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Transforming Businesses with 90-Day Plans: A Game-Changer for Competitive Times

Recently, I was invited to speak at a conference of 300 dealers from a major network, all eager to find ways to transform their businesses. The industry they operate in is undergoing significant changes, with mounting competition and shifting consumer behaviours putting their traditional models to the test.

My task was clear: provide them with actionable steps to stay ahead of these challenges. As I prepared, I realised that what they needed was not a complete overhaul of their operations, but a simple, structured approach to executing their long-term strategies. I introduced them to the concept of 90-day plans, a tool they had never truly considered before, and on the day, it became the cornerstone of our discussion.

Here’s why this approach resonated so deeply and why I believe it’s a powerful framework for small businesses navigating change.

The Power of the 90-Day Plan

The concept of a 90-day plan is not new, but its simplicity and effectiveness often gets overlooked. It bridges the gap between lofty strategic goals and day-to-day operations by focusing on achievable, time-bound objectives. For the dealers at the conference, this meant they could take their long-term vision and break it down into manageable actions that could start delivering results immediately.

Why 90 Days Works

The magic of the 90-day framework lies in its sweet spot between long-term strategy and short-term adaptability. Three months is long enough to make measurable progress but short enough to keep teams engaged and focused. Moreover, it aligns seamlessly with quarterly business cycles, making it a natural fit for tracking performance and adjusting strategies. For the dealers, this approach offered a way to combat the inertia of long-term planning while still being able to pivot quickly in response to market shifts.

A Proven Framework with Deep Roots

The roots of the 90-day plan can be traced back to military operations, where short, focused timeframes ensured tactical execution without losing sight of the broader mission. In the business world, it gained prominence through management practices like those outlined in Michael D. Watkins’ The First 90 Days, and it has since been embraced by Agile and Lean methodologies for its iterative, results-driven approach. Stephen R. Covey’s influential book The 7 Habits of Highly Effective People (1989) emphasised the importance of goal-setting, prioritisation, and aligning actions with long-term objectives. While not explicitly a 90-day framework, his principles influenced the idea of breaking down larger goals into smaller, actionable segments. This history provided the dealers with confidence in the framework. It wasn’t just a trendy idea, concocted by a speaker for the event, it was a proven strategy backed by decades of success across industries.

Practical Transformation in Action

During the session, we worked through examples of how a 90-day plan could help them, and their small businesses. Here are some of my major call outs and ones you should consider.

1. Competitive Edge: By setting focused goals, such as improving customer experience or launching targeted marketing campaigns, they could outpace competitors still mired in analysis paralysis.
2. Adapting to Change: Quarterly reviews allowed them to adjust to shifting market dynamics, ensuring they stayed relevant and agile.
3. Team Engagement: Breaking larger goals into actionable steps give their teams clarity and motivation, fostering accountability and ownership.

The dealers left the conference not just with a theoretical framework, but with the first draft of their own 90-day plans. Their feedback was inspiring, to say the least and they felt equipped to take control of their future, one quarter at a time. For any business facing change or competition, the 90-day plan offers a practical, adaptable way to stay ahead. It’s about starting small, thinking big, and reviewing often, and most importantly setting up a cycle of continuous improvement that ensures you remain on track while staying flexible.

Some final thoughts from me

As I watched the dealers leave the conference, I got some great acknowledgements, some raised eyebrows and smirks, but overall, I could feel they were energised and empowered, and it was then I was reminded of the transformative power of simplicity. In a world where complexity often dominates, a structured, focused tool like the 90-day plan can cut through the noise and deliver tangible results.

If your business is grappling with change or competition, ask yourself: What could you achieve in the next 90 days?

The answer might just change everything.

Here’s my step-by-step simple guide to create your own 90-Day Plan

1. Define Your Objective

Start by identifying the primary goal you want to achieve in the next 90 days.

• Ask yourself: What’s the most important outcome I need to achieve? How does this align with my long-term vision or strategy?

·?????? Example: Increase customer retention by 15%.

2. Assess Your Current Situation

Take stock of where you are now and identify the challenges or opportunities ahead.

• Conduct a simple SWOT analysis (Strengths, Weaknesses, Opportunities, Threats).
• Gather relevant data or insights to inform your decisions.

·?????? Example: Retention rates are currently at 70%, and customer feedback highlights a lack of post-sale support.

3. Break Down the Goal into Focus Areas

Divide the main objective into 2-4 focus areas that will help you achieve it.

• Ensure these focus areas address key drivers of success.
• Prioritize them based on impact and feasibility.

·?????? Example Focus Areas:

1. Improve post-sale customer support.
2. Launch a loyalty rewards program.
3. Train staff on customer retention strategies.

4. Set SMART Goals for Each Focus Area

For each focus area, define specific, measurable, achievable, relevant, and time-bound goals.

• Be clear about what success looks like for each area.

·?????? Example SMART Goal: Train all customer service staff on a new follow-up process by the end of Week 4.??????????

5. Create an Action Plan

Break down each goal into actionable tasks with clear deadlines and responsibilities.

• Use a table or project management tool to organize tasks.
• Assign ownership to ensure accountability.

Example Action Plan:

6. Schedule Weekly Checkpoints

Review progress regularly to ensure you stay on track.

• Use weekly or bi-weekly check-ins to assess tasks, identify roadblocks, and adjust as needed.
• Celebrate small wins to maintain momentum.

·?????? Example Checkpoint: Review the implementation of new post-sale follow-up procedures in Week 2.

7. Measure Progress with Metrics

Define how you’ll measure success and track it consistently.

• Use both leading and lagging indicators to monitor progress.

·?????? Example Metrics:

• Percentage of staff trained.
• Customer retention rate at 30, 60, and 90 days.

8. Review and reflect at 90 Days

At the end of the 90 days, evaluate your results.

• Did you achieve your objective? Why or why not?
• What worked well, and what needs improvement?
• How can you apply these insights to the next 90-day plan?

·?????? Example Reflection Questions:

• Did the loyalty rewards program increase repeat purchases?
• Were there gaps in the post-sale support strategy?

9. Plan the Next 90 Days

Use the learnings from the first cycle to set new priorities.

• Build momentum by tackling the next set of goals or refining existing ones.

·?????? Example Next Steps: Expand the loyalty program to include VIP customer tiers based on feedback.

By following these steps, you’ll have a clear, actionable roadmap that keeps you focused, flexible, and accountable helping you achieve meaningful results every quarter.

Give it a go!

Thanks for reading.

Peter