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If Patton Ran Your Business By Tom Shay
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If Patton Ran Your Business By Tom Shay

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This workshop by Tom Shay takes the leadership style of General George S. Patton and applies it to the strategies and tactics needed by small business to succeed.

This workshop by Tom Shay takes the leadership style of General George S. Patton and applies it to the strategies and tactics needed by small business to succeed.

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If Patton Ran Your Business By Tom Shay Presentation Transcript

  • 1. Tom Shay, CSP Certified Speaking Professional
  • 2.
    • Most people attending a seminar will see several ideas that they can utilize in their business. Unfortunately as they get back to their office, these ideas get set aside. If not acted upon within 72 hours after your return to your office, the idea will usually be lost. However, if you will write down 3 of the best ideas that you got from today, I will send you this post card in 2 week s . If you place this post card on your desk, you will then renew the 72 hour activation time period. When I get back to my business, I want to:
    • 1. ______________________________________________________
    • 2. ______________________________________________________
    • 3. ______________________________________________________
    Profits+Plus Seminars featuring Tom Shay P.O. Box 1577 St. Petersburg, Fl 33731 Can I be of further assistance to you? Please do not hesitate to contact me. Phone: (727) 464-2182 Fax: (727) 898-3179 Internet: www.profitsplus.org E-mail: [email_address]
  • 3.
    • It’s a war out there
    • Not just in this economy, but always
    • Who is the enemy (competition)?
    • John Wick says, “It’s the new car dealerships”
    • Is that all the competition?
  • 4. Define competition
    • Anyone, any where, any business that a customer can spend money with that could instead be spent with your business
    • They are taking ‘bread’ off of our tables
  • 5.
    • The enemy –
    • New car dealership
    • Other independents
    • NAPA
    • Anyone that can take a customer’s discretionary income
    • Best Buy
    • Vacation destination
  • 6. Fire away!
    • As we plan the battle today, the Patton ivory handle pistol is the symbol of where you make your notes of your ideas and plans
  • 7.
    • Determine who the enemies are for your business
    • Make your list of the enemies you are currently or expecting to face in the next 24 months
  • 8.
    • They say I am extreme
    • It is a whole new ball game out there
    • But we play using an old book
  • 9. On War by Karl von Clausewitz circa 1832
  • 10. Clausewitz said:
    • What is fought over may change
    • The armies may change
    • Weapons may change
    • Two aspects will not change
    • Successful warfare is strategy and tactics
  • 11. Who better to lead us
    • General George Smith Patton, Jr.
    • Battle is the most magnificent competition in which a human being can indulge. It brings out all that is best.
  • 12. Only two characteristics
    • Strategy - A strategy is a long term plan of action designed to achieve a particular goal , most often winning. Strategies are used to make the problem easier to understand and solve.
  • 13. Second characteristic
    • Tactics - A tactic is a conceptual action used to implement a specific strategy and achieve a specific objective, or to advance toward a specific goal.
  • 14. So, what’s your problem?
    • What is the problem that you want to understand and solve?
    • Is someone taking your business?
    • Do you really think everyone is experiencing a downturn?
  • 15. Your initial battle strategy
    • Existing in the long term; How long is ‘long term’?
    • Issues: Margins? Staffing? Advertising? Sales? Market share? Profitability? Sustainability?
  • 16. Your initial battle strategy
    • What has been your goal? (winning)
    • Apply numbers to the words
  • 17. What is your initial plan for tactics ?
    • We will see if your strategy and tactics hold up after ‘war college’
  • 18. Clausewitz’s strategies
    • Defend a position
    • Attack their position
    • Flank their position
    • Stage a guerilla attack
  • 19. What determines a strategy?
    • Size of company?
    • Age of company?
    • Market share?
    • Money available?
    • Creativity?
    • Other considerations?
  • 20.
    • When elephants fight, the ants take the beating. Patton
    • Are you the elephant or ant?
  • 21.
    • Only the market leader should consider playing defense
    • The best defensive strategy is the courage to attack yourself. Attack your weak spots and rebuild yourself anew.
    5 point defensive strategy
  • 22. 5 point defensive strategy
    • Strong competitive moves should always be blocked. Always counter an attack with equal or greater force.
