| "The credit belongs to the man who is actually in the | | | | the successful implementation of the possibility is |
| arena; whose face is marred by dust and sweat and | | | | worth the cost. This is the arena of negotiation. It |
| blood; who strives valiantly; who errs and comes | | | | isn't negotiation in the traditional sense of the word, |
| short again and again; who knows the great | | | | such as negotiating a price with a client or vendor, |
| enthusiasms, the great devotions, and spends himself | | | | but is primarily an internal negotiation. This is where |
| in a worthy cause; who at the best knows in the | | | | you ask qualifying questions. "I would if..."If this is to |
| end the triumph of high achievement; and who at the | | | | come about, what will the cost be? Is it worth it? If |
| worst, if he fails, at least fails while daring greatly." -- | | | | this comes about, what will the ramifications be in |
| Theodore Roosevelt1. I Am - the Arena of Values | | | | other areas of my business? What other |
| 2. I Should - the Arena of Responsibility | | | | adjustments would have to be made, and are they |
| 3. I Could - the Arena of Possibility | | | | worth it? What would the reward have to be in |
| 4. I Would - the Arena of Negotiation | | | | order for me to pursue this possibility? How long will |
| 5. I Want To - the Arena of Vision | | | | it take me to reach this possibility? In light of that, do |
| 6. I Will - the Arena of Dedication | | | | I want to readjust the organization for that period of |
| 7. I Do - the Arena of AccomplishmentIn this article | | | | time? In other words, would the outcome be worth |
| we are going to be looking at the "Arenas" that | | | | it? What trade-offs will I have to make with my |
| every person, organization, or business can operate | | | | time, finances, staff, customers, or family? Are these |
| out of. They are Values, Responsibility, Possibility, | | | | trade-offs worth it?These are all examples of |
| Negotiation, Vision, Dedication, and Accomplishment. | | | | negotiation questions. You are negotiating internally, |
| The degree of our success is directly related to the | | | | with yourself or your staff.For example, you may |
| degree in which we excel in and balance these | | | | find that your possibilities include substantially more |
| arenas. As you go through each segment, think | | | | profit for an extra five hours of your time per week. |
| practically, because these are intended to be more | | | | But your family life may be such that it wouldn't be |
| than intellectual ideas. They are intended to help you | | | | the overall best situation for you to increase your |
| solidify them into your life and turn your potential into | | | | workload five more hours a week at this point in |
| performance. Though this article is specific to | | | | your life. Perhaps it is still a possibility, but should be |
| business and industry, the principles here are easily | | | | delayed for a year or two You may see the |
| translated into personal application.I Am - The Arena | | | | possibility of giving better customer service by adding |
| of Values.Every person, organization and business has | | | | two new employees, to bring the ratio of employees |
| values. They may not know what they are, or they | | | | to customers down. What would the cost be? What |
| may not be able to articulate what they are, but | | | | would the reward be? Perhaps you will find out that |
| they have them. The values of a business are what | | | | the reward, be it financial or otherwise, is more than |
| they believe in. What do they think is important? | | | | sufficient in your mind to spur you on to pursue the |
| What do they hold as dear to the organization? | | | | possibility. You may want to get a comprehensive |
| Customer satisfaction is a simple value that a | | | | view of your current customers' satisfaction.There is |
| business may hold, for example. What a company | | | | any number of ways to go about obtaining that |
| values will affect the way the business runs and the | | | | information. Giving a response card to each person |
| employees act and work, so it is important to know | | | | that visits. Calling past customers on the phone. |
| what your business values are.Here are some | | | | Visiting each client personally. What are the costs of |
| questions for you to ask. I would encourage you to | | | | these? Which ones are right for you and your staff |
| involve as many top-level people in this process as | | | | at the current time? Every possibility has a cost |
| possible, as well as others, even down to the lowest | | | | associated with it. Take some time this week to |
| levels of the organization. What do we think is | | | | measure the costs of your possibilities. Then, when |
| important? What do we hope to accomplish? What | | | | you find those that are good for you - go for it!I |
| do we believe in as we go about our work? Another | | | | Want To - The Arena of VisionSometimes one of |
| item to deal with is Values Dissonance. That is when | | | | the best ways to determine what you or your |
| you state your values and find that they are not in | | | | company or organization should do is what you want |
| action in the company.This then, takes teamwork | | | | to do! A sections back we asked what the |
