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22. 22
1. Increase sales 5%.
3. Achieve 10% profit.
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec IT Mktg Ops HR Bob Fin PE Pario
COM
Direct
CDs /
AMs
PD
Rec
PD
Mgmt
BMD SWS
2
3,500 units sold by 12/31/2013 through all channels
(approx. $700K)
X X X X X X X X X X X X Bob Dana 2 3 3 3 2 3 3 1 1 3 3 1 3
11 Develop & deliver training to top 50 Dealers X X X X X X Bob Rex/Tim 3 3 3
21 Revised course materials by 6/30/2013 X X X Bob Josh R? 2 3 3 2 2
5
Education: 1 school district spec'd/underperforming
COM distributor (25) by 12/31 valued at min $35K each
X X X X X X X X X X X X Howard Michael S 1 3 2 3 3
8
10 new dealers on board (net) ($500K per dealer this
year)
X X X X X X X X X X X X Howard Mike B 2 3
9
5 new distributors bringing $200K annual rev (& 5
terminated)
X X X X X X X X X X X X Howard Howard 1 1 1 2 3
17 10 projects spec'd by 12/31; $300K rev by 12/31 X X X X X X X X X X Howard Dana 1 3 3 3
29 20 by year‐end X X X X X X X X X X X X Howard Mark H 2 3 3 3
32 TBD X X X Howard Howard
33 TBD X X X X X X X X X Howard Howard
10
Useful reporting and metrics are established and in
place
X X Jim Randall 3 1 1 1 1 1 1
30 TBD X X X X X Jim Josh 3
31 TBD X X X X X X Jim Josh 1 1 1 3 1 1 1 1 1 1 1 1 1 1
25 TBD Jim Shannon 3 3 1 1 1 1 1
26 System 7.0's in place X X X Jim Randall 3 2 1 2 1
15
100% accurate payroll; 100% management satisfaction
at April mgmt. meeting
X X X Josh Phyllis 1 3
20
Internet task list is simplified and streamlined for
PDs then plan is rolled out to PDs
X X X X Michael M Michael M 2 3 2 3
22
Design Calculator is updated successfully and rolled
out
X X X Neall Matt D 3 1 1 3 2 2 3
24 Competitive Analysis complete and distributed for use X X X Neall Dana 2 3 3 3 3 3 3
1 Design changed to solve delam issue long‐term X X X X X Susan David R 3 2 3
12
30 parts sourced in U.S.; completed plan for managing
China‐sourced parts
X X X X X X Susan Shannon 3 3 2 2
13
Warehouse laid out; kanban revised; Syspro
implemented
X X X Susan Shannon 3
14 Lay out complete; equipment installed X X X Susan David R 3 3
X = Planned
2013 Priorities
2013 Goals & Objectives
4. Improve morale (metric TBD).
2. Achieve 50% gross margin. Created: 01‐14‐13
Revised:
Level of Effort/Involvement Required
Priority Goal or Measurable Objective Exec Owner
Plan review dates:
Tactical
Owner
● = Actual
< Company Name >
Contentremoved for confidentiality
© 2013 The Karen Martin Group, Inc.
Obtain Consensus, Then Maintain Focus by Consistent Plan Management
23. 23
• Clarity – about what really
matters.
• Consensus – about what really
matters.
• Courage – to actively choose to
“not do” or “not do now.”
• Commitment – to follow
through on the plan.
© 2013 The Karen Martin Group, Inc.
Avoiding the Shiny Ball Syndrome
(Organizational ADD) Requires…
33. The Outstanding Organization
Self‐Assessment Sample Questions
Key Behavior Assessment Questions
Clarity C‐1: What % of the workforce can describe your organization’s
purpose and the value you provide to your external customers?
C‐6: What % of work areas have visual management in place?
Focus F‐2: What % of the workforce say that priorities are stable and
don’t shift unnecessarily?
F‐6: What % of meetings have stated goals and written agenda
that are communicated in advance?
Discipline F‐3: What % of processes have 2‐5 Key Performance indicators
that are consistently used to measure success and drive
improvement?
F‐5: What % of processes have a clearly identified process owner
who’s accountable for performance?
Engagement E‐4: What % of the workforce feel they have a degree of control
over their work processes and environment?
E‐5: What % of new hires receive all of the information,
equipment and supplies they need to be successful beginning on
day one?
© 2013 The Karen Martin Group, Inc.
42. © 2013 The Karen Martin Group, Inc. 42
X
#
Target
Condition(s)*
Action Owner Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
2013 2014
Date
Complet
e
= Begin
Instilling New Organizational Behaviors: Action Plan
*Target Condition(s): Clarity, Focus, Discipline, Engagement or a combination thereof
Date created: Version:
Plan review dates:
Timeline
Due
Date
Plan owner:
Support team:
%
Complet
e
Status
(Red,
Yellow,
Green)
= Timeline = Complete
45. “You can make a difference no matter
where you sit in the organization.
But only if you start.”
45