Amsterdam Rockefeller Habits Sept 2013

9/19/2013
"Every morning in Africa, a gazelle wakes

up. It knows it must run faster than the
fastest lion or it will be killed...every
morning a lion wakes up. It knows it must
outrun the slowest gazelle or it will starve
to death. It doesn't matter whether you
are a lion or a gazelle...when the sun
comes up, you'd better be running."
PEOPLE
STRATEGY
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gazelles2013
EXECUTION
CASH
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44031PipelinePlazaSuite200,Ashburn,VA20147/P.7038582400/vharnish@gazelles.com
VERNEHARNISH
GrowthGuy
112CoachingPartners
6Continents
2000+ActiveClients
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VERNEHARNISH
GrowthGuy
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9/19/2013
"Every morning in Africa, a gazelle wakes

up. It knows it must run faster than the
fastest lion or it will be killed...every
morning a lion wakes up. It knows it must
outrun the slowest gazelle or it will starve
to death. It doesn't matter whether you
are a lion or a gazelle...when the sun
comes up, you'd better be running."
ContactUs
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LifeCycleofCompanies
StartUp
ScaleUp
Sc@%wUp
LifeCycleofCompanies
orStallOut!
(FailtoScale)
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9/19/2013
$54million
GoldmanSachs
PEOPLE
STRATEGY
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gazelles2013
EXECUTION
CASH
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AppleEmployees
StarbucksEmployees
137,000
60,000
after 25years
after 25years
9600
16,000
0
0
1976 1977 1978 1979 1980 1981 1982 1983 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
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9/19/2013
THEQuestion?
Wehavetheanswers,allthe
answers,
itsthequestionwedonot
know!
$155Millionto$272Million
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Who
Question
You!
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Areyou playing NOT to lose?

Or
Areyou playing to WIN?
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9/19/2013
2020
2020
1.4BillionMoreMiddleClass
1.4BillionMoreMiddleClass
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RoutineSetsYOU Free!
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Investmentin
People
www.greatestdecisions.com
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9/19/2013
Top 20 Brand
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photo-by-acaben-on-Flickr
Saturday Morning Meeting
the bestwork ofhislife

most valuable public company inthe world
APPLEREVENUE
byProductLine2007 2011
7%
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9/19/2013
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ELIGOLDRATT
1947 2011
ProfitPools
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1?
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9/19/2013
ThematicGoal
Whats YOURDailyQuestion?
(for next 90Days)
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IgniteSocialMedia
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9/19/2013
GreatPeople
$$$
1 Great = 3 Good
Pay twice as much
160 hours of training
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GreatPeople
GreatPeople
$8.4BillionProfit
35,700Employees
$235,000Profit/Employee
$430,700/EmployeeComp
$5.63BillionProfit
22,425Employees
$4.70BillionProfit
62,500Employees
$256,000/EmployeeComp
$5.20BillionProfit
53,218Employees
$5.20BillionProfit
54,600Employees
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GreatPeople
Simon Lim
Lim
Simon
$15.97/hr
$11.52/hr
9.8%ofsales
17%ofsales
$795/sqft
$516/sqft
6%Turnover
21%Turnover
maclean
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9/19/2013
Jack Welch
Lesspeople,paid
more,witha
lowertotalwage
cost.
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Challenge
1) Double Rev/Emp in 5 -10 yrs

2) Increase Wages 50%
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10
9/19/2013
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PETERDIAMANDIS
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ROBMcEWEN
Robots/Capita
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11
9/19/2013
Newsjacking
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ReverseInnovation
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GEMACECG
BigData
sizeup.com
BigML.com
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12
9/19/2013
ROL
ReturnonLuck
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3x 10x
Cash

