In this week’s episode, I break down the key decisions that we all need to make in these challenging times. The insights I offer on this topic come out of my own experience in dealing with challenging times in the past. For instance, coming through previous recessions and Superstorm Sandy.
As entrepreneurs and business leaders, I think we all have an opportunity to really look closely at two key decision points. The first one is:
Are we going to let these challenging times of crises get us down and derail key decisions?
Will we allow them to adversely impact us in terms of our mental state, our spiritual state, or our emotional state? Or are we going to find a way to rally?
During difficult times, it’s imperative that we stay positive and look for opportunities to excel. That may mean we need to pivot in our businesses, or use this time to develop new offerings for our clients. At an absolute minimum, it means we need to find new ways to stay in contact with clients by finding our own space of attraction and service.
If we don’t do that, we can easily end up in a place of fear and scarcity.
I’m sure we’ve all seen examples of leaders who have rallied, and leaders who have floundered. In fact, both things are happening in the extremes right now. And of course you know certain people in between; treading water and getting by. You get decide what kind of leader you will be! You can make key decisions that will allow you to grow, even through difficulty.
The Power of Positive Entrepreneurs
What I love about entrepreneurs is that, in general, I find them to be generally more positive and optimistic than many other types of people.
They are used to being innovative and finding creative ways to make things happen! And it could be that optimism comes more easily in times of crisis because they’re in control to a greater degree than those who work for others. Being an entrepreneur is different because you have so much agency. Instead of wondering if you’re going to get laid off from a job, you’re able to gear up and create change. But you an only do so if you’re maintaining a positive mindset!
As a business owner, what you’re dealing with is your business. You have the power to make changes or pivot as you see fit. And entrepreneurs clearly take advantage of this ability! In every down time, there are always companies that come out of it stronger than before. Why?
Because they are empowered to create changes and adapt.
Some businesses will use the crisis to figure out how to become more efficient, how to make different offers, and how to produce products that are more appealing to their clients. Some of the most successful companies throughout history, going all the way back to the Great Depression and beyond, have been formed out of downtimes in the economy.
It all starts with whether you look at everything as an opportunity. You can choose to approach this challenge with an open mind, equipping yourself to not only survive, but to thrive.
Are you constantly asking yourself how you’re going to put the best spin on this?
Are you searching for how you’re going to use this time most effectively?
You have to understand that if you’re in a place of fear or scarcity or lack, if you’re sort of shutting down and letting things affect you, it is going to impact your business. Mindset is everything. If you focus on scarcity, you are more likely to have that come into your life. Choosing to stay positive is one of the most key decisions you can make.
When you focus on positive ways to serve your clients, serve humanity, serve people, you empower yourself.
If you focus on making a difference, being there, and supporting others in these times — that will shine through. And you’ll make an impact on not only your own life, but the lives of others.
Because honestly, whether you worry about it or not, it’s going to be what it’s going to be. So much is outside of your control. When we can get to the point where we are only focusing on the things that we can actually do something about, and not worrying about those that are outside of our control, that’s when we have the opportunity to be in our best position.
So that’s the first fundamental decision you have to make. But you’re not in it alone!
To help leaders in maintaining this positive outlook, I’m bringing entrepreneurs and business leaders together on Zoom calls where we can support each other. The goal is to maintain a positive energy, keep a growth mindset, and share best practices and while in community. The previous calls have been really amazing, and I would encourage you to join us if you haven’t yet!
Key Decisions Include How You Will Serve Others
The second big decision that I want you all to think about is this:
Are you looking for positive ways to serve?
Really consider: are you finding ways of just being there as human beings for each other? How are you actively supporting others in ways that are unrelated to making money or building your business?
And how are you serving your clients and being a resource to them, while also continuing to get paid a fair value for your services?
