3 Steps for Strategic Planning of the Future

The world is different, and outdated strategies no longer work. Today, innovation knocks on our door every day, with constantly updated artificial intelligence. Anyone not connected to the new, the novel, will fall behind. Therefore, we need to change, to update our planning methods as well. After all, new times demand new planning.

The above speech encapsulates the spirit with which businesswoman, advisor, writer, and speaker Tarsia Gonzalez conveyed the strategic pillars of Transpes' 2025 plan. Transpes, one of Brazil's largest logistics companies with 23 branches nationwide, has won the "Você S/A Best Companies to Work for in Brazil" award for three consecutive years.

According to Tarsia, businesses' sales and human resources departments need to be aware of these changes. "The idea is for the company as a whole to adopt a futuristic, bold posture, without abandoning the values that guide its growth," she says. She outlines three key points of a strategic plan to prepare companies for the future:

First step: Process Standardization

When we talk about standardization, the goal is to create a structured pricing base and disseminate essential technical knowledge (tax, fiscal, routes, equipment, and operations) throughout the entire team. This ensures that teams work in unison, pursuing the same goals with the same tools.

And how did they achieve it? Tarsia responds: "Through the implementation of continuous training and tools that centralize strategic information, ensuring sales teams are prepared to act with a consultative approach and empowered by reliable data."

Second step: Please provide the Portuguese text you would like translated.Alignment between Sales and Operations

Here, the goal is to ensure a smooth integration between sales and operations, eliminating bottlenecks in the handover process and creating synergy in the capture, sales, and delivery cycle. This movement reduces the chance of errors, delays, and, especially, helps maintain the quality of the entire production chain. How to do it? "By structuring alignment rituals (regular meetings and check-ins) between the areas to anticipate challenges and adjust expectations, ensuring customer delivery and satisfaction," explains Tarsia.

Third step: Please provide the Portuguese text you would like translated.Customer Engagement and a Consultative Relationship Focus

Overcoming client reluctance to provide feedback (NPS) and strengthening business relationships with a consultative positioning and engagement strategies is urgent in times of hyper-information and constant innovation. According to Tarsia, this is achieved by adopting personalized approaches, such as targeted follow-ups, sharing results, and building clear value propositions that demonstrate tangible benefits for the client.

For the specialist, it's more than time for Brazilian companies to understand that the world is the limit, and that only governance and standardization, combined with an open mind toward the future, can leverage the market and take Brazil to a different reality. "It's more than time for us to use the knowledge we already possess and the quality of our processes to take our country to an innovative and prosperous position. I believe it, and you?"