Last week I was on a coaching call with a client, sharing several new bids that came up in an emerging market. Although the bid descriptions were not a direct match for the business, it was an opportunity to introduce the business and get in on the ground floor of an emerging market. As we talked this client presented a laundry list of all the reasons why she could not pursue the opportunity. I won’t go through the list of excuses that she gave me, but what I will share is that I see this happening a lot with small businesses.
In fact, just last week, I found myself doing the exact same thing. An opportunity presented itself, it’s was an exact match for my company, yet during a conversation with a colleague I also went through a laundry list of reasons why I was not going to bid the job. I’ll share some of my excuses in the hope this may resonate with some of you;
- This job is too big
- I don’t have enough time
- I don’t have enough money
- I am never going to win
- What will “they” think of me if I pursue this opportunity too?
- I already have enough
Sound familiar… I caught myself. After thinking about the client I was coaching, I realized that I was doing the EXACT same thing that I was coaching her not to do. I was playing SMALL, coming up with a list of excuses as to why I should not pursue an opportunity that was a perfect fit for my firm. I was losing myself in the entrepreneurial spiral of self sabotage – saying I want to grow then allowing fear, self-doubt and analysis paralysis to set in.
I reminded myself of my role as an entrepreneur and CEO of my company, it’s not my job to think about how “I” can do all of this work, it’s my job to bring resources to my firm that will enable the company to grow. It’s rare that such a wonderful opportunity (that’s a perfect fit for my firm) will present itself in such a way again.
So, if you have not guessed already, I decided to pursue the opportunity, eliminating the excuses and coming up with creative solutions. Here are some of the strategies that I implemented:
- Instead of thinking the job is too big; I started considering what changes could make that would allow me to expand. I decided to add resources to fill gaps. I am considering adding a partner who will infuse additional expertise into the company. I reached out to other MWBEs for potential teaming, subcontracting and JV.
- Engaged my business manager and trusted alliances and asked for their assistance and opinions on the opportunity. This simple action provided me with new perspectives that I had not considered.
- Revisited and updated my cash flow projections and determined that adding this job would have a significant impact on my company’s profitability. Talking with my bank about ways to finance the contract if we win.
- Changed my mindset – approaching a project with the preconceived notion that I was going to lose was just plain stupid. Since I know that thoughts equal reality, I am now focused on all the reasons this project is a perfect fit for my firm. I am playing to win.
- Started revisiting who “they” are; and the real people who matter, my family, friends and colleagues would be happy for me. The rest don’t matter.
- Confronted my inner fears about already having enough and realized quite clearly that I was not put on this earth to play small. By playing a bigger game, I would not only elevate myself, but I would elevate others; my current team, new employees and other MWBEs.
As we continue to pray for success and growth, we must realize that growth and expansion is not easy – it requires us to stretch ourselves. Sometimes, we get in our own way by making excuses and sabotaging ourselves. The key in my opinion is to set aside time to carefully reflect on your decisions and to get real with yourself if you do in fact find yourself making excuses. I also strongly advocate having someone in your life that will call you out when you try to play small.
I hope this article inspires you!
