APEX v15a 02162015

w w w. a p e x 4 g ro w t h . c o m Columbus • Boston • NYC • Washington

CAPABILITIES OVERVIEW

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We help organizations achieve peak performance.

Creating competitive value that makes a difference

Our Mission

Why does performance matter?

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Execution capability is one of the top three concerns of CEOs.

Product life-cycles are accelerating at an

exponential rate. This creates an ever greater demand for both market

“know how” and a committed, high speed,

agile workforce.

50% of all employees are “merely putting their time

in” and 20% are acting out their discontent in

counter-productive ways.

(Costing $.5Trillion to the US economy per year)

Source: State of the American Workforce Report, Gallop, 2014 Source: Accenture Global 1000 Survey, 2012 Source: Mark Sullivan as Featured Guest at Harvard Business Publishing Media Channel, 2014

Organizational Challenges

What organizations are facing today…

4©PLHerrera/iStockphoto LP.

Talent and Customer Churn:

Effort and commitment are fluid and fleeting, often leading to sub-optimal performance.

Integrity:

Less black and white; what is ground truth; organizations, markets and people have different realities; what is real and meaningful; what is sustainable?

Uncertainty:

Live in a VUCA (Volatile–Uncertain-Complex-Ambiguous) world; increased decision risk.

Increased Competition:

Lower barriers to entry; more alternatives for customers; greater need for speed and enhanced value.

What happens when you're not organizationally aligned?

5Source: KatesKesler LLC

Strategy PeopleRewardsProcessStructure

If the structureis not aligned to

the strategy

If the developmentof coordinating

mechanisms is leftto chance

If the metrics and rewards

don’t support the goals

If people aren’t enabled and empowered

you get

If strategy is missing, unclear

or not agreed upon

Confusion Friction GridlockInternal

CompetitionLow

Performance

you get you get you get you get

Expertise that delivers: Drawing upon a global network of resources

Mark Sullivan, Ph.D.

30 years of leading

organization, strategy and

human capital practices

Former Dow 30 Chief Learning

Officer and Global VP-Talent

Management

Harvard Business Publishing

featured media talent

Growth incubator and

talent/organizational

development expert

APEX’s Founder

Jeff Bennett

Former Booz, Allen &

Hamilton strategy partner;

founder, Amphora

Consulting

Extensive global board

level consulting on

business growth

Recent articles in HBR,

Strategy & Business

publications, et al

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Ron Ashkenas, Ph.D.

Co-led organizational change

team for Jack Welch

Original co-author of “Work-

Out” (getting cross-functional

work done fast and well)

Popular HBR contributor and

blogger focusing on speed and

simplicity.

Managing Partner with

Shaeffer Associates

Kurt Southam,

Ph.D.

A former colleague and

protégé of Stephen Covey

Prominent expert in

influence management,

change management and

(how to conduct) crucial

conversations

Founder, owner of Southam

AssociatesLeveraging extended faculty, managing partners and experts with a proven record

Market Performance

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Operating Performance

People Performance

Our Core Capabilities

Performance Fly-Wheel: Three big questions that power sustainable performance

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PeoplePerformance

Operating Performance

MarketPerformance

Market Performance:

How do you create unique, competitive value in a sustainable fashion?

(Economic Value)

Operating Performance:

How do you create efficient,innovative, agile practices that get the right things done the right way?

(Functional Value)People Performance:

How do you develop and sustain superior competence and effort as an individual and team contributor; and as leader and follower?

(Human Capital)

-- Market Performance –

Strategic Value Creation & Execution

Capability

-- Operating Performance --

Organizational Strategy & Structural Fitness

Approach To Growing Capacity and Effectiveness

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Capabilities Tied Together(Strategy, organization and talent eco-system integrated for speed and value )

Builds Disciplined, Cross-Functional Alignment(Ties purpose, with high speed process and practice)

Closing the Knowing-Doing Gap(Develops targeted capabilities for impact)

Links to Profitable Market-Back Opportunities(Accelerates internal growth engine with key BD skills)

-- People Performance –

Team & Talent Skill Building

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Strategy

TalentOrganization

STRATEGYMaking It Real and Relevant

(Market Performance)

ORGANIZATIONImproving Speed, Quality and Value

(Operating Performance)

TALENTDevelop Skills That Make a Difference

(People Performance)

What We Do

Key Competencies

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Growing Market Performance

Teaching/coaching competitive growth & business development skills with strategic talent

Identifying profitable, new value-driven, high-margin opportunities

Incubating targeted 100-day action learning growth teams for value capture

Creating a workforce that thinks and acts market-back (not product-forward)

Link to Profitability?“Using the growth tools in the APEX program, we were able to take price up three times in 18 months while significantly growing margins through re-crafting our value proposition and business model with a key customer.”Source: General Manager of a medical device supplier for the world’s largest 501C3 health care research institution, Columbus, OH; May 3, 2012.

