In the military, everyone in the unit knows when they get the encrypted phone call that says something like, “The cows are out the pasture,” which means they’re all heading to the armory within 12 or 24 hours, bag and baggage, ready to go. When an emergency happens, immediate responses are required. Think about the National Guard being brought in after a hurricane. Or a search and rescue mission for hikers lost in the Grand Canyon. Those scenarios only have happy endings when everyone involved is prepared for the event as if it were going to happen. To do so, they create mobilization books—essentially a step-by-step guide walking through every detail of the scenario, including Plan B, C, D, and E!
Because when tragedy strikes, first responders can’t just make it up as they go along. They go right for the mobilization book and start running through the checklists. Every single major catastrophe or event has a book to go with it, from a terrorist attack to a hurricane to a nuclear plant meltdown, with details down to the smallest increment. So why wouldn’t a business have a similar plan for after they landed the deal they’ve been hoping for?
It was precisely that kind of preparation while serving our country that helped us to be prepped for success as businessmen…and to deliver when we suddenly landed the deal on an $81 million contract!
After Paul picked me up off the floor and dusted me off, we pulled out the playbooks. We delegated tasks and started making calls to the landlord, the office supply company, the employees waiting in the wings. We finalized contracts, set up meetings, and scheduled deliveries. The call from the client had come in on a Friday, and by the following Monday, people were reporting for duty.
But what do you do if you’ve already landed the deal and just need to get things rolling smoothly and efficiently? Paul and I defer to a lesson found in volleyball—bump, set, spike. When in doubt, keep it simple. A, B, C. 1, 2, 3. In volleyball, it’s bump, set, spike. When we needed a hundred things done after landing that first big fish, we rolled the steps up into bump, set, spike.
Back at the house, Paul took a flip chart and a magic marker and I rallied everyone into one room—packed on chairs, couches, and on the floor. Then we started assigning certain people certain labels. The Bumps were given a list of tasks and that would be their sole focus, as were the Sets, and the Spikes. Ultimately we delivered so efficiently and effectively, we landed even larger contracts.
Landing that first big fish is great, but it comes with an enormous amount of hard work after the confetti falls. But by keeping it simple, preparing for success ahead of time, and delivering for your client, that big fish will be one of many in your business’ future!