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IWPA Re-think Renew and Execute for Results - John Spence 3.06.14

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IWPA Re-think Renew and Execute for Results - John Spence 3.06.14

  1. 1. ReThink, Renew and Execute for Results
  2. 2. Kuala Lumpur Oct 6th 2011
  3. 3. For thosethose who are prepared… For who are prepared… …chaos brings opportunity
  4. 4. The Four – I’s • • • • Ignorance Inflexibility Indifference Inconsistency Page 2
  5. 5. • The willingness… even enthusiasm… to change EVERYTHING combined with the wisdom to understand what must NEVER be changed.
  6. 6. The Key To Success in the New Normal… •Nimbleocity •Nim-bo-licous
  7. 7. Anyone who tells you they enjoy change… should seek immediate professional help.
  8. 8. Emotional Response to Perceived Negative Change Active Anger Emotional Response Bargaining Acceptance Stability Denial Immobilization Testing Depression Passive Time
  9. 9. PESSIMISM Managing Positive Responses to Change Informed Pessimism Hopeful Realism Checking Out Uninformed Optimism Informed Optimism Completion TIME
  10. 10. Key steps to successful change… 1. Irresistible case for change. 2. Sense of urgency. 3. Compelling NEW vision. 4. Guiding coalition. 5. Plan for small wins. 6. Empower others.
  11. 11. (T + C + ECF) x DE = Success
  12. 12. What attracts top talent? Fair Compensation Challenging Work Good Co-workers Superior Culture Sense of Meaning… Great Leader 88%
  13. 13. 1,300,000 interviews: Basic 4 + 1 Page 8
  14. 14. C+R+I SO
  15. 15. I am good at what I do and I do it because I care about you!
  16. 16. 1,300,000 interviews: Basic 4 + 1 Page 8
  17. 17. What does it take to be a valued member of a team? Develop and display competence. Follow through on commitments. Deliver required results. Ensure your actions are consistent with your word. Stand behind the team and its people. Be enjoyable to work with. Be passionate about your work and those you serve. Communicate and keep everyone informed. Help the other members of the team. Help members of other teams. Share ideas, information and credit. Hold yourself 100% accountable.
  18. 18. • • • • • • D irection – vivid, clear, inspiring --- shared M easurements – specific, observable, focused C ompetence – very good at what they do C ommunication – open, honest, courageous M utual Accountability – all team members D iscipline – do this every day
  19. 19. Web of Value: VOM + MOT + WOM
  20. 20. Extreme Customer Focus VOC
  21. 21. Moments Of Truth Page 8
  22. 22. If you want REPEATABLE success… you must have PROCESS
  23. 23. 43% - 74% of purchasing decisions = WOM/T
  24. 24. You MUST have a WOM Referral System Identify Ideal Customer Know Like Trust Try Buy Repeat Refer Ideal Customer
  25. 25. 1. 100% Clarity + Authority 2. 100% Agreement 3. Track & Post 4. Coach & Train 5. Reward or Punish
  26. 26. Summary • Change is inevitable. • You work in a great company, with world class products. • You MUST work together to win in the marketplace. • Embrace change with a sense of urgency. • Own the VOM • Flawlessly deliver on the MOT. • The 5 steps to accountability. • The four pieces of paper.
  27. 27. “Simplicity is the ultimate sophistication” Leonardo da Vinci
  28. 28. THANK YOU If you have any questions at all please do not hesitate to send a note or call. My email address is: john@johnspence.com PLEASE connect with me on LinkedIn Also, you might find value in the ideas I share in my blog. You can sign up for it at: www.blog.johnspence.com Lastly, these slides have already been uploaded to: www.slideshare.net/johnspence

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