Peter Thomson Achievers Edge - Cargo Or Crew

I have told you before how highly I regard the Achievers Edge monthly audio newsletter by Peter Thomson so let us take a look at the latest issue I have received.

Are You Part Of The Cargo Or Crew?

This is a pretty blunt question to ask but it does make you think.

Have you noticed how some people have a history of being made redundant. Every time it is necessary to make cutbacks, they are picked.

It's because they are seen as part of the cargo which has to be carried by the business.

There are two types of people:

• Those who earn more than they cost. These people add value to the business which will fight to keep them.
   
• Those who cost more than they earn. These people may survive out of convenience and management's desire for an easy life but as soon as the going gets tough, the business can no longer afford to carry them like cargo.

It's easiest to see an example and one of the most results oriented areas is sales.

Many years ago I was involved in as a young accountant in a large business start up. As well as the two directors, from day 1 we recruited a sales manager and four salesmen. There was no luxury of an established customer base and an order book. Everyone was starting from the same place - zero.

Obviously it would take some time but two of the salespeople quickly picked up orders and were covering their costs after a couple of months and moved into clear profit and helped to pay the business overhead. These two salesmen were part of the crew.

The other two sales people struggled. They found it difficult to open accounts and when they did, the orders were small and we found it difficult to get payback. Even after six months, the margin on their sales didn't even cover the costs of their salary, car and travelling. They had to go because they were part of the cargo and expected to business to keep carrying them.

It is easier to see how the cargo or crew analogy works for sales people but what about:

A secretary who doesn't save her boss time because of all the errors in her shorthand typing?

Or a credit controller who fails to follow the approved procedure and allows overdue accounts receivable/debtors to increase?

Or a customer service representative who upsets customers by his attitude and rudeness?

So Peter Thomson in this Achievers Edge encourages us to take a self employed attitude - we should only expect to work if we can demonstrate that we are effective, we add value and do more good than we cost.

So how can you take this idea and decide whether you are part of the crew?

How can you add more value to the company? Where can you show initiative and find improvements?

Thoughtprovoking isn't it as much of the Achievers Edge is.

Contents of the Achievers Edge

This will let you see how wide and varied the Achievers Edge is because I believe many people are nervous about buying into a monthly purchase program.

If you are like me you have probably been tempted into a music club, a book club or a wine club in the past by a great opening offer only to find that the best came first but you would never have bought the later products which automatocally appear.

So my intention is to show you the contents of the Achievers Edge each month so that you can see for yourself just what you are missing.

So in volume 1 issue 12 we have:

1. Personal Development - Peter Thomson gives us a few tips on how to start a conversation with a stranger using one of his proven communication techniques.
    
2. In Control Your Life, Peter asks are you cargo or crew and then offers tips on how you can be part of the crew, add value and help to carry the cargo.
    
3. In the Edge of the Month, Peter uses two problems or conundrums to help show you how to be more creative in your problem solving.
    
4. In Customer Service, Peter asks "how was your steak" and then questions whether we really listen to the feedback our customers give us.
    
5. The Guest Interview of the month is Barry Hearn, sports agent and promoter, probably most famous for his work with world snooker champion Steve Davis, boxer Chris Eubank and we learn tips on management and communication.
    
6. The Guest Presenter is Nancy Slessenger and I blogged about her thoughts about dealing with difficult people last month. This time Nancy gives us tips on how to manage the rhinos, the thick skinned people who are brunt, rude, loud and don't seem to take any subtle hints to change.
    
7. Finally the Audio Excerpt of the month is by Steven K. Scott and taken from his "Mentored by a Millionaire" program. In this excerpt we learn how important the skills of persuasion have been in creating millions of dollars of revenue for Steven K. Scott and the important difference between persuasion and manipulation.

As you can see, The Achievers Edge is a varied program which brings tips for our business and personal lives.

It's good that the Nancy Slessenger presentation is the first of six so I can learn more about the different types of difficult people.

Click on the link to learn more about the Achievers Edge and you will see that Peter makes a great offer to sign up and I fully understand why he has the confidence to make such a generous opening offer.

To Your Success

Paul Simister

Your Profit Coach, business coaching for the customer focused entrepreneur

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