Q4 and the Great Push to Make Your Numbers

Here we are in Q4. For some people, that means business as usual. They’re on track, and they’re heading toward the end of the year feeling pretty comfortable. For others, Q4 means something entirely different, the great push to make the numbers.

The numbers I'm referring to are the goals you set back in January when the year was fresh and you had 12 whole months ahead of you. Suddenly, those 12 months have turned into three, and there’s a mad rush to close the gap.

We all want to be ahead of the game, but whether I’m working toward my numbers or I’ve already hit them, I’ve found that the same basic business development activities matter. Most importantly, they shouldn’t begin in October.

Keep the momentum going

One of the most important things you can do throughout the year is stay proactive and engaged with your referral sources and your core networking community. I’m a big believer in getting out there and staying visible. Events are a great way to do that. They give people an opportunity to see you, have a conversation, and remember what you do. Even better, when you bring good people together, you’re helping them expand their networks and meet potential referral sources and business partners, too, and that makes the event valuable for everyone.

Bring people together for something that matters

Volunteer activities are another wonderful way to stay connected while doing something meaningful.

I work very hard to support Alzheimer's research. We have a large walk in October, along with other activities surrounding that effort. Inviting people to participate gives us an opportunity to spend time together while supporting something much bigger than business. I've also found that relationships built around shared experiences have a way of becoming stronger relationships.

Six people at one table having real conversation.

I recently heard Adrian Miller talk about something she calls “Six in the City” or “Six in the Suburbs,” and I loved the idea so much that I’m planning to put it into practice. The concept is incredibly simple. You and a networking partner or colleague invite four other people to lunch or dinner.

Six people is just about perfect because it’s small enough that everyone can participate in one conversation rather than breaking off into little groups. You can actually get to know one another and how you might be able to help each other. No big production. No formal networking event. Just six interesting people around a table having a real conversation.

Don’t make Q4 the only push

Doing these things in Q4 will help you get closer to those year-end numbers and will keep you visible and create opportunities, but there’s an even better strategy, don’t wait for Q4.

Start in January and continue straight through the year. Stay connected. Bring people together. Make introductions. Support causes you care about, and be someone your network knows and wants to help. Then, when Q4 rolls around, instead of making a mad dash to make your numbers, you may find yourself working on something much more enjoyable, exceeding them.