Or
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$54million
GoldmanSachs
PEOPLE
STRATEGY
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gazelles2013
EXECUTION
CASH
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13
9/19/2013
AlanRudy
CEO,ExpressMed IntoGreat
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Results
Reduce by 80%
Timeto Manage
2x CashFlow
3x Profitability
10x Valuation
MoreTime!
MoreMarketFacing Activities
Get Everyone Aligned &
Onthe SamePage
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4Decisions
PEOPLE
GoodToGreat
STRATEGY
PEOPLE
STRATEGY
EXECUTION
Disciplined
People
Disciplined
Thought
Disciplined
Action
EXECUTION
CASH
ContactUs
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14
9/19/2013
4Decisions
PEOPLE
STRATEGY
EXECUTION
(Happiness)
(Revenue/
Growth)
(Profit/Time)
CASH
(Oxygen/Options)
PEOPLE
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C
STRATEGY
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gazelles2013
gazelles2013
EXECUTION
CASH
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ME LivingLegacy
PEOPLE
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ME LivingLegacy
Howmanysleeplessnights
inayear?
PEOPLE
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15
9/19/2013
PEOPLE
PEERCoach
PEOPLE
PEOPLE
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FunctionAccountabilityChart(FACe)
PEOPLE
HR&IT NodalNetwork
PEOPLE
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RightPeople,RightThings,Right
PEOPLE
ProcessAccountabilityChart(PACe)
PEOPLE
ContactUs
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16
9/19/2013
SWT
STRATEGY
STRATEGY
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7Strata
PeopleResourcing
StrategicThinking
Strategic Planning
ExecutionPlanning
CashModeling
STRATEGY
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TheCouncil
pp114 116
STRATEGY
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17
9/19/2013
NameandDate
STRATEGY
STRATEGY
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OnePageStrategicPlan
STRATEGY
Vision=Dream+Plan
STRATEGY
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Should/Shouldnt Soul
STRATEGY
Why Heart Everest
STRATEGY
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18
9/19/2013
Where 35YearBaseCamps
STRATEGY
What AnnualGoals
STRATEGY
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How QuarterlyActionSteps
STRATEGY
Theme FinishLines&Fun
STRATEGY
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Who IndividualAccountabilities
STRATEGY
STRATEGY
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19
9/19/2013
EXECUTION
WhoWhatWhen(WWW) Weekly
EXECUTION
EXECUTION
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RockefellerHabitsChecklist
ATULGAWANDE
EXECUTION
ContactUs
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RockefellerHabitsChecklist
CASH
EXECUTION
CASH
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20
9/19/2013
www.gazelles.com
www.gazelles.com
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3Disciplines
Priorities
(Alignment)
Get it down;then get it right!
90DayIterations
Data/Metrics
MeetingRhythms
(Clarity&Foresight)
(Better/FasterDecisions)
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THEQuestion?
Wehavetheanswers,allthe
answers,
itsthequestionwedonot
know!
2Dynamics(Ditches!)
Reputation
and
Productivity
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21
9/19/2013
Vision=Dream+Plan
People(Reputation)+Process(Productivity)
STRATEGY
STRATEGY
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DriverSupport
Coaching+Learning+
Technology
=
GoodToGreat
COACHING
LEARNING
TECHNOLOGY
Disciplined
People
Disciplined
Thought
Disciplined
Action
Growth
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BILLCAMPBELL
No one has ever achieved peak

performance without a
coach.
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22
9/19/2013
Tower
ofGuilt
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Think
Week
Timeto
Read
BillGates
EricSchmidt
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GrowthSummit30th April
Masterclass RockefellerHabits
Advanced
woensdag 11december 2013
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gazelles2013
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23
9/19/2013
CFO Accounting
Sales CRM
Operations IndustrySpecific
Management Accountability?
ContactUs
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How doyou get

over 160hotels
onthe samepage?
WhiteLodging
BryanHayes
UsingRhythmCoachingwithSoftware,weimprovedour
abilitytofillmanagementpositionsontimeby47%.
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RhythmExecution
Dashboards+1PagePlan+GazellesTV
RhythmExecution:
ExecutionSoftware+Coaching+OnlineLearning(Webcasts)
FillouttheInfoSheet;EmailCindyatCindy@Gazelles.com
ContactUs
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24
9/19/2013
DriverSupport
Results
2x CashFlow
3x Profitability
10x Valuation
MoreTime!
Coaching+Learning+
Technology
=
Growth
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PEOPLE
EXERCISE
PEOPLE
(Happiness)
ScalingUpPeople
Would you Enthusiastically Rehire?
PEOPLE
PEOPLE
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KeithFerrazzi
KeithFerrazzi
Top250
Relationships
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25
9/19/2013
KeithFerrazzi
2LeadershipTraits
TalkLess;ListenMore
LessStatements;
MoreQuestions
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LizWiseman
TonySchwartz
ContactUs
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TonySchwartz
Two 90Minute
Sessions
15MinuteBreak
2%BodyMass
20%Energy
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26
9/19/2013
TonySchwartz
Two 90Minute
Sessions
15MinuteBreak
FunctionAccountabilityChart(FACe)
HeadofCompany
Marketing
R&D
Sales
Operations
Treasury
Controller
InformationTechnology
HumanResources
TalentDevelopment
CustomerAdvocacy
HeadsofBusinessUnits
PEOPLE
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FinancialStatements
TheAlmostMatrix
Functions
SBUs
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FunctionsandProcesses
ProcessAccountabilityChart(PACe)
Functions
Processes
PEOPLE
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27
9/19/2013
Getting
People
Reputation
More&BetterApplicants
SellingyourVision
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EmploymentGroup
MarkLancaster
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Red5Studios
Red5Studios
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28
9/19/2013
www.ordertopgrading.com
Questions:daniel@growthinstitute.com
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Retention
You'll need to spend 45
hours inaCIDSits alot of
work upfront,butafew
hours now versus1000hours
(later)as the alternative.
Stop
Demotivating!
RaymondRoberts
CEO,Citizant
171
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Retention
Retention
Strengthsvs.
Weaknesses
Checkersvs.
Chess
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29
9/19/2013
Aquire
Love
Loathe
STRATEGY
(Revenue/
Growth)
ScalingUpStrategy
CanYou StateYour Strategy Simply?
STRATEGY
ContactUs
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STRATEGY
EXERCISE
STRATEGY
STRATEGY
ContactUs
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PeopleResourcing
StrategicThinking
Strategic Planning
ExecutionPlanning
CashModeling
STRATEGY
ContactUs
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30
9/19/2013
7 Strata of Strategy
1. OwnaWordorTwo
2. DeclareBrandPromises
3. EstablishCatalyticMechanism
4. CreateOnePHRASEStrategy
STRATEGY
STRATEGY
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5. OutlineDifferentiatingActivities
6. DiscoverXFactor
7. DefineBHAG&Profit/X
STRATEGY
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1.OwnaWordorTwo
4.CreateOnePHRASEStrategy
STRATEGY
ContactUs
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31
9/19/2013
HermannSimon
Deep Instead of Broad:AFocused Strategy

