Bundaberg Brewed DrinksHome Brew Program
MODULE 2:
Introduction to Planning
DVD Program
Russell Cummings
Today’s Purpose
• To explore different aspects of planning
• Understand how we can be more effective at this process at Bundaberg Brewed Drinks.
Home Brew Program 2008
What is planning all about?
“Damned if you do, damned if you don’t”
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Why Planning?
• Why do we bother with planning?
• What purposes does it serve?
• Exercise: Write down 3 answers to the questions above.
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What are the challenges?• What are the primary challenges to
traditional planning activities?
• What doesn’t work?
• Why don’t we get the results we expect?
• What do we need to do better as individuals and as an organisation if we are to make better use of planning ?
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Why plans fail?• Too detailed• Unfocussed• Doesn’t address the issues• Often just a list of actions or “whinges”• The process is too complex• The wrong people involved• Difficult to update• Static rather than dynamic
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Improving your plans
How do we make it happen?
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Key steps to simplify your planning
1. Understand how the plan will be used and who will be the audience
2. Use a simple framework
3. Clearly define the purpose and desired outcomes
4. Clearly define the planning timeframe
5. Focus it on action – results – outcomes
6. Make sure you have the “right” people involved
7. Be prepared to cascade your plans to ensure the detail is at the right level
8. Use appropriate planning tools
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Audience and end-use
Before you start the planning process, understand 2 things:
• Who is the primary audience?
• How will this plan be used?
• Why are these elements important?
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WHERE do we need to be in the future?
HOW do we get there? DEFINE THE
OUTCOMES and/or
PURPOSEWhere are we NOW?
The Simple Framework
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DEFINE THE PROBLEM or
ISSUES
DEFINE SPECIFIC
STRATEGIES AND ACTIONS
Purpose & OutcomesThis is the heart of the WHERE:
• Be clear on the purpose of the Plan.
• What outcomes do you desire?
• Are there any targets that you must meet?
• Place them in context to the timeframe
• Clearly define the Problem
“How do we ….. in order to…?
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Timeframes
• Over what timeframe will the plan operate?
• What is our planning horizon?
• Why is this important?
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Focus
• Make sure that your plan is focused. How?• Make sure it has an “action focus”• Use “doing words” to create “Action Statements”• If appropriate, make sure that the plan has
Recommendations. How then Why?• Make sure that the Plan has Action Plans: Action
Statements, timebound, allocated responsibilities
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The Right People
• Often planning processes, involve a whole range of people to get “ownership”.
• This is usually just an excuse for poor communication processes
• Who should be involved? Why? What value do they add to the process?
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T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
INDIVIDUAL
SECTION
DEPARTMENTOR FUNCTION
TOTAL ORGANIZATION
CASCADING THE ONE PAGE PLAN
Planning Tools
Simple tools to foster communication and innovation
Powerful Problem Solving Sequence
FORCE FIELD
POSITIVE
NEGATIVE
II
SS
SS
UU
EE
Growth
FundingProducts / Serv.
PeopleSales
Segmentation
Top 3 from Mindmap
1. People
2. Funding
3. Sales
Force Field each issue
Put into a One Page Plan
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
Mindmap the issuePareto the Mindmap for top 3
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T I M I N G - Who & When ByA C T I O N P L A N SS T R A T E G I E S
SMITH & JONESSALES PLAN
Date Revised: 21 October 2006
W H E R EN O W
• Sales $1 million
• No sales person
• Order taking culture
• Average sales $10k
• Sales $3 million
• One full time sales person
• Sales Culture
• Average Sales $25k
SALES TRAINING
KEY ACCOUNT
COMPETITORS
BROCHURES
1. Purchase SAN for each employee
2. 4 day SPIN course for staff
3. 1 Page Plan top 20% clients
4. Alliances Plan
5. Target exposed Clients
6. Regional selling events
7. Produce benefits/problems brochure all Products
8. Coaching website
1. MP Immediate
2. JS November
1. JS October
2. JS October
1. BM January
2. JS November
1. JS January
2. JS March
ONE PAGE PLAN
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One Page Planning
• It is the framework NOT the layout that is important.• Toyota run their business on A3 size One Page Plans so
choose a layout that suits your purpose and audience• Must have the 3 key framework elements: Now-Where-
How.• Be creative – remember the audience and purpose and
don’t make it too complex – KISS• The problem solving routine is a great way to populate the
plan
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GapTarget Score (X)
Score Now (X)
Lo Av Hi-5 0 +5Factor
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x 1. Achieving Deadlines
2. Decision Making
3. Ability to say ‘No’
4. Working Long Hours
5. Limited Family Life
6. Ability to Prioritise Time
7. Waste Time
8. Delegation Ability
9. Use of Pareto Analysis
10. Use of Diary
-4
-2
0
-1
+1
0
+2
-1
+2
+1
+1
+2
+3
+3
+2
+5
+4
+2
+3
+5
5
4
3
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1
5
2
3
1
4
GAP ANALYSIS
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Gap Analysis
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Using the GAP
• Remember – it is only a tool – it’s not infallible – “subjective objectivity”
• For more complex issues, this is good alternative to Pareto.
• If you are not happy with a score, then work our your action plans to move your score higher.
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GAP Exercise
1. Brainstorm the key factors that are critical to the performance your current job/position or of your Team
2. Complete a Gap Analysis
3. What actions will you take to address the gaps?
4. Summarise it as a Plan
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PROD
PROD is a useful tool for simple Project Planning:
1.NAME: the process/project/plan
2.PURPOSE: Why? What do we hope to achieve?
3.RULES: What are the unofficial and official rules that govern this activity? Who is a member? How do they join?
4.OUTPUTS, CUSTOMERS: Whom do we deliver to? What do we deliver?
5.DEPLOYMENT (ACTIONS): How will we deliver? What is the plan for delivering the outcomes?
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PROD
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1. Select a Project or Process or Work Instruction that you would like to refine in more detail
2. Complete a PROD Plan
PROD Exercise
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Summary
And in conclusion…
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Key steps to simplify your planning
1. Understand how the plan will be used and who will be the audience
2. Use a simple framework
3. Clearly define the purpose and desired outcomes
4. Clearly define the planning timeframe
5. Focus it on action – results – outcomes
6. Make sure you have the “right” people involved
7. Be prepared to cascade your plans to ensure the detail is at the right level
8. Use appropriate planning tools
Home Brew Program 2008
Powerful Problem Solving Sequence
FORCE FIELD
POSITIVE
NEGATIVE
II
SS
SS
UU
EE
Growth
FundingProducts / Serv.
PeopleSales
Segmentation
Top 3 from Mindmap
1. People
2. Funding
3. Sales
Force Field each issue
Put into a One Page Plan
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
Mindmap the issuePareto the Mindmap for top 3
Home Brew Program 2008
T I M I N G - Who & When ByA C T I O N P L A N SS T R A T E G I E S
SMITH & JONESSALES PLAN
Date Revised: 21 October 2006
W H E R EN O W
• Sales $1 million
• No sales person
• Order taking culture
• Average sales $10k
• Sales $3 million
• One full time sales person
• Sales Culture
• Average Sales $25k
SALES TRAINING
KEY ACCOUNT
COMPETITORS
BROCHURES
1. Purchase SAN for each employee
2. 4 day SPIN course for staff
3. 1 Page Plan top 20% clients
4. Alliances Plan
5. Target exposed Clients
6. Regional selling events
7. Produce benefits/problems brochure all Products
8. Coaching website
1. MP Immediate
2. JS November
1. JS October
2. JS October
1. BM January
2. JS November
1. JS January
2. JS March
ONE PAGE PLAN
Home Brew Program 2008
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
T I M I N G - Who & When A C T I O N P L A N SS T R A T E G I E S
One Page Plan W H E R EN O W
HOW
PERSON
SECTION
DEPARTMENTOR FUNCTION
TOTAL ORGANIZATION
CASCADING THE ONE PAGE PLAN
Home Brew Program 2008
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
|--|--|--|--|--|--|--|--|--|--|
GapTarget Score (X)
Score Now (X)
Lo Av Hi-5 0 +5Factor
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x 1. Achieving Deadlines
2. Decision Making
3. Ability to say ‘No’
4. Working Long Hours
5. Limited Family Life
6. Ability to Prioritise Time
7. Waste Time
8. Delegation Ability
9. Use of Pareto Analysis
10. Use of Diary
-4
-2
0
-1
+1
0
+2
-1
+2
+1
+1
+2
+3
+3
+2
+5
+4
+2
+3
+5
5
4
3
4
1
5
2
3
1
4
GAP ANALYSIS
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PROD
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Next Steps
Check Home Brew Intranet Site
Module 3: Intro to People and Management
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Thanks
Strategy into Action
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