Integrity Leadership Training

1. Presented by:
Russell Cummings
Strategic Business
Development
LEADER TRAINING 2015

2. The purpose of this Workshop:
1. To improve our skills in a range of
business and leadership areas
2. To learn from each other
3. To share best practice across the group
4. To build our Industry Networks and
Alliances
5. To have some fun
PURPOSE

3. VUCA an acronym used by American Military to
describe extreme conditions in Afghanistan/ Iraq
and now being adopted by CEO’s to describe
current business conditions
• Volatile – change happens rapidly and on a
large scale
• Uncertain – the future cannot be predicted
with any precision
• Complex – challenges are complicated by
many factors and there are few single causes
or solutions
• Ambiguous – there is little clarity on what
events mean and what effect they may have
Source:
http://leadersgrowth.wordpress.com/2013/05/14/helping-clients-deal-with-the-leadership-shift/
DOING BUSINESS IN A VUCA WORLD

4. Key Trends for your team:
1. Training / Development of your managers
will move away from focusing on isolated
behavioural competencies toward complex
“thinking abilities”.
2. Collective Leadership. Leadership
demonstrated (and embraced) across the
organisation not just the top
3. Transfer greater ownership of professional
development back to the team. Allow the
team to learn by doing
FUTURE MANAGEMENT TRENDS DUE TO VUCA

5. ONLINE RESOURCES
Maintain the Growth

6. What courses or custom
courses will you undertake
to compliment your
plans? Next 2 days will
clarify this.
PROFESSIONAL DEVELOPMENT – ONLINE TRAINING

7. LINKEDIN DISCUSSION FORUM

8. • You will be actively involved in the
application of concepts, tools and
processes today to develop plans, identify
and fix issues.
• You can choose to apply this to:
– Your Business; or
– Your Industry
However, at times, we may request that you
focus on particular exercise on your Industry.
FOCUS

9. HORIZONTAL VERSUS VERTICAL DEVELOPMENT
Horizontal Development – most useful when a problem is clearly defined and there
are known techniques for solving it (i.e. training in how to do a surgery as a doctor)
Vertical Development – skills to problem solve and evolve your leadership /
management abilities to make sense of your world. Must be earned through hitting
hurdles and pushing through them. Skills to be adaptable, collaborate, problem solve,
be self-aware.
3 stage process for Vertical Development of Leaders:
1. Awaken – Raise awareness to do things in a different way
2. Unlearn and discern – Test new assumptions. Experiment
3. Advance – Practice, Practice new techniques on real issues
(Source: Future Trends in Leadership paper, Center for Creative Leadership)

10. AGENDA
Time Topics
9:00 am Introduction / Welcome
9:15am Discovering your key leadership/business opportunities in 2014/2015
9:30 am Key Management Frameworks to drive business success
Coffee
11:15 am Powerful problem solving techniques to solve any issue
12:30 pm Lunch
1:15 pm • Better Decision Making
• Simple Problem Solving
2:45 pm Coffee
3:00 pm • The Productivity Challenge
• Increasing your Change Potential
3:45pm Next Steps
4:00pm Close

11. 1-2 minutes from each of you on who you are
and your key reason for participating in the program
INTRODUCTION FROM YOUR PEERS

12. LEADERSHIP
Discover your Leadership / Business Opportunities in 2015/16

13. LEADERSHIP GAP ANALYSIS
Exercise:
Perform a gap analysis on your leadership issues

14. KEY MANAGEMENT FRAMEWORKS TO
DRIVE BUSINESS SUCCESS

15. NOW – WHERE – HOW
WHERE will we be
in the future?
HOW do we
get there?

16. BUSINESS IMPROVEMENT STRATEGIES

17. STRATEGIC PLANNING MODEL

18. THE GOLDEN CIRCLES
http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html

19. COFFEE / TEA

20. POWERFUL PROBLEM SOLVING TECHNIQUES

21. If you had a Magic Wand with no limitations, what changes would you make
to your business or industry?
• Double our sales
• Small highly focused sales force
• High impact point of sales documentation
• Price points that maximize sales and margin
• Management involvement in the sales process
• Innovative incentive program for the sales team
• No poor quality customers
• No bad debts
• Everyone pays on time
• Leading edge product development
• Use the latest technology
• Video links to customers and field staff
• Global sales to reduce risk and local economic issues
MAGIC WAND

22. Exercise:
1. Ask yourself the following question:
‘If you had a magic wand and you
didn’t have to worry about costs or
how to do it, what would you
change in your business or industry?
2. Record what you would change.
MAGIC WAND EXERCISE

23. - The following tool sequence will
enable you to comfortably address
80% of all strategic (or even non-
strategic) issues you face in your
business.
- Mindshop Problem Solving sequence:
1. Mindmap
2. Pareto
3. Force Field
4. One Page Plan
POWERFUL PROBLEM SOLVING SEQUENCE

24. POWERFUL PROBLEM SOLVING SEQUENCE

25. MINDMAPPING
1. Define the issue.
2. Brainstorm the elements.
3. Add branches to form the Mindmap.

26. MINDMAPPING EXERCISE
Exercise:
 Complete a Mindmap on your key area of focus.

27. 80%
20%
• Use this tool when you need to sort out the vital few from the trivial many
• It is based on the premise that 80% of problems are due to 20% of the possible causes
• These 20% are the vital few problems a process improvement focuses on
• This tool is also called the 80/20 Rule
Examples:
80% of sales are made by 20% of your sales
people
80% of your profit comes from 20% of your
customers
80% of your problems comes from 20% of your
products
20% of your clothes are worn 80% of the time
20% of your products provide 80% of your sales
PARETO ANALYSIS

28. PARETO ANALYSIS EXERCISE
Exercise:
From the Magic Wand and Mindmap work areas conduct a Pareto
Analysis to discover your top 3 key issues that if addressed will have the
biggest impact on your area of focus.

29. POWERFUL PROBLEM SOLVING SEQUENCE

30. FORCE FIELD

31. FORCE FIELD EXERCISE
Exercise:
From the Magic Wand and Mindmap work areas conduct a Force Field
Analysis to discover your top 3 key issues that if addressed will have the
biggest impact on your area of focus.

32. POWERFUL PROBLEM SOLVING SEQUENCE

33. ONE PAGE PLAN

34. ONE PAGE PLAN

35. ONE PAGE PLAN EXERCISE
Exercise:
Complete a One Page Plan on
your business

36. LUNCH

37. DECISION MAKING
“The process of selecting a course of action from among
alternative scenarios”

38. Simple tools to foster improved decision making
DECISION MAKING TOOLS

39. Intuition
The 80:20 Rule
PARETO ANALYSIS

40. Must Should Could
A simple tool for ranking actions in
order of priority
What MUST you do?
What SHOULD you do?
What COULD you do?

41. GAP ANALYSIS

42. GAP ANALYSIS

43. • Remember – it is only a tool – it’s not infallible – “subjective objectivity”
• For more complex issues, this is good alternative to Pareto.
• If you are not happy with a score, then work our your action plans to
move your score higher.
USING THE GAP

44. GAP EXERCISE
1. Brainstorm the key factors that are critical
to the performance your current
job/position or of your Team
2. Complete a Gap Analysis
3. What actions will you take to address the
gaps?
4. Summarise it as a Plan

45. Alternatives
CRITERIA Weight
Option 1
Retrench
30 15 25 20
25 12 15 20
15 8 8 10
30 15 5 10
TOTAL 100 50 53 60
Sales
Profit
Brand
Speed
Option 2
Sell Business
Option 3
Grow
Option 4
Merge
13
15
14
5
47
DECISION MATRIX

46. 1. Brainstorm your options
2. Select your decision-making criteria
3. Determine the appropriate weightings
for each criteria
4. Score each option
5. Total scores
6. Select Top Option
BUILDING YOUR DECISION MATRIX

47. • Take time to select your Decision
criteria
• Take time on criteria and the
weighting
• Score across the rows – not down
the columns
• If your top score is not the preferred
option then look to your criteria
and weightings
DECISION MATRIX TIPS

48. DECISION TOOLS

50. SIMPLE PROJECT PLANNING TOOLS

51. Alternatives
CRITERIA Weight
Option 1
Retrench
30 15 25 20
25 12 15 20
15 8 8 10
30 15 5 10
TOTAL 100 50 53 60
Sales
Profit
Brand
Speed
Option 2
Sell Business
Option 3
Grow
Option 4
Merge
13
15
14
5
47
DECISION MATRIX

52. NOW – WHERE – HOW
WHERE will we be
in the future?
HOW do we
get there?

53. ONE PAGE PLAN

54. PROD is a useful tool for simple Project Planning:
1. NAME: the process/project/plan
2. PURPOSE: Why? What do we hope to achieve?
3. RULES: What are the unofficial and official rules that govern
this activity? Who is a member? How do they join?
4. OUTPUTS, CUSTOMERS: Whom do we deliver to? What do we
deliver?
5. DEPLOYMENT (ACTIONS): How will we deliver? What is the plan
for delivering the outcomes?
PROD

55. PROD

56. PROD EXERCISE
1. Select a Project or Process or
Work Instruction that you
would like to refine in more
detail
2. Complete a PROD Plan

