My presentation leads you through the most effective, cutting edge techniques in the world for getting your people to go with you on any journey of change. Contact me to assist you with your key stakeholders.

1. The Living Systems…
Seven secrets to achieve real business results by tapping
into the power of your people...
Andrew Liberale
Oct 2008

2. My Outcomes…
Seven secrets to achieve real business results...
Enabling your people to achieve the business results you need to
realise your strategy
The key elements of leadership, project management and people
change management that you need to be successful
A ? Case Study :
Note: We are working with accelerated change
techniques for the course of this presentation…
Skills Bonus : 1-10 Lets take you where you need to go…
“First comes thought; then organization of that thought, into ideas and plans;
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then transformation of those plans into reality. The beginning is in your imagination”. Napoleon Hill

3. Real World Results…
ON TIME AND UNDER BUDGET...
A Real World Case Study…
The standard time for a project of this complexity is 12 months.
The project team delivered in 5 months (ie: 100 working days)
3 “However beautiful the strategy, you should occasionally look at the results”. Winston Churchill

4. Andrew Liberale…
Pfizer
International pedigree in
Microsoft
Project & Management Consultancy
EDS
Business Transformation
Service Delivery Improvement IBM
Commonwealth Bank
Maximum Value
QBE Insurance
business leaders’ change agent
Tower Insurance Group
effective core business improvements
AAPT
Integrating people & technology
TCNZ
business modelling & strategic planning
Telstra
Implementing new, unique & business critical systems
Optus
customer service improvements
IAG
service delivery improvements
Caltex
Integral Energy
Accredited as
SOCOG
Master NLP Trainer
Barclays BZW
Business Improvement Specialist
Sony Broadcast
Executive Coach & Performance Consultant
Greenpeace
Professional Speaker & Presenter
Live Trainer for individuals, consultants and teams ATO
Working with some of the world’s largest and most successful companies…
4 “We reinvent ourselves to solve a client's problem. It's more than just tweaking. It's rethinking …” Merrie Spaeth

5. Definitions…
Wikipedia version of BPM states:
Business process management (BPM) is a method of
efficiently aligning an organization with the wants and
needs of clients.
It is a holistic management approach that promotes
business effectiveness and efficiency while striving for
innovation, flexibility and integration with technology.
5 “We reinvent ourselves to solve a client's problem. It's more than just tweaking. It's rethinking …” Merrie Spaeth

6. Your Outcomes…
Write down 1 problem that, if you solved it today, it would make
this whole conference worthwhile…
Write down 1 thing, that you know you must do better to meet
the wants and needs of your customers…
Write down 1 area of your budget that is most in need of
effectiveness and efficiency…
6 “We cannot solve our problems with the same thinking we used when we created them.” Albert Einstein

7. The Management Framework within an Organisation…
Strategy
Results: Prioritisation (Effectiveness)
“Achieving the objectives “Doing the right things”
of the organisation”
People
Process Project
Process
Execution Execution
Systems
BAU Projects
Implementation: “Making it part of the “way we do things”
“An expert is someone who has succeeded in making decisions and judgements simpler
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through knowing what to pay attention to and what to ignore” Edward de Bono

8. Holistic Management Approach …
People
Process
System
The three key components that promotes business effectiveness and efficiency …
8 “Efficiency is doing things right; Effectiveness is doing the right things”. Peter Drucker

9. The Living parts of our systems…
How do we get the best from our people by … Through the key elements of
Enabling them Leadership
Achieving the business results Project management
Realising your strategy People change management
Are you ready to take a journey…
for an insight into your people….
with real world examples from ?
9 “What helps people, helps business”. Leo Burnett

10. The Living parts of our systems…
The Value of Human Performance
Improving an organisation’s overall performance & moving it towards excellence.
Individual managers can improve the performance of workgroups or organisations with
dramatic results.
Research by the Gallup Organisation reveals direct links between the engagement
levels of employees & customers & the bottom-line performance of the firm.
The Managerial Challenge
How to maximise employee engagement & performance
The key factor is intrinsic motivation = self-motivation to do a task simply for the challenge
involved
In other words if we find our jobs interesting, challenging, & meaningful, regardless of
the payment involved, its intrinsic motivation at work.
10 “People react to fear, not love; they don't teach that in Sunday School, but it's true”. Richard M. Nixon

