10 — Two-Year Operating Plan (plan-on-a-page)
The two-year plan ties Sprints 1–10 into a single page that any new joiner can read in 5 minutes. It is reviewed at every QSR (Sprint 9 §05) and is the only place where the company's bets, numbers, and constraints sit together.
North Star
Quality cohort hours, delivered by accredited coaches, evidenced rigorously, at the lowest sustainable cost per outcome.
We move the business by moving (a) cohorts delivered, (b) outcome confidence factor, (c) gross margin — in that order. Revenue is a consequence, not a target.
Year 1 — S2 consolidation
Theme: prove the machine in one geography.
| Pillar | Target | Source |
|---|---|---|
| Stage | S2 (repeatable) | §01 |
| Geography | UK, 2 hubs (London + 1 regional) | §05 wave 1 |
| Active cohorts (steady state) | 25–30 | §03 |
| Annual cohort count | 90–110 | §03 |
| Revenue capacity | £4–5m | §03 worked example |
| Gross margin | ≥ 55% per cohort | §04 |
| LTV / CAC | ≥ 4× | §04 |
| Coach bench (accredited) | 12 → 18 | §02, Sprint 7 |
| Confidence factor (avg shipped outcome) | ≥ 0.7 | Sprint 8 §05 |
| Safeguarding flags open > 7 days | 0 sustained | Sprint 9 §10 KPI #6 |
Big bets (Year 1):
- Hybrid dashboard hardened + Evidence Room v1 live (§08 Now)
- Coach pipeline scaled from 12 → 18 accredited (Sprint 7)
- Second UK hub live with first 3 anchor clients (§05 wave 1)
- CRO / Commercial Lead in seat; CAC payback < 12 months (§02, §04)
Explicitly NOT doing in Year 1: international, multi-tenant client portal, channel-partner program.
Year 2 — S3 transition
Theme: prove the machine in a second geography without breaking the first.
| Pillar | Target | Source |
|---|---|---|
| Stage | S3 (regionalised) | §01 |
| Geography | UK (2–3 hubs) + first international beachhead (likely Ireland or Netherlands) | §05 waves 2–3 |
| Active cohorts (steady state) | 50–70 | §03 |
| Annual cohort count | 180–230 | §03 |
| Revenue capacity | £8–11m | §03 |
| Gross margin | ≥ 55% per cohort; regional ≥ 50% by Q4 | §04, §05 exit criteria |
| LTV / CAC | ≥ 5× direct; ≥ 4× blended (incl. partners) | §04, §07 |
| Coach bench (accredited) | 18 → 30, with ≥ 6 in first international market | §02, §05 entry criteria |
| Confidence factor (avg shipped outcome) | ≥ 0.75 globally; ≥ 0.65 in new region for Y2 | Sprint 8 §05 |
| Safeguarding | 0 Sev 1 incidents; tabletops run in every region | Sprint 9 §08 |
Big bets (Year 2):
- First international beachhead — entry criteria fully met before launch (§05)
- Evidence Room v2 with regional comparability + external assurance pass (§06, §08, §09 RR-106)
- Tier A partner program live; ≤ 15% of revenue from partners (§07)
- Succession plan in place for every Exec role (§09 RR-109)
- Multi-tenant client dashboard live for Tier 1 accounts (§08 Next)
Explicitly NOT doing in Year 2: second international market, M&A, US entry, Tier B channel partners at scale.
Constraints we will not breach
These are not stretch targets — they are stop conditions. Breaching any one triggers a QSR-level intervention.
- Cohort gross margin < 50% for two consecutive quarters
- Cash runway < 9 months
- Safeguarding flag open > 14 days
- Coach utilisation > 80% for 3+ consecutive weeks
- Confidence factor on a published claim < 0.5
- Any single client > 25% of ARR at S3 (> 15% at S4)
- Any region in active "pause criteria" state (§05) for > 1 quarter
What gets reviewed when
| Review | Cadence | Looks at | Source |
|---|---|---|---|
| Weekly scorecard | Friday | 12 KPIs (Sprint 9 §10) | All |
| Delivery review | Weekly | Cohort RAG, attendance, safeguarding | Sprint 9 §03 |
| MBR | Monthly | KPI pack, risk register Highs | Sprint 9 §04 |
| QSR | Quarterly | OKR reset, plan-on-a-page, risk re-rank, stage move | Sprint 9 §05 |
| Board | Quarterly | Impact, financials, risk, safeguarding, CEO report | Sprint 9 §01 |
| Annual offsite | Annually | Next 2-year plan refresh | This file |
Sequencing logic (why this order)
- Year 1 fixes the constraint that bites earliest at S2: commercial throughput matched to coach bench depth, both reading from the capacity model (§03).
- Year 2 fixes the constraint that bites earliest at S3: regional quality + evidence comparability, gated by the entry criteria (§05) and the new risk rows (§09).
- We do not attempt the S3 international move until the S2 machine has run two consecutive green quarters on the 12 KPIs. That gate is non-negotiable.
One-line summary
Year 1 — prove the machine. Year 2 — prove it travels. Everything else waits.