Continuing with the Assess Phase of the Triple A Framework today we will be looking at the intent of the individual business unit or team. Once the strategic intent is understood at an organizational level, it is time to determine how this relates to the specific business division, product line or team. This may be obvious, but if this is not sit down with the team and work it out together. A few questions to consider include:
- How does the Business unit work towards the Organization’s vision?
- What are the key aspirations of the team?
- What are the niche differentiators in-house and, in the marketplace?
- What are the short-and-long-term objectives?
- What resources are available?
Business Unit Planning Hierarchy
Once you have the team objective in place it use the Planning Hierarchy above to start shaping your plan. Starting with the business objective in mind, the hierarchy establishes the projects and jobs that your company wants to undertake. This in turn determines the customers that must be pursued to get them. This allows a rudimentary road map to be drawn of the direction and growth of the business unit over time. Having this hierarchy mapped and understood by the team, forms an excellent compass for where the business development effort should be pointed.
Getting the answers to the five questions above and developing a resource planning hierarchy, will provide clarity around the strategic intent at the organizational, business unit and team levels. This will keep the business development effort aligned with the outcomes of the organization as a whole.
Call to Action
Grab a piece of paper and answer the questions above. What is the objective of your team? Next write the three headings of the Planning Hierarchy and see what appears. This is a great first step in determining who you should be pursuing. It will form the basis of the more detailed planning in the Aim phase later.
Once you’ve tried the exercise please let me know how you found it. Was it useful? Is there something else you would add. Leave a comment or touch base via LinkedIn or the contact page.