Phase 2: Analysis & Strategy
Goal: Gather data from phase 1 and turn into actionable plans.
Data Synthesis
- Identify the revenue opportunities, misalignments, and execution gaps based on the information learned after meetings with leadership team, sales personnel, and the customers from phase 1.
- Stress-test the perceived accurate information by comparing it to the current written forecast of the company. If there are not forecasts, then immediately move to creating one as forecasts provide realism and accuracy. It is the data from the forecast that create the actionable items. The forecast can be as simple as an excel with action plans. No fancy CRM needed.
Personal Note: I am a huge fan of forecasts for many reason. Primarily, if forecasts or completed and managed properly, they tell the truth and find the holes that are stopping revenues to occur. Forecasts are not only for sales, but also can incorporate business development, marketing, and a truthful look into the week, the month and the next quarters future! Coming soon: An article titled “If developed managed and executed, Forecasts do not lie!” If you want to have a deeper conversation I can share more details on how I use forecasts to integrate sales, business development and marketing into one integrated “forecast” document.
- Strategic Alignment Workshop
- After conducting one on one forecast meetings, and integrating data from Phase 1 I will share my findings and make suggestions on changes and ideas.
- Discuss the recommendations and agree to “next steps” which takes us to the next document Phase 3.
CRITICAL : Having me as your Fractional CRO I will focus and maintain a consistent presence to the company that instills the critical needs to stay focused, follow up on agreed to plans (will be in the forecast action plans), and instill the sense of urgency for revenue-Not panic but a commitment to always create revenue.
