This document discusses focusing on the most important priorities and activities. It introduces the 80/20 rule, which states that 20% of activities account for 80% of results. It provides examples of how this applies to sales, productivity, profits, and meetings. The document also discusses setting SMART goals and identifying the "first domino" project that can help achieve multiple priorities. It offers five tips for accountants, such as focusing on free cash flow. Finally, it discusses using a "lean canvas" to validate new venture ideas through customer feedback before fully committing resources.

2. Ahipara
(Shay Wright,
Te Rarawa)
Whangara
(Travis O’Keefe,
Ngāti Porou)

3. “Eh Koro, take your medicine”

4. 7
6
13
7
9
36
7
3
2
25
Iwi
organisations
550+
Māori
leaders
90
Māori Trusts
throughout
Aotearoa
Clarity
around what to
focus on
Confidence
that they
can actually
achieve it
Capability
and
Communications
systems needed
Execution
support to actually
Carry it out
Te Whare Hukahuka clients

6. Key theme for today:
Focusing on the right things
= this cuts across leadership, innovation,
entrepreneurship, and social impact

7. 80 / 20 rule
WHAT YOU DO YOUR RESULTS
80%
20%
20%
80%
20% of what you do leads to 80% of your results
Do the 20% that matters and outsource the rest

8. SALES: 80% of the business is done in 20% of the time of the year, month, week
SALES PRODUCTIVITY: 80% of the sales is generated by 20% of the sales staff
PROFIT: 80% of a business’s profit comes from 20% of the sales or 20% of the
customers
COMPLAINTS: 80% of the complaints come from 20% of the customers
MEETINGS: 80% of the important discussions happen in 20% of the meeting time
Where should you focus your time
to grow your business?
80 / 20 rule

9. TWH method
Clear role & responsibility:
Communicating:
Strategic thinking:
Managing risk:
Measuring and monitoring:
OLD SCHOOL
• Tries to teach a lot of
things
Governance Training
20% of activity that makes a great governor
80 / 20 rule

10. Key theme for today:
Focusing on the right things
= this cuts across leadership, innovation,
entrepreneurship, and social impact

11. VS whānau
who were...
•Measure means, not ends
•Had many goals (a to-do list)
•No progress made each month
•Had only 1-3 key end goals for
each year
•Goals are SMART = Specific,
Measureable, Achievable,
Relevant, Timebound
GAVE THE
T-SHIRT
AWAY
PROUD TO
WEAR THE
T-SHIRT
Maori Trusts where the whānau...

12. We will ensure the
commercial division is
well-managed and
resourced so as to
protect and develop
our assets and achieve
sufficient returns on
our investments.
By 2020, our asset
portfolio must generate
at least a 5% annual
free cash flow return to
invest into the iwi
wellbeing priorities.
Example: Unclear goal vs SMART goal

13. VS whānau
who were...
•Spread their resources across
many things
•Focused on finding and
knocking over the ‘First
Domino’
•Clear on these priorities
GAVE THE
T-SHIRT
AWAY
PROUD TO
WEAR THE
T-SHIRT
Maori Trusts where the whānau...

14. Vision
High level priorities
Priority #1:
Whānau
Wellbeing
Priority #2:
Culture &
Marae
Priority #3:
Environment
Priority #4:
Economic
Priority #5:
Education
Goals #1:
 Warm housing
 Employment for
whānau (beyond
seasonal jobs)
 Better health
service delivery
 Reducing alcohol
and drug abuse
Goals #2:
• Developing Māori
language capability
for each marae
• Whanau knowing
more about their
history
• Our iwi stories told
in our region
Goals #3:
• Decision-making
voice regarding
our environment
• Strong
partnerships with
environmental
stakeholders
• A healthy river
Goals #4:
• Having a growth
plan for our assets
• Identifying new
opportunities in
business and
employment
• Whanau economic
success equal to the
national average
Goals #5:
• Profiling positive
iwi success stories
• Whanau education
mentors
• Identifying jobs to
help our people
into, and creating
pathways into these
vocations/jobs
Goals for each
1st domino = Pick the projects that progress multiple goals
at the same time, as illustrated in the example above

15. Key theme for today:
Focusing on the right things
= this cuts across leadership, innovation,
entrepreneurship, and social impact

16. Five ideas for accountants
1. Focus on free cash flow rather than balance sheet
growth (for Māori Trusts with social goals)
2. Facilitate client sales across your database
3. Bulk purchasing opportunities for clients
4. Give new clients two fee structure options:
= Either a large consulting fee or Discount + two referrals
5. Systemise your business – map out your processes,
remove bits that are not really needed, automate
repetitive parts, use low cost labour to do 80% of it.

17. “Eh Koro, take your medicine”
the thing that could have saved
this project… validation!

18. De-risking new ventures – through validating
In start ups…
Business plans = old school

19. The Lean Canvas – validating a new idea

20. Key theme for today:
Focusing on the right things
= 80 / 20 rule
= Trust insights (SMART goals + first domino)
= Five tips
= De-risking new ventures (lean canvas)