Building a Winning Business

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Building a Winning Business

  1. 1. An Intertech Course Building a Winning Business Intertech Open House 2012
  2. 2. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 2 Intertech Instructors Who Consult, Consultants Who Teach Training • Training through hands-on, real world business examples. • Our site, your site, or live online – globally. • Agile/Scrum, Citrix, VMware, Oracle, IBM, Microsoft, Java/Open Source, and web and mobile technologies. Consulting  Design and develop software that powers businesses and governments of all sizes.  On-site consulting, outsourcing, and mentoring.  Agile, .NET, Java, SQL Server, mobile development including iPhone and Android platforms and more…. Our Company  Over 35 awards for growth, innovation and workplace best practices.  99.7% satisfaction score from our consulting and training customers.  Yearly “Best Places to Work” winner in Minnesota.
  3. 3. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 3 Building a Winning Sales Team Agenda Hiring Leadership Projects Negotiation Communication
  4. 4. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 4 Tom Salonek • Intertech Founder • Past instructor, UST Management Center • Executive education at Harvard and MIT, undergrad UST
  5. 5. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 5 HIRING
  6. 6. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 6
  7. 7. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 7 Recruiting • Always be hiring • Solid performers are never desperate • Build a virtual bench
  8. 8. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 8 Interviewing • Candidates on best behavior • Consistent process • Consistent questions
  9. 9. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 9 Recruiting • Market to your talent like customers • Walk them thru why you’re the choice • Complete Guide to a Career with Intertech
  10. 10. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 10 Recruiting
  11. 11. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 11 Poor Performer Resume • Short employment (12-18 months) • Math doesn’t work (Top 3%) • Previous bosses are not reference-able S: Top 3%
  12. 12. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 12 Top Performer Resume • Long employment • Leaves job because recruited by former manager • The math on comp works and happy to verify with W2’s
  13. 13. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 13 Interviewing • Examples of bad reasons someone for joining a new firm: • Vacation time • Dental plan • Commute
  14. 14. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 14 Outside Assessment • Three places you don’t see someone’s real personality: First date, church, a job interview • Use an assessment • Create a benchmark
  15. 15. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 15 Outside Assessment
  16. 16. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 16 Interviewing • Be picky • Do the math • Employed without gaps • Get succinct answers • Give specifics when asked • Direct • All bosses reference-able (except current) • Check out the book: TopGrading
  17. 17. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 17 LEADERSHIP
  18. 18. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 18
  19. 19. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 19 Leadership, A Way of Thinking • How we think and what we do • “We become what we think about.” –Earl Nightingale • “Adversity doesn’t build character. It reveals it.” S: SW
  20. 20. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 20 Leadership, A Way of Acting • Take blame for mistakes • “Great leaders look in a mirror when there is a mistake and look out a window when there is a success.” –Jim Collins • Give away credit • Create an environment where mistakes are O.K. • “If you do nothing, you’ll make no mistakes.” –Ted Salonek S: Truck
  21. 21. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 21 Leadership, The 7 Roles of a Leader 1. Plan organizational goals 2. Align individuals with the goals of the firm and hold them accountable 3. Solve problems 4. Delegate 5. Give praise 6. Give corrective feedback 7. Treat people with care Check out Dale Carnegie’s books on management.
  22. 22. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 22 Vision • What’s your long-term plan? • How do your people fit into your plan? • If you can’t answer this, don’t expect your people to
  23. 23. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 23 Values and Culture • Culture is defined by your values • They should be points of difference • If you don’t know it, don’t expect others to know it…
  24. 24. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 24 Values and Culture
  25. 25. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 25 Brand • How are you different in a way that matters to your customers • There’s a lot of noise • Clear differentiation • If you can’t explain it, don’t expect them to
  26. 26. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 26 PROJECTS
  27. 27. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 27 27
  28. 28. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 28 Projects: Define the Problem • An IBM study found well-defined objectives are the #1 factor in successful projects. • Good project definition includes: • A project plan defining the vision, Critical Success Factors, and areas of responsibility. • Clear requirements • A sprint plan stating who, when, what, and related interdependencies • A risk plan defining what might go wrong and what to do if it does
  29. 29. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 29 Projects: Huddles • Keeps communication consistent • Stand, limit to 15 minutes max • Each team member shares an update and “stuck items” • A “daily number” measures the overall health • Six consecutive data points in any direction are a trend • Encouraging sharing stuck items, enables the slaying of monsters while they’re small • Huddles should cascade
  30. 30. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 30 Projects: Think First to Work Smart • Ask, “What could be done today that would have the greatest impact on the future of the project?” • Keep meetings, including daily huddles, focused • In meetings, encouraging decision makers to make decisions if all are in the room • Don’t have “crunch time” = “business as usual.” • There is no silver bullet
  31. 31. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 31 Projects: The End Game • Keep the team focused: turn off e-/v-mail notifications • Beyond huddles, cancel all nonessential meetings • Keep the work in a known state (in software, daily builds) • As you near completion, “Does this problem need to be fixed?” • If a date slip, don’t exchange one bad date for another • Celebrate success… “A soldier will fight long and hard for a piece of colored ribbon." –Napoleon
  32. 32. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 32 NEGOTIATION
  33. 33. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 33 33
  34. 34. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 34 Good Negotiators • Always ask for something in return if they give a concession • Have concessions get smaller as deal gets closer • Define their outcome before starting
  35. 35. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 35 Good Negotiators • Start higher (or lower, depending on your side) • Focus on value • Give concessions that are not just $$$’s
  36. 36. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 36 Good Negotiators • Follow thru on consequences • Don’t paint themselves into corners
  37. 37. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 37 COMMUNICATION
  38. 38. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 38 38
  39. 39. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 39 Giving Praise • Let them relive the win… “How’d you do that?” • Hand-written note > Praising in person > Sending an email
  40. 40. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 40 Giving Praise 1. Be specific 2. Acknowledge they went out of their way 3. Stay what it personally means to you
  41. 41. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 41 Communicating Touchy Subjects • A study by Harris/Osborne in the 1970s found: • 7% of communication happens with words • 38% of messages are gleaned through perceptions of voice, including tone, rate, and inflection; • 55% of communication happens through face and body language. • Email is read using the tone of the reader not the writer • Discuss sensitive things face-to-face
  42. 42. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 42 Communicating Bad News • Giving someone a choice when there’s bad news to communicate • Even if the choice is between two equally disagreeable scenarios • Choice gives a sense of control
  43. 43. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 43 Extend Wins, Cut Losses • A study on human behavior gave participants the option to: Win $10 once — or— Win $5 twice • They overwhelmingly preferred to win $5 twice. In the same study, participants were given the choice to: Lose $10 once — or— Lose $5 twice • They preferred losing $10 once
  44. 44. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 44 Summary • Be selective in hiring • Leading is how we think and what we do • Negotiate win/win • In projects, clearly define the problem and focus on focus • Communicate strategically
  45. 45. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 45 FREE BOOK: BUILDING A WINNING BUSINESS
  46. 46. Building a Winning Business Copyright © Intertech, Inc. • www.Intertech.com • 800-866-9884 Slide 46 Building a Winning Sales Team Thank You! Tom Salonek Intertech, Inc. 651-288-7000 tsalonek@intertech.com

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