driven by the environment. The end result is all too often, frustration, exhaustion, anxiety, and, eventually defeat.

So what’s the solution? Make a plan. Start that plan with a clear definition of your personal goals over the next 10 years. Make that plan as clear and specific as you can. Write it down, attach pictures to help you focus on the things you want. Don’t be embarrassed or afraid to dream big dreams for yourself and your family. Believe that you have the ability to reach your goals.

Now, align your business to your personal goals. If you are in business for yourself, don’t you think that the business should make it possible for you to do what you want to do with your life? Make sure that the business you are in matches who you are and what you want. Make sure that your business plan produces the income and profits you need to achieve your personal goals and objectives. Create a plan to look down the road 3-5 years and make sure that you know how your business needs to change and grow to continue the alignment with your personal goals.
If you don’t know how to get started with your plan here are two suggestions. First, don’t be afraid to get someone to help you make the plan. Working with a skilled facilitator can free up your own creativity and help you pull all of your ideas together in a way that really makes sense. There may be fees associated with hiring a facilitator, but they are generally more than worth the cost.

Creating alignment between your personal goals and your business goals may not sound very important, but in the end it can mean the difference between success and failure. Alignment means that what I do every day matches my dreams even if it is not what I dream of doing. When that happens I have a great start on business success.

Check back tomorrow for part 2 of this series on planning for success.

2009-05-04T11:01:00.001-04:00

Get Your Business Growing! Webseminar for people serious about making growth happen. http://ping.fm/cgws7

2009-05-03T10:45:00.001-04:00

Today on Real Business - Tips for funding your small business. WNOX 100.3 or www.wnoxnewstalk.com 11:00 a.m. EDT

2009-04-23T10:30:00.001-04:00

Imagine enterprise management delivered for the small business at a price that everyone can afford - Iceman is coming. Ask Me.

2009-04-19T18:02:00.001-04:00

Updating my SM sites through Ping.fm is cool and easy. Check it out at www.ping.fm

Business Owners, Want Answers?

2009-04-14T07:28:00.003-04:00

Yesterday I started something new. I started asking business owners to tell me what keeps them up at night. I have already begun to hear back from them and it is great stuff. While some of the answers were predictable - I have heard back from some business owners who are asking tough questions that drive to the heart of what makes business work. Here is my plan.

Over the course of the next two weeks I am going to keep this question in front of as many business owners as I can. I really want to know what you are thinking about these days. I want to hear what issues take up your time and attention every day. I want to know what concerns you and what troubles you. You can add your voice to this story by commenting here on the blog or by sending me an email at askthecoach@estradastrategies.com. Either way, I want to hear from you.

After this two week period is finished, I will compile a list of questions that I heard from business owners and respond in two ways. Over the course of the weeks that follow, I will set out to answer those questions as best as I can both here and on my weekly radio show.

This is your opportunity to be heard. Let me know what's on your mind

What Matters Most to You?

2009-04-13T08:28:00.004-04:00

By Dr. Kevin Kragenbrink

During my radio show on Sunday I was struck by the very passionate response of my listeners to the topic of the economy and its impact on small businesses. The interest this topic generated really got me thinking. What is it that really matters most to small business owners right now? I have to believe the answer to this will reflect the different circumstances of the millions of business owners, but I also believe there are likely to be some issues that cut accross the many different industries, markets, and regions where businesses are found.

So, here is my idea - why not ask the business owners?

I want to hear from you. What matters most to you in your business right now? What are the issues that keep you up at night? What should your coach be focused on in the next 90 days to help you be prepared to face the second half of 2009?

Send your answers to me by email at askthecoach@estradastrategies.com Let me hear from you and I will follow up with answers that will address your questions.

Looking forward to your responses.

