This document contains advice and guidance for driving organizational change and being a leader and change agent. It emphasizes the need to adapt to change, beat naysayers, and be proactive in pursuing change. It discusses common reasons why people and companies fail to drive needed change, such as lack of vision, tension, and keeping promises. The document encourages thinking big, taking risks, stirring things up, and owning top relationships to enable change.

1. !"#$%&'(%)*+%,(-.+/)%-"0%1'/)%2344+//&3#%

2. WARNING:
To
the
naysayers,
opportunists,
and
obstrucAonists
who
stand
in
the
way
of
driving
change
and
progress
in
any
organizaAon
Note:
WE
WILL
BEAT
YOU

3. 1824
or
2012
Somewhere
in
the
West
or
in
a
Company
Near
You.

4. Adapt,
Change
or
Die

5. Q(?.?"C%O*-"C+%
%
O*-"C+%&'(%O*-"C+%2-R+%%
?/%@-0%%
S<*+(+%?/%"')*?"C%B('"C%B?)*%
4*-"C+=%?&%?)%?/%?"%)*+%(?C*)%
0?(+4A'"PT%U%5?"/)'"%O*3(4*?##%

6. Agents
of
Change
Leaders

7. Type
of
Change
Agents
Clock
Changers
&
Lions

8. O#'4R%O*-"C+(/%

9. Or
.
.
.
the
other
guys

11. Be
a
Clock
Changer
Be
a
leader

12. 8'A4+-@#+%6//+)/%
•! W('@#+N%2'#.+(/=%"')%
>('@#+N%/++R+(/%
•! O*-"C+%-C+")/%&'(%)*+%
>('4+//%
•! O*++(#+-0+(/%B*'%
(+?"&'(4+%C'-#/%
•! 2+-N%'>+(-)'(/%

13. Why
People
&
Companies
Fail
to
Drive
Change
Needed
to
Win
The
BIG
Five

14. 7+-/'"/%5+%X-?#%
%
%
%%%%%%%%%%IP%X+-(%
%
,+%-%@+C?""+(%

15. 7+-/'"/%5+%X-?#%
%
%%%%%%%KP%<+"/?'"%
%%%%%%%%%%Y+-#)*$%0+@-)+%?/%C''0P%

16. 7+-/'"/%5+%X-?#%
%
%%%%%%ZP%%7-0?4-#%%
%%%<(-"/>-(+"4$%
%
%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% E#+>*-")/%-(+%&3"%)'%R?##%
%
%

17. Reasons
We
Fail
4.
Risk
No
one
is
going
to
die

18. ,?C%9"R%<-R+/%-%Y?)%

19. 7+-/'"/%5+%X-?#%
%
%%%[P%%%W('N?/+/%
F+)/%0'%#3"4*%

20. Y'B%?)/%23>>'/+%)'%5'(R%

21. 1-R+%N$%!(0+(%

22. :?.+%H>%2'N+%O-/*%

23. %Q+#?.+(+0%X(+/*%

24. 9N%8')%F'.?"%?)]%

25. O#'B"/%F?+%

26. What
is
a
Promise?
Mutual
CondiAons
of
SaAsfacAon

27. Basic
Components
• The
Customer
• The
Performer
• The
AcAon
Cycle
&
4
Phases
Pre_y
simple
in
theory

28. <*+%`'*"%1-00+"%a?+B!
"#$!%&'()!*+&,$!
W*-/+%9% W*-/+%99%
"#$!*213(/$.! ! "#$!-$.4(./$.!
W('N?/+%
!
-.(/01$!
%%%%%W*-/+%9a%%%%%%% W*-/+%999%
KJ%

29. <*+%b(/)%/)+>P%P%P%W*-/+%9!
<*+%64A'"%O$4#+%
56678%
<*+%O3/)'N+(% ! <*+%W+(&'(N+(%
W('N?/+%
!
-.(/01$!
9"%)*+%@+C?""?"Cd%
Kc%

30. "#$!2+4'"0%2)+>P%P%P-#91$!99!
<*+%64A'"%O$4#+%
%:877;7<"!
<*+%O3/)'N+(% ! <*+!W+(&'(N+(%
W('N?/+%
!
-.(/01$!
ZM%

31. 5)$!;(.$=!=!=-#91$!>>>!
<*+%64A'"%O$4#+%
<*+%O3/)'N+(% ! <*+%W+(&'(N+(%
W('N?/+%
!
-.(/01$!
WE7X!7168OE%
ZI%

32. ?.0)@0)@!03!#(/$=!=!=-#91$!9a!
<*+%64A'"%O$4#+%
<*+%O3/)'N+(% ! <*+%W+(&'(N+(%
W('N?/+%
!
-.(/01$!
A7B>C78D!E!
%**7-"%<*7!
ZK%

33. Connected
by
YOUR
promises
What
are
your
promises
to
the
Company?
33

34. Ask
Yourself
Why
are
you
in
this
game?
Who
are
you?
Your
118
What
shall
you
look
like?

35. Brand
Horses.
.
.
cows
and
promises
delivered

36. Q'%?)%7?C*)%
2)-"0%&'(%/'N+)*?"C%
%
!"#?"+%'(%'e?"+%
%
W(?"4?>#+/%'"#$%N+-"%
/'N+)*?"C%%
B*+"%)*+$%-(+%
%?"4'".+"?+")%

