My guest today is Dave Light, owner of Certainty Resources Limited and author of the book, “The Certainty Principle”. We start this episode by exploring David’s meandering journey and how each opportunity, with some tenacity and focus, led him to the next.
But his personal transformational moment, the one that helped him to decide to strike-out on his own, was when he was fired as the CEO of a company. He blames his termination on himself because he started to believe that he was the one that built the company – being about the self and not the team is always a leadership blunder.
The way David searched for opportunities when he started his firm was simply by cold-calling prospects. He shares that the approach was successful, but not satisfying. So he gave his model a rethink and decided to specifically and deliberately target people that would challenge him (and he, them) and for whom he felt he wanted to work. The list of companies he has worked for is a who’s who of household names.
Ultimately, he came to believe that it was counter-productive for him to be opportunistic in his approach to gaining clients. For David, and he would propose for others to consider, the “secret sauce” of his (and your) success lay in being focused and deliberate in his pursuit of clients; to leave nothing to chance and approach everything with certainty.