The commonly accepted strategic planning methodology is a mess. It is time consuming, expensive and tries to be precise in a world of randomness and unpredictability. And it tends to be a painful experience. It needs to change. Here is my practical and proven "Strategic Game Plan' process...

1. Strategic
Planning Is
Screwed Up

2. Screwed up…
Time consuming
Expensive
Not fun experience; can be “painful” to sit
through
Tries to be a precise science in a world
of uncertainty, randomness, unpredictability
and imprecision

3. Screwed up…
Infatuation with applying the tool set
rather than achieving practical results
Loves analysis – paralysis by analysis
Helium-filled aspirational goals
command attention: “#1, world class, market
leader” the language

4. Screwed up…
Direction setting consumes >80% of
time available.
“Tight” on strategy; “loose” on
execution. High granularity on strategy;
light on how it will be implemented.

5. Screwed up…
Assumes execution will automatically
follow a theoretically pristine strategy.
Really?

6. Screwed up…
5-10 year planning horizon creates
little sense of urgency to do something NOW.
The 5th
year in the plan never shows up!
Planning documents gather dust on
the shelf; meticulous “ironed” look
preserved… not used!

7. But my BIG issue…
Ineffective in producing a true competitive
claim to separate an organization from the
Herd; to stand-out and BE DiFFERENT
Process doesn’t highlight the urgency to do
Or provide the tools to do it

8. My Process is
DiFFERENT
And it works!
Proven and practical…

9. Strategic Game Plan
• Game Plan – Focus on EXECUTION
– Build a planning process to
enable EXECUTION
– Objective: to SCORE!
– It’s about MORE than your Plan
… it’s about how well you
execute

10. Strategic Game Plan
• Get you your Plan ‘Just about Right’
– 20% plan; 80% execute
– Loosen up on strategy; tighten
up on execution

11. Strategic Game Plan
• Plan on the Run
– Learn from Execution
– Adjust your strategy as you go
– Be ‘good’ at anticipating;
‘great’ at responding
– Plan, Execute, Learn, Adjust,
Execute …

12. Strategic Game Plan
• Focus – Focus – Focus
– Roy’s Rule of 3
– Focus on the critical few actions we
need to take
– That deliver 80% of your
strategy
– STOP chasing stuff!

13. Strategic Game Plan
• Answer 3 questions & you have
your strategy
– HOW BIG do you want to be?
– WHO do you want to SERVE?
– HOW will you compete and WIN?

14. HOW BIG
• Choose a short-term planning horizon
• A 24-month plan is more realistic than
a 2 year plan
– Execution focus
– Recognizes unpredictability
& randomness

15. HOW BIG
• Choose the metric that describes success
• Critical success factor for the next 24
months
Revenue
• Easy to measure
• Reflects customer demand
• A ‘Market expression’

16. WHO to SERVE
• Customer Groups that represent the
Biggest opportunity to generate HOW BIG
• The “critical few” rather than the
possible many
• The more you choose, the
more diluted your efforts are

17. WHO to SERVE
• “Fast and Easy” approach given
24 month execution period
• Keep it simple: leverage how you
now see your business

18. WHO Considerations
Customer concentration
Relative growth rates
Competitive position
Long term potential
Ease of access
Customer loyalty

19. HOW to WIN
• HOW to WIN = Your competitive claim; your
competitive advantage
• Answers the question: “Why should I do
business with you and no one
else?”
• Objective to be RELEVANT and
UNIQUE

20. ONLY Principles…
1. The WHO
2. VALUE
3. What they CARE about
4. BRIEF
5. SPECIFIC – Avoid ‘better’, ‘best’, ‘great’,
‘excellent’ ….. No aspirations

21. HOW to WIN
The ONLY Statement:
“We are the ONLY ones that…”

22. BE The ONLY One
“We are the ONLY team that provides
integrated tailored safety solutions that go
beyond the needs of each of our customers
ANYTIME, ANYWHERE. We are committed to
grow our customer’s business.
We ONLY serve safety.”

23. Wrap up – An Invitation
• bedifferentorbedead.com
• Blog Articles on Strategy,
Leadership,
Sales, Service, Marketing
(and other stuff)
• Connect and Engage
• Slideshare.net/royosing
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24. BE DiFFERENT Series
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25. BE DiFFERENT Series
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