In this workshop Stephen Lynch guides you through a curated selection of some of the key elements of the RESULTS.com strategic planning process to help you identify the current issues facing your business, and then align and focus your team on the key strategic moves you need to make to set your company up for success. Plus you’ll see examples of how you can use the RESULTS.com management software platform to fully engage your people in the execution of your chosen Strategic Projects & Tasks, and how to drive increased accountability for performance.

1. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Strategic Planning ->
Quarterly Priorities
@StephenLynch @RESULTSdotcom

2. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RESULTS.com

3. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RESULTS.com - One Page Strategic Plan

4. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Get the slide deck:
www.RESULTS.com/slides
Get the software demo:
www.RESULTS.com

5. Questions / Answers:
#RealStrategy || @RESULTSdotcom

6. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Full participation

7. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Ask for everyone’s point of view

8. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Productive conflict is important

9. Questions / Answers:
#RealStrategy || @RESULTSdotcom
No “group think”

10. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Make a clear decision

11. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Everyone commits to the decision

12. Questions / Answers:
#RealStrategy || @RESULTSdotcom

13. Questions / Answers:
#RealStrategy || @RESULTSdotcom

14. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Access your Strategic Plan from the software

15. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RESULTS.com - One Page Strategic Plan

16. Questions / Answers:
#RealStrategy || @RESULTSdotcom

17. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Strategy Centre
Thought Leadership Library

18. Questions / Answers:
#RealStrategy || @RESULTSdotcom
1. Reflection and lessons
2. Strategically analyze your industry
3. Confront your current reality like a VC
4. Create Strategic Projects and Tasks
Agenda

19. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Review Strategic Execution

20. Questions / Answers:
#RealStrategy || @RESULTSdotcom

21. Questions / Answers:
#RealStrategy || @RESULTSdotcom

22. Questions / Answers:
#RealStrategy || @RESULTSdotcom

23. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What were the notable achievements you / your team
accomplished?
List your answers below:

24. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What did you START doing that has been of value?
List your answers below:

25. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What did you STOP doing ?
List your answers below:

26. Questions / Answers:
#RealStrategy || @RESULTSdotcom

27. Questions / Answers:
#RealStrategy || @RESULTSdotcom
How effectively did you measure progress and keep it visible?
List your answers below:

28. Questions / Answers:
#RealStrategy || @RESULTSdotcom
In the past, we used Spreadsheets / MS Excel

29. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Now we use software

30. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Key Performance Indicators / Key Metrics

31. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Everyone knows their own individual accountabilities

32. Questions / Answers:
#RealStrategy || @RESULTSdotcom
They can also see how the entire team is performing

33. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Team leaders can drill down to identify the cause

34. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Looks like one person is holding the team back

35. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What are the reasons for this trend?

36. Questions / Answers:
#RealStrategy || @RESULTSdotcom

37. Questions / Answers:
#RealStrategy || @RESULTSdotcom

38. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Take action to diagnose and solve the problem

39. Questions / Answers:
#RealStrategy || @RESULTSdotcom
How well did you hold each other accountable for hitting
KPI “Green” thresholds, & achieving Task deadlines?
List your answers below:

40. Questions / Answers:
#RealStrategy || @RESULTSdotcom

41. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What valuable lessons did you learn
during the last planning cycle?
List your answers below:

42. Questions / Answers:
#RealStrategy || @RESULTSdotcom
1. Reflection and lessons
2. Strategically analyze your industry
3. Confront your current reality like a VC
4. Create Strategic Projects and Tasks
Agenda

43. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What is Strategy?

44. Questions / Answers:
#RealStrategy || @RESULTSdotcom

45. Questions / Answers:
#RealStrategy || @RESULTSdotcom

46. Questions / Answers:
#RealStrategy || @RESULTSdotcom

47. Questions / Answers:
#RealStrategy || @RESULTSdotcom

48. Questions / Answers:
#RealStrategy || @RESULTSdotcom

49. Questions / Answers:
#RealStrategy || @RESULTSdotcom
"If everything you do needs to work
on a 3 year time horizon, then
you're competing against a lot of
people.
But if you're willing to invest on a
7 year time horizon, you're now
competing against a fraction of
those people, because very few
companies are willing to do that.
We can't realize our potential as
people or as companies unless we
plan for the long term."

