It’s Time To Execute Your Market/Business Plan
February 13, 2009 | Posted by: Jim Rogers
Let's talk about the most important role marketing has, leading the development and execution of your annual business plan. If you don't have a clear, go to market strategy for 2009 in place, build one - now.
Typically in Q4, your business builds out the plan for next year. From my experience, having a well thought plan, with proper business alignment is critical for success. I have been fortunate enough to be a part of leadership teams that have for the past 8 years have yielded strong year over year revenue growth. There are many factors to this success, including: a clear, well thought out go to market plan.
So what does a good market plan look like?
First, you need to have a very clear target market. While many plans leverage vertical market groups, get specific - right down to the actual list of names.
Next up, review what is going on in that community. Look first at what is happening with your target customers, customers. They will have a significant influence on where your target customers spend their time and money. Look for new regulatory issues? Determine whether they growing or contracting? Find out what their corporate initiatives are? Identify a few market fast currents that you can capitalize on.
From there, develop a detailed revenue plan. Build out the pipeline you need, win rate, average selling price and breakdown revenues and units by quarter. I call this a revenue walk.
Not done yet, make sure every functional area that supports the plan documents what they need to do to make it happen - is your sales team sized properly? Is your lead generation program yielding enough? Can legal support the contract volume? Can your professional services department staff the work?
Once there is clarity and agreement on what the plan is and what needs to happen to make it happen - DO IT. Stay relentlessly focused on executing the plan. For sure, there will be many distractions, stay focused. Measure results against your expectations, and make adjustments based on facts - not opinions.
Plan B well executed is better than the Plan A that never happens.
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