The Overlooked Art of Briefing

[Flawless Execution Webinar Series]

The Session will Begin Shortly!

Joel “Thor” Neeb

@JoelThorNeeb

Webinar Host

• President of Afterburner

• USAF F-15 Mission Commander

• U.S. Presidential Escort Missions

• Air Force Academy Graduate

• M.S. Aerospace Science / MBA from UT

• Instructor Pilot of the Year at USAF Training HQ

• Embedded with Silicon Valley Tech Company in 2015

Joel “Thor” Neeb Atlanta, GA

FLAWLESS EXECUTION CYCLE

PLAN BRIEF

EXECUTEDEBRIEF

WIN!

21-YEAR CLIENT AVERAGE

6.85PLANNING

3.73DEBRIEFING

5.01BRIEFING

7.93EXECUTING

Why Brief?

• Transition from planning to Execution• Connect strategy to activity• Compel the team to accountable

execution• Build a Common Mental Model• Improve performance

What is a Brief?

• Not another meeting• Process to communicate key plan details• Final alignment – like a “starter gun”

How to Prepare

• Setting: Same place, same time, schedule for 15 minutes

• Preparation: Slides, handouts, key stakeholders invited, phone conference set up

Brief the ScenarioRestate the Mission ObjectiveIdentify Top Threats and ResourcesExecute the Final PlanFlexibility and Contingencies Plan Review

BRIEF

B. R. I. E. F.

Brief the Scenario

• The “Big Picture”–Alignment to strategy–The “Why”–Provide context

• Take at least three minutes here!

Restate the Mission Objective

• Clear, measurable, achievable, and supports the High Definition Destination

• Post Mission Objective clearly in a dominant place in your work environment

Identify Top Threats and Resources

• Top Threats–Create a sense of urgency to act–Confidence in plan–Remind team to alert you of new

Threats during execution• Top Resources

Execution of the Final Plan

• Who does What by When• Each detailed Course of Action is

reviewed • Clear roles and responsibilities

–One person for each task!

Flexibility and Contingencies Review

• Key to agility during execution• Review contingency plan triggers• Build confidence in the team members

that are still wondering “What if?”

Rules of Engagement

• 15 minutes max!• No questions until the end• Use visual aids

Team: Sales LeadersChampion: CEO - Murph Ace: Thor

Strategic AlignmentCreate a new execution rhythm for our widget sales teams that drives healthier pipeline and removes end-of-quarter flail. This will allow teams to work smarter, not harder and our business will grow and become more predictable.

• Develop and deploy a standardized process to achieve qualified pipeline at 3x revenue forecasted for Q2 by March 31st, 2016

Qualified = assessed by sales leader

Tactical Mission Objective

Top Threats / Available ResourcesTop Threats1. Sales team roles poorly

defined2. Lack of strong pipeline in a

slow quarter 3. Current quarter distractions4. Lack of clear forecasting5. Lack of ops support

Resources1. VP of Sales2. Sales team training3. Pipeline inspection

meetings4. Out-quarter pipeline

dashboard5. Spiff for pipeline

achievement

WHO WHAT WHEN

Murph Mission Briefing to entire sales team, release SPIFF January 25th

Sandra Create out-quarter pipeline dial in Salesforce January 27th

Gomez Identify best practices and pockets of success February 2nd

Gomez Create new standards for pipeline creation February 10th

Joe Release training syllabus for best practices February 14th

Charles Conduct first pipeline inspection sessions February 14th, weekly

Ansley Identify pipeline gaps and assign mentors February 28th

Thor Lead “Success stories and challenges” session March 1st

Thor Debrief Mission April 7th

Final Plan

Flexibility — ContingenciesTrigger / Action Matrix

CONTINGENCY TRIGGER ACTION

Lack of strong inbound <80% Qualified Leads Quota Implement outbound referral

plans

Lack of Ops support Safety stock inventory levels Murph – engage with Ops Leaders

Ready, HIT IT!

Lets Connect!Joel “Thor” Neeb

thor@afterburner.comAfterburner.com

Office: (404) 835-3500

[Flawless Execution Webinar Series]

Questions from the Audience

@AfterburnerInc Afterburner

[Flawless Execution Webinar Series]