TheCaseofWinterhalter
Dishwashers
for
Hospitals
Dishwashers
for
Schools
Dishwashers
For Hotels/
Restaurants
Dishwashers
for
Companies
Dishwashers
Dishwashers
for
Organisations
Broad
Water
Conditioners
Detergents
D
e
e
p
Service
9H01X047
188
ContactUs
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Waterfall Graph
Globalization:Kaercher
Worldleader inhighpressure water cleaners
25
20
61subsidiaries since 1962
15
Numberofsubsidiaries
10
5
0
1
-5
-10
-15
-20
X
6
Foundingyearofsubsidiaries
-25
190
9H01X047
ContactUs
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TheHiddenChampionsStrategy
EnhancedWaters
Specializationinproductandknowhow
GlobalSellingandMarketing
9H01X047
191
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32
9/19/2013
MarkSimmons
FoodDelivery 7positions
PizzaDelivery Dominos
PizzaHutDelivery 2nd Pg
DavidMeerman Scott
YouAreWhat
YouPublish
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Controllingthe Ink
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RobertH.Bloom
FormerUSCEOPublicis Worldwideand author
1.OwnaWordorTwo
STRATEGY
ContactUs
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33
9/19/2013
NestleJuicyJuice
WhoAmomwhowantsheryoungchildrentogetmorenutrition.
WhatTheindispensablesourceofauthoritativeinformation,
dataandanalysisforthewellinformedfinancialprofessional.
ContactUs
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BestPrice
BestCustomerService
Simplicity
ContactUs
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1.OwnaWordorTwo
3.EstablishCatalyticMechanism
STRATEGY
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34
9/19/2013
30DayMoneyBack
PayForReturnShipping
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7 StrataofStrategy
Dr.FrancesFrei
1. OwnaWordorTwo
STRATEGY
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AntiBrandPromises
BrandPromises
FlatPackedFurniture
TradeOffs
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35
9/19/2013
WheelsUp
6. DiscoverXFactor
STRATEGY
ContactUs
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What is Strategy?
HBRNovDec 1996
ACTIVITIES!!
STRATEGY
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PalletofProduct
NoNameBrands
CashinAdvance
5.OutlineDifferentiatingActivities
6. DiscoverXFactor
STRATEGY
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36
9/19/2013
BarrettErsek
CEO
ContactUs
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6. DiscoverXFactor
STRATEGY
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Fortune5002023
20ProductCategories
Profit/ProductCategory
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37
9/19/2013
1. OwnaWordorTwo
6. DiscoverXFactor
STRATEGY
STRATEGY
(Revenue/
Growth)
STRATEGY
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Strategy Decisions
CanYou StateYour Strategy Simply?
SWT
STRATEGY
vs.
EXERCISE
SWOT
STRATEGY
STRATEGY
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STRATEGY
EXERCISE
CoreValues
Purpose
STRATEGY
STRATEGY
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38
9/19/2013
CoreValues
Ahandfulofrules that
remainconstant
1. Personality PerformanceEdge
2. Fireforviolating?
3. TakeSignificantfinancialhit?
STRATEGY
ContactUs
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Purpose WHY
OneHRList
Innovation
Competition
Happiness
RobinHood
Ubiquity
Escape
EVERYDAYMANAGEMENT
CreateLegends
RecruitmentandSelection
OrientationandHandbook
AppraisalProcess
RecognitionandReward
InternalNewsletter
QuarterlyThemes
ContactUs
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ContactUs
ContactUs
39
9/19/2013
CollinsHedgehog
Hedgehog
JimCollins
Passion
Whatyouare
deeply
passionate about
BHAG
Whatyoucanbe
theBestinthe
World at
Whatdrivesyour
economicengine
(Profit/x)
$
BHAG
Best
At
STRATEGY
