When Things Go South

It was a cold Saturday in December seven years ago.  I was at my office, literally pacing the floor.  Less than 24 hours before, my largest client had advised me that it had hired a new advertising agency.   

It was not a surprise, but I was still surprised.  The new CEO had arrived on the scene and had chosen to work with the same agency he had used in his previous job.  I thought I could convince him not to do that but the reality was this:  As I made my pitch, I was dead man talking.  His mind was made up before I said the first word.   

Marc Corsini, the productivity coach, makes a great point about clients and customers.  We never own them.  We only rent them.   People who rent are people who move.  The question is this:  What is the best way to respond when they do?   

I have managed to collect a few ideas, quotes and thoughts since then about good ways to respond when adversity rears its ugly head--whether it is losing a big client or something else.  Most of these are not original. 

--Rebound with energy, guts and determination; rededicate myself and move forward.  Don’t linger.  Don’t jump to conclusions.  Don’t panic.   

--Continually examine my weaknesses.  Be honest.    
     

--Adversity creates doubt.  Don’t make sweeping changes if panic sets in.  Change may look very attractive, but stay the course.  When I’m sick, do I take the whole bottle of aspirin?  

--Setbacks are not failure.  Failing to persevere is failure. 

--“Losing, in a curious way, is winning.”  Robert Bach, Century 21 CEO, who would have never begun the company if he had not failed at his first venture at age 44.      
   

--Fortune tires of carrying me on its shoulders too long.  Expect adversity.  The essential trait to employ: perseverance. 

--Call time out.  Mentally and physically come to a stop.  Panic is an irrational, quick-spreading fear that warps my perception of reality.  Panic tends to promote short-term relief at the expense of long-term success.  

--Stabilize the situation.  Stop the hemorrhaging.  Don’t throw good money after bad.  

--Get a big-picture view of the battlefield.  Is it really a life or death matter? 

--Carefully, honestly analyze the problem in terms of what I did wrong.  Don’t focus on what others did or why.  Develop the habit of figuring out what I did wrong.     

--Intellectually and emotionally grasp that problems are a way of life.  Adapt to negative situations.  Don’t assume a victim’s mentality.     

--Lincoln, over 28 years, lost his job, failed a business, suffered a nervous breakdown and was defeated for public office.  Then, he was elected President.    

--Problems are relative.  I don’t get the promotion.  Life is bad.  I lose my job.  Not getting the promotion wasn’t so bad.  I lose my health.  Losing my job wasn’t so bad.  Keep run-of-the-mill problems in perspective by realizing the relatively small number of genuinely serious problems I have.      

--It is not stress that kills, but the reaction to stress.  Save my serious concerns for serious considerations.

Setbacks, adversity and defeats are no fun.  It’s too bad they are guaranteed to come with life.  I hope  this short list helps when they come your way.   

One last thing—as I paced the floor on that December Saturday, I wondered how our business would rebound.  Less than 18 months later, we had the best year in the company’s history.   

Be encouraged.