GET A GRIP ON YOUR BUSINESS

HOW A BUSINESS OPERATING SYSTEM CAN HELP YOU BETTER RUN YOUR BUSINESS, HAVE MORE FUN AND MAKE MORE MONEY ALONG THE WAY.

Tricia WoodmanOwner

Corkys BBQ and Simply Delicious Cateringwww.corkysbbq.com www.sdcmemphis.com

ICA Board Member

Greg KarlChief Strategist, Facilitator, Executive Coach

Red Quill Hospitality Solutionswww.redquillsolutions.com

Former President, Epicurean GroupFormer ICA Board Member

Our Goals for Today

1) GIVE YOU AN OVERVIEW OF WHAT A BUSINESS OPERATING SYSTEM IS.

2) HIGHLIGHT THE KEY POINTS AND KEY OUTCOMES OF EACH SECTION OF THE BOOK/SYSTEM TRACTION.

3) GIVE SOME EXAMPLES OF HOW IT HAS CHANGED CATERING BUSINESSES.

4) ENCOURAGE YOU TO GO FOR IT AND NOT ONLY CHANGE YOUR BUSINESS BUT ALSO YOUR LIFE

WHAT IS A BUSINESS OPERATING SYSTEM?

A proven way to set a vision for your future and strategize the steps to get there.

A powerful way to run your company that will give you more focus, more growth and more enjoyment.

Five Most Common Frustrationsof an Owner/Leader

LACK OF CONTROLThe business is controlling you

LACK OF CONTROLThe business is controlling you

PEOPLEYour not all on the

same page and your frustrated

PEOPLEYour not all on the

same page and your frustrated

TEAM ACCOUNTABILIYUninspired, flavor of the

month, lack of accountability and

leadership

TEAM ACCOUNTABILIYUninspired, flavor of the

month, lack of accountability and

leadership

PROFITThere’s not enough of it

PROFITThere’s not enough of it

STAGNATIONReal growth has

stopped and you cant break through

STAGNATIONReal growth has

stopped and you cant break through

Survey Says!

VISION 60% Don’t have a vision or it isn’t useful. PEOPLE 50% had uneven teams. 50% had mostly A and B players. CULTURE 50% have an OK or toxic culture. 40% healthy. 10% W.C. CLIENTS 40% don’t have enough clients. 60% just enough to maintain. DATA 70% have poor or little data. YOU 70% are not delegating well. FOCUS 80% mostly focused at the leadership level or laser focused

Three Main Business Operating Systems – all with similar messages

How to Get Unstuck! – The Traction Way

PROVEN SYSTEMInstall a B.O.S. based on proven, basic tools used by the most successful

businesses

PROVEN SYSTEMInstall a B.O.S. based on proven, basic tools used by the most successful

businesses

1) INSPIRED VISIONKnow clearly where your

going next

1) INSPIRED VISIONKnow clearly where your

going next

2) RIGHT PEOPLE RIGHT SEATS

An accountable team all rowing in the same

direction

2) RIGHT PEOPLE RIGHT SEATS

An accountable team all rowing in the same

direction

3) DATAClear data to gauge where you are and if

you are off course

3) DATAClear data to gauge where you are and if

you are off course

4) ISSUESMake hard decisions,

solve issues as they occur

4) ISSUESMake hard decisions,

solve issues as they occur

5) PROCESSDefine and document your consistent, core

processes

5) PROCESSDefine and document your consistent, core

processes

6) TRACTION!Action is the Process of Doing

Once the first five components are strong

Leads to consistent action, clear communication, accountability and discipline

Set Better Rocks (Goals) – That lead to more and more important results

Meeting Pulse – have less, but better meetings that drive results

Embrace the Routine – it will allows you to reach your vision

Step #1 – UNCOVER AN INSPIRED VISION

CLARITY – KNOW WHO YOU WANT TO BE & WHERE YOU WANT TO GO

CULTURE – IT UNIFIES YOUR TEAM TO A COMMON GOAL / PURPOSE

ATTRACT & RETAIN - THE RIGTH STRATEGY & THE RIGHT PEOPLE

MEASURE FOR YOUR SUCCESSES AND PROGRESS

ALLIGNMENT – ALL PROCESSES TOWARD YOUR VISION

ACCOUNTABLE – YOU ARE OR ARE NOT MOVING TOWARD VISION

VISION BUILDINGDay 1

It all starts by defining your Guiding North Star

Make better decisions on people, processes, finances, strategies and customers. Everyone in your organization must be 100% on the same page.

The VISION/TRACTION ORGANIZER OR V/TO.

