ABSTRACT
Managers are about to move their Defensible Plan into the public domain and it is a good time to pause at the threshold and reflect. Walk themself slowly through the plan checking for consistency and coherence. A well-presented mediocre project plan is often accepted but a poorly presented workable plan frequently fails. Selling has been described as a ‘conversation with a purpose’ so prepare to have a conversation with a purpose with those to whom the plan needs to be sold. The company had a sophisticated sales force who had the difficult job of selling financial concepts in a competitive market. Write a polite memorandum thanking the decision-making team for making themselves available and then ask them for comment on the agenda. The agenda can follow the structure of the Defensible Plan built so far thus leaving out Controls for the time being.