Accelerating OperatingPerformanceDeveloping People Performance


Develop a blended mix of strategy, BD and executive leadership skills while on a part-time, strategic, income-generating 100-day market-facing action learning project team

Extensive “hands-on” coaching and real-time practice on the problems at hand

Cultivate accelerated value delivery “know-how” in complex cross-boundary settings

106 five-day sessions

Over 2,500 people trained

Over $700 million in recognized bottom-line impact

Building a ‘culture of innovation’

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SMART Growth Lab: Strategic Marketing And Rapid Talent Growth Lab

For our biggest client – a fivefold increase in the rate of organic growth, 60 percent increase in revenue and more than 100 percent increase in operating profit

Introducing an Award-Winning 100 Day Growth Accelerator:

The Concept The Results

Dow 30 Chairman’s

Award

©APEX

Accelerating OperatingPerformanceDeveloping People Performance


Key Competencies

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Accelerating Operating Performance

Building 100-day road maps: big goals and commitments

Benchmarking value steams, risk-zones and accelerators

Securing matrix, cross-functional hand-offs and accountability mechanisms

Mapping resource and talent pipelines; sandbox simulations

Re-tooling operating models and governance frameworks

Link to Profitability?Organizations that are operationally fit based on well integrated structures and processes can have a 3-5% competitive advantage in net sales-to-inventory, working capital or asset turnover.Source: Warren Buffet on business valuation in his Berkshire Hathaway Annual Meeting; May 3, 2014.

Toward High Speed Value Delivery and Value Capture:

Developing People Performance

Growing Market PerformanceAccelerating OperatingPerformance

Activity & Value Mapping: Streamlining Hierarchy Blue Ocean Leadership Practices

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Key Activities

• Enforce established ways of doing things• Solve operational

problems and put out fires

• Monitor and coordinate middle management initiatives• Deal with administrative

matters and answer e-mails• Conduct meetings for

operational improvements

• Deal with poor performance• Coach and motivate direct reports• Communicate the company’s vision and what it

means to people• Create a compelling strategy• Explain the strategy clearly

• Analyze future trends and their implications for the company• Develop an agenda for

change• Remove bureaucratic

blockages

HIGH

LOW

TO-BE PROFILE IN CHARTING THE FUTURE

AS-IS PROFILE FOCUS ON THE DAY-TO-DAY

ELIMINATE REDUCE RAISE CREATE

From the Day-to-Day to the Big PictureCurrent activities of leaders vs. the activities employees think they should be doing (Aspirational Mapping: One Stakeholder Group)

TIME & EFFORT

Source: HBR, Blue Ocean Leadership, May 2014; For Illustrative Purposes Only

Illustrative

(HBR)

Developing People Performance

Growing Market PerformanceAccelerating OperatingPerformance

Key Competencies

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Developing Team & Talent Performance

Team Play Book & Profiler; * Culture Map

Executive Workshops & Coaching Labs

Customized Motivational Talks

Korn Ferry Leadership Architect

Change Management ProSci Tools

Talent Link to Contribution Margin?By enabling talent to have the right competitive skills, the organization can have a 40% increase in employee performance and a 4.5x multiplier in financial results. Hay Group, Normative data base from global research and assessment, 2012.

Provides measurable improvement in cost, quality, speed, safety, and value*

• 50% reduction in error rate in select hospitals• Development groups improve cycle time by

50-80%• Productivity of knowledge workers by 50-80%* As measured in over 50 large-scale, cross-industry global change initiatives by Vital Smarts Training Company

Building skills that help to grow talent and teams via performance coaching and workshops

* An APEX Offering by VitalSmarts and Southam Associates

Growing Market PerformanceAccelerating OperatingPerformanceDeveloping People Performance

Apr 15, 2023

Team Play Book: Leveraging Common Patterns and Practices For High Performance Roadmap

The “Profiler” tool further aligns performance styles to roles to optimize individual and team practices

Measure individuals (People Profiler) as a way to look for patterns, explain challenges, and make the best business decisions

©2011 Talent Analytics, Corp. | www.talentanalytics.comAn APEX offering as an Agent of Talent Analytics Corp

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Shaping Operating Cultures: Anchoring Core Practices between Talent and Teams

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17-Minute Culture Survey

Operating Culture Practices: Thematic Analysis

Change Resistance Mapping: Gap Analysis

100 Day Culture Incubators: Innovating the Future

Why Does Culture Matter?Change management fails as much as 70% of the time with the operating culture being a critical factor. Strong cultures will improve productivity by at least 10%. Done well, unit productivity can as much as double in six to twelve months.Source: Developing Your Company Culture, Barry Phegan, Ph.D. January 1, 1995.

