The Agile Scaleup

Secrets of Swagger; Making Things Cool; Cool Gifts; Best Seats and Lunch

"...insights for agile scaleups"

HEADLINES:

You'll find no more powerful confidence boost!
	My endorsement of Secrets of Swagger

Secrets of Swagger -- People with confidence are cool. And cool people have all the fun! Add some attitude to confidence and you have swagger! Randy Cohen,CEO (Chief Energizing Officer) of TicketCity, one of the largest private ticket marketplaces in the US, shares in Secrets of Swagger how ten superstars channeled their power of confidence to amazing success - something he's witnessed from the front row of some of the most incredible events in the world. A bold entrepreneur (how many entrepreneurs sponsor a college bowl game - TicketCity Bowl), Randy's entertaining and insightful book will impact your outlook on business and life - a great read over the holidays. FYI, Randy will give a 10-minute ScaleUpX talk at the upcoming ScaleUp Summit in San Antonio which he and his leadership team are attending as well.

What Makes Things Cool -- designer of Air Force One's iconic blue nose, the Exxon logo, and considered the father of industrial design, the late Raymond Loewy racked the code on what it takes to sell anything new. Notes this important article in The Atlantic subtitled "The Four-Letter Code to Selling Just About Anything":

Loewy believed that consumers are torn between a curiosity about new things and a fear of anything too new.

The Atlantic goes on to note:

As a result, they (consumers) gravitate to products that are bold, but instantly comprehensible. Loewy called his grand theory "Most Advanced Yet Acceptable"-MAYA. He said to sell something surprising, make it familiar; and to sell something familiar, make it surprising.

In a similar vein, Jack DeBoer, creator of the extended stay category of hotels, taught me "if you want to innovate, hold everything else constant (what people know) and change just one thing" something he did when he created Residence Inns. Please take 4 minutes to read about iconic examples of MAYA (including B2B proposal writing) and absorb the psychology Loewy harnessed to make things fashionable and cool. Then discuss how to apply to your new products/services and sales process.

Where to Buy Cool Stuff -- one of the things my wife and I miss most living in Barcelona is not having a Costco. With $116 billion in sales in 2016, this Fortune article details the magic behind Costco's "super-culture" - a culture that boasts a 94% retention rate for employees over a year at the company. Co-founded by Jim Sinegal, he was CEO from 1983 to 2012. The key driving philosophy: "Do the right thing" - a phrase Costco employees/managers hear repeatedly throughout a typical day. Please take 3 minutes to read how this retailer can pay the highest wages, offer the lowest prices, maintain a total overhead of just 10%, while providing high quality products.

Giving Cool Gifts -- the author of Giftology, John Ruhlin, shares the keys to giving business gifts that cut through the noise and make a lasting impact. And for the holidays he shares some specific dos and don'ts in this 3-minute Fox News interview - hint, wait until January to give biz gifts! Many of you heard John's ScaleUpX talk at our last Growth Summit in collaboration with Fortune magazine.

Innovative Way to Boost Morale (Gazelles case study) -- using 300 "Employee Recognition Coins" Ben Richter, founder of Bradford Airport Logistics, keeps the power of appreciation front and center inside his rapidly growing and global) firm which helps keep airports safe from terrorism. My latest Huffington Post piece detail show these coins are used to collect success stories each year and drive employee behaviors that have garnered Richter's firm multiple awards. Each coin is numbered and both leadership and customers give these coins to employees for "doing something incredibly right." Please take 2 minutes to scan the article for more details and see a picture of the coin. Then figure out more ways to create and give out trophies, ribbons, plagues, etc. as a way to honor the best in your people.

Best Seats and Lunch - register by Dec 31 with just a deposit of $250/seat for our annual spring ScaleUp Summit and you'll be guaranteed seating in the front-third of the room (equivalent of "orchestra" seating) - and you and your team will receive an invitation to join the "father of influence" Robert Cialdini for a private lunch at the event. Join over 1000 CEOs and leaders of growth firms (typically $5 million to $500 million in revenue) as they outlearn their competition. We have another lineup of the world's #1 biz authors on leadership, marketing, strategy, coaching, and influence - the equivalent of reading a dozen of the top biz books in 48 hours. May 23 - 24, San Antonio. Notes Steve Hall, founder of $170 million DriversSelect:

The line-up for the Fortune Summit in May looks great. At our Q4 retreat this past week our team mentioned how important these summits are to their on-going executive development and are excited to be there again in May.

Join this annual gathering of scaleups and boost your confidence. For more information, click this link.

EXITING: Thinking about selling the business for $40 million or more? Want to get 25% to 200% more than you thought? Request the whitepaper from the Exit StrategiesSummit at Harvard from Denise Richmond at (610) 299-6466 or email at [email protected]

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Align Software puts everyone on the Same Page - Literally! See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer and on your phone.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

Women CEOs; Secret to Fun; Play Their Way; 5 Resorts; Super Bowl Party

"...insights for agile scaleups"

HEADLINES:

Women CEOs Interested in Scaling Up? -- the Committee of 200 (C200) Foundation is launching their next program for women, more info, but first...

Super Bowl Weekend Party? -- more info below, but second...

Be Spontaneous -- this might be the best recent advice I've seen about making an activity more fun - or at least keep it from being less fun. The title of this Fast Company article gives us a hint - "Scheduling Pleasurable Activities Sucks All the Fun Out of Them." Loose plans are fine i.e. "let's do something after work Thursday." Then trading a few WhatsApp messages last minute to nail down the specifics is ironically much more fun than pre-planning a precise time and location. I'm part of a few WhatsApp groups that spontaneously organize activities in Barcelona and I agree it's more fun this way vs. a fixed schedule that feels like "I have another thing to do." Take one minute to scan for more details - then be more spontaneous over the holidays and in 2017!

