the numbers

My husband, Frank, and I have just completed a data tracking program for our clients. We designed a way to enter daily data and produce a report that shows progress in your business. It is a beautiful thing. It's easy to input data; the report is easy to read and understand. As wonderful as it is, however, I am struck by how the numbers are really of little value.

The numbers are only symptoms. In order to begin an action plan, you need a diagnosis. "Good numbers" are symptoms of success and "bad numbers" are diagnosed as failure - a disease of the misdirected. Failure is not a fatal disease. Failure and disappointment are what we need to begin to plan. We can be successful with planned action. We can find a cure for failure.

"Bad numbers" can be corrected. Failure can be"cured." New marketing, new high value services, and new leadership strategies, in combination or alone, can be just what the doctor ordered. Too often I see clients so focused on the poor numbers that they ignore the cure. That's like staying up all night worrying about the cold you caught instead of resting, drinking fluids and taking some Emergen-C.

Data is important; don't get me wrong. We just spent months designing a great data tracking system. But reports can only indicate that something is right or wrong in your business - not what you should do about it. That takes people. That takes leadership.