- Cover Page
- Title Page
- Copyright Page
- Dedication
- Acknowledgments
- Contents
- Introduction
- Chapter 1: Set Goals All the Time
- The Value of This Chapter
- Company goals come in three flavors
- Some guidance on vision
- Creating your vision
- Near-term goals
- Directly related to fulfilling the company vision
- Challenging yet reasonable
- Measurable
- No more than three
- Established at least yearly
- Examples
- Financial health goal
- Customer-related goal
- Strategic goal
- Individual goals
- Don’t pick up nails
- Say no to the hamster wheel
- Points to Remember
- Chapter 2: Focus on the Process, Not a Plan
- The Value of This Chapter
- Most businesses don’t have a plan
- The process is more important than the plan
- Creating a planning process
- Identify the right information
- The traditional approach
- A Business Plan Outline
- An additional approach
- Engage everyone in collecting information
- Create successful strategies
- Be a spider
- Use the information wisely
- Chickens and eggs, strategies and goals
- So, what do we actually do?
- Modify the strategies in light of new information
- Do this frequently
- Survival of the fittest ideas
- Points to Remember
- Chapter 3: Coach the Right People
- Chapter 4: Serve the Right Customer
- The Value of This Chapter
- Define the right customers
- Create the right strategies for your right customers
- Generic strategies
- Low cost
- Differentiated products and services
- Differentiated customer service
- All three simultaneously
- Specific strategies
- Create a sales process to secure and serve your right customers
- The sales funnel
- 1. Lead
- 2. Strong Lead
- 3. Highly Likely
- The sales process
- Create an operations process to serve your right customers
- Constantly build the culture
- Invest Them with Importance
- Drive Them Home Every Day
- Look for People Who Buy In
- Points to Remember
- Chapter 5: Empower Your Entire Team
- The Value of This Chapter
- How can you empower your team?
- Management would be easy if you didn’t have to deal with people
- Enabling real empowerment
- Goals and boundaries
- Manager’s route to a goal
- Establishing the boundaries
- Early steps to goal achievement
- Out of Bounds
- Reaching the Goal
- Conditions for empowerment
- Example Principles
- Wide boulevards, high curbs
- The process as a diagnostic tool
- Points to Remember
- Chapter 6: Do the Right Things Right
- The Value of This Chapter
- A system of managing
- The Three Cs of an Effective System of Managing
- The Goal Management Team (GMT)
- The six tools
- GMT Meetings
- Team Resourcing
- Team Resourcing Ground Rules
- Position Descriptions
- One-on-Ones
- The daily huddle
- Football, construction, and the Blue Angels
- What’s in this for you?
- A company-wide reward program
- The company goals
- Available reward money
- The payout
- Should we also reward individual performance?
- Points to Remember
- Appendix A: Using Your Financial Statements to Generate More Profit and More Cash
- Appendix B: Business Plan Outline and Guidance
- Appendix C: The Interviewing Process: One of a Manager’s Most Critical Activities
- Isn’t this a job for the HR department?
- But I’m too busy to do all this
- So, what’s the answer?
- So, how do you do this?
- What’s different about this approach?
- An example
- A four-step process
- Here are the questions we created
- Great Communicator
- High Energy
- Goal-Oriented
- Competitive
- Always Positive
- Strong Work Ethic
- Humor
- Appendix D: The Sales Process: An Example Step
- Appendix E: Improving Communications
- Recommended Reading
- Index
- About the Author
2. Executive summary
This section summarizes the entire plan in two pages. Use tables and graphics to make it readable and compelling. Many outsiders will only read this section, so make it clear. If done well, it will lead the reader into the rest of the document. Complete the Executive Summary last—summarize from the detailed work that you put into the entire plan.
- What is creating customer demand?
- Industry wide.
- For your products and services.
- How long will this persist and why?
- What opportunities does this create for you?
- What are your goals and general strategies?
- What’s “the payoff”?
- When will investors/lenders/owners get rewarded/paid back?
- Why is this worth their while?
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