ACTION PLAN FOR 2013: Find, Focus, Forecast and Fix

ZIP Learning ... The Coach Is IN!

LEARN- formally

1. FIND --- all that’s big

2. FOCUS--- on accountability

3. FORECAST--- derailers (you’re at the top of the list)

4. FIX--- practical ways to adapt, revise, recover and continue to move forward

LISTEN- ASK-SHARE

1. About the “form”

2. Who’s likely to be good as an accountability partner--- and why

3. Ways to anticipate and prevent derailers of all kinds

4. How to always think forward

FIND what’s big that matters

At What Matters, we use:

1. Mission, vision, values

2. Theme (and internal message) for the year: BE BOLD

3. Strategies for: revenue and profitability, growth in offerings, professional development, substance-based marketing

4. Mission critical implementation systems

5. Success measures

What Matters in 2013: BE BOLDRun with the big dogs, instead of sitting on the porch and barking at the postman

Mission: Guiding professionals and their firms to sell well, speak well and lead well Vision: To be a key catalyst for learning, growth and forward change for financial and professional services firms worldwide

Values: GREAT VALUESGrowth, respect, energy, agility, trust, valor, altruism, learning, useful, excellence, serenity

KEY STRATEGIC OBJECTIVES:1. Revenue and Profitability

• Develop a balanced revenue approach, with no single client representing more than 40% of total year revenue

• Increase on-line product revenue to represent 20% total revenue(on its way to 50% by 2017)• Increase total revenue by 25% over 2012• During scope adjustments, require a written change agreement any time the scope change could result

in a 10% loss; incorporate this into annual letters of agreement. 2. Products and Services

• Formalize product development schedule. YE goals: Five (5) learning packing; (audio, video workbook); all three lines (Sell, Speak, Lead) must be included.

• By 2/14/2013, complete 3 e-books.• By 7/4/2013, add another 6 e-books. • By 12/23, have a total of 25.• Sell and deliver 10 full fee speaking engagements by 12/20/2013.

3. Buyer Decision Making Systems• Productize the offering via video, workbook and on-line down-loadables. • Create written Discovery questions for each system and service.

4. Marketing• Systematize and leverage all writing (blogs, social media, authored articles, white papers, guest blogs)

via an editorial calendar tied to local business media (including specialties– i.e., CPA )• Proactively seek unpaid speaking engagements so we have at least one a month with ideal clients. • Use Business Book Club program at Mpls Club to invite key prospects and connect with opportunities• Continue Coach is In (free). Topics tie to editorial calendar. • Explore small space ads for Betsy’s One Hour Breakthrough.

MISSION CRTICIAL SYSTEMS-20131. Develop stronger new client welcome package;

separate items for SELL, SPEAK, LEAD2. Update existing SOPs to current practices

(travel, speaking check list)3. Improve the current “fill the programs” systems

(i.e., Coach is In, external speaking engagements, new Business Books programs)

4. Expand use of project management systems to major projects where there are clear roadmaps and deadlines.

5. Weekly staff meetings, performance reviews

PROFESSIONAL DEVELOPMENT STRATEGIES FOR THE WHAT MATTERS TEAM In 2013: INDIVIDUAL AND GROUP 1. Betsy--- Advanced Coaching work in behavioral change; E-book writing and production. Productizing and

leveraging content and wisdom. Social entrepreneurship as a method of growth. 2. Andrea- New ways to drive promotion of and follow-up after Business Book Club. Include media relations,

social media, direct communications to priority prospects. Social media campaigns and results; integrated media relations/social media and leveraging.

3. Jenna: E-book development, mastery, distribution and leveraging. Speaking placements and preparation, follow-up. Website updating. Small space ads. Client service. (graphic design, collaboration with Kim)

4. Dennis : Authored articles (goal: 3/year, professional media); speaking engagements (free); practical applications of social media on B2B sales (MN Interactive Marketing Association); Politics in MN. Develop critical media lists (local, national) and identify connection game plan (responsive, proactive)

5. ALL: Alert for possibilities. Assigned reading: DBM- TCBM, online; Andrea- MN Business, Business Journal, blogs; Betsy-industry pubs, key blogs. Jenna: All pubs dealing with behavioral change. Give back.

SUCCESS MEASURES: 1. KPIs( key performance objectives):

• Newsletter engagement score: Sent, opens, clicks, leads, action

• Revenue generation source (email campaign, RFP and response, add-on recommendations to current client)

• Funnel results: events, 1:1 connections, proposed collaboration, proposals submitted, wins

2. Project client feedback- post engagement3. Long term client relations: 1:1 phone-connect, client satisfaction survey, on-line focus groups.

How to get to big---”too” big?1. What really matters to the clients?

2. What is your own business model, expectation?

3. What does your gut tell you you have been avoiding too long?

4. Where will you get insights into what will help you?

5. How must you change? Why? Who will help?

FOCUS on Accountability: This Drives Results

1. Not a one way street--- who is by your side?

2. The concept of an accountability partner• Supports you• Committed to your best--- willing to challenge• Stays connected--- does not waiver• Challenges, AND, supports

3. When, who, why, how to stay with them

FORECAST: what’s our vision?

“The road is long… with many a winding turnThat leads us to who knows where, who knows when …”

Get Down on “De-railers”1. What holds us back? History:

• Fear of failure• Fear of success• CLUE: It’s not about YOU

2. Where we could lose our focus• Bright shiny objects• Over-thinking at the front end• Lack of discipline• Avoidance

3. Real challenges that can get magnified• Health• Family challenges• Economics• Client change in leadership

4. A chronic case of the BUTS (and, the “have-to’s”)

FIX: BE READY BEFORE YOU PLAN

1. Make sure team sees progress-literally (white board, funnel chart)

2. Monthly KPI review that will give early indicators when something is wrong • Strategically• Structurally• Tactically

3. Quarterly plan review

4. External Advisor(s)• Regular, scheduled contact• 1:1 time pre quarterly reviews

5. FORWARD--- Face it, list options, reach out, work at it, act as if, renew, “fifth gear”

Want results?

OWN IT… because you do!

Now, it’s your turn…