Managing Partner Time To Be Great, LLC Global Independent Distributor Healy, Vollara, Xelliss, BEMER Business and Real Estate Coach, Consultant Professional Speaker, Author
Do you know your business statistics? In my career I have learned the importance of tracking the numbers. Measurement of actual vs. plan is critical to success. Two years ago I learned a graphing technique and how to interpret what the graph is telling you. I thought I knew. i did not know.
If you do not have positive momentum with all your key stats your are standing still or worse going backwards. Many miss the foundation stats that make all the difference. If you would like me to help you take a look, check out the following information.
Intellectual Understanding Does Not Mean You Will Implement
One client told me recently the number one benefit of my program was keeping them focused on what is important – accountability is a major reason for success.
In my experience people make a lot of progress during coaching and lose momentum if they interrupt the coaching process. For a Free Coaching Consultation Click Here
Remember my program is Results Guaranteed Coaching Click Here for more information.
May Your Success Exceed All Your Dreams and Desires
Steve Pohlit, Managing Partner
Steve Pohlit International, LLC Email
Ph 727-587-7871
I am often asked what is my definition of success. My response is always the same and is one word – Results. I extend this discussion to the importance of health and relationships.
Without good health and energy relationships and money mean nothing as you won’t be able to enjoy them. For these reasons when I work with clients and deal partners, we start with a measurable outcome as the target. As you might expect, that is the money focus or in the business world it is the focus on building profits. Be sure to check out my book Building Business Profits Fast on Amazon.
There cannot be a business success story focusing only on business results. The relationship has to be there. The authenticity has to be there. Even the Results Guaranteed Coaching program I founded will not stand up if there the person or company I am working with has a hidden agenda.
In summary when the goal is clear and measurable and the relationship is authentic, the results will most often exceed rational expectations. Are you interested is seeing if my experience and approach will help you? Click to visit Results Guaranteed Coaching and register for my complimentary coaching session.
Intellectual Understanding Does Not Mean You Will Implement
One client told me recently the number one benefit of my program was keeping them focused on what is important.
In my experience people make a lot of progress during coaching and lose momentum if they interrupt the coaching process. For a Free Coaching Consultation Click Here
Remember my program is Results Guaranteed Coaching Click Here for more information.
May Your Success Exceed All Your Dreams and Desires
Steve Pohlit, Managing Partner
Steve Pohlit International, LLC Email
Ph 727-587-7871
That one thing is a clear definition of what success in business and life means to you. Once defined in measurable terms then every day you can measure the progress toward those ideal scenes. The measurement results in a condition or state of progress or lack of progress. With that defined there are very specific formulas you can apply to move to higher levels of experience and outcomes.
This applies to business and to your life.
Intellectual Understanding Does Not Mean You Will Implement
One client told me recently the number one benefit of my program was keeping them focused on what is important.
In my experience people make a lot of progress during coaching and lose momentum if they interrupt the coaching process. For a Free Coaching Consultation Click Here
Remember my program is Results Guaranteed Coaching Click Here for more information.
May Your Success Exceed All Your Dreams and Desires
Steve Pohlit, Managing Partner
Steve Pohlit International, LLC Email
Ph 727-587-7871
On July 11, 2014 Steve Pohlit interviewed Wayne Ally Root covering the erosion of the American dream especially for the middle class.
Listen in as Steve explores with Wayne the evidence this destruction of the middle class was purposeful which is why he names his newest book The Murder of The Middle Class. You will be shocked at how it all started, to learn about the true unemployment rate, the unsustainable entitlement statistics and more.
Wayne reminds us that nearly half his book is devoted to solutions to save this country. We must first start with the facts of where we are at now no matter how hard they are to face and how disturbing they may be.
Sit back pay attention to a fact filled and energy packed hour with Wayne Allyn Root.
Press The Play Button
Order Wayne’s book here (Click On The Book)
May Your Success Exceed All Your Dreams and Desires
There is a fail proof system to organize and manage any business. In fact cities and countries should use the system. Note this does not mean it is cookie cutter. It must me adopted for your company.
