I share with clients that a decision requires a yes, no, or I need more information. Once that point passes, you reach an awkward stage in which you are afraid to push forward and the other person is hesitant to commit.  When I reach this stage, I outline the choices and ask, “What do you want to do?” Then, I wait for an answer.

The silence creates an environment where the other person feels increasingly pressured to speak. This tends to get you an answer. If the response is non-committal ask, “Given those options, what do you want to do?”

Dynamic pricing is the practice of setting price based on demand at a given time rather then using set pricing for every transaction.  Some golf courses have started to use dynamic pricing.  They charge different prices for tee times based on demand. Peak demand times like holidays, weekends, and good weather seasons, may be higher. The price goes down when business is slower as a way to encourage more customers to come. The goal is to match pricing to demand as a way to even out the number of people playing golf. During busy times they can’t add tee times. However, when a course has tee times with no golfers; that time is lost permanently.

At times I need to use creative people. I have learned some helpful ways to manage them. First, I avoid putting them on salary if possible.  I prefer to pay by the job or project, even at a higher rate per hour than if they were on payroll. If they don’t work out, I don’t have to use them again.

Creative people do not like deadlines and hate business plans. They feel too confined. They want a steady salary that allows them to do their creative work month after month and year after year. An art studio like Disney has little choice; they need to put these people on salary. Most of us don’t.

Who is responsible for follow up?  There’s only one answer to that question:  you are. Follow up is one of the most important, and often most ignored aspects of business.  This is true whether you are managing people, a process or sales. 

We see an example from Scripture, “As the LORD commanded his servant Moses, so Moses commanded Joshua, and Joshua did it; he left nothing undone of all that the LORD commanded Moses.” (Joshua 11:15 NIV) When nothing is left undone, that always requires follow up.

When you drive down the street and a police officer pulls in behind you, your driving improves. You might normally push the speed limit a bit, change lanes too aggressively or forget to signal a turn. However, when you know the eyes of the law are on you, you stop aggressive driving. The drivers who fail to pay attention or don’t care are the drivers who tend to collect traffic tickets.

The same principle applies in business. When you know you are being supervised, you tend to pay more attention to what you are doing. The supervisor cares about quality. You understand you can’t slack off, just like you don’t step on the gas when the policeman is behind you.