Blog

The Bikie’s Secret Of Success

506328324A bikie’s powerful advice persuaded me to turn down a juicy project with a prestigious corporate. Madness? No. It’s the path to success. Here’s why.

I have been trying hard to focus on fewer, bigger things so I can build the business model I want for this next phase of my career. Two months ago I resigned 50% of my revenue to ‘clear the decks’ and enable a calmer, more strategic approach. But I still agree to do stuff I should let go of. After all, bills have to be paid. Then the bikie shared his unusual counsel:

To succeed, you need to overcome your survival instincts.

Bizarre. But it makes sense. Here’s why.

You’re riding at 200 km an hour towards a corner on the race track. You feel you’re going too fast and won’t make the turn. Bike riders do one of two things.

Either survival instincts kick in. This is when they look up at what they will face if they just drive straight ahead. Do that, and you drive towards what you look at. A wall? Oh dear. KAPOW. Or they apparently ‘lift’ their bike in an attempt to slow down. KAPOW!!!

Alternatively, they keep focused on their goal: to make the corner. They look carefully at the path they want to take, have courage, and push all energies to deliver the right result. They put survival instincts aside. By focusing on getting it right, they survive, and triumph.

img_0721

Bikie Don, pictured above, was telling me this story because I was taking assignments at discounted rates, and was reluctant to exit a couple of roles that basically paid my monthly household mobile phone bill. They were not ’natural’ to me, but – dammit- it was easy cash and helped me ‘survive’ as I built the dream.

“No,” said Bikie Don. “Get out of them. Free yourself to focus on what you want to build. Put your survival instinct aside. Choose your business and projects carefully, and stick to your price.”

Powerful stuff.

Next day the phone rang. A one hour speech for a blue chip corporate. I wanted it. I gave my price. They said they wanted me, but I needed to do it for 40% less. That was their budget.

Thank you- but – NO. My price is my price.

In the three hours I saved by avoiding commoditising my offer, I worked hard to delivering bigger value to high growth relationships. I kept my eye on the road I wanted to travel. I focused on taking that corner and sticking the course. And my courage and conviction took a lift.

My heart was beating fast. Still is. It’s damned hard not to grab the life-vest and take the helping hand to ‘survival.’ These instincts take you to the lowest risk, and the lowest reward, says Bikie Don. But it does not take you to where you are aiming to go.

Have courage!!!

Here’s the question for you- in your role, business and career: “Are you choosing your business carefully- and are you sticking to your price? Are you overcoming your survival instincts?”

Postcript
That prestigious corporate just rang back. They ‘found more budget’ and have met my original price. I’m doing the speech next week. Bikie Don might just be right after all. Vroom vroom!

, , , , ,

9 Responses to The Bikie’s Secret Of Success

  1. Jenet Depke September 20, 2016 at 8:30 pm #

    Hi Chris

    Thanks and gratitude for sharing yet again, your professional wisdom and Bikie Dons advices on pricing matters. It’s an absolutely timely topic today in my own journey. Therefore, I feel truly blessed you actually wrote this blog today.

    We all need a reminder that for those who deliver high quality work, exceeding client expectations, operate within a holistic framework and make a monumental difference to our clients bottom line, we all deserve to be remunerated accordingly for our services. Afteral, if you had a serious legal dilemma or a case which required the top QC or Silk in the legal fraternity, try bargaining or seeking to negotiate with them on their price, it would fail every time. However, an investment in a world class QC or Silk, would mostly achieve fantastic results. Especially, given their wise counsel and legal skills plus legal expertise is crucial to helping win your case than risk losing your legal case without their representation.

    Most of the top QCs or Silks come at a very high cost, they know their worth, and their capabilities and expect you to pay their fees schedule without negotiation expectations.
    Brilliant article. All the best with your corporate gig, as always it will be most enlightening and insightful, as well as inspiring for the corporation. You always make a difference to so many peoples lives with your blogs. Therefore, we are truly blessed that you find the time to write your master pieces and sharing such excellent advices etc regardless of how demanding your schedule is.

    With kind regards:)

    JENET DEPKE

    • Chris Savage September 21, 2016 at 10:00 am #

      Thanks Jenet, for all your enthusiasm! Chris

  2. Michael Bunting September 21, 2016 at 10:31 am #

    Loved this post Chris, a really I helpful reminder as I hit the $500K investment mark on my new IOS App and online offerings. Boy it’s been a big, big test around survival instinct….so I recommit to looking at that bend, putting my head down and going for it….it’s what I love most….where my energies need to keep moving 🙂

    • Chris Savage September 21, 2016 at 3:27 pm #

      Michael- you always have had the courage- I have no doubt you will triumph! Chris

  3. Chris G September 21, 2016 at 11:23 am #

    Love this, Chris — so relevant to where I am right now
    Best
    Chris Galloway

    • Chris Savage September 21, 2016 at 3:27 pm #

      Good to hear, Chris!!

  4. Erica September 21, 2016 at 9:47 pm #

    Good for you! Time to buy a Harley! Xox

  5. Danii Ashton October 27, 2016 at 5:28 pm #

    Catching up on my ‘possum’ fix after some months of ‘new baby blur’… what wise words from Bikie Don 😉 Thanks for sharing Chris

    • Chris Savage November 2, 2016 at 3:07 pm #

      Thanks Danii- yes that Bikie Don is a wise man, and very proud grandfather! Chris

Leave a Reply