Morning Motivator - Eat More with Smaller Bites

"It is not the horse that draws the cart, but the oats."
- Proverb

Everyone wants to land the huge deal!  Why not?  It takes the same amount of work and time to hit the big lick and it does to get a small one, right?  Well, maybe...

In managing a rapidly growing business, I am finding that we may be better served to take many more small bites, chew and digest effectively, rather than try to shove a whole meal in our mouth and force it to be swallowed.  We just cant chew fast enough to get it all down without choking.

Maybe it is the small deals that come in quick, simple succession that make more sense.  If you could add 1 new client for the next 24 months, would that be better or worse than adding 1 client 24 times as big 24 months from now?  You may just starve your business waiting to devour that big client.

2 DEGREE SUCCESS STEP:
Heavy hitting top producers will always say that you should go after the big guys.  They contend that the time and effort is equal whether the client be large or small.  They also are at a different point in their business...

How many top producers do you know of that only do 1 or 2 monster deals per year?  Most, if not all, do many deals per year.  Often, they have built a team and added support systems to handle the "smaller" deals so they can focus on the bigger ones. 

Top producing individuals have one of two things: (1) Enough small deals coming in weekly/monthly that are handled by their staff - or - (2) Enough prior income/revenue that they can afford to feed off their saving sin pursuit of the monster deal.  Both says work and both are successful.

The question becomes, "How do you get to that level?"  Small bites may get you there faster.


Cheers,

Zach

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