No matter how you look at it, without a clear strategy, focus is eroded and focus drives results, quarter on quarter.
Strategic Planning
Have your team rally behind a clear strategy, with a noble purpose, inspiring values, and a clear path forward.
Over the last decade, Rob has worked with executive teams to craft a tailored strategy that is clearly linked to execution.
He has achieved this by defining and cascading strategy into operational planning and program execution.
In doing so, Rob embeds ownership, transparency and continued refinement of the Strategic Plan, helping maximise business performance!
How it Works
Rob will start by reviewing the existing strategy, operational planning frameworks and performance metrics and targets. From there, he will prepare a strawman of the strategic plan, identifying gaps to be addressed, and defining priorities.
Following this, a set of workshops will be scheduled and run to address the gaps. Typical workshops will create artefacts such as the company purpose, values, big audacious goal (BAG), successfactor/pillar supporting the fulfillment of the BAG, a balanced set of high-level metrics, annual targets for the next three years (plan and stretch), a backlog of strategic projects and initiatives to drive innovation, and a calendar to guide review and evolution.
Once the workshops are completed, the Strategic Plan will be compiled for presentation and approval. It is important to gain alignment, and also recognise that this is the plan for now (i.e. don’t let perfection prevent performance).
In the future, the strategy will be continually reviewed and revised, as necessitated by the Operational Planning process, to ensure alignment.
Metrics & Targets
Have your leadership team chase the right numbers and accurately predict performance.
Rob has a proven track record of increasing profitability by ensuring that the leadership team is focused on the right numbers, both financial and operational.
He is well-equipped to help your team review and revise financials, business metrics, forecast performance and set corrective actions - helping lift performance from good to great.
How it Works
Rob will work with your leadership team to ensure a sound understanding of your Value Chain, organisational structure and key business drivers. He will then complete a thorough review of your financial performance and targets.
Using this information for context, Rob will identify a balanced set of metrics and targets, covering financial, operations, innovation and customer. The metrics will be confirmed with the leaders, and he will ensure that data is captured for baselining and forecasting.
Once this is done, it’s time to ensure that all the secondary metrics and leading indicators have been defined. Leading indicators are important to ensure that leadership are able to identify deviations early and implement corrective actions.
Rob will then work with leaders to implement the metrics, perform forecasting and identify any potential gaps between forecast performance and the targets set.
This will allow the leadership team to make decisions around corrective actions, or adjusting of expectations, to ensure that the business and its people are positioned to win.
Portfolio Analysis
Maximise return by increasing focus. Aiming the right product, at the right prospect, at the right time.
Having been a COO/GM for over ten years, leading businesses with a wide range of products, Rob understands the importance of directing the companies resources at the right product at the right time.
He can help you direct focus to where the rewards are greatest.
How it Works
Rob will work with your leaders and product managers to understand your portfolio, and map each product based on its potential within its target market, base on performance and demand.
By investigating and identifying the products with the highest probability for success, and directing funding and focus, you could potentially radically increase business performance.
He’ll also take the time to understand your competitors and how you are positioned to win, and identify clear weaknesses and strengths.
The aim here is not to complete an overly exhaustive analysis - a map, no matter how detailed, is not the terrain. Rather, the aim is to get alignment around the likely product/market fit, based on clear assumptions, that can later be validated in the market or not.
This will allow your team to make adjustments based on real world experience, continually improving product investment decisions and maximising performance.
Go to Market
Focus your sales and marketing attack to maximise results.
Rob knows how to direct marketing and sales efforts to maximise results, having led sales and marketing functions for over a decade.
Rob, working with your executives and sales leaders, can help you define a new account-focused sales strategy that positions you to win.
In sales, focusing on the high-probability repeatable sale pays-off!
How it Works
Before focusing in on market attack, Rob will gather and review information and data. This data includes your performance metric/data, product information, key account/client profiles, sales pipeline and forecasts, marketing stats, competitor information/ (battle cards), marquee client accounts etc.
Rob will then conduct individual and group sessions with leaders and key staff members. The aim is to use the data and insights to get alignment around which products provide the greatest opportunity in relation to new account sales (e.g. land then expand), and what companies and prospects have the highest propensity to buy. For your key target prospects the value you deliver must be clear, and be aligned with your strategic objectives.
Once the your target product, company and prospect personas have been defined, Rob will work with your leaders to identify marketing and engagement activities that provide the highest probability of driving results and verifying the Go To Market strategy.
It is then time to document and cascade the Go To Market strategy, into operations, and then continual refinement, to maximise results.