Kevin

How Can I Create a Great Partnership

2009-03-29T09:54:00.002-04:00

Three Rules for Making Great Partnerships
By
Dr. Kevin Kragenbrink

Recently someone approached me to partner with them in a new business. I'm excited about the business opportunity but I am always wary of partnerships because of the potential problems. Without a doubt, partnerships can be powerful in business because the partners bring a collection of strengths and weaknesses to the team that make the whole greater than its parts. At the same time, partnerships can be fraught with danger. Many a friendship and too many families have been broken by bad partnerships. Tread carefully! The best strategy for starting a partnership that lasts is to do it right from the start. Here are some tips to starting a great partnership.

1. Create a business plan before you start the business to make sure you know what you are going to do. Of course, this is true for any new business, but it is especially true in a partnership where differences of opinion may cause real problems among the partners if they do not have a clear understanding where the business is headed from the start.

2. Put your agreement in writing. No matter how good friends you are, or how close a family you have, partnerships require clear understandings. Written agreements are best because they reduce the chances there will be disagreements later. Your agreement should spell out the key issues of the partnership.

a. Decide what level of ownership you each have.

b. Clearly spell out your roles and responsibilities.

c. A partnership does not always have to be equal partners and what I'm considering in this situation is creating an agreement where I am a silent partner simply providing capital and advice for a percentage of the profits while the other person does the day to day work. My potential partner is talking about an equal partnership but I know that I don't have the time for that right now so already this is an area of disagreement we will need to sort out before we move forward.

d. Set compensation to match roles and responsibilities. Remember, compensation does not have to exactly match the partnership percentage in the business.

e. Establish the “Buy/Sell” terms. Partnership problems that are often overlooked include the consideration: "What happens when one partner wants to sell?" or the grim question: "What happens if one partner dies?" What about divorce? Do you want to be in partnership with your partner’s spouse? The agreement should stipulate a course of action and there are special insurances you can buy (called "criss cross insurance" or "buy sell insurance") to deal with the untimely demise of a partner.

3. Remember this rule: Friendship and family are more important than business. Your agreements should keep this in focus for everyone involved.

I like partnerships. In fact, I am a partner in four businesses right now. But in each case there are different partner dynamics and in each one the agreements between partners are different. If you are thinking about partnerships as a way to make your business stronger, keep these things in mind.

Find the Perfect Coach!

2009-03-28T20:45:00.002-04:00

I was sitting down to write a post on how to find the perfect businss coach when I came across this article. It seems that David Mason has already written the story. I could not have said it better, so I am linking here to his arcticle. http://tinyurl.com/dmk6gy

After you read his article, visit my website and register for an executive briefing. It is a perfect event for you to explore your own business and decide if coaching is something you want to pursue.

Best,

Kevin

Keep an Eye on This One

2009-03-04T08:23:00.002-05:00

I am always surfing the web looking for new sources of reliable information for my business and for my clients. Occasionally, I come across something that is valuable enough for me to recommend to others. That is the case with the business focused blog of Matt Bandyk. You can find his blog at http://www.usnews.com/blogs/risky-business. I encourage you to follow his blog to keep up with the latest news on small business and the economy.

Best,

Kevin

Must Be Present to Win

2009-02-22T23:13:00.003-05:00

By Dr. Kevin Kragenbrink

Nearly every Thursday I have the opportunity to network with one of the local Chambers of Commerce. It is a good time to meet small business owners, discuss what is happening in our community, and generally just enjoy the morning. As with most chamber groups, as a part of the weekly meeting they give away door prizes. You know, put your business card in a bowl and there will be a drawing at some point for a variety of interesting and sometimes valuable items donated by the host or other local businesses. In my local chamber, this part of the week's fun is always made more fun by the reaction of the crowd when someone's card is drawn and it turns out they have already left the event. The entire group gives out a collective "awe" and then immediately calls for another card to be drawn.

The sympathy, of course, is not real. The rule is. "Must be Present To Win." There it is. If you want to walk away with the prize, you have to be in the room when your card is pulled. It is a sure way to get those who are interested in winning to stick around. It is also a great metaphor for building a business in today's economy.

