| Step
1 |
| Research
and Analysis: We give you the tools and lead you
through a disciplined and proven process that helps you
easily complete both internal and external analyses. The
result will be a plan that can be developed and refined
based on facts, not emotion.
You will: |
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Identify key customers, markets,
and products that make you the most money, and
potentially could make you more money. |
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Understand environmental, political, social,
economic, and technological factors that are having or
will have a bearing on your industry and get
a handle on your competitive landscape, so you can arm
your salespeople to compete more effectively because they
have the right knowledge. |
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Understand the opportunities
that could propel you to higher
revenues. |
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Acknowledge threats and have
a plan to deal with them so that your
business and bottom line are minimally affected. |
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| Step
2 |
| Development
of Your Strategic Plan: We follow a disciplined
process; your team will be assigned tasks to complete
between the workshops resulting in: |
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An analysis of the financial
impact of your new strategy to see where you may need
additional funding to make the strategy successful, and
to see the (generally positive) impact of “firing”
unprofitable customers. Most
CEOs are shocked by this analysis and immediately want
to begin the firing process and get rid of unprofitable
accounts. |
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Prioritization of events and
changes that must take place to implement the strategy,
so that you see positive rewards immediately. Early
positive results from your strategic plan keep momentum
going and help bring early revenue to the bottom line.
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An evaluation of resources
needed. These resources are
typically people—not financial—and include
putting people into jobs where they can make a bigger
impact, resulting in less turnover and more productive
employees. |
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A validation of team agreement
on the objectives and strategies developed. Once
your team is on the same page, you’re communicating
more, have less conflict, and are working together to
achieve more value for the company. |
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Development of a resource schedule,
control procedures, and a monitoring system to make sure
all departments are kept on track. This
substantially minimizes the CEO burden of being handcuffed
to the business. Once department managers know what is
expected and have their own objectives and plan, the CEO
can lead, instead of putting out fires. |
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An analysis (the actual document
is prepared and written by us from the myriad of tools
used during your team’s sessions) that puts the
overall plan on paper and forces participants to embrace
and carry out the strategy. This written analysis serves
as “the growth handbook” for all managers
and provides a roadmap, keeping
“the right” employees because they’re
proactive and accountable for their actions, instead of
reactive and blamed for others’ actions.
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A Planning Calendar to eliminate
procrastination and ensure the strategy is quickly implemented.
Your sales will increase because
you’re focusing on the most profitable customers
and markets, you have an aligned team, and everyone is
carrying out their part of the strategy. |
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| Step
3 |
| Implementation
and Review: Once your team has reviewed the written
analysis and signed off on the strategy, you begin implementation.
About 30 days after the analysis is delivered, a ½
day progress review is held with the team. This review: |
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Keeps the team on task and accountable for
their part of the strategy implementation |
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Provides a forum to discuss and resolve
issues as they arise. |
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Evaluates the effectiveness of the monitoring
and control systems, and makes changes, if necessary |
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Assures the planning system is operating
as expected |
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Allows team members to schedule monthly
or quarterly update sessions with us, if desired, to keep
you on track |
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