Six Steps to Finish Quarter 4 Ahead of the Race

Watching this year’s Great North Run as 56,000 people made their way over the finish line after months of preparation for the demanding 13.1 mile marathon, reminded me of how frequently owner managers fail to plan and prepare their own business for the next period ahead.

I know that preparation has been critical for those undertaking the challenge for amazing charities including St Michael’s Hospice, Macmillan Cancer Support, The National Autistic Society, Alzheimer’s Society, British Lung Society – and Great Ormond Street Hospital Children’s Charity.

Discipline, meticulous planning and a positive mind set have been key to success for the runners who have been:

  • Training for months beforehand to make sure they know they will reach the finish line,
  • Knowing what time they realistically expected to complete the run in and their target times at various milestones,
  • Ensuring they took on enough liquid and energy through the various stages,
  • Setting off at the right pace and settling down to the right, comfortable rhythm for them as soon as possible to be able to maintain it throughout the race,
  • Staying focused on maintaining their individual performance and not being tempted to race against other runners and blow up before the finish.

As we creep ever closer to Quarter 4 – the perfect time to plan for growth – as a business strategist and performance coach boosting the effectiveness of family run businesses, I wanted to share with you some Key Performance Indicators (KPIs) that will help keep your company ahead of plan and finish 2013 ahead of the race.

  • What are your sales targets for Quarter 4 – by product and customer?
  • What are the target number of face to face sales and calls per sales person?
  • How many sales enquiries have to be generated?
  • How many e-mail messages should be sent out to existing and potential customers?
  • How many tenders and or proposals have to be submitted?
  • How many new customers should be signed up?

As you pass each milestone along the way, you will know immediately what you have to do to stay on or ahead of schedule and the outcome of Q4 should not come as a surprise.

Do you have any top tips to share for the last Quarter of 2013? Let us know through a comment below, or for further information on planning and achieving your KPIs, e-mail, follow @richardwhatif on Twitter, connect with me on LinkedIn or post on

Do you like this article? Make yourself look good and share it with your peers.

Leave a Reply

Your email address will not be published. Required fields are marked *