EO Austin Texas Oct 2013

The Business Execution – made simple
Business Execution Experts ™
Lead Change With Certainty
Transform Your Business Potential into Extraordinary Results

“Yes” = Absolutely, 100%, and we can prove it
“Yes” = Everyone in our company agrees “yes”

Otherwise your answer = “No”


Change
The Business Execution Experts ™

™
Business Execution –Certainty
Lead Change With made simple

Source; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable Times

Transform Your Business Potential
Extraordinary Results

™
Business Execution – made simple



GLOBALIZATION




How most people are dealing with
this!




Darwin

It is not the strongest
who survive

nor the most intelligent
but the ones
most responsive
to change


The 5 Pillars of Execution
VISION

STRATEGY
ACCOUNTABILITY

ENGAGEMENT
CADENCE



Vision




Where

BHAG

Vision
Core Values
Who

Core Purpose
Why

Core Values
Fit

TheBusiness ExecutionCertainty ™
Business Executionsimplified
Experts
Lead Change With –



Example of a “well known” firm’s values:
● Communication
 We have an obligation to communicate. Here, we take the time to talk with
one another and listen. We believe that information is meant to move, and
that information moves people

● Respect
 We treat others as we would like to be treated ourselves. We do not
tolerate abusive or disrespectful treatment

● Integrity
 We work with customers and prospects openly, honestly and sincerely.
When we say we will do something, we will do it.

● Excellence
 We are satisfied with nothing less than the very best in everything we do.
We will continue to raise the bar for everything we do. We will have fun
discovering how good we can be

● A Good Bugger is someone who:
●
●
●
●
●
●

is fun to be with;
putsTo get everyone home safely each night.
their people first;
is a Fair days pay for a fair days work.
leader;
plays above the line;
Promote Isaac’s positively.
is innovative and provides excellence;
is committed to satisfying.
Do it right first time.

Don’t take the piss.

“3 coats of paint,
means 3 coats of paint”

Experts



1. Do you have "real" Core Values to guide the
behaviors of your people?

Experts



Defining How The World Is Energized

46

„To solve unsolved problems‟

Experts


47


To make people happy


2. Do you have a clear & compelling Core Purpose
that explains why your company exists?


BHAG


(© Jim Collins)

have taught 20 Million students to play music.

An Accident Free World
By 2020 No one will die in a new Volvo

3. Do you have a clear and compelling long-term
strategic vision for your company?

Experts



Where

Vision
Who

Why


VISION

STRATEGY
ACCOUNTABILITY

ENGAGEMENT
CADENCE

™
™



Strategy




VS

Experts
Business Execution – – simple
Lead Change With made



Experts



Doug Hall
9804 brands analyzed over a 5 year period
901 were tracked from introduction

Experts



Most effective company growth strategy =
a) Build customer loyalty?
b) Find new customers?
b) Finding new customers = 2.8x more effective

Experts



Most effective revenue growth strategy =
a) Increase average $ sale?
b) Increase purchase frequency?
a) Increasing average $ sale = 3.9x more effective

Experts



I said…

Experts



Presenting Data to customers =
a) Use charts and graphs?
b) Use clear and simple words?
b) Clear and simple words 2x more effective
Reduce mental processing.

Experts



Most effective credibility strategy =
a) Testimonials from satisfied customers?
b) Product / service demonstrations?
b) Demonstrations 47% more effective
Personal experience of your product/service is the key

Experts



Customers prefer sales people who are
a) Highly dependable?
b) Highly competent?
a) Dependability 320% more important

Experts



Most effective growth strategy =
a) Expand your offering to serve different market
segments?
b) Reduce offering to focus on 1 segment only?
b) Focus strategy - 60% greater chance of success

Experts



Most effective marketing strategy =
a) Offer 1 benefit?
b) Convert all your features into benefits?
a) 1 blunt, overt benefit =
• 75% more likely to survive > 5 years
• 54% more likely to succeed
More than 2 benefits = lowers chances of success

Experts



Branding & Written Communication =
a) Respect customer‟s intelligence?
b) Dumb it down to 10 year old comprehension level?
b) 10 yr old level = 70% more effective

