BRIANTRACY
BUSINESS BUILDING
babm.com/businessbuilding
36 | APRIL/MAY/JUNE 2012
Whenever you must create or reinvent the direction of your organization, there are six questions, in order, that you must answer correctly. You’ve heard the expression ‘‘garbage in, garbage out.’’ The quality of your thinking and decisions is determined solely by the quality of the information with which you begin.
KEY QUESTIONS IN STRATEGIC PLANNING
1. WHERE ARE YOU NOW? WHAT IS YOUR CURRENT SITUATION? If your business was in trouble and you hired an outside consulting firm to come in to help, the first things the consultants would do would be to determine your exact levels of sales in every product/service area, the relative profitability of each of your products and services, the trends in each area, the amount of money you have and will have in the foreseeable future, and your position relative to your competition. These are all pieces of information that you can and must generate for yourself.
2. HOW DID YOU GET TO WHERE YOU ARE TODAY? What were the factors and decisions that led to your current situation? Be your own management consultant. Be prepared to face ‘‘the brutal truth,’’ as Jim Collins calls it, about how you got to where you are today. Refuse to flinch or exaggerate, especially when you have problems with sales and profitability.
Brian Tracy is Chairman and CEO of Brian Tracy International, and President of Brian Tracy University, a private on-line University for Sales and Entrepreneurship. He can be reached at
www.briantracy.com,
www.briantracyu.com or 858.481.2977.
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