Every business has a plan. Strategy decks get built, targets are set, and leaders head into the quarter optimistic. Yet most companies still fall short. Research shows that only around 20 percent of firms actually deliver on more than 80 percent of their strategic goals. That gap between intention and reality is what consultants and coaches call the execution gap.
For Perth businesses looking to scale, this gap is often the silent killer. It is not that the vision is wrong or the market is missing. It is that execution fails. The result is missed targets, frustrated teams, and wasted opportunities.
What is the Execution Gap?
The execution gap is the space between what leaders say will happen and what the business actually achieves. It shows up in missed deadlines, abandoned initiatives, and strategies that sound great in the boardroom but never land with customers.
The signs are easy to spot:
- Employees are not sure who is responsible for what.
- Priorities shift every week, and people stop paying attention.
- Numbers are reviewed too late to make a difference.
- Leaders spend more time firefighting than focusing on growth.
It is not about poor ideas. It is about a lack of discipline.
Why Strategy Often Fails in Execution
Three common problems drive the execution gap:
- No clear ownership.
When two people “share” responsibility, neither is truly accountable. If no one knows who owns sales, finance, or operations, important work slips through the cracks. - Vague goals.
“We need happier customers” sounds good, but it means nothing without a number attached. Without a measurable outcome, teams cannot align around success. - Inconsistent rhythms.
Leaders announce big goals at the start of the quarter, but by week six, no one is talking about them. Without daily, weekly, and quarterly meeting rhythms, momentum dies quickly.
These problems compound as the business grows. A small team can sometimes manage by intuition. Once you reach 20, 50, or 100 people, gaps widen fast.
Scaling Up Tools That Close the Gap
Verne Harnish’s Scaling Up framework is built around one core belief: execution is a discipline. You cannot simply hope it happens. You have to build systems that make it inevitable. Four of its tools are particularly effective for closing the execution gap.
1. FACe – The Function Accountability Chart
Every company has core functions: sales, marketing, operations, HR, finance. The FACe chart assigns one accountable leader to each. Next to each function sit three to five KPIs and results. The outcome is clarity. There is no debate over who owns what.
2. PACe – The Process Accountability Chart
Functions are only half the story. Processes cut across departments and are often where work gets stuck. The PACe chart maps 4–9 critical processes such as lead generation, order-to-cash, or hiring. Each process gets one owner who tracks speed, cost, and quality. It is not about control, it is about accountability.
3. Critical Numbers
Scaling Up companies pick one Critical Number per quarter. This is the KPI that matters most right now. It could be cash collected, customer churn, or cycle time. Everyone can see it, everyone can influence it, and progress is measured weekly.
4. Meeting Rhythms
Daily huddles, weekly meetings, quarterly reviews. These rhythms keep strategy alive. Without them, even the best plans fade after the launch meeting. With them, priorities stay visible, problems surface fast, and alignment builds week by week.
Why This Matters for Perth Businesses
Perth is home to companies across mining services, construction, tech, and professional services. These industries share a common challenge: they scale quickly, often faster than their systems. Growth exposes weaknesses.
A Perth-based construction business might set ambitious revenue targets but struggle because project handovers are chaotic. A tech start-up might win clients but choke on onboarding because no one owns the process. A professional services firm might lose margin because the team tracks hours but not outcomes.
In each case, the problem is not strategy. It is execution. The gap is what costs revenue, profit, and team morale.
That is why more Perth leaders are turning to Scaling Up coaching. By building clarity with FACe and PACe, setting Critical Numbers, and embedding rhythms, they make execution a habit rather than a hope.
Practical Steps to Start Closing the Gap
If you suspect your company has an execution gap, here are a few ways to begin:
- Audit your functions. List sales, marketing, ops, finance, and HR. Write one name next to each. If you have blanks or duplicates, that is a red flag.
- Define your Critical Number. Ask: “If we could only move one number this quarter, what would make the biggest impact?” Make it visible, measurable, and owned.
- Introduce rhythms. Start with a daily huddle: 10 minutes to share priorities, roadblocks, and updates. The goal is alignment, not long reports.
- Shine light on processes. Pick one broken process (customer onboarding, invoicing, order fulfilment) and assign a process owner to fix it.
Small steps compound quickly. Within one quarter, you will notice less chaos, faster problem-solving, and greater focus.
The Payoff of Closing the Gap
Closing the execution gap is not just about hitting numbers. It is about trust. Teams gain confidence when they know the plan will be followed through. Leaders regain time because they are not constantly firefighting. Customers see consistency and reliability.
For Perth companies, where competition and growth opportunities move fast, execution discipline is often the difference between plateauing and scaling.
Rolling Start works with leaders across Perth to apply Scaling Up tools that bring discipline and results. Strategy is essential. Execution is everything.