The Success Matrix
Gerry Langeler

November 21, 2013
THE SUCCESS MATRIX
Winning in Business
and in Life

© Gerry Langeler 2014
VISION

PROCESS
© Gerry Langeler 2014

OUTPUT
Vision


A broadly understood and agreed-to sense of direction
which encompasses competitive leadership over time.

© Ger...
Process


The structures, methods and procedures to repeatedly
produce timely, high-quality products or services,
indepen...
Output


Profitable products or services are being produced with
predictable regularity.

© Gerry Langeler 2014
The Success Matrix – Eight Possibilities
Vision

© Gerry Langeler 2014

Process

Output
The Dreamer
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Dreamer Issues
 Key Concerns:


Without a practical balance, will produce nothing.

 Identification Signs:




Fancy...
So, You Found a Dreamer
 Make them proud of their status


But not in charge of the company

 Find them friends


Thos...
The Academic
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Academic Issues
 Key Concerns:


It is much easier to be a philosopher than a plumber.

 Identification Signs:




O...
So, You Found an Academic
 Put them “on the road”


The closer they get to “customers,” the more they value
Output

 Fi...
The Brute
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Brute Issues
 Key Concerns:


Without improved process, you may reach some of your
goals in the short term, but you are ...
So, You Found a Brute
 Talk about the risk of hitting the wall


Let the initial pushback subside

 Look for complement...
The Bureaucrat
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Bureaucrat Issues
 Key Concerns:


The means has become an end in itself

 Identification Signs:






Your people ...
So, You Found a Bureaucrat
 Make their life easier before making them change


Don’t burn them, turn them

 Take them t...
The Merchant
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Merchant Issues

 Key Concerns:


Can be successful in a stable environment but will lose
quickly in a period of rapid c...
So, You Found a Merchant

 Force a Visioning exercise


Example: cross functional teams creating a fictitious
competitor...
The Grunt
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Grunt Issues
 Key Concerns:


You aren’t getting better, you’re getting older. Limits
you to your own energy.

 Identif...
So You Found a Grunt
 Reduce scope or complexity


If ego can be managed you both win

 Introduce some carefully define...
The Loser
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Loser Issues
 Key Concerns:


The big issue is how did they get there

 Identification Signs:




Work backwards fro...
So You Found a Loser
 Offer assistance


Losers often the most receptive to change

 Get back to basics


Simple goals...
Success
 VISION

 PROCESS

 OUTPUT

© Gerry Langeler 2014
Success Issues

 Key Concerns:


Keep a close watch that all three remain in balance.
Left alone, vision goes, then proc...
So You Found a Success

 Ride them hard


Avoid both complacency and arrogance

 Set them up as role models


Focus ot...
The Success Matrix
Vision

Process

Output
Dreamer

Academic
Brute
Bureaucrat
Merchant
Grunt

Loser
Success
© Gerry Langel...
Measure Your Company & Yourself
 It Is Simple


Ask the straightforward questions

 It Is Hard


Getting real answers ...
LIFE CYCLE OF A START UP
Sales

Net Profits
15

70

Sales

30

5

10
0
-10

1

2

3

4

5

6

7
-5

-30
-50

-10
Year

Vis...
Product Development and Management Association
Oregon Chapter

www.pdma.org/oregon
LinkedIn:
PDMA Oregon Chapter Discussio...
Saturday, April 12, 2014 8:00 – 4:00
Southridge High School, Beaverton
www.ProductCampPDX.org
Upcoming SlideShare
Loading in …5
×

PDMA Event -- "The Success Matrix -- Gerry Langeler" November 2013

864 views
651 views

Published on

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
864
On SlideShare
0
From Embeds
0
Number of Embeds
12
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

PDMA Event -- "The Success Matrix -- Gerry Langeler" November 2013

  1. 1. The Success Matrix Gerry Langeler November 21, 2013
  2. 2. THE SUCCESS MATRIX Winning in Business and in Life © Gerry Langeler 2014
  3. 3. VISION PROCESS © Gerry Langeler 2014 OUTPUT
  4. 4. Vision  A broadly understood and agreed-to sense of direction which encompasses competitive leadership over time. © Gerry Langeler 2014
  5. 5. Process  The structures, methods and procedures to repeatedly produce timely, high-quality products or services, independent of changes in personnel. © Gerry Langeler 2014
  6. 6. Output  Profitable products or services are being produced with predictable regularity. © Gerry Langeler 2014
  7. 7. The Success Matrix – Eight Possibilities Vision © Gerry Langeler 2014 Process Output
  8. 8. The Dreamer  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  9. 9. Dreamer Issues  Key Concerns:  Without a practical balance, will produce nothing.  Identification Signs:    Fancy talk, no action Focus on “what,” but not “how” or “when” Single-minded approach to problems © Gerry Langeler 2014
  10. 10. So, You Found a Dreamer  Make them proud of their status  But not in charge of the company  Find them friends  Those who can take the dream and make it real  Show them the commercial value of their dream  Let others shower them with kudos © Gerry Langeler 2014
  11. 11. The Academic  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  12. 12. Academic Issues  Key Concerns:  It is much easier to be a philosopher than a plumber.  Identification Signs:    Overuse of the word “should” to describe solutions Inability to crisply describe any Output Schedules are either fuzzy or constantly slipping © Gerry Langeler 2014
  13. 13. So, You Found an Academic  Put them “on the road”  The closer they get to “customers,” the more they value Output  Find a Grunt, and get the Academic to be a coach  Help them find Output through others  Make their world reflect (some of) your risk  Then raise the bar systematically © Gerry Langeler 2014
  14. 14. The Brute  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  15. 15. Brute Issues  Key Concerns:  Without improved process, you may reach some of your goals in the short term, but you are likely to plateau.  Identification Signs:    Ask “how?” – and listen for anecdotes Drive for specifics Substitute players, at least virtually (heroes don’t scale) © Gerry Langeler 2014
  16. 16. So, You Found a Brute  Talk about the risk of hitting the wall  Let the initial pushback subside  Look for complementary pairings  Structure “tiger teams” by character  Get started on succession planning  And recognize the Brute by enlisting them © Gerry Langeler 2014
  17. 17. The Bureaucrat  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  18. 18. Bureaucrat Issues  Key Concerns:  The means has become an end in itself  Identification Signs:     Your people will tell you, usually by this name Run an “elimination” function Ask them “So what?” Overuse of “should” in a “rules” mentality © Gerry Langeler 2014
  19. 19. So, You Found a Bureaucrat  Make their life easier before making them change  Don’t burn them, turn them  Take them to school  Help them see they are a means, not an end  Team them with a Brute  But watch for potential carnage © Gerry Langeler 2014
  20. 20. The Merchant  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  21. 21. Merchant Issues  Key Concerns:  Can be successful in a stable environment but will lose quickly in a period of rapid change  Identification Signs:     Ask about a “protected market” Can tell you “what” they are doing, but not “why” Goals are all short-term Dismiss disruptive competitive threats © Gerry Langeler 2014
  22. 22. So, You Found a Merchant  Force a Visioning exercise  Example: cross functional teams creating a fictitious competitor, or an unprotected market  Drive deeper “lost sales” analysis  Use both internal and external customers  Team with Dreamers  May cross pollinate © Gerry Langeler 2014
  23. 23. The Grunt  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  24. 24. Grunt Issues  Key Concerns:  You aren’t getting better, you’re getting older. Limits you to your own energy.  Identification Signs:    Running very hard to not quite stay in place. Ask “What do you do differently or better today than you did a year ago?” Inquire directly about Vision © Gerry Langeler 2014
  25. 25. So You Found a Grunt  Reduce scope or complexity  If ego can be managed you both win  Introduce some carefully defined Process  But be careful not to add complexity  Team with others, but with clear expectations  Grunts can “lay down their lives” for the enterprise, so only ask that when you really need it © Gerry Langeler 2014
  26. 26. The Loser  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  27. 27. Loser Issues  Key Concerns:  The big issue is how did they get there  Identification Signs:    Work backwards from Output Check for “voting with their feet” Test for fatalism © Gerry Langeler 2014
  28. 28. So You Found a Loser  Offer assistance  Losers often the most receptive to change  Get back to basics  Simple goals and processes, clear and immediate Output  Replace or Outsource  Sends a message to the entire organization © Gerry Langeler 2014
  29. 29. Success  VISION  PROCESS  OUTPUT © Gerry Langeler 2014
  30. 30. Success Issues  Key Concerns:  Keep a close watch that all three remain in balance. Left alone, vision goes, then process, then output. It takes a long time to rebuild.  Identification Signs:    Success appears effortless Talent is voting with their feet – inbound They start generating their own larger Vision © Gerry Langeler 2014
  31. 31. So You Found a Success  Ride them hard  Avoid both complacency and arrogance  Set them up as role models  Focus others on all three elements of their attainment  Keep checking upstream  Human nature is a powerful force © Gerry Langeler 2014
  32. 32. The Success Matrix Vision Process Output Dreamer Academic Brute Bureaucrat Merchant Grunt Loser Success © Gerry Langeler 2014
  33. 33. Measure Your Company & Yourself  It Is Simple  Ask the straightforward questions  It Is Hard  Getting real answers takes some work. Getting to the right answer takes a great deal of work.  It Is Worth It! © Gerry Langeler 2014
  34. 34. LIFE CYCLE OF A START UP Sales Net Profits 15 70 Sales 30 5 10 0 -10 1 2 3 4 5 6 7 -5 -30 -50 -10 Year Vision Process Output © Gerry Langeler 2014 Net Profits 10 50
  35. 35. Product Development and Management Association Oregon Chapter www.pdma.org/oregon LinkedIn: PDMA Oregon Chapter Discussion Group Questions or comments: Email the VP of Membership
  36. 36. Saturday, April 12, 2014 8:00 – 4:00 Southridge High School, Beaverton www.ProductCampPDX.org

×