Setting up for success
Success is more likely when you know what it looks like and set yourself and your business up to achieve it. But do most of us small business owners take time out to create the conditions for success?
I was inspired to write this article by the European’s recent success in the Ryder Cup. It reminded me of the work of Chris Brailsford in creating the right conditions for British Cycling’s domination of so many events over the years. Others have taken a similar approach.
So what did team captain Luke Donald do to set the European Ryder Cup team up for success in the USA in 2025? This is what I learned from a BBC article on the subject…
- He flew the team out on the same plane two weeks ahead of the tournament, thus fostering team spirit and allowing sufficient time to recover from jet lag.
- He arranged for light admitting slits in bedroom doors to be covered and for bedding to be upgraded to create the conditions for players to get quality sleep.
- He changed the shampoo in each room for something with a more attractive smell!
- He used data analyst specialists to build understanding of the opposition and to expose areas of weakness and to work out how best to use his players.
There was probably a lot more to it but these give us an idea of the kinds of things we might look at.
The following self-assessment tool is designed as a starting point to enable you to review how well you are set up for success. Obviously this is generic and you may well want to add areas for your specific business.
Your setting up for success self-assessment tool.
Please grade yourself for each element where 1 needs improvement and 5 is excellent.
Conditions for success
| Your ability to get consistent quality sleep | 1 | 2 | 3 | 4 | 5 |
| Your diet supports your energy levels throughout the day | 1 | 2 | 3 | 4 | 5 |
| You have regular, uninterrupted time to work on your business and not just in it (i.e. in it =client focused work) | 1 | 2 | 3 | 4 | 5 |
| You have effective tools available to do your work. You may wish to grade each area differently)
· Hardware e.g. your computer · Software e.g. your apps or computer programs · Tools for your trade
|
1 | 2 | 3 | 4 | 5 |
| You have systems and processes in place to make effective use of your time | 1 | 2 | 3 | 4 | 5 |
| You can easily handover elements of your to do list when you are overwhelmed or in need of a break | 1 | 2 | 3 | 4 | 5 |
| You devote regular time to learning and inspiration e.g. attendance at events online or in person, reading, podcasts etc. | 1 | 2 | 3 | 4 | 5 |
| You take regular time off away from work | 1 | 2 | 3 | 4 | 5 |
| You have a dedicated space where you can work safely, comfortably and with focus | 1 | 2 | 3 | 4 | 5 |
Business basics
| You have a clear and full description of your ideal client | 1 | 2 | 3 | 4 | 5 |
| You fully understand how your ideal clients talk about their need for services like yours including the language they use | 1 | 2 | 3 | 4 | 5 |
| You know where and when your ideal client searches for services like yours | 1 | 2 | 3 | 4 | 5 |
| You understand how your ideal client reaches a buying decision for a service like yours including who they ask for advice and who else has a say in the decision
|
1 | 2 | 3 | 4 | 5 |
| You have a system/processes in place and marketing material in place to help them move through the whole customer buying journey | 1 | 2 | 3 | 4 | 5 |
| You have an effective system for onboarding new clients | 1 | 2 | 3 | 4 | 5 |
| You harness the loyalty of existing happy customers to grow your business | 1 | 2 | 3 | 4 | 5 |
| You have a clear, recognizable and appropriate brand applied consistently everywhere? | 1 | 2 | 3 | 4 | 5 |
| You have an accounting system that allows you to make sound financial decisions and spot problems in time to take action. | 1 | 2 | 3 | 4 | 5 |
| You have access to sufficient cash to keep trading and growing in the way you wish | 1 | 2 | 3 | 4 | 5 |
| You have a business plan that clearly sets out what you want to achieve | 1 | 2 | 3 | 4 | 5 |
Next steps
When you have completed your review take a look at your lowest scores and think what you could do easily to improve them. Make notes. The next table might help you with ideas.
Be realistic. You can’t expect to make drastic changes in every area all at once and you don’t want to lose what is already working. Your aim should be small incremental improvements in a range of areas.
