Blog / Note 02
Where the value of a signed-off strategy leaks.
Most of the value in a strategy is lost after sign-off. Three leaks account for most of it, and each one has a simple fix.
Vague choices come first. A plan that keeps every option open gives the field no direction. The fix is to write down where you will not play.
Missing owners come second. A target without a KPI tree and a named owner becomes a wish. The fix is to build the tree with finance, so the plan and the budget use the same numbers.
Illustrative, drawn from practitioner experience. Not survey data.
Field adoption comes last. Sales teams and dealers act on what they understand. The fix is to turn the strategy into playbooks and a weekly review rhythm they actually use.