Here's the ahaa. Right now a lot of business owners are pulling back, afraid to get out in front of the market because of the troubles in the economy. But if you pull back now, you have to know that someone will step up to take your place in front of your customers. Know this, people will buy goods and services in any market. There are plenty of great examples of businesses that have thrived during some of the worst economic times to prove this point. Those that do thrive are those that are visible, reliable, available, and responsive to the market. Put another way, they are the businesses that are present when their card is pulled by the consumers and businesses who are ready to buy.

Here's the question. Are you present in your market? What do you have to do in the next 90 days to make sure that when people do make a buying decision you are among their choices? We will be addressing this issue in depth in two upcoming events.

First, please plan to attend the E-Women's Network lunch event on March 19th where I will be speaking on the topic "Grow Your Business NOW!" This will be an important opportunity for you to hear some immediate and practical steps you can take to reach out to your market.

Second, register today to attend "Networking in the Cloud," on March 13th. This is a workshop I am co-presenting with Ashley Wellborn of Yellowbook New Media Services. We will be presenting great, practical strategies for you to take adavantage of all the Web, Social Media, and Email marketing strategies currently available, and we will be telling you how to use them for little or no money. You can register for the event at http://tinyurl.com/dzadx6

Of course, we will be offering prizes to people at both events but, "You Must Be Present to Win."

Best to All,

Kevin

Grow Your Business Now!

2009-02-16T21:05:00.003-05:00

I have been thinking a lot lately about how I, as a coach, can best serve my clients. The one thing they are all asking today is how can I grow my business right NOW? The troubled economy has many of them scared about what is coming next. I don't here many of them holding out much hope for help from the government's "stimulous" package. They want to know what they can do today on limited budgets. I have decided to make this the focus of my next web seminar. If you are interested in knowing more, plan to join me on February 23rd at 3:00 p.m. Eastern Time. Register on line at http://tinyurl.com/grownowworkshop

Be Smart

2009-02-16T21:01:00.003-05:00

My most recent article on business growth has been published by the Business Journal in Knoxville. Check it out and let me know what you think. http://tinyurl.com/Besmartarticle

Stay In the Game!

2009-02-04T08:29:00.001-05:00

By Dr. Kevin Kragenbrink

Did you read the papers this morning? Did you take time out to listen to the news? When was the last time you focused on the economic news or the government's efforts to "fix" our economy. If you have read or listened to any of the reports out in the last several weeks or even months, you have probably felt some of the fear that has gripped most of the world. No doubt, there is much that we can find to be afraid of, but is that the best way to approach the obstacles we face? I say it is not. What if, instead of approaching these struggles with fear, we came at them with confidence. What if we said to ourselves and our markets, this game is not over yet, we can still win. Don't think that's possible? Read on.

During the 2008 college football season Pete Caroll's USC Trojans were one of the winningest teams in the country. But when they faced the squad from Oregon State they found themselves down by more than three touchdowns early in the third quarter. This was unfamiliar ground for this team, and their coach new it, so he did something very unusual. He called a time out.

During the time out he called his team together and told them his reasons. "Men, I want to apologize to you for wasting a time out right now, but I was just so excited I had to talk with you. You see, "he said," I know you have never been in this position before. I also know how skilled you are, how well prepared you are, how dedicated you are, how much your coaches have invested in you to get you to this point, how hard you have worked to learn and implement the things your coaches have taught you. With all of that going for you, I just had to tell how excited I am to see how you are going to handle this situation during the next quarter and half of football. I can only imagine the great things you will accomplish."

USC did not go on to win that game, but they did manage to score three touchdowns in the final quarter and half and in the process regain their self respect. They learned that when things appear the worst, that is the right time to draw upon your skills, your training, your experience, and your support network to keep you in the game and help you increase your opportunities for success.

Here is the moral of the story, as a business owner, you already have a tremendous set of skills and abilities. Along with that, you have a passion about what you do that drove you to take the independent business owner route. Together, those two things make you an incredibly powerful player in your market. The problem is, it is often hard to see yourself in those terms, especially in the midst of an economic climate like the one we all face today. It is much easier to see the opportunities for failure and tell ourselves that we do not have anything unique or special. It is so easy to list all of the mistakes and failures of our past. There is that sale that I did not close because of some mistake I made. Or how about that customer that left because I did not address their complaint or concern quickly enough. And don't even get me started on all of my personal failures and weaknesses. Put those together with my business problems and sometimes I just don't think I measure up. But I believe for most people that is the lie that can keep us in fear.

