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Design Your Winning Team

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Teamwork is so important that it is virtually impossible for you to reach the heights of your capabilities or make the money that you want without becoming very good at it.” ~~Brian Tracy

Recently we discussed defining the perfect customer.  Armed with that it is easy to define the best strategic alliances to form and nourish.  These people work with our customers for different reasons.

Ultimately, beginning from this exercise and continuing throughout your career, you are building a winning team.  You may not be a sports fan but probably know a little about baseball.  Actually, any team sport or, as Brian Tracy notes in this week’s quote, almost any human endeavor of any consequence is enhanced with a quality team.  For illustration purposes I will choose baseball.  Feel free to select a more comfortable analogy of your own, however.

Baseball features “position players.” There are infielders, pitchers, outfielders, catchers, and so on.  Some are renowned for strength, some for speed, some for control, etc.  By and large they each need some measure of all aspects while their specialty—and their specific talent—emphasize certain attributes.

Your winning team will follow that same model.  In baseball these teams don the same uniforms and combine their efforts to score more runs than the opponent.  In your team everyone on it works with the same customers with the ultimate goal of improving their customer’s lot in life.  The better we do that the more additional customers they will bring to us.  The better we handle them the more customers we gain and the better the caliber of teammates we can attract.

Let’s consider four attributes that help sort out suitable players:

  1. They need to work with the same customer type as you do on a regular basis—yet be there for a different reason.  No competition among players on the same team.
  2. They need to know, like, and trust you well enough to introduce you to their best customers.
  3. They are influential enough that others will listen to what they say.
  4. They have firsthand (or secondhand) experience with your product or service.

Consider restaurants as the perfect customer for a Merchant Services business.  Potential teammates for that market include CPAs, printers, uniform companies, commercial pest control, beverage and food wholesalers, etc.

Who would an Interior Designer align with?  Residential Realtors, Furniture Representatives, Painters, Flooring experts, and remodelers—just to name a few.

Go ahead and define at least three Word-of-Mouth business partners for you.  While you are at it, look for the best of the best at every position.  If you can only have one shortstop on your team, why not get the best?  If you will be working exclusively with one Sign Company, why not align with the industry leader?

Here’s a question to ponder.  “Why accept mediocrity when excellence is an option?”

© 2013 by Stephen Hand of Triangle BNI.
All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of Stephen Hand of Triangle BNI.


Written by bniguy

March 10, 2013 at 7:42 am

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