Successful Experience
I have extensive experience as an executive, business owner, entrepreneur, consultant and coach in the following industries:
Real Estate Investment – the focus of my business now
Retail
-Restaurants
-Convenience Stores
-Women’s clothing (big international business)
-Auto Parts
-Motorcycle
-Drugstores
Manufacturing
-Heave equipment
-high tech
-Auto Glass
Distribution
Internet
-Service Provider
-Social Media
-Marketing
Long Haul Trucking
Utility Trailers
Excavation
General Contracting/Construction
A number of the businesses are very large. One is more than $15 billion. Others are small to medium size companies and I have helped many independent entrepreneurs. This experience led to fine tune systems for success. Last year I released my first book “Building Business Profits Fast”
Enhanced Systems
I have since been coached and mentored on enhanced system which are touched on in the book but not in-depth. The three main parts of the enhanced system are:
1. Organization Development or the Org Board
2. Admin Scale or The Spine
3. Management by Statistics
The scope of what are in these three categories is extensive. If we work together you will know the source and I will guide you step by step on how to implement these major tools. For now here is a brief summary
Org Board
Every company has 7 divisions and this applies to whether you are one person or millions. Knowing how to set up and manage your company within the structure of these divisions literally takes out the guess work in how to succeed. The next two areas actually fall under the umbrella of the org board – or at least that is how I think about it.
Admin Scale
My mentor refers to this as The Spine because like the human spine if one of the parts are damaged or out there is great pain. The Admin Scale consists of
Before I continue with the last part I want you to know that my coaching and consulting work accelerates the implementation of all of this by my attention to what is most important now and the gradually painting the entire picture. My message to you is do not be intimidated by the scope of what I am briefly describing here. Welcome it because you are now learning about the processes that if followed mean you cannot fail. You cannot!
Management by Statistics – There are 6 Basic Statistical Trends
(From a priority point of view capturing the data and running the graphs are just about the top of the list. This specific tool is the reason I can confidently offer
Non- Existence
Danger
Emergency
Normal
Affluence
Power
I am including one example of one graph. Here is the important point: once you know the condition (what graph you are in) for any function, division or overall company performance there is a precise formula you follow for that condition. To follow it effectively the principles of the Org Board and Admin Scale must largely be in place.
Most of the detailed implementation steps that are published on my blogs and in my book are all used depending on the scope of the project. Going into all the details on marketing actions, The Gold Formula tm, Financial modeling, training and development is outside the scope of this article.
Schedule a Free Consultation and let’s see what will have the most value for you and your business. Click Here
Intellectual Understanding Does Not Mean You Will Implement
One of my clients this morning told me the number one benefit of my program was keeping them focused on what is important.
In my experience people make a lot of progress during coaching and lose momentum if they interrupt the coaching process. For a Free Coaching Consultation Click Here
May Your Success Exceed All Your Dreams and Desires
Stop reading the newspapers, watching TV and engaging in conversations with others about negative news headlines. George Ross, Donald Trump’s key attorney and deal closure reminds us that most news is not accurate and at the very least not the complete picture. As importantly, the most immediate item that affects us individually is what we do for ourselves.
Wayne’s Allyn Root coaches his clients on implementing a success plan that is not dependent on an employer. More specifically start your own business. He uses the opportunities for learning marketing and developing a network that is taught by direct sales companies or network marketing companies as a great opportunity to be your own boss, work with other successful people and not have to worry about what an employer will do.
One of the areas of my own business interests is being with an organization that coaches business owners and other interested in successful real estate investing how to move forward and achieve continually increasing performance goals. The theme here is individual responsibility for what happens in your life. Most of us have the resources to move forward and do a lot better than we are doing today. I like the example I heard once where the question was asked “if you had the opportunity to buy a new $100,000 car for $5000 would you be able to figure out how to come up with the $5000? Most everyone said yes. Then why would you ever resist the opportunity to start your own business because you didn’t have a couple thousand dollars you need for basic infrastructure and expenses during the start up period?
Are you unemployed? Are you struggling to make ends meet? Are you unhappy with the work you do? Don’t look outside of yourself for someone to solve these or any other issue. Do you feel you don’t have enough knowledge or education? I just finished a couple days of coaching a person who has three businesses, lives in a million dollar home with a quarter million dollar boat outside. He is a high school graduate. He figured it out. You may know of others like that or read about them.
If you want some ideas, take advantage of my complimentary coaching call. Click Here to begin. Also be sure to register on this page for my messages by email. Each one is packed with valuable information to help you.
Bottom line: you are responsible and the only way to solve any situation you don’t prefer in your life is to develop an action plan and then take action.
