practical ways to boost strategy execution
TRANSCRIPT
WEBCAST3 Practical Ways to Boost Strategy
Execution in 2017
Featuring:Todd Garretson
Founder, Chief Strategist - CircleMakers
Meet the Speakers
Todd Garretson is the Founder and Chief Growth Strategist of CircleMakers, LLC. With over 15 years of experience leading market share growth initiatives of top consumer brands in Fortune 500 and privately-held business environments, Todd Garretson advises and helps organizations identify new growth potential, craft strategy that moves people to action and enhance overall performance. Having a passion for helping people and organizations to unlock dormant growth potential, Todd writes and speaks for audiences in three core areas: leadership, business growth strategy and personal/professional growth.
Featured Speaker
3 PRACTICAL WAYS TO BOOST STRATEGY EXECUTION IN 2017
Background
Today’s Big Idea
A Strategic Roadmap
3 Practical Steps
Free Gifts
An Opportunity
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CircleMakers™ is a strategy advisory firm that helps organizations drive stronger performance and growth.
From family-owned businesses, private equity portfolio companies, to publicly-held businesses, we work with organizations across a variety of
industry and size.
In addition to custom strategy consulting, CircleMakers.co is an on-line destination and multi-media strategy resource for growth oriented
executives, business owners, CEOs and professionals.
We currently publish content centered in three core areas: business growth strategy, leadership, and personal/professional growth.
Learn more at www.circlemakers.co.
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Growth-Driven
Serv
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Use existing products and assets
Add incremental products and assets
Develop new products and assets
Ente
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Crea
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MAXIMIZE CORE
EXPAND TOADJACENT
REINVENT &TRANSFORM
6 Primary Service Pillars To Help Organizations Drive New Growth
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Services Portfolio
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They’re insight-led
They take a structured approach to managing growth initiatives
They innovate and mobilize quickly
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Growth Organizations
Today’s Big Idea
The Strategic Roadmap
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PHASE 1: Strategic
Discovery(the who)
PHASE 2: Strategic
Development (the way)
PHASE 3: Strategic Planning(the how)
PHASE 4: Strategic
Implementation (the alignment)
PHASE 5: Strategic Execution(the action)
1. Understanding the Customers
1. Insights into Opportunities
2. Understanding the Business
3. Transform Findingsinto Insights
2. Frame GrowthOpportunities
3. Craft your Strategy
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1. Calibrate Strategy & Culture
2. Identify ‘Must-Achieve’ Goals
3. Formulate a Plan of Action
1. Identify KPI’s and Priorities
2. Evaluate People and Process
3. Communicate with Teams
1. Operationalize Strategy
2. Monitor & Drive Performance
3. Adapt and Enhance Strategy
Craft Calibrate Cascade
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“The development of strategy, structure, culture, and systems are important. However, the core of the matter is always about changing the behavior of people.”John Kotter, The Heart of Change
BECOME THE KIND OF LEADER THAT PEOPLE WOULD FOLLOW VOLUNTARILY EVEN IF YOU HAD NO TITLE OR POSITION
3 Practical Steps
Create More Leaders
Clarity In Direction
DriveFor Results
3
2
1
BECOME THE KIND OF LEADER THAT PEOPLE WOULD FOLLOW VOLUNTARILY EVEN IF YOU HAD NO TITLE OR POSITION
Clarity In Direction
Clarity In Direction1
Your Strategy = Communicating Choices
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Total Home (US MKT)$188 bln / ~4% annual growth rate [retail dollars]
Total Market Size (US MKT)$5.9 bln / ~4% annual growth rate [retail dollars]
79% Area
21% Accent
Fastest Growing Segments
DTC / Ecommerce: 4.3% Stores: 4.0%
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NEXT
Lodging (hospitality)+ Retail: ~$955m (4.5% CAGR)
5-year Market Share: 23% ($220m)5-year Growth = $220m
NOW
2017 - 2019 2020 - 2022
Offices + Educ/Instit: ~$1.16b (4.5% CAGR)
5-year Market Share: 10% ($116m)5-year Growth = $116m
How To Win:1. Drive awareness to core value
proposition;2. Add ‘feet on the street’ in key
markets (hospitality / multi-family);
3. Increase share / presence in retail via acquisition
How To Win:1. Extend value proposition to
services and collections;2. Acquire into segments via
contractor and / or manufacturer
Who | Where | How
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The Strategy One-Pager
Why you existBy 2022, deliver $200M in new growth by
a combined market share of 9%The change you seek to create in
the world
PURP
OSE
VISI
ON
AMBI
TIO
N
GrowthIncrease overall sales
by $10m by ‘y’
ProfitIncrease net income from