50. Questions / Answers:
#RealStrategy || @RESULTSdotcom

51. Questions / Answers:
#RealStrategy || @RESULTSdotcom

52. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Companies need to operate
with one eye focused on
the short-term, and one eye
focused on the long-term.
Short-term is about projects
related to improving
the current core business,
and meeting the needs
of today’s target customers.”
Philip Kotler

53. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Long-term is NOT about
performance improvement.
It is about forgetting the past
and reshaping the business
to compete more effectively
in the future.
Often, this demands bold,
disruptive strategic moves
away from the present
to reshape the company
for future success.”
Philip Kotler

54. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Gary Hamel

55. Questions / Answers:
#RealStrategy || @RESULTSdotcom

56. Questions / Answers:
#RealStrategy || @RESULTSdotcom

57. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Digital Darwinism =
when technology and society
evolve faster than your
company’s ability to adapt

58. Questions / Answers:
#RealStrategy || @RESULTSdotcom
It is not the strongest
who survive, nor
the most intelligent,
but the ones
most responsive
to change

59. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Industry Analysis

60. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RESULTS.com - One Page Strategic Plan

61. Questions / Answers:
#RealStrategy || @RESULTSdotcom

62. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“The questions
remain the same.
It’s the answers
that keep changing”
Albert Einstein

63. Questions / Answers:
#RealStrategy || @RESULTSdotcom

64. Questions / Answers:
#RealStrategy || @RESULTSdotcom

65. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Don’t know the answer to a question?
You need to know!
What will you do to find out?

66. Questions / Answers:
#RealStrategy || @RESULTSdotcom

67. Questions / Answers:
#RealStrategy || @RESULTSdotcom

68. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Rivalry between existing competitors

69. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Who are your Key Competitors? (the “players”)
What moves are they likely to make?
( Industry life cycle: introduction > growth > maturity > decline / Industry growth rate / Industry profitability / Number of competitors / Market
share / Capital requirements / Globalization / Commoditization / Cost advantages / Economies of scale / Friendly vs. Aggressive competition)
List your answers below:

70. Questions / Answers:
#RealStrategy || @RESULTSdotcom
New Entrants

71. Questions / Answers:
#RealStrategy || @RESULTSdotcom

72. Questions / Answers:
#RealStrategy || @RESULTSdotcom

73. Questions / Answers:
#RealStrategy || @RESULTSdotcom
"Firms are remarkably creative in defending
their entrenched technologies, which often
reach unimaginable heights of elegance and
design and technical performance only when
their demise is clearly predictable.“
James Utterback

74. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“ Out there in some garage is an entrepreneur who's
forging a bullet with your company's name on it.
You've got one option - shoot first ” Gary Hamel

75. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What New Entrants could disrupt you?
( Industry barriers / Capital requirements / Learning requirements / Access to supplies / Access to distribution / Performance vs. incumbents /
Perceived differentiation in customers’ mind / Loyalty to incumbents / Switching costs / Retaliation by incumbents / “Innovator’s dilemma”)
List your answers below:

76. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Substitutes

77. Questions / Answers:
#RealStrategy || @RESULTSdotcom

78. Questions / Answers:
#RealStrategy || @RESULTSdotcom

79. Questions / Answers:
#RealStrategy || @RESULTSdotcom

80. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What Substitute products / services could disrupt you?
( Technology changes / Industry structure changes / Availability of substitutes / Performance of substitutes / Perceived differentiation in
customers’ mind / Switching costs / Customer desire to seek out alternative solutions to satisfy their need)
List your answers below:

81. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Suppliers

82. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Who” or “What” do you need to
pay for to run your business?

83. Questions / Answers:
#RealStrategy || @RESULTSdotcom

84. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Who are your Key Suppliers? What moves are they likely to make?
( Cost of supplies / Negotiating power of suppliers / Access to alternative sources of supply / Switching costs /
Forward integration – supplier becomes competitor)
List your answers below:

85. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Customers

86. Questions / Answers:
#RealStrategy || @RESULTSdotcom

87. Questions / Answers:
#RealStrategy || @RESULTSdotcom

88. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Who are your Key Customers?
What moves are they likely to make?
( Customer demographic and psychographic description / Power to dictate prices or terms / Ability to influence other customers / Customer
reviews / Perception of differentiation between vendors / Loyalty / Switching costs / Backward integration – customer becomes competitor)
List your answers below:

89. Questions / Answers:
#RealStrategy || @RESULTSdotcom

90. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Political Factors

91. Questions / Answers:
#RealStrategy || @RESULTSdotcom

92. Questions / Answers:
#RealStrategy || @RESULTSdotcom

93. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What political factors / laws / regulations are likely to impact you?
( Industry specific regulations / political spectrum left vs. right / political stability / laws / taxes / trade policy / wars / environmental issues /
health / safety / consumer laws / employment laws)
List your answers below:

94. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Economic
Factors

95. Questions / Answers:
#RealStrategy || @RESULTSdotcom

96. Questions / Answers:
#RealStrategy || @RESULTSdotcom

97. Questions / Answers:
#RealStrategy || @RESULTSdotcom

98. Questions / Answers:
#RealStrategy || @RESULTSdotcom

99. Questions / Answers:
#RealStrategy || @RESULTSdotcom

100. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What economic factors / changes in buying behaviors
are likely to impact you?
( Economic growth / interest rates / exchange rates / inflation / availability of credit / investor interest in your industry / discretionary spending
changes in customer purchasing habits / use of debt and leverage vs. more frugal spending / new forms of payment)
List your answers below:

101. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Social Factors

102. Questions / Answers:
#RealStrategy || @RESULTSdotcom

103. Questions / Answers:
#RealStrategy || @RESULTSdotcom

104. Questions / Answers:
#RealStrategy || @RESULTSdotcom

105. Questions / Answers:
#RealStrategy || @RESULTSdotcom

106. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What social factors / trends / attitudes / behaviors
are likely to impact you?
( Demographic trends / career attitudes / health issues / environmental concerns / communication styles / social behaviors / online behaviors /
media consumption / purchasing behaviors / cultural differences / generational differences / income equality / society’s evolving attitudes,
values & beliefs)
List your answers below:

107. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Technology
Factors

108. Questions / Answers:
#RealStrategy || @RESULTSdotcom

109. Questions / Answers:
#RealStrategy || @RESULTSdotcom

110. Questions / Answers:
#RealStrategy || @RESULTSdotcom

111. Questions / Answers:
#RealStrategy || @RESULTSdotcom

112. Questions / Answers:
#RealStrategy || @RESULTSdotcom

113. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What technological factors / trends / are likely to impact you?
(New technologies / Rate of technology adoption / Impact of internet and mobile / Social media / New devices & interfaces / Jobs replaced by
technology / Business models disrupted by technology)
List your answers below:

114. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Leaders must decide:
What is our business?
What should it be?
What is not our business?
What should it not be?”
Peter Drucker

115. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Strategy is resource allocation.
When you strip away all the noise,
that’s what it comes down to.
Strategy means making clear cut
choices about how to compete.
You cannot be everything
to everybody.
You have to figure out
what to say NO to”
Jeff Immelt

116. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Many managers do not
understand the importance
of having a clear strategy.
Strategy is about
making trade-offs.
The essence of strategy
is choosing what NOT to do.”
Michael Porter

117. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“The difference between
successful people
and very successful people
is that very successful people
say "no" to almost everything”
Warren Buffett

118. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“The difference between
successful people
and very successful people
is that very successful people
say "no" to almost everything”
Warren Buffett

119. Questions / Answers:
#RealStrategy || @RESULTSdotcom

120. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What do you need to START doing?
(Because it is strategically important for your long term success = “Core”)
List your answers below:

121. Questions / Answers:
#RealStrategy || @RESULTSdotcom

122. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What do you need to STOP doing?
(Because it no longer serves you / not working out / purposeful abandonment = “Non Core”)
List your answers below:

123. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RESULTS.com - One Page Strategic Plan

124. Questions / Answers:
#RealStrategy || @RESULTSdotcom
1. Reflection and lessons
2. Strategically analyze your industry
3. Confront your current reality like a VC
4. Create Strategic Projects and Tasks
Agenda

125. Questions / Answers:
#RealStrategy || @RESULTSdotcom

126. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Describe your
current reality and
make it obvious !!

127. Questions / Answers:
#RealStrategy || @RESULTSdotcom

128. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Our people” is not a strength
What is it about your people that makes your team strong?
E.g. “Highly qualified software engineers”
“Marketing” is not a weakness
What is it about marketing that is weak currently?
E.g. “Insufficient # of target customer leads”
“Communication” is not a weakness
What is not being communicated?
E.g. “Strategy not well understood”
Be specific with your SWOT: Use 3-5 word phrases

129. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Think like a VC

130. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What are the top strengths / assets / competencies within your
business you can leverage (or build) in the next 12 months?
Rank your Top 5 Strengths in order:

131. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What are the biggest weaknesses within your current business
that could be fixed or improved in the next 12 months?
Rank your Top 5 Weaknesses in order:

132. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What opportunities can you pursue over the next 12 months
that will position your company for future success?
Rank your Top 5 Opportunities in order:

133. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What external threats do you need to reduce
(or closely monitor) to ensure they do not derail your plans?
Rank your Top 5 Threats in order:

134. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RESULTS.com - One Page Strategic Plan

135. Questions / Answers:
#RealStrategy || @RESULTSdotcom
1. Reflection and lessons
2. Strategically analyze your industry
3. Confront your current reality like a VC
4. Create Strategic Projects and Tasks
Agenda

136. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Current Strategic Projects

