How can you be more successful in business?

Have you ever wondered why some people are incredibly successful while others, though talented, often have very ordinary careers?

About a year ago I attended a school reunion and met two former classmates. While not particular friends of mine during our school years I had very clear memories of two friends who were bright, personable individuals. I seemed to remember they had intentions of following professional careers. As it turns out – both had graduated in commerce and taken up careers in accounting.

As someone with an accounting background I found it interesting that one of the men had become a senior partner in his firm and was a key factor in the practice’s increasing success. The other had a comfortable career but had never achieved more than simply being a cog in the wheel of a small suburban practise.

Now perhaps one was more talented or ambitious than the other. Perhaps one had connections that the other hadn’t. Maybe one had more luck than the other. These words or phrases are often used to explain away the differences in careers.

However after many years of assisting individuals and their organisations to be more successful, I have concluded that it is more than native intelligence, personality, talent or ambition that are behind success. Certainly it isn’t that one person wants success and the other doesn’t – however this is a very important start point for success in my opinion. ‘You have to want to make it – to make it’.

In my search to find out more about success - some time ago I decided to commission a research program on the subject of success. We interviewed small business owners and established a formula of success based on growth over a ten year period. Given the rate at which small business fail – ten years was a significant timeframe.

We then looked for similarities between those businesses that had shown growth and those that were essentially stagnant – perhaps moving with inflation. In the no growth group, which was indeed the larger group, we found the following common factors

87% had no clear direction for their business
92% adopted a ‘hire and hope’ policy in staff recruitment
95% no idea of what style of clients they wanted to attract
77% had no clear control over the key financial and non-financial aspects of their business

In the success group we found one key ingredient – the desire by the management to learn and try out new thinking. Invariably the people in this group read management books, had taken advantage of new technology, had hired people and created careers for them and encouraged some form of ownership to ensure continuity into the future and with their client or business base.

Today I believe that this success group is turning to professional business coaches to formalise and perhaps enforce the development of their businesses. Recently we asked some of our clients why they had hired us. The very common answer was – “we weren’t managing our business well enough”.

Coaching is fast becoming the leading development tool of choice for small to medium business owners looking for managed business growth. And unlike applying the thinking found in business books or trying new “things” – a coaching program which isolates weaknesses and establishes goals – can be seen as integral to future success.

Specifically, a business coach takes a step back and casts an independent eye over the way the business operates and what areas could be improved upon. Remember the coach is not trying to make, in the case of surveyors, – better surveyors. The coach is about making well qualified and dedicated surveyors into better business people capable of growing their practice.

The fact is that most surveyors don’t start up a practice based on their knowledge of marketing, finance, human resources and administration. Yet if they are to succeed –they will need to take on or manage all these roles, while still maintaining the raison d’etre of the business.

A business coach will help uncover and clarify your personal goals and help develop a set business objectives. This managed approach to the business will give the owner more time for clearer thinking. Together with the owner or key executive group they will be instrumental in moving the business forward in key areas such as :
• Building better top line fees through modern marketing
• Developing a great team through innovative team building and human resource techniques.
• Growing bottom line profit with sound financial strategies

How it works

The reality is that the business coach and their client need to create a relationship based on mutual respect. With an understanding of our strengths the coach will:-
• Become an independent thinking partner and confidante who gives an unbiased, non judgemental view
• Help the client to become organised and focussed on what’s important
• Provide an opportunity to discuss ideas, results and challenges free from conflict
• Present and help institute solid business models and systems that can be easily implemented
• Assistance in building confidence as the client gains more and more control over their future development

Coaches help business owners with a broad range of information via on site coaching sessions, workshops, email, phone calls that is of specific and real significance to entrepreneurial minded people.

Not just theories and thought but real results gained from real experiences and successes in areas that their clients have not experienced.

What should you be looking for?

Experience is the number one priority when looking for a business coach. Look for someone who has experience in client coaching and can show personal success in business. Don’t be afraid to ask for proof of qualifications and referrals from previous clients. You should also ask about their own business training, memberships of coaching associations etc. You need to feel a good rapport with the coach particularly as sometimes they may have to “be cruel to be kind”. Lastly, make sure you can comfortably fit the fees in your budget. Equally, as with most things, we pay for what we get. Sadly, some pay for what they don’t get – so please do look at the credentials and references of anyone you intend to hire.

An Investment in Success

Properly instituted, understood and managed, change can, in turn, mean growth.

Hence, if the time is right for change then business coaching, to help you manage and direct change, could be just the investment needed to grow profitability. And of course a properly managed business will give you confidence and perhaps the freedom to enjoy the fruits of your success.

In Conclusion


Now I should talk about those two classmates that prompted this article.

The more successful of the two men gave me a call about month after our meeting. We had lunch and he talked about developing a program for his senior partners. Over the years he had personally taken up many opportunities to improve his knowledge of business and how to operate a business. While not formally involved with coaching he had set out to find mentors or consultants that expanded his thinking. Calling me was simply a reflex action of someone constantly looking to improve.

In his personal situation the search for help had been a less formalised system of development that what we offer our clients and easily explained given that business coaching in this country is relatively new. It offers a far more controlled manner of learning and developing as an owner.

A business coach can’t promise you success. The reality is that everything worthwhile achieving usually takes time and application. However once you are committed to a coach and to a properly based program you will be given every opportunity to succeed. Indeed business coaches are about preparing people for success.


David Wolrige

David heads up the results driven business coaching team at Summit Partners, who are NSW’s leading specialist business development advisors to surveyors and other professional groups. Visit their website at www.summitpartners.com.au or contact David directly on (02) 8883 4699