An imaginative way of thinking about moving your career forward.

The other day, while listening to an audio CD in my car, I heard an idea that made me pull over and make a note. Upon using this new (to me) idea with clients many of them have experienced breakthroughs on how to think about or frame their businesses.

The idea is embodied in three simple words. Mastery, documentation, delegation.

Mastery: You must master each element/process/task in your business. You must become comfortable with the task, totally and completely. You must know all of the ways that the task can be done, all of the different points that a prospect might make and what you will say. Get the idea?

When discussing this, I have often said that you must master the task in a Zen Buddhist way. You must immerse yourself in it fully.

Documentation: After you have mastered the element/process/task, write down how you do it, what you say, the tools and computer programs you use. Write down the steps. There is no need to write down every single detail. Touch the major steps and key points. That should be sufficient.

Delegation: As you decide that you no long wish to perform this work, find the best person on your staff or on an out-source basis, train them to do it. One more thing off your plate, leaving room for you to move on to the next level or have more personal free time for family, friends and passions.

You may decide that you wish to keep a task because it is fun. Then keep it. You may want to get rid of the task later. Now you can easily.

Reg Gupton