13 Strategies to Success


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Insights to Successful Growth in the Federal Marketplace

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13 Strategies to Success

  1. 1. 13 Strategies to Success:Insights to SuccessfulGrowth in the FederalMarketplaceAlba M. AlemánChief Customer AdvocateMarch 27, 2012
  2. 2. 1. Dream Dream big! Every remarkable business begins with a dream People are drawn to leaders with a dream, passion, and vision “Capital isn’t scarce; vision is.” -- Sam Walton03/27/12 © 2012, Citizant. 2
  3. 3. 2. Plan Plan carefully Plan democratically – invite your best thinkers from all levels/parts of the company Follow planning with regular communication – to all stakeholders, inside and outside Formally re-visit your plan each quarter and adjust based on goal attainment, available resources, and market conditions03/27/12 © 2012, Citizant. 3
  4. 4. 3. Believe Believe in yourself and affirm it to yourself – often! Find at least one other person who will express their belief in you Believe in your people Believe in the processes you have built Believe in the culture you have inspired03/27/12 © 2012, Citizant. 4
  5. 5. 4. Aspire to Something Meaningful Find a higher purpose that you, your employees, and your customers care about Examples:  Building a better future  Providing (economic, personal) security  Transforming government Money is not “meaningful” – manage it as a resource, but don’t allow it to manage you03/27/12 © 2012, Citizant. 5
  6. 6. 5. Work Hard Work hard – your competition is always working harder Hire employees with a strong work ethic Channel hard workers to produce results that support desirable corporate goals “Opportunity is missed by most people because it is dressed in overalls and looks like work.” -- Thomas Edison03/27/12 © 2012, Citizant. 6
  7. 7. 6. Fight to Maintain Values You are the steward of your company’s culture and the owner of your company’s values Deliberately set your business values Speak openly and often about your values Never compromise your values, not even for money Be passionate without fear03/27/12 © 2012, Citizant. 7
  8. 8. 7. Allow Process to Free You Success = Art + Science = People + Process Develop process that is repeatable, scalable, and fit for purpose Inspire cultural appreciation for process Ensure disciplined adherence to the use and evolution of effective process Review and update processes regularly to remain adaptive in the marketplace03/27/12 © 2012, Citizant. 8
  9. 9. 8. Build Your Network Find a network of your peers with whom you can share experiences Find mentors that are willing to provide an objective perspective Cultivate relationships in the marketplace at every step along the way Take care of your customers – they can become your best business developers and future employees03/27/12 © 2012, Citizant. 9
  10. 10. 9. Hire Great People Hire slowly – carefully screen those who will lead with you Surround yourself with natural leaders who share your inspiration, aspirations, and values Find one employee who is good at counting and managing money – but one is enough Truly GREAT businesses are not built from a spreadsheet – they are built from the hearts and souls of GREAT leaders03/27/12 © 2012, Citizant. 10
  11. 11. 10. Lead with Compassion Provide clear expectations and reasonable opportunities for employees to be successful When differences are irreconcilable, release unsuccessful employees with respect, dignity, and compassion When the mismatch is clear and documented, act quickly03/27/12 © 2012, Citizant. 11
  12. 12. 11. Lead by Your Example If you want your employees to work hard, you must work hard If you want your employees to care for your customers, you must care for your customers If you want your managers to care for your employees, you must care for your managers03/27/12 © 2012, Citizant. 12
  13. 13. 12. Engineer the ‘Right’ Bus Remember Jim Collins’ famous quote: “Get the right people on the bus, the wrong people off the bus, and the right people in the right seats.” -- Jim Collins, Good to Great Depending on the bus that you have built, the RIGHT PEOPLE that you need to grow your business may or may not want to get on at the next stop03/27/12 © 2012, Citizant. 13
  14. 14. 13. Never Forget Who Your Boss Is “There is only one boss. The Customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else.” -- Sam Walton03/27/12 © 2012, Citizant. 14
  15. 15. “The Fairer Sex” Article in Slate Magazine by Ray Fisman, posted March 1, 2012 A new study shows that women bosses take better care of their employees than men do In 2006, Norway mandated that all publicly traded companies have at least 40% women on their boards by February 2008 It is now 2012 and the results are in…03/27/12 © 2012, Citizant. 15
  16. 16. Facts & Perceptions Companies where women have a strong voice in decision-making are less likely to lay off employees during short-term dips in profits When asked why, hundreds of people cited that they believed women to be:  More cooperative and sensitive  Less cold, rational, competitive, and reactive  More honest and less corruptible  More open and democratic  More willing to allow more than just the bottom line to guide their decisions03/27/12 © 2012, Citizant. 16
  17. 17. So what really happened? Companies with more women on boards:  Laid off fewer employees  Effectively retained and motivated top talent  Were only about 4% less profitable Short-term impact: Women sharing in leadership is good for workers and workforce stability Long-term impact: All indications are that women create a safe, positive, engaging environment that is good for employees AND the bottom line03/27/12 © 2012, Citizant. 17
  18. 18. Alba M. AlemánChief Customer Advocate5180 Parkstone Drive, Suite 100Chantilly, VA 20151Office: (703) 667-9420 ext. 151Fax: (703) 667-9421Cell: (703) 851-4196alba@citizant.comwww.citizant.com