Amsterdam Rockefeller Habits Sept 2013

9/19/2013

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STRATEGYPEOPLE CASHEXECUTION

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"Every morning in Africa, a gazelle wakes up. It knows it must run faster than the

fastest lion or it will be killed...every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve

to death. It doesn't matter whether you are a lion or a gazelle...when the sun comes up, you'd better be running."

VERNE HARNISH“Growth Guy”

112 Coaching Partners6 Continents2000+ Active Clients

VERNE HARNISH“Growth Guy”

9/19/2013

"Every morning in Africa, a gazelle wakes up. It knows it must run faster than the

fastest lion or it will be killed...every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve

to death. It doesn't matter whether you are a lion or a gazelle...when the sun comes up, you'd better be running."

Life Cycle of Companies

Start UpScale Up

Sc@%w Up

Life Cycle of Companies

…or Stall Out!(Fail to Scale)

9/19/2013

$ 54 millionGoldman Sachs

Apple Employees

60,000

197619771978197919801981198219831984198519861987198819891990199119921993199419951996199719981999200020012002200320042005200620072008200920102011

after 25 years

016,000

137,000

Starbucks Employees

after 25 years

9/19/2013

$155 Million to $272 Million

THE Question?

“We have the answers, all the answers,

it’s the question we do not know!”

WhoQuestion

Are you playing NOT to lose?

Are you playing toWIN?

9/19/2013

20201.4 Billion More Middle Class

Routine Sets YOU Free!

www.greatestdecisions.com

Investment in People

9/19/2013

Top 20 Brand

Saturday Morning Meeting

“the best work of his life”

most valuable public company in the world

APPLE REVENUEby Product Line 2007 – 2011

9/19/2013

Profit Pools

ELI GOLDRATT1947 – 2011

9/19/2013

Thematic Goal

What’s YOUR Daily Question? (for next 90 Days)

Ignite Social Media

9/19/2013

1 Great = 3 Good

Pay twice as much

160 hours of training

Great People

$5.63 Billion Profit22,425 Employees$251,000 Profit/Employee

Great People

$8.4 Billion Profit35,700 Employees$235,000 Profit/Employee$430,700/Employee Comp

$4.70 Billion Profit62,500 Employees$75,200 Profit/Employee$256,000/Employee Comp

$15.97/hr $11.52/hr

9.8% of sales 17% of sales

$795/sq ft $516/sq ft

6% Turnover 21% Turnover

Great People

Simon Lim

maclean

Simon Lim

9/19/2013

Jack Welch

“Less people, paid more, with a lower total wage cost.”

Challenge

1) Double Rev/Emp in 5 -10 yrs

2) Increase Wages 50%

9/19/2013

PETER DIAMANDIS

ROB McEWEN

Robots/Capita

9/19/2013

Newsjacking

Reverse Innovation

GE MAC ECG

Big Datasizeup.comBigML.com

9/19/2013

ROLReturn on Luck

3x – 10xCash

$ 54 millionGoldman Sachs

9/19/2013

CEO, ExpressMed IntoGreatAlan Rudy

Reduce by 80 %Time to Manage

More Market‐Facing Activities

Get Everyone Aligned &

On the Same Page

Results

2x Cash Flow

3x Profitability

10x Valuation

More Time!

4 Decisions

PEOPLE EXECUTIONSTRATEGY

Good To Great

DisciplinedPeople

DisciplinedThought

DisciplinedAction

PEOPLE STRATEGY EXECUTION

9/19/2013

4 Decisions

PEOPLE EXECUTIONSTRATEGY

(Happiness) (Revenue/Growth)

(Profit/Time)

(Oxygen/Options)

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PEOPLE

ME – Living Legacy

How many sleepless nights in a year?

PEOPLE

ME – Living Legacy

9/19/2013

PEOPLE

PEER Coach

PEOPLE

Function Accountability Chart (FACe)

PEOPLE

HR & IT – Nodal Network

PEOPLE

Right People, Right Things, Right

PEOPLE

Process Accountability Chart (PACe)

9/19/2013

STRATEGY

7 Strata

Strategic Planning

People Resourcing

Strategic Thinking

Execution Planning

Cash Modeling

The Councilpp 114 ‐ 116

STRATEGY

9/19/2013

STRATEGY

Name and Date

STRATEGY

One‐Page Strategic Plan

STRATEGY

Vision = Dream + Plan

STRATEGY

Should/Shouldn’t – Soul

STRATEGY

Why – Heart – Everest

9/19/2013

STRATEGY

Where – 3‐5 Year Base Camps

STRATEGY

What – Annual Goals

STRATEGY

How – Quarterly Action Steps

STRATEGY

Theme – Finish Lines & Fun

STRATEGY

Who – Individual Accountabilities

STRATEGY

9/19/2013

EXECUTION

Who What When (WWW) – Weekly

EXECUTION

Rockefeller Habits Checklist

ATUL GAWANDE

EXECUTION

Rockefeller Habits Checklist

9/19/2013

www.gazelles.com

Get it down; then get it right!