1. What are your Core Values? Your guiding beliefs and principles.

2. What is your Core Focus? Your voice, your unique ability, your niche. Don’t chase – be the best you.

3. Your 10 Year Target? Jim Collins referred to it as your BHAG. Your Moon Landing!

4. What is your Marketing Strategy? A laser sharp focus on your sales and marketing strategy

VISION BUILDING Day 2

It all starts by defining your Guiding North Star

SET S.M.A.R.T. GOALS5. Your 3 Year Picture? 6. Your 1 Year Plan?7. Your 90 Day Rocks – for each

Department and Individual8. What are your Issues?

SHARED BY ALL – GET THE TEAM INVOLVED AND INSPIRED Have a company kickoff meeting Have quarterly state of the company

meetings Have quarterly departmental meetings Post in all buildings, all documents

CORE VALUES CORE BEHAVIORS

• Smart Growth: We will seek growth and expansion but only if we can scale our operations to meet our expectations of quality.

• Teamwork – We are all champions of the team, practicing gracious and continuous collaboration for the triumph of the team and the client.

• Community – We share our time, talent, and resources to make a difference in our community.

• Integrity – We practice candor, respect, and integrity with the goal of building trust.

• Excellence – We are committed to delivering above and beyond personalized service and hospitality to every client and event.

• Innovation – We have a passion for innovation in hospitality, culinary arts, event design and planning, leadership, and business practices.

ANOTHER REAL WORLD

EXAMPLE

INSPIRED

Our PurposeOur purpose is to be in service of our clients and each other – so that they and we can have experiences that help build the relationships that are most important. It is our privilege to be an intimate part of our clients most important life moments. We take this responsibility seriously every day.

Our VisionGrow and prosper as a leading hospitality provider and employer. Transform this company from a seasonal caterer to a year round, profitable, hospitality innovator.

Right PEOPLE Right Seats

Simply put, we can’t do it without great people. This means surrounding yourself with great people, top to bottom, because you can’t achieve a great vision without a great team.

RIGHT PEOPLE - ALL in the same boat, ALL rowing in the same direction Core Values (and Behaviors) - must be used in hiring and PIP Executive Agreement – What is required to be a X Catering executive? The People Analyzer Tool – Used for all issues and reviews!

Are they Performing and Executing – List their Rocks (Goals)Are they Leading your Core Values and Behaviors? Do they G, W, C? (Get It, Want It, Have the Capacity to Do It)

Right People Right SEATS

Simply put, we can’t do it without great people. This means surrounding yourself with great people, top to bottom, because you can’t achieve a great vision without a great team. RIGHT SEATS – Each boat must have it’s experts, each performing at high levels

Accountability Chart – What is each persons expertise and accountability? LMA – The must Lead, Manage, Be and Hold Accountable.

Must know Exactly what they are responsible and accountable for.

They must GWC (Get it, want it and have the capacity to do it) PIP – Move them up or move them out. The Team Must Have the Courage!

Instant Payoff Coaching Form

Four Sheets Form

The DATA doesn't lie (and cant BS, or End Run)

This means cutting through all the feelings, personalities, opinions and egos and boiling your organization down to a handful of objective numbers that give you an absolute pulse on where things are.

SCORECARD 5 to 15 high-level weekly numbers that give you a pulse on your organization Lets you have a pulse and gives you the ability to predict

MEASURABLES Everyone has a number that they are responsible for

The 8 advantages to everyone having a number

CORKY’S BBQ SCORECARD

Step #2

Got Vision? Got People? Got Data?

With the Vision, People and Data strong, you start to create a transparent, open and honest organization where everything becomes more visible.

Step #2 is learning how to move through your obstacles by: Solving Issues Documenting Processes Better Goals Better Meetings

Solve your ISSUES – The LIST(s)

Become great at solving problems throughout the organization – set them up, knock them down and make them go away forever.

THE ISSUES LIST(s) - Three types – keep a list of each on a shard drive V/TO – company wide issues that can wait till the next quarter.

“We have a contract expiring in three years” Weekly Leadership – relevant for this week or quarter

“We have the following issue with… that needs Leaderships support” Departmental – have the department work to solve and not the leadership team

Delegate with a Desired Outcome, Timeline and possibly Budget

Solve your ISSUES – The TRACK

THE ISSUES SOLVING TRACK – “Let’s IDS it” Identify the Issue

Be specific, sometimes the issues isn’t what was first stated Discuss

Have the courage and vulnerability to have a robust conversationDo go down Rabbit Holes

Solve Integrator makes the final decision. Have a crystal clear desired outcome.

List the action items for the solution , assign responsibility and timeline.

Keep on List till complete

PROCESS – Document YOUR way.

Your business CANNOT be all up in the heads of your leaders. You must “systemize” your business by identifying and documenting the core processes that define the way to run your business.