Intellectual Understanding Does Not Mean You Will Implement
One of my clients this morning told me the number one benefit of the coaching program was keeping them focused on what is important.
In my experience people make a lot of progress during coaching and lose momentum if they interrupt the coaching process. For a Free Coaching Consultation Click Here
May Your Success Exceed All Your Dreams and Desires
Clear Definition of Your Business – I use the phrase Executive Summary. Elevator Pitch is also very common. What is not taught very well is how to structure this for maximum retention by the listener and optimum value for your business. This area is supported by your business name and your domain name. Note: I do not focus on legal structure at this point unless you already have a level of experience with your business.
Why – So you have structured and are able to present your Executive Summary. Great now what is your Why for doing it? If your why is not big and bold enough you are will lose interest and focus. If you Why is because that is how you want to make money and your Why then is all about the money, your focus on what is required will wane and you will not achieve your business goals.
Clearly Defined Outcome – This is always stated in measurable terms meaning revenue and profit if you are marketing products or services. If you are a real estate investor this is defined as business income – what you deposit in the bank from your deals that you can spend. The time line for this measurement varies depending on the business. However is almost always at least a year.
Define The Organization Structure Required When Your Business Is Fully Operational – Yes this is done in the early stages of the coaching program because business owners and entrepreneurs need to have a vision of what they are building plus the “Org Board” serves as a goal for building the team of people including outside resources that will help the owner or CEO achieve the intended results. This step in terms of the scope and detail that I know teach is actually new in the last 18 months.
Are you on my email list? If not – see the subscribe box on the upper right corner of this page. Do it now and start receiving very valuable Build Business Profits information.
Time Phased Income Goals – What this means is we take defined outcome goal which we previously said is normally defined as an annual goal and roll that back until we have agreed upon monthly targets and in many cases weekly and daily targets. We set this up on a proprietary program so you see the numbers and a graph of the numbers. This is the start of the process where you cannot fail if you follow it.
Time Phased Action Plans – Similar in principle to time phased income goals, I am sure you understand that income is an effect, action is the cause. However not every action results in income. So I spend a lot of time with clients on prioritizing actions and measuring the effect of those actions. We use the same program where we set targets, measure actual statistics against the targets, graph both and use what the graphs are telling us as to the adjustments the actions that need to be made. This is the implementation of The Gold Formula tm
This is the basic infrastructure of Building Business Profits Fast the title of my first book. My next book is taking this foundation and going deeper into Building Real Estate Investment Business Profits Fast. Again if your are on my email list you will be receiving excerpts from my books and more.
Intellectual Understanding Does Not Mean You Will Implement
One of my clients this morning told me the number one benefit of the coaching program was keeping them focused on what is important. In my experience people make a lot of progress during coaching and lose momentum if they interrupt the coaching process.
What happens when you apply the 80:20 rule to the actions that must be completed to achieve stellar revenue and profit growth?
These Results:
Extraordinary profits
Harmonious work environment
Continual positive growth in revenue and profits that far surpasses your competition.
How do you achieve these goals?
Take a look at how most companies are run and don’t do what they do. People in most companies spend the majority of their time on activities that have little or no impact on building revenue and profits.
Your Focus!
First there are only five (5) areas of business that need your attention. Hold out your hand and look at your fingers and thumb – 5. Now follow with me on this because I am not in a room with you to reinforce the point. Hold out your hand and assign each of the (5) pillars as follows:
1.Sales – thumb
2.Gross Margin – index finger
3.Expenses – your “flip em” finger
4.Working Capital – next finger
5.Employees – pinky
80% of your time as an owner or CEO should be spent on these 5 pillars and 80% of the 80% should be spent on Sales (includes PR, marketing) and Gross Margin – the first two. I will add that it is not just the current day’s or week’s performance. As founder you are the leader of these organizational divisions and most of all you are responsible for the strategic expansion of the business.
Normally there are minimal issues with managing liquidity and if any area of expense begins to be out of balance, it doesn’t hurt much while you are bringing it back in line.
When you are achieving extraordinary sales and gross margin, everyone wants to work for you. Of course there is a very precise technology in hiring the right people and having them become successful.
Again there is a precise technology to be used in each of the five pillars that is outside the scope of this article. However, if you focus on marketing, PR, sales and margin you will likely be doing very well while you fine tune the entire organizational structure toward your perfect business model.
