Have you and your family ever taken a train with Texas State Railroad? We did it a few years ago - highly recommend!

But the whole time we were riding, I couldn't stop thinking about TSR's brilliant strategic thinking.

The railway is set in an old railroad town in rural east Texas (aka the middle of nowhere). This time of year, the train is transformed into the Polar Express, a magical experience drawing multi-generation families from all over the region.

Let's look at some numbers. This Polar Express welcomes over 60,000 guests each holiday season (that's over 3 times the town's population!). People pay between $30-95 depending on age, date, and train car. If we estimate with a price point in the middle, say $60, they're bringing in over $3.5 million every year. That's not even counting the other train events throughout the year.

And remember, this is in rural east Texas. Surrounded by fields, forests, and broken buildings left behind by the glory days.

From a business perspective, I want to shake the hand of whoever did Texas State Railroad's strategic planning.

Because here's what they teach us:

Take what you have, and sell it big.

The railroad industry in rural east Texas had long died... but somebody still had tracks, railcars, and beautiful forests. They took what they had and are selling it big.

In grants, maybe you feel like you can't compete with bigger, better, more experienced organizations. Maybe you don't have the latest and greatest ideas and technologies. Maybe you feel left behind in a dying or changing industry.

But take a moment to consider - what does your organization have? What do YOU have? Sell it big.

I was recently in a proposal kickoff meeting where an experienced leader started the meeting by asking, "What's atypical about what we want to do? What sets us apart compared to all the other applications they'll get?" It was so wise to start with this big picture question. Because while it's important to read a grant solicitation and follow all its rules, anyone can do that.

This leader was starting with the same question Texas State Railroad must have asked - what do we have, and how can we sell it big?

Good luck on any grant proposals you're writing now for the new year. And I hope you have a happy holiday season (check out the Texas State Railroad Polar Express if you're nearby!).