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The ABC's of Success Planning: Plan A, B and C
by Karl Dumas
The business world has been through the wringer the past two years and it’s no wonder that many of us are in a panic. Are you panicked or do you have a plan in place for success?
The other day, I overheard a businessman anxiously speaking into his cell phone. He was in a panic because “slow season” had arrived and had apparently caught him off guard once again. Many businesses have seasonal cycles with some times of the year being busier than others. For example, tax professionals are extremely busy in February, March, and early April as they help their clients prepare their tax returns. Likewise, travel agents are busy in the spring and summer lining up summer vacations. Those who work outdoors are affected by the weather with winter storms slowing work to a crawl.
The problem with busy and slow seasons isn’t so much that the workload ebbs and flows, it’s how we approach these busy or slow times. Let’s look at the panicked businessman. Business is slow and he’s afraid. He’s yelling at his office staff, threatening layoffs, putting on the pressure, and creating a stressful environment. I wonder what he’s like when it’s busy? I’m willing to bet he’s yelling at his office staff, demanding overtime, putting on the pressure, and creating a stressful environment.
Now, let’s look at a business person who anticipates the seasonal cycle and has a plan in place for success. This professional is an accountant who knows that she’ll need additional man hours during tax season and plans for it by hiring temporary tax preparers and staff members. She doesn’t schedule a two-week ski trip in February because she knows that every minute counts. She’s also aware that the additional revenue earned during these fat times will need to be set aside for leaner times. Once tax season is over, the temporary workers move on and business resumes. As the workload eases, preparations begin for slower times. Perhaps a new marketing campaign is launched focusing on other services. Perhaps every Wednesday is “hit the streets day” where instead of scheduling clients, she hits the pavement and makes sales calls to drum up more business.
The difference between having a plan and not having a plan is profound. When you have a plan, you work it. There’s no time for panic – and no reason to panic. You are being proactive about your future, not reactive.
No matter what business you are in, you’ve got to have a plan. In addition to a basic plan, let’s call it Plan A, you’ve got to have a Plan B. Let’s take it one step further by also recommending a Plan C. Plan A is your primary marketing plan; Plan B is your backup plan for when Plan A isn’t quite cutting it; and Plan C is for dire situations such as the recession or after a disaster.
Having plans in place and knowing when to implement those plans is vital to year-round success. Your proactive approach to the seasonal ebbs and flows of your industry will ease your mind, as well as the minds of your employees, and establish that you are in firm control of your business’s continued success.
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