A few years ago, I wrote a post on how I was defining my target market and my niche.  To help me, I used
a concept from Michael Port’s Book Yourself Solid.  Port recommends having a “red velvet rope policy” to help keep out unwanted clients and bring in only ideal clients.  Defining your ideal client and your red velvet rope policy is a necessary step in laying a solid marketing foundation for your BD success. And it’s really quite easy (and arguably fun!):

Describe your ideal client (be as detailed as possible)

• Who have you loved serving in the past? What kind of company? What kind of file?  What kind of people were you dealing with? What did you like about the work?
• If you were bringing in only ideal clients (for your practice area or the firm in general), what characteristics would they need to possess in order for you to do your best work for them? Be selfish! Assume you will only work with the best of the best.

Describe your dud clients (again be as detailed as possible):

• What kind of past clients have turned you off/ shut you down/ had behaviours or issues you couldn’t tolerate? What kind of clients/ files should not be getting past your “red velvet rope”?

Once you have a clear picture of your duds and your ideals, look at your current roster of clients and categorize them as ideals, duds or neutrals.  Port challenges you to fire the duds to open you up to working with only ideal clients.  In theory, I really like the notion.  In practice, I believe most of my coaching clients would rather phase out the duds and target their BD efforts on bringing in ideal
clients.

Well…your ideal clients are waiting.  How about getting clear about who they are so you can find them?!

People don’t buy what you do. They buy why you do it.

As we collectively mourn the loss of Steve Jobs, Sinek illustrates his code with Apple. Apple believes in challenging the status quo (why they do it); they do it thru beautiful design and easy to use technology (how they do it); they happen to make great computers (what they do).

Just this morning I was informally coaching a small business owner friend. She was rushing to write a proposal for a very large Canadian company.  Winning this business would be by far, their biggest account to date.  As I listened to her talk about how she and her partner rushed to create a demo product and crunched the numbers so they could offer a great price …(what they do), I was struck by how, in rushing to explain what we do and how we do it better than everyone else, we really miss the heart of the matter.

The alternative Sinek offers is to get really grounded in why we do what we do. I would add that gaining a deep understanding of why our prospective client does what he does can be profound.  What beliefs do we have in common?  This is the sweet spot where magic can happen. I believe that we all need strong champions and challengers in order to live our best life.  This is why I coach leaders.

Why do you do what you do?  Things will get a whole lot more compelling for you and everyone else once you take the time to figure this out.

1. I don’t post anything in my blog for a while (this time is was a long while as I had a baby in March);
2. I get inspired by all kinds of things that I could write about, but I don’t;
3. And time passes;
4. And more time passes. More inspiring ideas swirl around in my head and don’t get written up;
5. And then my INTIMIDATION GROWS: What do I have to say that someone else hasn’t already said?
6. And so does my SECOND GUESSING: Is blogging a good use of my time now that I have a baby and a business? Who is my target for these posts anyway?
7. So I find a nice COMFORT ZONE called “Sons of Anarchy” (I watched two seasons over the past few weeks after Lali was in bed, telling myself I deserved a rest)
8. And that feels great for a while but under the surface, I know I want to PLAY A BIGGER GAME.

I took advantage of being local to her the week before last and baked up a batch of cookies while visiting my parents in PEI.  I actually added a dark chocolate easter bunny to the cookie batter for a little seasonal je ne sais quoi.

The baking effort made my new boss a little tired so she insisted on resting up before the delivery.

Resting up before the big delivery.

And here’s the happy contest winner.  She shared her winnings with her colleagues at the P.E.I Liquor Control Commission and wrote afterword to say they were a big hit.

It seems my new boss was a little sleepy during the actual delivery too.

And so…it’s a fait accompli. Heather tried to convince me that, as the mother of a newborn, I didn’t need to come good on my promise of actually baking the cookies. I would have none of that. A promise is a promise. Keeping my word is something I value highly (in me and in others).  And she did come so very close with her guess, after all.

Lali Chandler, New CEO, Chandler Coaches

Recently, there have been some pretty significant changes at Chandler Coaches.  Namely, there is a new CEO on board and she has a reputation for being pretty demanding.  Lali Chandler took her position on March 5, 2011  Since coming on board, staff report large scale changes at the company.

For one, there has been no client service provided since she made her debut!  This was a planned stoppage and will continue for the coming months while the new leader and her staff adjust.

Since joining, Chandler has replaced the entire senior management team with her own recruits.  Most hail from Canada though one relocated from the US to join Chandler Coaches.

