Digital City Leadership March 2008
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- Pages: 96
session one:
leading your business
who the hell is andy hanselman?
i help forward thinking organisations improve their competitiveness and profitability
how I work…….
awareness
assessment
action
who are you?
what does success look like?
satisfied customers
sufficient ‘delighted’ customers
sufficient ‘devoted’ customers
committed motivated effective people
L
maximised financial returns
sufficient ‘devoted’ customers
committed motivated effective people
L
maximised financial returns
sufficient ‘devoted’ customers
committed motivated effective people
L
maximised financial returns
describe your business •what are your scores? •how do you maintain the balance? •what are your challenges?
what’s the difference between management and leadership?
managers • • • • • •
maintain the status quo monitor situation allocate resources communicate targets measure the results feedback on the trends
leaders • • • • •
strategic thinkers look forward and create visions challenge motivate inspire
strategic operational tactical
on in
get that ‘vision thing’
• Creating a clear picture of the future that ‘stimulates, excites and inspires’ • Getting everyone to ‘buy’ into it • Ensuring that everyone understands what’s expected of them • Turning it into meaningful goals and targets • Communicating progress towards it continuously • Celebrating successes • Working ‘On’ it consistently
The Five Steps in the Leadership Process: • Creating a vision &/or coming up with business enhancing ideas • Turning these into viable projects • Getting real commitment to projects • Creating a supportive climate for projects • Being persistent - seeing things through to completion
it’s quiz time!
“our driving purpose is to provide legendary service and memorable products that delight our customers” Ann Summers
Pizza Hut
WH Smith
“our driving purpose is to provide legendary service and memorable products that delight our customers” Ann Summers
Pizza Hut
WH Smith
“our vision is to be an internationally recognised, world leading organisation, in which people are valued as individuals, team – working is the norm, continuous improvement is everyone’s personal objective and contributing is an enjoyable and rewarding experience” Church Of England
British Aerospace
Maxim Magazine
“our vision is to be an internationally recognised, world leading organisation, in which people are valued as individuals, team – working is the norm, continuous improvement is everyone’s personal objective and contributing is an enjoyable and rewarding experience” Church Of England
British Aerospace
Maxim Magazine
“to help people achieve their full physical, intellectual, social and spiritual potentials, as individuals, as responsible citizens and as members of their local, national and international communities” Ann Summers
Church Of Scientology
The Scout Organisation
“to help people achieve their full physical, intellectual, social and spiritual potentials, as individuals, as responsible citizens and as members of their local, national and international communities” Ann Summers
Church Of Scientology
The Scout Organisation
“our future depends on our continuing ability to anticipate the lifestyles and tastes of our customers and to provide products and services which exceed their expectations” Ann Summers
Whitbread
World Of Leather
“our future depends on our continuing ability to anticipate the lifestyles and tastes of our customers and to provide products and services which exceed their expectations” Ann Summers
Whitbread
World Of Leather
“the symbol of power – to be one of the world’s leading high integrity power systems companies for the next century” Rolls Royce
Ann Summers
Braun
“the symbol of power – to be one of the world’s leading high integrity power systems companies for the next century” Rolls Royce
Ann Summers
Braun
“to offer scientifically validated solutions to the nation’s problems”
Natural Law Party
Boots Personal Hygiene Division
Maxim Magazine
“to offer scientifically validated solutions to the nation’s problems”
Natural Law Party
Boots Personal Hygiene Division
Maxim Magazine
“we create demand by continually
expanding the relationships that bonds our trademarks…with the five billion people on this planet. Everything we do must strengthen that bond, and we will utilise every available resource to expand the value of our trademarks in the hearts and minds of our consumers” Maxim Magazine
Coca Cola
The Scout Organisation
“we create demand by continually
expanding the relationships that bonds our trademarks…with the five billion people on this planet. Everything we do must strengthen that bond, and we will utilise every available resource to expand the value of our trademarks in the hearts and minds of our consumers” Maxim Magazine
Coca Cola
The Scout Organisation
“Our aim is to dominate the global market fully, by providing a product for our clients that not only satisfies and stimulates, but also offers them the opportunity to further themselves as individuals and be massively attractive to women”
Proctor & Gamble
Ann Summers
Maxim Magazine
“Our aim is to dominate the global market fully, by providing a product for our clients that not only satisfies and stimulates, but also offers them the opportunity to further themselves as individuals and be massively attractive to women”
Proctor & Gamble
Ann Summers
Maxim Magazine
what does a vision look like?
a vision.......