We all want to be people who make a difference in other people’s lives. It’s vital that we do so in ways that are fair and in keeping with our morals,values, and highest ideals. In these times, especially if you’re facing scarcity, fear, or worry about money, your decisions can get clouded by need.
I know what it’s like to sleep on an air mattress in my office, because I gave up my apartment during the 2008 recession. I know what it’s like to go into $325,000 of debt trying to make it all happen. These are hard times for many businesses, and I understand all too well what that feels like.
But what I also knew in that time was that it was vital to handle my business with character and in alignment to my true values. This is vital; no matter how hard it is, you must act on principle and maintain your core values.
So, how are we going to carry ourselves in these challenging times?
If we have an opportunity to still be in business and sell services and products, are we going to be gouging prices?
Or are we going to charge a fair price, are we going to actively look for ways to be of service? Can we look for ways to still uphold our value for the services that we’re providing, but also accommodate our client’s needs?
Let’s Talk Deals
There are going to be a lot of deals to be had in any kind of down economy. And we each have a choice: you can leverage and take advantage of somebody, or choose to be fair with somebody.
Because yes, there are the “distressed assets” – whether it’s property or business valuations that are tanking – and people who are afraid and may even feel desperate. Some investors will jump on the chance to leverage short-term profit. But others will operate from a place of integrity, a place of character and balance an appropriate adjustment in price and terms with a longer term view that takes into account relationships, valuing talent and fairness under the circumstances.
If you’re entering into a deal, you must consider your legacy and reputation. Not from a place of ego, but from a place of building the kind of business that you can be proud of once this crisis has passed. Certain key decisions regarding deals can leave you worse off down the road if you don’t consider values and relationships.
Be very sensitive about taking advantage of others in the business world; don’t be someone who leverages people’s misfortunes for your own gain.
Remember, most deals are either the start, or the continuation of, a business relationship.
A company might take a deal in the short run, because they’re desperate. They need the money. But if you demoralize everyone involved, is that deal going to work out for you in the long run? Probably not. It’s not going to work out as well as if you had done it the right way.
There’s a difference between right-sizing a deal, and trying to leverage somebody’s misfortune just because you know they don’t have options.
There are ways to structure deals where you can respect both party’s risks. For example, you might commit to a purchase price based upon today’s valuation, which may be down from yesterday’s. But you could also give the ability of the seller to earn some upside if, over the next number of years, the business comes back to where it was.
Then you’re paying for revenue and profits that you will get, but only if you get them, and the deal works out fairly. This is far preferable to trying to leverage somebody at the bottom, and then keeping all the advantage of the upside for yourself.
Long Term Relationships
Doing an honorable deal in times of crisis increases the odds of the seller (and the seller’s team) becoming good employees or minority partners, depending upon how the deal is structured. It makes it more likely you’ll have a deal that will work in the long term. Just from a pure business point of view, it makes sense.
But it’s more than business.
I happen to believe that when we’re out of alignment, even if our actions initially make us more money in the short run, we create problems for ourselves in the long run. Don’t get me wrong: It’s absolutely the time to look for opportunities.
But you have to consider how you’re going to take advantage of those opportunities. Are you going to do so in a way that honors your values?
Key Decisions Provide Both Opportunity and Challenge
So this is our opportunity. This is our challenge. How are we going to stay in a positive mindset while we seek opportunities that are aligned, while also being mindful not to take advantage of people? How are we going to serve others? You can listen in to more of my thoughts on this over on the podcast.
I want to say I’m here as a resource. If anybody’s struggling, or anybody wants to talk through a few things, let’s connect. If you’re wondering: How do I take advantage of opportunities in this market without doing it in a way that’s not aligned? Reach out. I’m here for you.
Earlier I mentioned the Zoom calls, which are free; please join us there. They are going to bring the community together, help us stay aligned with our values, and help us make key decisions and stay positive in these challenging times.
Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 30 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.
If you want to find out if you’re an authentic negotiator, take the Authentic Negotiating Success Quiz today!