Abbott Winner's Mindset


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Abbott Winner's Mindset

  1. 1. The Winner’s Mindset
  2. 2. I will not waste one minute of your time… <ul><li>I have a ton to cover and I will go pretty fast. </li></ul><ul><li>Please take lots of notes, think/work hard and feel free to ask questions or give comments at ANY time. </li></ul><ul><li>I am happy to answer any of your questions, offer advice and recommend books at any time after this session. </li></ul><ul><li>[email_address] </li></ul><ul><li>The slides are already posted at: </li></ul><ul><li> </li></ul>
  3. 3. A few of my clients:
  4. 4. For the past 21 years…
  5. 5. What does this mean to me? How can I use this idea? What can I do right away? I am NOT a guru…
  6. 6. The 4 Ps of Expert Performance
  7. 8. The Pattern of Business Success
  8. 9. (T + C + ECF) x DE = Success
  9. 10. The Four – I’s <ul><li>Ignorance </li></ul><ul><li>Inflexibility </li></ul><ul><li>Indifference </li></ul><ul><li>Inconsistency </li></ul>
  10. 11. How to avoid the Four I’s <ul><li>Aggressive external market focus. </li></ul><ul><li>Ridiculously high level of customer focus. </li></ul><ul><li>Keep the “Main Things” the main things. </li></ul><ul><li>Bullish on knowledge sharing and learning. </li></ul><ul><li>Teamwork is mandatory – not optional </li></ul><ul><li>Passion and commitment at all levels. </li></ul><ul><li>Foster a healthy paranoia. </li></ul><ul><li>Revel in change. </li></ul>
  11. 12. C HANGE Anyone who tells you they enjoy change… should seek immediate professional help .
  12. 13. Emotional Response to Perceived Negative Change Stability Immobilization Denial Anger Bargaining Depression Testing Acceptance Time Passive Active Emotional Response
  13. 14. Resilience Customization
  14. 15. Step 3 in Change Resilience…Develop Options
  15. 16. Developing Options: Influence – Control – No Control
  16. 18. D= IO Op NO NO NO NO NO NO NO Decisions = Intended Outcome / Number of Options NO NO NO
  17. 19. Stephen Covey You don’t prioritize your schedule… you schedule your priorities.
  18. 20. Talk too much Talk about their company way too much Don’t know my business well enough Don’t understand my customers Don’t know their own products & services Don’t tell the truth Don’t deliver on their promises Only worried about their commission Can’t prove their value Don’t ask the right questions Don’t ask the tough questions Are not really there to help ME W ASTE M Y T IME!
  19. 21. Top 10 of a Trusted Advisor <ul><li>Asks superb questions </li></ul><ul><li>Listens attentively – takes notes – keeps track of key issues </li></ul><ul><li>Understands their customer’s business deeply </li></ul><ul><li>Is an expert on their products & services </li></ul><ul><li>Is customer focused – not “closing” focused </li></ul><ul><li>Tells the 100% truth at ALL times </li></ul><ul><li>Sets clear expectations </li></ul><ul><li>Keeps their promises </li></ul><ul><li>Can clearly demonstrate superior value </li></ul><ul><li>Never wastes a client’s time </li></ul>
  20. 22. In order to earn the right to be there… <ul><li>You MUST enthrall, delight, excite, educate, serve, support, connect with and add REAL and SIGNIFICANT value to your customers… on EVERY call. </li></ul>Value = Access Access = Competitive Advantage
  21. 23. What it Takes to Become a Trusted Advisor Perceived Value LOW MEDIUM TRUSTED ADVISOR
  22. 24. Source Credibility <ul><li>C x R x I </li></ul><ul><li>SO </li></ul>= Trust Competence Reliability Intimacy Self Orientation
  23. 25. Joe Calloway: Three Greatest Competitive Advantages <ul><li>Know more about the customer than anyone else. </li></ul><ul><li>Get closer to the customer than anyone else. </li></ul><ul><li>Emotionally connect with the customer better than anyone else. </li></ul>
  24. 26. Jack Malcolm : Top 10 Sales Trainers in America <ul><li>Get back to basics. When things are going well, it’s easy to cut corners and get away with it. </li></ul><ul><li>Pay extreme attention to detail. It’s very easy to lose a customer when times are tough. They’re not in a forgiving mood, so they expect to be treated very well. </li></ul><ul><li>Work on your network. Extend and diversify it, but most importantly, put effort into helping others, especially those who are not in a position to help you right now. </li></ul><ul><li>Prepare for the turnaround. It will come, despite how easy it is to be pessimistic. The trick is to  come out of this stronger than when we went in. Learn, network, add value, and it will pay off. </li></ul><ul><li>Give a little extra. When people ask for three ideas, give them 5. </li></ul>
