1. BUSINESS
PLANNING
SOME THOUGHTS ON
BUILDING MOMENTUM
Andy Coote
Bizwords

2. The Elements
 Getting the basics
right
 Understanding your
‘right’ direction
 Building momentum

3. Getting the Basics Right
(Personal)

4. Getting the Basics Right
(Business)
Strategy – how
to get to long
term target
Tactics – short term
activity
Basics – Cash, products,
pricing, systems, people,
customers, time

5. Filling your capacity
 Rocks
 Stones
 Gravel
 Water

6. Filling your capacity
 Rocks – regular work contracted/retainer
Standard pricing. Low cost of repeat. Account
Management
 Stones – significant work. Not contracted but
known clients. Premium price?
 Gravel – Jobbing work. One off client. Amount
determined by rocks and stones. Price to
utilise dead time – like late hotel rooms.
 Water – internal work. Maintenance,
marketing.
Fit into gaps. Important but not urgent.

7. Direction – True North

8. Direction – True north
 What is your True North?
 If you don’t know where you’re going
 Any road will get you there
 Any activity will be wasted
 Where do you want to be
 Long term – overall direction
 Medium – staying close to straight line
 Short – process goals

9. Momentum

10. Momentum
 Effort needed to overcome initial inertia
 Keep the wheel moving
 Apply continuous effort in the same direction – minor
adjustments are fine BUT
 Stop it and the initial effort is wasted
 Reverse it and confuse the market
 So – constant application in the right direction

11. Quick recap
 Get the basics right
 Personal
 Business
 Understand your
‘right’ direction
 True North
 Build momentum
 One direction
 Continuous attention

12. Thanks to -
 Abraham Maslow (hierarchy of needs)
 Stephen Covey (filling the jar from 7 habits)
 Bill George and Peter Sims (True North)
 George Harrison (any road will get you there)
 Jim Collins (Flywheel from Good to Great)

13. Questions/thoughts
 Too simple?
 What have I
missed?
 Applicable to you?
 Where might it go?