Business owners, stop and think for a moment. What are you really good at? Once you get past the fear and the uncertainty, you will find that there is something in your knowlege base and skill set that you are not only good at, you are GREAT at it. That is where you need to focus. Once you know your skills, then you can decide where you need business training, business coaching, or some form of monitoring to help you reach your greatest potential.

Be honest with yourself. You are great at what you do and that is what people value in a business. Don't get me wrong, there is always a place for learning from our mistakes and working on our weaknesses, but as I approach 2009 I am focused on what makes me the best business coach I can be. I am not perfect, but I am making a difference for my clients and they have been kind enough to tell me so. I am resolved to keep believing and stay in the game.

Be Smart

2009-02-03T08:15:00.005-05:00

I was talking recently with the sales manager of a regional radio station when he asked me, “if you were talking to a group of small business owners today, what would you say to them about finding success in this economy”? I thought through a range of responses, but the one thing I keep coming back to is this, be smart! Let me explain what I mean.

First, be smart means decide to grow. I can’t over emphasize how important this is. Too many business owners say that their goal for this year is to keep even or minimize losses. Believe me, if your goal is to lose as little as possible you can be sure of one thing, you will lose. Why not turn that around and make it your goal to grow as much as possible and then reach. Set a clear goal for growth and then take action.

Second, be smart means get started. Often business owners set goals and dream big dreams, but when it comes time to make them happen they get lost in the day to day struggle for survival. The CEO Rule here is simple – “We do what we plan to do.” So, now that you have goals, what actions will you take in the next 90 days to accomplish those goals? Translate your goals into specific and measurable action plans and then begin to measure for results.

One more CEO Rule applies – “people respond to what you measure.” Turn your goals and objectives into daily, weekly and monthly activities or behaviors that will work together to produce the results you want. Let’s say your goal is to make 8 new sales this month. You know that making 15 phone calls a day will produce 10 sales appointments next week and that 10 sales appointments are likely to result in 2 closed sales. If this is true, then the thing to measure first is not how many sales you made, but how many phone calls you made. Measure the numbers behind the numbers.

Setting and tracking these “key impact numbers” is one of your most powerful tools to motivate your people to succeed. . To make these numbers work, you need to set goals and establish the standards for success. Your people responsible for tracking and reporting against that goal or standard.

When people track their own numbers they see where they actually are in relationship to their goals on a regular basis. With very little involvement from you, other than keeping that number in front of them or having them report the number to you, they will always know where they stand. As you develop and implement these systems, your team will begin to work more effectively to produce the results desired.

Third, be smart means plan to grow by starting with your current customer or client base. Think about this, how many people or businesses do you already know who love your product or service? What strategies have you already implemented to make sure that you are turning those people into your most powerful marketing allies? Try this:

1. Create a plan to touch every one of your customers in the next 90 days to say thank you and to let them know you appreciate their business. This might mean putting together a data base of all your current or former customers. You might need to work your way through old sales records to get all the names you need. Whatever it takes, make the effort. It’s worth it.

2. Whatever you do to reach out to your past and current customers, make sure you include some means for them to let you know if you did a good job serving them and meeting their needs. You might include a short survey (no more than 3-5 questions). The point is to demonstrate that you genuinely care about your customers and you are committed to making sure that you are meeting their needs.

3. As you reach out to show your appreciation and test your quality, take the opportunity to ask for referrals. When you ask, don’t settle for a list of names and phone numbers. Wherever possible, arrange for introductions or at least direct referrals that put you face to face with new prospects. Find ways to make it easy for your customers to refer their friends and colleagues. Use coupons, promotions and specials to create referral incentives. Be creative, be smart.

