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Be Specific.

Specificity: The Key to Operational and Sales Excellence

In business, and in life, clarity and precision can mean the difference between success and failure. Whether in operations, sales, or customer service, being specific enhances efficiency, reduces errors, and improves outcomes. Vague requests, directions, or objectives lead to confusion, wasted time, and subpar results.

If you were telling someone how to jumpstart a car, would you say, “just connect the jumper cables to the battery terminals…” what could possibly go wrong? What happens if they connected red to black/black to red and not red to red/black to black?

That would be disastrous for both vehicles.

Here are the specific steps to jump-start a vehicle.

1. Position the Vehicles Properly

• Park the working vehicle close enough so that the jumper cables can reach both batteries, but do not let the vehicles touch.
• Do not touch the ends of the jumper cables together.
• Turn both vehicles off, engage the parking brakes, and set them in park (automatic) or neutral (manual).

2. Connect the Jumper Cables in the Correct Order

• Again, do not touch the ends of the jumper cables together.
• Red to Dead: Attach one red (positive) clamp to the dead battery’s positive (+) terminal.
• Red to Good: Attach the other red clamp to the good battery’s positive (+) terminal.
• Black to Good: Attach one black (negative) clamp to the good battery’s negative (-) terminal.
• Black to Bare Metal: Attach the other black clamp to an unpainted metal surface on the car with the dead battery (such as a bolt or engine bracket) to prevent sparks.

3. Start the Working Vehicle

• Turn on the car with the good battery and let it run for 2-5 minutes to charge the dead battery.

4. Start the Dead Vehicle

• Try starting the car with the dead battery. If it doesn’t start immediately, wait another few minutes before trying again.

5. Remove the Cables in Reverse Order

• Again, yes, again, Do not touch the ends of the jumper cables together.
• Black from Metal: Remove the black clamp from the metal surface on the previously dead car.
• Black from Good: Remove the black clamp from the good battery’s negative terminal.
• Red from Good: Remove the red clamp from the good battery’s positive terminal.
• Red from Dead: Finally, remove the red clamp from the dead battery’s positive terminal.

6. Let the Jumped Car Run

• Keep the newly started car running for at least 15-30 minutes or drive it around to help recharge the battery.

If the car doesn’t start after multiple attempts, the battery may be completely dead, or there may be another issue requiring professional help.

Specificity Matters

Here are ten tips, along with real-world examples, demonstrating why specificity is crucial in achieving operational and sales excellence.

10 Tips for Being Specific

1. Define Clear Objectives – Set precise, measurable goals for teams and individuals to ensure alignment and focus.
2. Use Exact Language – Avoid vague terminology and instead use concrete descriptions to prevent misunderstandings.
3. Specify the Desired Outcome – Clearly articulate expectations for quality, delivery, or performance.
4. Provide Step-by-Step Instructions – Break down complex tasks into actionable steps to enhance efficiency.
5. Assign Clear Responsibilities – Designate specific tasks to individuals to ensure accountability.
6. Request Exactly What You Need – Whether ordering supplies or directing staff, be explicit in your requirements.
7. Tailor Messages to Your Audience – Ensure communication is relevant and specific to the listener’s role or interest.
8. Quantify Whenever Possible – Use numbers, timeframes, or measurable metrics to define expectations.
9. Confirm Understanding – Ask for repetition or clarification to ensure instructions are understood.
10. Refine and Adjust as Needed – Adapt instructions and expectations based on feedback and changing conditions.

10 Examples of Specificity in Action

1. Surgical Precision in the OR – A surgeon doesn’t say, “I need a tool.” They request a “#3 scalpel” or a “vascular clamp” to ensure the right instrument is delivered instantly.
2. Sales Pitch with Clarity – Instead of “Our software improves efficiency,” a salesperson states, “Our software reduces processing time by 35%, saving an average of $50,000 annually.”
3. Carpentry Accuracy – A carpenter doesn’t ask for “a tool.” They specify, “Hand me the 16-ounce framing hammer.”
4. Mechanic’s Request – A mechanic doesn’t say, “I need a tool.” They request a “10mm socket wrench” to tighten a bolt securely.
5. Retail Customer Service – Instead of “Check the stock,” a store manager instructs, “Verify if we have 20 units of size 10 blue sneakers in aisle 4.”
6. Marketing Campaigns – Instead of “Increase engagement,” a campaign goal states, “Boost email open rates by 10% within three months.”
7. Logistics and Supply Chain – Instead of “Ship the order quickly,” a directive is “Ensure overnight delivery for 500 units of SKU#34567 by 3 PM today.”
8. Project Management – Rather than “Finish the project soon,” a leader sets a deadline: “Complete phase one by April 15 with a report summary.”
9. Restaurant Order Accuracy – A chef doesn’t yell, “Make a meal!” but says, “Fire up two medium-rare ribeye steaks with butter.”
10. Legal Contracts – Instead of “Deliver ASAP,” a contract specifies, “Delivery must be made by June 1, 2025, at 5 PM EST.”

Conclusion

Being specific isn’t just about clarity—it’s about efficiency, accountability, and results. Whether directing employees, serving customers, or closing deals, specificity eliminates ambiguity and drives success. Next time you make a request, give an instruction, or define an objective, ask yourself: Am I being specific enough to ensure the best possible outcome?

Paul Fioravanti, MBA, MPA, CTP, is the CEO & Managing Partner of QORVAL Partners, LLC, a FL-based advisory firm (founded 1996 by Jim Malone, six-time Fortune 100/500 CEO) Qorval is a US-based turnaround, restructuring, business optimization and interim management firm. Fioravanti is a proven turnaround CEO with experience in more than 90 situations in more than 40 industries. He earned his MBA and MPA from the University of Rhode Island and completed advanced post-master’s research in finance and marketing at Bryant University. He is a Certified Turnaround Professional and member of the Turnaround Management Association, the Private Directors Association, Association for Corporate Growth (ACG), Association of Merger & Acquisition Advisors (AM&MA), the American Bankruptcy Institute, and IMCUSA. Copyright 2025, Qorval Partners LLC and/or Paul Fioravanti, MBA, MPA, CTP. All rights reserved. No reproduction or redistribution without permission.

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