The Growth Guy

Predator vs. Prey; Scrum; Daily Sales Routine

"...keeping you great"

HEADLINES:

Predator vs. Prey -- if you want to reduce your anxiety, become the predator vs. the prey. The NY Times had an interesting article on the importance of "hunches" -- particularly when it comes to avoiding danger. And anxiety tends to reduce hunches. Notes the article "in the Army study of I.E.D. detection, researchers found that troops who were good at spotting bombs in simulations tended to think of themselves as predators, not prey. That frame of mind by itself may work to reduce anxiety, experts say." Are you on the offensive during this downturn or playing defense? Playing not to lose or playing to win? Warning, this article has a bitter sweet ending. 

SCRUM, Used to Develop Software, is an Excellent Project Management Tool -- I mentioned this in an earlier insight -- and at the heart of the SCRUM process is a 15 minute daily huddle. Tom Ball, head of London-based Cognac which specializes in helping companies communicate anything in 10 minutes, pointed me to an excellent Wikipedia overview of SCRUM including the rules of the 15 minute huddle (parallels our approach to the daily huddle). Take a few minutes to review this process or go right to section 4 on the daily scrum.

Highs, Lows, and Need to Knows -- Daily Feedback From Sales -- Nik VanHaeren, President of Ontario-based Uvalux Tanning and Support, sent me a note about their daily data gathering from sales. Notes Nik "I thought I'd share with you one of my favorite management tools. I call it our Highs, Lows and Need to Knows. These are my "tea leaves"... I see a lot of trends, allows me to celebrate successes, find out what's bogging our sales department, and what they are hearing in the industry."

...Three Question Survey -- continues Nik "Everyday, I send a simple survey to our sales team. It has three simple questions on it. What was your high point of the day? What was your low point? And anything you heard that management should need to know? It arrives in their inbox at 4:55pm every day, so the last thing they do before they go home is reflect on their day and get things off their mind. I use Constant Contact to send the survey. It's the first thing that I read in the morning, and I love it. It gives me any key items that I have to look at first thing in the morning. We discuss it at our huddle, and get it done!" It's about seeing trends sooner than your competition and the market.

Barriers to Successful Daily Huddles -- and a CEO from an India-based company sent me the follow reasons why his teams are having a difficult time with their daily huddle -- what they call their D15:

Was busy at that time, was late to work today, was caught up in something urgent "Everything is already in my daily/weekly report. I don't think D15s are required" Boss (myself) was not in the office and could not call in so the D15 was not convened The accountable person for the Sales group did not have good sales to report so he lost interest in D15s "We meet daily anyway throughout the day" Group shrunk down to 2 people due to staff turnover Work is going fine, nothing is stuck, have discussed offline with concerned person, no new great progress to report

Some thoughts. First, like the rules for the SCRUM, the meetings must start and stop on time and be held each day at the same time whether everyone is available or not, including the boss. Second, even though you might get a daily report, there's something about hearing the information which let's another sense process the data and look for patterns. Third, even if you're bumping into each other during the day, specifically focusing on "What's up the next 24 hours; Daily data/metrics; and Stucks?" is critical to everyone hearing the information at the same time and looking for potential opportunities or avoiding train wrecks. Even if it's just two people, taking 15 minutes to review these key questions keeps communication clear. Anyone that's married understands that just because you see each other a lot doesn't mean anything close to clear communication is happening. And if anyone things they are not stuck, is probably really stuck or not pushing the envelope.

If you do the daily properly it will save a number of emails, prevent a number of needless interruptions, and keep everyone connected.

Oops; Mistakes; Help -- plus The Shipping Bloke

"...keeping you great"

HEADLINES:

Oops: 13 Management Practices That Waste Time and Money -- Aubrey Daniels, the world's leading human behaviorist as it applies to running a business and Harvard prof, has just published his latest quick read book (he's also one of the faculty for our Oct 20 -- 21 Growth Summit in Dallas along with Jim Collins, Hermann Simon, David Allen, and Lynne Twist). As a quick reading guide:

Read the story on the bottom of page 6 -- this highlights the power of his approach Go to page 23 to see a list of the 13 practices that management gets wrong -- and pick the one or two that fit your company -- his chapters are a quick read with excellent summary points on what we do wrong and how to do it right Favorite quote is on p 25 "There are cheaper ways to upset people." I'm still chuckling!

