Managing Against a Plan

Business Planning

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 Agenda
• Business surgery
• Workshop
– Managing against a plan
• Action planning

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 Course Overview and Positioning

BUSINESS PLANNING

SYSTEMISATION AND RESILIENCE

MARKETING SALES OPERATIONS MONEY VALUE

PEOPLE

BUSINESS DIRECTION

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 Learning Objectives
• Workshop objectives
– To explain why a disciplined management routine
is the most effective way to run a business and
how to achieve this
– To explain how to organise effective monthly
management meetings

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 Why Have a Management Routine?
• Improves your control of the business
• Supports and encourages delegation
• Improves internal communication and employee
engagement
• Provides consistency and stability to employees
• Sets an example of your values
• Makes it more likely that you will achieve your
planned objectives

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 What Are The Prerequisites?
• A plan!
• Quantitative targets – budget and KPIs
– Systems to report these
• Accountability
– Job descriptions
– Individual objectives
– Clear reporting lines

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Annual Management Cycle
ANNUAL QUARTERLY MONTHLY WEEKLY

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Annual Management Cycle
ANNUAL QUARTERLY MONTHLY WEEKLY
Update business Management Operations meeting
plan & set budget & meeting
KPI targets
Appraisals

Review 121s &

performance v performance
objectives reviews
Agree objectives
next 12 months

Team meeting

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Purpose
– Check the business is on track v plan and take
corrective action if necessary
• Internal improvements
• External (strategic) adjustments
– Reinforce and increase delegation
• Coaching
– Internal communication

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Agenda
– Progress on actions
– Finance
– Sales
– Marketing
– Operations
– Projects
– AOB

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Management reports Income and Profit
20
– Trended over time 15

– Smoothed 10

– Compared with budget or 0

history
– Pose longer-term
Sales Profit

directional questions
• Detailed reports Name
Sales
Value Profit

– List Sale 1
Sale 2
Smith
Jones
£ 10,000
£ 2,000
40%
30%

– Snapshot Sale 3
Sale 4
Bloggs
Finney
£ 4,000
£ 3,500
20%
25%

– Answer historical specific

Sale 5 Lofthouse £ 12,000 60%
Sale 6 Matthews £ 8,400 23%

questions Sale 7 Charlton £ 2,500 46%

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Finance management reports
– P&L
– Working capital
• Finance detail reports
– Job profitability
– WIP
– Debtors
– Detailed transaction report

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Sales management report
– New enquiries volume and value
– Quote bank volume, value and days
– Sales volume and value
– Order book volume, value and days
– Conversion rate
• Sales detail reports
– Quote list
– Order list

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Marketing management report
– New enquiries source, volume and value
– Marketing spend
• Marketing detail reports
– Google analytics report
– Cost per enquiry per source
– Enquiry list

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Operations management reports
– Productivity
– Utilisation
– Quality/service
• Operations detail reports
– Job profitability
– WIP

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 The Monthly Management Meeting
• Individuals responsible prepare and circulate
reports
• Manage the time
• Use management reports to identify issues
• Use detail reports as required to investigate
• Assign actions (who, by when)
• Circulate action list immediately

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk

 Action Planning
• Suggestions
– Implement your annual planner
– Review the way your management meetings work

Copyright ©Nick Bettes Consulting www.nickbettes.co.uk