Finally, be smart means focus on your value to the customer and the prospect. Here is the bottom line. In this economy, as difficult as it appears right now, people will still spend money. But their spending decisions will be different. They will be more careful about who they spend with and how much they spend. The dollars that will be spent in this economy will flow to value and opportunity. Your task is to make sure that you are providing the highest possible value. Do this, and the message will get out that your product, your service is the right investment for this difficult time.

Check This Out

2009-01-20T13:06:00.005-05:00

My friend and business partner Ruben Estrada has begun a new blog. His comments are powerful and I know you will enjoy reading what he writes. You can check out his blog at ontariobusinesscoach.blogspot.com . Visit him today and sign up to follow his work.

Best to all,

Opportunities and Challenges

2009-01-20T12:57:00.005-05:00

When the editor of the Knoxville Business Journal sent me a note late in 2008 asking me if I would be willing to write a colunm for that publication, I jumped at the opportunity. I saw it as a way to really make a difference in the local business commumnity. The first of my contributions to the Business Journal was published in December. Here is a link to the Business Journal article on line. I hope you will take a minute to read it and give me your comments.

Best to all,

Kevin

Preparing for Year End and the Dreaded IRS

2008-12-30T15:42:00.003-05:00

Hello All,

2008 is quickly drawing to a close. I thought it would be valuable to prepare a series of posts to help everyone get ready for the year end responsibilities of closing out the books and preparing for next year. This first post was prompted by a story told to me by one of my clients about the horrors of an IRS audit prompted by improper payemnts made to an S Corporation shareholder.

Many of my clients are organized as S Corporations. One of the biggest advantages of this business form is the creation of a corporate shield while still allowing for pass through taxation on the profits. The idea sounds great to many people, especially since the actual profits are not subject to SSN or FICA taxes in most cases. But this can also cause some problems because some people have abused this by attempting to pay all of the compensation offered to shareholders and officers as distributions of profits or dividends and so avoid the payroll taxes. The IRS has made this an area of emphasis.

The American Institute of Professional Bookkeepers notes: IRS audits now routinely review S corp payments to shareholders to see if payroll taxes are being avoided by treating payments to shareholder-officers as loans or shareholder distributions of cash or property.

An officer performing services for a corporation is entitled to payment; those payments are wages. For federal employment tax purposes, corporate officers are employees.

Avoiding employment taxes by treating compensation as cash distributions, expense reimbursements, or loans rather than as wages is illegal.

For clear details on the rules, go to the IRS Web site and type in the Search Box, “FS-2008-25.” [Fact Sheet 2008-25]

I hope this is helpful. Look for more on the year end soon.

Best to all,

Kevin

Send Norm Hill Ahead to Prepare the Way

2008-12-03T16:17:00.002-05:00

With all of the negative in the news today, it is sometimes hard to envision positive outcomes for the year ahead. I was talking about this problem with my good friend Ron Hoestery and he shared something amazing with me. With his permission, I am copying the note he sent me for all of you to read. Think about Ron's message and see how it changes your plans for the coming year.

To my friends,

As you know, there are a group of guys I meet with each Tuesday morning that sit as a kind of Board of Directors in my life. This morning we made the first of our plans for next year. I wanted to share the first goal with you.

"Next year will be the best year of my life regardless of the circumstances I am in"

Napolean Hill was a famous motivational speaker during the depression and through the war years of the 40's and early fifties. He would always send his positive side of his mind ahead (he called it Norm Hill) to make things happen before he got there. For instance he speaks of a time when he was demonstrating this principle to a friend as he was going to the bank. His friend said, "Napoleon, you know there won't be any parking at the bank at this time of day." Napoleon replied, don't you worry, I sent Norm Hill ahead to make sure we had a spot." As Napoleon recounts as they pulled up, a spot right in front opened up and they pulled right in. I have found this principle to work when I am going to meetings or uncomfortable situations or any circumstance when there is uncertainty to prepare my mind for success regardless of the outcome. It is interesting that when this principle is employed, the outcome is usually better.

So, using this same concept, we have decided that we are going to have a great year and find those things, activities, and perspective that will make it a great year whether or not we are making money, losing money, living high on the hog, or looking for the hog.

