If you keep doing the same thing...

We've probably all heard the saying that "if you keep doing the same thing, you'll always get the same results", but how many of us think it applies to them?

Well, I realised the other day that this saying applies much more frequently in business than we realise. I was speaking to someone the other day who applies for tenders on a regular basis (if you've not come across tenders before, they are notices usually put out by the Government of work that needs to be done and you're invited to apply for the job).

He mentioned a situation with tenders that he's experienced before - namely that the client is never 100% clear on what it is that they wanted and as a result, he finds it difficult to tell them how he could do the job. When we talked further about this, it turns out that this situation happens a lot, meaning one of two things are happening:

Either -
(a) every potential client that puts out a tender is not clear on what they want (possible, but unlikely) or:
(b) that he and his team find it difficult to interpret what the client wants on paper and need to find a way of ascertaining their needs.

Now, is it just possible that the latter situation is true and that this company could do with some training or approaching tenders in a different way to get to grips with what clients want - how much would it help him in the future?

So, back to your business - are there situations that occur frequently - maybe clients are late payers; perhaps you have problem clients or could there be something else? If so, could it be something YOU'RE doing that is creating the situation? What could you change in your business that would improve or help the situation?

Look carefully at your business. You might be surprised.