Nearly every article published at www.stevepohlit.com expanded upon the management of components of the five pillars. In most cases, the information contains practical advice that you can implement beginning today.
I have found that if the concepts are not actionable quickly and do not yield positive results quickly, people lose interest. It is no different than an exercise program.
If physical exercise is too rigorous, too demanding or takes too much time, it will not be sustained over time. Running a company is no different. The process must result in continual positive feedback as to progress toward achieving measurable goals.
Right now list the top 3 issues that are holding you back from making breakthrough profits in your business. Then start devoting at least 80% of your time solving those three issues. Once solved, do it again and keep doing it. Simple stuff.
One of the simplest and most valuable things to do is look at your business from the perspective of your customer. If you have a retail store, shop it or hire a mystery shopper. If you have a customer service center, call them. If you develop information products that you sell on line, ask your customers 90 days later how they have benefited from the product and what else they would like to have seen included. If you have a membership program, and someone drops out, stay in touch to find out what it takes to get them back.
Recently I discontinued a membership program where I was paying a lot of money each month – much more than $100. I have not received one call or even one email asking me why. This is really amazing considering how much money it takes to get a person to sign up for the basic plan yet alone the plan I was in.
Here is another very valuable suggestion. Follow Your Instincts! I have said this before and will be saying it in many articles in the future. Every client I have worked with knew the fundamental solutions to the issues they asked me to help them with. For a whole host of reasons they didn’t act and accepted inertia. In nearly every case the solutions were obvious and intellectually simple.
Right now list the top 3 issues that are holding you back from making breakthrough profits in your business. Then start devoting at least 80% of your time solving those three issues. Once solved, do it again and keep doing it. Simple stuff.
For Your Success!
Steve Pohlit, Managing Partner
Steve Pohlit International LLC
I advise all coaching clients and through forums like this to be very clear about what will help you. I implement what I advise so last night at a real estate investment association meeting in the Tampa Florida area I made two very short announcements
1. I acknowledged the coaches in the room then said the fastest way to grow a successful business is by working with right coach. I referenced my Results Guaranteed Coaching Program where most of the coaching fees for a real estate investment client are paid from the profits of real estate transactions that I coach them on finding.
2. I was somewhat hesitant to talk about the real estate deals in the pipeline since all of them for me are in other states. However I proceeded with emphasis on a turnkey bulk buy opportunity plus a single family turnkey opportunity with cash on cash returns of between 14.5% and 17% .I love this model because your money is working well for you with really great returns secured by the home. The link for more information on the Turnkey Residential Property Opportunities Click Here
Finally I asked the following:
Looking for a 3/2/2 with an in- ground pool for a lease option deal in the Sarasota market
Does anyone know of a good source of money – below 10% interest rate.
All the above was done in about 2 minutes and here are the results:
One person said he wanted me to coach him.
One person said he had $100,000 to put to work on the turnkey properties and wanted more information
I have lead on the Sarasota lease option request
I have a lead on the money request
Nothing Happens Until You Move! What Do You Think Would Have Happened Had I Not Gone To That Meeting or Attended The Meeting and Didn’t Say Anything?
Thank you,
Steve Pohlit, Managing Partner
Steve Pohlit International LLC
During this Google Hangout you will learn 22 ways your book helps you make a lot of money without even selling one copy. This presentation addresses all major barriers to book writing and publishing. Alan Bechtold is an expert publisher, editor and marketer. This was a great wake up call for me to implement more of his 22 points and publish my second book. Get your paper and pens ready you are about to experience some very valuable information.
Achieve Your Goals With A Proven Process for Success
As soon as I post a headline like the one above along with this chart most people are thinking money.
Goal Achievement Is Not About The Money
If it is not about the money, then why is there so much focus on the money? Because income is the one objective statistic of results achievement. Everyone I work with tracks more than 5 statistics on a daily weekly basis intended on moving them toward their income goal. These statistics are measured and graphed. The graph tells us the condition of that statistic and we can then apply an action based on the condition. For example if the action is to communicate with relevant groups on social media sites like Facebook and LinkedIn a target is set for how often this will be done. The target is set along with all other action steps based on the persons time availability considering other goals.
What Other Goals?