57.  Project Description: a concise
statement
 Products: Project deliverables
 Priorities: When are deliverables
required?
 Pillars: What must be in place?
 Pitfalls: What are the risks?
 Plans: How will it happen?
 Pass to: Who are the future owners?
THE 7 P’S OF PROJECT PLANNING

58. • This is a for a larger project
• Covers off the key areas you should consider
• Great to use with a Team to get great
coverage of the issues
• Use it in conjunction with other tools e.g.
Force Field Analysis, One Page Plans, etc.
USING THE 7 P’S

59. PROJECT PLANNING

61. COFFEE / TEA – 30 min

62. THE PRODUCTIVITY CHALLENGE
Find an extra 8 hours in every work week

63. “If you can’t do your job in a 10-hour day during the
week, you’re either overworked or incompetent.”
Mike Abel
Chief Exec – M&C Saatchi Australia
BRW – April 23, 2009

64. TIME MANAGEMENT PYRAMID

65. Why are you poor at time
management?
1. Attitude – focus, work ethic, motivation
2. Health - diet and exercise
3. Sleep – need 8 hours per
BELIEFS – WHY?

66. SLEEP CYCLE APP

67. WASTE & INEFFICIENCY
What should you be doing with your time?

68. WASTE WHAT?
What are you doing with your time?

69. TIME MANAGEMENT AUDIT

70. MY TIME AUDIT
MUST Do’s:
• Reduce wasted time on emails, web and social media
• Reduce amount of time with Team without reducing quality
• Increase time for strategy, marketing, sales and training
• Reduce hours worked
Travel not included
5 hrs per week
Productivity
45% chargeable
Personal days (excl
weekends)
3 days

71. SETTING PRIORITIES
Use model over different
timeframes – annual,
quarterly, monthly, weekly

72. YOUR QUADRANTS EXERCISE
Exercise:
1. Brainstorm 3 activities that you
currently do in each quadrant
2. What Q2 activities should you be
doing but never get time for?

73. GETTING THE STRUCTURE RIGHT

74. What are the 4 key areas of activity that you
must focus on in your business to be successful?
My daily roster:
• Client work – 4 hours
• Marketing & Sales – 2 hours
• Strategy & Development – 1 hour
• Team Management – 1 hour
• Expansion Time – 2 hours
SETUP A “4 THINGS” FRAMEWORK

75. BE STRATEGIC EXERCISE
Exercise:
1. What are the Top 4 things you
MUST focus on in order to
achieve success?

76. STOP DOING MATRIX

77. STOP DOING MATRIX EXERCISE
Exercise:
Work through the Matrix and
add tasks to each section

78. POMODORO TECHNIQUE
• Work in 25 minute bursts – 5 min break
• Every 4 cycles take a 15 min break
• This will: increase focus, concentration,
reduce interruptions and maximise
your output.
• Use an app like
www.focusboosterapp.com or
Pomodoro Time

79. TIPS TO LEVERAGE YOUR TIME

80. EMAIL
Check max. 3
times per day
Check once
every day or so
Set up Rules
Turn off
notifications
Don’t check it
first thing in the
morning
Chain > 2
Use phone

81. • Senior and middle managers said only 56%
of meetings were productive.
• They added that a phone call or a memo
could have replaced over 25% of the
meetings they attend.
Source: Wharton Centre for Applied Research – published in Wall Street
Journal
Time in meetings per week
MEETINGS

82. • Team Huddle – weekly, 5 to 15 minutes
• Transactional Catch up – daily or weekly, 5 to 10 minutes
• Circuit Breaker – monthly, 15 to 20 minutes
• Performance Review – quarterly, 30 minutes
KEY TEAM METINGS

83. MEETING STRUCTURE

84. Effective meetings are driven by :
• Purpose
• Process
• Payoff
EFFECTIVE MEETINGS & INTERNAL COMMUNICATION

85. ENERGY PATTERNS

86. INTERRUPTIONS
Impromptu
Meetings
Disorganised
office
Phone calls
Surfing the
web

87. A VIRTUAL ASSISTANT
• Online Employee with a specific
skill set
• Engage them by Contract, Part-
Time, Full-Time
• Contractors for projects:
freelancer.com, elance.com,
fiverr.com
• Employees: usually from
Philippines, India or Eastern
Europe
• See our website for a blog article
on “How to recruit a VA”

88. USE VIDEO AND AUDIO INSTEAD OF EMAIL
• Use technology at your fingertips
and create audio and video
messages and instructions for your
Team
• Benefits: quick, effective and easy
to do. Better quality of
communication – especially for
complex issues.
• Integrate with tools like Trello,
Evernote, etc.

89. PRODUCTIVITY TOOLS THAT WORK

90. CORE TECHNOLOGY

91. BASIC PRINCIPLES
• Must operate on multiple devices and
synchronise
• “fit for purpose” – must do its job really well
• Interoperability – best if it works with other
tools
• Must improve communication with my Team
• Must lift my productivity by helping me with
Waste & Structure

92. MY TOP TOOLS

93. TRELLO.COM
 Powerful task management tool that
enables collaboration and planning
 Simple layout – easy drag and drop
navigation
 Can add files from OneDrive, Dropbox, etc.
 Base version is free – Premium is modest
 Other options:
 kanbanflow.com
 Basecamphq.com

94. TRELLO.COM

95. TRELLO.COM

96. EVERNOTE.COM
 A very powerful tool for information storage and
retrieval – free or cheap option
 A collection of online “Notebooks” that you can
add information to in a variety of formats: text,
audio, images, websites, documents, files.
 Synchronises across any device: desktop (Mac &
PC), IOS, Android, Windows Mobile
 Makes it really easy to capture & share
information
 Audio messages – fast and better
communication
 Chat function for better Team Comms
 Microsoft OneNote is another option

97. EVERNOTE.COM

98. ONLINE FILE STORAGE - ONEDRIVE
 Cloud based storage is easy to access and
has come of age.
 Store files on your desktop – access them on
any device – share easily – auto-back up
 Other popular options:
 Dropbox.com
 Box.net

99. MICROSOFT OFFICE 365
 Software rental – updated and cost effective
 $10 per month - 5 Users – Home Package
 Acccess to latest Office Software: Word, Excel, PowerPoint,
Outlook, OneNote and Publisher
 1TB of free storage on OneDrive (per User)
 60 minutes of free skype to phone calls
 With MS Exchange - Shared Calendars, Contacts, emails, etc.
 Available for Mac, PC, tablets and smartphones

100. VIDEO CONFERENCING
 Cheap effective communication using video
conferencing
 Visual element improves engagement and
increase productivity – reduce travel
 All Devices: desktop, tablet, smartphone
Lots of options:
 Video Conference Calls – skype, Vsee
 Online Meetings – GotoMeeting
 Webinars and Seminars - GotoWebinar

101. TRIPIT.COM
 If you travel by air – this is the app for you
 Scans your email for confirmations and
builds an itinerary using airline, hotel, hire
car, etc bookings.
 Tracks flights and updates on delays
 Finds maps of hotels, etc.
 Loads it automatically into your electronic
diary
 Premium version is $50 pa – also free
 On all devices – desktop, tablet and
smartphone

102. OTHER TOOLS – HORTICULTURE
 There are really good programs around for helping you
manage the various activities and collect great data in your
business.
 Some are stand-alone programs and others are integrated
as part of your grader systems.

103. TIME MANAGEMENT
Exercise:
1. What are 3 actions that you can take away from this session to save yourself 8
hours in the next week?
2. Share this with your neighbor
3. Homework: Develop a 1PP for how you are going to improve your time
management

104. INCREASING YOUR CHANGE POTENTIAL

105. DVP CHANGE FORMULA
What can be done to influence the improvement in the Change
Potential? How can we increase the score in DVP?

106. Exercise:
1. Review the Dissatisfaction, Vision,
Plan factors in your business or
industry
2. What is the change potential?
3. How can you lift your scores?
DVP CHANGE FORMULA EXERCISE

107. IN SUMMARY

108. IN SUMMARY
1. Today has been about setting a foundation of problem solving tools and to
help gain clarity to your most pressing issues for your business, personally or
for your industry
2. Reviewed key frameworks for robust business strategy
3. Reviewed the ‘why’ model from Simon Sinek
4. Discovered a 4 step problem solving process
5. Reviewed Problem Solving and Project Planning tools
6. Focused on lifting our Personal Productivity
7. Explored some key elements in Change
What is your No. 1 take-home message?

109. NEXT STEPS

110. NEXT STEPS
 Online Recap Course – access for 6 months
 Webinar Series – get involved. Engage your
Team
 LinkedIn Discussion - participate
 Encourage others – website, newsletter,
Social Media, Webinars, online Training
offers
 Contact me via email or phone if you have
ANY questions

111. Russell Cummings
Business Consultant
M: +61 414 929 585
W: www.sbdbusiness.com.au
E: russell@sbdbusiness.com.au
Thank You

112. GRO-DOH MODEL

113. COACHING SKILLS MATRIX
The coaching approach will need to vary depending on the person you are coaching. By plotting
the person requiring coaching on the Matrix below. It will assist you to know which is the right
approach to use.