A Proper Assessment

Ever thought about what you already have and what others would give to be in your shoes? Many of us believe we lack something vital, but maybe it's more about making the most of what we already possess. Here’s a story of personal growth that began with a clear, honest assessment.

In the spring of 2019 (age 38), I was grappling in a Brazilian Jiu Jitsu (BJJ) gym, feeling like I was fighting for my life against bigger, stronger, faster, younger, and more skilled opponents. A few times a week, I volunteered myself for what you could call "improvised chiropractic work" from my fellow Jiu Jitsu enthusiasts. Compressed spine, bruised legs, mat-burned elbows, and, best of all, an ego neatly smashed and piled on the mat at the end of each session. Good times!

What is Brazilian Jiu Jitsu exactly?

For the uninitiated, Brazilian Jiu Jitsu (BJJ) is a form of grappling martial arts that uses leverage and technique to control and submit an opponent. It’s often taught in the gi, or "karate pajamas." A hallmark of BJJ is that, through skillful technique, a smaller person can outmatch a larger one. Physically, it's demanding, but it’s also like chess with your body.

I trained at Jorge Gurgel Mixed Martial Arts (JGMMA) in Cincinnati, under the renowned Professor Jorge Gurgel—a retired MMA fighter and respected BJJ black belt. In each class, we drilled specific techniques on partners. "Drilling" is intense, but each week, I could see my fellow students making steady progress. Not having a particularly athletic background, I was content simply to be there, seeing this as a chess match or a game, not a fight. Games are fun; I didn’t mind losing.

One day, about six months in, Professor Gurgel noticed something about my technique. I cannot remember the technique and I can’t recall his exact words, but he called attention to my strengths. First, he pointed out to the class that I was "Smaller, Weaker, Slower, Less Athletic, and Older than 99% of the class"—yet I was a very fast learner and had strong determination referring to me as a honey badger a time or two. In combat sports, raw honesty trumps feelings every time. Professor Gurgel's list of my shortcomings was not sugar-coated, but he didn’t stop there; he acknowledged my fast learning and determination. That was news to me! Even at 38 years old, I’d never thought of myself as particularly determined or quick to learn—especially not in anything athletic.

In that moment, I realized I had overlooked these strengths in myself. All those hours of struggle on the mats revealed a new self-understanding. Of course, my training partners would continue to poke fun at my “frail, bird-like physique" and it continues to this day, in fact it never ends, years later. I now train with Brenton Petrey, a 1st degree black belt under Jorge Gurgel, and I have embraced Bird as my nickname. Good Times Indeed!

The Lesson:

What You Have is Enough to Progress, Overcome, and Succeed

So, how does this relate to sales and marketing? In business development, assessing potential clients is similar to the way Professor Gurgel assessed my BJJ skills. My conversations often reveal that companies focus too much on perceived limitations: “We’re not big enough to compete,” “Our budget is too small to make an impact,” or “We don’t have the right tools.” Many businesses halt their self-assessment right there, fixated on what they lack.

But like Professor Gurgel did for me, I help clients see the strengths they bring to the table. Those strengths are what enable them to reach their goals and stand out in their market. Acknowledging weaknesses is essential, but so is leveraging what you already have. Your strengths—whether it’s a unique service, a committed team, or a strong local presence—are enough to get started. Over time, your list of limitations will shift from things that hold you back to things you’ve overcome.