Session on Pareto 80/20 delivered to the EBs Track at JNC2014.

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The art of
getting things done!
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The art of GETTING
THE RESULTS YOU WANT!
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Some initial and powerful
considerations
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Focusing on what truly matters!
Most leaders focus on inputs rather than outputs...
They should be looking at results!
What produces the best results?
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Focusing on what truly matters!
Most great results are achieved through relatively
little action and energy!...
Leaders tend to look at averages,
not outliers and extremes.
Yet, these are what truly matter!
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Are you overwhelmed?
Do you find that?
Does everything piles up in your inbox?
Do you struggle to inish your to do lists?
Do you feel you are always falling behind?
It doesn’t have to be that way!
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The (not-so-secret) weapon
Pareto 80/20
A small number of events give raise to the
majority of events.
Most consequences come from few causes.
The great majority of outputs come from a small
minority of inputs.
Very few things matter at all!
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The (not-so-secret) weapon
Very few things matter at all!
But those that matter;
they do matter enormously!
What if we identify them?
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The (not-so-secret) weapon
This is a principle!
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This is NOT a theory...
Nobody dreamed it up...
It came from pure observation!

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The (not-so-secret) weapon
It help us Reduce the noise!
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The principle allows us to...
focus on the good causes,
root out the bad ones, and
forget the mass of irrelevant!

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The (not-so-secret) weapon
And yet, that’s not true!
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If it’s so simple...
We expect the world to be
balanced – we consider that
fair play...

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Enough introduction...
Let’s get to business!
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Warning before we start
This is not a popularity contest!
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The content might hurt sensitivities...
Some of the questions that will be
asked and thoughts that will be
required from you might initially
make you uncomfortable...

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APPROACHES to be an
80/20 leader
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ACHIEVEMENT, AND THEREFORE
SUCCESS, IN ANY FIELD
GOES DISPROPORTIONATELY
TO THE FEW...
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ONE GOOD LEADER MAY BE HARD TO
DISTINGUISH FROM ANOTHER;
BUT A GREAT LEADER IS
TOTALLY DISTINCTIVE!
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WHAT IS IT THAT DISTINGUISHES THESE
GREAT LEADERS?
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LASER-LIKE-FOCUS
APPROACH TO WHAT
TRULY MATTERS!
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THE
MARKETAPPROACH
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1. The market APPROACH
The answer is always yes!
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The Simple Fact...
Are a few products or
customers super-profitable?
When identifying them you can also sort out
the disastrous ones!

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1. The market APPROACH
how much impact do they have?
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Customers:
Who are your core customers and what
makes them diferent from the rest?
Who are your biggest problematic
customers?

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1. The market APPROACH
how much impact do they have?
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Products:
Which products bring the best results?
Which products suck your resources and do
not bring relevant results?

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1. The market APPROACH
Are your 20% aligned with
your reason to exist?
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The Key Question:
What’s the core of what you do?

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THE
MARKETAPPROACH
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1
OPEN
CONVERSATION

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THE
PEOPLEAPPROACH
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2. The people APPROACH
Make it personal, very personal!
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The Simple Fact...
Where your knowledge to do
your job comes from?
After all,
everybody takes it personal!

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2. The people APPROACH
And generally they are not!
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How are you appointing your TLs?
Most leaders get the job they are doing now
because they did their last job well... That
doesn’t mean they will be good leaders.

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2. The people APPROACH
how much impact do they have?
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TLPs:
Who are your core TLPs and what makes
them diferent from the rest?
Who are your most problematic TLPs?

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2. The people APPROACH
Who will you invest in?
The Key Questions:
Are you willing to invest in your people?
How will you quantify that investment?
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THE
PEOPLEAPPROACH
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2
OPEN
CONVERSATION

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THE
SIMPLIFYINGAPPROACH
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3. The SIMPLIFYING APPROACH
If not, you are screwed!
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The Simple Fact...
Are you making of
simplification your core task?
After all, everything is complex.
We are the ones who turn things complicated!

