The analogy of cutting down a tree with a dull saw may confuse some.  However it is quite relevant even in today's high technology fast paced business environment.E  ach of us uses various tools.  Our tools can span the spectrum from physical to emotional to intellectual.

Take for instance, the individual who creates web pages.  They need the latest computer equipment.  The latest and most popular software is a definite asset.  It is necessary to have the intellectual skills necessary to be creative.

So your business is selling a more visible product, say hockey skates.  Clearly you need to have the latest version of the skates on your shelf.  Last year's model will not sell well in just about any industry.  You need to know exactly how the product is made and how it will perform for the client, the intellectual component.  Emotion enters the scenario when making a sale as you need to know the motivation behind the inquiry about your product.

A third option might be the person selling an intangible product, take consulting for example.It is difficult, if not impossible, to actually see the product.  Sure, you see the tools i.e. workbooks, forms, surveys etc. but not the actual consulting.  The consultant needs to have at their disposal the latest trends in surveys; assessments; etc.  Also necessary is the very hard to visualize aspect called experience.  It's the, been there done that, type of experience that can not be held in your hand.  Finally, they have to know what is motivating the client to seek out a consultant.  What specifically does the client expect to see different after the consulting process is complete?

Clearly the analogy of the woodsman cutting a tree with a dull saw while a bit confusing is still relevant today.  One needs only to be able to replace the task and the tool with those of their own occupation.  The answers to the questions below will help to identify the task we need to consider and the tools needed to successfully complete that task.

a.  What exactly is it that I do for my client?

b.  What knowledge, information, equipment is required to be successful?

c.  What emotional attachment do I and or my client have with the desired result?

Having identified your 'saw', the next step is to determine where and how you can go about sharpening it.  It may be you need to purchase new equipment, join a networking group, or take a course.  Whatever the method, the key is to ensure that you are not cutting with a dull saw.

Now, how sharp is your saw?


© 2008 The Newman Learning Group Inc.