1. ©2014 Competitive Solutions, Inc. All Rights Reserved1©2014 Competitive Solutions, Inc. All Rights Reserved. Seth Davies Managing Partner, Competitive Solutions, Inc. Leading Your Business Forward: Aligning Goals, People, and Systems for Sustainable Success

2. ©2014 Competitive Solutions, Inc. All Rights Reserved2 ABOUT US Founded in 1991, Competitive Solutions, Inc. is an international consulting firm serving clients in the Americas, Europe, and Asia Offices in Raleigh, NC and Atlanta, GA Authors of several books: Buried Alive – Digging Out of the Management Dumpster and Leaving Your Leadership Legacy April 2013 – Leading Your Business Forward: Aligning Goals, People, and Systems for Sustainable Success Process Based Leadership®

3. ©2014 Competitive Solutions, Inc. All Rights Reserved3 OUR CLIENTS Process Based Leadership®

4. ©2014 Competitive Solutions, Inc. All Rights Reserved4 The CURRENT State of Organizations: Reliance on the 3P’s: Leaders influencing through their defined Position, Proximity, and powers of Persuasion Many leaders “Managing by Personality” Good intentions driving cultures of dependency, not accountability True high performance teams rarely exist as most teams are driven by selective engagement, not collective accountability Process Based Leadership®

5. ©2014 Competitive Solutions, Inc. All Rights Reserved5 The CURRENT State of Organizations: CONTINUED… No shortage of continuous improvement programs, but the operating system to drive sustainment is non-existent Metrics today represent Thermometers, not Thermostats No Leadership Legacy – Organizational changes create vacuums and voids Employees at all levels looking to leaders to provide an operating environment where there is Clarity, Connectivity, and Consistency Process Based Leadership®

6. ©2014 Competitive Solutions, Inc. All Rights Reserved6 NON-NEGOTIABLE PROCESSES RETURNING TO CORE BUSINESS SYSTEMS Process Based Leadership®

7. ©2014 Competitive Solutions, Inc. All Rights Reserved7 Process Based Leadership® THE MODEL

8. ©2014 Competitive Solutions, Inc. All Rights Reserved8 Process Based Leadership® CONNECTIVITY PROCESS A BUSINESS SCORECARD SYSTEM

9. ©2014 Competitive Solutions, Inc. All Rights Reserved9 Process Based Leadership® Is your Scorecard a Thermometer or Thermostat?

10. ©2014 Competitive Solutions, Inc. All Rights Reserved10 Process Based Leadership® Key Outcomes

11. ©2014 Competitive Solutions, Inc. All Rights Reserved11 BUSINESS SCORECARD: A simple and concise tracking tool designed to create a common business language throughout an organization: ARE WE WINNING OR LOSING? BUSINESS SCORECARD: A simple and concise tracking tool designed to create a common business language throughout an organization: ARE WE WINNING OR LOSING? A Business Scorecard Process Based Leadership®

12. ©2014 Competitive Solutions, Inc. All Rights Reserved12 A BUSINESS SCORECARD Connectivity Process

13. ©2014 Competitive Solutions, Inc. All Rights Reserved13 CONNECTIVITY PROCESS Leadership team creates key business focus areas and a standard format No more than 15 goals per scorecard Performance is color coded, Red/Green Visually projected in meeting room so that it sets the tone Are we “winning or losing?” Tone is set within 5 seconds All lower teams develop tactical scorecards to support the key business focus areas Shared ownership for populating data Process Based Leadership®

14. ©2014 Competitive Solutions, Inc. All Rights Reserved14 CONNECTIVITY PROCESS CONTINUED… Team members utilize an action register to address scorecard performance issues Red = corrective action Green for 90 days = metric review Provides “thermostat” application vs. “thermometer” Business scorecards are reviewed in every team meeting as a standard agenda item Process Based Leadership®

15. ©2014 Competitive Solutions, Inc. All Rights Reserved15 Process Based Leadership® CONSISTENCY PROCESS AN ACCOUNTABILITY SYSTEM

16. ©2014 Competitive Solutions, Inc. All Rights Reserved16 Action Register ACTION REGISTER: An accountability tool designed to document critical tasks, ownership responsibilities, and target dates. HOW ARE YOU MOVING THE BUSINESS FORWARD? ACTION REGISTER: An accountability tool designed to document critical tasks, ownership responsibilities, and target dates. HOW ARE YOU MOVING THE BUSINESS FORWARD? Process Based Leadership®

17. ©2014 Competitive Solutions, Inc. All Rights Reserved17 ACTION REGISTER Process Based Leadership®

18. ©2014 Competitive Solutions, Inc. All Rights Reserved18 Process Based Leadership® Designed to be used in the following manner: Meeting Effectiveness – Drives elevated expectations of engagement within meetings Scorecard Effectiveness – Transforms metrics from a “Thermometer” view to a “Thermostat” view Performance Management – Provides data as a measurement of engagement