Family
Health
Spirituality
Community
As an example at the start of the this year I renewed my commitment to achieving my ideal weight. A month into this year I really had not made much progress. Then I noticed a group formed to achieve healthy weight management and lifestyle goals. I joined. Now one month later I have made great progress to achieving my goal. It looks to me like I will hit my goal in 2-2.5 months. Like in business there are key statistics I am tracking and not just my weight. So the logic we use in business is applied to other goals that we define as being important. I coach people on related goals if they want that help along with achieving their business goals. Normally goals in the areas of health, family, spirituality become increasingly important topics when income goals are not being achieved.
Great Steve But What About You – How Are You Progressing Toward Achieving Your Goals?
This is a fair question as I should be a demonstration of my coaching process working. I already addressed the progress of one major goal. In the area of my own business performance, I have not been on track in January and February. Toward the beginning of February, I took action intended to move my results close to or ahead of plan. I am happy to say there has been significant progress in the past three weeks and I can see the statistics I track showing me I am moving in the right direction now. There is more to do. However the stats I track tell me actions needed.
The Secret Sauce
1. Why – your why statement for each goal is very important. My Why Statement was the first document I developed before starting on my plan to achieve my ideal weight. This was supported by like minded people. Being in the group I am in is very valuable. In business having a clear why and having a coach makes all the difference. I know you think I am just saying that because part of my business is being a coach. If that is your view nothing I write here is going to change that. I do suggest you take a poll of successful people and ask them if they have worked with a coach and did it help them.
2. Statistics – tracking and graphing stats is so important. The graph tells you what to do. This is at the foundation of my coaching and is the biggest advancement I have made in my career. I learned this in the Stats Seminar led by Meir Ezra
Now It Is Your Turn
If you are not on track – what are you going to do about it and when?
No Hype – No BS – Just The Facts
“I stand behind everything I present and say related to business. If I guarantee the results – I guarantee the results. What I write and say is totally authentic and accurate. If I discover something that was written or said is incomplete or inaccurate, you will hear the correction from me.”
Steve Pohlit
“Results Guaranteed”
“Your Success Is My Business”
Three Business Services and Product Where The Results or Products Are Guaranteed
(click on each one for an exciting presentation)
“I stand behind everything I present and say related to business. If I guarantee the results – I guarantee the results. What I write and say is totally authentic and accurate. If I discover something that was written or said is incomplete or inaccurate, you will hear the correction from me.”
Steve Pohlit February 9, 2014
“Results Guaranteed”
“Your Success Is My Business”
Three Business Services and Product Where The Results or Products Are Guaranteed
(click on each one for an exciting presentation)
The Exact Steps To Building Sales and Gross Margin
You must first know the customers and products that account for 80% of your sales and profit. Please note that this required in-depth analysis of product sales and gross margin by customer. For some companies they may have a select number of customers that account for a large percentage of the revenue but do not account for the same percentage of profits.
Once you have this data then it is a matter of implementing programs to increase sales (see bonus below). Do not ignore gross margin. You cost of delivering a product or service to a customer could possibly be reduced with a resultant increase in profits, pricing may need to be adjusted or both.
Bonus Note: There are only three ways to increase sales:
1) sell more to existing customers
2) increase the transaction size of sales to existing customers and,
3) acquire new customers.
Also please note that increasing sales does not mean that profits will increase at the same rate or at all. For example, it can cost you more in the first year to acquire a new customer than that customer brings in first year profits. If that is the case you might be asking why would you do that. You might do that if the lifetime value of the customer exceeded the cost of acquiring that customer by enough of a margin to make it worth you time, money and energy.
Recently I completed this exercise with a client and directed the sales manager to schedule a meeting with the largest customer. The purpose of the meeting was to negotiate higher prices. The meeting was successful and the client realized an immediate benefit to profits as a result of this work. The effort was then extended to remaining customers and this client went from a break even profit model to earning 7-9% net income before tax on sales volume of approximately $12 million. Does the process work? It works every time.
Steve’s Law of Growing Market Share Part 1:
If You Use Half The Tools Available For Growing Sales and Gross Margin You Will Be In The Top 20% of Companies In Your Industry As Measured by Annual Sales Growth.
Steve’s Law of Growing Market Share Part 2:
If you use 90% of the tools available to you for growing market share and profits, you will achieve elite status. If you consistently use those tools each day, week and month, you will maintain elite status and be healthier and happier along the way.
