Excellence academy week 3

1. Best
story
wins!

2. Excellence Audit “Self” #3
I can explain the dramatic
difference I make for my
customers.

3. “The first response is always
to think about the individual
concerned and how things can
be arranged to help that
person experience success.
Marcus Buckingham, The One Thing You Need to Know

4. “A dream is a complete moment
in the life of a client. Important
experiences that tempt the client
to commit substantial resources.
The essence of the desires of the
consumer. The opportunity to
help clients become what they
want to be.”
Gian Luigi Longinotti-Buitoni, Founder & CEO, LIFE
Corporation (design and production of wearable computers)

5. “Astonish me!”
“do something great!” (HY
“Make it immortal!” (DO)
“Insanely great”

6. . “Everyone
lives by
selling
something.”
Robert Louis Stevenson

7. 1. Overt Benefit – what’s in it for the customer? What
good thing(s) do they get from working with you? You must be
able to articulate this very clearly – “overtly.”
2. Reason to Believe – that you can deliver what
you’re promising. You need credible and distinct evidence that the
customer will get the benefits you are promising.
3. Dramatic Difference – you need to differentiate
yourself from your competitors in order to win the work. You may
not realize how dramatic the difference needs to be – a factor of
ten - and focused directly on the Overt Benefit and the Reason To
Believe.
Doug Hall, Founder, Eureka Ranch

8. Sarah: Mom, what do you do
at work?
Mom: Sarah, I’m overhead. I’m
the bureaucrat who runs the
cost centre called Human
Resources.

9. Sarah: Mom, what do you do
at work?
Mom: Sarah, my Human
Resources team and I are the
rock stars of the age of
talent. We are at the core of
our division’s success.

10. Are you the …
“Principal
Engine of Value
Added”

11. “Some people look for
things that went wrong
and try to fix them. I
look for things that
went right, and try to
build off them.”
Bob Stone, THE PARTIAL REGO*
(*Re-inventing Government)

12. If you can't describe
your strategy in
twenty minutes,
simply and in plain
language, you
haven't got one!”
Larry Bossidy

13. "As we begin life as a public company,
we are committed to maintaining the
straightforward, transparent approach to
business that we believe helps
differentiate us. We are passionate about
improving competition in UK retail
banking and believe that today's IPO is
another step forward for us as we seek to
deliver on that objective.”
Jayne-Anne Gadhia
Chief Executive, Virgin Money
13th November 2014

14. Best
story
wins!