The Habits of Entrepreneurial Work

2005 | Dec 5 in Leadership

By E-Myth Business Coach,

Many business owners are not very skilled at thinking and acting like an entrepreneur. Your Primary Aim, the words you use to describe the essence of your life, and your Strategic Objective, your vision for your ideal business, may be your first experience setting priorities and identifying what is really important to you. Once you have them articulated, it's time to practice strategic thinking so that you can build your business and your life intentionally and in accordance with the goals and objectives you've set for yourself. (For more information about your Primary Aim and your Strategic Objective, read Chapters 12 and 13 of The E-Myth Revisited.)

Most business owners spend far too much time working IN their business, doing what we call Technician-type work that could be done by any employee with the necessary skills. The E-Myth Point of View says you need to go to work ON your business. (See Chapters 1 and 2 of The E-Myth Revisited for more about the Technician and the Entrepreneur). Doing more Technician or "hands-on" work will not help you move your business closer to your Strategic Objective. Only when you work ON your business (strategic work) will you change the way the business performs. So it's important to make time for strategic work. If the business owner uses time management tools to do nothing but more Technician work, they'll turn this tool into a shiny new fire hose. Putting out the fires is not your objective! Your objective is to trim back the undergrowth and build some new fire-resistant structures so the fire doesn't start in the first place.

Here are some ways to keep you focused on the strategic work. Business owners who achieve the results they want will develop similar habits and attitudes. Two of the most important attitudes you need to develop are:

• Strategic work is the most important work you can do. Make it an absolute priority every day no matter what else happens.
• You need to make decisions and then take action on those decisions, even though you don't have all of the information about the situation. In other words, cultivate a willingness to step into the unknown.

Many, if not most of our clients, come to E-Myth lacking in one or both of those attitudes. To effect change, you need to develop the following habits:

• First and most importantly, spend at least ONE HOUR A DAY devoted to strategic work. Strategic work is any work related to planning, tracking, or managing the operation of the business. You need to make this a daily practice and it must take priority over everything else. If you develop this habit, you'll begin to change the way you see their business. If you don't, you probably won't change, or it will take a lot longer to make the shift.
• Try doing something different at least once a week. Whether it's a new way of training employees, a new way of interacting with customers, a new way of producing the product or service, a new way of answering the phone, or even something as simple as a new way of dealing with incoming mail, trying something new helps you exercise your entrepreneurial "muscles." You need to take a stab at it even if you don't have all of the answers or aren't sure how it will work. It does not have to be perfect. Waiting for perfection is just an excuse to not try anything new! Just try it, and observe it closely to see what works and what doesn't work. You can make adjustments as you go based on what you learn.
• As soon as possible, start looking for ways to delegate technical work to others. Make a list of what kind of technical work you want to delegate, decide which position (not person!) is most appropriate to delegate to, and create a timeline and a plan to hand it over.
• Take away employees', customers', and family's permission to interrupt whenever they feel like it. Few strategies will have a greater impact on your productivity! Have employees get in the habit of prioritizing their "crisis" and develop a proposed solution to the issue before they come to you. Only events that require immediate attention are worth an interruption. If the situation does not require immediate attention, the employees must find another way of communicating with you. E-mail, voicemail, adding it to the agenda of the next scheduled meeting, or putting it in a report are all preferable to interrupting you. Make someone else in the business the point of contact for your customers. Change your cell phone number and don't give the new one to your customers. Instruct your employees not to give out the new number to ANYONE. Instruct your family to limit calls to you during the workday. Let your voicemail pick up the calls that do come in. You can listen to your messages and return them in batches a couple of times a day, instead of dealing with every perceived "crisis" in the moment.
• Once a week, review your Strategic Objective and create a plan to do some work to generate observable, quantifiable progress toward that Strategic Objective.

Making these habits a daily practice takes time and effort, but they will have significant benefits for you and your business. These habits allow you the space you need to think about how to do business differently. And doing business differently than you've been doing it is absolutely essential to you getting what you want from your business and from your life!

Comments

1. Esi F. says:

   I have decided to take my first big step and systemize how to find and order my African Imports so that I don't have to do all the ordering myself. It took alot of work to decide really what someone needs to know to find the type of artwork that our market wants to buy. I have always thought it was just a natural thing for me to do, because I have an eye for it. Lot's of fears come up with not wanting someone to mess up (not trusting my employees) and order something our market wouldn't buy. But the good thing is I am expecting it should free up alot of my time to start working on the business more. I have to say this has been very difficult because I have a hard time letting go, but I know it's what has to be done! ~Esi Fassi