May You Achieve Success Beyond Your Most Amazing Dreams
Steve Pohlit,
Business Development and Real Estate Investment Coach
Managing Partner,
Steve Pohlit International LLC www.stevepohlit.com
How To Double, Triple or Even Quadruple Your Business Profits
Toward the end of November I began positioning our clients for a fast start to increased results in the next year. Each person was assigned the task of preparing the detailed business plan for 2014. Of course I am guiding them on how to do this and I am being guided by my coach and mentor Meir Ezra.
There is a lot of foundational material behind the following outline that includes seminars, courses and more. As you read this understand there is an exact process to follow and that leads me to the one statement that when I heard Meir first say it in November 2012 started a whole new journey for me. That is: “if you follow the process, you cannot fail!”
Step 1: Write The Plan
With every client we move along a gradient scale. What that means is every person has different levels of experience and their plan will mirror their ability to implement. Regardless of experience, every client needs to have a very clear starting point backed by data. The data for established companies will include the history of sales, gross profit, expenses profit, cash and more. The data tells us the condition of the business. With that definition we will apply the right formula.
Clients just starting their business are in a non-existent condition for that business so the first step is for to make themselves known in the market place. Clients with weakening performance are in a danger condition and the first step for that condition is for the owner to by- pass key people and routines. There are six primary conditions and related formulas. The conditions apply to the company and to positions in the company. Graphing the data gives us the condition. Once know we know what to do – apply the right formula.
Know your condition as you move into 2014 so when you define your performance targets you are already implementing the right actions to achieve the targets. The performance targets include all major statistics: sales, profit, cash, debt, owner’s reserve as an example. The plan needs to address scope of business. For example we have real estate investors now expanding from doing their first residential deal to looking at multi-family buy and hold, being a referring funding partner, new construction and more. They are moving along the gradient scale. We have a client with a retail business now looking to expand the product offer, add an online store and open new locations. Candidly with any of these people if I would have begun to paint the expanded picture when I first started working with them they would not have believed it and they likely would have become stuck.
At this point clients are at the stage of the plan being an operating plan. We are currently looking at a near term horizon which for most is the year. For most a more strategic view is still emerging . Right now what is most important is for each to achieve their income goals as that will fuel strategic development.
Company targets are measurements behind the company plan. The company plan and targets are supported by sub-plans or mini plans. The mini plans have scope of business and targets. For example the retailer has a plan and targets for his main location and a plan for the online business and new locations. The real estate investor has a plan and target for the total business and mini plans for the residential buy fix and resale segment, the multi-family buy and hold segment and so on. Another client has plans for providing tech services to different market segments like home based businesses, businesses with employees, professional service firms, restaurants and more. The key is to have a specific mini plan for each segment or niche where you are developing business. Like your company operating plan the min-plan has specific performance targets.
This outline is very similar to the detailed material presented in my book Building Business Profits Fast The difference now is the additional information on defining conditions of the business and positions and apply the right formula for the condition. Since many reading this may not understand completely the condition part of this outline I recommend defining your company and mini plan targets with a huge emphasis on programs to nurture existing customers and massively expand through effective marketing and PR for new customers or deals.
Step 2
Program your annual company and mini plan into monthly and weekly plans. For our tech services client we have daily income targets. We are moving in that direction with our retail products store client and professional services client.
Step 3 Define Daily Targets for Each Task
Define the daily tasks that must be done to achieve the weekly and monthly targets. For example a number of daily tasks for every client are in the category of marketing. Real estate investors are calling realtors and other people connected with properties. A professional services person is calling prospective clients or people who may be connected to prospective clients.
Normally email marketing and social media marketing is part of the tasks that are performed. The key is a clear definition of the number of calls, the number of emails, the number of postings to groups on Facebook or LinkedIn as an example and the number is targeted by day. We have an excel spreadsheet set up for this that we call Target and Statistics.
Once set up for the week, there is one more action that is the key to achieving the targeted tasks and that action is scheduling the time on the calendar for getting the tasks done. This one action usually improves productivity by 50% or more.
Your Gift : A Complementary Coaching Session Click Here
May your success exceed all your dreams and desires
Do you know your business statistics? In my career I have learned the importance of tracking the numbers. Measurement of actual vs. plan is critical to success. Two years ago I learned a graphing technique and how to interpret what the graph is telling you. I thought I knew. i did not know.