137. Questions / Answers:
#RealStrategy || @RESULTSdotcom

138. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Every leader needs to
clearly explain the top 3 things
the company is working on.
If you can't,
then you're not leading well”
Jeffrey Immelt

139. Questions / Answers:
#RealStrategy || @RESULTSdotcom

140. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Strategic Projects & their associated Tasks

141. Questions / Answers:
#RealStrategy || @RESULTSdotcom
“Help” menu - How to set up Projects and Tasks

142. Questions / Answers:
#RealStrategy || @RESULTSdotcom

143. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Specific
Measurable
Achievable
Relevant
Time bound
S
A
M
R
T
“SMART” Projects

144. Questions / Answers:
#RealStrategy || @RESULTSdotcom

145. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What are the top 3 Strategic Projects your company (or team)
needs to execute in the coming period?
- Each must address 1 or more issues described in your SWOT analysis (relevant)
- Describe the tangible end-point milestones (so you know when to celebrate)
- Balance short-term business improvement initiatives ( = improving “what is”)
vs. building long-term strategic capability for the future ( = creating “what will be”)
Current Strategic Project Due
Date
Person
Accountable
1.
2.
3.

146. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RESULTS.com - One Page Strategic Plan

147. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Many people can be involved in executing each Strategic Project,
but only 1 person can be named accountable for the overall outcome
The project leader makes sure everything “gets done”
(it does not necessarily mean they do it all themselves)
You may be leader in some projects and a follower in others
Single Point Accountability

148. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Set yourself up to succeed. “Stuff happens”. Fires need fighting.
Set realistic outcomes and due dates that take into account
“stuff happens” - yet still achieve your milestones.
Don’t underestimate the difficulties and challenges you will face.
Your colleagues are counting on you.
Only make promises that you know you will be able to keep.
Balance Optimism with Realism

149. Questions / Answers:
#RealStrategy || @RESULTSdotcom
90% of those who join health and fitness clubs
will stop going within the first 90 days.
International Health Club Association

150. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Strategic Project #1 Due Date Person Accountable
Associated Individual Tasks

151. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Strategic Project #2 Due Date Person Accountable
Associated Individual Tasks

152. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Strategic Project #3 Due Date Person Accountable
Associated Individual Tasks

153. Questions / Answers:
#RealStrategy || @RESULTSdotcom
90% of your time is spent on “Business as usual” activities
You still need to create opportunities, make sales,
deliver products and services, and collect money….
i.e. the things you do every day to pay the bills.
Set aside 10% of your time ( ½ day) every week
for strategic execution. Aim to complete 1 specific meaningful task
“the #1 thing” that will move each Strategic Project forward.
Make time for Strategic Execution: The #1 Thing

154. Questions / Answers:
#RealStrategy || @RESULTSdotcom
What does being accountable overall
for the execution of a Strategic Project mean?
– You make sure everything “gets done” related to this Project
– Colleagues with associated Tasks report to you as “project leader”
– You meet with the project team on a weekly basis to make sure:
– Current status of the Project is up to date (% complete / color / commentary)
– You are aware of issues / delays - and know when it will actually be completed
– The #1 TASK to move each project forward each week is agreed and visible
– You help source the necessary support to keep things on track
– You report to the company leadership once per week showing that you fully
understand what is happening and have things under control

155. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Using software to track projects

156. Questions / Answers:
#RealStrategy || @RESULTSdotcom
RED = Project behind schedule. Sound alarm!
YELLOW = Watch closely. Need help?
GREEN = Project on schedule



Strategic Projects

157. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Home page for Accounting firm owner

158. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Team View

159. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Drill down into the Accounting Team

160. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Team View

161. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Project Goal with associated Tasks

162. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Project Goal with associated Tasks

163. Questions / Answers:
#RealStrategy || @RESULTSdotcom
How will you keep progress visible on your Projects?
How will you hold people accountable for Task achievement?
List your answers below:

164. Questions / Answers:
#RealStrategy || @RESULTSdotcom
Get the slide deck:
www.RESULTS.com/slides
Get the software demo:
www.RESULTS.com
Connect with Stephen Lynch:

165. Questions / Answers:
#RealStrategy || @RESULTSdotcom

166. Questions / Answers:
#RealStrategy || @RESULTSdotcom
FOR CEOs and business leaders of fast growth SMBs
WHO
are trying to take control of their business, engage their workforce,
and achieve extraordinary RESULTS
OUR
PRODUCT
IS A
RESULTS focused management dashboard
THAT
PROVIDES
transparency into your entire organization from company-wide
strategic goals to individual tasks
UNLIKE
other software providers, we offer SMBs the complete suite of tools
to manage their business and engage their team
OUR
PRODUCT
engages your workforce to accelerate your success
OUR PURPOSE to end employee disengagement by reprograming management