In these crazy economic times, don’t lose focus of some business basics that can help keep your organization on track:

1. Update your plans.
Now’s a good time to take a look at your goals for the rest of 2008 and refresh your business planning. Take a look at your sales funnel, and closely examine whether or not it needs adjustment. Have customers put off purchasing until next year? Have any of your prospects indicated a significant shift in their business? What’s the current buyer behavior and has it changed? Are your sales, management and operations plans up to date?

2. Encourage a “We rise and fall together” culture.
It’s often true that there’s safety in numbers, so encourage your team and the rest of the organization to look at positive, thoughtful ways to get handle the current economic climate. Engage the organization to work together with a team challenge, for example, to come up with five new ways to improve productivity.

3. Reach out and touch someone.
Shifts in global economic and business markets are often a great conversation starter. Over the past several weeks, I’ve received calls from vendors and suppliers who were “just checking in” to see how my business was running. It’s always wise to keep communications open with prospects and clients, in good times and in challenging ones.

4. One person’s trash is another’s treasure.
I’ve often heard this saying applied to garage sales, and it can also apply to your business. Look for competitors who may abandon market segments where you can fill a need; take another look at customers that may be underserved. Can you reposition your products or services in a new or different way to appeal to this audience?

5. Leading change = Lead by example
In an interview with Fred Hassan, CEO of Shering-Plough, The Harvard Business Review assesses the work that’s been done to transform that organization. The primary focus has been on regaining the “top line” - the sales organization - as a key value driver. Since 2003, the focus has been on salesforce performance, relationship building with physicians and leveraging the sales management team to extend the company’s vision to its selling organization. Within your organization, now is a good time to lead change that can have longlasting impact.

I recently hiked two 4,000-foot peaks in the White Mountains.  This may not seem like a big deal to many, however I have a fear of heights that seems to be progressing over time.  The Bourne Bridge brings sweaty palms, and the Golden Gate is almost insurmountable.  Regardless, I decided to join in on a trip in the White Mountains, thinking,  “How difficult could this be”? Note: there’s a big difference between walking or running 7 miles and hiking 7 miles!

Call it blind faith or dumb luck….here are a few things that I learned from this endeavor that aren’t all that different than Business Lessons Learned:

• Lesson 1: Start with a Committed (and Experienced) Team
  When I agreed to go on this hike, I knew that I would be in the company of a group of people who were more experienced than I was - one of our companions was looking to complete his list of “4,000’ Peaks Climbed”.  In fact, the reason that I had signed up for this hike was to join a friend of mine – a nice way to spend a Saturday, right? When we arrived at the trailhead, it was cold, damp, foggy and rainy (and about 30 degrees). Two of our members (including my friend) opted to stay back and enjoy a warm fire and lunch and drinks at a nearby restaurant.  I decided to continue on and do the hike with 6 other strangers.  After all, it was only 7 miles, the rain had stopped and I figured we’d be home before dinner.
  
• Lesson 2: Be Ready for the Pitfalls
  As we prepared to embark on our journey, each hiker outlined their thoughts about the upcoming adventure.  The experienced hikers talked about routes, rain, wind, and fog. The novices (like me) talked about bathroom facilities, warm clothes and lunch. We were all anxious to get started.  Little did we know what was ahead of us.  John Assaraf of “The Secret” fame (www.johnassaraf.com) describes the road to achievement and self development much like driving a car in the dark: you may not be able to see what lies beyond the range of your headlights, but as you come closer, you can see more clearly. We were ready.
  
• Lesson 3: Take Things as They Come
  Our hike was planned to cover (2) 4,000 foot peaks in the White Mountains: Mt. Osceola and its counterpart, East Osceola. We scaled the first peak and move forward in somewhat challenging conditions.  Stepping over rocks, attempting to stay on eroded paths, we encountered unpredictable trail conditions that were affected by the weather.  At each turn and elevation, the terrain presented a new challenge (especially for the novices in the group, like me), and we plodded long, chattering the entire way. I noticed that when the chatter stopped, the terrain became more treacherous – a sign that I needed to pay more attention to what was ahead of me.
  
• Lesson 4:  Find Your Own Pace
  The hiking group was comprised of novice and seasoned hikers alike.  As time went on, the more seasoned hikers trudged ahead of the rest of the group, acting like scouts who returned to report what was ahead.  It was not unusual for others in the group to drop back and wait for those of us who moved more slowly across the challenging terrain. We developed a kind of rhythm throughout the day, with smaller groups moving together, each at our own pace.
  
• Lesson 5: Celebrate Your Wins
  When we reached the top of the first peak, one of my fellow hikers opened his backpack and then cracked open a bottle of Moet champagne.  Although he had been through these mountains many times before, he realized that for many of us this was our first time.  We raised a glass and celebrated our first victory as we moved cautiously downhill to the second awaiting peak.
  
• Lesson 6: If You’re Not Prepared, Improvise
  Ignorance is bliss, and traveling with experienced hikers is definitely the way to go.  In retrospect, I probably could have been more prepared for the “simple 7 mile hike in the White Mountains”, but we improvised along the way.  My fleece jacket became a towel after a while (we were thoroughly drenched from start to finish).  I borrowed two walking sticks from another hiker (he had brought an extra pair).  And I learned what it means to be a “tree hugger” as I grabbed any branch in sight while sliding down a 45 foot incline.
  
• Lesson 7: When in Doubt, Keep Going
  Throughout the day, it never occurred to me to turn back, and in retrospect, I guess we only stopped twice. At times, some of my fellow hikers questioned the availability of daylight and argued about which paths to take. When the compasses came out, I was a bit nervous, but we appeared to stay on course. There was a critical point where we might have retreated and called it a day – the point of no return. Nonetheless, we moved forward.
  
• Lesson 8: Never Underestimate How Long Things Take
  The hiking guides estimated that our trip should be completed (under normal conditions) in six hours, and it took us nine hours.  When we started, we didn’t have a clear understanding of all of the variables that would affect our progress: fog, rain, slippery terrain, eroded trails, and slower hikers. By the time we returned, our friends were about to contact the state police to report us missing. Would we do it again? Sure. And this time we’re so much wiser!

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