GrowthCLUB Workbook Editable v3

GrowthCLUB

Balance your life, Grow your Business

90 Day Workbook
Name: ________________________________
Company: ____________________________

90 DAY STRATEGIC PLANNING EVENT

what is GrowthCLUB?

The ActionCOACH GrowthCLUB is a powerful, action packed and highly focused 1 day workshop that combines the synergy of
your local business coaching team and like minded, innovative business owners and their teams to create momentum for your
business. By the end of the workshop you will have absolute focus on where your business will be in 90 days time and a
complete action plan to get you there. Using this plan, you and your coach will take your business from where you are to where
you want to be. There is simply no alternative if you are serious about remaining in business.

CONTENT

The Pre-Workbook Time Mastery 18
Delivery Mastery 19
Whats your Reality Now 1 Step 2 Niche
5 Ways & Marketing 20
Last 90 Days in your Personal Life 2 Money Making Strategies 21
5 Ways Chart 22
Last 90 Days in your Business Life 3 10 x 10 Marketing 23
Step 3 Leverage
Business Wins, Last 90 Days 4 People and Education 24
Test and Measuring 25
Business Challenges, Last 90 Days 5 Delivery and Distribution 26
Systems and Technology 27
You Financial Last 90 Days 6 Step 4 Team
7 Keys 28
Your Final Preparation 7 T.E.A.M 29
Communication & Leadership 30
Good to Go 8 Recruiting, Training & Retaining 32
Step 5 Synergy 33
Workbook 9 Step 6 Results 34
10 Let's Make a Plan 35
The Green Page 11 Now You've Made a Plan 36
The Vision 12 Finally 37
Top 3 Business Goals 13
Next 90 days Personal Goals 14
Business Finance next 90 Days
SixSTEPS to Massive Results 15
Step 1 Mastery 16
Destination Mastery
Financial Mastery

THE GREEN PAGE

record all your blinding flashes of the obvious here...

Your BFO The impact it will have on the business When

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9

The long term Business VISION...

Take a few moments to describe where you want your business to be 3 - 5 Years from now...

The One Year Overarching Business Goal.

Now think what you have to achieve This Year to take you closer to the Vision of the Business...

This Quarter’s Key Business Goal.

Take a few moments to describe where you want your business to be at the end of This Quarter...

The Results:

How you will feel after achieving this and what it will give you personally?

10

What are your Top 3 Business Goals that will

result in greatest progress for the coming quarter?

Follow this World Class Goal Setting Mindset…

B Think IG (your ideal outcomes)
S Act MALL (the milestones you need to hit)

 Move QUICK (your mindset)

Then make sure all your goals are SMART

Specific (very) - Measurable (objectivity) - Achievable (challenging v realistic)
Relevant (want) - Time-frame (When)

Goal 1:

Goal 2:

Goal 3:

11

The next 90 Days Personal Goals

The drive to make your business a success often comes from the knowledge that with your
business success comes the ability to achieve your personal goals …
Tip! Write emotionally and in the present tense. Example… “I feel elated and humbled by
just completing the Great North Run and raising £1,000 for Cancer Research.”

Health & Exercise:

Family/Partner/Relationships/Contribution:

Fun & Leisure:

Wealth & Finances:

Learning & Development:

Travel:

Other:

12

Business finances in the Next 90 Days…

Record your forecasted profit and loss for the next 90 Days

Forecast Profit & Loss Budget for the NEXT 90 Days

*All numbers should exclude VAT if VAT registered (see examples & definitions in box below)

(1) Total Sales Revenue £ %
(2) Total Cost of sales / Goods sold £ %
(3) Gross Profit £’s (1)-(2) & Percentage (3)/(1)x100 £
(4) Total Costs (inc fixed & variable costs) £
(5) Net Profit £’s (3)–(4) & Percentage (5)/(1)x100 £

Closing Debtors Balance £
Closing Creditors Balance £
Closing Cash Balance £

Examples & Definitions:

Cost of sales / goods sold or service provided
Costs incurred which you can directly attributed to the product sold or service provided.
E.g. for an optician.. cost of spectacles or lenses, for a supermarket cost of food supplied by wholesaler.
Gross profit
Difference between how much you charge your customers for a product or service and how much you
pay your suppliers. E.g. price charged £150, cost paid to supplier £100, gross profit equals £50.
Variable costs
Cost which vary with the level of business activity or volume of sales. E.g sales commissions or
performance bonuses.
Fixed costs
Costs which stay the same over time and do not vary with the volume of sales or level of business
activity. E.g. rent, rates, office hours, asset depreciation.

