Roy's Blog

February 1, 2015

Answer 3 questions and you have your #BusinessStrategy

Traditional business planning methods have issues; they’re all screwed up

They are generally viewed as a time consuming and expensive process. People don’t look forward to it; it’s not a “fun” experience.

My Strategic Game Plan Process process is simple. Answer 3 questions and you have your strategy.

1. HOW BIG do you want to be?
2. WHO to SERVE?
3. HOW do you intend to COMPETE and WIN?

1. HOW BIG? The process starts out with determining your growth goals. how much top line revenue do you want to generate over the next 24 months? Revenue is the best measure of growth because it is an expression of how the market “feels” about you; it is easily measured understood. A 24-month planning period forces you to execute TODAY and not wait for the “hockey stick” to happen in year 4 of a traditional 5-year plan. 

HOW BIG drives the strategy. The bolder the growth goal the more aggressive and risky the strategy required to deliver it. For example, a strategy to generate a 50% increase in revenue would be significantly different that one designed to produce a 10% increase.

2. WHO to SERVE? The second step in the process is to chose the customers you intend to serve. Pick customer groups that have the latent potential to deliver your revenue goals and leverage the competencies of your organization.

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And be prepared to “dump the customers” that are no longer part of your strategic focus. Keeping them will only drain your resources and waste your time with no economic return.

3. HOW to WIN? The third step is the most critical in establishing your game plan. This is where you decide how to differentiate yourself from others who are competing with you for THE WHO.

Engage your team in what I refer to as creating your ONLY Statement. The ONLY statement reads: ‘We are the ONLY ones that…’ This is the ultimate manifestation of a unique competitive position in the marketplace.

And avoid aspirations; they have no place in thinking about your competitive position.

This is not a task for the faint-of-heart. It is difficult to do and involves looking at every nook and cranny in your organization for opportunities to separate yourselves from the pack - brand, service, product, product support, and how you leverage technology are some examples of where you can look to create your ONLY Statement.

There it is. Crisp. Simple. Clean. And it can be used very effectively to communicate your renewed direction internally and to your investors if required.

Develop your Strategic Game Plan in less than 2 days and EXECUTE it on the 3rd.

Here’s what one client said about the experience…

“Thanks again for leading us through the Strategic Game Plan Process for each of our Business Units with us this week; you made my job relatively easy. I think we now have a clear overall very challenging strategic plan to implement over the next 24 months, and as we both know what really matters now is the implementation and execution. I enjoyed working with you and look forward the reviewing our progress with you on a quarterly basis.” — Tom Rose, President and CEO, Layfield Group of Companies, Richmond BC

Contact me for a free consult.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

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  • Posted 2.1.15 at 08:10 am by Roy Osing
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