Master Map PrinciplesA Proven Approach for Leading Competitive Companies

By Robert McKinley(Summary & Excerpts from Full Presentation)

Compiled from a Multitude of Experience, Training, Books, Teachers & Mentors Too Numerous to Mention

Master Map Principles (MMP)What is it?

An Approach to Leadership through: People

All stakeholders- customers, investors, employees, vendors, etc.

Principles Including objectives, rules of the road, regulatory

requirements, values, etc. Product

Profound knowledge of customer requirements, company products and capability

Performance Data & merit based with a bias for action and a focus on

results

Master Map PrinciplesWhy Do People Relate to MMP?

People relate to “Maps” as useful in getting where they want to go

Principles get them there inside the “Rules of the Road”

They are easy to convey and understand

(“Maps” & written Principles are your tangible documents written specifically for your company upon which you and your stakeholders will rely)

Master Map Principles (MMP)Underlying Attitudes & Assumptions

“Businesses must grow or die, there is no middle ground”

Competitive businesses must attract key stakeholders to remain in business over the long term

All Stakeholders (customers, investors, employees, vendors, etc.) are attracted to business in expectation of growth (gain for them)

Maximization of one Stakeholder gain often creates conflict with other Stakeholders (e.g. higher pay for employee, lower profit for investor, etc.).

Leadership is successful when the business continues to attract more well paying customers, solid investors, high quality employees, better servicing vendors, etc.

Master Map Principles (MMP)Grounded for both short and long term results

A practical approach to quickly collect, assess, convey and act upon an immediate game plan

Short term effort becomes building blocks for long term strategic framework with buy-in from stakeholders

Approach is customized for each company – one size does not fit all

It is a way to focus an engaged team of internal & external people to thrive the mantra to “Out-compete the competition”

It is “Good business!”

What Can MMP Do for You?

Assess and quickly begin working with an unfamiliar &/or especially with an underperforming company

Get the “Big” picture quickly while immediately delivering meaningful short term results, including administering company first aid, second aid & long term therapy

Useful under positive and negative market conditions and company situations

Helps you engage and attract the key stakeholders necessary for long term success of the business

Here is How It Works

MMP Focuses in Four Key Areas

People – all stakeholders who get it done

Principles – the rules of the road

Product – the engine

Performance – the results

People Focus

Listen to the business through people - Engage key people from each stakeholder group (customer, investor, employee, vendor, etc.) for top issues & opportunities

Understand that ALL stakeholders are looking for growth

Understand the inherent goal conflicts between different stakeholder groups (use advocacy, e.g. CFO for investors, Sales for customer, etc. for management to ultimately find the “right” decision for the company at that time)

Align and focus operational teams

Set behavioral and performance expectations with team

Create unique “Maps” useful for teams

Principles FocusThe Rules of the Road

Essential in a merit based, participatory operating environment

Decisions and actions all have a “Basis”

Source for basis comes in many ways and diverse perspectives

Principles, as uncovered and validated for a company, need to be published and properly conveyed

People rely on the Principles for “Basis”

Exemplary PrinciplesDiscover, Uncover, Validate, Publish What Works and is Needed for your Company

Company “First Aid” if needed Stakeholder Goals & Objectives Company Vision & Purpose Company Business Polices Company Values Laws of the Land & Industry Regulations Other “Tests for Rightness” Company Strategic Framework

Product FocusAssess Issues, Opportunities & Alternatives Relating to Your Products and Services

Assessments should include: Quality (conformance to customer requirements) Pricing Distribution Promotion Product Rationalization Features & Benefits Product Differentiation & Diversification Other Attributes

Assessments to be checked against stakeholder objectives & documented

In the long term, your product knowledge should become “Profound”

Performance Focus Gain immediate access and understanding of all available

key performance measures to understand, formulate and communicate the situation and immediate path forward

Apply company First Aid, then Second Aid, then Long Term Care

“Start the breathing, then stop the bleeding!” Full dashboards, sophisticated customer tracking and full

visibility through your numbers will come as the company requires it. Information costs – don’t spend it if it doesn’t provide a return, but get what you need to succeed

Secure internal control of company assets and resources

Performance Focus

How is success defined? By what measurements? From which stakeholder perspective?

What data is available? What data needs to be quickly compiled?

Short Term View

How stressed is the company?

Long Term View

Are you “Out-competing the competition?”

Can you “Get a lead and make it bigger?”

MMP - Proven Applications In both Positive & Negative Market Situations

“At Company 1 by applying MMP in a stable health sector line of business, our team realized 13.6% annual average earnings growth on 8% average annual sales growth over a three year period”

“At Company 2 by applying MMP in a failing musical instrument manufacturing company due to deteriorating product quality & massive industry volume contraction & price erosion, we realized 100% recovery for vendors, recovery for senior lender & successful sale with broadened product offering without bankruptcy proceedings”

“At Company 3 by applying MMP to a young manufacturing company of heavy duty, construction dump trailers struggling with the massive 2008-2009 recession, we were able to keep the company operating and weathering the storm”

MMPExemplary Tangible Output

First Aid Action Plan Stakeholder Fundamental Goals & Objectives Consolidated View of Company Purpose State Company Vision Documented Values Published Tests for Rightness Published Principles of an Integrated Team Stated Short term and Long term Goals and Objectives for

Company Published Key Strategies Published Business Policies Operational Action Plans by functional area

MMPExemplary Intangible Output

Stakeholders more willingly accept sub-optimization of their goal for the betterment of the whole

“Those that give, get” Builds an operating environment where individuals accept

accountability and responsibility

Produces a “learning” environment committed to continuous improvement

Creates an operating environment of accountability where any stakeholder can challenge anyone by relying on the Master Map Principles as their basis regardless of the organizational hierarchy

Broader understanding of basis for others actions & decisions

Company Flavor with a Purpose Make it Easy to “Taste” by Everyone

SiDump’r Trailers … The Workhorse of the side dump industry!

“We build side dump trailers that are designed and built to be tough. Tough enough for the tough operators who use them under tough conditions. Tough enough to withstand the toughest challenges. Tough and durable to provide many years of safe, dependable, and profitable service to their operators. They are built right!”

Bob McKinleyPresident & CEO

Note: Purpose based on customer requirements research

Corporate Values

Common Examples

Respect for Others Uncompromising Integrity in all that we do Trust in each other Credible and merit based Committed to Continuous Improvement

Useless unless Demonstrated from the Top Down & Pointed Out when Observed Throughout the Organization, Including with Customers, Vendors & Other Outsiders

Team Integration Principles Behavior that Forges Strong Teams

Listen, Listen, Listen Communicate, Communicate,

Communicate Anticipate, Anticipate, Anticipate Know your roles; Know other’s roles Know basis for what’s right; Do what’s right Learn from our efforts; both successful and

unsuccessful Work from common, clearly understood set

of goals, values and principles Separate the Doer from the Deed

Do it; Expect it!

MMP Conclusion

“Under MMP, a business has a significantly improved chance of staying in business (in perpetuity) while meeting or exceeding customer, investor, employee & others long

term goals & objectives”

For More Information & the Complete MMP Presentation

Contact

Robert “Bob” McKinleymckinleyre20@yahoo.com

http://www.linkedin.com/in/bobmckinley