   Submitted Dec 13, 2005 4:31 PM

2. Carlos C. says:

   Im barely starting up a cleaning service, and having the Emyth Mastery book as a guide has really changed the way that I am approaching everything, the book and this article just solidifies what was always my gut instinct; you can't get bogged down in the day to day mechanics of providing the actual service, you need to step back and plan. You all have most definitely planted a seed and when I can afford it I'm taking the full plunge in the Mastery program because this cleaning service is just the first of other entrepreneural ventures I am going to take. Great article, thank you Carlos Castro

   Submitted Jan 3, 2006 8:59 PM

3. Carlos C. says:

   Oops, didn't mean to quote comment on post above. Carlos Castro

   Submitted Jan 3, 2006 9:00 PM

4. Hasan L. says:

   Hello Carlos, Thank you for a great comment. as you are getting this business off the ground it will be very important that you take the time each day, we suggest one hour to begin with, to work on your business. When the business is in the infancy stage the place you might want to start is Your Marketing Strategy. Think about and document who the most probable customer for your particular business is, what do they look like, where do they live or work, and what do they need from a cleaning service? After that you can work on your Products Strategy to align the products and services you offer with the need of the market segment you are serving. This is strategic work, and it will take concentration and diligence but the rewards will be a business that works. Thank you for posting and let all of us know how we can assist during this critical stage of your entrepreneurial venture.

   Submitted Jan 4, 2006 8:59 AM

5. Michael C. says:

   Having read the emyth revisited and the mastery book, I can see the wisdom in the whole philosophy, but I feel I can't get started properly with any of the emyth worksheets without getting my primary Aim and Strategic Objective in order. But that seems to be my hold up. In fact I've been paralysed for about 9 months - too scared to take the entrepreneurial plunge for fear I'll wind up working another 20years for someone elses dream. The information in the emyth revisited doesn't seem to be enough to get me started. There should be a process to get people started! Don't you think? Is there a worksheet or a process to help develop the primary aim and strategic objective?

   Submitted May 19, 2006 9:20 AM

6. Hasan L. says:

   Hello Michael, Thank you for your question. If your feeling stuck in this important first step you might consider signing up for the Embark E-Learning Leadership Course. This course covers Your Primary Aim, Your Strategic Objective, and Key Strategic Indicators. The course includes animated chapter introductions, rich content, worksheets, guided tutorials by an e-myth coach, and completed samples. Overall it is a great value and will help you get moving. To learn more visit: www.e-myth.com/e-learning Please let me know if you have any further questions or comments.

   Submitted May 19, 2006 2:37 PM

7. Chris W. says:

   • I absolutely agree with everything except changing the cell phone number. I'll just put it on silent. Customers, and I'm thinking about one in particular, love the fact that I answer when ever they call. But they pay the bills so I feel obligated to. However you are right - taking away permission to interrupt whenever it suits them is the first habit I am going to put in place. 

   Chris 

   Submitted Feb 3, 2008 4:38 PM

8. Puja P. says:

   I really liked this article. It puts alot of my activities into perspective. I was critical of myself a lot because I would repeatedly work on technical work. Then I grew frustrated with myself to bring me to the point to take a severe 14 day break from that part of the business. I thought my business would go down the drain--and I was mentally preparing myself for it. What I realized is the break is necessary and so is the technical work in the initial stages of any business. Now that my business is taking off I needed a break from the technical role. In fact, now I feel so good (but not thoroughly clear) that I am going to extend the break to another two weeks to take time off to think strategically. In my gut I knew  I had to take this step but I didn't know it was ok if it felt like I was lost. I'm coming up with some powerful strategies for my business now. Where do I go from here? Any help Hasan?

   Submitted Jul 19, 2008 9:31 AM

9. Greg F. says:

   Wow -- this hits the nail on the head. As a winery owner it is so hard to not want to do everything because it's great fun.  Just turning over the wine making to some one else is scary stuff and the other mundane jobs its been hard to get good help. I enjoy working alone, but know I could really produce more output if I a dozen workers systematically working to make great wine. I need to make this a pledge every morning to do the strategic work. Has any one come up with a mantra to get this in to our brains.

   Salute'

   Submitted Dec 4, 2008 8:16 PM

10. mjjj m. says:

    want to be a business owner. it is true we need to discover first how the true enterrenure think . if you discover and start thinking like an enterprenure neither your business and life going to be the same . Just keep reading the e myth and see the results in 6 to 12 months

    muhammad

    Submitted Dec 7, 2008 6:09 PM

11. Zenia A. says:

    Great article. In opening a beauty supply store, the owner  has a lot of responsibility in terms of putting  perspectives into place.  It gives me something to really think about in terms who shouldl preform certain duties when you have a lot people supporting you who wants to be a part of your success.

    Submitted Jun 26, 2009 10:21 PM

12. Valorye W. says:

    Very good book!