5% to 7% by ‘z’
Solidify Core
MASS RETAILPRIVATE LABEL
CATALOG
Grow Bigger
RETAILECOMMERCEInnovation
Increase market share to 10% and 15% by ‘y’
Supply ChainTarget acquisition to expand
to ‘x’ by ‘y’ Incubate for
Future Growth
NEW BUSINESS MODELWHE
RE T
O P
LAY
BUILD A BRAND-LED BUSINESS STRENGTHEN EXECUTION IN SALES
DEVELOP OUR PEOPLE FOR GROWTH
ENHANCE OUR INFRASTRUCTURE
World-class insight, design, and buying experience
Drive increased branded market share with customers and
consumers
Develop our sales strategy and structure to grow bigger
Enhance customer relationships and deepen brand loyalty
Build a performance culture to align with and deliver on strategy
Strengthen our talent pool and leadership capabilities
Implement new technology andexpanded facility for growth
Collaborate with suppliers to meet sourcing and product
standards
STRA
TEG
IC G
OAL
SW
INN
ING
PIL
LARS
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Bring Black-and-White to Life
BECOME THE KIND OF LEADER THAT PEOPLE WOULD FOLLOW VOLUNTARILY EVEN IF YOU HAD NO TITLE OR POSITION
Drive For Results
DriveFor Results2
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Monthly KPI-Gap Meetings
The
KPI S
core
card
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Refr
amin
g pe
rfor
man
ce m
anag
emen
tach
ieve
men
t
Metric Description& Connect to Strategic
Goals
Monthly Performance against STD and STRETCH Goals
Activities and Accountability
Score On-Track / Off-Track
Performance Achievement Cultures
• Performance-to-Goal
• Coaching and Training
• Specific Activities and Behaviors (EDGE)
• Rewards and Recognition
• Rally Around Critical Care
BECOME THE KIND OF LEADER THAT PEOPLE WOULD FOLLOW VOLUNTARILY EVEN IF YOU HAD NO TITLE OR POSITION
Create More Leaders
Create More Leaders
3
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Review
Talent
Identify
Potential
Expansion of Mid-Level Performers
New LeadersDevelop & Coach
The Leadership Pipeline
Attitude/Talents
Perf
orm
ance
Average
Average
Exceptional
Below Average
Below Average Exceptional
The Talent Review
AB
CD
High-PotentialSome Potential
Job Change Needs Coaching
High Potential
1. Stephanie2. Michael 3. Molly 4. Kelly 5. Clarissa 6. Tim7. Kevin8. Heather9. Lauren10.Ben
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Linchpin Positions & High Potentials
List 1: Linchpin Positions List 2: High Potential
1. Purchasing / Inventory2. DC Manager3. Regional Sales Managers4. Accounts Receivable Manager5. Human Resources Manager 6. IT Manager (Back-End)7. Digital Specialist (Front-End)8. Customer Service Manager9. Product Specialist10.Finance Planner
1. Stephanie2. Michael 3. Molly 4. Kelly 5. Clarissa 6. Tim7. Kevin8. Heather9. Lauren10.Ben
Create More Leaders
Clarity In Direction
DriveFor Results
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Execute Brilliantly in 2017!
Annual: Develop/RefineQTR: Company ReviewMonthly: Team Review
Monthly: Team / Company Review
Weekly: Team / Individual Review
Monthly: TeamSemi-Annual: Company Review
Weekly: Individual Coaching
Executive / Company Blackout Days1st Trimester
JANUARY• Finalize 2017 KPI Scorecard:
1.6
• Company Strategy Communication Event
FEBRUARY• KPI Scorecard Review
Meeting (Jan): 2.3
MARCH• Finalize 2017 Development/
Training: 3.3
• Leadership/Key Mgmt/Sales
• KPI Scorecard Review Meeting (Feb): 3.8
APRIL - (off-site)• KPI Scorecard Review
Meeting (Mar): 4.7
• Strategy Review Meeting (Q1): 4.7
• Company Talent Review: 4.14
JANUARYS M T W T F S
1 2 3 4 5 6 78 9 10 11 12 13 14
15 16 17 18 19 20 2122 23 24 25 26 27 2829 30 31
FEBRUARYS M T W T F S
1 2 3 45 6 7 8 9 10 11
12 13 14 15 16 17 1819 20 21 22 23 24 2526 27 28
MARCHS M T W T F S
1 2 3 45 6 7 8 9 10 11
12 13 14 15 16 17 1819 20 21 22 23 24 2526 27 28 29 30 31
APRILS M T W T F S
12 3 4 5 6 7 89 10 11 12 13 14 15
16 17 18 19 20 21 2223 24 25 26 27 28 2930
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Free Gifts….
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Virtual Strategy Coaching Package• 3, 60 minute
coaching sessions (monthly)
Virtual Strategy Coaching Package• 5, 2-hour coaching
sessions (monthly)
On-Site Strategy Advisory Package• 4, half-day on-site
work sessions (monthly)
Strategy Coaching Packages
Email: [email protected]
Solving the Challenges of Strategy Execution
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Imagine a world…
Proprietary & Confidential
ContributorsReally, really easy
Strategy ProfessionalsTransform from data collectors to empowered strategists
Executive TeamReal-time access to accurate, quantitative data with qualitative insights
Everyone understands what we’re doing, why we’re doing it, and how we’re going to get it done.“ ”
Regina McNeilSVP, MARKET ANALYTICS & STRATEGIC PLANNING
Q&A
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Thank You & Contact InfoTodd Garretson, Founder and Chief Growth StrategistCircleMakers(404) [email protected]@circlemakersco (Twitter)
Pia Adolphsen, Product Marketing ManagerAchieveIt(800) [email protected]@goachieveit (Twitter)