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Monday, November 14th, 2011
 We’re nearing the end of the year and it’s a great time to look both ahead and back. November and December are my favorite months of the year, precisely because I do exactly what I’m suggesting in this eCARD. I reflect on the year that’s quickly passing and I look ahead to what I want to accomplish in 2012.
What’s done is done. I can’t change the things that happened this year. But I can learn from them and work hard to make the next year better by applying the lessons learned, good and bad.
Here a few musings you might find helpful as you prepare for the year ahead.
1. Life gets better when you get better
Gilbert Orland said: When an archer misses the mark he looks for the fault within himself. Failure to hit the bull’s-eye is never the fault of the target… .” Improving our quality of life always starts with self-improvement.
2. You can’t unscramble an egg
A pastor friend of mine used to say: “You can’t unscramble an egg, but you can make a pretty good omelet.” Bad things happen to good people – no one is immune. When things don’t go the way we planned, it’s time to dust ourselves off and try “Plan B.” More on this in a minute.
3. Anything worth doing is worth doing poorly at first.
I’ve written about this concept before. The primary reason we fail is that we quit too soon. If things don’t work out on the first try, we quit. Bad move. Skills and abilities take time to develop. Keep practicing!
4. You’re only as free as your options.
Continually develop new options. Have a “Plan “B.” Few things work out the way we planned. President Eisenhower said: “Plans are meaningless – but planning is essential.” Part of the planning process is coming up with alternative plans. I call them: “What if plans.” What if my chosen course of action doesn’t work? Have a “Plan B.”
5. You can learn what you need to learn – to achieve what you want to achieve.
Man was designed to be a learner. Anything anyone else has learned to do – so can you. You can acquire any knowledge or skill you need to rise to the top of your chosen field. Learning something new is more a matter of will and persistence than intelligence. Develop the attitude, “If he or she could accomplish that, so can I.”
6. We set the length of our own tethers.
This is very much in line with Number 5. Henry Ford said: “If you believe you can do a thing or you believe you cannot, in either case, you’re probably right. You now have or can certainly acquire the talents and abilities you need to achieve your goals and dreams. Don’t tether yourself with self-doubt or the fear of attempting a great thing.
Forget what you tried to do but failed. Remember, you can’t unscramble an egg, but you can make a world-class omelet.
Tags: abilities, goals, planning, self-improvement, talent, year-end reflection
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Monday, October 17th, 2011
 Everyone’s looking for a way to get a leg up on the competition. Here’s some good news – it isn’t that difficult. Here’s even better news – it isn’t difficult at all.
Franklin Covey’s Center for Advanced Research (CAR) conducted an extensive five-year study to gauge the level of engagement between employees and the organizations in which they worked. CAR studied the same nine sectors of the economy the U.S. Census Bureau uses for its research. They interviewed nearly 6,800 employees in 530 companies in both the public and private sectors. The result? Embarrassingly large percentages of employees in the workplace had no clue what their employers annual goals were. In fact, most couldn’t name a single organizational goal.
The bottom line, according to CAR: “When large numbers of American workers show up to work each day knowing neither why they are there nor what they are supposed to do all day, it means American business is operating very inefficiently, and that means poor service and lower profits.”
See why I say it isn’t difficult to get a leg up on the competition? Here are five simple ways to set yourself apart in the marketplace:
1. Think “Alignment”- Before you can make the link between your performance objectives and those of your company, you need to know what your company’s initiatives and objectives are. Take time to study your organization’s strategic plan and/or talk to your boss about making sure your performance is in alignment with what your company intends to achieve.
2. Think “Vision” – Once you understand what the company intends to achieve, you can you create a vision for how you intend to contribute to your organization’s success. You can’t hit a target you can’t see, so preparing a “written” plan for what you intend to accomplish will be critical to creating a performance advantage.
3. Think “Objectives” – Remember the old adage, “If you can’t measure it, you can’t manage it.” Brian Tracy calls written objectives “fuel for the furnace of achievement.” For an objective to have power, it must be measurable. Less than five percent of individuals have written goals for improving performance and productivity. Just writing your goals down gives you a jump on the competition.
4. Think “Action” – Achievement is about doing – not about dreaming. Intentions are simply not enough when it comes to you becoming an outperformer. The only measure of what you believe you can accomplish is what you do. Develop daily action plans. Work on your most important objectives daily by carving out time to do the tasks or activities that will accomplish your objectives.
5. Think “Support” – Success and achievement are (almost) never achieved in a vacuum. You’ll need help achieving meaningful goals. Whether it’s the help of your boss to allow you to carve out time to work on those things that matter most, or a team member who has skills or abilities you don’t have, you won’t succeed alone. Ken Blanchard said: “None of us is as smart as all of us.” As you make your plans for performing at a higher level, include the resources you’ll need to succeed.
Getting that leg up on the competition is not as difficult as you thought it would be. It’s just a matter of thinking and working a little smarter than others you work with. Make sure that what you’re doing – on a daily basis – is in alignment with what your company needs you to do to help achieve corporate objectives.
When you do that – you will outperform the competition.
Tags: action, alignment, goals, objectives, support, vision
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Tuesday, July 19th, 2011
 When you study success, you’ll find unequivocally that successful people in any endeavor have one thing in common: they think differently than less successful people. Roger Ailes, the founder and CEO of the Fox News Channel, is quoted as saying: “There’s a big difference between those who want to be something and those who want to do something. About 95 percent of America is made up of people who want to be something, and they cause all the problems that have to be solved by the five percent who want to do something…”
Not only do successful people think differently, they also have certain characteristics that set them apart. Here are six prominent characteristics of successful people.
Optimism
Helen Keller once described optimism as “the faith that leads to achievement.” Successful people expect positive outcomes. They don’t sit around wringing their hands wondering what will happen if “it” doesn’t work. They simply expect that trying something new will work. If it doesn’t work – it doesn’t work. So what! Successful people just roll up their sleeves and take another run at it.
Creativity
Successful people focus on innovating – not fixing. They realize that fixing a problem, more often than not, just gets them back to the status quo. Nothing changes and nothing gets better – it just gets fixed.
Successful people look at something that’s not working very well and start thinking of new, creative and innovative ways to deal with the problem. They ask “why” questions and “what if” questions. Successful people have a healthy fear of failure (more on that next).
Resilience
Being able to spring back into shape after being bent or twisted is a dictionary definition of resilience. Successful people have a very healthy view of failure. They fully embrace the cliché that failure isn’t falling – it’s failing to get back up.
Thomas Edison was famous for this. After more than five thousand failed tries to invent the incandescent light bulb, he was asked by a reporter why he kept trying. Edison’s reply was that he hadn’t failed five thousand times – he simply figured out five thousand ways the bulb didn’t work. Five thousand experiments later – he created the incandescent light bulb.
Self-Control
If there’s one thing we can count on, it’s that our self-control will be tested on a daily basis. Temptations abound. Successful people learn to harness their passions, emotions and their will.
Jim Rohn offered the best definition of failure and success I’ve ever heard: “Failure is the result of a few errors in judgment – repeated every day, and success came from a few simple disciplines practiced every day.”
Emotional Awareness
Successful men and women have outstanding emotional awareness. Not only are they focused on building strong, lasting relationships, they’re also keenly aware of the feelings of others. They consider the impact of their words and actions on others and are highly skilled at using the right words at the right time.
Winners don’t preach; they persuade. Some people tell you what you want to hear and some tell you what you need to hear. Successful people tell you what you need to hear in a way you want to hear it.
Goal Focused
Successful people keep their eyes on the prize. They identify the real priorities and focus their efforts (and the efforts of others) on what really matters. They realize there’s no “magic moment” and no “silver bullet” to achieving great things. Their success formula is pretty simple – clearly establish what you intend to accomplish and do those things that will accomplish the goal.
Brian Tracy describes goal setting as the fuel for the furnace of success. Here’s an interesting conundrum though; ninety-five percent of people believe goal setting is critical to success, yet only five percent have written goals they focus on constantly. Guess where they stand when it comes to the overall success of the population: right at the top!
There you have it, the six characteristics of success. On a scale of one to six, how did you fare?
Tags: creativity, emotions, emtional, goals, optimism, resilience, self-control, success, successful
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Wednesday, February 23rd, 2011
 There’s a Japanese Proverb that says: “Fall down seven times, get up eight.” That wise saying underscores the importance of persistence in the world of performance improvement. In fact, many would argue that persistence is the single most important attribute in the success mindset.
