workbook - psnc main sitepsnc.org.uk/leicestershire-and-rutland-lpc/wp... · is quarter’s key....

Workbook

90 Day Workbook

9

The long term Business VISION...

The One Year Overarching Business Goal.

This Quarter’s Key Business Goal.

The Results:

Take a few moments to describe where you want your business to be 3 - 5 Years from now...

How you will feel after achieving this and what it will give you personally?

Now think what you have to achieve This Year to take you closer to the Vision of the Business...

Take a few moments to describe where you want your business to be at the end of This Quarter...

10

What are your Top 3 Business Goals that will

result in greatest progress for the coming quarter?

Follow this World Class Goal Setting Mindset…

Think BIG (your ideal outcomes)

Act SMALL (the milestones you need to hit)

Move QUICK (your mindset)

Then make sure all your goals are… Specific (Very)

Measurable (Numerically)

Timeframe (By When)

Goal 1:

Goal 3:

Goal 2:

11

The next 90 Days Personal Goals

The drive to make your business a success often comes from the knowledge that with your business success comes the ability to achieve your personal goals … Tip! Write emotionally and in the present tense. Example… “I feel elated and humbled by just completing the Great North Run and raising £1,000 for Cancer Research.”

Health & Exercise:

Family/Partner/Relationships/Contribution:

Fun & Leisure:

Wealth & Finances:

Learning & Development:

Travel:

Other:

12

Business finances in the Next 90 Days…

Record your forecasted profit and loss for the next 90 Days

Forecast Profit & Loss Budget for the NEXT 90 Days *All numbers should exclude VAT if VAT registered (see examples & definitions in box below)

(1) Total Sales Revenue £ (2) Total Cost of sales / Goods sold £ (3) Gross Profit £’s (1)-(2) & Percentage (3)/(1)x100 £ % (4) Total Costs (inc fixed & variable costs) £ (5) Net Profit £’s (3)–(4) & Percentage (5)/(1)x100 £ % Closing Debtors Balance £ Closing Creditors Balance £ Closing Cash Balance £

Workings & Notes:

Examples & Definitions: Cost of sales / goods sold or service provided Costs incurred which you can directly be attributed to the product sold or service provided. E.g. for an optician.. cost of spectacles or lenses, for a supermarket cost of food supplied by wholesaler. Gross profit Difference between how much you charge your customers for a product or service and how much you pay your suppliers. E.g. price charged £150, cost paid to supplier £100, gross profit equals £50. Variable costs Cost which vary with the level of business activity or volume of sales. E.g sales commissions or performance bonuses.

Fixed costs Costs which stay the same over time and do not vary with the volume of sales or level of business activity. E.g. rent, rates, office hours, asset depreciation.

13

Six Steps to Massive Results Building a great business using the ActionCOACH proven system and methodologies...

1

Building a business is no different to building a house or other structure. Critical elements to a successful build include knowing what it will look when it is finished and laying solid foundations to support the end result.

As your business grows, or perhaps your vision and direction changes, it is vital to re-check that the existing foundations are sufficiently robust to support the next level of growth. This will ensure sustainable results. Otherwise as with any building or structure that becomes too big for its foundations or support systems… eventually it will collapse. So as you build your business by working through the 6 Steps, and to help you deliver this quarter’s goals, please use the “6 Steps” Checklists, the “5 Ways” strategy picker for Niche level and “4 Ways” strategy picker for LEVERAGE level. Please ask for a copy if you do not have one and speak to us should you require further explanation. There will be other ideas, strategies and tasks that will need to be included for your business. Feel free to add these to your plans and talk them over with your coach.

Please record the detail and strategy behind tasks required to fulfil your goals on the following pages. Use these pages to:-

Think about the strategy that will help you achieve your goals

Sense check what is already in place and working and what’s need strengthening. Guide you to move your business through the six steps.

14

Step 1: Destination Mastery

DIRECTION Completed

YES or NO Do this qtr?

