Post on 17-May-2015
description
Every Opportunity Every Employee Every Time SM
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A Business Revolution Calls for a Management Revolution
Ed IsraelVP Sales 503.720.0912
Kelly FergusonVP Marketing 206.300.7220
July 27, 2011
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Who We AreCreators of the
A Fully Integrated and Closed-Loop Framework to Drive the Proactive and Disciplined
Execution of Routine Work and Initiatives
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What We Do
Guide leadership teams through the customization and installation of
a Management System that dramatically improves business results
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Mass Ingenuity Vision, Value Proposition and Customer Benefits
Vision Every Opportunity, Every Employee, Every Time
Value Proposition We build a direct connection between what leaders
envision and what employees deliver
Customer Benefits Improve customer experience Accelerate growth Reduce costs
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TIME
The NOW
Moment
When an employee encounters an opportunity to
make a “YES” decision and take action that will move the
business toward its goals
Why Do We Call it the NOW Management System?
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Every OpportunityEvery Employee
Every Time
Management Must Enable Responses to the NOW Moment
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TOLD
PERMITTED
EXPECTED
7 Stages of
YESability
1. Follow Orders2. Understand Orders
3. Voice Opinions
7. Own the Solution
6. Own the Problem
4. Suggest Solutions5. Take Initiative
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Management’s work must be complete before the NOW Moment arrives
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What Management System Does Your Organization Use To Enable NOW Moments?
An effective management system needs to: Visually tell every employee how your organization must execute on its:
• Routine Work (Fundamentals) and Strategic Initiatives (Breakthroughs)
Illustrates the enterprise-wide core processes and sub-processes
Clearly define the top priorities and strategic initiatives
Drive transparency and accountability
Tell you in near real-time when a major process or initiative is trending into trouble
Improve customer experience, reduce costs and accelerate growth
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Improve Customer
Experience
Reduce Costs
Accelerate Growth
FUNDAMENTALSRoutine Work
7-Step Problem Solving
BREAKTHROUGHSStrategic Initiatives
Quarterly Target Reviews
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Client Testimonials“By implementing the Mass Ingenuity management system, we have achieved across-the-board results beyond anything we had imagined.” — CEO and Dental Director, Third Largest U.S. Dental Group
“The Management System visually proved to prospects and customers that we were the right supplier for them. The results were priceless!” — Co-founder and CEO of Electronics Company
"If I could go back, I’d have implemented a management system framework before investing in lean.”— State Government Deputy Director
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Client Results
Global supply chain company reported a 16.7% increase in employee engagement six months after installing their Management System
During a company-wide hiring freeze for the prior 9 months
A manufacturing company leveraged their Management System as a sales tool to win business nationally and to hire top talent
Owner eventually used their system to reduce due diligence time by 40% and received an offer 50% higher than expected
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Client Results
Large state agency director was applauded by the new governor's transition team for their comprehensive and clear model for running their agency
Agency utilized their Management System and a related Breakthrough initiative to target savings of $1,000,000 in overtime costs
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Typical Results
3 6 9 12 15 18 24
30x
24x
18x
12x
6x
0x
Return on Investment
MONTHSWaste
10-15% Reduction
Employee Engagement
30% Improvement
Customer Experience
20-25% Improvement
Profitable Growth
25-30% Improvement
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Typical Client ROI
Clients investment is typically returned in 18-24 months
Ongoing year after year improvements are achieved at a very significant level As evidenced by Permanente Dental Associates
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Concern for Patient Comfort
+14%Outcomes
vs. Plan
+68%Process in
Control
+46%Dentists
Engaged in Research
+22%
Permanente Dental Associates2008-2010
EmployeeEngagement
21%
Dentist Engagement
9%
-46%
DentistTurnover
-41%
Dentist Idle Time
-50%
Time to FirstAppointment
-20%
Time to Appointment
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The Situation
Our business and economic revolution calls for a management revolution
Yet, most organizations lack a management system to: Accurately inform employees at all levels about
their business performance Informs employees where and how to make
improvements
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“This economic crisis doesn’t represent a cycle. It represents a reset. It’s an emotional, raw social, economic reset. People who understand that will prosper. Those who don’t will be left behind.”