    • Defend every important market.
  • 23. 5 point defensive strategy
    • Be forever vigilant in scanning for potential attackers. Assess the strength of the competitor. Consider the amount of support that the attacker might muster from allies.
  • 24. Who defends?
    • Hertz
    • Coca-Cola
    • Wal-Mart
    • Mercedes-Benz
  • 25.
    • When a man is lying in a shell hole, if he just stays there all day, a German will get to him eventually. The **** with that idea. My men don't dig foxholes. I don't want them to. Foxholes only slow up an offense. Keep moving. And don't give the enemy time to dig one either. Patton
  • 26. Clausewitz’s strategies
    • Defend a position
    • Attack their position
  • 27.
    • The main consideration is the strength of the leader’s position.
    4 point offensive strategy
  • 28. 4 point offensive strategy
    • Find a weakness in the leader’s strength and attack at that point. Consider how long it will take for the target to realign their resources so as to reinforce this weak spot.
  • 29. 4 point offensive strategy
    • Launch the attack on as narrow a front as possible. Whereas a defender must defend all their borders, an attacker has the advantage of being able to concentrate their forces at one place.
  • 30. 4 point offensive strategy
    • Launch the attack quickly. The element of surprise is worth more than a thousand tanks.
  • 31. Who plays offense?
    • Avis
    • Pepsi
    • Target
    • Lexus
  • 32. Clausewitz’s strategies
    • Defend a position
    • Attack their position
    • Flank their position
  • 33. 4 point flanking strategy
    • A good flanking move must be made into an uncontested area that is not the center point for the defender
    • Tactical surprise ought to be an important element of the plan
  • 34. 4 point flanking strategy
    • The pursuit is as critical as the attack itself
    • Niche – advertising, customers, market
  • 35. Who can flank?
    • Enterprise
    • 7 Up
    • Sears
    • Saturn
  • 36.
    • Some fool once said that flanks have got to be secure. Since then, *** all over the globe have been guarding their flanks. I don't agree with that. My flanks are something for the enemy to worry about, not me. Before he finds out where my flanks are, I'll be cutting the ***'s throat. Patton
  • 37. Clausewitz’s strategies
    • Defend a position
    • Attack their position
    • Flank their position
    • Stage a guerilla attack
  • 38.
    • Find a segment of the market small enough to defend
    • No matter how successful you become, never act like the leader
    • Be prepared to bug out at a moment’s notice
    6 point guerrilla attack
  • 39. 6 point guerrilla attack
    • You invest time, energy and imagination – not necessarily a lot of money
    • Measured in profit – not sales
    • Viral marketing
  • 40. Who can guerrilla attack?
    • Rent a wreck
    • Mountain Dew
    • Any specialty store
    • Scion
  • 41.
    • If everyone is thinking alike, then somebody isn't thinking. Patton
    • Let’s take a break
  • 42. Second exercise
    • One does not plan and then try to make the circumstances fit those plans. One tries to make plans to fit the circumstances. Patton
  • 43. Let’s try someone else’s war!
    • Each table is a general
    • Engage in three wars
    • Decide your strategies and tactics
  • 44. Determine a strategy
    • Strategy - A strategy is a long term plan of action designed to achieve a particular goal , most often winning. Strategies are used to make the problem easier to understand and solve.
  • 45. Name the strategies
    • Fast food defender
    • Fast food offense
    • Fast food flanker
    • Fast food guerrilla
  • 46. Name the strategies
    • Beer defender
    • Beer offense
    • Beer flanker
    • Beer guerrilla
  • 47. Name the strategies
    • Cellular phone defender
    • Cellular phone offense
    • Cellular phone flanker
    • Cellular phone guerrilla
  • 48. Determine a tactic
    • Tactics - A tactic is a conceptual action used to implement a specific strategy and achieve a specific objective, or to advance toward a specific goal.
  • 49.
    • “ Untutored courage is useless in the face of educated bullets.” Patton
  • 50.
    • For the fast food providers, determine a tactic to:
    • Defend
    • Attack
    • Flank
    • Guerrilla attack
  • 51.
