Hit home runs with business spring training

After a particularly brutal winter across the country, spring fever has become an epidemic. What more certain sign of the coming season than that great American tradition of baseball's spring training?

Folks in my home state of Minnesota, which is still blanketed in snow, are especially excited for baseball this year with the opening of a new, open-air stadium. We're looking forward to watching our hometown hero, MVP Joe Mauer, sprinting on green grass and taking a few swings with his golden bat.

Spring training really whets our appetite. The managers are optimistic about their chances for a championship year. The players are eager to get back on the diamond. The fans can almost taste the hot dogs. It is a real exercise in positive thinking.

On the field, spring training is a time to clear out the cobwebs, regroup after a break, show off off-season workout results and get down to business.

And then it struck me: If spring training is good for baseball, why wouldn't it be good for business, too?

We should all take a little break from business as usual to clear our heads. That's your off-season. Think about last season, but put it behind you and get ready for a new start. Stay in shape, set goals, stretch your legs and get ready to go. The real work is about to start.

Baseball management is busy during the off-season, making trades and signing the players they think will improve their chances for a winning season. They spend a lot of time deciding where their new hires will do the most good - assigned to a certain position or as a utility player.

That's what you do as a manager, right? Look ahead at your projects and assemble the best team. Recruit talent from current employees, look for a specialist or call in a consultant. You fill all the positions as well as you can to cover the project requirements. You have utility players on your team too, those jack-of-all-trade employees who are willing to play whatever position you assign.

As Babe Ruth once said, "The way a team plays as a whole determines its success. You may have the greatest bunch of individual stars in the world, but if they don't play together, the club won't be worth a dime."

When spring training begins, the pitchers and catchers report first. Why? They need more time to prepare for the season, both individually and as a unit. When the rest of the players report, they can plan on meetings, team-building and a preview of the season ahead. It's all about the fundamentals: learning the plays, getting through the daily workouts, building a cohesive team so that everyone knows they have backup. It's hard work disguised as fun. And it is essential preparation for a successful season.

Your spring training will prepare you to learn about your customers' needs, familiarize everyone with their roles and get the unit functioning together. The only missing ingredient is a sunny stadium!

Baseball teams have exhibition games. Business teams have focus groups and test markets. Baseball teams have cheering fans. Business teams have marketing plans that entice and excite customers. These words of wisdom from the late Harry Caray, legendary Chicago Cubs announcer, apply to both: "It's the fans that need spring training. You gotta get 'em interested. Wake 'em up and let 'em know that their season is coming, the good times are gonna roll."

Spring training, then, is about planning and practicing until it's automatic. That preparation is essential for success in any venture.

Baseball teams adjust their lineups to meet their competition and play to their strengths, just like your business must. Consider the story of the little boy who has dreams of being in the big leagues. "I'm the greatest baseball player in the world," he says, heading to the backyard with bat and ball in hand and his favorite team cap tilted just so. He tosses the ball in the air, swings and misses.

Undeterred, he repeats the process, announcing, "I'm the greatest player in the world!" Again, he misses.

So he checks over the ball and bat, takes a few practice swings and tries again. Same result, but it yields a whole new response: "Wow! I'm a great pitcher!"

Mackay's Moral: Before you make your next sales pitch, take time for spring training.

Harvey Mackay is the author of The New York Times' No. 1 best seller "Swim With the Sharks Without Being Eaten Alive." He can be reached through his Web site, www.harveymackay.com, by e-mailing harvey@mackay.com or by writing him at MackayMitchell Envelope Co., 2100 Elm St. SE, Minneapolis, MN 55414.