• is not simply a set of financial figures • is not a business plan • is not a ‘pie in the sky’ idea • is more than words in the MD’s annual speech
a vision • is a picture of the future that we want • is a point of strategic focus for the leadership of the business • is something for everyone to work towards
get that ‘vision thing’
IMAGINE THE FUTURE - WHAT DOES IT HOLD FOR YOUR BUSINESS? -THEN THINK AGAIN!!!!
“Well-informed people know it is impossible to transmit the voice over wires and that were it possible to do so, the thing would be of no practical value” Editorial in the Boston Post 1865
“Heavier-than-air flying machines are impossible” Lord Kelvin,mathematician, physicist, and president of the British Royal Society, 1865
“The telephone has too many shortcomings to be seriously considered as a means of communication. The device is inherently of no value to us” Western Union internal memo,1876
“I think there is a world market for about five computers” Thomas Watson, Chairman of IBM, 1943
“There is no reason for any individual to have a computer in their home” Ken Olsen, President of DEC at the Convention of the World Future Society, 1977
“640k ought to be enough for anybody” Bill Gates, 1981
“Newcastle United are too good to get relegated from the Premiership” A Geordie, 2008
what will we have in place by the end of march 2009?
what will we have in place by the end of september 2008?
people tell us they need to know:
how is this vision relevant to me?
what specifically do you want me to do?
how will I be measured?
what consequences will I face?
what tools and support are available?
what’s in it for me?
how are we doing?
the leader’s role?
to help people answer these questions
a leader's job is to rally people toward a better future marcus buckingham
where are we now?
FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF YEARS
FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF YEARS
S W O T
Sheffield Wednesday On Their way down
Strengths Weaknesses Opportunities Threats
PESTEL • P olitical • E conomic • S ocial • T echnological • E nvironmental • L egislative
React Or Die
Stop Start Continue
identify the customers you want to work with
HIGH ENTREPRENEURIAL
B
A HIGH SELL ON OPPS
LOW SELL ON OPPS
D
C LOW ENTREPRENEURIAL
get rid of the customers you don’t want
give your customers a damn good listening to
Turnover is vanity, profit is sanity
“One in two businesses cannot accurately determine their profitable customers and products” Source: KPMG
“show me the money!”
10 COMMON BARRIERS: • FOCUS ON TURNOVER NOT PROFIT • LACK OF UNDERSTANDING OF PROFITABILITY OF SPECIFIC PRODUCTS AND SERVICES • LACK OF PROACTIVE MANAGEMENT CONTROL • UNWILLINGNESS TO SAY ‘NO’ • STAFF HAVE NO UNDERSTANDING OF THEIR IMPACT ON PROFITABILITY (POSITIVELY OR NEGATIVELY) • NO PROFIT TARGETS • MEASUREMENT OF THE ‘WRONG THINGS’ • LACK OF MANAGED PRICING POLICY • ‘NUMBERS’ LEFT TO THE ACCOUNTANTS • NO PROFIT IMPROVEMENT PLAN
where are we going?
useful elements of a business plan: • • • • • • • • •
Goals / Targets Markets / customers Competitors Competitive strategy People / Skills / Numbers Resources Budgets P & L / Cashflow Milestones / Key Indicators
how do you measure up?
“Vision without action is hallucination”
Andy Law, St.Lukes
scare yourself, otherwise you’re not doing anything new Mary Murphy Hoye, Head Of R & D, Intel
“take the first step in faith. You do not have to see the whole staircase. Just take the first step.” Martin Luther King
don’t just stand there….. do something! dick dastardly
people can be divided into three groups
those who make things happen those who watch things happen those who ask ‘what happened’?
