How do I get to Piccadilly Circus?
I wouldn’t start from here
According to the classic joke, a tourist lost in London asks a local, “How do I get to Piccadilly Circus?”. The local answers, “I wouldn’t start from here.”
It can often feel the same when you’re setting out to make a big change to your business. You know where you’d like to get to, you’re not exactly sure where you are now… and some smart aleck is going to say you’d be better off somewhere else.
In fact when it comes to making a big change, understanding where you are now is the most important part of the journey.
Once you know where you are, you have a much better idea of where you could get to. In fact, you might find that there are more attractive destinations that are easier to get to.
For example, I’ve consulted with recruitment owners who were looking to increase their fees to drive revenue and profit (a perfectly good place to get to). Once we understood where they were starting from, we realised we could take a very profitable route that involved building demand for their services and then winning more exclusivity, before arriving at higher fees.
The importance of understanding where you are now is reflected in the way I start working with recruitment leaders. We always begin with a one-off consultation project, so we get a really clear picture of where we’re starting from.
During the consultation, we identify the biggest opportunities in the short and long term. Equally important, we can spot the cul de sacs and roads to nowhere that would distract us from getting to a positive destination.
If you want more direction on your pricing in 2023, simply reply to this email and I’ll help you understand where you are now… and where you could get to by the end of the year.
Jon
P.S. One of the benefits of the one-off consultation is that you don’t have to get in the car with me before you’ve looked at the map.
If we find that you can get to the biggest opportunities under your own steam, you’re free to go your own way.
But however you travel, you need to start by knowing where you are and then working out the best route that works for you.
If you want more direction on your pricing in 2023, simply reply to this email and I’ll help you understand where you are now… and where you could get to by the end of the year.