  25. 27. The Winning Mindset of a TEAM
  26. 28. 2003: 91B 329,000E 164C = 7.9B #10 / F500 IBM 2008: 103B 398,000E 170C = 12.3B #20 / F500 1993: 67B 377,000E 180C = (8.3B) F500
  27. 29. Dedicated to every client’s success: <ul><li>Building client partnerships </li></ul><ul><ul><li>Strong relationship with key clients </li></ul></ul><ul><li>Collaborative influence </li></ul><ul><ul><li>Interdependence / commitment </li></ul></ul><ul><li>Embracing challenge </li></ul><ul><ul><li>Innovation to grow the business </li></ul></ul>
  28. 30. Innovation that matters: <ul><li>Thinking horizontally </li></ul><ul><ul><li>Leverage enterprise capability </li></ul></ul><ul><li>Informed judgment </li></ul><ul><ul><li>Synthesize disparate sources of information </li></ul></ul><ul><li>Strategic risk-taking </li></ul><ul><ul><li>Innovate to create exponential growth </li></ul></ul>
  29. 31. Trust and personal responsibility in all relationships: <ul><li>Develop IBM people and community </li></ul><ul><ul><li>Invest in future leaders </li></ul></ul><ul><li>Passion for IBM’s future </li></ul><ul><ul><li>Energized to reach IBM’s potential </li></ul></ul><ul><li>Enabling growth </li></ul><ul><ul><li>Change systems that impede growth </li></ul></ul><ul><li>Earning trust </li></ul><ul><ul><li>Do what is right for the long-term good </li></ul></ul>
  30. 32. IBM 20 billion dollar strategy… <ul><li>True partnering with clients </li></ul><ul><li>Passion for the business </li></ul><ul><li>Innovation & Collaboration… </li></ul>
  31. 33. “ Do I really have to get along with these idiots?”
  32. 34. Why you need to be a “Master of Collaboration” <ul><li>You cannot succeed alone. </li></ul><ul><li>You need a team of the brightest people you can possibly find to help you. </li></ul><ul><li>You need that team to work extremely well together. </li></ul><ul><li>You need that team to support you with enthusiasm, respect and trust. </li></ul><ul><li>But don’t take my word for it… </li></ul>
  33. 35. Anne Mulcahy CEO of Xerox and the third most powerful woman in the world! <ul><li>Build a network of great relationships with people who want to see you succeed. </li></ul><ul><li>You don’t have all of the answers, so ask for help and advice from the smartest people you can find. </li></ul><ul><li>Learn to be a learner. </li></ul><ul><li>Listen intently to the people you serve… your employees and your customers. </li></ul>Some really great advice…
  34. 36. John Spence High-Performance Team Model <ul><li>D </li></ul><ul><li>M </li></ul><ul><li>C </li></ul><ul><li>C </li></ul><ul><li>M </li></ul><ul><li>D </li></ul>irection – vivid, clear, inspiring --- shared easurements – specific, observable, focused ompetence – very good at what they do ommunication – open, honest, courageous utual Accountability – all team members iscipline – do this every day
  35. 37. 11 Key Team Competencies: <ul><li>Setting clear, specific and measurable goals. </li></ul><ul><li>Making assignments extremely clear and ensuring required competence. </li></ul><ul><li>Using effective decision making processes within the team. </li></ul><ul><li>Establishing accountability for high performance across the entire team. </li></ul><ul><li>Running effective team meetings. </li></ul><ul><li>Building strong levels of trust. </li></ul><ul><li>Establishing open, honest and frank communications. </li></ul><ul><li>Managing conflict effectively. </li></ul><ul><li>Creating mutual respect and collaboration. </li></ul><ul><li>Encouraging risk-taking and innovation. </li></ul><ul><li>Engaging in ongoing team building activities. </li></ul>1 - 10
  36. 38. Web of Value VOC + MOT
  37. 39. Extreme Customer Focus VOC
  38. 40. M oments O f T ruth
  39. 41. Summary of Key Ideas <ul><li>(T+C+ECF) x DE = Business Success </li></ul><ul><li>Overcome Change With Resilience </li></ul><ul><li>Influence – Control – No Control </li></ul><ul><li>Clear Intended Outcome </li></ul><ul><li>Where Should Say “No” </li></ul><ul><li>Become a Trusted Advisor </li></ul><ul><li>Be a Master of Collaboration </li></ul><ul><li>VOC + MOT </li></ul>
  40. 42. The Winner’s Mindset Believe You Can Win Learn How To Win Expect To Win
  41. 43. T HANK Y OU If you have any questions at all please do not hesitate to send a note or call. My email address is: Also, you might find value in the ideas I share in my blog. You can sign up for it at: Lastly, these slides have already been uploaded to: