clues to a calling

The concept of a "calling" originally referred to the pull a man felt to become a priest. In sacred terms, God was calling a man into service.

From a contemporary and secular perspective, the term refers more to the general sense of mission people feel to serve humanity in someway.

A calling implies that someone needs me, that I have a place in the world to express my talents and unique contribution. It's an opportunity to do what I'm here to do, what I was born to do.

So who's calling?

The answer to that question for me is a group of people that, for whatever reason, I'm best suited to support and most attracted to helping in someway. When I make my unique contribution to this group, I'm answering the call. I'm fulfilling my purpose. And I also create the most value for this group and thus make the most money doing it.

But who are these people?

First off, it's not something general like, "people who need help". That definition applies to everyone. My definition is specific without being narrow. Can you imagine if I asked a colleague for a referral saying: "can you introduce me to some people who need help?" The answer is everyone and thus no one.

If I was in the business of making outdoor clothing, for example, I might be tempted to elaborate by saying: "people who go outside." Again pretty general. All people who go outside need to stay warm and dry but that's when the generalities cease to be useful. There are several kinds of people who go outside in winter. Each is a completely different group that represents a subculture within society at large. Consider how the design of a winter jacket would change for oil rig workers, skiers, snowmobilers, snowboarders, dog mushers, mail carriers, cyclists or business executives. "Warm" and "dry" apply to all categories but the designs would be very different for each group. Each group has a way about it, a way of speaking, thinking and operating that is quite different from the other groups. It pays to be specific. It's also easier to get referrals and introductions to a group that is more specific. Do you know any skiers that I could meet? Probably. But there's still a tighter definition that makes it easier to spot my group.

My group, ideal client, target market–the people who are calling me–are all entrepreneurs. I've always been drawn to entrepreneurs. I was raised by entrepreneurs, live in an entrepreneurial city and did my Master's degree in design and entrepreneurship. And still, "entrepreneurs" is still too general. Do you know any entrepreneurs? Probably. But there are so many kinds of entrepreneurs that it actually makes it harder to visualize specific people. Can you imagine me buying a list of entrepreneurs? It would be huge. Where would I start to make calls?

Firstly, I prefer entrepreneurs who have successfully navigated start-up. There is nobility in helping an entrepreneur start a business and unfortunately I suck at it. The problems that come with success are numerous and intriguing and I've become an expert in them. I really like entrepreneurs who are in growth mode and need to build infrastructure to support that growth; I also like people who have built that structure and are facing the challenge of passing on the reigns to successors. I also prefer to work with smart people and people who want to help other people. This is why I tend to focus on the technical services.

So here's my basic profile: successful entrepreneurs operating a technical, service-based business in a growth mode. I also have some demographics to tighten it further but that's my group (I tend to work with companies between 20 and 200 people and the leaders of the groups tend to be baby boomers, who I relate best with). That definition is very focused and helps me to determine where my people are and how to get to them. I'm still free to work with someone who comes along that does not appear fit my profile, but, is nevertheless intriguing. It's just easier to find something specific that general, even though it might seem counter-intuitive. In time, I come to understand the needs of my group and how to best suit them.

If you fit that profile and I invited you to a party at my house, you'd meet a bunch of other smart and successful service-oriented people growing a business. Makes for a great party, don't you think? If you do, you are probably one of my people. Feel free to call. http://www.stepup.net/