    When I first started thinking about starting my own business I told every single person I knew about my idea, "BIG" mistake. I learned not everyone who smiles in your face wants you to succeed.

    Submitted Jul 20, 2009 1:46 PM

13. ESSE O. says:

    Reading E-myth books has revitalized the enterprenual "fire" in me. I'm on way to building a world class business through e-myth program. E-myth is the BOMB!

    Submitted Jul 24, 2009 5:50 PM

14. VXCV V. says:

    I have commited my self will not quit untill i will start thinking like MICHEAL Gerber. the day my thinking and M gerber thinking will be the same i will be thebest enterprnuer in my community.therfore i keep the book under my pillow. till i succeed

    muhammad

    Submitted Jul 26, 2009 3:30 PM

15. George O. says:

    I do wish I had signed on to E-Myth say 3 years ago. I recently opened a maternity shop for my wife, being the second business I have invested so much in.

    The first being Internet Cafe with dedicated sections for Video Rentals and Computer Games. We had great expectation for the business and I had personally developed the business plan but got too busy at my regular job leaving my wife to run the business. unfortunately we had to close down the business 3 years after investing bulk of our savings mostly due to increaing operating expenses.

    Haven read a lot of your articles, I am certain the business would have still be up & runing, if I have these information earlier on. I now applied some of the learnings on the current business and the respones have been great.

    I am still very much busy but have taken up the strategic role while my wife runs the day to day activities(I will say the tecnical work). we use most weekend to cross check our strategic plan against actual experience in the week. new orders and product lines are review along these lines and collectively agreed with set expectations

    I can say your guys help make all the differences.  

    Thanks and keep up the good work

    Submitted Aug 3, 2009 7:27 AM

16. LaKeshia E. says:

    I am glad I have visited this web site. This lets me know that I am on target.  I pretty much spend most of day planning and doing research.  I am ahead of the curve.

    Submitted Sep 1, 2009 11:32 AM

17. Juanita T. says:

    Very good information to use once my business is up and running.  I am glad to have visited this site at this stage of researching, and develping a totaly complete business plan.

    Submitted Nov 13, 2009 1:09 AM

18. Timothy J. says:

    With e-myth.com, I am now in a more positive state of mind about my business adventure. Being able to cultivate a willingness to step into the unknown, I will no longer allow failure,fear nor worry to be my natural lot in life. I am more determined than ever to be sucessful. I am feeling radiantly happy establishing my business plan, with knowing that I have a great destiny to look forward to.

    Submitted Jan 13, 2010 9:31 AM

19. CAROLYN L. says:

    I'm in the research phase of my business, but I know in my heart it will be a success. I'll keep reading.

    Submitted Feb 17, 2010 8:53 PM

20. Ella R. says:

    Thanks to all who have commented.  I'll invest some time looking into the E-Myth information.  It sounds as though it is critical information to know.

    Submitted Apr 15, 2010 5:39 PM

21. VXCV V. says:

    Business is a commerical enterprise aprt form the owner that has an excelent system of amarketing, ada, sale, op Fin and Mnagement run by the magers

    Submitted May 15, 2010 5:02 PM

22. Margaret P. says:

    Having worked many years for others I know they have not followed this plan of action.  I have seen many companies fail because they do not know how to delegate the work and whom to delegate it to.  They also fail to think out of the box - strategic planning.

    This article helped me remember this and other things I have seen others do that caused failure.  It is good to be reminded so I won't make the same mistakes.

    In fact I might make posters of important points and hang them around to keep reminding me like they do with safety posters.

    Submitted Jun 2, 2010 6:23 PM

23. Anna S. says:

    Hello All,

    I've been working for a ins. company as an IT developer for about 11 years. I did 2 year yoga teacher training (practiced much longer) & have been teaching almost 2 years & absolutely loving it! I had my first mini mission statement, monthly newsletter, blog, cards - all working out. I recently moved & found a place to teach in a really nice space for a few moths now. I have no idea how to promote my classes & market to bring more people into the studio.

    thank you for reading & your comments!

    Anna.

    Submitted Aug 8, 2010 2:36 PM

24. Mrs. Janice H. says:

    Because of my many struggles, fear, illnesses, I felt unsure of how I want to start up and run my company.  I needed a business mentor and found her through SCORE. Through them, I found online quick course and a plethora of information that will help me succeed in my quest to be a great entrepreneurship.  I am glad that my first course is Leadership which confirm what I was thinking but this course gives me a strategic way of thinking.

    Thank you and God Bless!

    Submitted Nov 11, 2010 2:35 PM

25. Steven H. says:

    Reading a diet book will not help you lose weight!

    Submitted Feb 22, 2011 11:05 AM