| and leadership to make sure that everybody is on | | | | possibilities were for your business. We decided to |
| the same page with your corporate values. The first | | | | dream a little. Now, of those possibilities, what ones |
| step in a successful organization, or for your own life | | | | would you really like to do? The reason for this is |
| for that matter, is to determine your values. I would | | | | simple: |
| encourage you to spend some time on this if you | | | | Because those ideas that stir our passions for |
| haven't already. And if you have, continue to make | | | | excellence become things that we can easily "see." |
| sure that everybody in the organization knows and | | | | They can become our "vision." Vision is a word that is |
| believes in them.Two excellent books on the subject | | | | used a lot in leadership development these days, and |
| are Leadership Jazz, and Leadership Is An Art, both | | | | for a good reason. In order for something to happen, |
| by Max DuPree. Is there clear indication in your place | | | | someone has to first see it happening long before it |
| or work that you are operating in the Arena of | | | | actually does. Sure, there are lots of things you could |
| Values? Can you say without a doubt that "I Am," or | | | | do (possibilities), but what do you want to do? What |
| "We Are"? Hopefully you can, and if not, you can be, | | | | can you see yourself doing? If money, and time, |
| with a little work.I Should - The Arena of | | | | were no object; if you knew that you couldn't fail at |
| ResponsibilityI understand that responsibility is in | | | | your attempt; what would you want to try? Then, |
| some people's minds a four-letter word, but not in | | | | why not try? This can become your vision. And a |
| those who want to achieve true, lasting success that | | | | vision is a powerful thing.Vision is what drives success |
| benefits not only themselves, but a great number of | | | | and accomplishment. Just think of the great |
| people around them. Those who would lead the way | | | | accomplishments of mankind and about what vision |
| to accomplishment must also understand that they | | | | must have been behind them. So, what do you want |
| have responsibilities. And the man or woman of | | | | to do in your life? What would you like to accomplish |
| honor, integrity, and success, lives up to those | | | | with your business or organization? Great things |
| responsibilities. So what are these responsibilities that | | | | come when we dream, when we gain a vision of a |
| we must live by? While I want to encourage you to | | | | better tomorrow. Vision drives us to attempt things |
| think about them specifically for your own life and | | | | far beyond where we are right now. Here is one of |
| business, there are a few that I believe are for all of | | | | my favorite quotes from old Rough and Ready, |
| us.1. To be a person and company of high integrity. | | | | Teddy Roosevelt. I hope it encourages you to |
| Ultimately, we are only a success to the degree that | | | | stretch for greater things."Far better it is to dare |
| we are honorable people. This means that we are | | | | mighty things, to win glorious triumphs, though |
| honest, hard working, and forthright. I don't think it | | | | checkered by failure, than to rank with those poor |
| matters how much money one accumulates if the | | | | spirits who neither enjoy, nor suffer much, because |
| are not a person of integrity.2. To live by the "golden | | | | they live in the gray twilight that knows neither |
| rule." And the golden rule isn't what one of my best | | | | victory nor defeat."I Will - The Arena of |
| friends grew up thinking it was: He who has the gold, | | | | DedicationThey say that the three most important |
| makes the rules! No, it is that we will treat others as | | | | things in real estate are "location, location, location." |
| we want to and expect to be treated.3. To our | | | | That may very well be true, but I have decided, |
| families. Regardless of the work we do, it is of | | | | after being involved in numerous start-up ventures |
| utmost importance that our families sit atop the | | | | (both for profit and non-profit) that the three most |
| priority list. Sometimes I think of all the people I help | | | | important things in work, especially during the |
| and work so hard for day by day and realize that | | | | start-up process, are "perseverance, perseverance, |
| none of them will be at my side when I breathe my | | | | perseverance." I have come to believe that much of |
| last breath. My wife and children will fill those spots. | | | | what separates the successful from the unsuccessful |
| Therefore, they get the most from me. I owe it to | | | | is simply determination. The successful are not |
| them. They are important to me and it is my | | | | always the brightest, the best looking, or those with |
| responsibility to be there for them, no matter what | | | | the most prestigious diplomas. Instead, they are the |
| my opportunities are elsewhere.4. To give to charity. | | | | ones who say "I will do this!" and "Hardship will not |
| The more you hear from me, the more you will | | | | deter me!" These people have entered into and |