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Where are you focusing efforts?
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Face The Truth:
Are you extremely good at a bunch of
irrelevant stuf and mediocre at what truly
matters to your purpose?
3. The SIMPLIFYING APPROACH

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Where are you focusing efforts?
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Face The Truth:
Are you deviating from your core
customers and products as well as from
your core identity?
3. The SIMPLIFYING APPROACH

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Are they easy to keep in mind?
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Simplify Your Goals:
What are your key goals? How do they
translate into your purpose and impact?
3. The SIMPLIFYING APPROACH

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How is that sustainable?
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Be Aware Of Your Timeline:
Are you trying to accomplish everything in
one year?
3. The SIMPLIFYING APPROACH

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There is your simple focus!
The Key Question:
What is your core contribution as an
Executive Body to your LC during your
term?
3. The SIMPLIFYING APPROACH
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THE
SIMPLIFYINGAPPROACH
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OPEN
CONVERSATION

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THE
MEANINGAPPROACH
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4. The MEANING APPROACH
If not, why are you doing it?
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The Simple Fact...
Is what you are doing adding
meaning to your life?
After all,
we become what we do!

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Are you avoiding the important?
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Be Incredibly Selective:
Are you truly choosing what to do based on
the purpose that it has and the impact that
it makes?
4. The MEANING APPROACH

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Are you practicing blame?
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Own Your Experience:
Are you allowing yourself to enjoy the
ride of your leadership experience as it
unfolds?
4. The MEANING APPROACH

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AM I FOCUSING ON MY STRENGTHS?
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Find Your Core:
What can I do faster, better, more elegantly
and with less trouble than almost anyone
else?
4. The MEANING APPROACH

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What’s the meaning of what I do?
The Key Question:
How can I build my path through meaning
and not through doing?
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4. The MEANING APPROACH

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THE
MEANINGAPPROACH
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4
OPEN
CONVERSATION

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80/20 LEADERS STRIP AWAY
EVERYTHING THAT IS
IRRELEVANT
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TO THEIR DESTINY

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THEY ABANDON THE
CUSTOMERS THAT ARE NOT CORE
TO THEIR BUSINESS PURPOSE....
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THEY LET GO OF THE MEMBERS
WHO DON’T BELIEVE IN AND
REINFORCE THE CORE....
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AND THEY DROP THE
CAPABILITIES AND ACTIVITIES
THAT ARE NOTHING SPECIAL.
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THIS IS A QUEST TO DEFINE AND
SHARPEN WHATEVER IS BEST,
MOST SINGULAR AND MORE VALUED
BY CORE CUSTOMERS
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- THE PEOPLE WHO MATTER THE MOST!

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What IS IT THAT
Right now?
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truly matters to us

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FOSTER IN YOUR PEOPLE THE
HABIT OF FOCUSING ON WHAT
TRULY MATTERS
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- CREATE THAT CULTURE!

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RECRUIT PEOPLE THAT ARE
MORE TALENTED THAN YOU
WERE WHEN YOU ENTERED
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- RAISE THE BAR!

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INVEST WHATEVER IS
NECESSARY IN MAKING SURE
YOUr NEW PEOPLE ARE AWESOME
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- AND TRUST THEM!

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INVEST WHATEVER IS
NECESSARY IN MAKING SURE YOU
RAISE UP TO THE CHALLENGE
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- AND LEAD THEM!

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IF YOUR CURRENT LEADERS
ARE NOT FOCUSING ON WHAT
TRULY MATTERS, SOLVE IT
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- OR SCREW IT UP!

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THERE IS ONE KEY LEVERAGE
TO MAKE THE EXTRAORDINARY
HAPPEN WITH ORDINARY EFFORTS
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- YOUR ACTIONS!

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YOU HAVE THE INFORMATION
THAT you NEED...
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- NOW THE REST IS IN YOUR HANDS!