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Rick Dean Presentation, Growth 11811
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Rick Dean Presentation, Growth 11811


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Presentation from Rick Dean at CEL Class of 2011 Meeting

Presentation from Rick Dean at CEL Class of 2011 Meeting

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  • 1. Google Confidential and Proprietary
  • 2. R.W. Dean and Associates• Mission: Help small business owners achieve their vision easier and more affordably. • Insight • Perspective • Direction • Outcomes
  • 3. R. W. Dean & Associates Started in 2003 Over 90 successful engagements Broad range of clients Coach…Project leader…Interim exec Growth Catalyst
  • 4. Background andExperience• BA – Psychology• MBA – Marketing & Finance• 30 years in sales management, marketing, business development• From Fortune 500 companies to start-ups. – Burroughs (Unisys), Apple, Epson, IIMAK• Multiple industries and product categories• All channels of distribution• Sales/Marketing teams from 5 to 100
  • 5. “Growth means Change and Change involves Risk, stepping from the Known to the Unknown” -Anonymous “My Business Mantra is… „Grow or Die‟ ” -C. Collins “The fact is, everyone is in sales” -J. Abraham Google Confidential and Proprietary
  • 6. The Growth CultureStarts at the Top…You GottaWanna!...Passion, Work Ethic, SacrificeShare the Vision…Earn Trust and LoyaltyRevenue is King…Everyone sells!Continuous Improvement…Sense of Urgency Google Confidential and Proprietary
  • 7. PeopleSurround yourself with the best…Attract the Best by being the Best!Recruit 24/7, 365 days per year…Slow to Hire, Quick to Fire…BenchStrengthAccountability: Job Descriptions, Candidate profiles, PerformanceReviews…Document!Top Grading…A, B, C…One great player is worth 3 mediocreones…Now is the Time Google Confidential and Proprietary
  • 8. PeoplePay for Performance…Share the Wealth…Celebrate Wins…Okto fall shortNo sacred cows…don‟t be held hostageOutsource it!...Non-revenue producing functions Google Confidential and Proprietary
  • 9. CommunicationsOpen, Honest, Direct and Respectful…Trusting RelationshipsActive Listening…Empathy…Asking good questionsMake it Personal…Feeling statementsMeetings…Lots of them, but fast and tight Google Confidential and Proprietary
  • 10. CommunicationsAgendas, handouts, on time, alternates,notes/action items within 24hrs…Document!Intervals…daily, weekly, monthly, quarterlyMore offsites…change the scene…eliminatedistractions, creative ideas, fresh thinking Google Confidential and Proprietary
  • 11. The Power of TeamworkThe Whole is Greater than the Sum of the PartsWorking on two tracks…Day Job plus Team membership…Shortterm vs. Long termMeeting intervals…Progress, Problems, Priorities…DocumentContinuous Improvement…Keep moving the ball down the fieldPeer pressure, competition = motivationGit „er Done!...Pride in performance Google Confidential and Proprietary
  • 12. Continuous ImprovementKaisen (Japan)Progress vs. Perfection…OK to missFailure = The refusal to TRYMilestones…Eating the Elephant Google Confidential and Proprietary
  • 13. PlanningTo speed up, slow down…time out…work on vs. at thebusiness…Stop and Think!The Roadmap…Proactive vs. Reactive…Start with the outcomeand work backwardsVision, Mission, Values, Strategic Plan (3 to 5 year window)Annual Plan- Sales Forecast, Business Plan, Budgets, P&L,Cash Flow, Balance Sheet Google Confidential and Proprietary
  • 14. PlanningDocument…Living, Breathing…Update, Challenge originalassumptionsTracking…the Dashboard, Pre-scheduled reviewmeetings…VisibilityThink BIG…you only go around ONCE! Google Confidential and Proprietary
  • 15. ProcessTime = the new currency…Manage it, Sell it!...Better, Faster,CheaperEvery critical business function hassteps…Document/Diagram…the FlywheelContinuous Improvement…Speed up every process…Six SigmaTime Management…huge ROLE! Google Confidential and Proprietary
  • 16. Leadership/ManagementPeople vs. Things or TasksGetting things done through other people…Runvs. Walk…InspireOutside vs. Inside focus…Travel more…Openmind, fresh thinking,Best Practices (Wegmans, Try-It Beverage,Stereo Advantage)Delegate, Stay out of the weeds, Let Go toGrow, Trust! Google Confidential and Proprietary
  • 17. Leadership/ManagementSimultaneous “Loose, Tight” style…Participative…ConsensusbuildingAlign people with your Vision (WIIFM)…Share the WealthLighten up!…Make it a game…Use humor to keep itloose…Have Fun!Top teacher…Ask questions, tell stories…Lifetime learningculture Google Confidential and Proprietary
  • 18. Public Enemy #1FEAR…of failure, success, hard work, change,making decisions, the unknownOpposite of Fear: Faith, HopeYour Job- Lead by Example…Accept fear and doit anyway!Don‟t go it alone…Resources inside andoutside…Strength vs. Weakness Google Confidential and Proprietary
  • 19. Thank You Rick DeanR.W. Dean & Associates 716-553-6942 Google Confidential and Proprietary