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Change.Change.

It is never too late to become what you might have been

George Eliot.

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Management Resource Institute.

Management Resource Institute.

Bubbles ????

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Tulip

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Management Resource Institute.

“Hindsight is the foresight of a ???????”.

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“Be careful when others are greedy and be greedy when others are fearful”.

Warren Buffett.

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“History teaches us that men and nations behave wisely once they have exhausted all other alternatives”.

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Natural Process of Grief.Natural Process of Grief.

� Denial.� Anger.� Bargaining.� Acceptance.

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Change stages.Change stages.

1. Divergence

All over the place

2. Convergence

Getting your head together

3. Emergence

New beginning

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We can't shape what we don't understand and what we don't understand and use ends up shaping us.

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Attitude.Attitude.

� Your success = ( Inherited + acquired attributes)*

Attitude

� Attitude is the big one.

If you change your attitude, which is controlled by your mind, then you change your life.

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Mathematics.Mathematics.� Hard Work (98%).� Knowledge (96%).

� Attitude (100%).� Bullshit(103%) � Ass-kissing (118%)

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Caution.Caution.

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“The greatest threat is not from our competitors, but from our own success making us lazy and afraid of loosing”

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“ Some people make thing happen, some watch while others make things happen and some wonder what happened”.

Anonymous.

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Eagles don't flock.

Birds of prey.

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Challenge.Challenge.

“ If you do what you've always done, you will have what you've had”

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Your Your BusinessBusiness

Inputs

Output

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Relative Performance.Relative Performance.

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Why do businesses fail?Why do businesses fail?

� Poor management� NO CASH� Too high facilities costs� Over reliance on one customer� Inability to get paid� Incorrect pricing of work� Poor control procedures� Over-expansion� Poor Capital Structure� Inability to change with changed

circumstance

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Entrepreneurs are.Entrepreneurs are.

� Clarity of purpose.� Confident.� Charismatic.� Focused.� Energy.� Impatient.� Assertive.� Smart at getting the planned output.

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“You must learn from the mistakes of others. You can't possibly live long enough to make them all yourself”.

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Stretch.Stretch.

“Ones mind, once stretched by a new idea, never regains its original dimensions”

Oliver Wendell Holmes.

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Don’t put your head in the Don’t put your head in the sand!sand!

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To Succeed you need:To Succeed you need:Enthusiasm

Ener

gyD

et ermin atio n

IDEA (Discipline)

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Noticing.Noticing.

“The range of what we think and do is limited by what we fail to notice. Because we fail to notice, what we fail to notice, there is little we can do to change until we notice how failing to notice shapes our thoughts and deeds”.

R D Laing.

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Make your mark.Make your mark.

� Find a hard problem and solve it.

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Value added contribution?Value added contribution?

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Environmental Changes?Environmental Changes?

"The stone age didn't end because they ran out of stones."

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Feelings.Feelings.

� Passion.–Feelings

attached to your PROJECT.

� Emotions.–Feelings attached to my EGO.

Important to be passionate but not emotional about your proposition.

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Success Success 1. Passion.

1. Do it for love and the money will follow.

2. Work.1. Output.

3. Be the best at your patch.

4. Push yourself beyond your comfort zone.

1. Mothers were invented for this.

5. Focus.

6. Serve others.1. You serve others with your value

proposition.

7. Ideas.Listen, observe, challenge.

8. Persist through the CRAP.C= Criticism.R= Rejection.A= Assholes.P= Pressure.

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Stephen Covey.Stephen Covey.(Seven habits of highly effective people)(Seven habits of highly effective people)

7. Sharpen the saw.

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Project Definition.Project Definition.

Who ?.

How.

Idea

Energ

y

Action

WHY --what function ?

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Message.Message.

� Doing business without advertising / promotion is like winking at a girl in the dark, you know what you are doing, but no one else does.

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Grow your business.Grow your business.

� Move those on your Data base up the loyalty Ladder.

Advocates

Clients

Customers

Prospects

Suspects

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SalesSales

� It is a contact sport.� Pipeline.

– Like keeping fit, you know its good for you, but are you prepared to put in the daily routines?

� Nibbling at it in a forward direction.

Prospecting is a daily nibbling exercise.

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Timid salesperson.Timid salesperson.

Will have skinny kids

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Exercise.Exercise.

� Identify someone in your circle whom you think is very successful.

� Write down 5 reasons why.� Look at yourself and score yourself under

each.� What is your score out of 50.

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Sequence.Sequence.

1. Thoughts.

2. Words.

3. Actions.

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We are creatures of Habit.We are creatures of Habit.

� We are creatures of habit.– 95% of our behaviours occur automatically.– Only 5% are consciously taken.

� Rituals.– Specific actions at specific times until they

become a habit.� Unconscious reaction / action.

Motivation is what gets you started. Habit is what keeps you going.

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P-- probe.

A-- Analyse.

I -- Isolate.

R --Resolve.

Issues?Issues?

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Conventional Wisdom.Conventional Wisdom.

� Theories make their way, seemingly without question, from supposed experts mouths to journalists ears to the public mind. In short course they become conventional wisdom.

The only problem is that they weren't true in the first place.

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Conventional Wisdom.Conventional Wisdom.

� More likely to develop if– The issue is easily understood.– Degree to which it impacts on our lives.

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Be careful.Be careful.

What most people know about the economy and other such

items is what they are told by announcers;– which is mostly bull***t.

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Fear thrives now.Fear thrives now.

� Possible terrorist attack (Mad cow) will get a reaction quicker than death via heart attack caused by eating fatty foods.

Risk = hazard + OUTRAGE.– People under-react when HAZARD is high and

outrage low.– People over-react when hazard is low but

OUTRAGE is high.

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� Stop telling others about your problems. 20% don't care and the other 80% are glad you have them

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Management Resource Institute.

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Any Questions…Any Questions…