I met Team GB Rower Charles Cousins yesterday. As we talked, I was reminded of a poster that hung on the wall of my own rowing clubhouse, back during my own far less successful rowing days.
It was a typical inspirational poster with the quote;
"We are what we repeatedly do. Excellence, therefore, is not an act, but a habit."
The message was pretty clear back then. As rowers, we were in the business of boatspeed. Constantly trying through technique, strength or fitness to add a fraction more pace. Rowing races are won or lost based on the habits and the drive of the crew. Every day, we were trying to add to the boatspeed.
Now in business, the message is still as relevant. As salespeople and marketers, we are in the business of building relationships. If we are not every day doing something that opens doors and deepens engagement with the people that matter - someone else will pip us at the line.
Great customer relationships and revenue, therefore, is not an act, but a habit.