I just sent a copy to the CEOs of our top clients and we're already getting back excellent feedback -- it's worth a quick read

Help Each Other -- many of you keep asking for more examples of completed One-Page Plans -- especially using our new format -- and Quarterly Themes. Please, please, please forward last quarter's or last year's plans and themes (we'll black out ALL the numbers and post, so you don't have to do anything but email them) so we have more examples to share on our One-Page Strategic Plan and Quarterly Theme wikis -- and you can go to the wikis to see the samples we have.

The Shipping Bloke: Brad Skelton -- if you think blogs are just for consumer driven businesses, check out Brad Skelton's new blog for the heavy equipment shipping industry. Founder and CEO of Brisbane-based Skelton Sherborne, he's revamped the company and his personal websites and is focused on controlling the ink in his industry. Many of these initiatives came out of his strategy session with Bob Bloom, famous author of Inside Advantage and retired CEO of the fourth largest ad agency in the world (you, too, can engage Bob's services). Under DETAILS below I share his blog launch letter -- I particularly like this line "This blog isn't about Skelton Sherborne or me. It's about you and making sure you are kept up to date with interesting, informative and thought provoking ideas that are relevant to anybody moving heavy equipment around the world." This is why his blog is better and different than most.

Mistakes in Pricing -- and I just received Mark Holden's latest Pricing blog this morning -- it's worth a quick read -- especially the second story (Quiznos pricing which caused revenue to jump 26%) and the short story about C F Martin Company which makes medium to high priced guitars. Seriously consider reading their blog regularly.

Amazon buys Zappos, Seth Godin's Take -- Amazon's biggest deal to date, there was plenty of press yesterday and today after the Wednesday announcement, so I don't need to rehash the $880 million all stock deal ($40 million cash). It was Seth Godin's thoughts that most intrigued me and had me thinking about our own ability to create market value. Take 60 seconds to read his blog; and take your next longer meeting to discuss how you're building a company others might value highly.

Driving Business Valuation -- after Keith Ferrazzi's webcast (Who's Got Your Back), I decided to get serious about building an elegant business and finding someone to push me on building the valuation of Gazelles, so I've asked a close friend with experience in this area to think with me and push me to increase Gazelles' valuation 10 fold -- he's starting by valuing, from an investor's standpoint, Gazelles today. Part of the reason for this push is that I figure I can't fight the government in terms of dramatically raising our taxes to the highest in the world (what's proposed already pushes us past France and Italy), so instead I need sufficient wealth to weather the storm. You can't be stuck in the middle!

See you in Atlanta -- my last public half-day workshop in the U.S. before moving to Barcelona is next Thursday, July 30. You have six, maybe 18 months, to grab market share -- I'll be sharing the tools and techniques to take advantage of this once-in-seventy-years opportunity.

DETAILS

Here's Brad's launch letter for his blog -- I delayed sharing because I wanted to make sure Brad was serious about keeping it alive, which he has:

Monday, June 22, 2009
Personal invitation to subscribe to "The Shipping Blokes Blog"
You have received this invitation because you are a personal friend, colleague, client or supplier to my business, Skelton Sherborne - "The Choice of Heavy Industry."

A major overhaul of Skelton Sherborne's and my personal website has just been completed. There are numerous new resources that are relevant to heavy equipment shipping decision makers and it's been re-engineered so it is quicker and more intuitive to navigate than ever before. We also have some new initiatives about the way we communicate with everybody and how we can improve your overall shipping experience.

One of these initiatives is the launch of this Blog. This blog isn't about Skelton Sherborne or me. It's about you and making sure you are kept up to date with interesting, informative and thought provoking ideas that are relevant to anybody moving heavy equipment around the world. It also seeks to provide a platform for shippers of heavy machinery to connect and provide comments that our peers can see and increase awareness of issues that are affecting us. I promise to take these comments on board and try and champion whatever change I can to make shipping easier, more cost effective and safer, wherever possible.

If all this sounds interesting to you, then I hope you will subscribe to The Shipping Bloke's Blog by Email.

The first Shipping Bloke's Blog will be posted later this week and I hope you will find it interesting reading.

Kind regards
Brad Skelton...The Shipping Bloke.

The Dutch Rock; Two Thousand Thank You's; FSB Media Request

"...keeping you great"

HEADLINES:

The Dutch Rock -- fun fact for your next pool party -- Royal Dutch Shell has taken over the number one spot as the largest company in the world with $458 billion in revenue, beating #2 Exxon and #3 Wal-Mart. And coming in at #9 is another Netherlands-based company, banking giant ING -- wow, two of the top ten based in this tiny, yet powerful European country. FYI, seven of the top ten are oil companies and #10 is Toyota -- our dependency on autos continues to increase. Here's a link to the entire list.

