Competitive Solutions, Inc.

Capability Overview

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Executive Summary

Competitive Solutions, Inc. (CSI) is an international consulting firm that specializes in assisting organizations achieve performance excellence. Through both our patented business transformation processes and our business intelligence applications, CSI ensures organizational success. CSI is a GSA certified, small business and was formed in 1991. CSI specializes in assisting organizations with building effective leadership processes that enable employees to excel in rapidly changing environments. CSI principles have authored five books, Empowering Business Teams; Confessions of an UnManager; Buried Alive! Digging Out of a Management Dumpster; Leaving Your Leadership Legacy and Leading Your Business Forward: Aligning Goals, People, Systems; which share the knowledge, experience, and understanding CSI has gained through its years of service with the world’s most renowned organizations. In private industries and government alike, organizations are challenged to become more efficient and effective each day. CSI offers a process driven approach to organizational transformation. Through our approach, organizational transformation can be deployed and sustained through the utilization of our proven Process Based Leadership® and PBL ScoreCard® methodologies. Our proven approach assists organizations in the creation of an operating system that drives relevant and auditable focus, urgency, and accountability throughout the entire organization. A sample of our clientele includes:

Analog Devices Genzyme

Boar’s Head Provisions Company Pfizer

BAE Systems BP

Brazeway Cargill Corporation

Department of Defense Corpus Christi Army Depot

ConocoPhillips DeKalb County (GA)

United States Mint GlaxoSmithKline

Harley-Davidson Motorcycle Company Atlanta Hartsfield-Jackson International Airport

J&J / Invision Source America

The Kellogg Company Kroger

Learjet Lockheed Martin

Merck and Company Michelin Tire

Goodwill Industries Agrium

Hollister Gerber Blades

Genentech Philip Morris

Revlon Rock Island Arsenal

Zoetis Tobyhanna Army Depot

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Client Quotes

Organizational Culture Change: "The use of PBL in all of our meetings has increased the level of employee engagement throughout the

organization. All employees are staying informed of the status of all metrics on their team’s scorecard, as well as the Site's scorecard. Information is now routinely passed down, across, and up the organizational

chain. PBL is certainly helping us to change our culture, for the better, and we all know how difficult it is to change the culture of an organization."

Charlie Redmon BAE Systems - Operations Manager, Vehicle Upgrade & Overhaul

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Sustainable Success: “When I became the commanding officer at Tobyhanna Army Depot, I joined an organization that had an unmatched reputation for excellence and success among the Defense Department's maintenance depots. I soon learned that a cornerstone of this success was something the depot called their Corporate Philosophy - a process-based approach to running an organization with more than 4000 employees and $500M in revenue. Management by process; action registers that assigned accountability and produced results; a structured approach to conducting meetings, empowering leaders, and a communications strategy that keeps the entire workforce informed - all elements that were key to running the business that Competitive Solutions has helped to develop, refine, and sustain at the depot for more than a decade. When asked by fellow depot commanders to identify Tobyhanna Army Depot's best practices, I always placed process-based leadership and our partnership with Competitive Solutions at the top of that list. I can't think of a single program or management technique that I've been associated with in the 26 years I spent in the United States Army that has been as practical and effective.” Tracy Ellis Colonel, Retired United States Army - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Top to Bottom Transformation: “Our office approached Competitive Solutions (CSI) when researching balanced scorecard software. We

thought we just wanted software. What we got was an amazing process based leadership initiative that rocked our office from top to bottom and literally changed the way we manage our business. I recommend Anna VerSteeg and CSI to anyone who will listen – any time, anywhere. If you really want to bring effective

change to your overall office culture, the CSI process based leadership system is worth the time and investment.”

Ken Burton, Jr. Manatee Co. Tax Collector

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - The Foundation for Change: “CSI’s methodology is the foundation for our Learjet Strategic Transformation, establishing fundamental behaviors required of our teams in a Lean system.” Doug Wood Manager, Continuous Improvement - Bombardier Learjet, Inc.

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CSI’s Philosophy

CSI’s approach to training, consulting, and facilitating is simple. Organizations are more likely to succeed if success is based on non-negotiable processes rather than individual personalities. Much of what drives organizational performance today is based on individual leadership behaviors of proximity, persuasion, and position. These three elements are often the legacy model of performance management that many leaders have learned and mastered throughout their careers. While these three factors will drive performance, the performance is temporary and fleeting and it often atrophies once the leader is not able to exercise his/her proximity, powers of persuasion, or positional authority. This type of leadership doesn’t allow for organizational stability, rigor, or consistency. CSI’s approach is to recognize and value the different organizational personalities, but also to give the organization a non-negotiable operating system – Process Based Leadership® - so that behind the leaders exist an operating system predicated on the ability to create and sustain organizational focus, urgency, and accountability. This process driven approach provides the organizational leaders with a progressive and adaptable model of organizational transformation that transcends one’s own personality and creates an operating rhythm/cadence that is independent of any one personality. This methodology creates an organizational climate of sustainability and consistency.

How Are We Different? CSI consultants provide real-time coaching and problem solving to meet the client’s needs. All consultants have a wealth of knowledge and skills gained from their own real-life experiences. This hands-on approach with a wide cross-section of industries enables the CSI consultants to assist organizations in applying realistic processes to all types of work environments. The hallmark of CSI’s philosophy is to develop strength in an organization by equipping employees with the skills necessary to be effective leaders of change.

CSI’s training is founded on the premise that, the uppermost leadership of the organization must support change before any business transformation initiative can begin. Leadership must actively show support for creative problem solving, collaborative decision making, scorecards and accountability processes to encourage employees at the lower levels to accept the course of action. Frequently, business transformation begins with the general population because it is perceived that this is where there is the greatest need. The successes of these initiatives are hindered because the general population of employees does not have the support from their direct superiors to sustain learned skills. In such cases, executives and key managers have not been trained and are not knowledgeable about the processes the general population has learned. Therefore, they are unable to provide appropriate support to sustain and nurture new skills. For these reasons, CSI prefers to work first with the leadership of an organization to ensure they have the skills necessary to lead by example and mentor the general population of employees.

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Capability Overview: Process Based Leadership®

All of CSI’s product offerings originate from our Transformation Model known as Process Based Leadership®. Our approach is centered on assisting organizations and teams in the creation and sustainment of systems necessary to drive focus, urgency, and accountability into an organization. Our approach focuses on four non-negotiable processes:

1. A Business Scorecard Process – The mechanism that the team creates and deploys designed to answer the question of “Are we winning or losing?” Our concise and accurate approach to metric alignment and collaborative problem solving is the cornerstone of an effective team.

2. An Accountability Process – The ability to remove “ignorance as an excuse” through the development of a robust action register process designed to bring “visibility to accountability” is essential for creating a culture of accountability. Many teams today are powered by a culture of selective engagement verses collective accountability. Our accountability process provides the structure necessary to elevate expectations across the enterprise.

3. A Communication Process – The ability to integrate both the business scorecard and action register into a robust organizational communication cadence that drives elevated focus, urgency, and accountability. This process creates an organizational communication rhythm designed to make meetings the “enabler of our business,” not just an “in addition to our business.”

4. A Behavioral Transformation Process – The ability to take the organizational values and translate those statements into a relevant and impactful code of conduct that defines a collective set of behavioral expectations required to achieve high performance. This cornerstone of effective team building provides tactical behaviors coupled with a feedback model structured toward the ability to have critical conversations within the team.

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Summary

CSI possesses a capability quotient that enables any size organization to achieve performance excellence. Our methodologies which have been perfected over 20 years of working with fortune 500 organizations have become the cornerstone for organizations seeking to:

Create a meaningful team driven culture

Create operating systems that transcend immediate personalities

Build meaningful and relevant performance management systems that can answer the question of, “Did we win or lose?”

Build easy to understand business intelligence applications

Provide executive coaching and mentoring to leaders of all levels

Transform organizational performance through the deployment of business transformation systems

Examine leadership behaviors in the context of desired organizational values

Partner with an outside firm who appreciates and values their unique cultural elements while constantly challenging them to “move the business forward”

References and testimonies available upon request from the following organizations: