Achieving Business  GreatAmerica Dealer Council 2009 S TRONGER A FTER  T HE  S TORM
<ul><ul><li>Most  people are so  busy  working  IN  their  business  that they  do not  take any  time to work  ON  their ...
Do you have a clearly focused and  well-communicated strategy for success? Effective Strategy =  Valued Differentiation x ...
 
Key Point: Strategy is EXTERNAL  as well as INTERNAL
Five Foundations of  Effective Strategic Thinking <ul><ul><li>Business Acumen </li></ul></ul><ul><ul><li>Personal Experien...
The Four – I’s <ul><li>Ignorance </li></ul><ul><li>Inflexibility </li></ul><ul><li>Indifference </li></ul><ul><li>Inconsis...
How to avoid the Four I’s  <ul><li>Aggressive external market focus. </li></ul><ul><li>Aggressive customer focus. </li></u...
Southwest One type of plane Point-to-point Fast turns Low fares / no frills Friendly staff 3
Dell BTO JIT Inventory turns Logistics vs. Technology VOC 3
3
From the CEO of a little 172 billion dollar company… Look, what is strategy but resource allocation? When you strip away a...
Educated Guess Differentiated Strategy  Focus Resource Allocation Bold Not Risky What  NOT  To Do
4 Organizational  Effectiveness Audit  Page 4
Microsoft <ul><li>Total World Domination </li></ul><ul><li>The Top 5 % </li></ul><ul><li>Bet the Company </li></ul><ul><li...
Hire for Desire Teamwork: NP Communication  Highest Standards Innovation Truly Delight Customers Charlie Trotter’s 5
Lessons from seven top CEOs <ul><li>Have an outside-in perspective </li></ul><ul><li>Be deeply passionate about your job <...
 
The Toyota Way <ul><li>Challenging Vision </li></ul><ul><ul><li>We form a long-term vision, meeting challenges with courag...
In-depth study of 25 top companies renowned for building winning corporate cultures… <ul><li>GE </li></ul><ul><li>Dell </l...
They understand that :  Results Rule! <ul><li>Tell themselves the truth and value candor and honesty. </li></ul><ul><li>Pu...
Is Your Company Up To  Speed? Fast Company June 2003 Pages 7 - 8
Good to Great : 1,483 to 11 400 – 700% 15+ years 9
Twice weekly surveys for five years of 2,000+ senior managers and executives at: <ul><li>IBM </li></ul><ul><li>GE </li></u...
Keys to effective  management… <ul><li>Communicate clearly </li></ul><ul><li>Force the hard decisions </li></ul><ul><li>Fo...
The Evergreen Project <ul><li>10 year study of 160 top companies </li></ul><ul><li>40 distinct industries </li></ul><ul><l...
The Four Primary Practices: <ul><li>A sharply focused, clearly communicated and well-understood strategy for growth. </li>...
The Secondary  Management Practices: <ul><li>Talent = find and keep the best people. </li></ul><ul><li>Key leaders show co...
Key Drivers of Business Success 11 Workshop Page 12 T olerate N othing L ess From: Practice What You Preach by Maister Glo...
Disciplined Execution <ul><li>Clear Vision </li></ul><ul><li>Detailed Strategy </li></ul><ul><li>Guiding Coalition </li></...
Individual Workshop <ul><li>Go back and look at all of your audits. </li></ul><ul><li>Where were your low scores, where we...
T HANK  Y OU If you have any questions at all please do not hesitate to send a note or call.  My email address is:  john@j...
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GreatAmerica Achieving Business Excellence

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GreatAmerica Achieving Business Excellence

  1. 1. Achieving Business GreatAmerica Dealer Council 2009 S TRONGER A FTER T HE S TORM
  2. 2. <ul><ul><li>Most people are so busy working IN their business that they do not take any time to work ON their business. </li></ul></ul>
  3. 3. Do you have a clearly focused and well-communicated strategy for success? Effective Strategy = Valued Differentiation x Execution
  4. 5. Key Point: Strategy is EXTERNAL as well as INTERNAL
  5. 6. Five Foundations of Effective Strategic Thinking <ul><ul><li>Business Acumen </li></ul></ul><ul><ul><li>Personal Experience </li></ul></ul><ul><ul><li>Pattern Recognition </li></ul></ul><ul><ul><li>Strategic Insight </li></ul></ul><ul><ul><li>Disciplined Execution </li></ul></ul>2
  6. 7. The Four – I’s <ul><li>Ignorance </li></ul><ul><li>Inflexibility </li></ul><ul><li>Indifference </li></ul><ul><li>Inconsistency </li></ul>2
  7. 8. How to avoid the Four I’s <ul><li>Aggressive external market focus. </li></ul><ul><li>Aggressive customer focus. </li></ul><ul><li>Keep the “Main Things” the main things. </li></ul><ul><li>Bullish on knowledge sharing and learning. </li></ul><ul><li>Passion and commitment at all levels. </li></ul><ul><li>Foster a healthy paranoia. </li></ul><ul><li>Revel in change. </li></ul><ul><ul><li>be agile, adaptive, and anticipatory. </li></ul></ul>
  8. 9. Southwest One type of plane Point-to-point Fast turns Low fares / no frills Friendly staff 3
  9. 10. Dell BTO JIT Inventory turns Logistics vs. Technology VOC 3
  10. 11. 3
  11. 12. From the CEO of a little 172 billion dollar company… Look, what is strategy but resource allocation? When you strip away all the noise, that’s what it comes down to. Strategy means making clear-cut choices about how to compete. You cannot be everything to everybody, no matter what the size your business or how deep its pockets. You have to figure out what to say “ NO ” to. Jeffrey Immelt
  12. 13. Educated Guess Differentiated Strategy Focus Resource Allocation Bold Not Risky What NOT To Do
  13. 14. 4 Organizational Effectiveness Audit Page 4
  14. 15. Microsoft <ul><li>Total World Domination </li></ul><ul><li>The Top 5 % </li></ul><ul><li>Bet the Company </li></ul><ul><li>Require Failure </li></ul><ul><li>Managers are Qualified </li></ul><ul><li>Perform, Perform, Perform </li></ul><ul><li>Shrimps vs. Weenies </li></ul><ul><li>Stop the Insanity </li></ul><ul><li>Esprit De Corps </li></ul>5 From: The Twelve Simple Secrets of Microsoft Management by Thielen
  15. 16. Hire for Desire Teamwork: NP Communication Highest Standards Innovation Truly Delight Customers Charlie Trotter’s 5
  16. 17. Lessons from seven top CEOs <ul><li>Have an outside-in perspective </li></ul><ul><li>Be deeply passionate about your job </li></ul><ul><li>Understand the importance of culture </li></ul><ul><li>Create or adapt next generation products, processes and solutions </li></ul><ul><li>Implement the best ideas regardless of origin </li></ul>5 From: What the Best CEOs Know by Krames Dell, Welch, Gerstner, Grove, Gates, Kelleher, Walton = 696 B 1-10
  17. 19. The Toyota Way <ul><li>Challenging Vision </li></ul><ul><ul><li>We form a long-term vision, meeting challenges with courage and creativity to realize our dreams. </li></ul></ul><ul><li>Kaizen </li></ul><ul><ul><li>We improve our business operations continuously, always driving for innovation and evolution. </li></ul></ul><ul><li>Genchi Genbutsu </li></ul><ul><ul><li>We go to the source to find the facts to make correct decisions, build consensus, and achieve our goals at our best speed. </li></ul></ul><ul><li>Respect, Challenge and Help your People and Suppliers </li></ul><ul><ul><li>We respect others, make every effort to understand each other, take responsibility and do our best to build mutual trust. </li></ul></ul><ul><li>Teamwork </li></ul><ul><ul><li>We stimulate personal and professional growth, share the opportunities of development, and maximize individual and team performance. </li></ul></ul>6 1-10
  18. 20. In-depth study of 25 top companies renowned for building winning corporate cultures… <ul><li>GE </li></ul><ul><li>Dell </li></ul><ul><li>Wal-Mart </li></ul><ul><li>Toyota </li></ul><ul><li>Nordstrom </li></ul><ul><li>Starbucks </li></ul><ul><li>Southwest Airlines </li></ul><ul><li>IBM </li></ul><ul><li>P&G </li></ul><ul><li>Whole Foods </li></ul><ul><li>Ritz Carlton </li></ul><ul><li>Intel </li></ul>The pattern of six common traits for all of these firms… From Results Rule by Randy Pennington
  19. 21. They understand that : Results Rule! <ul><li>Tell themselves the truth and value candor and honesty. </li></ul><ul><li>Pursue the best over the easiest in every situation. </li></ul><ul><li>Leverage the power of partnerships both internally and externally. </li></ul><ul><li>Focus the energy to make the main things the main thing. </li></ul><ul><li>Show the courage of accountability. </li></ul><ul><li>Learn, grow and improve every single day. </li></ul>From Results Rule by Randy Pennington 6 1-10
  20. 22. Is Your Company Up To Speed? Fast Company June 2003 Pages 7 - 8
  21. 23. Good to Great : 1,483 to 11 400 – 700% 15+ years 9
  22. 24. Twice weekly surveys for five years of 2,000+ senior managers and executives at: <ul><li>IBM </li></ul><ul><li>GE </li></ul><ul><li>Morgan Stanley </li></ul><ul><li>Merck </li></ul><ul><li>3M </li></ul><ul><li>Microsoft </li></ul><ul><li>CIGNA </li></ul><ul><li>Heineken </li></ul><ul><li>MasterCard </li></ul><ul><li>Fidelity </li></ul><ul><li>Motorola </li></ul><ul><li>Ikon </li></ul><ul><li>American Express </li></ul><ul><li>Progressive </li></ul><ul><li>Bank of America </li></ul><ul><li>AT&T </li></ul><ul><li>SAP </li></ul><ul><li>Borders </li></ul>9
  23. 25. Keys to effective management… <ul><li>Communicate clearly </li></ul><ul><li>Force the hard decisions </li></ul><ul><li>Focus on results </li></ul><ul><li>Remain flexible to change </li></ul><ul><li>Prove your value to the customer </li></ul><ul><li>Force collaboration </li></ul><ul><li>Rigorous but not ruthless </li></ul>9 1 - 10
  24. 26. The Evergreen Project <ul><li>10 year study of 160 top companies </li></ul><ul><li>40 distinct industries </li></ul><ul><li>200 management practices </li></ul><ul><li>Winners, climbers, tumblers, losers </li></ul><ul><li>Winners had an average Total Return to Shareholders of 945%... The Losers only averaged a TRS of 62% </li></ul>From: What (really) Works by Joyce, Nohria, Roberson 10
  25. 27. The Four Primary Practices: <ul><li>A sharply focused, clearly communicated and well-understood strategy for growth. </li></ul><ul><li>Flawless operational execution that consistently delivers the value proposition. </li></ul><ul><li>A performance-oriented culture that does not tolerate mediocrity. </li></ul><ul><li>A fast, flexible, flat organization that reduces bureaucracy and simplifies work. </li></ul>From: What (really) Works by Joyce, Nohria, Roberson 10
  26. 28. The Secondary Management Practices: <ul><li>Talent = find and keep the best people. </li></ul><ul><li>Key leaders show commitment and enthusiasm for the business. </li></ul><ul><li>Embrace strategic innovation. </li></ul><ul><li>Master the power of partnerships. </li></ul>From: What (really) Works by Joyce, Nohria, Roberson Score yourself on the 1–10 scale for all eight practices on page 10
  27. 29. Key Drivers of Business Success 11 Workshop Page 12 T olerate N othing L ess From: Practice What You Preach by Maister Global study: 16 countries 29 companies 139 offices 5,589 respondents Financial Performance Quality P&S & Customer Relationship Employee Satisfaction Empowerment High Standards Long-term Orientation Enthusiasm, Commitment, Respect Training & Development Fair Compensation CR=104.12 CR= .404 CR=.334 CR=.277 CR=.275 CR=.249 CR=.280 Coaching CR=.285 CR=.371 CR=.365 CR=.191 CR=.247
  28. 30. Disciplined Execution <ul><li>Clear Vision </li></ul><ul><li>Detailed Strategy </li></ul><ul><li>Guiding Coalition </li></ul><ul><li>Alignment </li></ul><ul><li>Systems </li></ul><ul><li>Communication </li></ul><ul><li>Support </li></ul><ul><li>Adjust </li></ul><ul><li>Reward / Punish </li></ul>13 1 - 10
  29. 31. Individual Workshop <ul><li>Go back and look at all of your audits. </li></ul><ul><li>Where were your low scores, where were your high scores – what is the pattern? </li></ul><ul><li>Look over your notes – what were the key themes? What are the most important ideas? </li></ul><ul><li>Answers all the questions on pages 14 – 16. </li></ul><ul><li>Put in as much detail as possible. </li></ul><ul><li>Be very honest with yourself. </li></ul><ul><li>Think in terms of actions and outcomes. </li></ul>
  30. 32. T HANK Y OU If you have any questions at all please do not hesitate to send a note or call. My email address is: john@johnspence.com Also, you might find value in the ideas I share in my blog. You can sign up for it at: www.johnspence.com/blog Lastly, I have a new book coming out in September!

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