Business Lessons from an old Sea Captain

It's now time to develop next year's business plan. For many of us whose fiscal year coincides with the calendar year, the planning process begins in October and takes many weeks of negotiation before finally being agreed to.

This year is especially challenging. With the U.S. and World Economy in the tank, you can already hear the excuses from around the company.

"Next year, we'll be lucky to match this year's sales". And, if the naysayers win the argument, it will be a self fulfilling prophecy.

Because you'll be playing defense. You'll try not to lose orders to the competition, instead of winning orders. The "poor economy" excuse will be your emotional safety net. Your team will start rationalizing results against even poorer performers. We may suck - but not as badly as (insert competitor's name here).

In trying times, business leaders need to take a lesson from Sea Captains. In rough weather, experienced Mariners turn their ships into the waves. They take adversity head on. To do otherwise could result in being broadsided by a wave and risk capsizing the vessel.

This year we aren't making plans to protect this year's sales, we're making plans to grow them.

Our captain is steering the ship into the waves.

We're focusing on our opportunities around the world. We're adding to our sales team. We're improving our sales processes. We're mining for gold within our tremendous customer database. We're finding ways to improve and cement our relationships with key customers and partners.

We have all hands on deck.

And we'll survive the storm.