| realize that I am big on the idea of charity. I think | | | | continually live in the arena of dedication. Staying |
| one of the things that rounds us out as healthy, | | | | there long enough usually puts them on top. |
| successful people is to give away money, time, and | | | | Dedication is a key to success. So far, we have had |
| possessions, free of all strings. Simply give it away to | | | | you determine your corporate values, and had you |
| a cause that you believe in. Make it big. Make it a | | | | dream and think of the possibilities for your life, |
| sacrifice. Instead of a $10 check every now and | | | | work, and organization. What now? Hard work! Once |
| then, put it into your budget to give away a certain | | | | you and your staff have determined what your |
| amount every month. At first you will think it is | | | | possibilities are, you should also spend some time to |
| impossible but it will come around. And one of the | | | | recognize all of the hard work that will be involved in |
| great benefits to this is that at the end of your life, | | | | achieving your dreams. Then spend some time |
| you will be able to look back and see the difference | | | | preparing to meet the challenges. Here are some |
| you have made.These are just a few areas, but they | | | | questions to help you get through the process, |
| are the umbrellas that cover the rest of our lives. If | | | | prepare yourself for the job ahead, and come out on |
| we get these right, we are 95% there.I Could - The | | | | the end of success.1. What are the obstacles we will |
| Arena of PossibilityNow we cover the arena of | | | | face?2. How will we overcome those obstacles?3. |
| possibility.It seems to me that many businesses, and | | | | What kinds of attitudes and dedication will we need |
| schools and organizations often get so caught up in | | | | to exhibit when the time comes to face difficulties |
| the day to day that they lose their zest for life. | | | | and up-hill battles?4. What are the rewards our |
| They get the nose to the grindstone, and may even | | | | dedication will bring to us as individuals and |
| be doing important work, but they forget to dream. | | | | corporately?Focusing in on these questions will help |
| They forget to think of what could be. (for more on | | | | you prepare for the times when you will need to |
| achieving your dreams, see my article "Dare to | | | | show dedication, perseverance and inner fortitude. |
| Dream Again)How is your business in the arena of | | | | The mental preparation now will strengthen you to |
| possibilty? What would happen if at your next staff | | | | succeed later.I Do - The Arena of AccomplishmentAs |
| meeting, whether you have 30 people or it's just you | | | | we close this series, it is important to remember that |
| and your partner, you asked the question "What | | | | these phases are all constantly rotating through |
| could we really do if we put it all together? If we | | | | different areas of our lives. In some areas we will be |
| really stretched ourselves as far as we could?" Or | | | | in the values formulating arena, others the dedication |
| how about "What are the possibilities for this | | | | arena. And of course we will at times be in the |
| business to really do something great or dynamic?" I | | | | accomplishment arena. It comes when the job is |
| think that you would probably be astounded at what | | | | complete. What is important at this stage? Well, a |
| you would hear.People have great ideas, dreams, and | | | | few things actually.1. A little rest. Notice I said a "little." |
| possibilities inside of them. They just need someone | | | | It isn't time to sit back for good, but resting can be a |
| to stop the treadmill and ask the question, | | | | much-needed reward for all of the hard work you |
| surrounded by an atmosphere of acceptance.Here | | | | have shown up until now. After the pace of pursuing |
| are some areas to think about possibilities in:The | | | | your dreams, your body and mind need some well- |
| office atmosphere | | | | deserved rest.2. A little celebration. Celebrations are |
| Customer relations | | | | great for us. What is all the work for if one can't |
| Customer satisfaction | | | | enjoy the fruit of his labor? Maybe it is a small dinner |
| Increased sales | | | | out. Maybe it is a huge celebration like a party for a |
| Increased profit | | | | hundred of your closest friends and business |
| Community service projectsI Would - the Arena of | | | | associates. Maybe it is an exotic vacation?3. A sense |
| NegotiationAfter you have recognized your corporate | | | | of fulfillment. The greatest reward is, as the old |
| values, understood your responsibilities and then had | | | | saying goes, "the satisfaction of a job well done." Not |
| your staff possibilities session, there comes a time of | | | | many people make it to the accomplishment arena |
| reflection upon those possibilities. Every possibility has | | | | very often. Enjoy the satisfaction!4. A new high bar. |
| a cost associated with it. At this point an organization | | | | One of the great things about life is the challenge of |
| not only says "we could" but they also need to | | | | new heights. You have accomplished your task, and |
| determine what the cost will be and whether or not | | | | that's good, but...Now, What's Next? |