The Rule of Twelve

Many times we know the things that need to be done, changes that need to be made, and actions that must be taken. However, we put them off thinking that tomorrow, next week, or next month is good enough. Unfortunately, every choice we make and action we take, or fail to take, has consequences. If something is occurring that is destructive or you haven't taken the actions to produce the results you want, there are consequences and, everyday it continues, the consequences are cumulative.

Early in my career, while working at Xerox, I discovered a universal truth called "The Rule of Twelve." At that time it was my job to sell rental machines to my territory to increase revenue and billing. I discovered that when, meaning what time of year, I sold or added those rental machines made a significant difference in the results of my territory for the year.

For example, if I added a rental machine the first of January it had the opportunity to bill revenue for twelve (12) months, and at $1,000 per month that was $12,000 in revenue. If I waited until the first of July to rent a machine, billing at the same rate of $1,000, I would have to install two (2) machines to get the same $12,000 result. And if I waited until the first of December to install a machine I would have to install twelve (12) machines for the same result. In short, generating results early is far better than generating them later.

The "Rule of Twelve" says if anything produces results, the earlier in the year those results are produced, the greater effect there will be. If done in January it has twelve (12) times the effect than if done in December. What this means to us as leaders, business people, and salespeople is being aggressive, purposeful, and taking action very early in the year greatly increases dividends all year long and generates much greater results. Waiting, being timid, and hoping things will work out will likely result in less results, even if less resources are available to produce.

Over the last several e-Reports we have focused on assessing where you are, setting goals and objectives, and developing the strategies and actions to achieve your objectives. Now the key is to find the motivation and desire to not only take action, but take it now!

To find motivation for individuals, or a group, its best to look at the results of the action. In our leadership programs we encourage people to look at motivation as MOTIV A TION. By looking at the word motivation as "Motive for Action" we can see how to increase motivation in ourselves and others. Find the motive or benefit from the action and you will cause the action.

People say, "If I could just get a few more sales or just get that bank loan." Our experience in analyzing businesses is that this is usually a short-term fix. What's really needed is making dramatic, measurable, quantifiable, and positive changes in the entire organization and its ability to produce results for clients. This will cause more sales and bring in more revenue. The biggest failing of most businesses isn't not knowing, but failing to do what they know needs to be done. Don't be one of those who waits until December and has to do twelve (12) times the work to get the results.