I happen to love college football! We are smack dab in the middle of another exciting football season and what better backdrop to evaluate game changing plays that make the day. Take for instance the recent USC versus Oregon State game. The indisputably ranked #1 USC Trojans lost to 25 point underdog,Oregon State Beavers 21-27. To quote sportswriter Michael Rosenberg, "That is the same Oregon State team that fell behind 45-7 to Penn State, and that's the same Penn State team that is not supposed to be on the same level as Ohio State, and that is the same Ohio State that got crushed 35-3 by USC."
How do upsets like this happen? USC was outplayed. Oregon State played to win. It's that simple and that complicated. In business the same rule applies. Whatever your ranking, if you lack the discipline that it takes to give 100% every time, all the time, you, too, will lose more than you win. It doesn't matter if you are going head to head with a competitor who's viewed by your potential customer as #1. Your single, most important priority is to clearly differentiate and demonstrate to this customer why you are their best choice. Talk is cheap. Don't tell them, show them! In every interaction, make sure you add value. Give them a compelling reason to want to see you again and again.
In this market of fierce competition, winning is not dictated by size or strength. Consistently winning deals, markets, clients, and yes, football games is a function of discipline and determination. If you don't believe me ask Warren Buffet, Jack Welch or heck, ask USC coach, Pete Carroll. How bad do you want to win? If you're not sure, or if you're tired or if you're not willing to make change, you've already lost. GAME OVER!
If you want to win in business, you've got to do what it takes to make that happen. Winning looks easy, but is always the result of the preparation, practice and the sacrifice that takes place before the first foot ever hits the field. In my many years of debriefing clients after deal losses, the outcome was usually the direct result of what the loser did unto themselves as opposed to what the competition did to them that made the critical difference. The investments of time, energy and resources they thought about but didn't make sealed the deal and their fate. Complacency kills. Change the rules, change the game. Get clear on your goal, fight for it because it matters, and watch who wins!
