Welcome to

DNA of Great Companies

ObjectivesUnderstand the Framework of the Rockefeller Habits

3

Agenda

Rockefeller Habits Fundamentals ◦ Part 1 - Business Framework - Overview

◦ Part 2 – People & Strategy Decisions

◦ Part 3 – Execution Decisions & Metrics

◦ Part 4 – Planning Rhythm and Cash Decisions

– Mindset for Success

– Approaches/Strategies

– Leveraging Key Relationships

– Impact on the Long-term

To reward your time investment with insights/ideas… for today’s economy

My purpose this morning...

Formula For Success in any economy…

1. Rise Early

2. Work Hard

3. Strike Oil

- J. Paul Getty

Mindset Required For Success

“The greatest discovery of my generation is that man can alter his life simply by altering his attitude of mind.”

James Truslow Adams

Mindset - Impact on Your Business…

OwnershipAccountableResponsible

BlameExcusesDenial

In difficult timesYour Attitude is key…

Are You Above or Below the Line?

Results

Reasons

Why do businesses stay where they are ... ?

FEAR

alsexpectationsppearingeal

To keep moving and growing ...

Always ask ...

What do I FEAR most?

Then Do It ...

E R OE = Event R = Response

O = Outcome

Jack Canfield

E R OEvent Response OutcomeBad Day

Great Stuff

Economy

Lost Client

Someone Dies

FEAR

PESSISISM

DOUBT

UNGRATEFULNESS

QUIT

NEGATIVE

NEGATIVE

NEGATIVE

NEGATIVE

NEGATIVE

What will kill a business…

Bright Shining Objects…Chasing the next greatest idea…!

ChasingBSO’s…

Behavior

Thoughts

Images

What is similar about . . .

Only Things

You Can

CONTROL

Faith Fear

Clarity Chaos

Achievement Power Atrophy Paralysis

What do you choose?

Discipline & Focus Distraction & Procrastination

E R OEvent Response Outcome

Gratitude

Faith

Belief

Optimism

Persistence

Bad Day

Great Stuff

Economy

Lost Client

Someone Dies

POSITIVE

POSITIVE

POSITIVE

POSITIVE

POSITIVE

Life and Business Mastery...

Formula for bothPersonal and BusinessSuccess…

(V) X (G) X (P) X (A) = SVisionGoalsPlans

ActivitiesMeasure both Personal and Business

Formula for bothPersonal and BusinessSuccess…

(V)X(G)X(P)X(A)=SRate each category 1-10

On both a personal and business level

A perfect score would be10 X 10 X 10 X 10 =10,000

Formula for bothPersonal and BusinessSuccess…

(V)X(G)X(P)X(A)=S10 X 10 X 10 X 10 =10,000

What if…Personal was low…2 X 2 X 2 X 2 =16

And Business was high…7 X 7 X 5 X 5 =1125

What do all great companies do?

Team

Customer Experience

Customer Mgt Process

“People + Culture”Right People, Rules of the Game, Beliefs/ValuesLearning/Growing/Changing

Effective and EfficientDoing the Right Things Right

Internal & External

WOW Factor“Raving Referrals”Reputation/Brand

Right People on Bus...Right Seats...Doing the Right Things

Starbucks, Ritz Carlton, Nordstroms, Apple…

LeadershipVision, Strategy,CommunicationSetting the bar

Keith Cunningham, “Keys To The Vault”

Quoting Richard Branson ...

“If you can learn to run one business

successfully, then there is no reason you can’t run any number of businesses at the

same time in any economy….the

principles are still the same.”

Strategies for Recessionary Markets Many business owners and professionals become paralyzed,

literally frozen in fear…

The normal reaction is to stop a lot of things we have been doing and hunker down waiting for the business and economy to come back

You can either be inactive and reactive or you can be proactive, creative and innovative.

Doing nothing strategy leads to loss of customers and sales. If you are not growing… you are dying!

Have you postured yourself and your business with a Strategy to survive and flourish now and when the economy turns around!

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What are the

RIGHT THINGS to FOCUS on?

Successes

Brags

Issues

Brand Promise

Opportunities

Threats

Challenges

Core Values

BHAG

Key Thrusts and Capabilities

Great Advice for Tough Markets ...

“It is not necessary

to do extraordinary things to get extraordinary

results.”World famous investorWorld’s 2nd wealthiest man$48 Billion net worth

The Economic Facts… without the data!

Markets have not disappeared completely

Some markets have decreased

Some markets are still growing

Some markets are contrarian

Outsourced/Leveraged service providers are hot

Waiting for the economy makes no sense and is fatal

Many of your competitors will fail

You must fight harder for your fair and unfair shares…

Investing in your business is not an option

Economies have always cycled back…

22 Great Strategies for Recessionary Markets

1. Market both efficiently and effectively

2- Invest in Training or Learning

3- Evaluate Your Team and Maximize Performance

4- Communicate Now More than ever

5- Quarterly/Monthly Plan for your business success

6- Follow up with existing customers

7- Network and Build Powerful Relationships

8- Strong leadership and great attitude is extremely important

9- Daily/Weekly/Monthly/Quarterly KPI & Business Reviews

10- Manage Cash Flow/Cash Gap/Cash Conversion Cycles

22 Great Strategies for Recessionary Markets

11- Co-market with complimentary companies

12- Seek Referrals from clients and alliances.

13- Develop Customer Retention Programs

14- Create lighter versions/entry services/products

15- Leverage the internet

16- Build innovation into all business processes

17- Clearly differentiate vs. key competitors

18- Add complementary products/services or expand geographically

20- Trim the fat/Eliminate non-producing assets

19- Build faster sales cycles

21- Focus on and Work on the Critical Drivers

22- Hold sacred life/work balance

“No matter how tough you think you are, you can’t do this on your own…” Tiger Woods - discussing the value of his Coach and Advisory Team

“No matter how tough you think you are, you can’t do this on your own…” Tiger Woods - discussing the value of his Coach and Advisory Team

Leveraging Great Relationships

Leveraging Key Relationships Your Coach Trusted Advisors Board of Directors Informal Networks Strategic Partnerships/Alliances Entrepreneurs Key Vendors Top Clients Community Leaders Learning Organizations

The Long-term Business Landscape Has Forever Changed…

Redefined Competitive Markets Accounting and Finance Business Financing Business Valuation In-house vs. Out-source Effectiveness and Efficiency Planning, Planning, Planning… Execution…Testing and Measuring Rate of Change… Unique Selling Proposition/Differentiation Never Stop Building Leverage Customer Experience Innovation/Creativity Leadership Employee Performance/Contribution Learning/Training/Growing/Thinking Organizations

So What do truly great businesses do in any economy?

2009 Fast Company’s World’s Most Innovative Companies1. Team Obama2. Google3. HULU4. Apple5. Cisco6. Intel7. Pure Digital Technologies8. WuXi PharmaTech9. Amazon10. Ideo

Innovation as measured on: promising, enlightened, powerful, entertaining, execution, creativity that will redefine our future and point the way to a better tomorrow

“What’s dangerous is to not evolve as a company”

Jeff Bezos, Amazon

2008 Inc. 500 Fastest Growing Companies1. Senior Whole Health (Healthcare)2. Eliason Inc. (Real Estate)3. Snack Factory (Food/Bev)4. Torres advanced Enterprise Solutions (Govt Serv)5. Group Gemstone (Real Estate)6. Just Like Sugar (Food/Bev)7. Greenline Industries (Energy)8. Zorch (Web)9. Harley Stanfield (Real Estate)10. Amir Amirfar and Asoc. (Arch/Eng)

Influence – Trends – Relevant – Hardworking- PassionEgo-cide- Innovative –Niche – Cutting Edge- InnovativeFocus – Incensed – Urgency – Speed – Focus

“ Whatever it takes”

2009 Fortune Best Companies To Work For1. Net Ap2. Edward Jones3. Boston Consulting4. Google5. Wegmans Food Markets6. Cisco7. Genetech8. Methodist Hospital9. Goldman Sachs10. Nugget Market

Culture – Values – Learning – Fun – Training – TeamCreative – Innovative – Great Perks/Benefits

So, what has to change in you and your business?

Quoting E. James Rohn ...

“Never wish your life were easier ... Wish that YOU were better…”

“Work harder on yourself than you do on your job …”

Thank you!