One of the few disadvantages of running your own business is the stream of ‘wannabes’ that contact you, often pursuing ways to work together for ‘mutual benefit’. Often this so-called mutual benefit is very one sided – that is there is a lot for them to gain but little for you other than wasted time.

I give every proposal a little thought, despite that fact that in nine years of running my business I can’t think of a single alliance that has been worthwhile. I guess one day I think I may stumble on the one in a million that’s a winner.

What makes it interesting is that many such enquiries come from people who are just about to start a business or have recently started. So every now and then I get a little reminder of what it’s like to start a business. And what common mistakes people make.

Of course, everyone makes a few mistakes when they start a business. In many ways starting a business is all about making mistakes – getting things wrong and learning from them. Constantly reviewing strategies and processes to get better and better at what you do and how you sell.

But one particular error seems to be endemic to startups and unfortunately it’s not one of those mistakes that’s easily spotted and rectified. What I’m talking about is lack of focus. It strikes me that what stops people achieving success is not a lack of ideas but possibly the exact opposite – too many ideas.

I meet a lot of people who are just about to start a business or have just started who already have a finger a in a number of different pies. They think the latest idea is going to be ‘the one’ when in reality the already have ‘the one’ but they’re just not focussed on it.

I had a call from a person recently who was starting a training business. They already had at least three ventures in operation, none of which doing particularly badly but none doing particularly well. I think one of the businesses has real potential but is clearly losing out to its owner’s lack of focus.

I’ve made the mistake myself. A few years after I started my business I decided to launch a job website. There were synergies with my existing business but this wasn’t strong enough to guarantee the job site’s success. It turned out to be a bit of a struggle, to say the least.

I soon realised the job site was simply an expensive distraction. I needed to focus on the main business despite having invested a lot of time and money on the job site.

So that’s what I did.

The same principle can be applied within the business too. Focussing on one product or one customer segment at a time can lead to greater success than trying to do everything at the same time.

Admittedly, it is a bit of a resource issue – with lots of staff you can clearly achieve more. But even then focus is important as it holds teams together and gives people a clear aim.

So if you ever wonder where that elusive ‘big idea’ is, you’ve probably already had it – just give it the focus it deserves.


Daryl Willcox worked as a journalist before starting his business providing media information for companies (www.dwpub.com). The company is gaining a huge following for Response Source, its innovative research service for journalists and public relations people.