GOALS

1. I have a documented and displayed Vision / Purpose for thebusiness

2. I have a documented and displayed Mission statement

3. I have documented and displayed Values / Culture statement

4. I have a business plan that I regularly refer to with 1,3 & 5year milestones

5. I have a life plan that I refer to regularly with 1,3,and 5 yearmilestones

Identify up to 3 priorities and assign to appropriate goal

As your business grows and develops, it is important to keep your Vision and Goals up to date. Whilst these may

not change on a quarterly basis, it is worth refreshing all the key areas to maintain your focus…

Goal (please choose)

Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3

15

Step 1: Financial Mastery MONEY

Completed


BREAK EVEN

1. I know my daily/weekly/monthly overhead costs

2. I know, on average, how much I make on each sale

3. I know how many sales, customers, or pounds I need to make perday/week/month to Break Even

4. I regularly measure my sales, customers, and pounds statistics

5. I have a Cash flow budget for the business

6. I have a Break Even forecast for the business

PROFIT MARGIN

1. I have a Profit and Loss budget for the business

2. I plan for Profit and set daily/weekly/monthly Profit Goals

3. I know how to increase my Gross Profit

4. I have more than 5 strategies in place to increase my Gross Profit

5. I know what Mark Up is and target levels

6. I know what Margin is and have set Minimum Margin Goals

7. I ensure that all products/services I sell make a Profit

8. I know how to increase my Margins

9. I have more than 5 strategies in place to increase my Margins

10. I have a plan in place to reduce overheads by 10% this year

Identify up to 3 priorities and assign to appropriate goalFrom a financial perspective what are your goals? What are your Turnover and Profit goals …? Set your goals for these areas to be

achieved within the next 90-days.


Priority 1: ………………………………………………………………

Priority 2: ………………………………………………………………

Priority 3: ………………………………………………………………

1 2 3

1 2 3

1 2 3

16

Step 1: Financial Reporting FINANCIAL REPORTING

1. I test and measure my number of leads, conversion rate andaverage £ sale on a weekly basis

2. I regularly review these figures…..daily/weekly/monthly

3. I know my Margins

4. I regularly review these figures…..daily/weekly/monthly

5. I have a cash-flow forecast for my business

6. I update my cash-flow forecast every month

7. I review my cash-flow forecast weekly

8. I can predict my future profits

9. I update and review my Profit & Loss position…..monthly

10. I review by creditors/payables list weekly and pay all my bills ontime

11. I review my debtors/receivables list weekly and ensure all mycustomers are up to date at all times

12. I use these reports so I can make decisions for the future


Set your goals for these areas to be achieved within the next 90-days. You will need to use the ActionCOACH Budget/Profit Tracker

and/or the ActionCOACH Cashflow Budget or a prescribed format to do this in more detail with your coach.

Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3


17

Step 1: Time Mastery TIME

Completed

YES or NO

Do this

qtr?

SELF CONTROL

1. I have a Default Diary that delivers maximum productivity and Ikeep to it

2. I write a “To Achieve” list each evening for the next day and Ialways plan the use of my time in advance

3. I work ON my business for at least 4 hours each week

4. I delegate or outsource most/all of the Admin and Low Value/LowEnjoyment work

5. I have time slots in my diary for my own health & enjoyment

6. I have a list of my top 10 - time consuming tasks

7. I have a list of my top 10 – productivity related tasks

8. I have a list of my top 10 – most enjoyable tasks

9. I have a list of my top 10 - stressful tasks

10. I do not operate in crisis mode and have good work balance

11. I prioritise well and understand Urgency & Importance with all mydecisions

12. I have good self-discipline and manage myself well

13. I respect my time above all else

Identify up to 3 priorities and assign to appropriate goalRemember this is about productivity, both yours and your Teams’. How much time do you want to invest in what areas of the business?

How much time will you work ON the business? Which areas do you need to spend less time in, and which do you need to spend more

time in? How much personal time do you want to have – with family, friends – outside the business? Remember the three parts to Time

Mastery – Self, Planning and Delegation. What could you do in the next 90 days to improve your time mastery?


Priority 1:

Priority 2:

Priority 3: 1 2 3

1 2 3

1 2 3

18

Step 1: Delivery Mastery DELIVERY

Completed

YES or NO

Do this

qtr?