90 Day Iterations

3 Disciplines

Priorities

Data/Metrics

Meeting Rhythms

(Alignment)

(Clarity & Foresight)

(Better/Faster Decisions)

THE Question?

“We have the answers, all the answers,

it’s the question we do not know!”

2 Dynamics (Ditches!)

Reputation

Productivity

9/19/2013

STRATEGY

Vision = Dream + Plan

STRATEGY

People (Reputation) + Process (Productivity)

Driver Support

Coaching + Learning + Technology

Growth

Good To Great

DisciplinedPeople

DisciplinedThought

DisciplinedAction

COACHING LEARNING TECHNOLOGY

“No one has ever achieved peakperformance without a

coach.”

BILL CAMPBELL

9/19/2013

Towerof Guilt

“ThinkWeek”

‐ Bill Gates

“Time to Read”

‐Eric Schmidt

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Masterclass Rockefeller HabitsAdvanced

woensdag 11 december 2013

Growth Summit 30th April

9/19/2013

CFO – AccountingSales ‐‐ CRM

Operations – Industry SpecificManagement ‐‐ Accountability?

How do you getover 160 hotelson the same page?

White LodgingBryan Hayes

Using Rhythm Coaching with Software, we improved our ability to fill management positions on time by 47%.

Rhythm Execution

Dashboards + 1 Page Plan + GazellesTV

Rhythm Execution:

• Execution Software + Coaching + Online Learning (Webcasts)

• Fill out the Info Sheet; Email Cindy at Cindy@Gazelles.com

9/19/2013

Driver Support

Coaching + Learning + Technology

Growth

Results

2x Cash Flow

3x Profitability

10x Valuation

More Time!

PEOPLE

Scaling Up PeopleWould you Enthusiastically Rehire?

PEOPLE(Happiness)

PEOPLE

PEOPLEEXERCISE

Keith Ferrazzi

Top 250 Relationships

9/19/2013

Keith Ferrazzi

2 Leadership Traits

Talk Less; Listen More

Less Statements; More Questions

Liz Wiseman

Tony Schwartz

Two 90 Minute Sessions

15 Minute Break

2% Body Mass20% Energy

9/19/2013

Tony Schwartz

Two 90 Minute Sessions

15 Minute Break

PEOPLE

Function Accountability Chart (FACe)

Head of Company

Marketing

Operations

Treasury

Controller

Information Technology

Human Resources

Talent Development

Customer Advocacy

Heads of Business Units

Financial Statements

The Almost Matrix

Functions

Functions and Processes

Functions

Processes

PEOPLE

Process Accountability Chart (PACe)

9/19/2013

GettingPeople

ReputationMore & Better ApplicantsSelling your Vision

Employment Group

Mark Lancaster

Red 5 Studios

9/19/2013

www.ordertopgrading.comQuestions: daniel@growthinstitute.com

“You'll need to spend 4‐5 hours in a CIDS…it’s a lot ofwork up‐front, but a fewhours now versus 1000 hours(later) as the alternative.”

Raymond RobertsCEO, Citizant

Retention

StopDemotivating!

Retention

Strengths vs. Weaknesses

Checkers vs. Chess

9/19/2013

Aquire

Love Loathe

STRATEGY

Scaling Up Strategy Can You State Your Strategy Simply?

