1. Chart Your Course to Business Success
May 29, 2012
Chart Your Course to Business Success
Advisors On Target
On Target Business Intensive: Session 10

2. Implementation Steps Session 1 Session 2 Session 3
Create a working draft of your Mission Statement
Create a working draft of your 1 and 5 year Vision
Answer the 10 questions on the handout
Session 2
Review your own financial statements and chart of accounts with what you learned in Session 2
Session 3
Create a budget for 2012
If you already have a budget, review and revise as needed
Use the cashflow projection model (at the bottom of the budget tool) 2

3. Implementation Steps (cont.)
Session 4
Determine your breakeven point for your 2012 budget
Annual
For the month of May 2012
Define your target markets (Fill in Marketing Plan – Part 1)
Do a competition analysis (Fill in Marketing Plan – Part 2)
Session 5
Define Marketing Strategies (Fill in Marketing Plan – Part 3)
Create a Marketing Budget using the template
Session 6
Start Job Costing every job if you aren’t already
Implement a system to track job profitability over time to measure progress
Coach foremen to improve 3

4. Implementation Steps (cont.)
Session 7
Review Job Process Outline and Job Process Checklist
Customize Checklist for your company
Start to implement a more organized approach to your job process – add structure a piece at a time
Session 8
Schedule a recurring company meeting
Create an agenda
Hold your first meeting
Session 9
Review PCSI Material
Practice awareness and using your communication style
Try using coaching conversations using the 5 step model
Start Job Costing every job if you aren’t already
Implement a system to track job profitability over time to measure progress
Coach foremen to improve 4

5. Implementation Steps (cont.)
Session 10
Additional activities
Values Exercise
Business Diagnostic Assessment

6. Agenda for today Finish Coaching Conversations Topic
Recap last week – Questions about communication styles and coaching conversations
Bringing it all back to your plan
Specific Q & A Requests?

7. Discovery Questioning®
Skill
A systematic process of asking sharply focused questions
To help individuals discover for themselves
Coach Approach
Listen for contextual clues
Ask questions to promote self-discovery
Continue to listen and use silence effectively
Make questions relevant to move the conversation forward 7

8. Coaching Tip
Deliver words, questions or statements using neutral language
Neutral Language:
is without judgment or blame
does not evaluate
is not about your ego
avoids directing or leading the person to your solution
is centered on facts
supports the person to discover, move forward or re-evaluate
S28 (3-10) 8

9. Messaging Skill Coach Approach
Converting what you want to say to a language that is succinct, neutral and timely
To share your thoughts in a way that opens the possibility for a shift to occur
Coach Approach
With trust established, convert what you want to say into:
a concise question or statement using neutral language
a message free of personal agenda
Have an intention to move the person forward.
Let the message sink in. Use silence effectively. 9

10. Messaging
Make a request – get people to try something they may think is beyond them
Identify gaps between the person’s intentions and their actual behavior
By providing timely information creates the opportunity for a shift in thinking
S30 (3-13) 10

11. Acknowledging and Celebrating
Skill
Focused feedback to acknowledge, celebrate or endorse positive contributions, learning and behaviors
To create an environment of being valued
Coach Approach
Be genuine and timely
Pinpoint specific contributions, learning or behaviors
Identify the personal attributes or strengths displayed
Use to lighten the intensity of a conversation 11

12. Coaching Conversation Model®U R E N T A L I Y O G
Establish
Focus
Step 1
Step 2
Plan the
Action
Step 3
Remove
Barriers
Step 4
Recap
Step 5
Discover
Possibilities
Coaching Through the Gap
Coaching Skills
Contextual Listening®
Discovery Questioning®
Messaging
Acknowledging & Celebrating
The Coaching Conversation Model® is a registered copyright of CoachWorks
International, Dallas, TX USA and is used by CCUI with permission.

13. The Coaching Conversation
Establish Focus
Discover Possibilities
Plan the Action
Remove Barriers
Recap
S7 (2-2)

14. Step 1 - Establish Focus For the meeting For the task For the gap

15. Step 2 – Discover Possibilities
Ask powerful questions
Quiet your mind
Listen non-judgmentally
Paraphrase
Draw out consequences
Share personal experiences
S9 (2-4)

16. Step 3 – Plan the Action Guide development of an action plan
Focus on the desired outcome
Divide into “byte size” chunks
Set target dates for completion
Define parameters to guide actions
Identify role overlap
Discuss how this project fits within the organization
S10 (2-5)

17. Step 4 – Remove Barriers Ask questions to explore resource needs
Clarify actions needed to clear barriers
Support by ensuring cooperation
S11 (2-6)

18. Step 5 - Recap Ask the individual to review the meeting
Gain commitment to take action
Re-emphasize your support and what you will do
Establish accountability
S12 (2-7)

19. Live Coaching Practice 2 Rounds (7 minutes each) Timing Scenario
A coaches B
B coaches A
Timing
5 minutes coaching session
2 minutes feedback (coach then coachee)
Scenario
1 person plays business owner, 1 plays foreman/team leader
Foreman is not adequately leading/monitoring the job & his team’s performance
S32 (3-18)

20. The power of an idea is only in its implementation…

21. What we have talked about
Week 1 - Vision, Mission, Big Picture Strategy
Week 2 – Effective Financial Management
Week 3 – Creating a Budget/Profit Plan for 2012
Week 4 – Marketing Strategy
Week 5 – Marketing Tactics
Week 6 – Job Profitability and Production
Week 7 – Client Process System
Week 8 – Company Meetings
Week 9 – Leadership, Delegation & Culture
Week 10 – Business Planning/Strategy

22. Company Values
Provide guidelines on how to proceed as one pursues organizational purpose.
Answer the questions “What do I want to live by?” and “How?”
Describe behaviors that demonstrate that the value is being lived.
Review company or organizational values.
(5 min.)
Presented by Tony Ande, MBA, CPA

23. What is our Mission? What is our reason for being?
What are our guiding principles?

24. Mission Statement
A clear statement of your company’s long-term mission. Try to use words that will help direct the growth of your company, but be as concise as possible.

25. What is your Business Model?
A business model describes the rationale of how an organization creates, delivers and captures value
What is your reason for existence?
What do you bring to the marketplace?
What is the structure of your operations?
How are you rewarded for what you do?

26. What business am I in? What do I do? What do I bring to the market?
Value Proposition: The bundle of products and services that create value for a specific customer segment
Who are my target markets?
Customer Segments: The different groups of people or organizations your business aims to reach and serve

27. Core Competencies What factors will make the company succeed?
What are your major competitive strengths?

28. Where do I want to go? What is my Vision for the company? Long term
Short term

29. How do we get there from here?
What is your current situation - where are you now?
How do you see the business some time in the future - where do you want to get to?
What are your strategies for how you are going to get there?
What are your specific goals to be reached by particular dates so you can track your progress as you go?

30. Goals One year goals Five-year goals
State specific measurable objectives
State market share objectives
State revenue/profitability objectives
What are your plans for the future of the business?
Growth? If so, at what rate and how will you achieve it?

31. Strategies How are you going to go about achieving your goals?
What are the actions steps to carry out your strategies?
What are your time frames for these?

32. SWOT analysis SWOT ANALYSIS Internal Assessment Of The Organization
External Assessment Of The Environment
Internal Assessment Of The Organization
SWOT
ANALYSIS
Strengths
Threats
Weaknesses
Opportunities

33. Strengths And Weaknesses – Looking Within

34. Scanning The External Environment
Industry
Competition
Technology
Customers
Shareholder Circumstances
Business Environment
The Business

35. What’s next?

36. Review
Review the tools and ideas you’ve gotten from this 10 week Intensive
Review your Values, Mission and Vision
Review your 1 year goal and 3-5 year goals
Review where you are now (SWOT)

37. Plan
Brainstorm strategies to bridge the gap between where you are now and where you want to be
Write out the strategies you plan to use
Create an Org chart for your company for year 1 and year 5
Create your Budget/Profit Plan for 2012 to achieve your year 1 goal
Write out your Marketing Plan including your Customer Communications Plan for 2012
Create your Marketing Budget by Month
Decide what other tools and ideas from the 10 Week Intensive will fit into your strategies

38. Do
Write out an action plan for next steps to achieve your strategies based on your activities in the planning phase
Decide who will carry out each action
Assign a due date to each action

39. What do you need to succeed in this process?
Set aside planning time
Periodic mini-retreats
Weekly calendared planning (1 hour)
Look for ways to delegate
Employees
Spouse/Business Partner
Outsource
Use organizational tools
Calendar
Smart Phone

40. On the road to becoming an ON TARGET Contractor…

41. What is an On Target Contractor?
Works ON the business
A Leader with a visioN
Known for InTegrity
Accountable to self and company
Applies best business pRactices
Growing personally and professionally
Committed to Excellence
Has an extensive neTwork

42. Leadership Has a clear vision, purpose and values for self & company
Articulates these effectively to team so that team “buys in” to the leader’s vision, purpose and values
Has and is implementing an annual strategic plan
Has and is implementing a 3-5 year business plan
Delegates effectively!
Team members are developing along a career path
Owner can take time away from the business without negative results

43. Finance Accounting system is fully & accurately functioning
Controls are in place to ensure accuracy
On Target Financial Monitoring is up to date and being used effectively as a business tool
Key Metrics are up to date and being used to keep your finger on the financial pulse of your business
Owner reviews Financial Data and Metrics at least monthly and takes action where indicated
An adequate credit line is in place
The business has a good accountant and banker who understand and effectively support the business goals
Company is profitable, solvent and able to finance its growth and reward stakeholders

44. Administration Has functioning operating systems
HR Systems – hiring & recruiting procedures, job descriptions, performance management system, employee manual
Policies/Procedures for all key activities
Technology/software are in place and being used effectively including effective network and backup systems
Has an effective customer process flow with all employees “buying in” and implementing
Has an Employee Training program
Offers employee benefits & growth path to encourage long term employment for good employees
Has a Performance Review process in place
Has an office/shop that is suitable for current & planned growth
Has appropriate support personnel to manage present & upcoming growth

45. Marketing & Sales Has a Marketing Plan with the following components
Marketing Strategy – with target markets, and strategy for each
Marketing Budget - with breakdown for each strategy
Marketing Timeline – when each strategy is to be launched or otherwise acted upon
Measures the ROI on each Marketing strategy
Has an effective system to stay in contact with customers and potential customers
Evaluates periodically, the target markets, niches and marketing strategies to ensure that they are still in line with current growth plans, market changes, and new initiatives
Invests in Education & Training for sales team (including mentoring by owners or other sales team)
Measures the effectiveness of sales team

46. Innovation Growing personally and professionally
Looking for better ways achieve your business goals and to serve your target markets
New products
New services
New methods of service delivery
New marketing opportunities
New ways to deliver your marketing message
New ways that technology can serve your business
New trends that serve your market
New ways to differentiate your company

47. Rewards of being “On Target”
Become more profitable
Be able to reward shareholders and key employees
Achieve your business goals
Make timely changes to your strategy
Improve quality of life both personally and professionally
Develop a great support group and good friends with whom to celebrate your progress

48. Implementation Steps
Set appointment for consultation if you haven’t already
Call Linnea Blair at or
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