SERVICE

1. Consistency is our primary customer focus

2. We deliver what our customers want and need

3. We have documented flow charts/procedures to ensure everycustomer experience is the same

4. I have defined our customer service standards

5. We consistently deliver in a way that exceeds our customer’sexpectations (excellence plus one percent)

6. We regularly survey our customers to determine how we canbetter serve them

7. We analyse our mistakes and customer complaints and take activesteps to remedy them

8. I have a standard for dress code including the use of name tags

9. We have a script/process in place for greeting customers

10. We have a script in place for answering the phone

Identify up to 3 priorities and assign to appropriate goalFrom the viewpoint of “how will I deliver the products and/or services to meet my financial goals” – identify the goals you will need to

achieve in the delivery of your products/service within the next 90-days. Remember this is about efficient, profitable delivery and

customer satisfaction so think of any customer complaints you’ve had where you need to fix things - there is no use filling the tub if the

plug is left out. Remember the four parts to Delivery Mastery – Quality, Supply, Ease to Buy and Service.


Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3

19

Step 2: Niche – 5 Ways & Marketing

5 WAYS: THE BUSINESS CHASSIS

COMPLETED

Do This qtr?

1. I know and understand the 5 Ways business chassis

2. I know my numbers in each area of the 5 ways

3. I have a growth target in each area

USP & GUARANTEE: POINT OF DIFFERENCE

1. I have completed a USP & Guarantee assessment

2. I have defined what my business Uniqueness is and it is truly unique

3. I have produced a Guarantee that is meaningful

4. My team knows what our point of difference and Guarantee is

5. Everyone in the business is a walking, talking reflection of this

MARKETING RULES

1. I believe that Marketing is an investment when I Test & Measure it

2. I know my Acquisition Cost and understand that buying customers is aninvestment

3. I put 50% of my time, effort and investment into delivery of myproducts/services and the other 50% on Sales & Marketing

4. I Test & Measure everything

5. I have defined all my target markets

6. I have defined my ideal customer

7. I spend more time generating income than reducing costs

8. I do not chase Market Share – I am after Wallet Share

9. I have a long term view of the value of our customers and know theirLifetime Value

10. I always aim to reduce my Acquisition Cost and increase Lifetime Value



Priority 1: ………………………………………………………………

Priority 2: ………………………………………………………………

Priority 3: ………………………………………………………………

1 2 3

1 2 3

1 2 3

20

Step 2: Niche

21

Step 2: Niche – Money Making Strategies

Step 2: Niche - Chose YOUR 5 Ways

Strategies to Earn more Profit

Priority: (you must work a minimum of 1 strategy for each area) Goal (please choose)

Leads: …………………………………………………………

Conversion: ………………………………………………..

# Trans: ……………………………………………………….

Avg Sale: ……………………………………………………..

Margins: ………………………………………………………

1 2 3

1 2 3

1 2 3

1 2 3

1 2 3

Any Additional Strategies…

Step 3: Leverage – People & Education

Ways to Make Your Business

Work More Effectively and Efficiently...

People &

Education

Completed

To work

on this

quarter

1. Run an Ongoing Training System

2. Complete Team Member

Positional Contracts

3. Complete Team Skill Based Sessions

4. Have a Redundancy System

5. Develop a Team Social Club

6. Subscribe to Educational Newsletters,Magazines, etc.

7. Develop an Induction TrainingProgram

8. Run Team Building Training Programs

9. Develop a System for Conflict Resolution

10. Develop Your Company’s Rules of theGame

11. Complete a Consistent Recruitment System

12. Develop Contingency Staffing Plans

13. Hold Regular Team Meetings

14. Develop a System for

Recognition and Remuneration

15. Use Behavioural, Personality and Communication Analysis with all Team Members

16. Set the Company Vision and Write Your Mission Statement

17. Build Career Planning within the Company

18. Set Company and Individual TeamMember Goals

19. Run Time Management Training

20. Complete Positional “How To”

Manuals

ANYTHING ELSE NOT ON THE LIST

THAT YOU WANT TO IMPLEMENT?

4 Identify up to 3 priorities and

assign to appropriate goal

Priority 1:

Priority 2:

Priority 3:

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

24

Step 3: Leverage – Testing & Measuring



Testing &

Measuring

Completed

To work

on this

quarter

1. Complete and Keep to Monthly and Yearly Budgets

2. Measure Conversion Rate for Each Sales Person

3. Complete a Purchasing

System for all Internal

Purchases

4. Always Complete a MarketingCampaign Profit Analysis

5. Complete Petty Cash System

6. Keep a Record of Your Profit Margins

7. Continuously and Constantly Measure Number and Origin of All Leads

8. Measure Your Average £ Sale for Every Team Member

9. Record the Number of Transactions for each customer

10. Complete a Monthly Balance Sheet

11. Measure Key Performance Indicators in All Areas of the Company

12. Complete weekly Bank Reconciliation

13. Daily or Weekly Update Cash Flow Statements

14. Have a Daily Banking System

15. Complete Regular Stock Control

Check Ups

16. Continuously measure the number

and origin of all leads





Priority 1:

Priority 2:

Priority 3:

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

25

Step 3: Leverage – Delivery & Distribution



Delivery &

Distribution

Completed

To work

on this

quarter

1. Run Paperless Systems

2. Deliver Your Service with Systematic Consistency

3. Change Product Packaging for Safer Delivery

4. Reorganizing Stock According to Highest Turnover

5. Simplify Your Order Pick and Pack Process

6. Forecast Stock Movements

7. Complete a Purchasing and Stock Receiving System

8. Outsource Logistics and Warehouse Support

9. Complete Regular Inventories

10. Qualify Service or Product Delivery Costs

11. Measure Quality and Professionalismof Service Delivery

12. Follow Up and Measure Quality and Time of Delivery

13. Management System for Freight,Couriers and Vehicles

14. Measure, and use Re-Order Levels

15. Use an Order Tracking System

16. Roster Staff for Service Delivery

17. Increase Security

18. Confirm Details Before Service or Product Delivery

19. Use a “Just In Time” Stock Delivery System





Priority 1:

Priority 2:

Priority 3:

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

26

Step 3: Leverage – Systems & Technology


y and Efficiently...

Systems &

Technology

Completed

To work

on this

quarter

1. Schedule and Complete Regular Maintenance on All Equipment

2. Use Computer Invoicing and Credit Monitoring

3. Document and Picture All

Tasks in An Operations

Manual

4. Run a Computerized Stock ControlSystem

5. Complete Systems Training and Induction Program

6. Use Latest Computer Programs

7. Complete a Phone Fax Systems Upgrade

8. Go Through and Regularly

Update Quality Control /

Assurance

9. Run a Computer Back Up System

10. Run Both Internal and External E-mail

11. Document and Chart All Work Flow Processes

12. Document All Sales and MarketingSystem

13. Document Information Flow

Processes Using a Purpose

Designed Computer Database Program

14. Network All Computers for Ease of Access

15. Use Rosters and Schedules for Repetitive Tasks

16. Complete a Policies and Procedures Manual

ANYTHING ELSE NOT ON THE LIST THAT YOU WANT TO IMPLEMENT?



Priority 1:

Priority 2:

Priority 3:

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

1 2 3Goal:

Please circle

27

Step 4: T.E.A.M.

If the business is to ever become “a

commercial, profitable enterprise that works

without you” you will need to improve each of

the “6 Keys to a Winning Team”. Within each

area, how will you improve your own and your

teams’ effectiveness? Remember TEAM,

stands for, Together Everyone Achieves More.

The word ACHIEVE is vitally important; it’s not

about everyone just having a great time; it’s

about achieving more as a team.

28

Step 4: T.E.A.M.

Completed


SIX KEYS TO A WINNING TEAM

1. There are/is a STRONG LEADER(s) other than myself inthe business

2. We have identified what kind of leadership qualities areneeded in my business

3. Our culture has been established, written down and ispresented and available for all to see

4. The team promote and maintain the culture of thebusiness

5. There is a clear COMMON GOAL that my team are awareof and aiming for

6. I have developed and implemented my company’s‘RULES OF THE GAME’

7. The company and each team member have 90 daySMART ACTION PLANS…

8. I have implemented a strategy that lays down howresults are to be achieved and measured (KPI’s)

9. My team understand clearly their roles and limitationsand that I support their INITIATIVE & RISK TAKING withinagreed boundaries.

10. My whole team feel 100% INVOLVED & INCLUDED


Goal (please circle)

Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3

29

Step 4: T.E.A.M.

COMMUNICATION

1. I hold regular team meetings that have measurable outcomes

2. I hold regular team meetings with all my direct reports andthey hold them with theirs…

3. I hold regular 1-2-1 meetings with all my direct reports andthey hold them with theirs, including 6 monthly appraisal’s …

4. My team play above the line

5. I have a system for encouraging open communication amongstteam members (WIFLE) …

LEADERSHIP

1. I have a strong clear vision that my team understand and Iconsistently maintain that company vision

2. I clearly understand and use the 6 key components of greatleadership: Vision, Strategy, Culture, Standards,Communication and Optimism

3. I regularly review the individual and joint performance of myteam with them

4. I am able to trust my team and allow them responsibility tomake decisions and fix any upsets (support risk taking)

5. My team works to their strengths



Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3

30

Step 4: T.E.A.M.