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Where 35YearBaseCamps
STRATEGY
EXERCISE
3to5YearPlan
KeyThrusts &
Capabilities
Tofulfillyour35YearPlan
STRATEGY
STRATEGY
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3to5YearPlan
CASH
(Oxygen/Options)
ScalingUpCash
Whats Your CashConversion Cycle?
STRATEGY
CASH
ContactUs
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40
9/19/2013
BestPractice:Dell
Cash
is
King!
CASH
CASH
ContactUs
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TomMeredith
BestPractice:Dell
Growth
Profitability
Liquidity
CASH
CASH
ContactUs
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CASH
CASH
ContactUs
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41
9/19/2013
Profit
is
King!
CASH
CASH
ContactUs
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CASH
EXERCISE
CASH
ContactUs
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TheCashConversionCycle
Cash Conversion Cycle (CCC)
A
Sales Cycle
Delivery Cycle
Billing & Payment Cycle
EXECUTION
(Profit/Time)
B
Make/Production
& Inventory Cycle
ScalingUpExecution
Doyou have Relentless Repeatability?
3WaystoshortenyourCCC
Shortencycletimes
Reducemistakes
Improveyourbusinessmodel&P/L
CASH
EXECUTION
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42
9/19/2013
EXECUTION
EXERCISE
EXECUTION
ContactUs
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Greatness is not a
T.BoonePickens
function of circumstance.
Greatness, it turns out, is
largely a matter of
conscious choice,
and discipline.
~Jim Collins
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HumanBrain:
Thinkvs.Talk
Pattern
Recognition
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43
9/19/2013
GutFeel
T.BoonePickens
TrainYourGut
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HealthyTeam
AlignmentTo#1Thing
EXECUTION
MeetingRhythms
EXERCISE
ClearAccountabilities
EmployeeFeedback
CustomerFeedback
Values&PurposeAlive
ArticulateTheStrategy
KnowAGreatDay/Week
Plans&PerformanceVisible
EXECUTION
ContactUs
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ExecutionHabit#1
HEALTHY
TEAMS
HealthyTeams
EXECUTION
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44
9/19/2013
PatLencioni
TheFiveDysfunctionsofaTeam
TheRoleoftheLeader
Inattentionto
Avoidanceof
Lackof
Fearof
Absenceof
Results
Accountability
FocusonCollectiveOutcomes
ConfrontDifficultIssues
Commitment
ForceClarityandClosure
Conflict
DemandDebate
Trust
BeVulnerable
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ExecutionHabit#2
TheCouncil
pp114 116
PRIORITY
SETTING
Priorities
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Focus&Alignment
Execution:Cols4 7
TheMainThing
IsToKeepTheMainThing
TheMainThing
EXECUTION
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45
9/19/2013
Outcomes
EXECUTION
STRATEGY
ContactUs
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CriticalNumbers
STRATEGY
ContactUs
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Priorities
Red:
Minimum
Yellow:
Green:
Goal
SuperGreen: StretchGoal
STRATEGY
ContactUs
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46
9/19/2013
Align Everyone To The#1Thing:FinishLines&Fun
CRITICAL
NUMBER
a
Rock
Rock
Rock
EXECUTION
ContactUs
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HighTechHealth
Focalex
ContactUs
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47
9/19/2013
ExecutionHabit#3
MEETING
RHYTHMS
MeetingRhythms
EXECUTION
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MeetingRhythm
Daily5 15min
Tactics/Communication
Weekly60 90min
Priorities/Debate
Monthly4 8hours
BigIssues/DNATransfer
Quarterly1 2days
Planning/Focus
ContactUs
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Daily Agenda
Weekly Agenda
Good News 5 mins
WhatsUp?
DailyMetrics?
WhereareyouStuck?
Priorities & The Numbers 10 mins

