There are many guidelines, recommendations, and best practices to abide by in the business world. Others, well, go in the “trial and error” category, but some are timeless pearls of wisdom that lead to success. However, what if there was a single rule that could direct your choices in every facet of your company—one that is so dependable that it is essentially infallible?
There is for me. “If it starts hard, it ends hard” is my golden rule, my compass in a sea of options. This one idea has saved me from innumerable headaches, pointless endeavors, and fruitless collaborations. This rule has never failed me when it comes to evaluating new opportunities, working with clients, or assessing possible hires.
What, then, gives this rule its strength? Why should you also think about adopting it? Let’s get started.
If It Starts Hard, It Ends Hard
Fundamentally, the rule is straightforward: how something starts frequently determines how it will end. The early indicators are typically the most telling, whether it’s a business transaction, a new partnership, or even the hiring process. It’s a sign of things to come if the process begins with obstacles, irrational demands, or needless complexity.
This isn’t about avoiding obstacles; any successful endeavor requires perseverance and hard work. This rule instead focuses on identifying situations in which the potential reward is greatly outweighed by the amount of work needed. I’ve found that making something work when it’s initially challenging usually results in more of the same later on.
Why? Because the dynamics of that relationship or opportunity over the long term are frequently reflected in how you are treated initially. Seldom does a rough beginning turn into a smooth one.
Examples from the Real World and Case Studies
Once, a sizable California government agency showed interest in acquiring our SAP training programs. This initially appeared to be a promising opportunity because, after all, collaborating with such a well-known company could result in significant exposure. Then, however, the demands began to come in.
We had a ton of paperwork to fill out, and I don’t exaggerate when I say it felt like a million. They demanded insurance indemnity letters, insisted that we register with an online vendor management system, and more. Their final order totaled $600 after they had cleared all these hurdles. To make matters worse, they made us print and mail the exact invoice we had just emailed.
The story’s lesson? It will end hard if it begins hard. My golden rule was once again confirmed: even though working with a government agency carries prestige, the process was much more trouble than it was worth.
Here’s another example of how my golden rule worked. We were contacted by a large Fortune 500 company regarding the purchase of SAP training. This seemed like a great opportunity on paper. However, they immediately began to make demands: they wanted us to lower the minimum order quantity, extend the terms of payment, and, most importantly, let them pay the invoice in two installments.
Note that this was for a relatively small deal, so small that I suspect they were spending more on this purchase than they were on the cafeteria budget for ketchup packets. A clear warning sign was the enormous amount of compromises they demanded for such a small agreement.
It should come as no surprise that the headaches continued. Delays and extra demands plagued the entire process, confirming the adage “if it starts hard, it ends hard” once more.
The rule is equally applicable when hiring new staff members as it is when dealing with clients or transactions. Consider a candidate who submitted an application for one of our available positions. He appeared ideal on paper: a strong CV with the precise experience we were seeking. Then, however, things became more complicated.
Initially, his emails continued to bounce back. His voicemail was full when we attempted to call. We were eventually able to set up an interview after several tries, but he abruptly changed the time. We decided on a new time because we were still committed to giving him a fair chance. Then? He failed to appear.
It was clear by now that the warning signs were too significant to overlook. Experience has taught me that if it starts hard, it ends hard, despite our desire to think this was a singular set of mistakes.
Useful Insights from the Rule
What, then, can we learn from these encounters? The rule isn’t about completely avoiding obstacles because business is inherently fraught with difficulties. Rather, it’s about knowing the difference between unnecessary friction and worthwhile effort.
Here are some useful lessons to remember:
- Trust the Red Flags: If a procedure seems excessively complex at first, it frequently indicates more serious systemic problems. Early warning signs are usually honest, so pay attention to them.
2. Appreciate Your Time and Energy: You could invest an hour in more promising opportunities for every hour you spend battling obstacles. Prioritize your efforts where they will have the biggest impact by using this rule.
3. Be Prepared to Leave: Not every partnership, hire, or deal is worthwhile. Cutting your losses early is sometimes the best course of action.
By following these guidelines, you can steer clear of the needless stress that comes with trying to make something work and concentrate on the opportunities that really matter.
The Bigger Picture
The adage “If it starts hard, it ends hard” may initially appear to be a catchphrase for avoiding challenges altogether. However, that isn’t true. Making sure that the challenges you take on are worthwhile is more important than avoiding them.
In the long run, this rule promotes concentration and efficiency. You can avoid long-term frustrations later on by identifying early on when a project, relationship, or opportunity isn’t a good fit. This is about long-term success, not just quick wins. You’re in a better position to accomplish significant goals and keep your sanity when you manage your time and resources effectively.
The bottom line? Working smart is more important in business than working hard. And one of the best choices you can make is to know when to say “no.”
Final Remarks
Our path in life and business is determined by the decisions we make. More than just a straightforward rule, “If it starts hard, it ends hard” serves as a compass that directs people toward more astute, calculated choices. This principle reminds you to value your time, energy, and peace of mind whether you’re assessing a new client, onboarding a new employee, or negotiating a possible partnership.
There will always be challenges, but the important thing is to pick the right ones, ones that result in development and significant results. By following this guideline, you can steer clear of pointless hassles and concentrate on the opportunities that actually fit your objectives.
Therefore, consider whether it’s worth it the next time you’re up against a steep hill right from the start. It’s likely that the solution will become apparent rather rapidly.
Thomas Michael
Thomas Michael is the CEO of the Michael Management Corporation, the leading provider of award-winning online SAP training. He keeps 3 lists: his New Year’s resolutions, ideas to make businesses run better and the best happy hour bars in Manhattan.
