Go No-Go Plan | Road to Revenue #59

There is one important step to take before you can even consider creating a Go No-Go Plan, and that is to determine whether your potential partner has an open mind. It takes more energy to reengineer the vision of one closed-minded person than it does to close a deal with 1,000 open-minded people, so identifying an open mind should be your first priority.​

When you have a shared vision with someone who has an open mind, the next step is to create a ”Go No-Go” Plan and put it into writing. ​

A “Go No-Go” Plan is an outline for you to follow which highlights a clear path of actions to take for you and those you have shared a vision with.​

The purpose of a Go No-Go Plan is to:​

• Help you to remember exactly what you and your partner agreed to in order to effectuate and manage expectations.​
• Walk your client, investor, or partner through a step-by-step plan to get things done.​
• Ensure that you know every aspect of your business and how to provide value to clients, as well as the clearest path to revenue that each new opportunity affords.​
• Improve your ability to “connect the dots backwards”, meaning that your eventual success will be a result of consistent and persistent actions that you take.​

Your Go No-Go Plan should convey that your solution provides just as much value as your competitors (preferably more) and is aligned with the emotions of your business partners, while offering additional benefits in some important way.  ​

 So, where do you start? In order to create abundance for everyone involved in a deal, begin by asking as many open- and closed-ended questions as you can. The open ended questions allow you to understand the other party’s perspective and their reasons and impacts for coming to an agreement, while the close-ended questions narrow down the other party’s initial responses. This helps to align the capabilities that you possess with the needs of others.​

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