Successful people approach their every interaction in a manner thats different than everyone else. People who are successful enter into each interaction with a desired outcome. They have an idea of what they want from each meeting, each phone call, and each email. The most successful individuals have internalized this behavior; they dont even realize that they are doing it. There is also a flip side to this coin. Successful people are incredibly appreciative when other people are focused on achieving an outcome from a meeting or interaction. This helps them cut through clutter and enables them to be almost twice as productive as everyone else.

Many people ask me if, by outcome-driven, I mean communicating in a frank or direct way. Although direct communication is often helpful and appreciated, that is not my specific focus. In this case, I am referring to the thought process that occurs prior to an interaction, such as scheduling a meeting, accepting an invitation to a meeting, picking up the phone, writing an email, or even going to the store. Most people take these things for granted. You will sit in a meeting for an hour or more and then leave the room wondering why you just wasted an hour of your life. You go to the mall with no clear purpose and end up just killing time.

Outcome-driven thinking is about being in the moment. What you do right now will create your past and it will have an impact on your future. Your life is a collection of these finite opportunities. You do not know when they will run out, so you owe it to yourself to make the most out of each and every moment. Entertainers say that, when you go up onstage, you have to be in the room. You need to be in tune with everything that is going on around you and act in harmony with those events. You have to be present in order to make a difference. In business, use these moments to advance toward the outcome you seek. Take advantage of the fact that you have that critical person on the phone, or that they read email at the beginning of the day. Use these tools to your advantage.

Dave Lorenzo

David Lorenzo has more than 20 years of business experience as a successful corporate executive, entrepreneur, strategist, author, and speaker. He has worked with and mentored some of the world?s most successful businesspeople while helping lead many large organizations to unprecedented success. His latest book is titled: Career Intensity: Business Strategy for Workplace Warriors and Entrepreneurs.

Mr. Lorenzo?s experience in starting new business enterprises and repositioning under-performing business units, along with his ability to implement innovative performance improvement solutions, makes him one of today?s most sought-after trusted advisors.

Mr. Lorenzo is a participant in the Wharton Fellows Program at the University of Pennsylvania, a management think tank that meets regularly to analyze and address timely business issues. He received his MBA from the Lubin School of Business at Pace University, and he received a Masters of Science in Strategic Communications from Columbia University in New York City.