See below for introductions to the new team.

(I am writing this post with Lali in a kangaroo wrap on my chest. This post is really just a trial to see if I can continue to blog as the mother of an infant.  It is my third attempt to complete the post over a two day period.  And while it looks promising that I will be able to press “publish” soon, I am learing that things can change at any moment. My new little CEO is demanding in a way that only infants can be.  Happily, she is adorable and charming which makes “working” for her a labour of love. And I am going to press publish in the next minute or so even if this post is not well edited..it is that or nothing for now.)

For some related posts that are not tongue in cheek ( am having trouble finding good articles..there must be better ones out there?):

That’s my baby: who said business and motherhood don’t mix

A Day in the Life of a Business Woman, Wife and Mother

As promised, here is the new team:

Piggy Craig, formerly of Scotia Bank, is CFO

Lammy Geisler, Director of (Milk) Production, recently relocated from Toronto

Hinton Hair, VP Marketing Communications

Mickey Mouse Allen, formerly of the US, accepted the position of VP Sales and Business Development

Here’s a photo of Lali taken during the past few days.  She was beautiful to start with and becomes even more so with each passing day.

Sound asleep on her Nana

Thanks everyone for your participation. It was certainly fun leading up to her birth and a good distraction for me too.

My coaching business has been in hibernation for one week.  This is intentional as I am due to have a baby around March 4th (that’s in 5-6 days).  I have been planning my “leave of absence” for a very long time.  At times I have worried that creating a baby and a business at the same time were completely incompatible.  At other times, I have felt strongly that they are complimentary projects. 

It only occurred to me as I write this post to search for guidance on the net how to put a business on hold. Surprizingly, my search turned up only a few articles (a rarity these days!):

1. Can You Put Your Business “On Hold” Due to Health Reasons?
2. Putting Your Business On Hold
3. Mothers in Business: Growing a Business Sometimes Follows Your Children’s Path

Given the paucity of information, I will share some questions I feel need to be answered in formulating a plan to put your business on hold:

1. How long will your business be “on hold”??  Are you going on vacation? Extended travel? Are you sick? Are you having a baby?  If the timeframe can be clearly defined and articulated, it is important to do so.  If the timeframe is indefinite, you will need to decide what you are willing to communicate, to whom, and what the consequences might be.
2. What does “on hold” mean for your business? Will all operations cease for a period of time?  Will you still be able to meet some orders or provide some services?  What can your customers/ clients / prospects / employees expect while you are away from the business?
3. What boundaries do you need to set for yourself? What lines in the sand do you need to draw in order to execute the plan you intend?  How will you walk away from your business if that is what is needed for whatever your reasons?
4. What do you need to communicate to others (to set boundaries and expectations for them)? What is your official line?  Who needs to know about your plan ( i.e. your clients, colleagues, associates, employees, suppliers etc.)?  When will you tell them?  Where else will you share the news (i.e. on your website, in your blog, on your company voice mail, in an autoresponder in your email etc.)
5. Who will support you? Who will support you to stick to your plan?  Who do the work if your business is still going to provide some products or services? 
6. How will you manage your finances? What other sources of income will you have (i.e., private or government insurance, savings, line of credit, loans)?  Will the business have ongoing expenses even while on hold? Are there new ways to generate income during the on hold period (i.e. referral fees)? Are there any tax filing requirements during the time you will be away from the business? Who will handle this?
7. What will your current clients and prospects tolerate? Do you have a loyal client base who will accept your leave and come back when your business is back in full tilt? Can they go without your product or service for the period your business will be on hiatus?  Would it make more sense to refer them to another business you trust will provide them what they need? Will new prospects who want to work with you/ your business be patient enough to wait or will you lose them to the competition?  
8. What can you maintain? Is there a middle ground that keeps you in the business just to the degree that you can handle (i.e. Can you still post to your business blog? Can you still respond to queries? Can you still attend some industry or networking events?).  It is important to know what you still can do while still taking care of your other needs (i.e. looking after a baby or family member, getting treatment. convalescing, travelling etc.)
9. What is your “come back” plan? While you cannot necessarily expect to turn on the revenue tap the minute you come back to your business, you can plan how you will get things rolling again. Will you come back gradually or all at once? Whom will you contact to let them know you are back? What type of promotional offer could generate the right kind of business faster? Are you able to pre-book any business for when you are back before you leave the business? Might you consider partnering with another business for referrals?  Will you need to do other work to generate income during the ramp up period?
10. How will you course correct? In case you need to do this again in future or want to help a fellow entrepreneur go through this process, how can you keep track of what you’ve done well and your mistakes (your key learnings)?  How can you make course adjustments even while you are on leave?

