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When you run a small business, there is no lack of chirpyarticles on how to succeed. But do they work? Just for fun, I decided to takeone of them (from a recent Forbes Magazine series, linked here) and hold it upagainst my own 15 years of successful self-employment.
It's actually not a bad article, and the author has great credentials. But your mileage may vary. Solet's compare its "seven habits of highly effective freelancers" withmy reality:
1. Start earlyI am a serious night owl, and always have been. Sure, I'llget up at 6 AM sometimes - in fact, regularly - to deliver a kick-butt keynotespeech or workshop somewhere. But people should work at their peak times, andmine is decidedly late evening.
Besides, late hours have their advantages. Tomorrow I have ateleconference with a new client in Germany - at 2 AM. Next week I stay up lateagain to do a webinar for Australia during their daytime. Like a chainconvenience store, I'm always open.
2. Always be pitchingI don'tknow about you, but people who are always pitching annoy the crap out of me. My own clients seem to likethe fact that I never, ever try to snocker them into giving me more work, and Istrongly suspect that "pitching" them would drive more than a fewaway.
So how do I get business? Above all, through word-of-mouthfrom other satisfied clients. And through marketing, which is not the same aspitching. I publish books, write articles, give talks and webinars, and generallypester no one.
3. Create your spaceThere is a perfectly good desk somewhere under my piles ofpaperwork. But I know exactly where everything is, and I can't see where thishas hurt my income any.
4. Diversify yourselfOK, this one I do agree with. Most successful self-employedpeople I know do multiple things for a living. And I think it's cool being awriter/speaker/psychotherapist/whatever-else-I-feel-like-today. Being a"mutt" with diverse interests is one of the hidden keys to success.
5. Negotiate, negotiate, negotiateBetter known as "talking yourself out of projects withfixed budgets." Google Phil Jackson this week - who reportedly lost thechance to coach the Lakers again after making a series of demands, despite being thebest coach in recorded history - and see what being a tough negotiator getsyou.
I'll give the author this much: gently exploring options orpricing is OK in my book, and I do it too. But quote-unquote negotiators are generallya pain in the ass. I've seen people lose jobs, consulting gigs, and friendshipsbecause they focus too much on negotiating and not enough on taking the gig.
6. Mingling, babyTouching base with friends, colleagues, and clients sounds great. But this tip talks about how you should"wade into the revenue stream everyday." Does this mean you are pitching again? If so, go back and re-read mycomments on tip #2.
7. Get a lifeI didn't realize mine was missing in the first place. Enjoying what I do for a living is a big part of that.
So what is my formula for business success? Um, apparentlystay up late, wait for customers to come to me, have a messy desk, and do verylittle negotiation. I can see why Forbes probably won't come calling on me foran article anytime soon. But seriously, here's my success tip: Do what youlove. Be really good at it. And live a life that fits who you are. Then all theother stuff will fall into place.
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