Stability and control

Flexibility and freedom to act

Inte

rnal

focu

s an

d in

tegr

atio

n

External focu

s and

d

ifferentiation

Clan

Hierarchy

Market

Adhocracy5

0 40 3

0 20 1

0

*OAIC Culture Survey designed and validated by Professor Kim Cameron, University of Michigan, 2011.

An Industry Leading Competence –Based Framework:The New Korn Ferry 4D Leadership Platform

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An APEX licensed Korn Ferry tool


Influence Management Skills (i.e. creating common interests)Provides skills needed to change the behavior of others. Also highly effective for those without formal authority, as well as emerging leaders.

Crucial Conversations (i.e. straight talk)Teaches skills for creating alignment and agreement by fostering open dialogue around high-stakes, emotional, or risky topics—at all levels of the organization.

Crucial Accountability (i.e. walk-the-talk)Teaches a step-by-step process for enhancing accountability, improving performance, and ensuring execution. By learning how to talk about violated expectations in a way that solves problems while improving relationships, you’ll improve individual, team, and organizational effectiveness. 19

Two-Day Award Winning Skill Building Seminars

A VitalSmarts Certification Asset in Partnership with APEX

New York Times

Best Seller

Developing Talent to Thrive in High Change

Signature Speaking Engagements (Key messages and stories aligned to change and engagement efforts)

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Symposiums(Structured, scalable dialogue sessions with panel prepped for impact)

Facilitated Fire-Side Chats (Skillfully guided, highly interactive sessions addressing issues and opportunities)

Growing Market PerformanceAccelerating OperatingPerformanceDeveloping People PerformanceCustomized Motivational Talks

Our Approac

h

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We believe each client has the inherent tools and capability to step up to superior performance, in spite of hurdles constraining success.We help to shift the landscape and build people and organizational capacity to make a sustained difference that matters. We do this by:

WorkSmart

BuildTrust

ThinkHard

RAPID RESULTS

Our Approach

WorkSmart

BuildTrust

ThinkHard

Identifying what is working well

Creating a supportive, respectful, accountability-driven environment to do challenging, meaningful work requiring trust, skill, standards and stamina

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Our Approach

Using rapid-results methodology and metrics as both a means and ends to performance improvement. We link compressed, goal-driven, action-learning efforts and guided images/milestones with on-going, peer-client feedback for mapping progress against measurable outcomes.

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RAPID RESULTS

Our Approach

Providing developmental environments to safely experiment with new behaviors and practices for enriching talent and teams for profitable results.

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Where We Have Added Value

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Cost Savings

Talent-Powered Leadership

Competitive Differentiation

Strategic Alignment: Less Re-Work

Operational Efficiency

Accelerated Revenue Generation

Accelerated Through-Put: Cross-Functional Expertise

High Performing Teams

Speed-To-MarketChange That Works

Market-Back Culture: Focused on Value

Why APEX?

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Proven, senior-level practitioners with many years of client experience applied throughout the full-length of the engagement. (Unlike some of the larger consulting houses, our seasoned talent is present through the entire process.)

Our high quality services are provided at a cost significantly less than the major consulting houses.

We bring expertise and value without the overhead.

We use seasoned tools, honed from years of practice to ‘move the needle’ where it matters. We work fast, in a targeted fashion, to accelerate change that makes a material difference for you and your organization.

Expertise

Cost

Results

Follow-up

Contact:

Mark J. Sullivan, Ph.D.Managing Partner

Accelerating Performance Excellence, LLC

c: 201.290.5317

[email protected]

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Tools and Practices

(Social and Organizational Innovation for Profitable Results)

APEX uses proven tools, interview guides, assessment, diagnostic reports, and skill-building seminar products

with best-of-class licensed assets from the McKinsey, Korn Ferry, ProSci Change Management,

Talent Analytics, KatesKesler, Vital Smarts Training, Southam Associates, Minds at Work, and

OCAI companies.

28T: 201.290.5317; O: 150 East North Broadway Street, Columbus, OH 43214

APEX v15a 02162015

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