What's In A Plan
What's In A Plan
The following is an example of the contrast between two professionals who have great skills and a desire to do well (make money) by providing superb service to their clients. Both have earned solid reputations in their field, and both understand that their professional "practice" is really a business and must be run as such.
The difference is that one has a plan, and the other does not. The results could not be more dramatic.
One knows the market, and has a plan, a budget and a time-line to contact prospects once a month for 12 consecutive months. The other does not. One has a variety of price points and a "funnel" so new or hesitant prospects can sample the work with minimal risk. They offer a money-back guarantee. The other client has none of this. They offer their services at their hourly rate, take it or leave it.
One has already scheduled personal time off throughout 2005, and it is marked on calendar in their office. This client also has a written budget for new equipment, up-grading their office, and
hiring people to help with over-flow work. The other client has a "budget in my head, sort of", but nothing in writing.
Which client has created the best conditions for success? Which client is likely to make more money, attract more business, have more time off, less anxiety, and more satisfaction at the end of
the year?
Create and use a written business plan. It's your road-map to success.
Whats In A Plan - To learn more about this author, visit Rodger Blaker's Website.
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Most businesses have clear, written business plans, but it is amazing that so many professionals and entrepreneurs neglect this vital task.
The following is an example of the contrast between two professionals who have great skills and a desire to do well (make money) by providing superb service to their clients. Both have earned solid reputations in their field, and both understand that their professional "practice" is really a business and must be run as such.
The difference is that one has a plan, and the other does not. The results could not be more dramatic.
One knows the market, and has a plan, a budget and a time-line to contact prospects once a month for 12 consecutive months. The other does not. One has a variety of price points and a "funnel" so new or hesitant prospects can sample the work with minimal risk. They offer a money-back guarantee. The other client has none of this. They offer their services at their hourly rate, take it or leave it.
One has already scheduled personal time off throughout 2005, and it is marked on calendar in their office. This client also has a written budget for new equipment, up-grading their office, and
hiring people to help with over-flow work. The other client has a "budget in my head, sort of", but nothing in writing.
Which client has created the best conditions for success? Which client is likely to make more money, attract more business, have more time off, less anxiety, and more satisfaction at the end of
the year?
Create and use a written business plan. It's your road-map to success.
Whats In A Plan - To learn more about this author, visit Rodger Blaker's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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