As we approach the final quarter of the calendar year, many business owners feel the pressure mounting. Conversations often revolve around cash flow challenges, workforce needs, or preparing for the end-of-year rush. Yet, the truth is, every month has a 25th, and every quarter provides a new opportunity. It’s how you act today that determines your future. Success isn’t seasonal—it’s built on consistency and clarity.
The Predictable Power of Planning
Take a moment to ask yourself: What does my work in progress (WIP) look like three, six, or even 12 months from now? Whether your projects last weeks or months, you should always be looking ahead. Predicting your WIP isn’t just about knowing what’s coming; it’s about identifying gaps and opportunities before they become problems.
Businesses often get caught in the cycle of “busyness.” Teams race to deliver on current jobs, but the quote register dries up, and the pipeline shrinks. Suddenly, stress levels spike as you scramble for the next project. The solution? Treat your quote register, workflow, and cash flow as non-negotiables. Could you keep your eyes on them weekly?
The Real Cost of Overlooking Your WIP
Ignoring your WIP is like being a conductor who abandons the orchestra. Without leadership, the music falters, and chaos ensues. When you neglect your pipeline:
- Leads disappear: A lack of focus on generating and following up on leads means fewer opportunities.
- Cash flow stalls: Without future work secured, financial stress becomes inevitable.
- Team morale dips: Poor planning creates burnout or uncertainty for your team.
Would you rather deal with “too much work” or “insufficient work”? The answer is obvious. Managing an overflowing pipeline may require long hours, but it’s far less stressful than the alternative.
Practical Steps to Build Predictability
- Review Your WIP Regularly
- Set time aside weekly to assess your quote register and work in progress. For short-term projects, aim to secure 60-70% of your next quarter’s workload in advance. For long-term projects, focus on covering 70% of your revenue goals six months out.
- Communicate Transparently
- Keep your team informed about upcoming work and resource needs. Clear communication reduces uncertainty and builds trust, ensuring your team is aligned and motivated.
- Say No to Unprofitable Work
- Not all jobs are worth taking. Prioritise projects that align with your ideal margin, customer, and timeline. Taking on “just anything” to fill gaps often leads to rework, overtime, and a damaged reputation.
- Focus on Small Improvements
- Success isn’t about Herculean efforts but consistent, incremental progress. A 1% improvement each day can lead to extraordinary results over time.
The Importance of Leading with Clarity
Your actions reflect who you are as a leader. If you panic, your team will panic. If you lead with confidence and clarity, your team will follow suit. Stress often stems from failing to act when it matters most. Avoid the rearview mirror of regret by focusing on the windscreen of opportunity.
Ordinary actions, done consistently well, deliver extraordinary results. Whether it’s maintaining your quote register, managing your WIP, or building team engagement, your dedication to the basics will set you apart.
Conclusion: Success Isn’t Seasonal—It’s Predictable
Your actions today are the foundation of your future. By staying disciplined, managing your pipeline, and focusing on consistent improvement, you’ll survive the busy end-of-year period and thrive well into the next quarter and beyond.
Take the Next Step
At Business Benchmark Group, we help business owners like you create predictability and confidence in their operations. If you’re ready to build a system that supports sustainable growth, contact us or join one of our programs.
Success starts with planning. Your future is waiting—take action today.
