How employees can move from busyness to business. Among the following, what is the number one reason due to which your business is not growing or expanding? - Is your product quality not good? - Is your marketing strategy weak? - Is your manpower not capable? The only reason that your business is not growing is that you are stuck in your business operations. In other words, you are doing all work in your business yourself and thus, you can bring profitability in your business but cannot expand it. **For example:** Lallu Lal Gulab Jamun Wala has good profit and margin because he makes gulab jamuns himself but his business does not have a good scale. He cannot make 1 lakh gulab jamuns per day. Hero MotoCorp makes 70,000 bikes per day and sells them. They are expanding their product, business and manufacturing units regularly. Do you think that the founder of Hero MotoCorp, Mr. BrijMohan Lall Munjal, and his children, Sunil Kant Munjal, Pawan Munjal, and Pankaj Munjal make all the bikes of Hero MotoCorp themselves? No, they have taken themselves out of the business model to concentrate on big projects. This article discusses how you can move from busyness to business. The one thing that you need to keep in mind for expanding your business is: _Come Out of Operations and Work on Growth Orientation_ ## FRAMEWORK** _Focus on What Matters the Most_ It means that you should invest all your energy and efforts on the thing that gives you maximum growth. ### **MAIN THING AND MULTIPLE THINGS** You need to identify your main goal activity and firefighting activity. - **Main goal activity:** It is the activity focused on achieving big business goals. - **Firefighting activity:** It is the activity that goes round and round on daily basis. You try to extinguish the fire every day i.e. you keep on performing such activities again and again. There are two things: **1. Multiple Things for Maintenance** - If you opt for “Multiple Things for Maintenance” in your business, then you will be able to manage your business at the position where it is currently. - When the industry or economy grows, then your business will also grow at the rate of 2% – 10% every year. - If you don’t get growth, then you would remain at your current position only and the competition will destroy you. - Multiple things include firefighting activities which you keep on doing again and again. **2.** **Main Thing for Improvement** - In this, you focus on new projects, growth, territory, market, product, and manpower. - It includes main goal activities that are focused on the main goal of a business. Now, you need to decide whether you want to focus on the main goal of a business or keep on going round and round. Most of the time, businessmen get too involved in their daily routine and small things like: - Saving printout sheets - Saving stationary cost - Saving pantry and toilet costs - Making and tracking bills and invoices So, they are not able to dedicate time to take big initiatives that can help them expand their businesses. To avoid such a situation, you need to make a timetable or schedule of one week in advance. Before making the schedule, you should know your priorities. _Sometimes the Best Thing to do is Not to Follow your Things-To-Do._ Things-To-Do is a list wherein you make a list of the things, say 25 Things, that you will do. - Do not make a Things-To-Do list - Write what is your focused work(s) or Key Driver(s) - Do not divide your time equally as all the tasks are not equal and all the tasks will not give you equal growth - Prioritise your tasks Following template will help you to prioritise your work and take out time for taking big initiatives: ### **WRITE YOUR GOAL STATEMENT** - Write the goal statement for one month or maximum for three months. - Identify what is the biggest thing or goal that you want to achieve in the next one month or next three months. - _If you’ve too many goals, it means you’ve no goal._ - _If you’ve too many priorities, it means you’ve no priority._ So, write only 3 goals that will give you the highest growth in business. ### **MAKE YOUR WEEKLY CALENDAR AND DAILY CALENDAR** **8 AM to 2 PM** **– Main Things** - It is your weekly calendar. - These are the morning hours in which you do things that are related to your weekly goals. - In the office, you need to do the following things every Monday morning: - Do not check your emails, WhatsApp messages, take calls, conduct meetings or meet people. - Decide and write your weekly priority. - Make a plan of the work you will perform from 8 AM to 2 PM to meet your weekly priority. You will do the same work from Monday to Saturday from 8 AM to 2 PM. - Your weekly priority can be acquiring a business, product or territory, expanding in new geography, fundraising, making an investment, hiring manpower, implementing new technology, etc. These are the main things. - You need to select one of the main things and work on it for a week. - For one week, you need to dedicate your time to this one big goal. - You need to invest your morning hours on acquisition (growth-oriented activities), improvement and expansion. **2 PM to 8 PM** **– Multiple Things** - It is your daily calendar. - In these hours, you do small works that need to be performed on daily basis to achieve the daily targets. - You need to invest your evening hours on retention and maintenance. - It includes multiple things like: - Maintaining existing things - Business continuity - Checking the process - Checking the feedback, scores and review sheets - Reading MIS reports - Checking attendance - Checking bills - Maintaining standardisation - Nurturing, sustaining and maintaining existing business. ### **WHY WE HAVE MADE THIS FRAMEWORK AND DIVIDED THE TIME?** This is because the small things or the multiple things attract you and extract your time. The multiple things or the operational activities are like a whirlwind or cyclonic storm that will move you round and round and you get stuck in performing only these activities again and again on a daily basis. Every day, you will be doing firefighting like speeding up a task, sign some cheque, meet a new person who has come for meeting in-between the work, attend to what one customer is asking for, etc. If you do not create your goal statement and dedicate your time to main things, then automatically your complete focus will go on multiple things. You can change the work you do from 2PM to 8PM on daily basis based on urgency and emergency. You need to give your time for growth and expansion and your manpower will do all the small things or multiple things. ## **# HIRE A PA AND EA** >PA is the Personal Assistant EA is the Executive Assistant who should be good in finance, business planning, strategy, MIS reports, and review sheets. He can be a CA or CA drop out of the final year. He takes a salary of Rs. 40,000-50,000/month. You can also hire an MBA in finance to do Financial Planning and Analysis. A PA and EA help you in designing your 8 AM to 2 PM. They will help you in making the following main things for your business: - Incentive models - Salary structure - Employee incentivisation - Rewards and recognition - Review structure - Reporting Once you have decided your main things, sit with your think tank or leadership team to achieve your goal. **For example:** - When CEO has made a think tank team of 6 people, which he calls the CEO office. - He has assigned 1 or 2 departments to each member of the CEO Office. - So, all the jerks and shocks of every department are handled by various team members and CEO focuses on all the main things, which helps him to grow his business. If your company or business is small, then you have to focus on the main thing as well as multiple things. When you get some growth, then you can engage your manpower and departmental heads on multiple things and you yourself can focus only on main things as CEO does in his organisation. CEO has several departments in his organisation like Technology, Finance, Strategic Alliance, Call Centre, Product Development, Video Team, Short-term Courses, Channel Sales, IBCs and HR/supporting departments. CEO has enabled his leadership team in all these departments. He conducts a meeting with all these departmental heads once in a week. At the starting of a month, he also discusses the plan for the complete month. > _Anything that Gets Prioritised, Gets Achieved._ ## **WHAT SHOULD YOU DO?** - Write your goal statement. - Divide your work between 8AM to 2PM and 2PM to 8PM. - Review yourself at the end of every day and every week to check how effective you were. If you do so, you will be able to: - Focus on growth and expansion - Build business - Come out of the busyness If you want to learn more about how to come out of Busyness and move towards Business, then you can take our PSC course, “Busyness to Business.” It includes various tools, strategies and techniques to manage your time and expand your business.