From The Stimson Group

How The Stimson Group Helps Companies Choose

I have a portable Garmin GPS that I use when I travel. Before it can tell me where to go, it has to know where I am. Sometimes that takes longer than I want and I feel like I should be driving already, but how else could it work? When I am close to my destination, one wrong turn may significantly lengthen my trip. However, if I have far to go, then there's little to lose by just proceeding.

There are three basic company states that business Advisers and Consultants encounter. To help any of them we have to first know how they work and what they have achieved. The first type of firm are those that are close to their goals want to explore options for the next phase. These are the Trailblazers. They are few and far between, but easy to recognize by their sense of adventure. The majority of companies are in the middle phase - the Tourists. They have traveled the long open road and are just coming to the interchange. Their goals have not been all that specific, but now they need to make some choices and soon. The third group has ended up somewhere they didn't intend and are having trouble spotting the exit. Wanderers need a guide to first get them out of the bad neighborhood before they can make new travel plans.

Each of these groups needs a different touch and program. The Trailblazers generally have the capacity and infrastructure to accomplish their goals. But because they spend so much time working the current plan, they have trouble shifting gears to look far into the future. The Adviser's work begins by understanding the inner workings of the company and studying the business environment of the industry and markets. It is vital to look at current goals and note how well the team has progressed. This may require tuning up some processes or reconciling past expectations before working on the next big initiative. Once the team is aligned we can prepare them for the strategic thinking needed to plan the next phase in the company's development.

Tourists are definitely going places, and they like the adventure of the journey. When the destination is far away, they can travel fast. But as the target comes closer, they find themselves slowing down because they don't want to take a wrong turn and lose time. While Trailblazers innately know how to pace their journey to allow time for decisions and detours, Tourists need the most counsel in first assessing where they are and then prioritizing their goals. A little too metaphoric? Simply put, some companies need an outside evaluation and assessment. An objective look at where you are will improve any discussion about where you want to go and what you will need to do to get there.

Not all who wander are lost. Wanderers just have different expectations about life and business. Many entrepreneurial businesses are lifestyle companies. They exist to support the owner's avocation. There is nothing at all wrong with this, but it does require a different touch. My old boss used to say business is about fun and profit: If you are not making a profit it probably isn't any fun. Wanderers sometimes find they are not enjoying the journey. The Consultant's job is to help them understand why and what can be done about it.

To complete the whole Garmin metaphor, every couple of years you need to update the maps. New maps mean new possibilities. The Adviser's role is to help you make the most of your trip.

Thoughts? Comments?