Good luck is a lazy man’s estimate of a worker’s success.     ~ Anonymous

The power of a business is generated by perfect repetition.  The “Power of One” theory demonstrates the strength of repetition.  Take the core activity of any business, reduce it to its simplest form and you will find its center of gravity.  Starbucks’ center is one cup of coffee.  H & R Block’s center is one tax return.  The Bank of America’s center is one cashed check.  You get the idea.  If each of these businesses performed that one activity perfectly, every time, they would harness the power of one, creating a permanent energy source for future success.   A basic tenant of scientific research is replication.  In order to be accepted as valid or true, an event observed in nature must be replicable.  Scientists, in their quest for the truth, seek to duplicate the observed event by controlling all of the variables.  This same principle applies to any business.  By controlling the variables and repeating the desired outcome again and again, a business validates its true purpose.

Variables – Direct and Indirect

Deconstruction of that one core event reveals direct and indirect variables, which influence the outcome of the business transaction.  Detailed operating standards, customized training programs, and new technology are the three primary direct variables which affect revenue.  Successful companies take great pains to put into writing exactly how, step by step, they interact with their customers.  Little is left to chance.  As a result, these rigid detailed operating standards ensure that “perfect repetition,” which customers come to expect.  Effective standards are put into action through customized training programs to meet the challenges presented in the workplace.  Training, to be effective, must be done early and often.  Gary Player, the famous golfer, responded to a reporter’s comment about his “lucky shot.” 

It’s funny,” he said, “the more I practice, the luckier I get.”  The common thread linking industry leaders like Marriott and UPS together is their commitment to training.  The application of new technology also has a direct effect on the core transaction.  Much of the credit for the latest economic recovery is due to increased productivity.  By developing and implementing new technology, businesses are doing more with less manpower.

Indirect variables like marketing and new product development can increase or decrease the power of one.  For example, if the delivery system or the training program doesn’t support the promise made in the ad campaign, the “power” opportunity is lost.  Without alignment erosion sets in.

The 90 Percent Rule

You are probably thinking, “Perfection is nice in theory, but it’s impossible to achieve.”  While that’s true, perfection must always be the goal.  If it’s not, you have the 90 percent rule.  A business thinks, wrongly, that since it can’t be perfect, it will settle for being “90 percent” perfect.  While 90 percent is a good score, the fallacy lies in the lost ten percent.  Let’s say a business has 100 repeatable transactions and is operating under the 90 percent rule.  Soon they will have reduced their transaction base to 90 (100 minus 10).  Of this 90 they will get 90 percent perfect, thereby reducing their transaction base to 81, and so forth.  By the fifth cycle, the “90-percent-is-good-enough” company will have reduced its customer base from 100 down to 52.  You can use any number or time frame that describes your business but the result will be the same – a slow but sure downward death spiral.

Leadership

To go from a “90 percent” standard to a “100 percent” standard requires inspired leadership.  The leader who is unafraid to pursue perfection will achieve excellence.  By developing and implementing high standards which are clear, detailed, and customer focused, business leaders can tap into the power of one.

The Wall

Suppose you have a section of your property that is slowly being eroded away by the daily forces of wind, rain, and snow.  You need a retaining wall to stop the destruction.  You can’t go to Home Depot and buy a wall.  You can, however, buy 5000 bricks and 10 bags of mortar.  Then, one brick and one trowel-full of mortar at a time, you can build a wall.  Constructed properly, it will stop the erosion and stand for many years under all conditions.

A business, one perfect transaction at a time, can build a wall of customers strong enough to withstand the forces of competition, economic downturns, and changing technology.  The key is to strive for perfection with every transaction.  Imagine the shock of Redskins’ fans if Coach Gibbs said, “We plan to lose six games this season and hope that 10 wins is good enough for the playoffs.”  In reality they might lose six games and make the playoffs, but they never plan to lose even one game—ever.  Each professional sports team starts every game with a plan to win, because each game is one transaction in the long-term business strategy of a professional team.  In order to be profitable in the long run, they play to win each game, even though they may have lost yesterday.

The outcomes of understanding the power of one are profits, growth, and opportunity.  The downside is that perfection is difficult to attain and maintain.  The upside is that some of your competitors are “90-percent-is-good-enough” companies leaving room at the top for those companies willing to strive for perfection.

This article is provided as general information and is not intended to be a substitute for legal or other professional advice.