business development leadeship the 80-20 principle development_leadesh… · pareto principal. the...
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Apply Apply thethe
80/20 Principle 80/20 Principle
in Business in Business Development &Development &
LeadershipLeadership
Darren SmithCEO
Cima Strategic Services
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AssumptionsAssumptions
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Pareto Pareto PrincipalPrincipal
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The The Quality Quality
RevolutionRevolution
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The The Information Information RevolutionRevolution
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The The Business Business
RevolutionRevolution
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Top 10 Top 10 Business Applications Business Applications
StrategyQualityCost reductionMarketingSellingInformation technology
Decision making and analysisInventory managementProject managementNegotiation
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80/20 Analysis80/20 Analysis
PreciseQuantitativeRequires investigationProvides factsHighly valuable
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80/20 80/20 ThinkingThinking
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Principle Applied toPrinciple Applied toStrategy ImprovementStrategy Improvement
Do you have an accurate picture of where you make the most money?
Do you have an accurate picture of where you lose the most money?
Are you doing too many things for too many people?
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Choosing a Car
400 or 71%285/Totals
704977Maintenance Costs
10080108Gas Mileage
1001001010Resale Value
801628Style
504085Reliability
Possible Score
Raw Score
Score 1-10
scale =
Weight X
Criteria
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Buying a Home
400 or 81%324Totals
7070107Nearby Amenities
1006488Property Taxes
100100910Stable Neighborhood
804058Quality of Schools
5050105Distance From Job
Possible Score
Raw Score
Score 1-10
scale =
Weight X
Criteria
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Choosing a SchoolChoosing a SchoolSchoolSchool AA
Criteria Weight X
Score = Raw Score
Possible Score
Distance 5 8 40 50
Sports Program 8 2 16 80
Academic Ranking 10 10 100 100
Tuition Cost 8 10 80 100
Facilities 7 7 49 70
Totals 285/ 400 or 71%
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Choosing a SchoolChoosing a SchoolSchoolSchool BB
Criteria Weight X
Score = Raw Score Possible Score
Distance 5 10 50 50
Sports Program 8 5 40 80
Academic Ranking 10 9 100 100
Tuition Cost 8 8 64 100
Facilities 7 10 70 70
Totals 324 400 or 81%
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Examples of Filter CriteriaExamples of Filter Criteria
Competition
Geographic location
Reputation
Size of Project
Type of Project
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Prospect/Client Filter
380 or 85%321/Totals
8080108Type of Project
705687Size of Project
504595Reputation
804058Geographic location
1001001010Competition
Possible Score
Raw Score
Score 1-10 scale
=
Weight X
Criteria
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Your Prospect/Client Filter
Totals
Possible Score
Raw Score
Score 1-10
scale =
Weight X
Criteria
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Principle Principle Applied toApplied to
Project Project ManagementManagement
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5 Rules 5 Rules for for Decision Decision
Making Using Making Using 80/20 Principle80/20 Principle
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Personal 80/20 ExamplesPersonal 80/20 Examples
The Vital Few–Planning–Face time with key players
The Meaningless Many–Checking email–Answering phone calls
–Meetings in excess of 1 hour
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1010High ValueHigh Value
Uses of TimeUses of Time
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1010Low ValueLow Value
Uses of TimeUses of Time
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Darren Smith, CEO214-353-9333
Cima helps executives develop edges to win easier through consulting on strategy &
business development and through executive coaching & speaking.
Cima Strategic ServicesCima Strategic Services
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Other seminars and keynote topics include:
Learn The Art of Questioning and Improve Business Development, Negotiation Skills and Conflict Resolution
Practical Leadership Skills for Any Environment
Business Development, Leadership & the 80/20 Principle
Learn the Strategic and Tactical Business Model and Sharpen Your Edge
The Ultimate Leadership Skill: How to Coach and Propel Your People
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80/20 Principle80/20 Principle
Simple is better
Our goal is success, not perfection
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