Scaling up workshop presentation

1. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Welcome
Scaling Up

2. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
172 Coaching Partners
6 Continents
2000+ Active Clients

3. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com

4. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
“Many startup…few scale-up”

5. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Life Cycle of Companies
Start Up Scale Up Sc@%w Up
Mice Gazelles Elephants
Life Cycle of Companies

6. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Reduce by 80 %
Time to Manage
More Market-Facing Activities
Get Everyone Aligned &
On the Same Page

7. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGY
One-Page Strategic Plan (OPSP)

8. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Vision
Summary

9. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
“bekos!“
200,000 years ago
100,000 years ago
30 years ago
5000 years ago

10. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Next Steps – ScalingUp.com
• Read Book and/or Workshop
• Weekly “Council”
• Quarterly Theme (Main Thing)
• Daily Huddle
• Quarterly/Annual Offsite (Coach)

11. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Focus & Discipline
“The Main Thing
Is To Keep The Main Thing
The Main Thing”

12. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Discipline & Focus
“The Main Thing
Is To Keep The Main Thing
The Main Thing”

13. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com

14. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com

15. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com© gazelles 2013 Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com© gazelles 2013
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGYPEOPLE CASHEXECUTION
E
SC
P

16. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
3 Disciplines
Priorities
Data/Metrics
Meeting Rhythms
(Alignment)
(Clarity & Foresight)
(Better/Faster Decisions)

17. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
2 Dynamics (Ditches!)2 Demands

18. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Good To Great
Disciplined
People
Disciplined
Thought
Disciplined
Action
COACHING LEARNING TECHNOLOGY

19. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Gazelles International – GIcoaches.com
2,000+ Clients
$42.5 Billion
150+ Coaches worldwide

20. Continuing Education Comparison
0
13
25
38
50
Column1
#ofCEhours(annual)
Professions / Disciplines
Embalmers
Electricians
Engineers
Attorneys
Pharmacists
Dentists
M.D.s
GazellesInternationalCoaches
CPAs
RealEstateBrokers

21. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Life Cycle of Companies
Start Up Scale Up Sc@%w Up
Mice Gazelles Elephants

22. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
PEOPLE
Scaling Up People
Would you Enthusiastically Rehire?
PEOPLE
(Happiness)

23. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
PEOPLE
One-Page Personal Plan (OPPP)

24. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
PEOPLE
PEOPLE

25. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
PEOPLE
Function Accountability Chart (FACe)

26. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
PEOPLE
Head of Company
Marketing
R&D
Sales
Operations
Treasury
Controller
Information Technology
Human Resources
Talent Development
Customer Advocacy

27. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Financial Statements
Who

28. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
PEOPLE
Process Accountability Chart (PACe)

29. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGY
Scaling Up Strategy
Can You State Your Strategy Simply?
STRATEGY
(Revenue/
Growth)

30. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Strategy -- SWT

31. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Strategy - SWT

32. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Strategy - SWT

33. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGY
7 Strata

34. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
StrategicPlanning
People Resourcing
Strategic Thinking
Execution Planning
Cash Modeling

35. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGY
7Strata of Strategy – Game Changer
1. Own a Word or Two
2. Declare Brand Promises
3. Establish Catalytic Mechanism
4. Create One-PHRASE Strategy

36. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGY
7Strata of Strategy – Game Changer
5. Outline Differentiating Activities
6. Discover X Factor
7. Define BHAG & Profit/X

37. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Core Values
A handful of rules that
remain constant
1. Personality – “Performance Edge”
2. Fire for violating?
3. Take Significant financial hit?

38. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
One HR List
▪ EVERYDAY MANAGEMENT
▪ Create Legends
▪ Recruitment and Selection
▪ Orientation and Handbook
▪ Appraisal Process
▪ Recognition and Reward
▪ Internal Newsletter
▪ Quarterly Themes

39. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Hedgehog
Jim Collins
What you are
deeply
passionate about
What drives your
economic engine
(Profit/x)
What you can be
the Best in the
World at
BHAG

40. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGY
Collins‘ Hedgehog
Passion
$
BHAG
Best
At

41. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
STRATEGY
Key Thrusts &
Capabilities
STRATEGY
EXERCISE
To fulfill your 3-5 Year Plan

42. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
EXECUTION
Scaling Up Execution
Do you have Relentless Repeatability?
EXECUTION
(Profit/Time)

43. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
EXECUTION
EXECUTION
EXERCISE

44. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
EXECUTION
Who What When (WWW) – Weekly

45. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
EXECUTION
Rockefeller Habits Checklist

46. Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us
44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Healthy Team
Alignment To #1 Thing
Meeting Rhythms
Clear Accountabilities
Employee Feedback
Customer Feedback
Values & Purpose Alive
Articulate The Strategy
Know A Great Day/Week
Plans & Performance Visible