Imagine you have been dropped into a place completely unfamiliar to you. You have to navigate your way “Home.” All that you have at your disposal is a large map. But this is a very special map.

You can only see the area within your immediate vicinity. The rest of the map might as well be written in invisible ink. If you were to move a mile or so to the north, you would be able to see that portion of the map. But, you will only be able to see a new portion of the map when you move to it.

Oh, there’s just one more thing

Did I say “North?”

The map has no compass orientation. Rather than the traditional map that has north toward the top and south toward the bottom, this map has no fixed direction. The direction you are facing is toward the top.

(For technology geeks—like me—envision a global positioning satellite (GPS) unit with a very large screen, but only a very small portion of it on display.)

Working in your business rather than on your business

(I’m not a big fan of this cliché, but it works in this instance so, please, bear with me )

Does this map resemble your view—your vision—for your business?

If you are like most, your attention is consumed with the day-to-day challenges and not as focused with the way “Home.” Collecting your fees, paying your bills, staying one step ahead of the competition, and keeping your clients happy may be all that you have time for right now.

I feel your pain.

I’m the father of a toddler. I know full well how the full day you set aside to work on strategy can disappear in a blink of an eye. I can’t offer you time management tips. I’m not here to tell you that if you “think” it, it will come. (Don’t get me started on The Secret. Rubbish!!!)

And, I’m not here to tell you of a few steps that you can take to see the whole map.

I can add one more tool to your navigation toolbox, however

I’m going to give you a compass. This isn’t a compass that points north, or even magnetic north. This compass points you toward “Home.” That’s where you are headed, remember.

You are still left with a map that doesn’t show you more than your immediate surroundings. You will still have to learn the lay of the new land when you arrive at a new place. You won’t know what to expect. You are likely to encounter obstacles.

But, your compass will always point the way “Home.”

What is “Home?”

“Home” is

• Where you hold the vision for who you are, why you are here, and what you are here to do.
• Where you hold the vision for what your engagement with clients is supposed to be.

“Home”

“Home” for the Happy Clients Newsletter is to enhance the value of the client relationship. What does a high value client relationship look like?

1 + 1 = the sky is the limit.

How does a client relationship become a high value client relationship?

In order to answer that question, you need to understand the role of behavior in relationship. Behavior is the currency of relationship. Behavior is what an individual does to get his needs met. When a client agrees to work with you, it is to get his needs met. A met need is not a one-off event. It’s more than just 1 + 1 = 2.

It’s transformative. It has a ripple effect. What ever you contribute to a client pays forward.

The value of conversation

In order to meet a need, appropriately, effectively, you need to understand your client. There has to be a sharing of information; an openness deep enough for you to understand your client and for them to understand you.

The key to uncovering your client’s need, and realize this transformation, is conversation.

Can you achieve a transformation without a conversation? Perhaps. But for repeated success, there has to be a conversation. There has to be two or more people coming together and building a deeper meaning between them from a sharing of information.

No conversation, no transformation.
No compass, no vision for the conversation.
No vision, no idea what conversation facilitates transformation.

What is “Home” for you?