STRATEGY(Revenue/Growth)

STRATEGY

STRATEGYEXERCISE

STRATEGY

Strategic Planning

People Resourcing

Strategic Thinking

Execution Planning

Cash Modeling

STRATEGY

9/19/2013

STRATEGY

7 Strata of Strategy

1. Own a Word or Two

2. Declare Brand Promises

3. Establish Catalytic Mechanism

4. Create One‐PHRASE Strategy

STRATEGY

5. Outline Differentiating Activities

6. Discover X Factor

7. Define BHAG & Profit/X

STRATEGY

9/19/2013

Hermann Simon

Deep Instead of Broad: A Focused Strategy

9H01X047 ‐ 188 ‐

The Case of Winterhalter

Dishwashersfor

Hospitals

Dishwashers

WaterConditioners

Detergents

Service

Dishwashersfor

Schools

DishwashersFor Hotels/Restaurants

Dishwashersfor

Companies

Dishwashersfor

Organisations

Waterfall Graph

1 2 3 4 5 6 7 8XContact Us44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703‐858‐2400/ vharnish@gazelles.comContact Us44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703‐858‐2400/ vharnish@gazelles.com

Globalization: KaercherWorld leader in high pressure water cleaners

9H01X047 ‐ 190 ‐

Founding year of subsidiaries

Number o

f subsid

iaries

61 subsidiaries since 1962

The Hidden Champions Strategy

9H01X047 ‐ 191 ‐

‐ Specialization in product and know‐how ‐

Global Selling and Marketing

Enhanced Waters

9/19/2013

Mark Simmons

Food Delivery – 7 positionsPizza Delivery – DominosPizza Hut Delivery – 2nd Pg

David Meerman Scott

“You Are What You Publish”

Controlling the Ink

STRATEGY

Robert H. BloomFormer US CEO Publicis Worldwide and author

9/19/2013

Who A mom who wants her young children to get more nutrition.

Nestle Juicy Juice

What The indispensable source of authoritative information,

data and analysis for the well‐informed financial professional.

Best PriceBest Customer Service

Simplicity

STRATEGY

9/19/2013

30 Day Money BackPay For Return Shipping

STRATEGY

Dr. Frances Frei

Anti‐Brand Promises Brand Promises

Trade‐Offs

“Flat Packed Furniture”

9/19/2013

“Wheels Up”

STRATEGY

What is Strategy?HBR Nov‐Dec 1996

ACTIVITIES!!

Pallet of ProductNo Name BrandsCash in Advance

STRATEGY

9/19/2013

Barrett ErsekCEO

STRATEGY

Fortune 500 202320 Product CategoriesProfit/Product Category

9/19/2013

STRATEGY

Strategy DecisionsCan You State Your Strategy Simply?

STRATEGY(Revenue/Growth)

STRATEGY

SWTvs.

STRATEGYEXERCISE

STRATEGY

Core ValuesPurpose

STRATEGYEXERCISE

9/19/2013

STRATEGY

Core Values A handful of rules that remain constant

1. Personality – “Performance Edge”

2. Fire for violating?

3. Take Significant financial hit?

Purpose ‐WHY

Innovation

Competition

Happiness

Robin Hood

Ubiquity

Escape

One HR List

EVERYDAY MANAGEMENT Create Legends Recruitment and Selection Orientation and Handbook Appraisal Process Recognition and Reward Internal Newsletter Quarterly Themes

9/19/2013

HedgehogJim Collins

What you aredeeply

passionate about

What drives youreconomic engine

(Profit/x)

What you can bethe Best in theWorld at

STRATEGY

Collins‘ Hedgehog

Passio

STRATEGY

Key Thrusts & Capabilities

STRATEGYEXERCISE

To fulfill your 3‐5 Year Plan

STRATEGY

Where – 3‐5 Year Base Camps

5 Year P

STRATEGY

5 Year P

Scaling Up CashWhat’s Your Cash Conversion Cycle?

CASH(Oxygen/Options)

9/19/2013

Cash is

Best Practice: Dell

Tom Meredith

Growth

Liquidity

Profitability

Best Practice: Dell

9/19/2013

Profit is

CASHEXERCISE

The Cash Conversion Cycle

Sales Cycle

Delivery Cycle

Billing & Payment Cycle

Cash Conversion Cycle (CCC)

Make/Production& Inventory Cycle 3 Ways to shorten your CCC

• Shorten cycle times• Reduce mistakes• Improve your business model & P/L

EXECUTION

Scaling Up ExecutionDo you have Relentless Repeatability?