Thanks for all of your continued support and friendship.

Ron Hoesterey

Thanksgiving in the Middle of a Recession

2008-11-26T10:58:00.005-05:00

The Thanksgiving holiday has come and gone, but that is no reason to stop giving thanks. I know that economic news over the past several months has gone from bad to worse to devestating. Today's news piles bad news on top of all that with the announcement that we are in a global recession that may last another 12-14 months. So where in all this is there something to be thankful for?

Good question. Hidden away in the midst of all this bad news, I see new reasons for hope. Action taken by the Fed in the last several weeks has succeeded in bringing interest rates down to unprecedented lows. On Tuesday last week mortgage interest rates in the US fell below 5% for the first time since the mortgage rate index was first compiled. Some fixed rates were as low as %4.75. This is great news for the housing markets as it should prompt buyers who have the capacity to buy to move on their new homes. This could also mean new growth in other markets as interest rates continue to come down. We will be closely watching the consumer activity for the next several weeks to see what happens.

For those of us who own small businesses, this is great news. I see this as an indicator that over the next quarter we are likely to see lending standards return to something more reasonable than we have seen in the last two quarters. This means by Q2 2009 small businesses should once again be able to borrow to fund growth. It also means that your customers and clients should have access to additional funds to buy your products or services. That is great news all around.

We are not prediciting an immediate end to the ecnomic turmoil we have seen these past months. We are hopeful that improvement is on the horizon and we are grateful for the progress already made.

Happy Thanksgiving to All.

Kevin

Thinking About 2009

2008-11-18T07:51:00.003-05:00

Wow, it is hard to imagine that 2008 is almost at its end. It has been an incredible year. An economy in turmoil, a presidential election of historic proportions, and a greater degree of uncertainty than I have seen in the business community in more than a decade of business coaching. Despite all of that, I am optimistic about next year. I have a plan in place that I think will help me reach new heights with my business. Speaking of plans, I wanted to talk with you all about how you are developing yours for next year.

Here is a planning principle I hope all of you have in mind.

Plan from the Vision Back

Over the years we have helped hundreds of businesses develop strategic business plans. Along the way we have seen some of those plans produce tremendous success and some of them fall far short. The difference between success and failure is often where the plan starts.

In my experience, the most successful strategic plans start with the vision and plan backward from there. Those that fail are most often those that start with what happened in the past and try to build on that alone. Here is the problem, if your plan is based only upon what has happened, you are always limited by what you know you can do. You will plan to grow or change only in comparison to your accomplishments in the past. You may indeed grow in this way, but you are not likely to reach your potential.

Think of it like climing a mountain. When you start out you fix your eyes on a distant peak that you want to reach. Along the way your path will take many twists and turns. You will likely find that sometimes you have to down or back before you can continue your climb up and forward. Still, if you keep your sights set on that peak, you will always know where you are headed. If, on the other hand, you turn and look back and try to decide your next move based on where you have been, you will not be able to set a clear path. You may gain a sense of accomplishment and pride from what you have already done, but that will not get you to the top of the mountain.

When you plan from your vision back, you change the process completely. Vision in business is about your potential regardless of obstacles and roadblocks. It is about that future level of accomplishment or success that creates and sustains your passion and gives your team something to work toward. It is that mountian peak that you believe you can reach even though the entire path is not yet clear. When you start your planning with this in mind your plans define a path to that vision and gives you the tools to make the right decisions along the path.

Here’s a tip: As you prepare your next strategic plan, take the time to review your vision. Make sure that everyone on the team has a clear idea of that vision and talk together about the path you will take to make that vision a reality. Now ask the question as you develop each piece of the plan, how will this contribute to accomplishing our vision. If you make every part of the plan meet this standard, your plan is much more likely to be effective and your chances of success will be the highest they can be.

Of course, I also want to encourage you to plan with your business coach alongside. Remember that your coach is a valuable asset who can help you expand your perspectives and see that mountain peak with greater clarity. They can act as a guide along the path, helping you to avoid pitfalls and wrong turns because of their experience. You don't have to go it alone.