37. Your
Weakest
Links
37

38. FAST
=
Unified
OperaAng
Principles
Focus
Accountability
Simplicity
Trust
I
focus
my
a_enAon
I
do
what
I
I
share
I
make
Ahtude
on
doing
the
right
say
I
am
going
accountability
for
working
with
to
do
and
say
things
that
support
company s
goals
success
me
easy
what
I
mean
I
set
personal
I
raise
issues
I
fulfill
all
I
remove
barriers
goals
that
further
as
they
arise
AcAons
commitments
to
speed,
accuracy
and
communicate
the
company s
as
agreed
and
innovaAon
openly
objecAves
ExisAng
Performance
Find
ways
for
Healthy
SOP
Process
Debate
Tools
Commitments
Improvement

39. Think
Big,
Act
BIGGER
• Drive
Change
Everyday
-­‐
More
than
Film
• Size
does
not
ma_er
-­‐
Main
Street
vs.
Wall
Street
• Ready,
Fire,
Aim
• Change
is
painful
but.
.
.

40. Cause
Tension
• Don’t
se_le
• Create
compeAAon
• SAr
it
up
• Why?

41. 73#+/%)'%7+N+N@+(%
•! 1''0%
•! 73#+%'&%)*?(0/%
•! O*-"C+%)*+%l3+/A'"/%
•! 1-R+%?)%@+_+(%?"%)*+%"+B%>#-4+%
%

42. W+'>#+%
•! <(-0+%?"=%)(-0+%3>%-"0%b(+%
•! 24'(>?'"/%-"0%)*+%&('C/%%
•! W#-$%)*+%%(?C*)%>'/?A'"/%
%
G'3%4-"%)+-4*%-%>?C%)'%R?//%
%@3)%?)%3/3-##$%C+)/%N+//$%%
-"0%>?//+/%'m%)*+%>?CP%%%
%

43. Try
some
new
things
Aner
all,
.
.
.

44. 5-#R%)*+%<-#R%
•! !@j+4A.+;%Q(?.+%2-#+/%
o(+>+-)%@+/)%/+##+(p%B?)*%
C(+-)%4'")+")%-"0%
N-(R+A"C%
•! E"C-C+%&-"/q4'")+")%
•! Q(?.+%E-("+0%1+0?-%V%
,3DD%
•! 7+>(+/+")/%)*+%@(-"0%
•! 8+B=%0?m+(+")=%43h"C%+0C+k%
4'")+")%-"0%N+)*'0/%

45. The
others
Ugly,
not
so
smart

46. Me
Smart
and
branded

47. Own
The
Top
RelaAonships
• Establish
top-­‐to-­‐top
execuAve
relaAonships
with
key
strategic
customers
• Use
these
relaAonships,
whenever
appropriate,
to:
– Influence
major
business
decisions
– Avoid/assist
in
crisis
management
and/or
problem
resoluAon
– IdenAfy
long-­‐term
opportuniAes
for
collaboraAon
Get
off
your
bu_,
Get
out
from
behind
your
gosh
darn
desk,
and
go
visit
and
talk
to
customers
–
every
single
one
of
you.

48. !)*+(%W+'>#+/%1'"+$%
•! X!H7%+/%
–! E"C-C+% !! ,+%)(-"/>-(+")%
–! E034-)+%
–! Ei4?)+%
!! ,+%7+-#%
–! E.-"C+#?D+% !! ,+%Y3N-"%
% !! ,+%Y+#>&3#%
•! X(?+"0/'3(4?"C% !! F+)%C'=%0'")%4'")('#%
!! ,#+"0+0%)''#/q>#-t'(N/%
•! O*?+&%F?/)+"?"C%!s4+(% !! u%AN+/%u%g%vvv%
%
%
%

49. E.+($'"+%"++0/%-"%+"+N$%
•! ,-_#+%,(?"C/%'3)%)*+?(%@+/)%
•! E034-)+%-"0%#+-0%
•! 6"A4?>-)+%>('@#+N/%@+&'(+%)*+$%-((?.+%
–! w3-"A&$%-"0%l3-#?&$%
–! O'N>-(+%
–! Q+4?0+%

50. W('j+4)%W-_'"%
•! W(+>-(+%-"0%-"A4?>-)+%"++0/%
•! Q+>#'$%)*+%(?C*)%)-4A4/%
•! ,+%(+/>'"/?@#+%-"0%-44'3")-@#+%-)%%%%%%%%%%%%%%%%%%%%%
+.+($%)3("%
•! Q+4?0+%*'B%-"0%B*-)%)'%(+/>'"0%)'%%%%%%%%%%%%%%%%%%
B*+"%*+-0?"C%?")'%@-_#+%
•! O'"/)-")#$%(+>'()%@-4R%'"%>('C(+//%

51. What
I
learned
from
George
You
Should
Too

52. Serve

53. Make
it
easy

54. Get
close.
.
.real
close

55. In
good
company.