The Importance of Planning to Drive Value

CEO Advisor, Inc. provides expertise in helping CEOs, presidents and business owners of small to mid-size companies focus on priorities to grow their businesses to the next level. We drive sales, profits and the value of your business for an optimal exit. CEO Advisor, Inc. helps you with accelerated growth, funding, acquisitions for additional growth through the successful sale of your business.

We meet with many CEOs and business owners and we ask them critical questions about planning and managing their businesses such as:

• Does your company have quarterly planning meetings resulting in a strategic plan?
• Does your company have a clearly defined sales strategy, target markets and sales goals to maximize sales?
• Do you have a detailed marketing plan and budget to optimize leads and support sales?
• Do you have a monthly forecast and financial goals to drive your sales, gross margins and net profits?
• Do you have a culture of accountability that achieves results timely, as planned?
• Do you have a clear vision of your exit strategy?
• What do you need to achieve in order to meet the goals of your exit strategy?
• If a large company knocked on your door today, are you ready to generate the maximum value from your business?

Every business needs to plan and execute on the plan. Unfortunately, many business owners associate planning with start-ups. As a CEO or owner of a small or mid-size business, can you afford not to plan? Do you prioritize, focus and manage your growth proactively? Are you wasting time and money due to lack of planning or are you achieving your goals on time and optimizing your sales, profits and the value of your business.

Benefits of Planning

Proactively Guide Your Growth
Your business will grow or not depending on many factors, including overall economic trends, size of your industry, growth of your industry, specific market needs, sales strategy, marketing, hard work and other factors. Businesses plan proactively to guide and accelerate their growth in order to consistently move towards defined objectives rather than just reacting to business issues and delays that occur.

Strategy involves taking a hard look at your products and services, your core competencies, your target markets, geographic sales coverage, your customers, pricing, operations, sales and marketing. Bring in the needed expertise to ensure your strategy yields success. Strategizing may be the single most valuable thing you can do to drive sales, profits and value in your business.

Manage Priorities
Managing people involves focus and constantly managing priorities. Allocate resources where they will generate the most profit. This includes providing direction to your management team to avoid wasting time on things that are not a priority or in your Business Plan. Work towards your company’s core strengths and large opportunities and away from your weaknesses or small opportunities. Grow the company by doing the most important things according to your current needs and long-term objectives stated in your Business Plan.

A Plan ensures organizational responsibilities will stay on course. Accountability drives businesses forward. Assign tasks and projects that achieve your goals and hold your people accountable by conducting weekly and monthly meetings with written updates from your team.

Track Progress
With a written Plan, you can track your progress towards goals, measure results, and better manage the business. Without a Plan, how do you tell whether or not you are moving in the right direction or measure success? Use a dashboard style reporting to track key metrics in your business and hold your management team accountable for updating the key metrics in their department on a weekly and monthly basis to share and present in management meetings.

Specific Goals, Tasks, Deadlines and Budgets
Milestones, such as achieving specific goals, major tasks, deadline and budgets, are key aspects of business planning and are critical to business success. Effective management of your people coupled with time management, sense of urgency, adherence to deadlines, staying on budget and accountability, will yield higher profits and generate significant company value.

Financial Forecast
One of the most important aspects of strategic planning is the financial forecast. A business needs to set financial goals and targets to truly measure its success and drive the business forward. Without a monthly forecast you will never optimize your business and you will settle each month on results of the past. To drive value for an optimal exit, while yielding higher profits along the way, create and fully commit to your financial forecast every month.

CEO Advisor, Inc. has the expertise, coupled with hands-on advice to help you plan, strategize, grow and succeed. Contact Mark Hartsell, MBA, President of CEO Advisor, Inc. for a no cost initial consultation at (949) 629-2520, by email at or visit us at for more information.

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