Part 1: Creating a "Simple" Strategic Plan and the Importance of Understanding Workforce Behavior

1. How to create a “Culture” of Execution and
Sustainable Employee Performance!

2. The Impact of a Company’s Culture on increasing Revenues and Profits
Profit is an outcome of a company’s culture.
A company’s culture is a direct result of the “effectiveness of managing and developing people
well”. People and their development enable profit. Enable people and you enable profit.
Organizations which approach training and development from this standpoint inevitably foster
people who perform well and progress.
Learning is not merely gaining knowledge. It’s about “translating knowing what to do into
doing what we’ve learned.” It’s about CHANGING! If we have not changed – we really have
not learned!
- Jim Collins

3. The process to create a “Culture” of Execution and
Sustainable Employee Performance!

4. • Over 70% of today’s executives fail to create and
execute a powerful strategic plan. Those that do
typically double their business in 3 years
- Harvard Business Review, Nov. 2010
• About 10% of strategies effectively formulated
are effectively executed
- Fortune Magazine, October 2011
• “Execution is the missing 98% for success in
business
- Tom Peters, “Leadership - Inspire, Liberate, and
Achieve
How well to companies do these “Three
Basic Things Well?”
• Only 15 % of CEO’s spend at least
one hour per month on their
company’s strategy.
• Only 10% of employees have an
understanding of their company’s
strategy.
Why not?

5. Effective Strategic Thinking Making
MUST begin with analyzing information
which includes input from all
stakeholders of the company
We have found that understanding your
company’s Unique Value Proposition (UVP) is
where to start – then engage company in
SWOT analysis; Employee Survey; and Defining
Company’s key processes

6. A Harvard Business School
study on goal achievement
Dr. Gail Matthews, Ph.D. proved that there are 3 specific
activities that make it 67% more likely to achieve your goals
“My study provides empirical evidence for
the effectiveness of three execution tools:
43%
50%
61%
64%
76%
Unwritten Goals Written Goals Written Goals
Formulate Action
Written Goals
Formulate Action
Commit to a Coach
Written Goals
Formulate Action
Commit to a Coach
Progress Reports
% of Goals Achievement
1.Writing down one’s goals
2.Accountability
3.Commitment

7. Typical Client Impact of PI
Behavior/Assessment Tool:
Human Capital Management
 29% reduction in turnover
 22% reduction in misfires
 15% reduction in training fees
Employee Engagement Improvement
 18% increase in communication
 13% improvement in teamwork
Operational Excellence
 16% increase in revenue
 15% annual increase in growth
 12% increase in sales close rates
Predictive Index is widely adopted skill and behavior assessment test used by organizations
to gain a deeper understanding of the “Natural Workplace” interactive styles of employees
“Critical” in effectively engaging them in building the right “Culture”
How we integrate the Predictive Index into our
leadership training

8. Step 1 – Determine
Behavior/Personality Pattern
Step 2 – Understanding your “Natural
Workplace” behaviors from your P.I.
pattern determined in Step 1

9. Step 3 – Once you understand your “Natural
Workplace” behaviors we determine the
New Actions & Behaviors that will improve
your leadership skills

10. Step 4 – Training/Role Playing
on how to execute New
Actions & Behaviors
Other Side of Card
“Repetition is the
Mother of Success”
- Peter Drucker

11. “Why” Company CEOs and Owners
say their Culture MUST change
 91% say the pace of change in all
aspects of business
 86.5% is ability to increase sales has
become more difficult
 77.5% say how work will need to be
accomplished will change
 66.3% indicate all of the above will
require organization structure
changes
 85.4% will have to change how they
engage employees for Co. to
improve in the future
 80% will need their management
team to improve their
engagement/communication skills
 73.3% will have to become better in
their critical thinking /decision
making
 72.3% say eliminating silos between
departments to improve
collaboration

12. Strategic Decision
Making leading to
Successful Results
Departmental
and/or Individual
Goals (KPIs)
Revenue,
Gross Profit &
Net Income
Cash &
Balance Sheet
UVP
John D: New Actions & Behaviors
1-I will allow others to express their points of view first
to build trust and encourage a safe environment of
communication .
2- Engage with coworkers more about discussing our
path forward and communicate with them to
understand their motivations, challenges and personal
goals.
3- I will get buy-in from those who support my business
by establishing key performance indicators with them
and, where appropriate, from their supervisors.
“Customized” Leadership Skills Training
Based on
P.I. Skill & Behaviors Assessment
Step 5 – Training/Learning applied to
“ACTUAL” individual; department;
and/or corporate objectives
Step 5 – Training/Learning applied to
“ACTUAL” individual; department;
and/or corporate objectives