2

y o u r v is io n

3

It should spring you out ofbed in the morning.

4

It must inspire your team.

5

It is bold and compelling.

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7

It is measurable and will be achieved.

8

y o u r v a lu e s

9

They are an extension of the corevalues of the founders/leaders.

10

They are used to make yourtoughest decisions.

11

Things that I Value :

Honesty (cash register and goal setting)

Willingness to change

Listening

Constructive Conflict

Pursuit of Perfection

Diversity (everyone can be themselves)

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2020

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o p e r a t in g d is c ip l in e s

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o p e r a t io n ale x c e l le n c e

❡ Obsessed with eliminating waste

❡ Offer the lowest prices possible

❡ Leverage economies of scale

❡ Focus on the total supply chain

26

P R O D U CTL E A D E R SH IP

Innovative and arrogant, tell customers what they wantRisk takersCharge a premium, must fund Research and DevelopmentDeliver "Wow" products

27

C U S T OM E RIN T IM A CY

No scope of workDo-ersObsessed with doing more and more for the customerPursue "Customer Loyalty"Charge a premium

28

S E R V IC EL E A D E R SH IP

Look to deliver Ordinary things in an Extraordinary wayObsessed with “wow”Look to surprise the customer, inoculate them against the substitution/competition diseaseService is not a billable feature

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g r o w t h o p p o r t u n it ie s

30

Segment yourcustomers.

❡ Values

❡ Ages

❡ Gender

❡ Income Levels

❡ Spending Habits

❡ Spending Decisions

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Look at currentrelationships.

❡ Suppliers

❡ Employees

❡ Outsource vs Insource

❡ Partnerships

❡ Use of Technology

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Embracetruths aboutyour customers.

❡ Some customers are more profitable than others.

❡ It is ok to treat them differently.

❡ Beware of "new" vs "old".

33

f o r c e s

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G r e a t S t r a t e g y+

w e a k p e o p le=

w e a k b u s in e s s

37

S t r o n g p e o p le+

p o o r s t r a t e g y=

g o o d c h a n c e o f w in n in g

38

M A N A G IN GYO U R P E O P L E

Hire slowlyDevelopReward and RecognizeGive feedbackFire quickly

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Culture is “how it feels to work here”.

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U T IL IZ INGC U L T U RE

Secret WeaponTurnover is lowPeople give more than 100%People recommend friendsRecruiting is easy & inexpensivePeople don't have a job

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y o u r s t r u c t u r em u s t s u p p o r t t h e

o t h e r s e v e n f a c t o r s .

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M is s ion 1 Be who you are.

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c a s h 2 Face your fears.

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s t r a t e gy 3

You don’t needan MBA to do it.

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p e o p le 4

Treat them better than you treat

yourself.

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c u l t u r e 5

Create the environment your

8 Factors need.

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p r o c e s se s 6

The profit is inthe details.

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s t r u c t u re 7

Be where youneed to be.

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le a d e r s hip 8 Listen at +2.

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Thank you.