BETTEREXECUTION

Makes dreams happen

@cwodtkewww.cwodtke.com

hi

I have worked many great places and done many impossible things.

Along the way, I have learned important lessons I’m here to share, including…

Don’t get sued

Once upon a time there was a start-up.

Hanna

Jack

(because no one is dumb enough to start a company with their own money, right?)

Restaurant Suppliers

Restaurant Suppliers?

Hell no

Let’s talk to Jim

JimLet me tell you a story

“I looked out the window at the Ferris wheel of the Great America amusement park revolving in the distance, then I turned back to Gordon and I asked, “If we got kicked out and the board brought in a new CEO, what do you think he would do?”

Gordon answered without hesitation,

“He would get us out of memories.”

“Why shouldn’t you and I walk out the door, come back and do it ourselves?” Andy Grove

Jim

“let’s pretend we’ve already decided”

Hire a sales guy? Change the

website…

Hire a sales team.

Restaurant Suppliers!Restaurant Suppliers!

But wait, there’s more!

OKRsObjectives and Key Results

OKRsObjectivesKey results

OKRsO: DreamKR: Success criteria

“Google did more than adopt it,” says Doerr. “They embraced it.”

OKRs became an essential component of Google culture. Every employee had to set, and then get approval for, quarterly OKRs and annual

OKRs.”

OKRsO: Qualitative

Shoot for the moon dream

Objective: Establish epic value to Restaurant Suppliersas the best tea provider

OKRsKR: Quantitative

“How do we know we met the objective?

KR: Reorders at 85% KR: 20% of reorders self-serve KR: Revenue of 250K

Objective: Build an effective sales team

AND Objective: Build a responsive customer service approach

Objective: Build an effective sales team

AND Objective: Build a responsive customer service approach

Your turn!Objective:KRKRKR

OKR Test

Does it take a full quarter to achieve?Is it really hard? 50% Confidence?

Credit: http://wklondon.typepad.com/Team reluctantly agrees

Hell no

Credit: http://wklondon.typepad.com/Team Wiffed ALL

I want you to meet…

Raphael

You’re doing it WRONG

CADENCE

CommitmentMondays are for promises

Fridays are for winners

Objective: Establish clear value to distributers as a quality tea provider

KR: Reorders at 85% 5/10KR: 20% of reorders self-serve

5/10KR: Revenue of 250K 5/10

Key Risk Factors: Need new self-serve system up in first month

Priorities this week

Next 4 weeks - Projects

OKR Confidence

Team Health:

Distributor satisfaction Health:

HealthYellow

P1

P1

P1

Green

Close deal with TLM Foods

Team struggling with direction change

3 solid sales candidates in for interview

Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head

New Order flow Spec’d

Objective: Establish clear value to distributers as a quality tea provider

KR: Reorders at 85% 5/10KR: 20% of reorders self-serve

5/10KR: Revenue of 250K 5/10

Key Risk Factors: Need new self-serve system up in first month

Priorities this week

Next 4 weeks - Projects

OKR Confidence

Team Health:

Distributor satisfaction Health:

Org HealthYellow

P1

P1

P1

Green

Close deal with TLM Foods

Team struggling with direction change

3 solid sales candidates in for interview

Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head

New Order flow Spec’d

Commitment!

Objective: Establish clear value to distributers as a quality tea provider

KR: Reorders at 85% 5/10KR: 20% of reorders self-serve

5/10KR: Revenue of 250K 5/10

Key Risk Factors: Need new self-serve system up in first month

Priorities this week

Next 4 weeks - Projects

OKR Confidence

Team Health:

Distributor satisfaction Health:

Org HealthYellow

P1

P1

P1

Green

Close deal with TLM Foods

Team struggling with direction change

3 solid sales candidates in for interview

Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head

New Order flow Spec’d

Commitment!

Heads up!

