This document outlines various tools and processes for running a business, including: 1. An accountability chart that assigns responsibilities and tracks whether employees have the vision, want it, and have the capacity to fulfill certain functions. 2. A people analyzer tool that evaluates employees on attributes such as being humbly confident and doing the right thing. 3. A scorecard that measures business metrics like revenue, cash balance, sales activities, and customer satisfaction. 4. Processes for identifying, discussing, and solving issues; reviewing core business processes; and holding regular Level 10 meetings to track goals and address challenges.

1. 1
ARE YOU RUNNING
YOUR BUSINESS
OR
IS YOUR BUSINESS
RUNNING YOU?

2. 2
FRUSTRATIONS
Control
Profit
People
Hitting the Ceiling
Nothing’s Working

3. 3

4. 4

5. 5
1. Core Values?
2. Core Focus?
3. 10-Year Target?
4. Marketing Strategy?
5. 3-Year Picture?
6. 1-Year Plan?
7. Quarterly Rocks?
8. Issues?

6. 6

7. 7

8. 8
THE PEOPLE ANALYZER
Name
Hum
bly
confident
G
row
ordie
Help
first
Do
the
rightthing
Do
w
hatyou
say
The Bar
Sally Jones
John Smith
George Wilson
+ + + + +
– – – – –
+/– +/– +/– +/– +/–
+ + + +/– +/–

9. 9

10. 10
Integrator
Sales/Marketing Operations Finance
Visionary
THE ACCOUNTABILITY CHART

11. 11
Get It
Want It
Capacity to Do It
G
W
C
Function
Name
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––

12. 12
THE PEOPLE ANALYZER
Name
Humblyconfident
The Bar
Sally Jones
John Smith
George Wilson
+ + + + +
– – – – –
+/– +/– +/– +/– +/–
+ + + +/– +/–
Grow
ordie
Helpfirst
Dotherightthing
DowhatyousayGetit
WantitCapacity
Y Y Y

13. 13

14. 14
YOUR SCORECARD

15. 15
SCORECARD MEASURABLES
Weekly Revenue
Cash Balance
Sales Calls
Sales Meetings
Proposals
Closed Business
Customer Satisfaction
Accounts Receivable
Accounts Payable
Errors
Utilization/Capacity

16. 16

17. 17

18. 18

19. 19
THE ISSUES SOLVING TRACK
Identify
Discuss
Solve
I
D
S

20. 20

21. 21
CORE PROCESSES
People
Marketing
Sales
Operations
Accounting
Customer-Retention

22. 22

23. 23

24. 24
THE LEVEL 10 MEETING
Good News 5 Mins
Scorecard 5 Mins
Rock Review 5 Mins
People Headlines 5 Mins
To-Do List 5 Mins
IDS 60 Mins
Conclude 5 Mins

25. 25

26. 26
FOUNDATIONAL TOOLS
V/TO
Accountability Chart
Rocks
Level 10 Meeting
Scorecard