Experts



Strategy




Establish a point of difference

Better
Cheaper
Faster

4. Have you specified the geographic regions you will
market and sell your products & services to?


Focus

Apple’s iPhone
Target Market:
● Mid-30s Male
● Urban Hipster
● Loves technology
● Wants to be seen as current,
“with it”, shows off to his
buddies


“There is only 1 winning strategy.
Carefully define
the target market
and direct a superior offering
to that target market.”
Professor Philip Kotler


5. Have you documented the key characteristics
of the target market customer for your brand?


If your customer doesn’t
have a problem
GIVE THEM ONE!”
“

- Tom Peters


6. Have you documented the key needs, problems,
frustrations, and desires of your target market customer? ?


What do your target
customers value most?
Low cost
Consistency
Speed
No hassles

State of the art
Products and Services

Customized products
Personalized solutions

Value Discipline
(Generic Strategy)

Company examples

Strategic Focus

Operational Excellence

Dell, Wal-Mart, FedEx,
McDonalds,
South West Airlines

Product Leadership

Apple, Sony, Intel, Merck,
Pfizer, Nike, 3M

Customer Intimacy

McKinsey, Nordstrom, IBM,
Ritz Carlton

7. There are only 3 strategic games. Do you know which
game are you playing, and are you playing that game to
win?


“The difference between successful people
and very successful people
is that very successful people say "no"
to almost everything”

Warren Buffett

™
The
Execution Experts ™



“The temptation of business
is always to feed yesterday
and to starve tomorrow”

Peter Drucker


8. Have you specified which activities are core to
your chosen strategy?
9. Have you specified which activities are NOT
core to your chosen strategy?


How Obvious are you


If you can’t state your position in 8 words or less,
You don’t have a position” Seth Godin


10. Does your brand have a clear
positioning statement?


The Feeling Of Complete Freedom

What’s your Emotional Benefit?

™



Functional
Economic doesn’t
If a customer

Emotional
have a problem
give them one!

™



Your Building Consent in 10 Days
Guaranteed

Experts



A

B

Experts



Why should I buy from you?
…and why else?
.

…?

Experts



Have you clearly specified the 3 key benefits
for your brand?


EMOTIONAL benefits
How you make them feel

Brand
Promise

ECONOMIC benefits
What it means in time or money
(the value you provide)

FUNCTIONAL benefits
What your product or service does
(your product attributes)


11. Have you clearly specified the 3 key
benefits for your brand?


12. Do you have clear and compelling
promise for your brand?


The BusinessBusinessCertainty ™
The Execution Experts Experts.
Lead Change With Execution
Transform your business potential
Transform Your Business Potential into Extraordinaryinto extraordinary results
Results

TM

Threat of New Entrants


Threat of Substitute Products or Services


Bargaining power of Customers

Execution Experts Experts.
The
Transform your business potential Results

TM

Bargaining power of Suppliers

The

TM

Rivalry
amongst
existing
Competitors

The

TM

BusinessExecution––simplified
Execution made simple
Experts
Business
Lead Change With



Courage




13. Have you specified the key moves to position
your firm for industry success within the next 3-5
years?


VISION

STRATEGY
ACCOUNTABILITY

ENGAGEMENT
CADENCE
™
™


Business Potential

90% of strategies fail
due to poor execution

™



Only 15% of employees know
their company’s top priorities
Even worse, only 6% know
their own individual priorities

Source; Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable Times




32% of employees doubt
there is a plan at all

Source; Department for Business, Innovation and Skills (Bis).


Source; Department for Business,Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable Times
Documented by Stephen Innovation and Skills (Bis).


Only 27% believe they
are fully prepared for
the challenges they
will face this year.
Source; Department for Business, Innovation and Skills (Bis).


Source; Department for Business,Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable Times
Documented by Stephen Innovation and Skills (Bis).


Visibility creates Accountability

14. Does your company have clearly documented
numerical targets?


Have you updated your SWOT analysis in the last
90 days to accurately reflect your current reality?


15. Have you updated your SWOT analysis in the
last 90 days to accurately reflect your current
reality?


Does your company have clearly documented
Strategic Priorities (projects) to implement this
current quarter?


“Every leader needs to
clearly explain the top 3 things
the company is working on.
If you can't,
then you're not leading well”
Jeffrey Immelt


16. Does your company have clearly documented
Strategic Priorities (projects) to implement this
current quarter?


Do you measure the small handful of Key
Performance Indicator (KPI) numbers every
week that drive your current business model?


