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Verne Harnish

Scaling up workshop presentation

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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Welcome Scaling Up
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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com “Many startup…few scale-up”
Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Life Cycle of Companies Start Up Scale Up Sc@%w Up Mice Gazelles Elephants Life Cycle of Companies
Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Reduce by 80 %
 Time to Manage More Market-Facing Activities Get Everyone Aligned & On the Same Page
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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com “bekos!“ 200,000 years ago 100,000 years ago 30 years ago 5000 years ago
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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com© gazelles 2013 Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com© gazelles 2013 Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGYPEOPLE CASHEXECUTION E SC P
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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Good To Great Disciplined
 People Disciplined
 Thought Disciplined
 Action COACHING LEARNING TECHNOLOGY
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Continuing Education Comparison 0 13 25 38 50 Column1 #ofCEhours(annual) Professions / Disciplines Embalmers Electricians Engineers Attorneys Pharmacists Dentists M.D.s GazellesInternationalCoaches CPAs RealEstateBrokers
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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com PEOPLE Function Accountability Chart (FACe)
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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY 7 Strata
Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com StrategicPlanning People Resourcing Strategic Thinking Execution Planning Cash Modeling
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Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Core Values A handful of rules that remain constant 1. Personality – “Performance Edge” 2. Fire for violating? 3. Take Significant financial hit?
Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com One HR List ▪ EVERYDAY MANAGEMENT ▪ Create Legends ▪ Recruitment and Selection ▪ Orientation and Handbook ▪ Appraisal Process ▪ Recognition and Reward ▪ Internal Newsletter ▪ Quarterly Themes
Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Hedgehog Jim Collins What you are deeply passionate about What drives your economic engine (Profit/x) What you can be the Best in the World at BHAG
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 Capabilities STRATEGY EXERCISE To fulfill your 3-5 Year Plan
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Scaling up workshop - 46 slides

  • 1. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Welcome Scaling Up
  • 2. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com 172 Coaching Partners 6 Continents 2000+ Active Clients
  • 3. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
  • 4. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com “Many startup…few scale-up”
  • 5. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Life Cycle of Companies Start Up Scale Up Sc@%w Up Mice Gazelles Elephants Life Cycle of Companies
  • 6. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Reduce by 80 %
 Time to Manage More Market-Facing Activities Get Everyone Aligned & On the Same Page
  • 7. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY One-Page Strategic Plan (OPSP)
  • 8. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Vision Summary
  • 9. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com “bekos!“ 200,000 years ago 100,000 years ago 30 years ago 5000 years ago
  • 10. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Next Steps – ScalingUp.com • Read Book and/or Workshop • Weekly “Council” • Quarterly Theme (Main Thing) • Daily Huddle • Quarterly/Annual Offsite (Coach)
  • 11. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Focus & Discipline “The Main Thing Is To Keep The Main Thing The Main Thing”
  • 12. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Discipline & Focus “The Main Thing Is To Keep The Main Thing The Main Thing”
  • 13. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
  • 14. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com
  • 15. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com© gazelles 2013 Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com© gazelles 2013 Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGYPEOPLE CASHEXECUTION E SC P
  • 16. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com 3 Disciplines Priorities Data/Metrics Meeting Rhythms (Alignment) (Clarity & Foresight) (Better/Faster Decisions)
  • 17. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com 2 Dynamics (Ditches!)2 Demands
  • 18. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Good To Great Disciplined
 People Disciplined
 Thought Disciplined
 Action COACHING LEARNING TECHNOLOGY
  • 19. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Gazelles International – GIcoaches.com 2,000+ Clients $42.5 Billion 150+ Coaches worldwide
  • 20. Continuing Education Comparison 0 13 25 38 50 Column1 #ofCEhours(annual) Professions / Disciplines Embalmers Electricians Engineers Attorneys Pharmacists Dentists M.D.s GazellesInternationalCoaches CPAs RealEstateBrokers
  • 21. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Life Cycle of Companies Start Up Scale Up Sc@%w Up Mice Gazelles Elephants
  • 22. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com PEOPLE Scaling Up People Would you Enthusiastically Rehire? PEOPLE (Happiness)
  • 23. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com PEOPLE One-Page Personal Plan (OPPP)
  • 24. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com PEOPLE PEOPLE
  • 25. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com PEOPLE Function Accountability Chart (FACe)
  • 26. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com PEOPLE Head of Company Marketing R&D Sales Operations Treasury Controller Information Technology Human Resources Talent Development Customer Advocacy
  • 27. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Financial Statements Who
  • 28. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com PEOPLE Process Accountability Chart (PACe)
  • 29. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY Scaling Up Strategy Can You State Your Strategy Simply? STRATEGY (Revenue/ Growth)
  • 30. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Strategy -- SWT
  • 31. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Strategy - SWT
  • 32. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Strategy - SWT
  • 33. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY 7 Strata
  • 34. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com StrategicPlanning People Resourcing Strategic Thinking Execution Planning Cash Modeling
  • 35. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY 7Strata of Strategy – Game Changer 1. Own a Word or Two 2. Declare Brand Promises 3. Establish Catalytic Mechanism 4. Create One-PHRASE Strategy
  • 36. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY 7Strata of Strategy – Game Changer 5. Outline Differentiating Activities 6. Discover X Factor 7. Define BHAG & Profit/X
  • 37. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Core Values A handful of rules that remain constant 1. Personality – “Performance Edge” 2. Fire for violating? 3. Take Significant financial hit?
  • 38. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com One HR List ▪ EVERYDAY MANAGEMENT ▪ Create Legends ▪ Recruitment and Selection ▪ Orientation and Handbook ▪ Appraisal Process ▪ Recognition and Reward ▪ Internal Newsletter ▪ Quarterly Themes
  • 39. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Hedgehog Jim Collins What you are deeply passionate about What drives your economic engine (Profit/x) What you can be the Best in the World at BHAG
  • 40. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY Collins‘ Hedgehog Passion $ BHAG Best At
  • 41. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com STRATEGY Key Thrusts & 
 Capabilities STRATEGY EXERCISE To fulfill your 3-5 Year Plan
  • 42. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com EXECUTION Scaling Up Execution Do you have Relentless Repeatability? EXECUTION (Profit/Time)
  • 43. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com EXECUTION EXECUTION EXERCISE
  • 44. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com EXECUTION Who What When (WWW) – Weekly
  • 45. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com EXECUTION Rockefeller Habits Checklist
  • 46. Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Contact Us 44031 Pipeline Plaza Suite 200, Ashburn, VA 20147/ P. 703-858-2400/ vharnish@gazelles.com Healthy Team Alignment To #1 Thing Meeting Rhythms Clear Accountabilities Employee Feedback Customer Feedback Values & Purpose Alive Articulate The Strategy Know A Great Day/Week Plans & Performance Visible