Develop fresh thinking
Get internal alignment
Set a deadline to fix or exit
Develop an on-site strategy
Develop a clear contact strategy
Set input KPI's on a quarterly basis
The best commercial organisations proactively manage and enjoy the tension between closing out the business they have today whilst resourcing future opportunities.
The key to this is:
Being ruthless about the clients you spend time on
Matching the right people to the right client opportunities
Getting everyone to focus their time on things that make impact
Sounds simple, but within each of the above are some tough decisions to be made, if you are going to move away from always focusing on the short term.
The key decisions you need to make are:
What you measure people on – you can change behaviours quicker than attitudes
Which clients you work on that are either unprofitable or make your teams unhappy – and put a deadline against when you are either going to fix that client or decide to no longer work with them
How to ring fence the right resource to be constantly working on future relationships, no matter what pressure delivering today is bringing
How you create a mindset that's focused on doing a fewer bigger things better
What's in it for you and your teams to engage in working this way? You have more consistent revenue, you have a longer term pipeline, happier clients and therefore a happier team.