Learning From Mistakes

Writen by Avis Ward

You're working a project and you realise hours into it, you have sold your services for far less than the job at hand. What are you to do? First, you must learn from this mistake by documenting where you went wrong. You will review these detailed notes again and again so that you will not make the same mistake twice. Remember? "Fool me once, shame on you! Fool me twice, shame on me!"

A provider of services in a small business can become too eager and to the point of desperation to secure a contract and fail to properly evaluate the project. If it sounds as if I'm speaking from experience, it's because I am. I believe this is a common mistake we have all made and the client's name is forever etched into our minds. (The project didn't make a dent in our bank accounts, sadly enough.)

It's not until you've seen the full scope of the challenge that lies ahead do you realise your mistake. A contract is signed and you must deliver as promised. After writing yourself notes to avoid a future fiasco, crack your knuckles, give a salute (to no one or nothing in particular) and get ready to rumble! Your reputation is at stake. You've promised an increase in profits by implementation of certain systems. You've committed to this project until the end and you must make it to the finish line. I have a few suggestions to help you 'save face' in the event things do not turn out as you thought they would based on your initial assessment.

Decide at once to give this client more than they expect to receive. In this case, you're likely to do that anyway to build your reputation and keep a client happy.

This mistake can be costly — or not! Give this project your very best and then some. The 'seemingly' impossible is possible with your God-given talents and abilities! Do not forget you have what it takes to solve this client's problems per your contractual agreement. Do just that and think of the many referrals (think positively) you'll get.

Re-evaluate the areas where you neglected to properly assess deficiencies.

This will give you an accurate measuring stick at the end of the project. An increase in one area and decrease in others could be shown by using charts and graphs to illustrate positive changes. (e.g., increase in collections and decrease in delinquencies) Any reasonable and prudent person would be pleased at such changes.

After your reassessment, inform your client how desperately in need their company was for your services. (Show facts, figures and formulas.)

(Facts) - This is the time you lay it ALL on the table. You thought you'd done that before but now you have new evidence and new ammunition.

(Figures) - You also have an honest motive, you must make sure you deliver above and beyond your client's expectations after discovering their company is not only anemic but comatose! (Play it up, big time.) You're not being dishonest, just open and straightforward. Things are a mess!

(Formulas) - Your life support plan for their business is revealed. You have solutions and can begin the methodical recovery and conscious awakening of a sleeping giant! Now deliver!

Do not be ashamed/afraid to call for backup!

Your reputation is at stake here, remember? You want to do the best job possible in the allotted time and not longer. If you have discovered you have a disaster, you need disaster relief! Ask a mentor or competitor even, how they'd handle this situation. Make sure you ask one who's been in business longer than you have simply because of their experience. They've been where you are.

Ask for referrals before you've actually finished this project.

You've worked hard and are providing written reports to your client. Without a doubt, there are improvements. Implementing one system where there haven't been any must result in positive changes and improvements. The improvements could be in the areas of employee-morale, increase in revenue, decrease in staff absences or others areas of growth. Ask for referrals so you can begin marketing to these prospects. You are determined to turn this possible loss into gain; financially, educationally, emotionally, and professionally.

When we learn from our mistakes, we grow. When we punch ourselves repeatedly for having made mistakes, we paralyze ourselves and miss opportunities. "Opportunities are easily recognised once they have been wasted." (Javan, Poet/Author said that in his book, "Footprints in the Mind") Mistakes and opportunities make excellent partners.

© 2006 Avis Ward of AWard Consulting, Inc.

Avis Ward is a Consultant to dental healthcare professionals in Practice Management specializing in Case Acceptance and Marketing. More information can be found here: http://aviswardconsulting.com/