Workings & Notes:

13

Six Steps to Massive Results

Building a great business using the ActionCOACH proven system and methodologies...

1
Building a business is no different to building a house or other structure. Critical elements to
a successful build include knowing what it will look when it is finished and laying solid
foundations to support the end result.
As your business grows, or perhaps your vision and direction changes, it is vital to re-check
that the existing foundations are sufficiently robust to support the next level of growth. This
will ensure sustainable results. Otherwise as with any building or structure that becomes
too big for its foundations or support systems… eventually it will collapse.
So as you build your business by working through the 6 Steps, and to help you deliver this
quarter’s goals, please use the “6 Steps” Checklists, the “5 Ways” strategy picker for Niche
level and “4 Ways” strategy picker for LEVERAGE level. Please ask for a copy if you do not
have one and speak to us should you require further explanation. There will be other ideas,
strategies and tasks that will need to be included for your business. Feel free to add these to
your plans and talk them over with your coach.

Please record the detail and strategy behind tasks required to fulfil your goals
on the following pages.

Use these pages to:-
 Think about the strategy that will help you achieve your goals

 Sense check what is already in place and working and what’s need strengthening.

 Guide you to move your business through the six steps.

14

Step 1: Destination Mastery

DIRECTION Completed Do this qtr?
GOALS YES or NO

 

1. I have a documented and displayed Vision / Purpose for the
business

2. I have a documented and displayed Mission statement

3. I have documented and displayed Values / Culture statement

4. I have a business plan that I regularly refer to with 1,3 & 5
year milestones

5. I have a life plan that I refer to regularly with 1,3,and 5 year
milestones
 Identify up to 3 priorities and assign to appropriate goal

As your business grows and develops, it is important to keep your Vision and Goals up to date. Whilst these may
not change on a quarterly basis, it is worth refreshing all the key areas to maintain your focus…

Priority 1: Goal (please choose)

123

Priority 2:

123

Priority 3:

123

15

Step 1: Financial Mastery Completed Do this qtr?
YES or NO
MONEY
BREAK EVEN  

1. I know my daily/weekly/monthly overhead costs

2. I know, on average, how much I make on each sale

3. I know how many sales, customers, or pounds I need to make per
day/week/month to Break Even

4. I regularly measure my sales, customers, and pounds statistics

5. I have a Cash flow budget for the business

6. I have a Break Even forecast for the business  

PROFIT MARGIN

1. I have a Profit and Loss budget for the business
2. I plan for Profit and set daily/weekly/monthly Profit Goals
3. I know how to increase my Gross Profit
4. I have more than 5 strategies in place to increase my Gross Profit
5. I know what Mark Up is and target levels
6. I know what Margin is and have set Minimum Margin Goals
7. I ensure that all products/services I sell make a Profit
8. I know how to increase my Margins
9. I have more than 5 strategies in place to increase my Margins
10. I have a plan in place to reduce overheads by 10% this year

 Identify up to 3 priorities and assign to appropriate goal

From a financial perspective what are your goals? What are your Turnover and Profit goals …? Set your goals for these areas to be
achieved within the next 90-days.

Priority 1: ……………………………………………………………… Goal (please choose)

123

Priority 2: ……………………………………………………………… 123

Priority 3: ……………………………………………………………… 123

16

Step 1: Financial Reporting  

FINANCIAL REPORTING

1. I test and measure my number of leads, conversion rate and
average £ sale on a weekly basis

2. I regularly review these figures…..daily/weekly/monthly

3. I know my Margins

4. I regularly review these figures…..daily/weekly/monthly

5. I have a cash-flow forecast for my business

6. I update my cash-flow forecast every month

7. I review my cash-flow forecast weekly

8. I can predict my future profits

9. I update and review my Profit & Loss position…..monthly
10. I review by creditors/payables list weekly and pay all my bills on

time
11. I review my debtors/receivables list weekly and ensure all my

customers are up to date at all times
12. I use these reports so I can make decisions for the future

 Identify up to 3 priorities and assign to appropriate goal

Set your goals for these areas to be achieved within the next 90-days. You will need to use the ActionCOACH Budget/Profit Tracker
and/or the ActionCOACH Cashflow Budget or a prescribed format to do this in more detail with your coach.

