Your New Business Council Can Instill Discipline for Growth.

Your company’s new business council is the meeting where all program mangers come together and ask each other the ‘what by when’ questions. What are you going to do? When are you going to have it done? As the company’s CEO or lead business development executive, you (with assistance) must keep track of the answers, and go over the responses at the next meeting. Are we ahead or behind schedule? Are there any roadblocks in your way to keeping the commitments you, the program managers, have to this council? If so, what resources can the council, and by extension the organization, bring to bear to overcome the obstacles?

Because the new business council asks both for commitments to meet revenue, and rations resources to achieve program goals, it is uniquely situated within your organization to hold managers accountable and remove all obstacles (read: remove excuses). It is where pie-in-the-sky demands for revenue come face-to-face with unrealistic demands for resources and reality emerges. The new business council is a conclave where managers hold each other accountable to their commitments to one another, and that is the germ of espirit de corps.

Programs whose revenue potential is too far off in the future or not large enough to matter won’t make the cut. Programs closer to the core business where concrete steps are easier to identify and execute become the singular focus of program managers.

Next time: First, ask the big questions: What business are you going after? What do you need to pursue that business? If we get it, can we service it?  Are we really in that business?

Future post: Hurdles and filters: Ask your managers, ‘Is your project good business for us?’

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Originally published in 2009 by Bizmanualz, Inc. under the title Your New Business Council Can Instill Discipline for Growth.. All rights reserved. Reproduction permitted with attribution only. www.bizmanualz.com