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 clear...

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.​

Go Plan​

​The “Go Plan” is a statement of alignment. It clearly states the value proposition behind your shared vision, from both sides. This plan should list out what you expect from the other party in all aspects, meaning monetary expectations, supporting actions, communication plans, and all relevant expectations.​

The next step is for you to share your value proposition, the considerations (or benefits) that you will make in exchange for the value you will receive from the other party. I find guaranteeing value one of the most effective closing techniques when creating these “Go Plans.” If you can guarantee someone that your product or service will make them more money than it costs, meaning you serve as a profit center and not an expense, you will see a higher closing rate.​

One of my favorite ways to come to an agreement on these plans is rather simple, I let my potential business partners know that my memory is fallible and ask if we can put our shared vision down on paper, so I don’t forget anything.

No-Go Plan​

The “No Go Plan” is a statement that ensures we are prepared for adjustment, if we are unable to come to a concrete agreement with our potential partner, client, or vendor.​

The “No-Go Plan” maps out potential actions to take if the outcome is anything other than a “Yes”, or if there are objections while managing and developing this vision.​

List out your potential steps of action for if they say “no”, whether those involve a plan for re-negotiation, re-engineering the shared vision, or walking away from the agreement all together. If you walk away, one of the most effective ways to increase your chances at future success with this individual comes from sharing a plan to re-evaluate this discussion. In fact, I have what I call the “Three No Rule” that I use when having difficulty connecting with a potential client. If a person who I’ve already shared a vision with misses a scheduled call or meeting, I give them three chances, no matter the reasoning behind it. After three “misses”, I call them and explain to them that I have to dedicate my time and resources to those clients I can connect with more easily, but I’m available to work with them down the line if things change. ​

Timing is one of the most common objections that you will receive, and this type of statement is a great way to deal with that objection. Using a phrase like the one below can help you not only demonstrate alignment with the other party’s needs, but it keeps the door open for a future relationship, especially if circumstances change:​

“From what you’re telling me, it sounds like this might not be the right time for us to come to an agreement. Would it be alright if I reached back out next quarter to re-evaluate this partnership?”

Tweet me @davidmeltzer your favorite takeaway from today's episode and come ask me questions live every Friday at 11:00 am PST / 2:00 pm EST. Text me at (949) 298-2905 or email me at david@dmeltzer.com to join!

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