afterburner webinars | the overlooked art of briefing
TRANSCRIPT
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The Overlooked Art of Briefing
[Flawless Execution Webinar Series]
The Session will Begin Shortly!
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Joel “Thor” Neeb
@JoelThorNeeb
Webinar Host
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• President of Afterburner
• USAF F-15 Mission Commander
• U.S. Presidential Escort Missions
• Air Force Academy Graduate
• M.S. Aerospace Science / MBA from UT
• Instructor Pilot of the Year at USAF Training HQ
• Embedded with Silicon Valley Tech Company in 2015
Joel “Thor” Neeb Atlanta, GA
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FLAWLESS EXECUTION CYCLE
PLAN BRIEF
EXECUTEDEBRIEF
WIN!
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21-YEAR CLIENT AVERAGE
6.85PLANNING
3.73DEBRIEFING
5.01BRIEFING
7.93EXECUTING
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Why Brief?
• Transition from planning to Execution• Connect strategy to activity• Compel the team to accountable
execution• Build a Common Mental Model• Improve performance
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What is a Brief?
• Not another meeting• Process to communicate key plan details• Final alignment – like a “starter gun”
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How to Prepare
• Setting: Same place, same time, schedule for 15 minutes
• Preparation: Slides, handouts, key stakeholders invited, phone conference set up
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Brief the ScenarioRestate the Mission ObjectiveIdentify Top Threats and ResourcesExecute the Final PlanFlexibility and Contingencies Plan Review
BRIEF
B. R. I. E. F.
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Brief the Scenario
• The “Big Picture”–Alignment to strategy–The “Why”–Provide context
• Take at least three minutes here!
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Restate the Mission Objective
• Clear, measurable, achievable, and supports the High Definition Destination
• Post Mission Objective clearly in a dominant place in your work environment
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Identify Top Threats and Resources
• Top Threats–Create a sense of urgency to act–Confidence in plan–Remind team to alert you of new
Threats during execution• Top Resources
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Execution of the Final Plan
• Who does What by When• Each detailed Course of Action is
reviewed • Clear roles and responsibilities
–One person for each task!
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Flexibility and Contingencies Review
• Key to agility during execution• Review contingency plan triggers• Build confidence in the team members
that are still wondering “What if?”
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Rules of Engagement
• 15 minutes max!• No questions until the end• Use visual aids
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Team: Sales LeadersChampion: CEO - Murph Ace: Thor
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Strategic AlignmentCreate a new execution rhythm for our widget sales teams that drives healthier pipeline and removes end-of-quarter flail. This will allow teams to work smarter, not harder and our business will grow and become more predictable.
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• Develop and deploy a standardized process to achieve qualified pipeline at 3x revenue forecasted for Q2 by March 31st, 2016
Qualified = assessed by sales leader
Tactical Mission Objective
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Top Threats / Available ResourcesTop Threats1. Sales team roles poorly
defined2. Lack of strong pipeline in a
slow quarter 3. Current quarter distractions4. Lack of clear forecasting5. Lack of ops support
Resources1. VP of Sales2. Sales team training3. Pipeline inspection
meetings4. Out-quarter pipeline
dashboard5. Spiff for pipeline
achievement
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WHO WHAT WHEN
Murph Mission Briefing to entire sales team, release SPIFF January 25th
Sandra Create out-quarter pipeline dial in Salesforce January 27th
Gomez Identify best practices and pockets of success February 2nd
Gomez Create new standards for pipeline creation February 10th
Joe Release training syllabus for best practices February 14th
Charles Conduct first pipeline inspection sessions February 14th, weekly
Ansley Identify pipeline gaps and assign mentors February 28th
Thor Lead “Success stories and challenges” session March 1st
Thor Debrief Mission April 7th
Final Plan
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Flexibility — ContingenciesTrigger / Action Matrix
CONTINGENCY TRIGGER ACTION
Lack of strong inbound <80% Qualified Leads Quota Implement outbound referral
plans
Lack of Ops support Safety stock inventory levels Murph – engage with Ops Leaders
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Ready, HIT IT!
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Lets Connect!Joel “Thor” Neeb
Office: (404) 835-3500
[Flawless Execution Webinar Series]
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Questions from the Audience
@AfterburnerInc Afterburner
[Flawless Execution Webinar Series]
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