The idea is that marginal gains in every area lead to significant improvements in overall results. James Clear, in Atomic Habits, makes the point that 1% better every day leads to 37 times better over a year. How would that transform your business and your life?
Conditions for success
| Area to improve | Ideas for improvement |
| Your ability to get consistent quality sleep | · Decide on your standard bedtime & set an alarm to encourage you to go to bed
· Turn off screens an hour before bedtime · Set a relaxing pre-bed routine |
| Your diet supports your energy levels throughout the day | · Plan menus with guidance from a nutritional therapist
· Eat a good breakfast · Have healthy energy inducing snacks readily available |
| You have regular, uninterrupted time to work on your business and not just in it (i.e. in it =client focused work) | · Use a default diary to allocate regular time for working on the business
· Join a Get it done day |
| You have effective tools available to do your work. You may wish to grade each area differently)
· Hardware e.g. your computer · Software e.g. your apps or computer programs · Tools for your trade
|
· Maintain your equipment and delete programs and files you no longer need
· Ensure software is up to date and backed up · Invest in specialist help where needed |
| You have systems and processes in place to make effective use of your time | · Set up standard operating procedures and templates for routine tasks
· Enhance the power of AI to save you time |
| You can easily handover elements of your to do list when you are overwhelmed or in need of a break | · Train a VA or some domestic health to pick up tasks that would create the space you need
· Document regular routines so they are easy to delegate |
| You devote regular time to learning and inspiration e.g. attendance at events online or in person, reading, podcasts etc. | · Allocate time and budget to key events in your industry or small business space
· Listen to podcasts whilst doing other routine tasks · Read for a few minutes every day… join our Book Club! |
| You take regular time off away from work | · Plot time in your diary for months ahead and guard it well. If you need to change it move don’t cancel |
| You have a dedicated space where you can work safely, comfortably and with focus | · A dedicated office which meets ergonomic and display screen good practice is best
· If not available at home consider using a local workspace |
Business basics
| You have a clear and full description of your ideal client | · Look at your current client list… what so the people you most enjoy working with have in common?
· If you have difficulty with this get help from a marketing consultant or group. AI can be a reasonable starting point but add your own understanding too. |
| You fully understand how your ideal clients talk about their need for services like yours including the language they use | · Ask your current clients
· Check what people are talking about and the language they are using on social media or when networking |
| You know where and when your ideal client searches for services like yours | · Use data tracking and Google analytics etc. |
| You understand how your ideal client reaches a buying decision for a service like yours including who they ask for advice and who else has a say in the decision
|
· Ask your existing clients
· Conduct some research |
| You have a system/processes in place and marketing material in place to help them move through the whole customer buying journey | · Map out your customer’s typical buying journey and plot what marketing you have in place for each stage
· Automate where you can for a speedy response |
| You have an effective system for onboarding new clients | · What do clients need to start using their product or service? Put those things in place and again consider automating what you can but don’t lose the personal touch |
| You harness the loyalty of existing happy customers to grow your business | · Communicate regularly so customers don’t forget you
· Consider a referral or affiliate scheme or a thank you for an introduction · Run customer only offers or events |
| You have a clear, recognizable and appropriate brand applied consistently everywhere? | · Define your brand and guidelines for its use. Include logos, fonts, colours, tone of voice etc.
· Check you have a consistent appearance everywhere |
| You have an accounting system that allows you to make sound financial decisions and spot problems in time to take action. | · Online accounting programmes make this easy but even an up to date spreadsheet that shows income and expenditure can help. Remember to include projections and actuals and to set a budget and update it. |
| You have access to sufficient cash to keep trading and growing in the way you wish | · Maintain a cashflow forecast so that you can spot problems in time to get help if needed e.g. arranging an overdraft |
| You have a business plan that clearly sets out what you want to achieve | · Note your key goals and when you plan to achieve them
· Set milestones to help keep you on track · Keep the plan visible and refer to it often. |
Now make an action plan with key dates in your diary and get to work. Good luck. Do share your successes with us.
