THINK BIG, START SMALL, ACT NOW!

WorkshopThinking Big – by Acting Win/Win

BackleyBlack

Sales, Marketing and Revenue Conference

Workshop29th/30th September 2014

5 Performance Traits of Olympic Athletes

3

Success is a Trait

S

MK

Success

- Skill

- Knowledge

- Mindset

5

Find Your Passion

6

7

ContributionJOB

Minim

um

Contribution

Best

Western You

Satis

fact

ion

Min

imum

Satis

fact

ion

Mission,Vision/Values

Personal Goals

Mission, VisionValues

Strategic Goals

Leave.Stressed.Burn Out.Quit and Stay.

New in role.Bad influence.Mismanaged.

Ideal

Communicate with Clarity

Maxim

um

Max

imum

Values Clarification

8

9

ContributionJOB

Minim

um

Contribution

Best

Western You

Satis

fact

ion

Min

imum

Satis

fact

ion

Mission,Vision/Values

Personal Goals

Mission, VisionValues

Strategic Goals

Leave.Stressed.Burn Out.Quit and Stay.

New in role.Bad influence.Mismanaged.

Ideal

Communicate with Clarity

Maxim

um

Max

imum

Your Pro

perty

Surround Yourself With Talent

10

Team Activity

• Lets have a short team activity.

“Win as much as you can”

• An opportunity to win some dollars!

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Rule 1• Each table should split into 4 separate teams – probably in

pairs.

• Each table is interacting ONLY with the teams on that table.

• So - you have 4 teams per table.

• Each team is looking to make as much money as it can from the interactions it has with the other 3 teams on it’s table.

• IMPORTANT – there must be no verbal or non-verbal communication with the other teams on your table except when I tell you it’s okay – you can talk to your colleague.

• So, how do we earn money?12

Rule 2• Each team should have a game sheet with the Payoff schedule

and your team Scorecard on page 3.

• There will be 10 rounds of secret “voting” to select a letter that you think will generate you the biggest pay out for each round.

• The amount of money you win depends on the combination of the 4 letters played by the 4 teams on your table.

• The money you win is allocated at an individual team level.

• Let’s have a look at an example before we start.

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Rule 3 - Example

• For round 1, if:– Team 1 plays “X”– Team 2 plays “X”– Team 3 plays “Y”– Team 4 plays “Y”

• The combination of letters is 2 “X” and 2 “Y”.

• If you look at the Payoff Schedule:

• You will see that because 2 “X’s” have been played, the 2 teams who played “X” each win £2.

• Also, because 2 “Y’s” have been played, the 2 teams who played “Y” each lose £2.

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Rule 4 - Recording

• To start each round your team must secretly select a letter and record it on the Scorecard.

• You will then be asked to share your selection with the other teams on your table.

• Based upon the combination of letters played you will “earn” money. As per the previous example, see below:

• 2 “X’s” and 2 “Y”’s played and WE played an “X”:

Round Circle Your Choice

Cluster’s Pattern of Choices

Pay Off Balance

1 X Y __ X __ Y

2 X Y __ X __ Y

2 2 + £2 + £2

2 2 - £2 £0

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Rule 5Remember:

• You want to win as much money for yourselves as possible.

• You cannot communicate in any way with the other 3 teams on your table other that to share your selected letter when I tell you to after each round of voting.

• Record your choices and earnings as we complete each round – this can be positive or negative!!

• Remember the running total/balance.

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Let’s Play

£

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Results

So who won and how much did they win?

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The Approach• Playing 4 “Y’s” ensures I pay out £4 each round.

• With the bonus rounds included, this would mean I would have paid out €100 in total for each table – i.e. £25 each team.

• If we think/hope that by playing “X” and everyone else playing “Y” we will win £3, we are being foolish – why?

• If everybody played that game, then 4 “X”s would be played and each team would lose £1 every round – i.e. owe me £25 each at the end of the game!!

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The Rationale• Internal competition NEVER works!

• You diminish the resources available to you.

• You create bad feeling and mistrust.

• Collaboration is THE only way to think.

• What is best for them and what is best for me?

» i.e. Create a Win/Win outcome!

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How it all works!!

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Win/Win Thinking

Courage

Hi

Lo

Consideration

Lo Hi

22

Win/Lose

Courage

Hi

Lo

Consideration

Lo Hi

23

Win/Win Thinking

Win/Lose

Lose/Win

Courage

Hi

Lo

Consideration

Lo Hi

24

Win/Win Thinking

Win/Lose Win/Win

Lose/WinLose/Lose

Courage

Hi

Lo

Consideration

Lo Hi

25

Win/Win Thinking

Win/Lose Win/Win

Lose/WinLose/Lose

Courage

Hi

Lo

Consideration

Lo Hi

NODEAL

COMPROMISE

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Win/Win Thinking

There is only one approach to effective and sustainable relationships:– a Win/Win attitude!

“Highly effective long-term relationships require mutual

benefit”.

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Win/Win Thinking

Win AWin BWin C

Win 1Win 2Win 3

You

Win 1Win 2Win 3

Team Member

Win A Win B Win C

Interaction

= Compromise

28

Win/Win Thinking

Win/Win Thinking

You

Win 1Win 2Win 3

Team Member

Win A Win B Win C

Interaction

Win 1Win 2Win 3

Win AWin BWin C

GreatPositive

EnjoyableStrengthen Tru

st

Productive

Supportive

Win 4 Win D

= Synergy

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Win/Lose Win/Win

Lose/WinLose/Lose

Courage

Hi

Lo

Consideration

Lo Hi

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Win/Win Thinking

31

Contribution

JOB

Minim

um

Contribution

Best W

esternYo

u /

Your P

roper

ty

Satis

fact

ion

Min

imum

Satis

fact

ion

Mission,Vision/Values

Personal Goals

Mission, VisionValues

Strategic Goals

Maxim

um

Max

imum

This is Win/Win!

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Create Empowering Beliefs

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Create Empowering Beliefs

“If you believe you can or you believe you can’t, you are

absolutely right!

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Stimulus Response

Create Empowering Beliefs

Outcome

We have no choice – the stimulus is in control, not you!

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Create Empowering Beliefs

Stimulus ResponsePAUSE

Freedom to choose your response- based upon your

Values

BetterOutcome

Time to engage brain and think

Either way, you have to live

with the consequences

Taking Accountability

Misery loves companyPity

CityFull personal accountability

“Valley of Excuses”

The moment of truth

5 Performance Traits of Olympic Athletes

38

Thank you

and remember:

If it’s to be, it’s up to me!

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