In my case, I am taking a six month leave from my business.  I may coach on a very part-time basis after 3-4 months depending on how I feel and whether or not I have a baby that is easy to care for. For the first 3-4 months, I will not do any coaching and I have clearly communicated this to all my clients as well as IMPACT Consulting , a Toronto coaching company for whom I do corporate leadership and business development coaching.  While it took me a long time to commit to walking away from my business to take a maternity leave, I am now fully on board and I don’t expect to have any difficulties focussing on motherhood. I started telling clients very early (i.e. last fall) that I was pregnant and would be going on leave. An interesting thing seemed to happen with many of them…they accelerated their own processes in order to be in a good place re: their coaching objectives by the end of February when I planned to wrap up.

For a while, I considered bringing in associates to work under the Chandler Coaches banner.  In the end, I decided I would prefer to simply refer work to other coaches whom I trust so that clients would get great coaching and I would not be managing others/ doing invoicing etc while on leave. As my pregnancy has been planned for a long time, I have put in place a plan to manage my finances while on leave. 

Some of my clients plan to come back to my coaching practice when I am back. Others have finished their work for now.  I will need to continue business development efforts to generate new leads and follow up with existing prospects and former clients. 

I am sharing my plan here on my blog and may adjust my work voice mail.  In my case though, I am not going to be travelling or in hospital while on leave so I will be able to correspond in a timely way with anyone who contacts me for business.

Time will tell what I am able to maintain. For now, I would like to continue blogging and I may make it to a few coaching breakfasts etc.  I am not setting high expectations for myself and at the same time, I want to leave the door open for some part-time coaching before the end of six months if I feel like I am up for it.

So that’s my plan.  In truth, I would love to be so inspired by my new little baby that I follow in Pam Slim’s footsteps and have an extremely creative business period post baby.

For now, while I wait for labour to start, I have time to ask you: Have I forgotten anything for my own business hibernation? Does my 10 point list need anything else? Have you got any real life “business on hold” stories to share? I would love to hear from you. ———

The Contest

Penelope Trunk sent out books.  I have been promising to send out cookies so here’s the deal: Guess the baby’s sex and then come closest in terms of birth date, time of birth and birth weight, ; if you are the winner, I will send you a big batch of cookies in the mail (or deliver them to you if you are in Montreal) as soon as I adjust to being a new mother.  

Here are a few facts to help you (and to even the playing field a bit):

• My due date is March 4th (one week from tomorrow);
• My doctor doesn’t want to let me go over my due date by much if at all (given my age);
• The estimated weight of the baby at the last ultrasound (at 34 weeks) was 5 lbs 3 oz which was precisely average.

Ok…so….is my bundle a girl?

Or a boy?

When will he/ she be born (date and time)?

How much will he/ she weigh?

A big batch of cookies hangs in the balance so let’s hear from you below in the comments section by midnight tomorrow (Friday the 25th, 2011).

Judging

To qualify, you need to get the sex right; next you need to be closet to the date and time without going over (like The Price is Right); finally, I will look at birth weight.

________

Photo from Cafe Johnsonia blog site at cafejohnsonia.blogspot.com

My friend James and I were talking about happiness yesterday over tea and delicious lemon cookies (I add the cookie detail because it’s hard not to be happy, at least for a short while, when one is consuming delectable cookies). James is not the kind of guy to laugh and smile all the time yet he is consistently a very peaceful and contented guy.   I tend to agree with the happiness set point theory which essentially says that we all have a genetically determined mood level that the vagaries of life may nudge upward or downward, but only for a while until we return to our set point.

I have been appreciating how happy I feel lately as I expect my baby, am learning all kinds of new things, have just wrapped up some very meaningful coaching work with a number of clients and am surrounded by support.   Perhaps I am enjoying how my life circumstances have nudged me upward for now.  In honour of this, I want to share a few resources: 

