The Business of Last Quarter

After watching and assisting businesses through October, November and December for over forty years, I have come to realize that many business leaders are very ineffective at managing through the last quarter of the year. Here are a few of the comments I consistently hear during the last part of September or first part of October:

“Well, last quarter is usually slow, so just take it easy, and we’ll catch up in January.”

“Don’t worry about last quarter; it’s always slow, maybe a good time to take some time off.”

“It’s no big deal, we always make it through somehow!”

If you have heard any of these or similar comments, remember that these statements are being made every year in every industry, and it is simply not true!

Last quarter is not slow or bad for business, it is just DIFFERENT! So, if you want to approach the last two months of this quarter differently this year, rather than buying into the same old worn-out jargon, here are a few suggestions that I have found to work consistently.

Number One: Have a Plan! Since last quarter is different, we need to treat each of these last two months differently. First, identify exactly what is different. The big difference related to last quarter is there are three major, universal holidays – Thanksgiving, Christmas and Hanukkah. Each of these holidays often involves up to 1 – 3 days, plus travel, vacation time off, shopping and visiting guests. All these activities can add up to approximately two to three weeks of last quarter. That should leave about six weeks of work time to accomplish the goals that you have set for these last two months. So, you have about six weeks of work time available to accomplish eight weeks of work; do not be too quick to say impossible! I have seen it work consistently for over 40 years, and the key is to make sure that you have a comprehensive plan.

Number Two: Stick to your daily planning!  Always plan tomorrow before tomorrow begins.  You need to have a detailed plan for each work day in November and December. It is good to double up on your work efforts for the first three weeks of November and December. This can compensate for the distractions of the holidays and ensure you can still enjoy this special time, as well as reach your goals for the end of the year.

Number Three: Set SMART (specific, measurable, attainable, realistic, target date) goals for both November and December. Make sure you stick to your commitments to these goals. I have found that many people allow the distractions of the last week of both November and December to prohibit them from following through with a good work effort during the first three weeks of November and December.

This is a fourth quarter plan of action I have used for most of my professional life. Trust me; it works much better than the old worn-out plan to “forget last quarter; it’s bad for business.” Do not believe it! It is simply not true if you have a plan.

If you feel that we can possibly assist you with last quarter planning, give us a call. We would be happy to speak with you about how we can help you achieve your goals and finish strong for 2025!

Until next time,

David Byrd