MISSING YOU ALREADY want more? visit: www.andyhanselman.com
leading your business
who the hell is andy hanselman?
i help forward thinking organisations improve their competitiveness and profitability
how I work…….
awareness
assessment
action
who are you?
what does success look like?
satisfied customers
sufficient ‘delighted’ customers
sufficient ‘devoted’ customers
committed motivated effective people
L
maximised financial returns
sufficient ‘devoted’ customers
committed motivated effective people
L
maximised financial returns
sufficient ‘devoted’ customers
committed motivated effective people
L
maximised financial returns
describe your business •what are your scores? •how do you maintain the balance? •what are your challenges?
what’s the difference between management and leadership?
managers • • • • • •
maintain the status quo monitor situation allocate resources communicate targets measure the results feedback on the trends
leaders • • • • •
strategic thinkers look forward and create visions challenge motivate inspire
strategic operational tactical
on in
get that ‘vision thing’
• Creating a clear picture of the future that ‘stimulates, excites and inspires’ • Getting everyone to ‘buy’ into it • Ensuring that everyone understands what’s expected of them • Turning it into meaningful goals and targets • Communicating progress towards it continuously • Celebrating successes • Working ‘On’ it consistently
The Five Steps in the Leadership Process: • Creating a vision &/or coming up with business enhancing ideas • Turning these into viable projects • Getting real commitment to projects • Creating a supportive climate for projects • Being persistent - seeing things through to completion
it’s quiz time!
“our driving purpose is to provide legendary service and memorable products that delight our customers” Ann Summers
Pizza Hut
WH Smith
“our driving purpose is to provide legendary service and memorable products that delight our customers” Ann Summers
Pizza Hut
WH Smith
“our vision is to be an internationally recognised, world leading organisation, in which people are valued as individuals, team – working is the norm, continuous improvement is everyone’s personal objective and contributing is an enjoyable and rewarding experience” Church Of England
British Aerospace
Maxim Magazine
“our vision is to be an internationally recognised, world leading organisation, in which people are valued as individuals, team – working is the norm, continuous improvement is everyone’s personal objective and contributing is an enjoyable and rewarding experience” Church Of England
British Aerospace
Maxim Magazine
“to help people achieve their full physical, intellectual, social and spiritual potentials, as individuals, as responsible citizens and as members of their local, national and international communities” Ann Summers
Church Of Scientology
The Scout Organisation
“to help people achieve their full physical, intellectual, social and spiritual potentials, as individuals, as responsible citizens and as members of their local, national and international communities” Ann Summers
Church Of Scientology
The Scout Organisation
“our future depends on our continuing ability to anticipate the lifestyles and tastes of our customers and to provide products and services which exceed their expectations” Ann Summers
Whitbread
World Of Leather
“our future depends on our continuing ability to anticipate the lifestyles and tastes of our customers and to provide products and services which exceed their expectations” Ann Summers
Whitbread
World Of Leather
“the symbol of power – to be one of the world’s leading high integrity power systems companies for the next century” Rolls Royce
Ann Summers
Braun
“the symbol of power – to be one of the world’s leading high integrity power systems companies for the next century” Rolls Royce
Ann Summers
Braun
“to offer scientifically validated solutions to the nation’s problems”
Natural Law Party
Boots Personal Hygiene Division
Maxim Magazine
“to offer scientifically validated solutions to the nation’s problems”
Natural Law Party
Boots Personal Hygiene Division
Maxim Magazine
“we create demand by continually
expanding the relationships that bonds our trademarks…with the five billion people on this planet. Everything we do must strengthen that bond, and we will utilise every available resource to expand the value of our trademarks in the hearts and minds of our consumers” Maxim Magazine
Coca Cola
The Scout Organisation
“we create demand by continually
expanding the relationships that bonds our trademarks…with the five billion people on this planet. Everything we do must strengthen that bond, and we will utilise every available resource to expand the value of our trademarks in the hearts and minds of our consumers” Maxim Magazine
Coca Cola
The Scout Organisation
“Our aim is to dominate the global market fully, by providing a product for our clients that not only satisfies and stimulates, but also offers them the opportunity to further themselves as individuals and be massively attractive to women”
Proctor & Gamble
Ann Summers
Maxim Magazine
“Our aim is to dominate the global market fully, by providing a product for our clients that not only satisfies and stimulates, but also offers them the opportunity to further themselves as individuals and be massively attractive to women”
Proctor & Gamble
Ann Summers
Maxim Magazine
what does a vision look like?
a vision.......
