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Your game plan

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As football fans know, one of the main components of football is the game plan. Every team has a well-defined plan for the plays they will run (except maybe not the Jets—sorry Jets fans!). The plan is to score and not to be scored upon.

The focus of the game plan is to get into the red zone (the final 20 yards before the end zone) and score. Every offensive play is designed to move the ball in that direction. Nothing is done offensively that does not support that main goal. How about you? Do you have a tightly focused plan to bring in new clients?

Maybe you already have a game plan. Perhaps it’s one that has worked in the past but doesn’t seem to be getting you into the red zone or across the goal line as often as it once did. Maybe it’s because the same old plays you’ve been using for years just don’t work in today’s fast-paced, high-tech, constantly changing world.

In reference to changing times, NFL coach Bill Parcells said, “If the competition has laptop computers and you’re still using yellow legal pads, it won’t matter how long and hard you work, they’re going to pass you by.”

It may be time for all of us to toss out those proverbial yellow legal pads and embrace the future.

Start by developing a cutting-edge playbook that will bring your practice winning records for years to come. Take a look at your website and social-media presence. Evaluate the materials you hand out to prospects and clients. Record a video or two. Update your selling tools.

The confidence that can transform a team into a Super Bowl champion—and can also change any business into a top performer—comes from developing consistent focus. Winning is the direct result of having confidence in your plan and executing it with precision. So what’s your game plan?

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Maribeth Kuzmeski is the founder of Red Zone Marketing, LLC, which consults to Fortune 500 firms on strategic marketing planning and business growth. For more information, go to www.redzonemarketing.com.