Performance Development Plan - PDP

Tool designed for revenue and sales leaders in the hospitality sector. This tool helps in organizing meetings and analyzing business segments to maximize revenue opportunities. Let’s break down how it works:

PDP Workbook Design Overview

1. Objective/Instructions Worksheet

Purpose:

• Provides an introduction to the workbook and detailed instructions on how to use it.

Contents:

• Overview of PDP goals (Performance Development Plan for Revenue & Sales)
• Instructions for entering revenue, room nights, and budget data
• How the worksheets connect and guidance on adjusting risk assessments
• Key milestones (review deadlines, feedback loops)

2. Time Allocation – Revenue Worksheet

Purpose:

• Allocates the meeting time by revenue segment based on the revenue mix and risk level.

Contents:

• Columns:
• Segment names (e.g., Premium, Corporate, Special Corporate, etc.)
• Current Year Revenue
• Prior Year Revenue
• Budget Revenue
• Comparison metrics: % Change vs Prior Year, % Change vs Budget
• Risk Assessment (High, Medium, Low)
• Suggested time allocation for each segment based on risk

• Links:

  • Pulls data from Segment Diagnostic Worksheets
  • Risk assessments feed into "Optimal Mix" Calculation Worksheet

   3. Time Allocation – Roomnights Worksheet

  Purpose:

  • Suggests meeting time allocation based on room nights instead of revenue, accounting for segment shifts and risks.

  Contents:

  • Columns:
  • Segment names
  • Current Year Roomnights
  • Prior Year Roomnights
  • Budget Roomnights
  • % Change vs Prior Year and Budget
  • Risk Assessment
  • Suggested time allocation based on mix and risk

  • Links:

  • Connects with Segment Diagnostic Worksheets for segment-specific data
  • Aligns time allocation with Revenue Worksheet to ensure balanced discussions

  • 4. "Optimal Mix" Calculation Worksheet

    Purpose:

    • Allows users to experiment with different segment mixes to optimize revenue.

    Contents:

    • Columns:
    • Segment Names
    • Current Year Data (auto-filled from other sheets)
    • Adjustable: New Roomnight Mix and Average Rate
    • Calculated: New Revenue Total
    • Comparison vs Prior Year and Budget
    • Risk Level Adjustment based on new mix

    Links:

  • Data flows from Revenue Worksheet and Roomnights Worksheet
  • Feeds results into the Time Allocation Worksheets to adjust meeting focus

  • 5. Segment Diagnostic Worksheets

    (One sheet per segment, e.g., Premium, Corporate, Leisure, etc.)

    Purpose:

    • Analyze each segment's historical, current, and future performance to identify revenue opportunities.

    Contents:

    • Columns:
    • Segment-specific revenue and roomnight data
    • Market/Competitive Environment Analysis
    • Historical performance trends
    • Forward-looking insights and potential revenue opportunities
    • Key questions to drive discussion (e.g., "How can we increase corporate group bookings?")
    • Option to replace segment definitions for hotels with specific needs (e.g., Catering Segments)

    Links:

  • Feeds into Revenue and Roomnight Worksheets

  • Risk assessments update Time Allocation Worksheets

6. Contract & Group Catering Worksheet

Purpose:

• Focuses on contracts and catering revenues, often significant for certain properties.

Contents:

• Contract and catering revenue by year
• % change vs prior year and budget
• Identifies potential risks (e.g., seasonal challenges in catering)
• Suggested time allocation for contract & catering discussions

Links:

• Feeds into Revenue Worksheet
• Reflects in Time Allocation Worksheets

7. Summary Sheet

Purpose:

• Provides a high-level overview of all segments with key metrics, ensuring nothing is missed.

Contents:

• Consolidated view of all segment revenues and room nights
• Risk summary by segment
• Total meeting time allocated
• Actionable insights identified for each segment

Links:

• Pulls data from all segment worksheets and summary diagnostics
• Updates final suggested meeting time in the Time Allocation Worksheets

8. Meeting Planner Worksheet

Purpose:

• Organizes the PDP meeting agenda based on the time allocation recommendations.

Contents:

• Columns:
• Segment Names
• Allocated Time (from Time Allocation Worksheets)
• Key Discussion Points (from Diagnostic Worksheets)
• Action Items (for follow-up after the meeting)
• Responsible Owner

Links:

• Uses inputs from Revenue, Roomnight, and Optimal Mix Worksheets
• Feeds action items to Summary Sheet for tracking

How the Worksheets Work Together

1.     Data Flow:

o    The Segment Diagnostic Worksheets provide raw data (revenue, roomnights, market analysis) for each segment.

o    This data flows into the Revenue and Roomnight Allocation Worksheets to determine where the focus should be during the PDP meeting.

2.     Risk Adjustments:

o    Risk levels identified in the Segment Diagnostic Worksheets adjust the suggested time allocations in the Time Allocation Worksheets.

o    Users can override risks if business strategies have shifted (e.g., rebalancing between Corporate and Leisure).

3.     Optimizing Revenue:

o    The "Optimal Mix" Calculation Worksheet helps fine-tune the business mix and provides new targets, which reflect in the Time Allocation Worksheets.

4.     Final Meeting Plan:

The Meeting Planner Worksheet consolidates all recommendations into an actionable agenda, ensuring all segments are adequately discussed with focused action plans

This design ensures that the PDP workbook guides revenue and sales leaders through analyzing performance, setting optimal goals, and aligning strategies across all business segments. The dynamic links between sheets make the process seamless, giving users a comprehensive view of their business while efficiently organizing meeting discussions.

How to Design an Effective Performance

 Development Plan (PDP) Workbook for Hotels

Part 2