Jeffrey Immelt, CEO, General Electric
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Management Waste Ironically, John Bernard discovered that “management”
is the most critical process
Yet, management processes receive the least attention and, generally, are very undisciplined
Management is burdened by tremendous waste
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0 10 20 30 40 50
MANUFACTURING
SERVICE
GOVERNMENT
% of Operating Costs That
Add No Value
25-30%
30-40%
40-50+%
All Waste By Sector
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Quotable Quotes
“84% of the errors, inefficiencies, problems, etc., derive from the system and 16% are due to variations in individual performance.” -- W.E. Deming
“Pit a strong performer against a bad process and the process will win almost every time.” -- Rummler & Brache
“A leader is someone who helps improve the lives of other people or improve the system they live under.” -- Sam Ervin
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1920 1930 1940 1950 1960 1970 1980 1990 2000 2010 2020
The Era ofMASS PRODUCTION The
GREATRECESSION
The Era ofMASS CUSTOMIZATION
www
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NOWTHEN
COMPLICATION
High Volume Low Cost
High Customization Low Cost
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NOWTHENDRIVER
ORGANIZATION
DECISIONS
IMPROVEMENT
USE OF DATA
PROBLEM SOLVING
SPEED
Customer Need
Process Centric
Decentralized
Micro-Improvements
Everyone
Standardized, Fact Based
Fast
Managerial Hierarchy
Functional
Centralized
Big Ideas
Management
Ad Hoc, Intuitive
Slow
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Additional Complications
High waste and costsLow employee engagementPoor customer experienceLow transparencyLow line of sight and accountabilitySlow growth
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1. Unclear Direction
2. No Line-of-Sight
3. Unclear Accountability
4. Inconsistent Language
5. Poor Issue Transparency
6. Inappropriate Resources
7. Inadequate Tools/Skills
Deadly Sins of Management7
Eliminating the Sins
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Eliminate Fear
Reduce Variation
Pursue Constraints
C O N C E P T S
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Social Good
Work/Life Integration
Total Transparency
Digital Natives Grew Up in the NOW
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ACCESSSets a new standard for
Makes the conversation that has been going on
anyway, public
Social Media
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The
CLOUD
Transforming the
COST of turning data
into information
Cloud Computing
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Failing Miserably
33%18%
49%
EngagedActively
Disengaged
Not Engaged
SOURCE: Gallup Consulting
OUR ALIENATED WORKFORCE
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General Motors
70
60
50
40
30
20
10
0
7
1983
1 idea every 7 years
Ideas Implemented Per Employee Per Year
ToyotaMotor
Company
June 1, 2009
Filed Chapter 11
BANKRUPT
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An idea that saves:
In a process done each day:
By others who do the same work:
Who work each year:
$2.00
10 times
12 colleagues
260 days
$62,400 savings
Micro-Ingenuity and Micro Economics
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HIGH-ENGAGEMENT ORGANIZATIONS
Difference Between Top and Bottom Quartile Performance
ABSENTEEISM
TURNOVER (low turnover org.)
TURNOVER (high turnover org.)
SHRINKAGE
SAFETY INCIDENCES
QUALITY (Defects)
CUSTOMER RATINGS
PRODUCTIVITY
PROFITABILITYSOURCE: Gallup Consulting
-37%
-49%
-25%
-27%
-49%
-60%
+18%
+12%
+16%
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People know how to seize
opportunities and solve problems
People understand and respect the way the organization functions
TRUST
ORDER FREEDOM
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a count ability
…to count …to number …to measure
…skills to do the job …skills & resources to solve problems …authority to take action
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Improve Customer
Experience
Reduce Costs
Accelerate Growth
FUNDAMENTALSRoutine Work
7-Step Problem Solving
BREAKTHROUGHSStrategic Initiatives
Quarterly Target Reviews
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WORKING
INTHE BUSINESS
WORKING
ONTHE BUSINESS
Routine Work Initiatives
©Copyright 2011 Mass Ingenuity
Monitor Monitor
Corrective ActionBreakthrough Check In
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Fundamentals Map℠ Strategy Map℠
STATUS: R/Y/G TREND:
1
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7 Reflect & Learn
MOST RECENT ACTUAL RESULTS:
If the solution has not yet been implement, attach a workplan to show how it will be implemented.
WHAT SOLUTION(S) APPEAR TO BE MOST VIABLE AND WHY?Develop Solutions
Implement Solutions
Hold the Gain
WHERE IS THE PROCESS BREAKING DOWN?
WHAT DO THE FACTS PROVE IS CAUSING THE PROBLEM?
WHAT CONTROLS HAVE WE PUT IN PLACE TO PREVENT THIS CAUSE FROM REOCCURING?
WHAT LESSONS DOES THIS PROBLEM TEACH US?
WHO WILL DO WHAT BY WHEN TO IMPLEMENT THE SELECTED SOLUTIONS?
