Monthly Archives: October 2015

October 2015 Newsletter – Why 90% of Businesses Fail

Why 90% of Businesses Fail

According to two landmark studies, one by McKinsey & Co. and one by Harvard Business School, 90% of business strategies that fail do so because of lack of execution. In other words, the vast majority of companies that don’t make it actually had workable game plans – they just didn’t execute their strategy properly or fully.

Well, if these organizations had reasonable blueprints, what went wrong? Incomplete or improper execution occurred.

Let me share a typical example of this. A couple of years ago Tim, an energetic man in his mid-thirties who had a company that provided on-site maintenance and repair services to their customer’s equipment, came to us for help. He had worked for another company as an employee servicing the same equipment and then he decided to go out on his own.

At first things were great. He lined up the customers, ordered the parts and took care of the repairs or maintenance in a tip-top fashion. As the company grew, he added a second crew. Then he added another one. Then another, and so forth. He ended up with 7 crews when he came to us.

Tim’s Problems

Tim told me his problems started with his first crew and then just grew bigger and more complex as he Small Business Planning in Atlanta, Georgiaexpanded. The first problem was that his crews did not have his personal commitment to doing the job right and he ended having to go out into the field many times to fix their mistakes. He thought “they know to do that”. But in fact they didn’t, because no one ever told them explicitly what to do on a service call.

The next problem was his personnel would show up at the customer site without the necessary parts to complete the job and would have to come back a second time with the needed items – thus doubling his costs. Then, he decided to implement a central “inventory” system but no one ever properly maintained it, so it became a mess. Next Tim hired an “inventory control” person and told them – here it is, it’s your baby to control. But this person ended up stealing parts from him and doing jobs on the side.

Tim was ready to pull his hair out when he came to us. He said, “What went wrong?” What happened was he got caught in the “busyness” execution syndrome, instead of executing his strategy in a “structured” manner. What do I mean?

The “Busyness” Method of Execution

Small Business Planning in Atlanta, GeorgiaFrom one standpoint, execution in an enterprise is easy; you just do it (whatever “it” is). However, in reality there are two different types or methods of “execution.” The first is to just get busy doing various activities. I call this the “busyness” method. The activities engaged in the busyness method may or may not be productive activities. As long as people are “busy” working in the company, everything seems OK. The underlying problem with the busyness method is the majority of activities are tactical actions, which are not necessarily tied to the company’s Strategic plan. This is where Tim lived.

Just like the paraphrase from Alice in Wonderland, “the faster you go, the be-hinder you get,” the busyness method can lead to activity for the sake of activity. Its mantra is “just get busy doing something.”

In the absolute, the busyness execution approach can lead to operating in the envelope of the ill-fated “tyranny of the urgent”. This is where a business spends so much of its time in crisis management that it loses sight of the big picture of what it should be trying to accomplish and thereby sees little or no progress toward its long-term goals. The business then starts to operate primarily in a reactive mode where the concept of planning becomes nothing more than figuring out the solution to today’s “crisis du jour.”

Business Leader Burnout

The bottom line of the busyness approach to execution is that it is an unstructured method that is not tied to an overall Strategic plan. This method of execution does not fully utilize systems that are intentionally tied to the business’ overall Vision and Strategy. In the end this approach can lead to endless fatigue where the owner becomes burned out with the business. The enterprise ends up being overly dependent upon the owner and they get trapped doing the same things, day after day, week after week, month after month, year after year—the perfect recipe for burnout.

Structured Execution

The second approach to execution is what I call “Structured Execution”, which uses a structured approach Small Business Planning in Atlanta, Georgiathat is based upon the overall Vision and Strategy of the business. The key to Structured Execution is that it is an intentional method of developing and executing its systems in a disciplined manner. There are three keys to Structured Execution.


The execution does not take place haphazardly but there is a definite train of thought behind each action. The visible execution is a result of an overall game plan that has been laid out clearly behind the scenes.


Structured systems have been developed, implemented, and are being monitored so that the correct actions take on a consistent basis. Actions are not left up to the individual to do as they see fit, but the steps a person or team should take to accomplish a given task have been identified beforehand and optimized to get the desired outcome on a predictable basis.


A disciplined atmosphere exists throughout the organization to ensure that once the optimized systems are in place they are followed explicitly, adherence to the systems is rewarded and deviation from them is penalized. The discipline to adhere to the systems in place is not mindless, but is an acknowledgment that the best systems are being used in order to produce the desired results.

By using a Structured approach to execution you gain the benefit of having an actual Execution Plan, instead of operating with execution by busyness approach. Therefore, the business owner does not become burned out because the business is executing based upon a defined overall strategy, not haphazardly – which in turn moves the business closer to its goals. This results in a sense of freedom for the organization’s leaders, as compared to feeling trapped by the next problem that is going to ensnare them.

Small Business Planning in Atlanta, GeorgiaBack to Tim. Over the next number of months we worked with him to implement this Structured approach, which resulted in dramatic results. He told me he was so overjoyed with his new-found freedom that he bought a vacation cabin and started spending weekends there with his family – and being totally unplugged from his company.

So, how can you start down this path? Begin by examining your operations from the perspectives of Intentionality, Systems and Discipline to determine if you need to improve the execution of your organization’s strategy. Then move forward to tie all of your operations back to your overall business Vision and Strategy.

If you need assistance with moving from the Busyness Execution model to the Structured Execution one, please contact us so we can show you how to use this concept to take your business where you want it to go.

