Q209 is gone.  Was it all that you planned for it to be?  You do have a plan right? 


Don’t be like Alice in Wonderland.  You remember when Alice met the Cheshire Cat in the tree and asked, "Which road should I take?"  The Cat asked her, "Well it depends a great deal on what you want to go."  Alice said, "I don't much care where."  Then the Cat said, "Then it doesn't matter.  If you don't know where you are going any road will take you there." 


Take my Girl Scout troop of 8th grade girls, for example.  They love to go camping and at first did not like to plan to get there. Now they realize that if they don’t plan, either we don’t go or they don’t get what they want.  Planning actually saves them time and energy – it delivers the fun. 


Case Study.  Consider Rare Space, Inc. (www.RareSpace.com), a tenant advisory services firm that promotes client success by solving and delivering solutions to their commercial real estate needs.  They realized that taking their plan and practices to the level would help them grow.  TMS conducted a company and sales force assessment and planned, designed, facilitated, and documented Rare Space’s strategic planning / execution process.  


“As a result of the time we spent with Technology and Management Solutions and the client interviews TMS conducted, we learned a lot,” stated Tom Grotewold, Founder and CEO at Rare Space.  “We now have a one-page strategic business plan that our firm actually uses.  We understand why our clients like working with us, and we win more business because we know what our strengths are and what is important to creating happy clients.  We meet once a week, and also briefly once a day.  These meetings actually solve problems, keep the communications flowing and allow us to reinforce our company core competencies, values and beliefs.  We hope these benefits are just the beginning, because we now have the tools and methods we need for even greater success.”


This approach works for individuals and families as well as for-profit, non-profit, and government organizations.  Try it, you will like it!


Practical Pointers for Q3 planning taken from Pursuit of Passionate Purpose (www.PursuitofPassionatePurpose.com):

  • Assess Progress.  How are things going?  Ask yourself the tough questions. Be honest. Many companies report that sales are down, closing times are up, and their pipeline is not big enough to make up for it.  This is the perfect time to do a sales assessment.  Start by taking the free sales grader: http://www.objectivemanagement.com/free_salesforce_grader.asp?DistNum=252  Then Next get some help and do a comprehensive evaluation – you will learn what to do to strengthen your sales results.
  • Find Passion.  Reaffirm your values and core competencies.  In the intersection, you and your firm define its passion.  Passion is the fuel for the pursuit.
  • Align Passion with Purpose.  What is your purpose?  Where do you want to be in 10 to 25 years – do you have a vision?  Who are you serving? 
  • Pursue Purpose.  This is where you establish your 3 to 5 year, 1 year, and Q3 goals.  What do you need to do over the next 13 weeks so that you will be where you want by the end of the year?  Establish clear metrics – what are the key performance indicators of progress?  Take the plan down to what you need to do each day.  For example, for sales determine how many call attempts, conversations, appointments, and meetings are needed to get to your revenue goal. Make sure your plan is written down and visibly displayed.  Establish a rhythm of communication – have a daily huddle with your team. Check in on it at least weekly, monthly, and quarterly -- track your metrics. 


The worst of times? The best of times?  Which are these?  It is your choice.  It depends on your plan and how well you are doing in pursuing it.  Allow yourself to BELIEVE that everything is possible. And then ACT on your pursuit!


Theresa M. Szczurek (www.TMSworld.com and www.PursuitofPassionatePurpose.com)


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