How efficient is your execution?

How efficient is your execution?

The objective of execution in a business wide context is ensuring your team is efficient as possible, with the result being that the profit generated during the sale, is carried through the organisation and is not lost via poor efficiency. Another way to look at it is that the profit transitions all the way down the Profit and Loss report from revenue through to the bottom line and the minimal amount is lost. A great analogy for outstanding execution is to view a Formula 1 pitstop and Read More...

The objective of execution in a business wide context is ensuring your team is efficient as possible, with the result being that the profit generated during the sale, is carried through the organisation and is not lost via poor efficiency. Another way to look at it is that the...

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Start Stop Keep tool

Start Stop Keep tool

Preparation is one of the keys to a successful planning session. One of best things you can do to ensure that you’ll have a solid plan at the end of your session is to get your teams’ brains working before they even enter the room. Assigning some homework for your team to complete prior to the session will help them come prepared to make the best use of the time you’ve carved out for your session. You are making a big investment by pulling your top people out of their day jobs and into Read More...

Preparation is one of the keys to a successful planning session. One of best things you can do to ensure that you’ll have a solid plan at the end of your session is to get your teams’ brains working before they even enter the room. Assigning some homework for...

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3 easy ways to improve your quarterly results

3 easy ways to improve your quarterly results

I always ask the same question, and no matter where I am I always get the same answer, silence. An uncomfortable look across the room accompanied by some fidgeting. Blank faces and biting lips. Some times I get the answer “Not many”. The question? “How many consecutive months have you achieved revenue and profit goals?”. Of course the people in the room are the leaders and owners of the businesses, the place where the buck stops as it were. So the logical next question Read More...

I always ask the same question, and no matter where I am I always get the same answer, silence. An uncomfortable look across the room accompanied by some fidgeting. Blank faces and biting lips. Some times I get the answer "Not many". The question? "How many consecutive months have...

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Rockefeller Habits Checklist webinar

Rockefeller Habits Checklist webinar

  If you are familiar with Mastering the Rockefeller Habits and Scaling Up you are most likely familiar with the Rockefeller Habits Checklist, the 40 items identified in the book Mastering the Rockefeller Habits by Verne Harnish that John D Rockefeller used to grow his business Standard Oil. In this online webinar you can listen to Gazelles experts answering questions about the Rockefeller Habits checklist and how to implement the Rockefeller Habits into your company.   Looking for Read More...

  If you are familiar with Mastering the Rockefeller Habits and Scaling Up you are most likely familiar with the Rockefeller Habits Checklist, the 40 items identified in the book Mastering the Rockefeller Habits by Verne Harnish that John D Rockefeller used to grow his business Standard Oil. In...

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Middle Management: Power of the Monthly Management Meeting

You start to experience your own “Ground Hog Day” movie moments, where it feels like you’re reliving the same frustrating day, day in and day out. “We are one of the fastest growing franchises among 39 countries,” notes Niiraj Shah, National Director of BNI-India. “And yes, our 3 hour monthly management meeting involving my four senior managers and nine Regional Directors, our middle managers, has allowed us to be more strategic and work on the business Read More...

You start to experience your own "Ground Hog Day" movie moments, where it feels like you're reliving the same frustrating day, day in and day out. "We are one of the fastest growing franchises among 39 countries," notes Niiraj Shah, National Director of BNI-India. "And yes, our 3 hour...

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Entrepreneurs Are the Answer

First to appear are the shade-intolerant, rapidgrowth species like fireweed – which are the plant world’s equivalent of entrepreneurs. Without these pioneers, the rebirth of a healthy boreal forest is impossible. If entrepreneurs are the answer, then what is the question? In Jeopardy-like style, pick any problem presently facing the global community – from terrorism to world hunger to massive unemployment – and the solution keeps pointing to the entrepreneur. The timing of this Read More...

First to appear are the shade-intolerant, rapidgrowth species like fireweed – which are the plant world's equivalent of entrepreneurs. Without these pioneers, the rebirth of a healthy boreal forest is impossible. If entrepreneurs are the answer, then what is the question? In Jeopardy-like style, pick any problem presently facing...

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Finding More Time

As you prepare for summer, it’s time to clean your company’s proverbial hallway closets and garages. Like the classic movie “Ground Hog Day,” many employees experience work as one recurring nightmare after another – same old stuff , just a different day! And recurrent mistakes and problems eat up over 40% of your people’s time and effort – time better spent proactively selling and servicing customers – not to mention what it does to morale. Like water on a Read More...

As you prepare for summer, it's time to clean your company's proverbial hallway closets and garages. Like the classic movie "Ground Hog Day," many employees experience work as one recurring nightmare after another – same old stuff , just a different day! And recurrent mistakes and problems eat up...