Fountainhead Consulting Group, Inc. is an Innovation and Business Planning firm. During the past 17 years we have shown over 1,200 companies how to achieve the goals for their business by using our unique, comprehensive and systematic business planning and growth methodology, the Structure of Success™ so they can Work Less, Make More and most importantly Have Fun in Their Business. Using our Structure of Success™ methodology each month we examine one of 12 areas of a business or organization.

Office phone: (770) 642-4220

September 2015 Newsletter – Is Your IT Area Truly an Asset or Just an Expense?

Is Your IT Area Truly an Asset or Just an Expense?

The next Consumer Electronics Show (CES) in coming up right around the corner in January 2016 with previews and new product announcements of many electronics products. So the question is, will any new products be introduced that are a “must have” for your organization? The root of this question is, what new technology will make your business operate better?

Many times we get caught up in the quest for the latest technology, newest equipment, or glitziest gadget and Information Technology becomes an end in itself instead of a means to an end. The truth of the matter is that the desired outcome from any equipment or software purchase boils down to the systematic use of technology and information.

Information Technology’s Role in a Company or Organization

Keep in mind that Information Technology is a support function to your company. Your Information Small Business Planning in Atlanta, GeorgiaTechnology area should be providing the information, tools, data infrastructure, and automated technology to enable the rest of your business to operate properly. Information Technology is necessary because unless your business is very small, in the modern business environment no organization can operate without the appropriate information technology functions and processes.

The Information Technology of an organization serves two purposes – deliver the information necessary to operate and provide technology to automate its processes. There are four foundational assessments that you need to make with regards to Information Technology investments as they relate to these two purposes. The first three of the assessments pertain to obtaining better information for operating your enterprise and last one applies to technology itself.

Do You Have the Correct Data and Information To Operate?

To find out if you have the correct information, first ask yourself if the information that you need to operate your business available? This means that your business must be capturing the correct data itself or the data is available from some outside source for your operations or management? There may be a huge amount of data available but if it is not the correct data then it is next to worthless to you.

For instance, you may have volumes of inventory consumption data but if it does not tell you which of your customers are buying products that have the highest profit margins, then you are missing some vital information.

The first question to ask related to a technology purchase is, will it give me the correct data to run my company? A good place to start is to create a “wish list” of the information you would like to have in each area of your business and research how best to obtain that information.

Is the Captured Information Accurate?

Small Business Planning in Atlanta, GeorgiaThe next question to ask is how accurate, timely, and consistently reliable is the data that you have at your disposal? That is, what is the quality of the data and information available to you?

Not only does a business need correct and accurate data – it must be available to you on a timely basis for it to be of use. Any time the data you get is inaccurate or untimely, you need to ignore it. Inaccurate data is worthless and may cause you to ignore other related data that is accurate and useful.

The second question to ask is, will this expenditure improve the accuracy and timeliness of my information? A good step is this area is go through the information generated in each area of your organization and rate it from a 1 to 10 as to its accuracy and timeliness.

Are You Effectively Utilizing Your Information?

Once you have the correct information and it is accurate, you need to evaluate your processes for utilizing the information. Even if you have a great amount of high-quality information, if you do not have the processes for transforming this into practical and actionable knowledge, your efforts will not provide you with many tangible advantages.

The objective is to have the processes in place to convert your data and information into actionable knowledge you can use to manage and direct your company. Without the proper systems in place to utilize the information, your data collection effort won’t get beyond just the potential of having a benefit to your business.

There are two evaluations that need to be made pertaining to this third assessment. First, will the purchase actually provide or include the “process” necessary to utilize the information you are seeking? Or second, will the expenditure require new processes within your company to use the information?

The next question to ask is, will this item enable us to properly utilize information within our company? To access this aspect, do a review of processes in your company and ascertain how effective they are with regards to utilizing information?

Will This Technology Improve the Processing or Capturing of Information?

While the first three assessments have to do with the actual information and its use, the last one considers Small Business Planning in Atlanta, Georgiathe actual technology itself. The benefit of technology is that it is a tool to augment and automate the systems throughout your organization. The proper use of technology assists with the collection, validation, and automated utilization of information and knowledge. While technology is not an end in itself, the proper use of technology can enable your business to operate better.

The last question to address is, will this technology truly enable your business to operate better? Furthermore, will it provide information to you, improve a process or both? Or is it just the newest equipment, glitziest gadget or latest service that is all the rage and there is no assurance that it will truly allow you to improve the performance of your company?

For instance, let us say you are looking at a new GPS for your fleet of delivery vans and you find a system that allows you to optimally route an entire day’s worth of deliveries and dynamically re-route the vans based upon real time input from traffic monitoring sources. Thus providing technology to automate your processes. Additionally, it tells you whenever a driver goes off their designated route – thereby giving you the information necessary to operate your company better.

In summary, use these four assessment questions to make sure that choose Information Technology that will enable you to truly operate your company better and not be beguiled by the next “shinny thing” in the world of information technology.

If you need assistance with utilizing Information Technology within your company more effectively please contact us so we can show you how to use this concept to tremendously increase your revenue and take your business where you want it to go.

Fountainhead Consulting Group, Inc. is an Innovation and Business Planning firm. During the past 17 years we have shown over 1,200 companies how to achieve the goals for their business by using our unique, comprehensive and systematic business planning and growth methodology, the Structure of Success™ so they can Work Less, Make More and most importantly Have Fun in Their Business. Using our Structure of Success™ methodology each month we examine one of 12 areas of a business or organization.

Office phone: (770) 642-4220