Objective: Establish clear value to distributers as a quality tea provider

KR: Reorders at 85% 5/10KR: 20% of reorders self-serve

5/10KR: Revenue of 250K 5/10

Key Risk Factors: Need new self-serve system up in first month

Priorities this week

Next 4 weeks - Projects

OKR Confidence

Team Health:

Distributor satisfaction Health:

Org HealthYellow

P1

P1

P1

Green

Close deal with TLM Foods

Team struggling with direction change

3 solid sales candidates in for interview

Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head

New Order flow Spec’d

Commitment!

Heads up!

Discussion & Support!

Objective: Establish clear value to distributers as a quality tea provider

KR: Reorders at 85% 5/10KR: 20% of reorders self-serve

5/10KR: Revenue of 250K 5/10

Key Risk Factors: Need new self-serve system up in first month

Priorities this week

Next 4 weeks - Projects

OKR Confidence

Team Health:

Distributor satisfaction Health:

Org HealthYellow

P1

P1

P1

Green

Close deal with TLM Foods

Team struggling with direction change

3 solid sales candidates in for interview

Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head

New Order flow Spec’d

Commitment!

Heads up!

Discussion & Support!

Protect what

matters

DEDICATION

TO YOUR GOALSTO YOUR TEAM

Fridays are for Wins & Wine

(or beer)

Engineering demos

Engineering demos

Design demos

Engineering demos

Design demos

Sales & Bizdev shares wins

Engineering demos

Design demos

Sales & Bizdev shares wins

Beer

Everybody needs bragging time

•Motivates team to have something to share•Makes you feel like part of something special•Show progress

Credit: http://wklondon.typepad.com/Back to the Team

We’re doomed

You didn't make your

OKRs…

Credit: http://wklondon.typepad.com/

"I don't think we're marketing right"

"We had to deal with wrong orders and late

deliveries to Los Gatos"

"We didn't hire a second salesperson!"

"We had some problems with the performance of

the site"

It’s OK.We’re trying

again…

One OKR for quarter

It’s OK.We’re trying

again…

Weekly check-insOne OKR for quarter

It’s OK.We’re trying

again…

Friday Celebrations

One OKR for quarterWeekly check-ins

Team made 2 of 3 KRs!

Metrics are growing!

Series A

Happily ever after?

BUT WAIT THERE’S MORE

GOODBYE RATRACE

OBJECTIVE: BE FINANCIALLY

STABLE, PRESERVE HEALTH

DO WORK I LIKE.

KR: EARN 30K OVER THREE

MONTHS DOING WORK I’D DO EVEN IF I WASN’T PAID

KR: HAVE A MANAGEABLE BUDGET TO

PREDICT EXPANSES

KR: ZERO ACID REFLUX, ZERO

BACK PAIN

HELLO, DREAMLIFE

Thank You

@cwodtkewww.cwodtke.com

I coach teams and individuals to make dreams into realities.

New Book coming soon! Get notified at alerts.theexecutionerstale.com

Tips on OKRS• Set only 1 OKR for the

company, unless you have multiple business lines. It’s about focus.

• OKRs are not the only thing you do, they are the one thing you must do. Expect people to keep the ship running

• Give yourself 3 months for an OKR. How bold is it if you can do it in a week?

• Keep the metrics out of the objective. The objective is inspirational.

• In the weekly check in, open with company OKR then do groups

• OKRs cascade; set company OKRs, then groups/roles, and then individual’s.

• Weekly OKR check in is a conversation. Be sure to discuss change in confidence, health metrics and priorities

• Encourage employees to suggest company OKRs.

• Friday celebrations is an antidote to Monday’s grim business. Keep it upbeat!

Learn more: http://www.eleganthack.com/the-art-of-the-okr/

Thanks to my awesome students in my Designer as Founder class. Especially An, Justin, and Jack for their lead roles.They were paid in pizza, just like a real startup.

As Harry Max for not suing me when I use his picture.