Goal (please choose)

Priority 1: 123

Priority 2: 123
Priority 3: 123

17

Step 1: Time Mastery Completed Do this
YES or NO qtr?
TIME
SELF CONTROL  

1. I have a Default Diary that delivers maximum productivity and I
keep to it

2. I write a “To Achieve” list each evening for the next day and I
always plan the use of my time in advance

3. I work ON my business for at least 4 hours each week

4. I delegate or outsource most/all of the Admin and Low Value/Low
Enjoyment work

5. I have time slots in my diary for my own health & enjoyment

6. I have a list of my top 10 - time consuming tasks

7. I have a list of my top 10 – productivity related tasks

8. I have a list of my top 10 – most enjoyable tasks

9. I have a list of my top 10 - stressful tasks

10. I do not operate in crisis mode and have good work balance
11. I prioritise well and understand Urgency & Importance with all my

decisions
12. I have good self-discipline and manage myself well

13. I respect my time above all else

 Identify up to 3 priorities and assign to appropriate goal

Remember this is about productivity, both yours and your Teams’. How much time do you want to invest in what areas of the business?
How much time will you work ON the business? Which areas do you need to spend less time in, and which do you need to spend more
time in? How much personal time do you want to have – with family, friends – outside the business? Remember the three parts to Time
Mastery – Self, Planning and Delegation. What could you do in the next 90 days to improve your time mastery?

Priority 1: Goal (please choose)

123

Priority 2: 123

Priority 3: 123

18

Step 1: Delivery Mastery Completed Do this
YES or NO qtr?
DELIVERY
 
SERVICE

1. Consistency is our primary customer focus

2. We deliver what our customers want and need
3. We have documented flow charts/procedures to ensure every

customer experience is the same
4. I have defined our customer service standards

5. We consistently deliver in a way that exceeds our customer’s
expectations (excellence plus one percent)

6. We regularly survey our customers to determine how we can
better serve them

7. We analyse our mistakes and customer complaints and take active
steps to remedy them

8. I have a standard for dress code including the use of name tags

9. We have a script/process in place for greeting customers

10. We have a script in place for answering the phone

 Identify up to 3 priorities and assign to appropriate goal

From the viewpoint of “how will I deliver the products and/or services to meet my financial goals” – identify the goals you will need to
achieve in the delivery of your products/service within the next 90-days. Remember this is about efficient, profitable delivery and
customer satisfaction so think of any customer complaints you’ve had where you need to fix things - there is no use filling the tub if the
plug is left out. Remember the four parts to Delivery Mastery – Quality, Supply, Ease to Buy and Service.

Goal (please choose)

Priority 1:

123

Priority 2: 123
Priority 3: 123

19

Step 2: Niche – 5 Ways & Marketing

COMPLETED Do This qtr?

5 WAYS: THE BUSINESS CHASSIS  

1. I know and understand the 5 Ways business chassis  
2. I know my numbers in each area of the 5 ways
3. I have a growth target in each area

USP & GUARANTEE: POINT OF DIFFERENCE

1. I have completed a USP & Guarantee assessment  
2. I have defined what my business Uniqueness is and it is truly unique
3. I have produced a Guarantee that is meaningful
4. My team knows what our point of difference and Guarantee is
5. Everyone in the business is a walking, talking reflection of this

MARKETING RULES

1. I believe that Marketing is an investment when I Test & Measure it

2. I know my Acquisition Cost and understand that buying customers is an
investment

3. I put 50% of my time, effort and investment into delivery of my
products/services and the other 50% on Sales & Marketing

4. I Test & Measure everything

5. I have defined all my target markets

6. I have defined my ideal customer

7. I spend more time generating income than reducing costs

8. I do not chase Market Share – I am after Wallet Share

9. I have a long term view of the value of our customers and know their
Lifetime Value

10. I always aim to reduce my Acquisition Cost and increase Lifetime Value

 Identify up to 3 priorities and assign to appropriate goal
Goal (please choose)

Priority 1: ……………………………………………………………… 123

Priority 2: ……………………………………………………………… 123

Priority 3: ……………………………………………………………… 123

20

Step 2: Niche

21

Step 2: Niche – Money Making Strategies

Priority: (you must work a minimum of 1 strategy for each area) Goal (please choose)

Leads: ………………………………………………………… 123

Step 2: Niche - ChoseConversion: ……………………………………………….. YOUR 51 Wa2ys 3
3
# Trans: ………………………………………………………. 1 2 3
1 2
Strategies to Earn more ProfitAvg Sale: ……………………………………………………..