• is not simply a set of financial figures • is not a business plan • is not a ‘pie in the sky’ idea • is more than words in the MD’s annual speech
a vision • is a picture of the future that we want • is a point of strategic focus for the leadership of the business • is something for everyone to work towards
get that ‘vision thing’
IMAGINE THE FUTURE - WHAT DOES IT HOLD FOR YOUR BUSINESS? -THEN THINK AGAIN!!!!
“Well-informed people know it is impossible to transmit the voice over wires and that were it possible to do so, the thing would be of no practical value” Editorial in the Boston Post 1865
“Heavier-than-air flying machines are impossible” Lord Kelvin,mathematician, physicist, and president of the British Royal Society, 1865
“The telephone has too many shortcomings to be seriously considered as a means of communication. The device is inherently of no value to us” Western Union internal memo,1876
“I think there is a world market for about five computers” Thomas Watson, Chairman of IBM, 1943
“There is no reason for any individual to have a computer in their home” Ken Olsen, President of DEC at the Convention of the World Future Society, 1977
“640k ought to be enough for anybody” Bill Gates, 1981
“Newcastle United are too good to get relegated from the Premiership” A Geordie, 2008
what will we have in place by the end of march 2009?
what will we have in place by the end of september 2008?
people tell us they need to know:
how is this vision relevant to me?
what specifically do you want me to do?
how will I be measured?
what consequences will I face?
what tools and support are available?
what’s in it for me?
how are we doing?
the leader’s role?
to help people answer these questions
a leader's job is to rally people toward a better future marcus buckingham
where are we now?
FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF YEARS
FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF YEARS
S W O T
Sheffield Wednesday On Their way down
Strengths Weaknesses Opportunities Threats
PESTEL • P olitical • E conomic • S ocial • T echnological • E nvironmental • L egislative
React Or Die
Stop Start Continue
identify the customers you want to work with
HIGH ENTREPRENEURIAL
B
A HIGH SELL ON OPPS
LOW SELL ON OPPS
D
C LOW ENTREPRENEURIAL
get rid of the customers you don’t want
give your customers a damn good listening to
Turnover is vanity, profit is sanity
“One in two businesses cannot accurately determine their profitable customers and products” Source: KPMG
“show me the money!”
10 COMMON BARRIERS: • FOCUS ON TURNOVER NOT PROFIT • LACK OF UNDERSTANDING OF PROFITABILITY OF SPECIFIC PRODUCTS AND SERVICES • LACK OF PROACTIVE MANAGEMENT CONTROL • UNWILLINGNESS TO SAY ‘NO’ • STAFF HAVE NO UNDERSTANDING OF THEIR IMPACT ON PROFITABILITY (POSITIVELY OR NEGATIVELY) • NO PROFIT TARGETS • MEASUREMENT OF THE ‘WRONG THINGS’ • LACK OF MANAGED PRICING POLICY • ‘NUMBERS’ LEFT TO THE ACCOUNTANTS • NO PROFIT IMPROVEMENT PLAN
where are we going?
useful elements of a business plan: • • • • • • • • •
Goals / Targets Markets / customers Competitors Competitive strategy People / Skills / Numbers Resources Budgets P & L / Cashflow Milestones / Key Indicators
how do you measure up?
“Vision without action is hallucination”
Andy Law, St.Lukes
scare yourself, otherwise you’re not doing anything new Mary Murphy Hoye, Head Of R & D, Intel
“take the first step in faith. You do not have to see the whole staircase. Just take the first step.” Martin Luther King
don’t just stand there….. do something! dick dastardly
people can be divided into three groups
those who make things happen those who watch things happen those who ask ‘what happened’?
MISSING YOU ALREADY want more? visit: www.andyhanselman.com
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