2000 Thank You's -- Andy Bailey, President of NationLink Wireless, shared photos of his latest quarterly theme "2000 Thank You's." Last quarter they had a "Friends" theme focused on adding 132 new clients. They blew away the number and added 156, boosting revenue in June 2X every other month this year or last! In the upcoming quarter they are focused on retention, sending handwritten Thank You notes to clients, vendors, friends -- anyone that makes an impact on the company will receive a card the next day. Notes Bailey "The team is clicking on all cylinders and taking the theme and goal setting process to heart."

Make It Visual and Meaningful With Donation to AHA -- Continues Bailey "We are reporting the number sent, along with who it went to, each morning in the huddle as a KPI and checking off a "heart" on the scoreboard. We've also posted a reminder banner out in front of our offices (see attached photos). We are wrapping it up with a celebration and donation of $2,000 to the American Heart Association at the end of the quarter - $1 for every Thank You that goes out the door. The use of themes, huddles and all the other principles have made our business predictable and kept everyone focused on the important activities that drive revenue and thus success."

It's not too late to set a 3rd Quarter Theme -- pick a measurable focus, give it a name, put up a scoreboard, and set a celebration date -- just do it!!

FSB Media Request -- Doing Business in China -- this note from Malika Worrall "I'm a reporter with FORTUNE Small Business Magazine (published online at www.CNNMoney.com/smallbusiness). I'm looking for interesting businesses partly- or wholly- based in China (or with a large customer base there) to visit during an upcoming trip to China. Given that we're a small business magazine, I'm looking for start-ups or companies with less than $150 million in annual revenue. I would also be interested in hearing from any China-based for-profit social enterprises, by which I mean a company that is aiming to create a social impact and/or environmental impact as well as generate a financial profit. Given that we're a U.S.-based magazine, I'm looking for a company that has some connection to North America -- it would be ideal if one of the founders is North American or has spent a lot of time in the U.S. or Canada. If you think you fit the bill, or know of anyone who does, please contact me ASAP at malika_worrall@fortunemail.com. Thanks, Malika Zouhali-Worrall

Best Advice I Ever Got; Two Lies; Worst Advice; Stimulus Package for Growth Firms

"...keeping you great"

HEADLINES:

Best Advice I Ever Got -- Fortune magazine produced a wonderful series featuring the best advice people like Tiger Woods ever received in their life. For Eric Schmidt, CEO of Google, it was to "hire a coach." He at first resisted the idea since he had been CEO of several successful firms, but John Dorr, the VC behind Google, insisted Schmidt meet Bill Campbell (also Steve Jobs coach) and it proved to be the best advice Schmidt at ever received. Take 60 seconds to read the role of Schmidt's coach and possibly peruse some of the other Best Advice features. And thanks to Matt Heinz, Heinz Marketing for bringing this to my attention.

Guarded Advice -- I'm just returning from leading a workshop for an EO Forum and their executives in Bogota, Columbia. According to the EO members that hosted me (and my limited observations), Columbia is on the mend. Kidnappings are down from several hundred per year to just 40, and those were limited to the jungles. The present President is cracking down on the guerillas, security is visible everywhere (vs. sitting inside like before), and you could see people biking and enjoying what is one of the more beautiful (and clean) cities around the world. And with the challenges of nationalization of businesses in Venezuela and Ecuador, many major firms are setting up shop in Bogota. Its airport is also the largest cargo hub in Latin America. With a 48 hour work week (fun fact), they also seem serious about business. Anyway, my views of Columbia were moderated on this visit.

Worst Advice -- FSB Story Request (July 10 deadline) -- Megan Erickson is working on a story examining the downside to receiving external funding (on a state or federal level--small business grants, commercialization awards, government contracts or stimulus money, etc.) for small businesses and would like to interview small business owners who had negative experiences or setbacks that they attribute to having received grants, awards, and other external funding--as well as if/how they overcame them. Please only respond if you or a small business owner you know fits these exact specifications. Email Megan_Erickson@timeinc.com

Stimulus Package Advice -- take three more minutes and read pages 11 -- 13 of this eBook entitled "The Stimulus Package: What it Means for Growing Businesses". Of particular note:

You can carryback net operating losses (NOLs) in 2008 (tax years beginning or ending in 2008) as far back as five years if you're under $15 million in revenue. Using the longer carryback period ensures that current losses will be fully utilized to produce the largest tax refund possible. This can help with cash flow issues NOW. You can fully depreciate $250,000 in furniture, computer equipment, off-the-shelf software, etc. in 2009 -- and there are other accelerated depreciation bonuses along with limitations if you have over $800k to depreciate. Time to get everyone new computers! Tax credits for hiring certain workers, including veterans. There are certain energy tax credits for going green.