19. ©2014 Competitive Solutions, Inc. All Rights Reserved19 Accountability Analysis NAME#of Actions Taken # of Actions Completed Value of Actions to the Business Shane773.0 Anna000 Debra200 Adam441.0 Patricia000 Gwen533.0 John000 Linda832.8 What does this data tell the team leader? How should this data be used? Is this data conclusive? Value Key: 1 - Low; 2 - Medium; 3 - High Process Based Leadership®

20. ©2014 Competitive Solutions, Inc. All Rights Reserved20 Process Based Leadership® CLARITY PROCESS A COMMUNICATION SYSTEM

21. ©2014 Competitive Solutions, Inc. All Rights Reserved21 Home Team Meetings = Clarity Action Register Review #1 Scorecard Review Around-the-Table Recognition Pass Up/ Pass Down Action Register Review #2 Meeting Audit The action register brings visibility to accountability. It is a visual representation of who is engaged. Without it, how do you know if activities have been completed? Process Based Leadership®

22. ©2014 Competitive Solutions, Inc. All Rights Reserved22 Home Team Meetings = Clarity Action Register Review #1 Scorecard Review Around-the-Table Recognition Pass Up/ Pass Down Action Register Review #2 Meeting Audit The scorecard needs to be visible to all team members and used as the catalyst of each weekly meeting. Everyone should be able to see if the team is “winning or losing.” Process Based Leadership®

23. ©2014 Competitive Solutions, Inc. All Rights Reserved23 Home Team Meetings = Clarity Action Register Review #1 Scorecard Review Around-the-Table Recognition Pass Up/ Pass Down Action Register Review #2 Meeting Audit Opportunity for each team member to speak about the business, make comment, or ask questions. A lot can be brought to light in 30 to 60 seconds. Process Based Leadership®

24. ©2014 Competitive Solutions, Inc. All Rights Reserved24 Home Team Meetings = Clarity Action Register Review #1 Scorecard Review Around-the-Table Recognition Pass Up/ Pass Down Action Register Review #2 Meeting Audit Employees need to receive public praise for a job well done. An informal, yet sincere “thank you” will provide immeasurable effects. Process Based Leadership®

25. ©2014 Competitive Solutions, Inc. All Rights Reserved25 Home Team Meetings = Clarity Action Register Review #1 Scorecard Review Around-the-Table Recognition Pass Up/ Pass Down Action Register Review #2 Meeting Audit CRITICAL! This is the mechanism that provides linkage between all team members, work groups, and leaders throughout all levels in the organization. Process Based Leadership®

26. ©2014 Competitive Solutions, Inc. All Rights Reserved26 Senior Team Monday 9 AM info Critical information from the leaders needs to be disseminated throughout the organization. It needs to remain unedited and intact. Pass Up / Pass Down Process Process Based Leadership®

27. ©2014 Competitive Solutions, Inc. All Rights Reserved27 info Level Two Monday 11 AM A Senior Team Member leads a team. During the team meeting the info is “passed down” as part of the standard agenda. Pass Up / Pass Down Process Process Based Leadership®

28. ©2014 Competitive Solutions, Inc. All Rights Reserved28 Pass Up / Pass Down Process info Level Three Monday 1 PM A member of that team is also a team leader. (S)he also uses the “pass down” process to provide that critical information. Process Based Leadership®

29. ©2014 Competitive Solutions, Inc. All Rights Reserved29 info Level Four Tuesday 8 AM The following morning the information is “passed down” to the next level in the organization and the processes continues. Pass Up / Pass Down Process Communication: What Works, What Doesn’t, and Why

30. ©2014 Competitive Solutions, Inc. All Rights Reserved30 Pass Up / Pass Down Process info Level Five Tuesday 9 AM The process is successfully completed, and the organization’s leaders know that each employee now has that critical information. Process Based Leadership®

31. ©2014 Competitive Solutions, Inc. All Rights Reserved31 Home Team Meetings = Clarity Action Register Review #1 Scorecard Review Around-the-Table Recognition Pass Up/ Pass Down Action Register Review #2 Meeting Audit Reinforcement of the actions to be taken will help to eliminate ignorance as an excuse. A thorough review of the new action register items will raise the level of engagement and accountability across the organization. Process Based Leadership®

32. ©2014 Competitive Solutions, Inc. All Rights Reserved32 Home Team Meetings = Clarity Action Register Review #1 Scorecard Review Around-the-Table Recognition Pass Up/ Pass Down Action Register Review #2 Meeting Audit Did this advance the business? Did the time we spend in this meeting bring greater Focus, Urgency, and Accountability? Process Based Leadership®

33. ©2014 Competitive Solutions, Inc. All Rights Reserved33 NON-NEGOTIABLE PROCESS DEPLOYMENT Process Based Leadership®

34. ©2014 Competitive Solutions, Inc. All Rights Reserved34 An Organizational Operating System designed to: Drive focus, urgency, and accountability throughout an organization through Non-negotiable Operating Systems Create and sustain a culture of Connectivity, Clarity, and Consistency Create an operating system that allows new employees to assimilate themselves quickly and seamlessly into the overall mission of the installation Serve as an operating platform for sustainment activities such as LEAN, Operational Excellence, ISO, Class A Certification, High Performance Teams, etc… Process Based Leadership®