The Entrepreneurial Savant

Always return calls as soon as possible, starting with the worst ones first. It is amazing how many creditors, irate family members and people on deadlines just need to know you will return their calls. Remember, when you return someone’s call quickly, you are instantly higher on their respect list because everyone else procrastinates. We live in a society with a very short attention span and the person who responds more quickly will be more successful. Those who hesitate or put things off will be lost in the shuffle.

And, if you’re competing for someone’s business, a fast response can mean getting the business. In many cases even a higher quote that is turned around quickly is preferable to a cheap quote that shows up weeks later. As the cliche goes, time is money, and a fast response is a positive indicator of how your business relationship will develop.

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This is the best advice I ever received when starting my business. When someone asks you for a price or specs or a time frame or to make any decision that you are not absolutely sure of, say the magic words: “I’ll get back to you”. Then think out your response and get back to them. This will save you a lot of money and a lot of aggravation from trying to fulfill promises made in the heat of the moment.

One warning however; if you say you’ll get back to them, do it ASAP.

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Consultant’s consultant Hubert Bermont found that one of the most frustrating things about starting a consulting business was the realization that even when clients paid for expensive advice they often didn’t follow it. He relates the story of being at lunch with a psychiatrist friend who told him that he knew four words that would cure 90% of his patients’ problems. Those words were:

Don’t take it personally.

Think about it. The majority of cruel, careless, idiotic or just plain stupid things that appear to be done to us by others are really the result of their own problems. If we could develop the thick skin to not take things personally, we wouldn’t waste valuable energy agonizing over the actions of others.
Note: Bermont’s book, How To Succeed as a Consultant in Your Own Field (Prima), is one of the best books ever written on the subject of starting your own business, even if you are not a consultant. It is particularly valuable for people starting second careers after working for others. Highly Recommended reading.

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