Winning Moves are strategic growth initiatives to double your revenue in 3-5 years.
Winning Moves are strategic decisions and actions that enable you to double your revenue (2x) within 3-5 years. These winning moves are often the base camps in the client's quest to reach the summit of Everest to achieve their BHAG (Big Hairy Audacious Goal).
Winning Moves do not come from Eureka moments. They are developed over time when you dedicate yourself to a Think Rhythm and should be reviewed every year at your Annual Planning Session.
Watch the video to find out how winning moves help you grow with purpose and achieve your long-term
Why Winning Moves Matter
Start With The Right Question.
You cannot grow your business by cutting costs. It is important to have clear Winning Moves in order to better focus your team on revenue growth to help grow the top line.
Winning Moves are your company’s leading indicator of future revenue growth and financial health. Conversely, lack of Winning Moves is the leading indicator that you will hit the growth ceiling and stall. You cannot cut costs to get growth.
4 Steps to Determine Your Winning Moves
Less Is More.
Step 1: Brainstorm Winning Moves
Start by brainstorming a comprehensive list of at least 20 potential ways your team can think of to increase revenue. Some ideas to jump-start the brainstorming process are the following:
- What's my competition not willing to do?
- What do our customers hate but have to put up with?
- Do I have an asset or diamond in my backyard?
- What's the biggest barrier to entry for my prospects and how can I remove it?
- Are there opportunities to consider through partnership, acquisition or joint venture?
- What are some big ideas or opportunities we have discussed in the past, but not acted on?
Step 2: Vote on the Top 5-8
Have the team consider each idea and vote on the top three they recommend investing time and energy in considering. Choose the top 5-8 ideas with the most votes.
Step 3: Evaluate & Rank Top 5-8 Ideas
Evaluate and rank each of the top 5-8 ideas based on two scales, Revenue Impact and Ease.
- Revenue Impact - On a scale of 1-10, what is the potential impact this move could have on revenue? A score of 10 would indicate that this move alone could more than double your current revenue.
- Easy to do - On a scale of 1-10, how easy would it be to get this done? A score of 10 would indicate that it would be very easy to execute because you already have all the expertise and resources necessary, and it's synergistic with your other activities.
Step 4: Choose Your 1-3 Winning Moves
Select the few Winning Moves you want to include in your 3-5 year plan. Decide what to say yes to and what to say no to. Classify each idea:
- Winning Move = part of 3-5 year plan; revenue growth
- Key Thrust = part of 3-5 year plan; infrastructure & scalability
- Idea Bench = Later, other Moves are more important
- Dead = Stop, losing move
These are the steps to identify the 1-3 Winning Moves you want to include in your 3-5 year plan. Now you're ready to begin the process of developing and implementing them. You may be interested in our blog post that includes a SlideShare to help you get started to develop Winning Moves to double your revenue.
5 Steps to Advance Your Winning Moves
Step 1: Name Your Winning Moves
Name each winning move idea uniquely in order to communicate the idea clearly with your team. Naming your winning move should intensify team focus and sell the idea internally and externally.
Step 2: Find the “Who”
The right “who” can accelerate your progress. Ask these questions to find the “who”:
- Who has the most experience and expertise
forthis Winning Move?
- Do we have the resources or need help?
- How does this impact cost, hiring, etc.?
Step 3: Develop the 3-5 Year Revenue Growth Projections
Winning Moves must bring you revenue growth. What is your projection for the next three to five years?
Step 4: Identify & Test Your Assumptions
Identify the assumptions leading you to believe the Revenue Impact and Ease rankings are accurate. Have the team document up to 5 assumptions they are making on each idea, then allow time to use data and experience to test those assumptions. This process aids to develop Winning Moves based on facts instead of emotion.
Ask these questions before jumping in to execute your Winning Moves:
- What are my top 5 assumptions on why this move will work?
- What are the key obstacles to overcome?
- What deal breakers must we validate before jumping in?
- Are there any government policies and regulations to consider?
- What trends are we banking on for success?
Step 5: Adjust and Test Again
Record the change or adjustment to make based on the real world insights and learnings. As you begin to put these Winning Moves into action, it's important that you keep testing your assumptions, documenting learnings and making adjustments to the plan as you go along.