• 10% – The Good, The Bad, and The Ugly

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    Many of you reading this post are 10%ers.  And there’s something in the back of your mind eating away at your conscience.  You know there’s something not quite right about it, but you tell yourself that 10% has always served you well.

    And you might be right.  You’ve probably gotten along well enough with your 10%.  Then again, you may feel like it no longer has the same effect that it used to.  So let’s take a look at your 10% and see if it’s still serving you.

    I’m inspired to write about 10% because I met with a guy last week who said, “It’s just what I’ve always done.  I don’t really have a reason for it, and sometimes I wonder if it’s what I should be doing.  But I’ve never known how else to do it.”

    Later on, after our discussion, he said, “Yes, that’s what I want – that would help me, and it would help my team.  They’ve always been a bit confused and defensive about the 10%.”

    What am I talking about?  Let me use his words, “We did a strategic plan back in 2008, but we’ve never updated it.  It was helpful and we did some things because of it.  But for the last 5 years, I’ve just said that we should grow by 10% next year.  And that’s what I say at the start of each year.  I kind of know that I could or should have more to my goal, but we’ve been OK just trying for that 10%.”

    It’s something I’ve heard many times before.  So, let’s look at the good, the bad, and the ugly of the “Let’s grow 10% next year” approach to strategic planning.

    The good is that it’s an easy way to communicate that you want to grow, but not too much.  It says, “Let’s get better at what we’re doing.”  It’s also quick – most leaders who use 10% as a goal (I just can’t bring myself to call it a strategy!) need about 1 second to access their intuition and come up with that number.  And it’s also good that most leaders who use 10% don’t enforce it – some years they’ll decline 1%, and others they’ll grow 20%, and both are received equally.

    The bad is that 10% doesn’t tell anyone how to achieve 10% growth, and, since the person who used it likes a planning process that only takes 1 second, they usually won’t commit the time to strategy and planning to figure out how to get the 10%.  And so, they just react to whatever the marketplace offers.  That’s not good, but often times 10%ers are bailed out by a strong market, and so reacting is bad but OK.

    Which brings us to the ugly, which arrives when a 10%er is managing a business in a market that is seeing substantial change.  If that’s the situation, 10% is of no use, and in fact may be counter-productive.  Because at the heart of 10% is “let’s change, but not more than we’re comfortable with.”  And that can breed complacency that appears to be fine…until it’s too late for any small adjustments to work.  And if the only goal you’ve ever had is 10% growth, you and your team are not going to be prepared when you need to lead your company outside your comfort zone.

    So, if you’re a 10%er, you have a choice – to be passive or active.  Either keep enjoying that comfortable feeling until you’re forced to do more…or lead your team to have a new set of discussions that develop your company’s ability to identify opportunities a little outside your comfort zone, go after them in smart ways, and stay ahead of the market.

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