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Four keys to recession proof your company

I made two critical decisions in my own business to help recession proof us moving forward. Recession or not, during these volatile economic times it’s worth taking a look at the playbook of turnaround specialists. And for many growth firms, who face the normal challenges of managing constant change, it can feel like a perpetual turnaround situation even during boom times. One of my favorite turnaround stars is Greg Brenneman, founder of Houston-based TurnWorks. Credited with the Read More...

I made two critical decisions in my own business to help recession proof us moving forward. Recession or not, during these volatile economic times it's worth taking a look at the playbook of turnaround specialists. And for many growth firms, who face the normal challenges of managing constant change,...

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5 Crucial Sales Strategies

In visiting with some of the world’s top sales and marketing thought leaders, as well as CEOs whose firms are seeing dramatic increases in revenue during this downturn, several actionable ideas have emerged which you can act on immediately. 1.) Dramatically Reduce Sales Cycle Time The first is from Dr. Victoria Medvec, negotiations expert from Northwestern University and author of the series Nothing improves cash flow (CFOs are fans) and revenue more than reducing your sales cycle Read More...

In visiting with some of the world's top sales and marketing thought leaders, as well as CEOs whose firms are seeing dramatic increases in revenue during this downturn, several actionable ideas have emerged which you can act on immediately. 1.) Dramatically Reduce Sales Cycle Time The first is from...

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4 Keys to Recession-Proofing Your Company

I made two critical decisions in my own business to help recession proof us moving forward. Recession or not, during these volatile economic times it’s worth taking a look at the playbook of turnaround specialists. And for many growth firms, who face the normal challenges of managing constant change, it can feel like a perpetual turnaround situation even during boom times. One of my favorite turnaround stars is Greg Brenneman, founder of Houston-based TurnWorks. Credited with the Read More...

I made two critical decisions in my own business to help recession proof us moving forward. Recession or not, during these volatile economic times it's worth taking a look at the playbook of turnaround specialists. And for many growth firms, who face the normal challenges of managing constant change,...

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Get LEAN

John Stepleton realized a 28% productivity improvement in his call centers within a week; Jeff Booth was able to dramatically speed up the time it takes to get a vendor up on his building materials website; Mike Jagger saved $60,000 in IT costs from his first session; and Ken Sims was able to handle a 100% increase in business in 2008 without adding any headquarters staff. These CEOs and many other mid-market leaders are embracing the Toyota Production System referred to as LEAN. Often Read More...

John Stepleton realized a 28% productivity improvement in his call centers within a week; Jeff Booth was able to dramatically speed up the time it takes to get a vendor up on his building materials website; Mike Jagger saved $60,000 in IT costs from his first session; and Ken...

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Less Is More

Less priorities – less people – less school – less customers. Less is more both in business and life! “Smaller countries tend to be a little happier because there is a stronger sense of collectivism.” Over the last few months a convergence of news, reading, and conversations have screamed the mantra “less is more.” It first grabbed me as I was watching an interview of China’s first track and field superstar Liu Xiang, who captured gold in the 110-meter Read More...

Less priorities – less people – less school – less customers. Less is more both in business and life! "Smaller countries tend to be a little happier because there is a stronger sense of collectivism." Over the last few months a convergence of news, reading, and conversations have screamed...

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Managing Subcontractors

Yet, there’s a very simple technique that will keep these projects on track and prevent much of the psychic damage caused when they go astray. “I don’t even like house projects and here I am threatening to hand my lawyer’s phone number and card to a young contractor we’ve hired to remodel our home,” notes an exasperated Patrick Thean, Charlotte-based serial entrepreneur and reluctant home project manager. Running a company is easy compared to managing Read More...

Yet, there's a very simple technique that will keep these projects on track and prevent much of the psychic damage caused when they go astray. "I don't even like house projects and here I am threatening to hand my lawyer's phone number and card to a young contractor we've...

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More Monitors, More Productivity

“If it’s good enough for Bill Gates, it’s good enough for us.” “The payback is two weeks and the ‘cool’ factor is immeasurable,” remarks Raymond Roberts, CEO of Chantilly, VA based Citizant (formerly Cairo Corporation), a government IT services firm focused on citizen-focused projects. “If it’s good enough for Bill Gates, it’s good enough for us.” Roberts is referring to Bill Gates claim that he is more productive Read More...

"If it's good enough for Bill Gates, it's good enough for us." "The payback is two weeks and the 'cool' factor is immeasurable," remarks Raymond Roberts, CEO of Chantilly, VA based Citizant (formerly Cairo Corporation), a government IT services firm focused on citizen-focused projects. "If it's good enough for...

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Most Brains Win

You need to launch initiatives to access the collective wisdom of your employees, customers, and the broader world around you. What do Google, Facebook, MySpace, YouTube, eBay and Wikipedia have in common? Besides being six of the fastest growing organizations in history and making several of their founders billionaires in less than a decade, they all utilize a new reality of the information age – whoever leverages the most brains wins! Figure out how to do this better than your Read More...