1. My close friend and fellow coach Tanya Geisler just launched The Joy Pages.  She wrote The Joy Pages in honour of her mom who died several years ago. Her mom lived by the mantra “don’t postpone joy!” and Tanya has wanted to create these pages for a long time.  You can download her interactive workbook for free by subscribing at her site; just look to the right hand side for the beautiful trees that are sprawling off the margins on purpose!
2. I am getting really sick of Oprah. I caught as bit of one of her shows while she was in Australia and thought to myself “Good God, this woman is really over the top with all her favourite things…”.  Martha Beck, life coach, on the other hand, often writes worthwhile articles in O Magazine.  Last month she wrote The 20 Questions That Could Change Your Life.   In coaching, we are all about powerful questions and I believe Martha has hit on some that really measure up for those looking for meaningful/ happy lives.
3. Our March book club selection is The Happiness Project  by Gretchen Rubin. Keener that I am, I bought it and read it this week in the hopes that even though my baby will surely be born by our book club meeting, I might be able to attend with my babe.  I really didn’t like this book and I cannot tell you exactly why. I think it is because Gretchen’s year long happiness project had too many foci, too many rules, too many projects and was too damn cerebral.   I did, however, like her notion of creating her own splendid truths and some personal commandments.  Read this book if you really want to make happiness a serious project. 

Taken all together I say get The Joy Pages, ponder the 20 questions and skip the book unless you really want a deep dive.   And if you also believe in the set point theory, nudge yourself to the higher registers of your range by following the late Dr. David T. Lykken’s advice:

Be an experiential epicure. A steady diet of simple pleasures will keep you above your set point. Find the small things that you know give you a little high — a good meal, working in the garden, time with friends — and sprinkle your life with them. In the long run, that will leave you happier than some grand achievement that gives you a big lift for a while.

Andy Warhol Shower Cupcakes ..."the idea of waiting for something makes it more enticing". The cupcakes at the other shower were "to die for" too!

This past Saturday I attended Bientôt Bébe, the hospital’s prenatal course, at the Royal Victoria where I will be delivering my baby sometime very soon.   I was THE only single woman there among a sea of a dozen couples.  The nurse who was leading the course didn’t seem used to having single women in the class and her language the entire day was focussed on the couple.   When it came time to practice massage during labour, I was the “lucky” contestant called to the stage to be her guinea pig.    

Fortunately, I have thick skin about this stuff.  Even still, as we watched the video in which the husband was incredibly supportive during labour (many friends who are mothers would say this is the exception), I found myself feeling sad and very on my own. Certainly, I would love to to sharing the birthing process and my newborn with a loving partner and father. Ultimately though, I chose to have a baby myself  because it didn’t feel right to create a family with any of the men I have been in relationships with.    As I have told many friends, I have a lot of confidence that I will someday be sharing my child with a loving partner. I am just doing it backwards out of biological necessity.  Perhaps my love life will unfold in keeping with this kookie horoscope a friend sent me earlier this week:

“CANCER (June 21-July 22): Your love story has elements of a farce mixed
with a soap opera, fairy tale, and ghost story. For a normal human being,
it might be too intense and convoluted to deal with; it requires so much
willing suspension of disbelief and involves so much letting go of certainty
that no one in their right mind would agree to its demands. Luckily, you’re
not a normal human being these days, and you’re not particularly in your
right mind. That’s why I say unto you: Ride this snaky tale for all it’s
worth. Enjoy every plot twist and riddle as if you’ve been given an epic
myth you can ponder and learn from for the next ten years. Happy
Valentine Daze, Cancerian!”

The flip side to this “woe is me” perspective above is that I have been showered with support through my fertility journey and particularly though my pregnancy.  I cannot tell you if I have had more support as a single woman than a woman in a couple would have had but I suspect the answer is YES. 

The newly painted baby room and some adorable gifts hanging out together.

If you read my last post, you know I like to make lists.  I would love to make comprehensive list of all the support I have had just to see it for myself but I will surely forget to acknowledge someone.  Instead I will talk in slightly more general terms: Two close friends hosted baby showers for me in Toronto and Montreal respectively. My Toastmasters group also held a “baby shower” themed evening;  another close friend attended many medical procedures with me  and will be with me in labour too; my dad flew up to Montreal last week from Charlottetown to do house projects and my aunt had flown up earlier and help me get organized; friends have done everything from sort baby clothes hand me downs to moving furniture and have even painted the baby room from top to bottom; other friends and my sister gave me maternity clothes (and baby clothes); my landlord has been shovelling all the snow; some of my clients have sent gifts; my mom is flying up on my due date to help me for 3 weeks! And I even received a baby book in the mail from my favourite blogger Penelope Trunk, who said I didn’t really qualify for her book give away offer because my baby wasn’t even born yet and then proceeded to send me a lovely book with a yellow bow anyway!

Duck at the Door from Penelope Trunk