17. Do you measure the small handful of Key
Performance Indicator (KPI) numbers every
week that drive your current business model?


Accountability creates Engagement

Productive = Happy
Progress is the #1 Motivator




The real art of management:
Taking a person’s strengths and turning it into productivity

Experts



18. Do you use a dashboard to make
your performance visible every week?


Have you clearly documented who is accountable for
the key functional roles in the business – and how their
performance will be measured?


Role

Name

KPI

KPI Target :
Define “A” Player level of performance
that can be assessed monthly
RED

YELLOW

GREEN

<10%

10-20

> 20%

Head of company

Net profit %

Head of Marketing

New leads / month

<50

50-75

> 75

Head of Sales

Lead conversion %

<20%

20-30

> 30%

Head of Operations

Client average longevity
(months)

<12 months

12-18

> 18 months

Head of Finance

Accounts receivable days

>70 days

70-45

< 45 days

Head of HR

Employee NPS

NPS <50%

50-70

NPS > 70%

Head of Customer
Satisfaction

Client Net Promoter Score

NPS <30%

30-50

NPS > 50%

Head of Business
Unit (A)

Net profit %

<5%

5-10

>10%

Head of Business
Unit (B) etc

Net profit %

<20%

20-30

>30%

Sales
representative (s)

Sales per week

<3

3-5

>5


19. Have you clearly documented who is accountable
for the key functional roles in the business – and how
their performance will be measured?


20. Do your staff know the consequences for
achieving (or not achieving) the performance
standard required in their role?


Do you have every major role in your
company filled with an “A” Player?


“On average only 25% of hires turn
out to be “A” Players”
Brad Smart

A proven process increases
hiring success rate to 90%


21. Do you have every major role in your
company filled with an “A” Player?


22. Do you use Psychometric Profiling Tools?


“At work, I have the opportunity to do
what I do best every day”


STRENGTHS


Listener or Talker?

Listening

Talking

Care more about task or people?
Task

People

Task
ompliance

Listening

Talking

Steadiness

Influence

People

Task
Precise
Perfectionist
Objective
Creates / follows rules
Logical
Formal
Disciplined
Structured

Strong-willed
Competitive
Fast decisions
Independent
Self-confident
Results focus
Big picture focus

Listening

Steady
Reliable
Calm / Patient
Builds trust
Deliberate & systematic
Careful
Considerate
Understands others
Good listener

Talking
Sociable
Talkative
Open
Friendly
Enthusiastic
Persuasive
Animated
Positive
Excited

People

Task
Bogged down in details
Criticises
Risk averse
Only listens to facts / evidence
Not concerned by other’s feelings
Withdrawn / overly formal
Unemotional
Does not express opinions / just facts

Domineering
Demanding / aggressive
Blunt
Think their opinion = fact
Impatient / gets bored easily
Interrupts / impolite
Selfish / not team player
Forgets the details / not thorough

Listening

Talking
Over commits
Resists new ideas
Bureaucratic
Stubborn
Very opinionated
Doesn’t initiate
Overly cautious
Resists change

Not persistent
Emotional
Avoids conflict
Talks about themselves
Doesn’t listen
Disorganised / Error prone
Avoids unpleasant subjects
Gets bored with routine

People

Those who plan the fight
don’t fight the plan

™
The



23. Has your Strategic Plan been updated
in the last 90 days?


Does your management conduct
well-structured "execution meetings"
with your team members on a weekly basis?


24. Does your management conduct
well-structured "execution meetings"
with your team members on a weekly basis?


™



25. Do you hold your team members accountable
for execution progress every week?


26. Do you review your strategy execution and
results every quarter?

™
The



VISION

STRATEGY
ACCOUNTABILITY

ENGAGEMENT
CADENCE
™



Out there in some garage is an entrepreneur who's
forging a bullet with your company's name on it.
You've got one option - shoot first


EO Austin Texas Oct 2013

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (17)

En vedette

En vedette (11)

Similaire à EO Austin Texas Oct 2013

Similaire à EO Austin Texas Oct 2013 (20)

Dernier

Dernier (20)

EO Austin Texas Oct 2013

Notes de l'éditeur