Uncover & Prove the Root Cause
Map the Current Process
PROBLEM STATEMENT:Agree on the Problem
PROCESS or OUTCOME:
MEASURE:
OWNER:
TARGETED PERFORMANCE:
Department
Individual
Prepared By: X
Date: X
Fiscal Year: X
Entity: X
Division/Department: X
Situation: X
Objective
No.
Strategy (Owner)
Sub-Targets
X
Targets
X
1.1
1.2
1.3
1.4
1.5
X X X X X
X X X X X
BREAKTHROUGH: OWNER: DATE:BUSINESS UNIT:
S C T
Improvement ? ? ?DecliningLowOn Target Behind Plan
ModerateOwner Concern About SuccessDirection it is headed
S = Status C = ConcernT = Trend
Current State of Effort
Same
FOR FUTUREIMPLICATIONS STATUS
Far Below ExpectationsHigh
ANALYSIS OF DEVIATIONPERFORMANCE TO DATE CORRECTIVE ACTIONBREAKTHROUGH OBJECTIVE
STRATEGIES (owner)
Breakthrough PlanOutcome and
Process Scorecards
M easure 1 M easure 5
Comments: Comments:
M easure 2 M easure 6
Comments: Comments:
M easure 3 M easure 7
Comments: Comments:
M easure 4 M easure 8
Comments: Comments:
Title Monthly Status Report Date
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FUNDAMENTALS BREAKTHROUGHSQuarterly Target Reviews
CUSTOMERNEW SOFTWARE ENHANCEMENT
Process
FINANCIAL
Strong & Clear VALUE
PROPOSITIONYY
Achieve Best-in-Class
OVERALL CUSTOMER
EXPERIENCE
DIVERSIFY REVENUE WITHIN
MARKETS
WIN-LOSS RATIOImproved
CUSTOMER ACCESS TO
ONLINE ORDERS
Identify NEW MARKET
OPPORTUNITIES
SERVICEAGREEMENT
Update
COMPENSATION PHILOSOPHYFully Aligns toVision & Goals
COMPENSATION ADJUSTED
to Vision
CAPITAL DIVERSIFICATION
EXPANDED FUNCTIONSStandardized
RECORDS AUTOMATION
Upgrade
GEOGRAPHIC EXPANSION
VALUE PROPOSITION
FOR SHAREHOLDERS
Understood
CUSTOMER DELIVERY
MODEL Overhauled
COMPREHENSIVETECHNOLOGY
Update
BENEFITS & COMPENSATION
Rationalized
Long-RangeTRAINING &
DEVELOPMENTPlan in Place
Strong COLLABORATION
WITH KEY VENDORS
INFRASTRUCTURE
Disciplined BUSINESS
FUNDAMENTALS with Quarterly
Reviews
RealignedSTAFF
RESOURCES
SHARED VISION
DOUBLE NEW PRODUCT REVENUE
IDEAS IMPLEMENTED PER EMPLOYEE
Increased
201120122013
ENGAGEDTEAM
PEOPLE
PLAN
DO
CHECK
DO
ADJUST ADJUST
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Routine Work
Deliver the routine work with the fewest possible resources
Connect every employee with clear accountability
Transfer skills and authority to act to those who do the work
Create complete transparency about performance
NOW Fundamentals Map℠
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Initiatives
NOW Breakthroughs Map℠ Create and execute plans
proficiently
Communicate rationale, dependencies and risks
Set realistic expectations in line with available resources
Create complete transparency about initiative performance
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ELIMINATE FEAR REDUCE VARIATION PURSUE CONSTRAINTS
FEATURE: Private “tweeting” within the user’s team
INSTANT ACCESS TO TEAMMATES
UP & DOWN LINE-OF-SIGHTPERSONAL PAGE FOR EVERY EMPLOYEE
INSTANT PROBLEM SOLVING SUPPORT
REAL-TIME PERFORMANCE DATA
FEATURE: Instant click through to creation of a 7-Step plan for corrective action
CALL TO ACTION AUTOMATEDFEATURE: Below-expectation performance highlights call to action/escalation triggers automatically notify management
FEATURE: Real-time visibility ofkey-accountabilities performance
FEATURE: Landing page for self-managing performance
FEATURE: One-click line-of-sight and transparency
FEATURE: Task engine delineates individual accountabilities on Breakthrough initiatives
CLEAR VISIBILITY OF TASKS COMING DUE
FEATURE: Past-due tasks are highlight in bold
CALL TO ACTION WHEN TASK PAST DUE
VISIBILITY TO MAJOR BREAKTHROUGHSFEATURE: Major initiative performance transparent
CUSTOMIZABLE TO MEET ORGANIZATIONAL NEEDSFEATURE: Customizable templates to match identity
IMMEDIATE ACCESS TO PLANNING TOOLSFEATURE: One-click access to common planning tools
INSTANT ACCESS TO KEY DOCUMENTS
FEATURE: One-click access to documents that define the organization’s direction
FULL PRIVATE SOCIAL MEDIAFEATURE: In-company social media suite to facilitate NOW action including the full compliment of common social tools including company blogs
INSTANT ACCESS TO ANYONE AND EVERYONE
FEATURE: Private “tweeting” to everyone in the organization or to select levels, teams or departments
SEARCHABLE KNOWLEDGE BASEFEATURE: Quick access for every employee to information they need to take effective action
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Discipline, accountability; need for action reinforced
Facts are out in the open to deal with reality
Constraints to goals are clear
People prepared and motivated to take effective action
Complete visibility of the organization’s performance
Accomplishments recognized
Opportunity to learn the business and expected behaviors
Quarterly Target
Reviews
Quarterly Target Reviews:Transparency in Measuring Progress
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ACCESSTO DATA
Institutionalize a common method
for Problem Solving
Connect EVERY employee through measures they can impact
Inspire Change with a
Shared Vision
Understand the
SHIFT from THEN to NOW
Create the
NOW Mindset
Leverage the
Game ChangersSocial MediaCloud ComputingMillennial Mindset Build Total
Transparency through Quarterly
Target Reviews
Eliminate
the Fear
Quit Bossing &
Start Teaching
Achieve real Breakthroughs
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Leadership Team
John BernardFounder, Chairman and Author
Aaron HowardPresident and CEO
Ed IsraelVice President of SalesKelly Ferguson
Vice President of Marketing
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Addendum[Optional section to be customized for each reseller or VAR, if applicable, or deleted.]
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Sales Targets
All industries – experience in both private and public sector
All company sizes Need executive level client access
High level strategic sell CEO sponsorship is vital for an enterprise-wide Management
System
Factors that impact pricing (typically project price) Client revenue and number of employees Operational complexity
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Pricing Examples Current sales range in total from $150-500,000 Price driven by primarily by organizational size
Small <500 employees
Medium <3,000 employees
Large >3,000 employees
Example of anticipated sales for small-medium-large organizations Fundamentals Map only: $100,000-$175,000-$250,000
Breakthroughs Map only: $100,000-$175,000-$250,000
Full NOW Management System: $500,000-$1MM-$1.5MM
Breakthrough Projects: $50,000 to $250,000 each
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Pricing Variables
Factors that impact pricing Client revenue and number of employees Operational complexity
Project fee (preferred) or time and materialsPricing is subject to reseller’s discretionSales cycle time varies from 3-12 months Sales process is very relationship oriented with
senior executives
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Joint Value Proposition
[Placeholder to be customized for each reseller or VAR, if applicable]
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Go To Market Strategy Conduct series of sales training webinars
The basics Lead generation to closing process Advanced concepts and reinforce all prior material
Start with Advisory Council as early as 8/01 Send sales kits and map examples in advance
One-on-one access to Kelly and Ed for whatever support is needed Conduct initial webinar for early stage prospects Mass Ingenuity is available to participate in joint sales calls for
qualified prospects Target: At least three engagements valued in aggregate at $500,000
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Sales Process
Identify potential companies from your contactsAssess interest
If interested, contact Mass Ingenuity for proposal and sales assistance
Maintain shared relationship (reseller and Mass Ingenuity)
Receive normal commission on award redemption
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Benefits for Reseller Sales Force
Get in on the ground floorBe ready to capitalize on book release (Dec. 6) and
intense national PR campaignManagement System applicable to all size
organizations, industries and sectorsDiversify your offeringsStrengthen client value add and relationshipsDrive increased revenue and commissionsShort term revenue and long term annuity
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A Great Marketing Opportunity!
“Practical. Useful. Inspiring. Managers and leaders who want to engage the hearts and minds of every employee will find all the tools they need in the pages of Business at the Speed of Now.”
-- Marshall Goldsmith, million-selling author of MOJO and What Got You Here Won’t Get You There
In BookstoresDecember 6, 2011
BUSINESS AT THE SPEED OF NOWFire up your employees, thrill your customersand crush your competitorsBy John Bernard