Whether you are working for a corporate organization or you are manager of a small business – in that case you are closer to being an entrepreneur – we all deal with the topic of short term versus long term focus.

Sales activities are known to be short term focused, for the simple reason that you cannot sell something that doesn't exist. There are a few exceptions, for example, the new Airbus is sold when there was only a prototype and in the construction area, apartments these are first sold, before the complete building is finished.

Yet in most cases, there is a clear line between the two. Product development or new business development are activities that require a long term focus. You need to think in trends and any business case in such an area is always speculative up to a certain point.

Information technology is also an area that favors future possibilities rather than current quick wins. Maintenance activities also have a more short term focus. You may prevent future incidents, but most of the budget is spend on day-to-day issues.

But someone in your organization should take the decision to build this new system. A team should agree to start this new business development. Another team should agree to design a new product. And once these new products are available for testing and selling, your business should shift some of its attention to this new product. Now you have at least two things to offer. What will you sell and to whom? How do you solve this ever lasting topic of focusing not only on core business but also on current core business and tomorrows’ business?

It Seems more difficult than it really is. Even if you would think otherwise not in the last place because of ever lasting discussions about priorities.

To solve this, you need to know what you have always done. That is always the best starting point for any next step in business. How have we done so far and were we successful? Most of the time – you may not agree with what you see when you look in the mirror, but it never lies. Just accept it and follow that course.

© 2006 Hans Bool

Hans Bool is the founder of Astor White a traditional management consulting company that offers online management advice. Astor Online solves issues in hours what normally would take days. You can apply for a free demo account.

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