Throughout history, we’ve been reminded of the value of sticking with something we’re passionate about until we achieve what we want to achieve. For example, there’s a Buddhist saying, “In the confrontation between the stream and the rock, the stream always wins – not through strength, but through persistence.”
In both the Old and New Testaments, there are numerous references to the value of persistence. James 1:4 (NLT) says, “…for when your endurance is fully developed, you will be strong in character and ready for anything.”
Psychologist Edward De Bono has noted that, in his vast experience in working with successful people, he finds to two major qualities: (1) they expected to do well and, (2) they’re persistent.
We know from our own experiences that frequently education and raw talent are often trumped by persistence. Those who succeed in any venue are often not the most intelligent or the most talented. They simply figure out a way to go over, under, around or through the obstacles thrown in front of them. Remember, the stream always finds its way around the rock.
Persistence is an intrinsic motivation. It comes from deep inside. The stronger the inner desire to succeed, the greater the chances of success. The fact is, we all face obstacles and challenges. Successful people accept that fact and simply figure out a way to deal with them.
Those who persist face the cold, hard facts. Life is tough, the economy sucks, work is hard, life’s not fair. So what? Success in life has always been difficult, work is always challenging, cheaters do prosper, and you won’t win the lottery. Shake it off and move on.
One of the keys to persistence is to make sure we know where we’re going and what we intend to achieve. A well thought out vision and clear, measurable goals help us focus on those things that really matter. Without vision and a serious commitment to achieving the goals we set, we’ll be like 95 percent of the population who reach the end of their working life wishing they had taken more risks and challenged the status quo.
Look, good enough seldom is. The organizations and individuals who really stand out in the world have always been, and will always be, those who strive for continuous improvement and never give up on their dreams. They don’t see change as a threat. They see change as simply a rock in the stream that has to be faced – and then they set about doing just that.
So, what’s your persistence quotient? It’s a question worth pondering. Do you hang in there and face life’s obstacles or do you all too quickly throw in the towel? I remember reading one time that most people who fail were just one more step away from succeeding – they just quit too soon.
The power to persist comes from within. It can’t be passed on to us by well-meaning parents and it’s not something we can go out and buy. The power to persist comes from an inner belief in ourselves and in our vision for what we want to accomplish.
Are you experiencing the power of persistence, or are you on the verge of quitting when you may be just one step away from making your dream a reality? Don’t quit. Never give up! Be like that persistent but gently flowing stream that faces its obstacles and finds a way around them.
Tags: achieve, endurance, goals, performance improvement, persistence, quitting, success, vision
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Thursday, February 10th, 2011
 It’s impossible to talk about success in any endeavor without understanding the power of goal setting. Brian Tracy says goals are the fuel for the furnace of achievement.
While I couldn’t agree more, I also alert my audiences and my coaching clients that, as important as goal setting is, goal achievement is really what counts. While it’s critical to set meaningful goals, it’s much more important to follow through and see the goal(s) completed.
So, the reason we set goals is because: without setting and achieving them, our futures will be left to chance. And herein lies another cold, hard fact: chance has a very poor track record as a means of achieving success.
For managers, goal setting is an essential function. It’s also the process by which we define the targets we want to achieve in order to move our organizations forward. Good managers understand that when they set goals, they also commit to the outcomes the goals will produce.
Goal setting allows us to focus our limited resources and the energies of our people on those things that matter most. It also clarifies for our team the direction we intend to take and what specifically we intend to accomplish. We’re not leaving our futures to chance.
Goal setting allows us to measure achievement. If we’re establishing a result metric as a part of our goal setting formula, we’re setting up a dashboard for measuring our success. Without this tracking system, we lose the motivation to move forward with goal achievement.
Goal Setting Starts with Strategy
Good goals emerge from our strategic plan. If the strategy is to become a market leader with a particular product or service, our goals must cascade from that strategy. Division or departmental goals will align with the strategy, as will section, team and/or individual goals. Developing strategy and setting goals that are aligned with the strategy work together to create tremendous synergy for the organization.
A recent study by FranklinCovey’s Center for Advanced Research shows that large numbers of organizations, in several sectors of the economy, don’t understand this fundamental rule for goal achievement. In one sector, Public Service (Govt.), 74 percent of employees surveyed could not name a single organizational goal. Without an organizational strategy, and subsequent goals being pushed down into the organization, there’s little hope for achieving organizational objectives.