    • For the beer producers, determine a tactic to:
    • Defend
    • Attack
    • Flank
    • Guerrilla attack
  • 52. Generals report in
    • Fast food
    • Beer
    • Strategy for each of four
    • One tactic for each strategy
  • 53.
    • “ There are three ways that men get what they want; by planning, by working, and by praying.” Patton
  • 54. Third exercise
    • “ May God have mercy upon my enemies, because I sure as h*** won't.” Patton
  • 55. Let’s go to war in this industry!
    • Each table is an army/business
    • Describe your business
    • Describe your enemies
  • 56.
    • Define the similarities
    • Define the differences
    Compare your business to the competition
  • 57. You can’t beat them without knowing them
    • Rommel, you magnificent ***! I read your book! Patton
  • 58. Name the
    • Defender
    • Attackers
    • Flankers
    • Guerrilla attackers
  • 59. Anticipated strategy for the
    • Defense
    • Offense
    • Flanker
    • Guerilla attacker
    • (Which one are you?)
  • 60.
    • “ A man must know his destiny… if he does not recognize it, then he is lost. By this I mean, once, twice, or at the very most, three times, fate will reach out and tap a man on the shoulder… if he has the imagination, he will turn around and fate will point out to him what fork in the road he should take, if he has the guts, he will take it.” Patton
  • 61. What are your tactics ?
    • When you choose to defend, attack, flank or be a guerilla; how will you do it? What are your tactics?
  • 62. Non-industry enemies
    • Notice how they market
    • Notice what they market
  • 63. Success
    • How will you know it?
    • How will you measure it?
    • When?
  • 64. Armies report in
    • What strategic position did your business take?
    • Why?
    • What was your tactic to defend, attack, flank, or guerrilla attack?
  • 65.
    • There are four hundred neatly marked graves somewhere in Sicily. All because one man went to sleep on the job. But they are German graves, because we caught the *** German that was asleep before they did. Patton
  • 66. Fourth exercise
    • Now we’re talking about your business
  • 67. In your market, position your enemies
    • Name your enemies
    • Position them:
    • Defenders
    • Offense
    • Flankers
    • Guerilla attackers
  • 68. What is your new battle strategy?
    • What is the problem that you want to understand and solve?
    • How long is ‘long term’?
    • What are the issues?
    • Margins? Staffing? Advertising? Sales? Market share?
  • 69. Which of the four is your strategy?
    • Defenders
    • Offense
    • Flankers
    • Guerilla attacker
  • 70. The differences
    • How is this strategy different from your initial strategy?
    • Why is this strategy different from your initial strategy?
  • 71.
    • Define the similarities to the competition
    • Define the differences
    • How long is the each list?
    • Your target customer is:
    Let’s research to determine if your strategy will work
  • 72.
    • Accessory items
    • Consumable products
    What is your business reputation?
  • 73. What is your business reputation?
    • Unique products
    • Additional hours
    • Offer fast delivery
    • Unbelievable customer attention
    • Cheap prices
  • 74. In making additions
    • If you had new products, would they bring in new customers, or would you be selling new products to existing customers?
    • Are you selling 5/1 or 1/5?
  • 75. Your hours – your people
    • Stores that open early on Sunday morning increase revenues by 40% over those that open at 1pm
    • More than 70% of all Americans view the salesperson as the store
  • 76.
    • A good general never makes military strategy based on having better personnel. The larger the company the more likely the average employee will be average. Patton
  • 77. What is your business reputation?
    • Save the customer money
    • Give the best value for the money
    • Great shopping atmosphere
    • Top quality products
    • Problem solvers
    • The latest products
  • 78. What is your plan for tactics ?
    • Weapons required:
    • Money
    • Staff
    • Time
    • Other resources
  • 79. Your strategy and tactics
    • Time line for implementation
  • 80.
    • A good plan violently executed now is better than a perfect plan executed next week. Patton
  • 81. Accept the challenges so that you can feel the exhilaration of victory. Patton
  • 82. Final Note www.profitsplus.org
    • This presentation will be specialized to your industry and your attendees’ specific needs.
    • For more information about having Tom present for you, contact us at (727)464-2182 or visit our website: www.profitsplus.org