EXECUTION(Profit/Time)

9/19/2013

EXECUTION

EXECUTIONEXERCISE

“Greatness is not a function of circumstance. Greatness, it turns out, is largely a matter of

conscious choice,

and discipline.”~Jim Collins

T. Boone Pickens

Human Brain:

Pattern Recognition

Think vs. Talk

9/19/2013

T. Boone Pickens

Gut Feel

Train Your Gut

EXECUTION

EXECUTIONEXERCISE

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

Healthy Teams

Execution Habit #1HEALTHYTEAMS

EXECUTION

9/19/2013

Pat Lencioni

The Five Dysfunctions of a Team

Fear of… Conflict

Absence of… Trust

Lack of… Commitment

Avoidance of… Accountability

Inattention to… Results

The Role of the Leader

Be Vulnerable

Demand Debate

Force Clarity and Closure

Confront Difficult Issues

Focus on Collective Outcomes

The Councilpp 114 ‐ 116

Priorities

Execution Habit #2PRIORITYSETTING

EXECUTION

Execution: Cols 4 – 7

Focus & Alignment

“The Main Thing Is To Keep The Main Thing

The Main Thing”

9/19/2013

EXECUTION

STRATEGY

Outcomes

STRATEGY

Critical Numbers

Red: Minimum

Yellow: ‐‐

Green: Goal

Super Green: Stretch Goal

STRATEGY

Priorities

9/19/2013

Rock Rock Rock

CRITICALNUMBER

EXECUTION

Align Everyone To The #1 Thing: Finish Lines & Fun

High Tech Health

Focalex

9/19/2013

Meeting Rhythms

Execution Habit #3MEETINGRHYTHMS

EXECUTION

Meeting Rhythm

Daily 5 ‐ 15 min Tactics/Communication

Weekly 60 – 90 min Priorities/Debate

Monthly 4 – 8 hours Big Issues/DNA Transfer

Quarterly 1 – 2 days Planning/Focus

Daily – Agenda

• What’s Up?

• Daily Metrics?

• Where are you Stuck?

Weekly – Agenda

• Good News – 5 mins

• Priorities & The Numbers – 10 mins

• Customer/Employee Data – 10 mins

–––––––––––––––––––––––––––––––––––

• Collective Intelligence – 30 mins

• Who, What, When Summary

• One Phrase Close

9/19/2013

Weekly – Agenda

–––––––––––––––––––––––––––––––––––

70 Managers & 7%

www.gazelles.com

Accountability

Execution Habit #4ACCOUNT‐ABILITY

EXECUTION

9/19/2013

PEOPLE

STRATEGY

Employee Feedback

Execution Habit #5EMPLOYEEFEEDBACK

EXECUTION

Start, Stop, Keep Survey

What do you think we should START doing?

What do you think we should STOP doing?

What do you think we should KEEP doing?

PEOPLE

FACe: Human Resources

9/19/2013

Weekly – Agenda

–––––––––––––––––––––––––––––––––––

Customer Feedback

Execution Habit #6CUSTOMERFEEDBACK

EXECUTION

Four Questions (4Q)

1. How are you doing?

2. What’s going on in your industry/neighborhood

3. What do you hear about our competitors – negative

4. How are we doing?

The Net Promoter System

Jade Grey & John O’Loghlen

9/19/2013

PEOPLE

FACe: Customer/Advocacy

Weekly – Agenda

–––––––––––––––––––––––––––––––––––

Core Values/Purpose

Execution Habit #7CORE

IDEOLOGIES

EXECUTION

9/19/2013

One HR List

EVERYDAY MANAGEMENT Create Legends Recruitment and Selection Orientation and Handbook Appraisal Process Recognition and Reward Internal Newsletter Quarterly Themes

Culture Carriers

9/19/2013

STRATEGY

Quarterly Actions

Brand Promises/Key Thrusts

Execution Habit #8BRAND

PROMISES

EXECUTION

STRATEGY

7 Strata

Metrics/Dashboards

Execution Habit #9METRICS/

DASHBOARDS

9/19/2013

EXECUTION

STRATEGY

My Plan

Critical #

STRATEGY

People + Process

Situation Room

Execution Habit #10SITUATIONROOM

EXECUTION

9/19/2013

Your Virtual Situation Room

Which Habit Will You Master Next?

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

9/19/2013

1?Contact Us44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703‐858‐2400/ vharnish@gazelles.comContact Us44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703‐858‐2400/ vharnish@gazelles.com

Bias for Action“On the plains of hesitation, bleach the bones of countless millions, who, at the dawn of victory sat down to rest, and resting, died.”

Amsterdam Rockefeller Habits Sept 2013

Documents

Transcript of Amsterdam Rockefeller Habits Sept 2013

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