If we are to be able to generate the power of a laser from our peoples light waves, then we must use the proper lens. In this section we will discuss the real-life process of developing that lens in our firm, so that no matter who works in our firm, we can always operate at peak effectiveness. It is one thing to decide to chart the course our futures will take, and quite another to find a better way towards a greater result!

     The first thing you need to do is plan and execute a company retreat with your key people. You know who they are the 20 percent of the people who get you 80 percent of the results. Why a retreat? Well, just as your professional river rafting guide took plenty of time to go over safety precautions, rowing instructions, and individual positioning prior to getting in the river, we must do the same thing. I know far too many firms that have a three- or four-hour meeting on a slow afternoon and call that strategic planning. You need to get your key people away from ringing phones, "forest fires," and other urgent business activities. (Notice I did not say important but urgent. How many times have you spent hours in a day doing urgent things, and then at night recall all the important things you now need to get done tomorrow? We have all been there, done that!)

     Think of the message you send to your key people by involving them in a planning retreat. "I have your opinion and I need your help to accomplish our goals." This message will draw hobby energy from virtually every employee. Timing is critical; you need to plan prior to your busy season, yet during a time when scares from the last poorly executed "high side" flipped your business raft. A Friday-to-Saturday retreat seems to work well: one day of company time, one day of personal time. You will have two days for critical open communication and strategic goal orienteering. Be sure to give your people plenty of advanced notice so they can take care of family issues. You want everyone there!

     Location is also important that you want to establish an enlightened atmosphere and "get away from the office" feel. Virtually every city in North America has a nice destination facility near it.

     You may also want to invite the spouses of your key people along, to really make a statement to them about how much you care. The spouses already have a definitive opinion about you and your firm, and this is a great way to say thank you to them in an unexpected way.

     Many of you have already kissed this idea off because you are trying to figure out what this is going to cost the company. Well, how about talking with your two or three top suppliers and getting them to help co-op your strategic planning meeting? Say you are in the landscaping industry, you could connect your nursery, sod farm, and irrigation supply house about helping to defray some or all of the cost. This works especially well when none of them are competitors and the suppliers feel like they can each take full credit for their assistance. After all, why wouldnt a distributor want to help you with your strategic planning costs? If you become a stronger customer in the future and show them you are following a professional model for the meeting, isnt that a win-win scenario for everyone involved? Do you have any idea how much more it costs to find a new customer instead of just growing an existing good account? Of course you do, you are in business too!