Produced by MyVenturepad in cooperation with SCORE and sponsored by SAP, the eBook explains what the Stimulus means to small and midsize businesses, including an analysis of the tax implications of the stimulus package by small business and tax expert Barbara Weltman.

Parenting Advice -- Two Lies That Will Destroy Your Family -- and Scott Nash, CEO of MOMs Organic Market, sent along a July 4th copy of a newsletter to which he subscribes entitled "Celebrate Calm" which describes the two big lies that can destroy families and all relationships: Lie #1: If you were a good parent/spouse, family life wouldn't be such a struggle and Lie #2: "It's too late." Click here to read. And I particularly identified with (and continue to experience) author Kirk Martin's final point:

HUGE FINAL THOUGHT: The truth is that I made relationships difficult because of my own anxiety, internal tension, stress and rigidity. Plus I just never had tools to communicate differently and understand my family. It's funny how everyone and every circumstance seemed much easier once I changed!

Losing Our Freedom; Most Fragile LInk; Steve Jobs Back; Summer Reading; Teenagers

"...keeping you great"

HEADLINES: (while on vacation -- so more personal)

First, glad Steve Jobs is back -- he officially returned this week, though he was on the Apple campus as early as last week.

We're Losing Our Freedom -- on the eve of Independence Day in the U.S. I have to share the single biggest shocker that struck me while traveling the world with my family the past nine months -- we've slowly lost our freedoms in the U.S. It took being gone for nine months to see it from afar. It's not that we don't have more freedom than others on the planet, it's just that we're losing a lot of freedom we've had. Like the proverbial frog in a pot of hot water, our freedoms have been slowly eroded -- our freedom to make our own decisions, our freedom to do as we choose, our freedom to live without fear of violating some law, even our freedom of speech -- the entire Life, Liberty, and Right to Private Property (how it was originally written) aspect of our Declaration of Independence. I'll be speaking to this subject when my wife and I make a presentation on our trip at the EO Barcelona University this fall.

Join Us in Panama -- our favorite hideaway, Panama, inaugurated a new President this week, WPOer Ricardo Martinelli, a self-made businessman who built one of the largest private companies in Panama, the Super 99 supermarket chain. And his Vice President is YPOer Juan Carlos Varela. I spent last Thursday leading another workshop for the Panama YPO chapter. One of Martinelli's agendas is to institute a 10% flat tax making Panama the Hong Kong of Latin America. And the new Finance and Economic Minister is Alberto Vallarino, one of the wealthiest business owners in Panama as former CEO of Banistmo Bank, which he sold to HSBC for $1.6 billion. Alberto is our neighbor as the developer, with EOer Fernando Duque, of Latin America's premier five-star resort Buenaventura where we own a couple properties.

BuenaVentura Opportunities -- there are some real estate opportunities in Buenaventura -- would love to have you as a neighbor. I particularly recommend the few four-bedroom villas left at the Bristol Hotel in Buenaventura. And you'll be among other business executives and owners including other EOers and YPOers. Contact Tatiana Dominguez if interested (I'm not receiving a penny of compensation nor do they even know I've made this mention -- I'm just bullish on the resort and Panama).

Most Accessible Private Jungle Reserve in the World -- and my two oldest sons joined me for a three day adventure in the jungles of Panama located in what I call "the most fragile link" in the Americas. It's a 10,000 acre private reserve (one of the new rages among the wealthy) located at the narrowest point of Panama (35 miles). It's vital in that birds and animals have just this narrow spot to move between North and South America. And leading the initiative is Nathan Gray, founder of Earth Train, a global organization educating a new group of youth leaders through biocultural restoration. Nathan also brought OxFam to the U.S. and has 40 years of educating youth around the world. And since it?s located just 45 minutes from Panama's International Airport (PTY), it's one of the most accessible (and bug free) jungles in the world. With Wifi and satellite phones, we were also in touch with the world while communing with nature. My sons had a blast.

Teenagers -- having four children, I continue to struggle with the whole parenting role. One of my mentors is Rabbi Baars and his Get Bliss programs. His latest short piece on dealing with teenagers is perfect where he outlines the worse punishment you can administer a teenager! And it helps build the relationship vs. hurt the relationship as does most punishment.

Summer Time Reading -- and I just started the latest biography on Andrew Jackson entitled American Lion: Andrew Jackson in the White House. It's excellent so far.