It's my own inferences based on the Jack Stack's book: The Great Game of Business. It's a very inspiring book about organizational behavior. It has very interesting insights about how to motivate people in an organization. This book will help any manager become a good leader. This book was a reading assignment for me in a leadership session being held by Mr. Arvind Kaul.

1. The Great Game of Business

2.  Defining the Game of Business
 Game: A pleasurable activity in which team works towards a
common goal/objective of winning with high interest/passion.
 Business: A series of activities in which a group of persons is
engaged.
 What needs to be added to make Business a Game:
 Common Goal/Vision/Objective
 Team Spirit
 Ownership
 Passion/Interest
 Fun

3.  Where It Started !
 SRC: Manufacturing Organization .
 Jack Stack is the inspirational CEO.
 Stock Price increasing continuously.
 Has decentralized business as 60 subsidiaries.
 Pioneer of Open Book Management.
 Provides training programs around GGOB concept.
 Has given 31% of shareholding as ESOPs.

4.  Rules of the Game
Know and teach the rules:
“ Every Employee” should understand the business matrices and
how to achieve them.
Follow the Action & Keep Score:
• “Every Employee” should be enabled and involved – Self Score
Keeping
Provide a Stake in the Outcome:
• “Every Employee” should have a direct stake in the company's
success.
Critical Number – The goal of the game:
What we need to chase ? – E.g. Net margin, Cost, Sales.

5.  Show them the Big Picture - Vision
 Appeal to the highest level of Thinking
 People use effort to help each other achieve common goals.
 Design Score Cards & Display in Open.
 Keep score like sports.
 Everyone likes to keep their own score.
 Company displays financial data prominently.
 Financial statements with Forecasting numbers for next
month.
 Forward Forecasting schedule – Every week.
 Measure against the yearly plan for variances – winning or
losing.

6.  Your own Organization - Example
 Dun and Bradstreet Report
 Sales Goals, Pipeline and Progress -Visibility
 High Travel Cost
 Leveraging the Partners – Growth Strategy
 You can bring the change at your own level – within team.
 Groups can have their own mini-games.
 Create early-wins – reachable goals.
 Update on old commits & give “new commit” numbers –
forecasts.
Sales Divisions Jan Feb Mar Apr May June
US Plan
Forecast
Actual
India Plan
Forecast
Actual
EMEA Plan
Forecast
Actual
APAC Plan
Forecast
Actual

7.  Open Book Management
 Transparency
 Trust & Confidence of Sharing
 Teach & Understand financial
statements
 Income Statement - Profit & Loss
Statement
 Balance Sheet/Cash Flow Statements
 Clear Cost Analysis – Including
overheads like stationery
 Clear Goal Setting – Eye on Prize
 Accurate Data – Accurate Targets –
Quick Decision Making
 Able to forecast & measure variances

8.  Think & Act like Owners !
 ESOPs
 Empowerment
 Democratic process
 Ask people to contribute.
 Asking people is a Fair way of doing things.
 Quarter Targets & Bonus Program based on profits –
carry through.
 Benchmarking & Set Standards
 People own the self assigned numbers –
Accountability
 Knowing others are counting on us raises level of
commitment.
 Everyone must understand finance numbers.

9.  Team Huddles – Weekly Meetings
 Current Score Review – Play Books
 Everyone quotes their Numbers – Names attached
 Numbers flow up instead of down
 Projections are Promises made to each other.
 People offer to help each other to achieve their numbers.
 How to move forward and achieve the targets.
 No intradepartmental fights
 Win & Lose as a team
 Huddle Cycle – From Department & Mgmt
 From Mgmt to Department

10.  How to Lead ?
 Let others contribute – You don’t have all the answers.
 Don’t hog the meeting time – round robin method.
 Be approachable - Participate in fun events with others.
 Ask people about their angers and frustrations.
 Recognize contributions and successes.
 People should choose their own targets – Best Buy-In.
 Everyone should have a clear “Line of Sight”.
 How their actions contribute to the business ?
 Involve everyone in annual financial planning process.
 You gotta wanna – Instilling the desire to win.

11. • So much Chatter – Company develops own lingo.
• Constant Communication – No silos – No walls
 People should work cross-functionally.
• Participation in events.
 Philanthropy
• Pride in the Work.
 Market your products to your employees.
• If we are happy, we like to work !
• If we enjoy – we want to be here !
 Have Fun & Contribute Back ! 

12.  How to create a Game ?
• Name the Game: “Up the Sale – Close More”
• Set the Goal: X to Y by when
• Estimate the benefit: E.g. Net Profit In Rupees
• Identify the Players
 Those who can impact the goal.
• Determine the time frame – 30 days
• Create a theme & build scorecard
• Decide on the reward
• Incremental rewards for goals
• Huddle schedule to discuss performance -
weekly

13.  Game’s Winning Moments ! 