DOCUMENTING YOUR CORE PROCESSES Identify your core processes (HR, Marketing, Sales,

Operations, Accounting, Customer) Document and simplify them (20/80 rule – 20% that

creates 80% of the results) Package them into one shared source

PROCESS – Align to YOUR values

FOLLOWED BY ALLTrain everyone - Explain the Circle and the Why.Manage people to follow the core processes

MINE FOR EFFICIENCY –

While you're at itDon’t allow “this is the way we've always done it”. Get better. Evolve. Be more efficient.

ALIGN THEM TO CORE VALUES

AND BEHAVIORSFor instance, Old FOH vs. BOH cannot exist.

Traction – Make it Better Every Day

TRACTION bringing discipline and accountability into the organization – becoming great at execution – taking the vision down to the ground and making it real.

ROCKS (Goals) - Everyone should have Rocks 3-7 MOST IMPORTANT things that must get done in the

next 90 days The Rock Sheet – Clear Desired Outcome, Clear

Steps to Accomplish. Blocks within you, other, situation?

S.M.A.R.T. (Specific, Measurable, Attainable, Relevant, Time based)

Traction – Meeting Pulse

MEETING PULSE – Routine will set you free! Same page, Less Meetings, Accountability.

2 Day Annuals Planning – The 3-7 MOST IMPORTANT for the Year. Review V/TO.

1 Day Quarterlies – THE 3-7 MOST IMPORTANT for the next 90 Days. Review past quarter. Set new Rocks.

1/2 Day Monthlies – Are their any adjustments needed? Weekly Level 10 Meetings

Same day and time each week; same printed agenda, start and end on time

Traction – Eliminate “Death by Meeing”

Weekly Level 10 Meeting AgendaSame day and time each week; same printed agenda, start and end on time. NEVER MISS commitment – only true emergency or vacation.

Segue – Good personal and business! Scorecard Review – On/Off Track? Rock Review – On/Off Pace? Customer / Employee Headlines To Do List Issues? I.D.S.

BE, DO, HAVE – A POWERFUL PRINCIPLE

HAVE (the Goal)”When I have…”1. Control over my

business

2. A capable and accountable leadership team

3. Healthy Profit

DO (the things)“I will…”1. Use a BOS, discover a

Vision, set a Strategy, define clear Goals.

2. Hire better, Give clear expectations, Empower the team.

3. Budget, more Efficient, look at Pricing, get better Clients

BE (need or want)“I will be…”1. A better, more

purposeful leader

2. Someone who delegates and has clarity

3. Fiscally responsible organization

BE, DO, HAVE – A POWERFUL PRINCIPLE

BE (Action now)”I will be…”1. A better, more

purposeful leader

2. Crystal clear of expectations through Core Values, Core Behaviors and Agreements

3. A fiscally responsible organization

DO (The things)“I will…”1. Use a BOS, discover a

Vision, set a Strategy, define clear Goals.

2. Hire better, Give clear expectations, Empower the team.

3. Budget and use Data to make informed decisions

HAVE (The goal)“I will have…”1. Control over my

business2. Accountable

leadership team, driving predictable results

3. Healthy Profit

Alright, a Business Operating System! Now what do I do…

Read all three books – Traction, Scaling Up!, Measure What Matters

Decide – Who do you want to be in five years? Your business, family and self. The same as you are now or better? Whether you decide to stay the same

or get better, you are deciding. Own Your Own Wake

Will You Self Implement or hire a Professional Facilitator If Self, have a COO or Director of

Operations who has the time and political capital to lead and sustain it until it becomes new habit.

If Professional, interview several people and find one who will challenge you, inspire you and hold you accountable.

BE-DO-HAVE - Get started on a better business, life and self!

QUESTIONS?

Greg Karl Tricia WoodmanChief Strategist, Facilitator, Coach Owner

Red Quill Hospitality Solutions Corky’s BBQ and Simply Delicious Catering www.redquillsolutions.com www.corkysbbq.com www.sdcmemphis.com

greg@redquillsolutions.com triciawoodman@mac.com

Recommended Reading

Traction Series by Geno Wickman Scaling Up! by Verne Harnish Measure What Matters by John Doer The Culture Solution by Matthew Kelly Lean In by Sheryl Sandberg The Obstacle Is The Way by Ryan Holliday This Is Marketing by Seth Godin Leadership and Self Deception by The Arbinger

Institute 7 Habits of Highly Effective People by Steven

Covey 5 Dysfunctions of a Team by Patrick Lencioni Excellence Wins by Horst Schulze

Everything from Brene Brown Setting the Table by Danny Meyer The Tipping Point by Malcom Gladwell Good to Great and Built to Last by Jim Collins Start with Why by Simon Sinek Crushing It! by Gary Vaynerchuk A.I. for Dummies What Got You Here Wont Get You There by

Marshall Goldsmith Anything from John C. Maxwell Crucial Conversations The Anatomy of Peace by The Arbinger Institute