Why set goals? Because goals fuel individual and organizational achievement. Good goal setting starts by developing an overarching achievement strategy. Once the strategy is laid out, goals are set that will move the individual or the organization toward achievement.
Remember, though, that while goal setting is critical to success, it’s goal achievement that really counts. When we establish a goal, it’s critical, at the same time, to establish some type of metric or tracking system that will allow us to measure our progress toward goal achievement. A goal unmeasured will translate into a goal not achieved. Measurement creates momentum.
Bottom line: Set goals aligned with an overall strategy – then relentlessly measure progress.
Tags: accomplish, achieve, achievement, essential, futures, goals, managers, strategy, success
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Tuesday, February 1st, 2011
 Last week, I reminded you of John Wooden’s admonition not to confuse activity with achievement. Good advice for sure. Being busy and being productive are separate issues. Strangely though, deep down inside, we like being busy because it gives us the false sense of being productive, but this is only an illusion. It doesn’t matter how many trivial activities we complete, they’re still trivial and don’t improve productivity or contribute to the bottom line.
Important but Not Urgent
Stephen Covey and others have made the compelling case that the most important things are seldom urgent. The sad fact, though, is that we can easily become addicted to urgencies. Often our badge of honor is having the reputation of being a firefighter – able to put out dozens of trivial little fires in a single day. Let’s refocus.
In the last article, I offered several suggestions on how to better manage your time, so you could be more productive. Those suggestions included: planning your day; writing down your goals; keeping a journal; and reviewing your progress on a regular basis.
Here are a few more suggestions on how to make your days, weeks and months more productive.
Coordinate Your To-Do List and Your Calendar
Before you write a single item on your to-do list, review your weekly calendar. Get a bird’s eye view of your week and when you’ll actually have time to work on those few important tasks or projects. Writing a to-do list is much like building a budget. A realistic budget is preceded by a well-thought-out strategic plan. A daily plan has a much greater chance of succeeding if it’s coordinated with your calendar.
One of the best ways I know of to find the time to work on high priority items is to schedule them in your calendar. Make an appointment with yourself to work on “A” priority items – every day or certainly every week.
If It’s To Be – It’s Up To Me
Personal responsibility. You knew this one was coming, didn’t you? Yep, you’re the only one responsible for achieving your personal goals and improving personal productivity. It’s not your Mama’s job, your boss’s job or your spouse’s job to make you more efficient, effective and productive. That’s your job.
Like it or not, you’re the one who’ll have to take control and do those things that must be done for personal or professional development. You’ll have to control your schedule, take the class, get the certification, or heal the relationship that’s keeping you where you are now, instead of where you want to be.
E + R = O
This little equation will do more for improving your performance and productivity than almost anything else I know of. It stands for Event + Response = Outcome. This equation suggests that it’s not the events we encounter that determine the outcome. It’s our response to those events that make the real differences.
We all face difficult events throughout our lives. Every day, we’re faced with events that have the potential to derail us from getting where we want to go. Our response to those events will determine our success or failure. Controlling how we choose to respond to events not of our making is what develops the character of a winner.
Staying at the top of the productivity game isn’t easy. It takes work and it takes being savvy. Doing a few simple things, like those mentioned in these last two posts, will go a long way in helping you keep your performance and productivity at a very high level. You really can get more done by doing less.
Tags: achievement, activities, calendar, failure, goals, journal, performance, plan, planning, priority, productive, response, responsibility, success, to-do, urgent
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Wednesday, January 26th, 2011
 John Wooden, the legendary coach at UCLA is quoted as saying: “Don’t mistake activity and achievement. He was also famous for believing in fundamentals. Coach Wooden understood that practicing a few important things on a consistent basis paid higher returns than leaving a game to chance. At every practice his focus was on practicing those few things that produced success. He understood the difference between practicing just to practice and working on plays that won games. John Wooden understood the power of planning to be productive.
It’s not about Being Busy
Being busy and being productive are two different things. Being busy isn’t often associated with accomplishing important goals.
Being productive on the other hand requires focus and implementation of time-tested techniques to become more productive. Here’s an example of a few things you can do to increase focus and better manage your time.
Plan your day
Successful organizations and high-performing individuals have this one thing in common; they actively manage their future. They plan for the long and short-term future they want to have. Don’t leave your success to chance. Plan for the life and career you want to have. This is easier than you may think and it makes life a whole lot more rewarding.
Write Down Your Goals
An unwritten goal is nothing more than a dream or wish and, herein lye’s the problem; no one ever wished his or her way to success. 95 percent of individuals don’t have written goals or a written plan for what they want to achieve. Is it any wonder why the 5 percent that do are a zillion times more successful?
Know When to Work
Different people have different “productivity zones.” Some of us are morning people; others have high energy and creativity levels in the evening or late at night. Do you know when you’re most productive? If not, find out. If you do know your productivity zones use them to your advantage and work on your high payoff activities during those times.
Keep Score
Yesterday is history and tomorrow is yet to come. All we have is today. Use the day to do those things that matter most. Keep track of what you do. Journaling is one of the best ways to measure progress. Writing down what worked and what didn’t, for future review helps us keep doing those positive practices that produce great results, as well as eliminating those things that moved us in the wrong direction.
Review the Game Tape
One of the things that make Peyton Manning a future hall of fame quarterback is his commitment to spending time each week reviewing game tape. We can learn a lot from understanding what worked but we often can learn more from seeing what didn’t work. Review your day once a day, your week once a week and your month once a month. You’ll put yourself ahead of the pack very quickly.
Next week we’ll look at a few more ways you can plan the future you want to have. Just remember, you have much more control over your time than you give yourself credit for. You can plan for your success and achievement. You can’t afford to leave something this important to chance.
Tags: achievement, activity, focus, goals, manage, plan, practice, produce, productive, productivity, review, success
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Tuesday, November 23rd, 2010
 “You can have anything you want – if you want it badly enough. You can be anything you want to be, do anything you set out to accomplish if you hold to that desire with singleness of purpose.” (Abraham Lincoln)
Strategic planning is not a scary proposition. In fact, I’d argue, you actually do it more often than you think you do. David Allen, is his blockbuster book, “Getting Things Done,” says humans are actually “planning machines.”
Let’s face it; we start planning the moment we wake up in the morning. We start planning our day, what we’ll have for breakfast, what we’ll wear to work, and so on. Planning is both a conscious and subconscious act. We plan on purpose, and we often find ourselves planning unconsciously.
So, because we’re going to plan anyway, let’s take a few minutes and look at a planning model that will work for any occasion or circumstance. What makes this model even better is that it can be accomplished on a single sheet of paper.
This particular model asks and answers five fundamental planning questions:
1. What do I want to accomplish?
2. Why do I want to do it?
3. How will I bring my plan to fruition?
4. What will I measure to gauge my progress?
5. What tasks will I need to complete to accomplish my goals?
What do I want to accomplish? This is your VISION for what, specifically, you want to accomplish. Notice I said “specifically.” The clearer you can be in describing what you want to accomplish or achieve, the greater the chances you’ll make it happen. Your mind functions best when it’s very clear on what you intend to do.
Why do you want to do it? This is your MISSION. Written succinctly, it will provide the motivation and the inspiration you need to keep moving toward your vision. Your mission makes clear why you do what you do. It describes the grand purpose for your efforts or your enterprise. The mission statement for the Disney Corporation is simply: “To Make People Happy.” Notice it doesn’t describe a product or service, just a purpose for why they do what they do.
STRATEGIES describe how you’ll go about fulfilling your vision. A strategy is a general plan of action. It simply states, in general terms, the steps you’ll take to make your vision a reality. Strategies describe such activities as sales, marketing, and process improvement. Personal strategies might include health, exercise, nutrition, improved education. Strategies do not have to be measurable. Goals do.
GOALS ask: How much? By when? If my strategy is to sell more stuff this year than I did last year, then the sales goal should clarify how much more stuff you intend to sell and in what time frame. Goal: Sell 1,000 widgets by 12/31/11. If your strategy is to lose 12 pounds, then your goal might be to lose two pounds per week for the next six weeks.
ACTION PLANS are very similar to goals but with a shorter time frame. To really ramp up your progress, keep your action items right in front of you – all the time. In order to sell 1,000 widgets within a 12-month time frame, you’ll need to sell 83 a month, 20 a month and – enter action plan – five a week.