RECRUITMENT & TRAINING

1. I have implemented and customised the action recruitment systemto work in my business

2. I hire on Attitude rather than skills alone

3. I employ people to “run the systems” in my business

4. I use behavioural style assessments for each team member…

5. I run an on-going training programme for the whole team includingregular time management analysis …

6. I have a programme in place for on-going training and teambuilding…

RETAINING

1. The company has a system for recognition…

2. The company has a system for rewarding longevity andperformance…



Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3

31

Step 5: Synergy Pulling it all together requires leadership and leadership is about you and

who you are...

SYNERGY Completed

YES or NO

Do this

qtr?

Where if I add one and one I get three or more

1. Each member of my team is inspired in their role,contributing to the company’s vision and mission…

2. I have a system for career planning within the company…

3. I have an on-going training system for staff including timemanagement training, sales training and team skill basedsessions...

4. The team all have job descriptions and I have a redundancysystem that I have shared with staff...

5. My business subscribes to industry newsletters, magazinesand other educational materials...

6. My business has contingency staffing plans in the case ofany absence and the team is cross-trained so as to remove“king-pins”…

7. I have identified, developed and appointed a generalmanager so I can walk away from the business and still getmassive results…

8. I don’t have to show up at work every day…

9. I enjoy and am motivated by my work…

10. My business fulfils my life goals…



Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3

32

Step 6: Results.

Results are what it’s all about. Ultimately it’s about you achieving your personal goals. That’s

the purpose of the business in the first place...

RESULTS Completed

YES or NO

Do this

qtr?

1. I have financial and personal independence

2. I am investing and growing assets outside my business

3. The business is generating passive income

4. I have developed a general manager who runs the business for

me

5. I am giving back to charity

6. I am mentoring others

7. I have surrounded myself with a dream team (outside your

business ) – Ideas person, prioritising and planning person,

detail person, financial person etc.

8. I have written a book, booklet or developed a business game.

9. I am actively putting an exit strategy in place

10. I own intellectual property that is earning me an income.



Priority 1:

Priority 2:

Priority 3:

1 2 3

1 2 3

1 2 3

33

Let’s Make the Plan

1 Vision

13 weeks

3 Goals

1 Mission

Get your wall planner (like the example below),

input your goals, start mapping your plan

Example 13-week planner

Alternatively, please input your goals on the 1-page plan overleaf or on the Excel Spread Sheet

35

Now that you’ve made your plan…

A LETTER TO MY FUTURE SELF LOOKING BACK ON LAST QUARTER

Dear YOUR NAME

It’s been a busy quarter but you seem really pleased with how things have turned out for

you..

BNI Grand Designs has just signed it’s 30th member The Chapter has smashed it’s £0.5m target and is in the top 25 chapters in the

country Dave Chapman is doing a great job after taking over from Mike Hollman I really pleased that you have nailed the goals you set yourself for the last). It’s a

huge achievement WELL DONE!!!!!

Personal Goal (Write it as though you achieved it)

E.G Pleased you got to your target weight of 13 stone.... just in time to put it all back

on over Christmas!!! It’s been hard work but you look much better for it.

Business Goal (Write it as though you achieved it)

E.G Getting your new PA was a really good move it means that you have got more

time to get a lot more work done on the key strategies to systemise the business.

I must say it’s been a brilliant quarter and the future is looking very bright.

Good luck!

Signed....

Date.......

36

Finally.....

All that is needed now is your pledge to yourself in writing that you will give

100% commitment and action to implement your 90 Day Action Plan....

Remember the ActionCOACH system of Idealization, Visualization,

Verbalization and Materialization. This needs to be a daily task, the

more you do it the better your focus and the better your results …

I hereby pledge to myself to fully and diligently implement my plans

to achieve my goals as outlined in this Action Plan.

Signed: _____________________

Date: _______________________

workbook - psnc main sitepsnc.org.uk/leicestershire-and-rutland-lpc/wp... · is quarter’s key....

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