Tag: business development strategy

5 Essentials to Include in Your Business Development Plan

SITUATION: You feel you need to write a business development plan for 2018 but the thought of it bores you to death, or you can’t decide what to put in it, or you don’t have the time…or all of the above!

SOLUTION: Try my C-L-E-A-R business development plan format. It might be just the thing you need. It’s quick and simple but covers the absolute essentials that will make a difference.

C = customer.

What customers do you want in 2018? Most businesses have three main types, A, B and C.

‘A’ stands for awesome. They buy big, don’t mind paying and they love you.

‘B’ are bread and butter customers. They are the regulars, they just keep coming and provide the bulk of your revenue.

‘C’ are the complainers. Never happy, haggle on price and take the most time to serve.

You can’t buy more time in life. Don’t waste time chasing customers that aren’t going to take you to your goal. Do you need to change your mix of customers in 2018? Who will you focus on? Get real clear on this. Your marketing, your presentation, your strategies, your staff, your product, your pricing…everything, is dictated by who you want as a customer.

L = looking for?

What are your target customers looking for in 2018? Features, pricing, packages, service etc. Get clear on this. Brainstorm with your team, customers, partner, colleague, customers, suppliers, customers, coach, and customers. Hint: ask your customers what they want! 🙂 In order to win more of a particular customer you would like in 2018, what do you need to provide?

E = earnings.

How much do you want to earn in 2018? How much do you want to pay yourself? How many customers do you need to achieve this? Or how many sales of products XYZ?

There is immense power in writing this number down. It makes a very powerful statement to the universe and your subconscious. Our brains prioritise what they focus on and notice. They have to. Our brains are processing millions and millions of bits of info every second. If our brains didn’t filter this info they would bog down like a computer with too many programs running. By writing your goals down, you help your brain know what it should focus on. The result? You will ‘miraculously’ notice opportunities you didn’t before because your subconscious is showing them to you. It’s the red car effect. You buy a red car (or a particular model) and suddenly there seem to be hundreds on the road.

A = actions required?

What actions are required to achieve the above? You might want to break it down into monthly actions, quarterly actions. Or weekly. Just as you don’t plan a dream holiday and then do nothing about it, get clear on what actions need to be taken. And this can include what different actions you need to take. What type of person do you need to be?

Workshop the actions required with your team. Very important if you want them to be clear on your plans and vision for 2018.

R = roles and responsibilities?

Now you have your action list, put names and dates to each action. Who will do them? If your team is involved, it is best to workshop this with them so they are on board. Do you need an accountability buddy to keep you on track? Break actions down into bite size pieces so they get done rather than delayed.

If you have staff that are not doing the actions you want, I have a module on the 5 common reasons and what to do about it. Email me if you want to know.

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So there you go! Simple business planning with the essentials you need to kick goals.

Have fun with it. Here if you need help.

Get CLEAR
CLEAR business planning infographic

UNFOCUSED? THIS CAN HELP

 

Core Improve Innovate
Focus on getting core right before improving or innovating.

This might help and maybe something to think about over the weekend.

 

It’s the CORE, IMPROVE, INNOVATE model by Sharon Pearson.

In a nutshell…only focus on core business activities and getting them right before you focus on improving your core. Only spend time and money innovating when core and improvements are done.

Core activities is your day to day stuff that makes money, brings business in, processes orders, keeps customers happy, sends out invoices, keeps staff happy etc.

My tendency, because I love innovation, was to get distracted with improvements and innovation and I dropped the ball on ‘core’.

This is like building a house on wet soggy, soft soil that isn’t compacted or even right for the job!

As a result my innovation might work but would fall over because core business was up to scratch.

So…if you are switching between ‘this and that’ in your business and not sure what you should focus on…perhaps you are doing what I used to do and are distracted by innovation or improvements?

This weekend, have a think about your core activities. What kind of shape are they in?

BD101-Core Focus Model

Do you find yourself getting distracted and working on non-core business tasks? Or you aren’t sure how to prioritise the million business development tasks in front of you?

In this short video I give you a great little strategy for categorising what to focus on. It is extremely effective, especially for businesses that need to focus on more sales. You only have a finite number of hours in the day. I can’t emphasise enough how important it is to focus on what matters. Otherwise 6 months go by, a year, two years and your business is still in the same position.

If you have any questions or want me to run through it with you or help you prioritise what you should focus on, I’m just a email of phone call away!

http://www.davidlennon.com.au/contact/

  You can download the slides handout here: >> BD101-Core Focus Model_lesson handout_2017