You need to launch initiatives to access the collective wisdom of your employees, customers, and the broader world around you. What do Google, Facebook, MySpace, YouTube, eBay and Wikipedia have in common? Besides being six of the fastest growing organizations in history and making several of their founders billionaires...

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Processes vs. Functions

It’s poorly designed and executed processes that suck up large amounts of money, time, and energy – and ultimately lead to a frustrating employee and customer experience. Customers experience your company’s processes, not its functions. Yet executives spend most of their time focused on making sure the functions of the firm i.e. sales, operations, finance, HR, IT, etc. are properly led, staffed, and driven by appropriate key performance indicators (KPIs). For the sake of Read More...

It's poorly designed and executed processes that suck up large amounts of money, time, and energy – and ultimately lead to a frustrating employee and customer experience. Customers experience your company's processes, not its functions. Yet executives spend most of their time focused on making sure the functions of...

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Reinventing Yourself and Your Business

These books will help you rethink your approach toward people, strategy, execution, and cash. The fourth Indiana Jones sequel gave movie director Stephen Spielberg his best global opening ever, raking in $311 million its first weekend. This past weekend, as I write my latest column, Toy Story 3 proved once again the power of sequels to dominate the box offi ce, giving Pixar records of its own. Four equally powerful book sequels are a must-read this summer (winter for my friends down South). Read More...

These books will help you rethink your approach toward people, strategy, execution, and cash. The fourth Indiana Jones sequel gave movie director Stephen Spielberg his best global opening ever, raking in $311 million its first weekend. This past weekend, as I write my latest column, Toy Story 3 proved...

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Reinvention – The New Reality

In a world where a Sri-Lankan based firm can provide unlimited tech support for $149 a year to a business owner in Sioux City, Iowa, no company can escape the new realities of global competition or hide in its local markets anymore. Even the German Mittelstands (small to mid-size firms), those powerful “hidden champions” I’ve extolled in past columns, are succumbing to global pressure. In February concrete pump manufacturer Putzmeister was acquired by its Chinese rival Sany. And the Read More...

In a world where a Sri-Lankan based firm can provide unlimited tech support for $149 a year to a business owner in Sioux City, Iowa, no company can escape the new realities of global competition or hide in its local markets anymore. Even the German Mittelstands (small to mid-size...

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Stats Queen Challenging Industry Norms

A self-declared “stats queen” she began measuring everything in the business and hosting focus groups with patients “We guarantee a patient will wait no more than 15 minutes or the appointment is free!” exclaims Dr. Cristina Rodes, CEO of Park Road Wellness Centre located just outside Brisbane, Australia. “And more surprisingly, we learned the patient doesn’t want us to be on time either, especially when we fixed another huge problem in the healthcare Read More...

A self-declared "stats queen" she began measuring everything in the business and hosting focus groups with patients "We guarantee a patient will wait no more than 15 minutes or the appointment is free!" exclaims Dr. Cristina Rodes, CEO of Park Road Wellness Centre located just outside Brisbane, Australia. "And...

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Stop Doing Email First

Whether you get 20 or 200, there are always those emails that drag you into others’ priorities. Mark Friedler, CEO of Gigex, the leading Internet launch, distribution and fulfi llment ASP for game demos, video and software, has forbidden everyone in his organization from opening Outlook the first 15 minutes in the morning. And that was just his first move! More from Friedler later. Email is killing focus and effectiveness. Whether you get 20 or 200, there are always those emails that Read More...

Whether you get 20 or 200, there are always those emails that drag you into others' priorities. Mark Friedler, CEO of Gigex, the leading Internet launch, distribution and fulfi llment ASP for game demos, video and software, has forbidden everyone in his organization from opening Outlook the first 15...

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Three Priorities for the New Year

we waste way too much time trying to fix our individual weaknesses and should instead play to our strengths, focusing on activities that energize and make us strong As you prepare for the New Year, here are three universal priorities that will have a significant impact on both you and your company: FOCUS ON STRENGTHS Instead of hiring more (and extremely diffi cult to find) programmers to keep up with the rapid growth of her HR software firm, Lois Melbourne, CEO of Irvine, TX-based Aquire, Read More...

we waste way too much time trying to fix our individual weaknesses and should instead play to our strengths, focusing on activities that energize and make us strong As you prepare for the New Year, here are three universal priorities that will have a significant impact on both you...

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Web Warrior

Eliminating physical sales calls and the expense that goes with them is now possible even in the most stodgy of old line businesses like packaging. “I got tired of customers asking us to fly out and see them, then showing up to find out the meeting had been cut short or they were only wanting to suck us dry for information,” explains Marinac, president of Cleveland-based American Built Containment Systems (ABC Systems). “Both the time and expense was killing us, particularly Read More...

Eliminating physical sales calls and the expense that goes with them is now possible even in the most stodgy of old line businesses like packaging. "I got tired of customers asking us to fly out and see them, then showing up to find out the meeting had been cut...

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