Understanding the Pattern of Business Success
This is a very special workshop
I have a ton to cover and I will go pretty fast.
80% is in the book.
Please take notes and ask questions.
I am happy to answer any of your questions, offer
advice and recommend books at any time.
• Work very hard… take this seriously.
The slides are already posted at:
Most people are
busy w orking IN
their business th
they do not take t
time to work O
What does this mean to me?
How can I use this idea?
What can I do right away?
Knowing – Doing
The Four Ps
(T + C + ECF) x DE = Success
Do you have a clearly focused and
well-communicated vision and strategy for growth?
Effective Strategy =
Valued Differentiation x Execution
The Four – I’s
How to avoid the Four I’s 1-10
• Aggressive external market focus.
• Aggressive customer focus.
• Keep the “Main Things” the main things.
• Bullish on knowledge sharing and learning.
• Teamwork is mandatory – not optional.
• Passion and commitment at all levels.
• Foster a healthy paranoia.
• Revel in change.
• The willingness… even
enthusiasm… to change
with the wisdom to
understand what must
NEVER be changed.
The Key To Success in the New Normal…
Emotional Response to Perceived Negative Change
Managing Positive Responses to Change
8 Steps to the Change Process
Build an irresistible
case for change
Create a strong
sense of urgency
Form a powerful guiding coalition
Create a clear vision for
successful change -and communicate it relentlessly
Empower others to act
Plan for and
celebrate small wins
Institutionalize the change
Four antidotes to
1. Bring people face-to-face with the external pressures to change.
2.Engage change “zealots.”
3.Manage feelings & emotions.
4.Support the change with new tools, systems and training.
Personal Change Management
C / NC
To get the most from our session
It is absolutely critical that you be
brutally honest with yourself today.
So let's get started with
a little self-test…
You MUST have a WOM Referral System
WOM workshop page 8
The Evergreen Project
10 year study of 160 top companies
40 distinct industries
200 management practices
Winners, climbers, tumblers, losers
Winners had an average Total Return to Shareholders of 945%...
The Losers only averaged a TRS of 62%
From: What (really) Works by Joyce, Nohria, Roberson
The Four Primary Practices:
1. A sharply focused, clearly communicated and
well-understood strategy for growth.
2. Flawless operational execution that
consistently delivers the value proposition.
3. A performance-oriented culture that does not
4. A fast, flexible, flat organization that reduces
bureaucracy and simplifies work.
• Talent = find and keep the best people.
• Key leaders show commitment and
enthusiasm for the business.
• Embrace strategic innovation.
• Master the power of partnerships.
Score yourself on the 1–10 scale for all eight practices on page 9
What Inhibits Execution?
National Survey of 4,000 Senior Executives
4. Inability to work together (21%)
3. Company culture (23%)
2. Economic climate (29%)
1. Holding onto the past /
unwillingness to CHANGE (35%)
In other words…
• In order to succeed you
need a high-performance
team that embraces a
strong culture of
disciplined execution and
accountability while being
nimble, agile and adaptable
to changes in the
1 - 10
Reward / Punish
• Go back and look at all of your audits.
• Where were your low scores, where were your high
scores – what is the pattern?
• Look over your notes – what were the key themes?
What are the most important ideas?
• Answers all the questions on pages 12 - 14
• Put in as much detail as possible.
• Be very honest with yourself.
• Think in terms of Actions and Outcomes.
If you have any questions at all please do not hesitate to send a note or call.
My email address is: firstname.lastname@example.org
My twitter address is: @awesomelysimple
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Lastly, these slides have already been uploaded to: