eo vancouver september 2013

Simon Mundell

Change

The Business Execution Experts ™

Transform Your Business Potential into Extraordinary Results





Source; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable TimesSource; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable TimesBusiness Execution – made simple

GLOBALIZATION








How most people are dealing with this!










It is not the strongest who

survive

nor the most intelligent

but the ones most responsive

to change

Darwin



Business Execution – made simpleThe Business Execution Experts ™








Lead Change With Certainty

VISION

STRATEGY

ENGAGEMENT

ACCOUNTABILITY

CADENCE

Source; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable TimesThe Business Execution Experts ™


The 5 Pillars of Execution










Vision



VISION








Where

BHAG

Core ValuesWho

Core Purpose Why

Vision












Core ValuesFit














Example of a “well known” firm’s values:

● Communication We have an obligation to communicate. Here, we take the time to talk with

one another and listen. We believe that information is meant to move, and that information moves people

● Respect We treat others as we would like to be treated ourselves. We do not

tolerate abusive or disrespectful treatment

● Integrity We work with customers and prospects openly, honestly and sincerely.

When we say we will do something, we will do it.

● Excellence We are satisfied with nothing less than the very best in everything we do.

We will continue to raise the bar for everything we do. We will have fun discovering how good we can be

● A Good Bugger is someone who:

● is fun to be with; ● puts their people first; ● is a leader; ● plays above the line;● is innovative and provides excellence;● is committed to satisfying.

To get everyone home safely each night.

Fair days pay for a fair days work.

Promote Isaac’s positively.

Do it right first time.

Don’t take the piss.

36

Defining How The World Is Energized

BHAG (© Jim Collins)














have taught 20 Million students to play music.

An Accident Free WorldBy 2020 No one will die in a new Volvo

Where

Who Why

Vision












VISION

STRATEGY

ENGAGEMENT

ACCOUNTABILITY

CADENCE











Strategy



STRATEGY












VS










Doug Hall9804 brands analyzed over a 5 year period

901 were tracked from introduction










Most effective company growth strategy =

a) Build customer loyalty?

b) Find new customers?

b) Finding new customers = 2.8x more effective










Most effective revenue growth strategy =

a) Increase average $ sale?

b) Increase purchase frequency?

a) Increasing average $ sale = 3.9x more effective












I said…








Presenting Data to customers =

a) Use charts and graphs?

b) Use clear and simple words?

b) Clear and simple words 2x more effective

Reduce mental processing.










Most effective credibility strategy =

a) Testimonials from satisfied customers?

b) Product / service demonstrations?

b) Demonstrations 47% more effective

Personal experience of your product/service is the key










Customers prefer sales people who are

a) Highly dependable?

b) Highly competent?

a) Dependability 320% more important












Most effective growth strategy =a) Expand your offering to serve different market

segments?

b) Reduce offering to focus on 1 segment only?

b) Focus strategy - 60% greater chance of success










Most effective marketing strategy =a) Offer 1 benefit?

b) Convert all your features into benefits?

a) 1 blunt, overt benefit = • 75% more likely to survive > 5 years• 54% more likely to succeed

More than 2 benefits = lowers chances of success










Branding & Written Communication =

a) Respect customer’s intelligence?

b) Dumb it down to 10 year old comprehension level?

b) 10 yr old level = 70% more effective










Strategy



STRATEGY

Business Execution – made simple

BetterCheaper Faster

Establish a point of difference

Focus


Apple’s iPhoneTarget Market:● Mid-30s Male● Urban Hipster● Loves technology● Wants to be seen as current,

“with it”, shows off to his buddies


OperationalExcellence

Product Leadership

CustomerIntimacy

Strategic Focus

What do your target customers value most?

Value Discipline (Generic Strategy)

Company examples

Low costConsistency

SpeedNo hassles

Operational ExcellenceDell, Wal-Mart, FedEx, McDonalds, South West Airlines

State of the artProducts and Services Product Leadership

Xero, Apple, Sony, Intel, Merck, Pfizer, Nike, 3M

Customized productsPersonalized solutions Customer Intimacy

McKinsey, Nordstrom, IBM, Ritz Carlton

“The difference between successful people

and very successful people is that very successful people say "no"

to almost everything”

Warren Buffett

How Obvious are you


What’s your Emotional Benefit?

The Feeling Of Complete Freedom










If a customer doesn’t have a problemgive them one!

Brand Promise



Brand Promise

FunctionalEconomic

Emotional








Your Building Consent in 10 Days Guaranteed










The Business Execution Experts.TM

Transform your business potential into extraordinary results












Threat of New Entrants










Threat of Substitute Products or Services










Bargaining power of Customers














Bargaining power of Suppliers










Rivalry amongst existing

Competitors












Courage










VISION

STRATEGY

ENGAGEMENT

ACCOUNTABILITY

CADENCE











90% of strategies faildue to poor execution












ACCOUNTABILITY








Source; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable Times

Only 15% of employees knowtheir company’s top priorities

Even worse, only 6% know their own individual priorities



Source; Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable Times








32% of employees doubt there is a plan at all

Source; Department for Business, Innovation and Skills (Bis).Source; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable TimesThe Business Execution Experts ™


Source; Department for Business, Innovation and Skills (Bis).








Only 27% believe they are fully prepared for the challenges they will face this year.

Source; Department for Business, Innovation and Skills (Bis).Source; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable TimesThe Business Execution Experts ™


Source; Department for Business, Innovation and Skills (Bis).








Visibility creates Accountability

VISION

STRATEGY

ENGAGEMENT

ACCOUNTABILITY

CADENCE















ENGAGEMENT








Accountability creates Engagement

Productive = Happy

Progress is the #1 Motivator










The real art of management:Taking a person’s strengths and turning it into productivity










VISION

STRATEGY

ENGAGEMENT

ACCOUNTABILITY

CADENCE















CADENCE










QuarterlyWeekly

Those who plan the fight don’t fight the plan














VISION

STRATEGY

ENGAGEMENT

ACCOUNTABILITY

CADENCE

Source; Documented by Stephen Covey and Bob Whitman in 2009 - Predictable Results in Unpredictable Times

















Out there in some garage is an entrepreneur who's forging a bullet with your company's name on it.

You've got one option - shoot first

Simon Mundell

eo vancouver september 2013

Business

business potential

business execution experts

predictable results

extraordinary results

stephen covey

bob whitman

unpredictable timessource

simon mundell