I think you can see the power of this simple but powerful planning process. Hey, you’re already a planning machine; David Allen said so! So, why not add on a little One Page Plan methodology and really ramp up your progress?
Tags: accomplish, achieve, goals, inspiration, mission, motivation, planning, purpose, strategic, strategy, vision
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Tuesday, August 31st, 2010
Creating a strategic performance advantage is the key to taking your performance and productivity to the next level. And, keeping true to the philosophy of getting more with Les – it’s not difficult to do.
1. Clarity is the key
The first step in creating a strategic performance advantage is to clarify what you want to accomplish. Start with a S.M.A.R.T. vision. For a vision to be powerful, it must be specific. It must be measurable, achievable, realistic and time-bound.
A vague vision produces vague results. It’s one thing to say: “Someday I want to make a living being a consultant.” It’s quite another thing to say: “By December 31, 2010, I’ll have created XYZ and Associates, a $250,000 a year, Dallas-based consulting practice, specializing in change management for small to medium-sized companies in the medical services industry.”
In this particular example, the vision captures revenue expectations, clarifies the target market and the geographic scope of the business. Specificity is the key. Vague vision statements simply don’t have the power to move an individual or an organization forward.
2. Focus
The primary difference between vision and focus is scope. While a S.M.A.R.T. vision clarifies the big picture for improved performance and productivity, focus narrows the scope of the work to be done. As Jim Collins says in his business classic, Good to Great: “The real path to greatness, it turns out, requires simplicity and diligence. It requires clarity, not just illumination. It demands each of us to focus on what is vital – and to eliminate all of the extraneous distractions.”
We clarify our focus by setting meaningful and measurable objectives, and you won’t need many of them. The objectives would be linked directly to your vision statement. In the example of the vision above, we would want to set objectives for monthly revenue, for sales, and marketing, among others.
3. Focused Activity
Achievement is about doing, not dreaming. To that end, we want each day to count when it comes to making our vision a reality. Once our vision is clear, and meaningful objectives have been set, the next obvious step is to take actions every day that will complete stated objectives. Make sure you’re carving out roughly 90 minutes a day to work only on those activities that will accomplish your goals.
Tags: achievement, activity, business, clarity, focus, goals, performance, productivity, strategic, vision
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Monday, June 14th, 2010
I confess I’m not a fan of the local newspaper. There are too many other sources these days for the specific news I choose to follow. Having said that, there’s one publication I do enjoy reading on a regular basis – Investor’s Business Daily.
As you know, I love to focus on fundamentals. I place a high value on doing those few things that give a high return on the investment. Whether it’s time, talent or treasure, doing a few simple things on a regular basis will almost always separate you from the crowd.
My favorite section of the IBD is “Leaders & Success.” In that section of the paper, the focus is on men and women who have attained success and often remarkable achievements through – guess what – clarity, focus and hard work. I know, that last part is a drag, isn’t it?
The Leaders & Success section also presents IBD’s 10 Secrets of Success. The 10 secrets come from years of analyzing leaders and successful people from every walk of life. This extensive study revealed ten traits which, when combined, turned dreams into reality and into fantastic levels of achievement.
This week I’ll share five of the secrets and finish the list in the next edition of “Getting More With Les.” Ready? Here are the first five:
1. How You Think Is Everything:
Always think positive. Think success, not failure. Beware of a negative environment. Rate yourself on a scale of 1-10. What can you do to improve?
2. Decide Upon Your True Dreams and Goals.
Write down your specific goals and develop a plan to reach them. Rate yourself on a scale of 1-10. What can you do to improve?
3. Take Action:
Goals are nothing without action. Don’t be afraid to get started. Just do it. Rate yourself on a scale of 1-10. What can you do to improve?
4. Never Stop Learning:
Go back to school or read books. Get training and acquire skills. Rate yourself on a scale of 1-10. What can you do to improve?
5. Be Persistent And Work Hard:
Success is a marathon, not a sprint. Never give up. Rate yourself on a scale of 1-10. What can you do to improve?
That’s enough to think about this week. Do yourself a favor though, give these five success secrets some deeper thought. Remember, knowledge itself isn’t power. Knowledge APPLIED is where the real power comes from.
Tags: clarity, failure, focus, goals, hard work, improvement, investment, Investors Business Daily, leaders, learn, negative, news, newspaper, persistence, positive, success, time, training
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