Setting Your Sight on a Big 2019

1. Setting your sights on
a big 2019
Russell Cummings
5 February 2019

2. Now -
Where -
How
WHERE will we be
in the future?
HOW do we
get there?

3. Reflection
Stop – Prop – Reflect

4. What went well?

5. What could have been better?

6. What do we need to change?

7. Barriers
What is holding you back?

8. Shackles
• Think about an area that you would like
to improve in…maybe your role at
<COMPANY>.
• What is holding you back from achieving
your full potential?

9. CUSTOMERSCOMPETITION
BANKS
ECONOMY
Where does the control lie?
Locus
of
Control

10. Shackles
What is holding your business
back from achieving its full
potential?

11. Shackles
What is holding you back from
achieving your full potential?

12. Shield
What are you “hiding behind”
that is enabling the Shackles to
stay in place?

13. Where
Our aspirational goals

14. Reflect on your Strategic Imperatives,
Objectives and Targets
Area Objective Key Results Measures & Targets
1 Yr 3 Yr 5 Yr
Marketing Increase our sales Get more clients
Increase our Average Sale
Sales $
+20
+10%
$1.8M
+25
+10%
$2.2M
+20
+10%
$2.5M
Operational
Efficiency
Improve our efficiency
and effectiveness
Reduce hours per client
Reduce cost per client
Increase Gross margin/client
-10%
-5%
+25%
-5%
-5%
+20%
0%
0%
+15%
People/Team Leverage the Team Increase productivity %
More F2F hours/client
More Team Training
+10%
+4
+40hrs
+5%
+4
+20hrs
+5%
+4
+20hrs
Financial Positive cashflow &
profitable
Sales $
Net profit/sales
Debtor days
$1.8M
20%
45 days
$2.2M
25%
35 days
$2.5M
30%
30 days

15. What would you like to
achieve in 2019?

16. Define your “Big Rocks” for
2019
1. Reflect on the NOW – Changes, Shackles and Shields
2. Define your 3 or 4 Big Rocks – large in scope, linked
to Objectives
• Typical areas: Marketing, Sales, Operations, People
• Examples: “Increase our sales into XXX sector” “Improve our
teamwork” “Increase our profile in SEQ” “More retail sales”
3. Describe each Big Rock in detail
4. Add some targets specific to each Big Rock

17. Develop some Strategies
and Actions
For each Big Rock:
1. Define the Key Strategies: the big actions required
to achieve your Big Rock
2. Develop the Actions required to address each
strategy
3. Decide Who? And When?
4. Are there any additional resources required to
execute?
• Equipment, plant, people, capital, cash

18. Pulling it all together
Building your AOP

19. AOP

20. AOP

21. AOP

22. AOP

23. AOP

24. Engaging your Team
Getting some buy-in

25. Tips for getting the Team involved
1. Owners/Senior Management set the WHERE and Big Rocks then
engage the Team to build the Strategies and Actions
2. Get the Teams input into the NOW
3. Run a Planning Day to build your AOP
4. Set up Project Teams for execution of the strategies

26. Tips for getting the Team involved
1. Owners/Senior Management set the WHERE and Big Rocks then
engage the Team to build the Strategies and Actions
2. Get the Teams input into the NOW
3. Run a Planning Day to build your AOP
4. Set up Project Teams for execution of the strategies
What has been working for you with engagement?

28. Developing your 2019 Plan
Feedback on some options for additional support:
Option 1 – Webinar Plus: Work you through the process in an
extended webinar process: 2 sessions plus individual coaching
call - $499 + GST
Option 2 – Online Course: Complete a 10-module online
course (video plus worksheets) that works you through the
process - $200 + GST
Option 3 – Live event on the Gold Coast or Brisbane – 1 day
event – work you through a detailed process incl. marketing
plans - $499 +GST

29. AOP Template
1. Goto LinkedIn – find the post relating to this Webinar
2. “Like” the post and message me to request a copy of the AOP

30. Next Webinar

31. Thank You
Russell Cummings
Business Consultant
M: 0414 929 585
W: www.shifft.com.au
E: russell@shifft.com.au