By Mary Crawford
Getting from here to there is difficult if we have not clearly defined the ‘here’ and the ‘there’. I think women entrepreneurs are especially prone to flow through their business life without a very clear direction. We handle so many things in our day – our business is just one more - so we do what needs to be done and believe that after enough time, we will reach our goal. Having a clearly defined end result is important.
Start with a clear goal – with numbers attached as in the number of services you want to sell this month or number of deals you want to close this year and number of dollars you want to make this year. Then look at where you are now and figure out the difference – the GAP. This is called “Gap Analysis”.
Once you know the GAP then you figure out your “Revenue Plan”.
How many _______s do you want to sell, close, or give by the end of the year?
How much income will each _______ create for you?
When you sell that many ______s will you have reached the income you hoped to make this year?
If your Revenue Plan and Your GAP Analysis match then you are on track. If not, it’s time to sit down and figure out what needs to be different – either lower your expectations or decide how to make the two match (sell more or raise the prices?).
This is just one small idea from one of my favorite books, The Answer by John Assaraf and Murrray Smith. I highly recommend this book as one you read thoughtfully. It could be 'the answer' for you.