Customer/Employee Data 10 mins
Collective Intelligence 30 mins

Who, What, When Summary
One Phrase Close
ContactUs
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48
9/19/2013
Weekly Agenda
Good News 5 mins

One Phrase Close
ContactUs
ContactUs
www.gazelles.com
70Managers&7%
ContactUs
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ExecutionHabit#4
ACCOUNT
ABILITY
Accountability
EXECUTION
ContactUs
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49
9/19/2013
PEOPLE
PEOPLE
STRATEGY
ContactUs
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ExecutionHabit#5
EMPLOYEE
FEEDBACK
EmployeeFeedback
EXECUTION
ContactUs
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Start,Stop,KeepSurvey
FACe:HumanResources
WhatdoyouthinkweshouldSTARTdoing?
WhatdoyouthinkweshouldSTOPdoing?
WhatdoyouthinkweshouldKEEPdoing?
EXECUTION
PEOPLE
ContactUs
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50
9/19/2013
Weekly Agenda
ExecutionHabit#6
Good News 5 mins


One Phrase Close
CUSTOMER
FEEDBACK
CustomerFeedback
ContactUs
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FourQuestions(4Q)
1. Howareyoudoing?
2. Whatsgoingoninyour
industry/neighborhood
3. Whatdoyouhearaboutour
competitors negative
4. Howarewedoing?
EXECUTION
EXECUTION
ContactUs
ContactUs
TheNetPromoterSystem
JadeGrey&JohnOLoghlen
ContactUs
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51
9/19/2013
2/Day
ContactUs
ContactUs
FACe:Customer/Advocacy
Weekly Agenda
Good News 5 mins

One Phrase Close
PEOPLE
ContactUs
ContactUs
ExecutionHabit#7
CORE
IDEOLOGIES
CoreValues/Purpose
EXECUTION
ContactUs
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52
9/19/2013
OneHRList
EVERYDAYMANAGEMENT
CreateLegends
RecruitmentandSelection
OrientationandHandbook
AppraisalProcess
RecognitionandReward
InternalNewsletter
QuarterlyThemes
ContactUs
ContactUs
CultureCarriers
ContactUs
ContactUs
ContactUs
ContactUs
53
9/19/2013
QuarterlyActions
ExecutionHabit#8
BRAND
PROMISES
BrandPromises/
KeyThrusts
STRATEGY
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7Strata
EXECUTION
STRATEGY
ContactUs
ContactUs
ExecutionHabit#9
METRICS/
DASHBOARDS
Metrics/Dashboards
ContactUs
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54
9/19/2013
EXECUTION
STRATEGY
ContactUs
ContactUs
My Plan
People+Process
KPIs
Rocks
Critica
l#
STRATEGY
ContactUs
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ExecutionHabit#10
SITUATION
ROOM
SituationRoom
EXECUTION
ContactUs
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55
9/19/2013
ContactUs
ContactUs
Your VirtualSituationRoom
ContactUs
ContactUs
HealthyTeam
AlignmentTo#1Thing
MeetingRhythms
WhichHabitWill
YouMasterNext?
ClearAccountabilities
EmployeeFeedback
CustomerFeedback
Values&PurposeAlive
Or
ArticulateTheStrategy
KnowAGreatDay/Week
Plans&PerformanceVisible
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56
9/19/2013
1?
7%
ContactUs
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Biasfor Action
Ontheplainsofhesitation,bleachthe
bonesofcountlessmillions,who,atthe
dawnofvictorysatdowntorest,and
resting,died.
PEOPLE
ContactUs
STRATEGY
ContactUs
gazelles2013
EXECUTION
CASH
ContactUs
57

Amsterdam Rockefeller Habits Sept 2013

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Amsterdam Rockefeller Habits Sept 2013

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9/19/2013

"Every morning in Africa, a gazelle wakes

"Every morning in Africa, a gazelle wakes

Areyou playing NOT to lose?

Areyou playing to WIN?

Saturday Morning Meeting

the bestwork ofhislife

1) Double Rev/Emp in 5 -10 yrs

Areyou playing NOT to lose?

Areyou playing to WIN?

Why Heart Everest

Get it down;then get it right!

No one has ever achieved peak

How doyou get

Deep Instead of Broad:AFocused Strategy

61subsidiaries since 1962

FormerUSCEOPublicis Worldwideand author

Billing & Payment Cycle

Align Everyone To The#1Thing:FinishLines&Fun

Priorities & The Numbers 10 mins

Collective Intelligence 30 mins

Collective Intelligence 30 mins

Good News 5 mins

Collective Intelligence 30 mins

Collective Intelligence 30 mins

Areyou playing NOT to lose?

Areyou playing to WIN?

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