First of all, review and reflect…look at your key metrics, compare actuals vs goals (revenue, KPIs, client growth, etc.). Look back on the key milestones, what can you learn, and what can you improve. How do you then push for a strong Q4. Close and chase all pending deals. Look at warm leads and see what needs to happen to close as much business as possible. Eliminate any wasted time & inefficiencies…prioritise what is important. Invoice promptly, and chase all outstanding payments!
Make sure that you set clear year-end goals for your teams…what will a strong finish look like? Key targets, projects etc. Are all your teams aligned? What is everyone’s role in hitting the year end on a high? Make sure that everyone feels ready to play their part. Celebrate success on the final push…shout outs, incentives etc. Have a fun challenge! Keep the message strong, with regular updates.
While doing this also reflect and look forwards! Have you got burnout over the year from long hours, high expectations, or constant change. Where are you against target? Have you already hit your targets, or are close to, and thus no urgency…or “”We’re too far behind to catch up”. How can you change the message…pride, ambition, and never say never!
Don’t allow people to get sucked into year-end wrapping up and not pushing forward. Unless essential for the business, don’t allow energy to be wasted going into compiling reports, or reviews except where needed. Focus on the now, and don’t allow the focus to shift to holidays etc…don’t shift attention away from work. Make sure your teams annual leave is all catered for…team cohesion & productivity may drop due to inconsistent availability.
While you need to maximise on the final push, don’t forget to plan for next year…budgets, staffing needs and initiatives before January. Learn from this year.
Create clear plans and strategies and communicate clearly…glance back…look forwards!
Stephen Covey