Why A Business Coach?

2008-11-15T16:48:00.003-05:00

Why Work With A Business Coach?
by Dr. Kevin Kragenbrink

In a good year, tens of thousands of families in America will have their lives turned up-side-down because the businesses they own, or work for, will have to close their doors. In a troubled economy like we face right now, the number of people affected by business closures could double. Because the risks are so high and the economy so unstable, those business owners that work with a business coach have a much higher chance of success.

The good news is that while some businesses will close, many new businesses will start. Some new businesses will be started by experienced business leaders. Many others will be franchise locations that come with a support network to help them grow and succeed. However, the majority of them will be started by people with great ideas but who have little experience in business ownership. They are often leaders in their respective fields who have recently been laid off or have recently suffered an “entrepreneurial seizure.” These business owners too will have a better change for success if they have a business coach.

Tragically, nearly 90% of these new businesses will fail in just a few short years. There are two primary reasons this will happen. 1. They are often under-capitalized. 2. The business owners often lack Business Knowledge. The first problem is hard to solve, but even where there is money to be found, helping these businesses does not usually mean throwing money at them. Many of them will find that no matter how much money they have, they need a business coach to help them understand what to do and how to do it. And, in some cases, they need a coach to hold them accountable to doing the things they already know how to do.

But business coaching is not just for new businesses There are hundreds of thousands of established businesses in the United States that are not operating at peak performance levels. In these businesses the owners and other key players are often working too many hours. Most of them find it hard to spend enough time with their families. Often, they are working too hard because they don't have the systems in place to ensure that business runs properly even when they are not in the building. In some cases their systems may be strong, but their financials are just not measuring up to the levels of success the business owners feel they could achieve if they could get everything working just right.

Business coaching is one of the best ways to address these needs. A business coach is able to directly impact the lack of business knowledge that causes so many business owners to struggle. The coach can also help set experienced business owners back on the right track.

Here are some additional benefits of hiring a coach:

Business Coaches use encouragement and accountability to motivate their clients to work harder for peak performance.
Business Coaches help a business owner enhance performance by teaching them more effective methods or skills they learned or figured out for themselves.
A Business Coach provides you with realistic assessment of where you are and how to improve.
Your Business Coach will help you identify personal strengths and weaknesses and help you focus on what you do best.
A Business Coach will help you brainstorm to find the most effective way to improve your business and help you plan how to make the change.

Chess and the Disciplines of Business

2008-11-15T14:41:00.003-05:00

Chess and the Disciplines of Business
By Dr. Kevin Kragenbrink

Chess is a great metaphor for business. Success in business and Chess are both determined by the strength of your strategy. I used to believe that great chess players were good because they were able to strategize by thinking far into the future. I had heard from many people that it was important to think 10 or 15 moves ahead. The more I play the more I realize, that's just not true. Chess master and coach Bruce Pandolfini argues that the best chess players look only as far into the future as they need to, and that usually means thinking just a few moves ahead. He teaches his students that thinking too far ahead is a waste of time because the information is uncertain and the situation is ambiguous. Chess, says Pandolfini, is about controlling the situation at hand. “You want to determine your own future. You certainly don't want your opponent to determine it for you. For that, you need clarity, not clairvoyance.”

It is not too difficult to apply this kind of thinking to business. In fact, it makes perfect sense. Strategic thinking is necessary, but if we get too far away from what is happening right now in our business, we lose connection with the current situation. Our plans must be built in the moment but must, at the same time, keep in view the opportunities and threats that the future may bring.

Author Bob Rice[1] has argued that business is like chess. He writes, however, that it is not the pieces that are most critical for the strategies, but the board itself. Specifically, he points to the spaces on the board and the patterns of control that chess masters and business leaders employ. Where chess masters seek to control angles, rows, colors, or even a particular space on the board for strategic advantage; business masters seek to control markets and opportunities. In his view, the pieces in chess are best represented by products in business and so, become secondary to the market.

