The document outlines the core culture and principles of Time on Target, emphasizing the importance of understanding client needs and prioritizing customer delight. It introduces five immutable laws that guide the organization's operations, including diving deep to resolve root causes and maintaining a positive, respectful work environment. Ultimately, the document serves as a guide to uphold the values and vision of the organization as it evolves.

1. HITTING THE TARGET
Who we are and who we want to be.

2. Cul-ture noun ˈkəl-chər
The set of shared attitudes,
values, goals, and practices
that characterizes an
institution or organization.

3. Culture eats strategy
for breakfast.
IVAN MISNER
FOUNDER OF BNI

4. Culture eats strategy
for breakfast.
IVAN MISNER
FOUNDER OF BNI
Our strategies will
evolve and change
over time always
shaped by our culture
which is enduring.

6. Whether you want it to or not!

8. This is the goal of this
document. It is a living
breathing guide to who
Time On Target is and
who we want to be.

9. OUR IMMUTABLE LAWS
1
2
3
4
5
Dive Deep Enough to Touch Bottom
Delight the Customer Not the Boss
Givers Gain
Use Good Judgment
No Dicks Allowed

10. Dive Deep Enough
to Touch Bottom

11. We don’t treat symptoms.
If we aren’t diving in and
understanding the cause,
we aren’t in a position to
fully help our clients.

12. We don’t treat symptoms.
If we aren’t diving in and
understanding the cause,
we aren’t in a position to
fully help our clients.
This is why Time On
Target exists, to help
small businesses grow
and achieve their goals.

13. Knowledge is
having the right
answer.
Intelligence is
asking the right
questions.
?

14. Knowledge is
having the right
answer.
Intelligence is
asking the right
questions.
?
We like to think that if
we have more of this…

15. Knowledge is
having the right
answer.
Intelligence is
asking the right
questions.
?
We like to think that if
we have more of this…
We will have better this.

17. We don’t take what we see at
face value. The more we question
what we see the better the
outcome for us and our clients.

18. Delight the Customer
NOT the boss.

19. Have the courage to start with
the customer. My biggest
regrets are the moments that I
let a lack of data override my
intuition on what’s best for our
customers.
ANDREW MASON
FORMER CEO OF GROUPON
IN HIS DEPARTURE EMAIL

20. Delighting our customers is
key to the long term
survival of our company.

21. “Will what I am about
to do delight them?”
“What’s in it
for the
customer?”

22. “Will what I am about
to do delight them?”
Don’t just make
them happy, make
them successful!
“What’s in it
for the
customer?”

23. Givers Gain.

24. Givers Gain.

25. Help because it is the
right thing to do and
because you want to
not because it will
give us leverage with
clients or vendors.

26. Even if we can’t
help a client, we
know and trust
people who can
and will always
make the
introduction.

27. Use Good Judgment.

28. What is good
judgement?

29. The needs of the
many outweigh
the needs of the
few or the one.
SPOCK
USS ENTERPRISE

30. The needs of the
many outweigh
the needs of the
few or the one.
SPOCK
USS ENTERPRISE
The many won’t be
hindered by new policies
and processes that result
due to the poor choices
made by one member of
the team.

31. Our guideline is to always put
Team Over Self
Company Over Team
Customer Over Company

32. Our guideline is to always put
Team Over Self
Company Over Team
Customer Over Company
Remember, making decisions in
the customer’s best interest is in
our long term best interest too!

33. No Dicks Allowed

34. You are the average of
the 5 people you spend
the most time with.
JIM ROHN
1930-2009

35. Mean people suck.

36. Mean people suck.
We don’t want
to suck.

37. Life’s too short to deal with
rude, arrogant people who are
only out for numero uno.
MIKE MICHALOWICZ
AUTHOR, THE PUMPKIN PLAN

38. Life’s too short to deal with
rude, arrogant people who are
only out for numero uno.
MIKE MICHALOWICZ
AUTHOR, THE PUMPKIN PLAN
If this describes
you, you most
likely won’t
enjoy working

39. WE WERE INSPIRED BY:
• HubSpot Culture Code
• The Pumpkin Plan by Mike Michalowicz
• Ivan Misner at BNI
• Hugh MacLeod at gapingvoid.com
• Andy Bounds, Author of The Snowball Effect and The Jelly
Effect
• Terry Hamill at BNI
...And many other fiends and business partners