Margins: ……………………………………………………… 123

22

Any Additional Strategies…

10 Strategy 10 Ways to i
Categories

Direct Mail

Internet

Referral

Networking

Print Media

Broadcast Media
Strategic
Alliances

Host Beneficiary

implement each strategy category

24

Step 3: Leverage – People & Education

4Ways to Make Your Business
Work More Effectively and Efficiently...

People & Completed To work  Identify up to 3 priorities and
Education on this assign to appropriate goal
 quarter
Priority 1:
 
Goal: 1 2 3
1. Run an Ongoing Training System
Please circle
2. Complete Team Member
Positional Contracts Priority 2:

3. Complete Team Skill Based Sessions Goal: 1 2 3

4. Have a Redundancy System Please circle

5. Develop a Team Social Club Priority 3:

6. Subscribe to Educational Newsletters, Goal: 1 2 3
Magazines, etc.
Please circle
7. Develop an Induction Training
Program

8. Run Team Building Training Programs

9. Develop a System for Conflict
Resolution

10. Develop Your Company’s Rules of the
Game

11. Complete a Consistent Recruitment
System

12. Develop Contingency Staffing Plans

13. Hold Regular Team Meetings

14. Develop a System for
Recognition and Remuneration

15. Use Behavioural, Personality and
Communication Analysis with all
Team Members

16. Set the Company Vision and Write
Your Mission Statement

17. Build Career Planning within the
Company

18. Set Company and Individual Team
Member Goals

19. Run Time Management Training

20. Complete Positional “How To”
Manuals

ANYTHING ELSE NOT ON THE LIST
THAT YOU WANT TO IMPLEMENT?

25

Step 3: Leverage – Testing & Measuring

4Ways to Make Your Business
Work More Effectively and Efficiently...

Testing & Completed To work  Identify up to 3 priorities and
Measuring on this assign to appropriate goal

quarter Priority 1:

 Goal: 1 2 3

1. Complete and Keep to Monthly and Please circle
Yearly Budgets
Priority 2:
2. Measure Conversion Rate for Each
Sales Person Goal: 1 2 3

3. Complete a Purchasing Please circle
System for all Internal
Purchases Priority 3:

4. Always Complete a Marketing Goal: 1 2 3
Campaign Profit Analysis
Please circle
5. Complete Petty Cash System

6. Keep a Record of Your Profit Margins

7. Continuously and Constantly
Measure Number and
Origin of All Leads

8. Measure Your Average £ Sale for
Every Team Member

9. Record the Number of Transactions
for each customer

10. Complete a Monthly Balance Sheet

11. Measure Key Performance Indicators
in All Areas of the
Company

12. Complete weekly Bank Reconciliation

13. Daily or Weekly Update Cash Flow
Statements

14. Have a Daily Banking System

15. Complete Regular Stock Control
Check Ups

16. Continuously measure the number
and origin of all leads

ANYTHING ELSE NOT ON THE LIST
THAT YOU WANT TO IMPLEMENT?

26

Step 3: Leverage – Delivery & Distribution

4Ways to Make Your Business
Work More Effectively and Efficiently...

Delivery & Completed To work  Identify up to 3 priorities and
Distribution on this assign to appropriate goal

quarter Priority 1:

 Goal: 1 2 3

1. Run Paperless Systems Please circle

2. Deliver Your Service with Systematic Priority 2:
Consistency
Goal: 1 2 3
3. Change Product Packaging for Safer
Delivery Please circle

4. Reorganizing Stock According to Priority 3:
Highest Turnover
Goal: 1 2 3
5. Simplify Your Order Pick and Pack
Process Please circle

6. Forecast Stock Movements

7. Complete a Purchasing and Stock
Receiving System

8. Outsource Logistics and Warehouse
Support

9. Complete Regular Inventories

10. Qualify Service or Product Delivery
Costs

11. Measure Quality and Professionalism
of Service Delivery

12. Follow Up and Measure Quality and
Time of Delivery

13. Management System for Freight,
Couriers and Vehicles

14. Measure, and use Re-Order Levels

15. Use an Order Tracking System

16. Roster Staff for Service Delivery

17. Increase Security

18. Confirm Details Before Service or
Product Delivery

19. Use a “Just In Time” Stock Delivery
System

ANYTHING ELSE NOT ON THE LIST
THAT YOU WANT TO IMPLEMENT?

27

Step 3: Leverage – Systems & Technology

4Ways to Make Your Business
y and Efficiently...

Systems & Completed To work  Identify up to 3 priorities and
Technology on this assign to appropriate goal

quarter Priority 1:

 Goal: 1 2 3

1. Schedule and Complete Regular Please circle
Maintenance on All
Equipment Priority 2:

2. Use Computer Invoicing and Credit Goal: 1 2 3
Monitoring
Please circle
3. Document and Picture All
Tasks in An Operations Priority 3:
Manual
Goal: 1 2 3
4. Run a Computerized Stock Control
System Please circle

5. Complete Systems Training and
Induction Program

6. Use Latest Computer Programs

7. Complete a Phone Fax Systems
Upgrade

8. Go Through and Regularly
Update Quality Control /
Assurance

9. Run a Computer Back Up System

10. Run Both Internal and External E-mail

11. Document and Chart All Work Flow
Processes

12. Document All Sales and Marketing
System

13. Document Information Flow
Processes Using a Purpose
Designed Computer Database
Program

14. Network All Computers for Ease of
Access

15. Use Rosters and Schedules for
Repetitive Tasks

16. Complete a Policies and Procedures
Manual

ANYTHING ELSE NOT ON THE LIST
THAT YOU WANT TO IMPLEMENT?

28

Step 4: The 7 Keys Get the right people on the
Bus, in the right seat, with the
If the business is to ever become “a right driver and the right fuel
commercial, profitable enterprise that works for the journey ahead!
without you” you will need to improve each of
the “7 Keys to a Winning Team”. Within each
area, how will you improve your own and your
teams’ effectiveness? Remember TEAM,
stands for, Together Everyone Achieves More.
The word ACHIEVE is vitally important; it’s not
about everyone just having a great time; it’s
about achieving more as a team.

29

Step 4: T.E.A.M.

Completed Do this qtr?
YES or NO

SEVEN KEYS TO A WINNING TEAM  

1. There are/is a STRONG LEADER(s) other than myself in
the business

2. We have identified what kind of leadership qualities are
needed in my business

3. Our culture has been established, written down and is
presented and available for all to see

4. The team promote and maintain the culture of the
business

5. There is a clear COMMON GOAL that my team are aware
of and aiming for

6. I have developed and implemented my company’s
‘RULES OF THE GAME’

7. The company and each team member have 90 day
SMART ACTION PLANS…

8. I have implemented a strategy that lays down how
results are to be achieved and measured (KPI’s)

9. My team understand clearly their roles and limitations
and that I support their INITIATIVE & RISK TAKING within
agreed boundaries.

10. My whole team feel 100% INVOLVED & INCLUDED

 Identify up to 3 priorities and assign to appropriate goal

Priority 1: Goal (please circle)

123

Priority 2: 123

Priority 3:

123

30

Step 4: T.E.A.M.

COMMUNICATION  

1. I hold regular team meetings that have measurable outcomes

2. I hold regular team meetings with all my direct reports and
they hold them with theirs…

3. I hold regular 1-2-1 meetings with all my direct reports and
they hold them with theirs, including 6 monthly appraisal’s …

4. My team play above the line

5. I have a system for encouraging open communication amongst
team members (WIFLE) …

LEADERSHIP 

1. I have a strong clear vision that my team understand and I
consistently maintain that company vision

2. I clearly understand and use the 6 key components of great
leadership: Vision, Strategy, Culture, Standards,
Communication and Optimism

3. I regularly review the individual and joint performance of my
team with them

4. I am able to trust my team and allow them responsibility to
make decisions and fix any upsets (support risk taking)

5. My team works to their strengths

 Identify up to 3 priorities and assign to appropriate goal

Goal (please circle)

Priority 1:

123

Priority 2: 123
Priority 3: 123

31

Step 4: T.E.A.M.

RECRUITMENT & TRAINING  

1. I have implemented and customised the action recruitment system
to work in my business

2. I hire on Attitude rather than skills alone

3. I employ people to “run the systems” in my business

4. I use behavioural style assessments for each team member…

5. I run an on-going training programme for the whole team including  
regular time management analysis …

6. I have a programme in place for on-going training and team
building…

RETAINING

1. The company has a system for recognition…

2. The company has a system for rewarding longevity and
performance…

 Identify up to 3 priorities and assign to appropriate goal

Priority 1: Goal (please circle)

123

Priority 2: 123
Priority 3: 123

32

Step 5: Synergy

Pulling it all together requires leadership and leadership is about you and

who you are...

SYNERGY Completed Do this
YES or NO qtr?

Where if I add one and one I get three or more  

1. Each member of my team is inspired in their role,
contributing to the company’s vision and mission…

2. I have a system for career planning within the company…

3. I have an on-going training system for staff including time
management training, sales training and team skill based
sessions...

4. The team all have job descriptions and I have a redundancy
system that I have shared with staff...

5. My business subscribes to industry newsletters, magazines
and other educational materials...

6. My business has contingency staffing plans in the case of
any absence and the team is cross-trained so as to remove
“king-pins”…

7. I have identified, developed and appointed a general
manager so I can walk away from the business and still get
massive results…

8. I don’t have to show up at work every day…

9. I enjoy and am motivated by my work…

10. My business fulfils my life goals…
 Identify up to 3 priorities and assign to appropriate goal

Goal (please circle)

Priority 1: 123

Priority 2: 123

Priority 3:

123

33

Step 6: Results.

Results are what it’s all about. Ultimately it’s about you achieving your personal goals. That’s
the purpose of the business in the first place...

RESULTS Completed Do this
YES or NO qtr?

 

1. I have financial and personal independence

2. I am investing and growing assets outside my business

3. The business is generating passive income

4. I have developed a general manager who runs the business for
me

5. I am giving back to charity

6. I am mentoring others
7. I have surrounded myself with a dream team (outside your

business ) – Ideas person, prioritising and planning person,
detail person, financial person etc.
8. I have written a book, booklet or developed a business game.

9. I am actively putting an exit strategy in place

10. I own intellectual property that is earning me an income.
 Identify up to 3 priorities and assign to appropriate goal

Priority 1: Goal (please circle)

123

Priority 2: 123

Priority 3: 123

34

Let’s Make the Plan
 1 Vision
 13 weeks
 3 Goals
 1 Mission

Get your wall planner (like the example below), input
your goals, start mapping your plan

Example 13-week planner

At this stage you should now be shaping the outline of the goals you have set
for the quarter to establish where your business will be in 90 days. Take the
time now to complete the first draft of your action plan.
Using this plan, you and your coach will take your business from where you
are to where you want to be. There is simply no alternative if you are serious
about taking you and your business to the next level.

35

Now that you’ve made your plan…

A LETTER TO MY FUTURE SELF LOOKING BACK ON LAST QUARTER
'Here's an example'

Dear YOUR NAME
It’s been a busy quarter but you seem really pleased with how things have turned out
for you..

 Having confirmed 4 new contracts we increased our profit by 12%
 The Sales Team hit their targets, and we have hired a new sales person.
 The social media marketing has increased lead generation directly to our website
 I'm really pleased that I nailed the goals I set myself for the last. It’s a huge

achievement WELL DONE!!!!!
I must say it’s been a brilliant quarter and the future is looking very bright.
Good luck!

'Make sure you write your Business and Personal Goals as though you have achieved
them, in the past tense'.

Signed....
Date.......

36

Finally.....

All that is needed now is your pledge to yourself in writing that you will give
100% commitment and action to implement your 90 Day Action Plan....

Remember the ActionCOACH system of Idealisation, Visualisation,
Verbalisation and Materialisation. This needs to be a daily task,
the more you do it the better your focus and the better your
results …
I hereby pledge to myself to fully and diligently implement my plans
to achieve my goals as outlined in this Action Plan.

Signed: _____________________
Date: _______________________

37