Rice is on the right track, but in fact, a better analogy is available that strengthens his argument. The pieces in chess are the keys to gaining, holding, and maintaining positional advantage. In business this is not about products or services but rather is about the elements of the business that must each be developed and employed to create and maintain the business advantage in any market.

Keep in mind that all the pieces on the chess board are related, and while some are more powerful than others, they depend on each other for survival. The Core Disciplines of Business have a similar structure. The most important aspect is often the most vulnerable and the seemingly insignificant has far more use and value than most people realize.

CULTURE—THE CHESS BOARD
One indicator of chess mastery is how the player views the board. A novice player and those that are less skilled will often focus on just one spot or one piece. The chess master knows that chess is a game that requires the player to see the whole board at once, and not just the individual pieces as the play develops. So too in business, the business owner who can see the entire business and all its elements in relationship to one another has an advantage over the typical owner who finds herself focused on the one or two things that are most pressing or most visible at the moment.

The board defines the relationships of the pieces to one another. It is the context in which each move is made and the consequences are determined. The business owner or chess master who first learns to determine the course of these relational issues will be most likely to emerge from the contest intact and victorious. In the same way, the player who allows his opponent to define the relationship of the pieces to one another is headed for certain trouble if not a quick defeat. The CEO Rule is – Every Business Has A Culture. The CEO’s job is to define and build that culture.

PAWN—ADMINISTRATION
The pawn, while seemingly dispensable, is the foundation of a chess team. A hole in the strategy for using your pawns, like a hole in your administrative systems, is a potential game losing weakness.

KNIGHT—INTERNET TECHNOLGY
The knight, when maneuvered to the center of the board has control of eight points on the board at once. Internet technology, like the knight, should be at the center of all business as a communications and tracking hub.

BISHOP—GROWTH
Every business must have a strategy that allows for swift action to take advantage of opportunities. As the Pawns and Knights move to remove obstacles or block attacks, the Bishops become powerful nd swift tools to move quickly and accomplish the growth the company needs.

ROOK—CLIENT RETENTION
The CEO Rule says, “Client Retention is Growth.” The rook represents the systems that will ensure the highest possible client retention. Like the Bishop, the Rook moves swiftly from end to end and from top to bottom covering the entire board. It is the perfect companion to the Bishop who has covered the same board from corner to corner so that every position is touched by the systems of growth and customer retention.

QUEEN—OPERATIONS
The queen has the power of both the rook and the bishop, which makes her the most powerful piece on the chess board. In business, when all disciplines are working together, operations should run like a well-oiled machine and never be in a position of vulnerability. If a strong operations plan is the last discipline standing after a big business hit, it is still possible to recover and win the game.

KING—FINANCE
The king is the most important and the most vulnerable piece on the chessboard. He is completely dependant on the protection of the other pieces. There is absolutely no way a strong financial foundation can be constructed without the other disciplines firmly in place.
Here are some basic rules to help you get started on your quest for victory:

Never play the first move that comes into your head – keep that move in mind and then look for a better move – Good thinking is a matter of making comparisons.

Remember, Genuine victory takes time. If you win quickly in chess, it does not mean you are great, it means that your opponent was incompetent. Trying to win quickly means hoping that you face an incompetent opponent. Smart business owners don’t base their business on hope. Instead, they learn how to control the elements of their business and build for success.
Don’t fall into the trap of doing the usual. Playing chess at the highest levels can produce a sort of mechanical or “programmed” response kind of strategy. Opening with the same move, responding in exactly the same way to certain attacks, and so on. These players are playing by the rules, but they are also setting themselves up for defeat. If someone comes along with a new approach to the game or a new response to a particular move, the programmed player is unable to respond effectively. The most successful masters are those that can go beyond the rules to create new pathways to success.

Always keep your purpose in mind. Positional chess is a strategic approach that seeks to win by gaining a series of small advantages that in the end force the opponent to give up something of value or place the player in an unassailable position of strength. Positional chess teaches that we are responsible for our actions. Every move must have a purpose.

[1] (Rice)