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Day 21: Anticipation

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Change agents can’t avoid all problems, just as drivers can’t avoid all traffic.  But we can prepare ourselves to anticipate those problems and either avoid them, get around them, or attack them, just as IBM did.  (The ad said IBM “helped Singapore predict traffic with 90% accuracy to anticipate and prevent congestion.”)  Think about this in terms of car traffic.  You want to know where the problems are before you start.

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Day 20: Battle

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In order to get my team ready for a battle, I teach them literally how to go to war.  I call it “Project Patton”, and it has become my field map for change agents who are heading into their own battles. 

I show them how to: prepare and anticipate needs, deploy the right tactics, be responsible and accountable at every turn, decide how to respond and what to respond to when heading into “battle”, and constantly report back on progress.  Always remember to approach your horses from the front by getting that first step right:  preparation.

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Day 19: Opportunity

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Did you know that cow tipping doesn’t really exist?  It’s never been done.  First of all, cows don’t sleep standing up.  Second of all, even if they did, what makes you think you could tip them?  Simply put, anyone who tells you he tipped a cow is lying, and anyone who believes in cow tipping is a fool.  Just like someone who doesn’t believe in selling their company.  Whether the pitch is in-your-face of subtle, targeted to thousands or to millions, business-to-business, or consumer-targeted, off- or online, a business must take the effort to market and sell itself, or it will die. 

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Day 18: Steak

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My friend, Joe Pulizzi, content marketing evangelist, said about cow killing, “you can’t half-ass your business.  You go all in or you go home.”  Sure you can “dress” your change differently, but you can never stop at the kill, leave out steps, or just take what you want and ignore the mess on the ground.  Those kind of shortcuts are shameful, disrespectful, reckless, thoughtless, superficial, and inefficient.  Plus, the process will still be messy and you still won’t get to do everything the way you want.

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Day 17: Master Your 118

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Let’s take action on this, today! There are 4 steps: 1. Grab the attention of your prospect. 2. Convey who you are. 3. Describe what your business offers. 4. Explain the promises you’ll deliver. My http://bit.ly/118pitch site will walk you through the steps. I can’t overestimate how important this is to your success. Saddle up!

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