11. The Big Picture…
100
A B
W35% T15% W30% T20%
Committed
C D
W25% T55% W10% T10%
Un-Committed
0
100 0
Competent In-Competent
* Actual Support Team Data scaled for presentation
“In the end, all business operations can be reduced to three words; people, product and profits.
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Unless you've got a good team, you can't do much with the other two”. Lee Iacocca

12. The Nature of Living System …
People and how they function are a living system
They are involved at the keys points in our processes
They are governed by natural Laws
They are supported by Cycles
The microcosm reflects the macrocosm
…can be our greatest ally
when we know how to work with them…
12 “Be the change you wish to see in the world”. Ghandi

13. 1. Tribal Law…
Tribal Law Group Dynamics
Initiation Forming
Leadership Storming
Rules/Values/Rituals Norming
Trust Performing
Grief Mourning
Pfizer Example :
Skills Bonus :
“The tendency toward tribalism can keeps us stuck in negative cycles in our relationships,
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and can really play havoc when a relationship is ripe for transition or has come to an end” Carolyn Myss

14. 2. Rapport…
What is Rapport?
4 indicators of rapport
1) A feeling inside of connection,
2) A colour shift from lighter to darker like blushes,
3) Familiarity statements that make them seem they know you
already, and
4) When you’re pacing and leading them and they follow things
like your body language.
Who are you in rapport with?
Rapport Leaders
Pfizer Example :
Skills Bonus :
14 “People work with people they like, know and trust” Christopher Howard

15. 3. Team Structure…
100
A B
W35% T15% W30% T20%
Committed
C D
W25% T55% W10% T10%
Un-Committed
0
100 0
Competent In-Competent
Pfizer Example :
Skills Bonus :
15 * Actual Support Team Data scaled for presentation

16. 4. Build deep rapport in 5 minutes…
7 Human Databases
Inspiration
Thinking/Processing
Choices/Will Power
Feeling/Passion
Identity (Self Esteem)
Roles (in the Tribes)
Tribe/s
Pfizer Example :
Skills Bonus :
16 “Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree “. Dean Acheson

17. 5. Mindset…
What motivates us…
How we perceive…
Visual (V)
What we need…
Auditory (A)
Significance
Kinaesthetic (K)
Love & Connection
Audio Digital (AD)
Certainty
Variety
*Maslow's Hierarchy of Needs
Growth
Contribution
Pfizer Example :
Skills Bonus :
“The business schools reward difficult complex behavior more than simple behavior, but simple behavior is more effective”.
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Warren Buffett

18. 6. Leverage and Reciprocity…
Project
What we bought What we got
1 Project Manager A successfully delivered project, 100+ Project Management consultants
1 Development Team (2/3) Access to 2,000 development SMEs
What we already had
1 Global Support Agreement Reduced Licensing, Access to support, Account Mngt.
IT Staff (x 55) Infrastructure, DR, BC, Testing, Deployment, Training, Global staff
Business Staff (x15) URS, Workshops, UAT, Deployment
Management (x10) Steering Committee, Funding, PMO, Leadership Representation
What we created (Skills Bonus:)
Successful Result Case Study
Publicity (Internal, External)
Momentum for other Projects
Pfizer Example :
Skills Bonus :
“Our goal is to leverage what is already out in the field in terms of partners,
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but then hire in project management capability and a bit of technical capability”. Kevin Rollins

19. 7.Focus…
Results
Management
You get what your people focus on
You get what you focus on
The right things get done
Scope
They get done on time
Schedule
They get done within the budget
Budget
We avoid the blow-outs
Risks
The right people are on the bus
Issues
Changes get managed efficiently
Variations
Pfizer Example :
Skills Bonus :
19 “To create something exceptional, your mindset must be relentlessly focused on the smallest detail”. Giorgio Armani

20. Seven secrets to achieve real business results...
By tapping into the power of your people...
1.
2.
3.
4.
5.
6.
7.
Bonus:
Bonus:
“Business success is never an accident; it is always a result of high intention, sincere effort, intelligent
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direction and skilful execution; it represents the wise choice of many alternatives.”

21. Your Outcomes…
Write these down now…
Write down the key, or whole solution, to solving your problem that
makes this whole conference worthwhile…?
Write down the new outcome (the new thing you will put in place)
for the one item you know you must do better to meet the wants
and needs of your customers…
Write down 2 ways you will re-distribute your budget to change
your effectiveness and efficiency…
21 “The way we do one thing, is the way we do everything”. Andrew Liberale

22. Thank You…
To arrange a presentation of this material contact:
andrew@yourhighestpotential.com.au