A Challenge That Takes The Biscuit!

It is in the genes.

I referenced a few weeks ago a quote from a poem about doing your very best against all the odds and the particular lines from the poem that have most meaning were; “Rise and rise again, until the sheep have become lions”.

We saw again on Sunday from our young group of Waterford hurlers a collective will, drive and determination to well and truly uncork the bottle and we outplayed a more experienced team of hurlers. This true grit and determination is something that we all should and need to aspire to. To be part of a winning team means setting yourself your own challenging goals and this in turn will have a positive effect on those around you whether that be in your home, at work or during you

r leisure time.

Defining you role within an organisation is a challenge to all of us and we all know those individuals that appear to take this in their stride and emerge, on the surface anyway, to be cool as the proverbial cucumber and these people seem to have a great degree of confidence and very, very little self-doubt. We need to surround ourselves with these drivers and achievers in business if said business is to have longevity.

Like our young Waterford hurlers who have no doubt set themselves the tough goal of winning a Munster title, myself and seven other members of The Biscuit Club, a cycling sportif, set ourselves a very challenging goal of completing the Wicklow 200km cycle on Sunday 7^th June. Individually, we were all working away on our own fitness and I am sure we were all working out in our own minds just how we were to complete this gargantuan challenge. However we could all take comfort in the knowledge that we would collectively suffer the pain together.

I myself, having literally only picked up racing road bike in August of last year (2014), found the task in hand very daunting and I believed that for me to complete the 200km within my timeframe of under eight hours would be a huge mental challenge for myself. However, my past life and business experiences have taught me that the greater the challenge the greater my focus and this in turn drives me forward at an accelerated pace to relish whatever challenge is put in front of me. I am that dog who will not let the bone go and I know from my rugby playing days that I would always have sought out the biggest maddest player on the opposition team and smash them within the first few minutes of a game, just to lay down a marker. I suppose that in a way my Scottish genes mean that I really do savour a challenge.

Typical MAMIL.

On the Sunday 7^th June I was mentally prepared to tackle the very best of the hills and mountains that the Wicklow 200km could throw at me. Even a flat tyre before I set off would not distract my mind from the task in hand. And so eight intrepid Middle Aged Men In Lycra (MAMILs) set off at around 07:00 on Sunday morning to test our fitness, endurance, mental fortitude and no doubt there was just an edge of competitiveness to see just how we would compete against much more seasoned cyclists.

After many, many, many hours literally welded to the saddle we managed to come back, in ones and twos, to the finish line, at Bray Leisure Centre, in around 7 hours and 15 to 25 minutes. Remarkable times from everyone who took part and all the more remarkable as these MAMIL’s all have day jobs and cycling is after all a hobby and a pastime. The Wicklow 200km challenged all of us in a very personal way and to a man everyone stood up to the challenge and although utterly exhausted we managed to still smile at the end of an epic journey.

For me personally to get round the 200km in approximately seven hours and twenty minutes meant that I had over achieved on my goal of competing the 200km in less than eight hours. Having smashed my own personal goal I am already considering setting an under seven hours target for next year! Now there is a challenge!!!!!

Michael, Declan, John, Gary, Stephen & Ray.

Ambitious, absolutely YES. Is this actually achievable for me? Well I will find out in twelve months time and I am sure an increased number of Biscuits from Waterford City will join us in the challenge.

The setting of tough ambitious goals and targets works for me and works for those around me. This in part means that many of the people I surround myself with are by their very nature extremely positive people and certainly will not fear a challenge. Whilst we may all get slightly apprehensive about the challenges we set ourselves, a tough challenge tests our very character and our mental resolve. If you are sound in mind then anything is possible and you will go through life seeking out new opportunities with a degree of excitement that is palpable for all to see.

As a life lesson I see at the moment many teenagers getting overly stressed and worried about leaving certification examinations. These young adults who have done the hard work, put in the study times and covered the course work will do well. They just need to believe that they have prepared enough for the challenges of examinations.  They need to believe that they will do well and it is the responsibility of those positive people around these young adults to install the confidence that is needed to face the challenges of the examination room.

In life we all should be seeking out bigger tougher challenges that will stretch us both physically and mentally. Our mind and body both crave regular exercise and the more we work our bodies constituent parts the better we will be to meet whatever challenge our work life and leisure life throws at us.

Too big a challenge?

Being able to say that you have done your absolute best and could give no more is the most any business can ask of its employees. If that business is lucky enough to have a motivated workforce and the business knows how to challenges it staff members then such a business will have longevity. However, surround yourself with lazy, negative, pessimistic and unmotivated staff members this will ensure that a business has no future.

How we tackle challenges in life and in business define us. So remember that every uphill has a downhill just over the summit and the tougher the uphill the greater the reward coming down the other side.

Just what is networking?

Ring any bells?

"Just what is networking?"

This is a question I am often asked as a business person and also as someone who is involved with numerous committees and organisations. There is of course no one answer fits all to this questions and you must find what appropriate forms of networking are suitable for your business, your voluntary committees, your social scene etc.

But if you are in business it is something that you need to build as part of your own personal make-up and as part of your business structure. Failure for any business to network is a failure to cement the very foundations around what your business stands for. Networking is a statement of branding and as such it is the real face of any business and the visible tangible part of a business’s profile.

Therefore it is essential to understand just what all this networking entails.

Some people might advocate that “Half the money I spend on advertising is wasted, but the trouble is I do not know which half!” And with this in mind we know that the marketing landscape has changed inextricable in the last number of years.

Gone are the days when we could literally just stand and shout “Come and buy my products and services!” This type of sales and marketing has once and for all been destroyed as the ever fading Celtic Tiger ran off to find a new home.

A singular emphasis on advertising as part of your marketing mix will lead to ever increasing diminishing returns. We are bombarded with advertisements literally every second and minute of our day. And with our addiction to smart phones and social media we could see between 1,000 and 3,000 adverts a day! With so much information to absorb is it really any wonder that a business needs to find new ways to connect with customers and clients.

TRUST drives our business environment and here are some interesting statistics:

·       66% of the economy influenced by personal recommendations

·       88% of people will buy from companies they TRUST

·       85% of people will not buy from companies they DISTRUST

It is therefore essential for businesses to build TRUST with their customers and clients by being visible and tangible. And the most effective way to do that is by networking with customers and clients.

Cool business card.

So having established that networking is about building TRUST with existing and potential customers and clients we need to set out a few ground rules.

1.     Networking is NEVER about simply collecting business cards

2.     Networking is NEVER about just handing out dozens of business cards

3.     Networking is about converting contacts into word of mouth referrals

In addition to the above we need to be very clear that at any networking opportunity it is never about YOU it is ALWAYS about the other person. You must take steps to communicate effectively with the person you are speaking to and that involves listening, understand and not simply hearing what they are saying to you. Communication is always a two-way street and the very best networkers understand that they have to be an active listener.

At any networking event it is essential that you constantly ask yourself “What is YOUR brand?” Because to be in business today our most important job is to be head marketer for a brand that is called YOU! We need to understand that brand ME communicates our personal story, demonstrates what attributes that sets ME apart, states how YOU want to be positioned in the market place, defines your company/business and clearly distinguishes YOU from other competitors. Brand ME is not about bragging it is about defining YOU as a person other people can TRUST and as a person that people would want to do business with.

An early establishment of goals for any networking event is fundamental. Who are you trying to meet – customers, strategic partners or referral sources? I am here to generate new business over what timeframe? How much time will I allocate to networking? Where can I get the best value for my time?

We have all experienced this!

Once you have established the goals we need to network effectively and to do this we must remember that we are NOT selling the event. We need to start a conversation and therefore you need to be able to introduce yourself. We need to get to know the person, ask open ended questions and we must build trust. One of the most important aspects that people often miss is that you need to have a firm, strong and dry handshake and also carry good quality business cards and not the ones often advertised on TV, that feel like they are made of recycled cardboard. After shaking hands you more often than not give a person a business card and these two actions alone could define whether or not you have found a new customer.

Asking the right questions is also essential as it;

·       Separates the professionals from the amateurs.

·       Shows that you are concerned with helping them achieve success

·       Gets them to tell you how to sell to them

Follow up is essential.

Finally, one of the most important parts of networking that is often forgotten is the post event evaluation and follow up. You must be able to assess the success of an event, should you go back to a similar type of event, prioritise who to contact, decide who to contact within 24-48 hours, who to contact within one week and who never to contact.

Enjoy your networking ad we are all social animals and in general we are hardwired to interact and meet people. There are of course a few exceptions and these people need to be avoided at all costs.

“A brand is no longer what we tell the customer it is – it is what customers tell each other it is.” – Scott Cook.