Workbook for Results Canada - Banff 2.2.15

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  • Results Executive Retreat Page 1


    Understanding the Pattern of Business Success

  • Results Executive Retreat Page 2

    The 4 Ps of expertise





    Five Foundations of Strategic Thinking

    1. Business Acumen

    2. Personal Experience

    3. Pattern Recognition Through Reflection

    4. Strategic Insight

    5. Disciplined Execution

  • Results Executive Retreat Page 3

    Effective Strategy = Valued Differentiation x Disciplined Execution

    WORKSHOP What do you and your business bring to the marketplace that is unique, special, innovative and exciting that your customers find HIGHLY valuable that is difficult or impossible to copy and that you execute on flawlessly every day?

  • Results Executive Retreat Page 4

  • Results Executive Retreat Page 5

    The Formula for Business Success: (T+C+ECF) x DE = Business Excellence

    T =


    ECF =

    DE =

    THE 4 IS





    How to avoid the 4 Is (1 = terrible 5 = average 10= world class)

    Aggressive external market focus _______

    Ridiculously high level of customer focus _______ Keep the "Main Things" the main things _______ Bullish on knowledge sharing and learning _______

    Teamwork is mandatory not optional _______

    Passion and commitment at all levels _______

    Foster a healthy paranoia _______

    Revel in change _______

  • Results Executive Retreat Page 6


    Answer the following questions as honestly as possible using this 1-10 point scale:

    1 = Strongly Disagree 3 = Disagree Somewhat 5 = Not Sure

    7 = Agree Somewhat 10 = Strongly Agree

    1. We have a clear and detailed vision for the direction of our company that is very well

    communicated throughout the entire organization:

    2. Every employee has clear/quantifiable/observable performance objectives:

    3. There is a high level of very open and honest communication throughout the organization:

    4. I have a high level of trust in the skills, abilities, and integrity of my co-workers:

    5. There is a high sense of urgency within the organization to get things done:

    6. We have only the best, highly competent people in all areas of the organization:

    7. We focus very intently on the needs of our customers:

    8. There are no politics, rumor-mongering or finger-pointing within our organization:

    9. Our key leaders operate as a highly-effective team:

    10. There is a high level of both personal and mutual accountability within the organization:

    11. People display a positive, enthusiastic attitude throughout the organization:

    12. We are superb at collecting and using feedback from our customers:

    13. Our organization displays great discipline in pursuing our focused business objectives:

    14. I am very pleased with where our organization is in the marketplace today:

  • Results Executive Retreat Page 7

    Orange Revolution: 4 + 1

    Clear, specific, measurable and binary goals (no ambiguity) _______

    High levels of trust across the entire organization _______

    Free flow of all pertinent information across the entire organization (transparency) _______

    High levels of both personal and mutual accountability _______

    A focus on catching people doing things right and rewarding them _______

    Wow No Surprises Cheer









  • Results Executive Retreat Page 8

    Elements of high-performance team


    _______ M

    _______ C

    _______ C

    _______ M

    _______ D

    Key team competencies

    1. Setting clear, specific and measurable goals

    2. Making assignments extremely clear and ensuring required competence

    3. Establishing 100% accountability for high performance across the entire team

    4. Running effective team meetings

    5. Building very strong levels of trust

    6. Establishing open, honest, frank and safe communication

    7. Managing conflict effectively

    8. Creating mutual respect and collaboration

    9. Encouraging prudent risk-taking, creativity and innovation

    10. Engaging in ongoing team building activities _______

  • Results Executive Retreat Page 9

    Elements of a winning culture

    1. People enjoy the work they do and the people they work with

    2. People take pride in the work they do and the company they work for

    3. There are high levels of engagement, connection, camaraderie and a

    community of caring

    4. There is a culture of fairness, respect, trust, inclusiveness and teamwork

    5. The leaders walk the talk, live the values and communicate a clear vision and

    strategy for growth

    6. Lots of open, honest, robust and transparent communication across the

    entire organization

    7. The company invests back in employees; there is a commitment to learning,

    coaching and development

    8. There is a bias for action, employees have an ownership mentality and

    always strive to give their personal best

    9. There is high accountability and a strong focus on delivering the desired results

    10. There is ample recognition and rewards and mediocrity is not tolerated

  • Results Executive Retreat Page 10

    Keys to effective management

    Communicate Clearly internally and externally, honesty, transparency, and candor

    Force the Hard Decisions core values drive fast, effective decision making

    Focus Relentlessly on Key Results outcomes not effort, clear metrics, binary

    Remain Flexible to Change be agile, adaptable and nimble, embrace change

    Prove Your Value to the Customer every day, in every interaction

    Force Collaboration teamwork is mandatory, not optional, no Prima Donnas!

    Rigorous but Not Ruthless set high standards and hold people 100% accountable

    Based on: Tough Management by Martin

  • Results Executive Retreat Page 11

    Web of value = VOC + MOT + WOM

    What are all of the ways you currently listen to the VOC?

    What are several new ways you can add?

    MOT Workshop: What do you believe are the top THREE MOTs for your customers?

    Do you have a robust system/process in place to ensure repeatable success in delivering these MOTs flawlessly to every customer?

  • Results Executive Retreat Page 12

    WOM Workshop

    1. Describe in detail what your Ideal Client looks like.

    2. What are the triggering events that cause them to buy from you? What happens in their world that

    makes them need/want to do business with you?

    3. What is special / unique / valuable about the way you solve their problems? Why, specifically, do your

    customers choose you?

  • Results Executive Retreat Page 13

    How do you get potential customers to...

    KNOW you:

    LIKE you:

    TRUST you:

    TRY your products/services:

    REPEAT buy from you:

    Become a customer evangelist who sends lots of high-quality referrals to you:

  • Results Executive Retreat Page 14

    THE 4 + 2 FORMULA


    1 = Not at all 3 = Poor 5 = Fair 7 = Good 10 = Superior /Excellent

    1. Strategy: Devise and maintain a clearly stated, focused strategy: Whatever your strategy, it will only work if it is sharply defined, clearly communicated, and well understood by employees, customers, partners, and investors.

    2. Execution: Develop and maintain flawless operational execution: You might not always delight every customer, but make sure that you never disappoint them. Winners consistently meet the expectations of their customers by delivering on their value proposition. Bad quality surely will hurt.

    3. Culture: Develop and maintain a performance-oriented culture: One of the best indicators of being performance-oriented is the way you deal with your own poor performers. It is easy to reward good performers. What matters is whether you have the courage to get rid of poor performers.

    4. Structure: Build and maintain a fast, flexible, flat organization: What really counts is whether structure reduces bureaucracy and simplifies work. Simpler and faster - such are the best goals for all organizations.


    1. Talent: Hold on to talented employees and find more: Winning organizations pay great attention to finding, growing, developing, and rewarding very talented people.

    2. Leadership: Key leaders are truly committed to the business: The research data clearly showed that the leadership effectiveness of the top executives, on average, influenced 15% of the variance in corporate performance, for better or for worse.

    3. Innovation: Make innovations that are industry transforming: Agile companies t