Play the Way They Want to Play -- this is one of the best parenting ideas I've received. What do each of your children/spouse love to do - then go do it with them! Last week our children had a few holiday days off (there seems to be an extra day off every week in Spain!). Burnt out myself from a busy 2016 I spent an inordinate number of hours playing Pokemon Go with my 9-year-old son Quinn (and exploring Barcelona in detail - this game gets children off the couch and walking/running around) - setting a goal to achieve 15 levels in a week (and we did it!). Anyway, I have similar activities with family members over the holidays including "secret" table tennis lessons with my daughter Jade (spontaneously, I hope!).

Five Extraordinary Hotels Around the World -- looking for a short bucket list of places to vacation? This list of five extraordinary hotels will get you around the globe. For me, seeing the Northern Lights is still something I want to do - and the featured resort in Finland seems like the right way to do this (in style!).

Women CEO's Interested in Scaling Up...the C200 Foundation (top women entrepreneurs) will launch their next Protégé Program this February and there are still a few spots left for women who are highly motivated to scale their business. The two-year program combines mentoring, coaching and the best in professional education (curriculum is based on the Rockefeller Habits Four Decisions™ and is led by Gazelles Certified coach Lisa Ridley). As a peer group, the protégés support one another, hold each other accountable and invest in the success of one another and the group. FYI, current protégés just finished up their 2-year program: average revenue growth was 37%, average increase in profit was 240%! If you're interested or know of a woman entrepreneur who would qualify, check out the requirements and contact info here.

Super Bowl Weekend in the Keys -- combine fun with executive education at The Retreat in Marathon Key, Florida. A perennial favorite, John Ratliff is hosting his annual Super Bowl Weekend gathering of CEOs/leaders of growth firms Feb 2 - 6, 2017. A serial entrepreneur who wears many hats - including that of a Managing Director with investment bank STS Capital partners, and as co-founder of align5, a strategic coaching firm based outside of Philadelphia -- John and his team are hosting a unique opportunity to combine business learning and relationship building with other entrepreneurs in luxurious setting, you should consider attending this event. The cost for the event is $5,000 per person. This will be an intimate gathering, and there are only 4 spots available. Rooms will be filled on a first-come, first-served basis. For more information, please contact Denise Richmond at (610) 299-6466 or email at [email protected].

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Align Software puts everyone on the Same Page - Literally! See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer and on your phone.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

Top 5 Biz Books; Top 2 Leader Skills; Best Non-Fiction Murder Mystery; Verne Harnish Webinar Dec 14

"...insights for scaleups"

HEADLINES:

Verne Harnish "Strategic Thinking" Webinar -- I'll be leading a live webinar next Wednesday 14th December at 12pm ET - more below, but first...

Top 5 Biz Books 2016 -- my annual list is on the newsstand (Fortune Dec. 1) and online. Of the roughly 13,000 biz books published this past year, here are my top 5 for scaleups:

• Confessions of The Pricing Man - Hermann Simon
• Pre-suasion - Robert Cialdini
• Right Away & All at Once - Greg Brenneman
• The Coaching Habit - Michael Bungay Stanier
• How to Have a Good Day - Caroline Webb

Please take 1 minute to read my summary/rationale for choosing each.

Four Additional Books -- the five above were in addition to these three widely popular 2016 (must read) biz books:

• The Third Wave - Steve Case (co-founder of AOL)
• The Ideal Team Player - Pat Lencioni (author Five Dysfunctions of a Team)
• Shoe Dog - Phil Knight (founder of Nike - best biz bio of 2016)

And recommended by VC Brad Feld I just finished Red Notice: A True Story of High Finance, Murder, and One Man's Fight for Justice - the true story of Bill Browder's dealings with/inside Russia - it's a page turner where truth is scarier than fiction.

Worth Doing Wrong -- and this is the title of a book written by one of us - Arnie Malham, founder of cj Advertising (and the Better Book Club). Here is my published endorsement of Arnie's excellent book:

For all the talk about the Googles and Facebooks of the world, what about us mere mortals trying to scale up a midmarket firm? Where do we get role models to help us dominate our industry while creating a wonderful culture for our people? Arnie Malham has done just that. He openly shares, in a quick-read form, his best practices and mistakes made in scaling up cj Advertising--a firm which is number one in its niche. And he's built a company of leaders along the way--a place where everyone can learn and contribute and feel a vital part of cj's success. This is your how-to manual for scaling up a successful and fun organization.

If you're helping lead a scaleup, grab a copy of Arnie's book Worth Doing Wrong: The Quest to Build a Culture that Rocks and enjoy over the holidays.

Meet the Authors -- of the nine biz books highlighted, three keynoted the Growth Summit a few weeks ago (Pat Lencioni, Greg Brenneman, and Hermann Simon). And this spring at the Scale Up Summit Robert Cialdini and Michael Stanier are already confirmed to be in San Antonio May 23 - 24. Cialdini is the "father" of influence, having written THE book on the subject by the same name. Pre-suasion: A Revolutionary Way to Influence and Persuade is his first new book in a decade and its equally breakthrough.

It's What You Do Before You Persuade -- Cialdini found in his research of the most effective persuaders that they do something BEFORE they try to influence someone that has a profound impact on the outcome. The opening story about the alarm system sales person is hugely eye opening. Warning: it's a book you'll need to read a few times, like his classic before. It's why we've booked Cialdini, one of the most legendary biz authors, to be the opening keynote in San Antonio next May. The ability to influence is a foundational skill.

Coaching Replaces Managing -- it's been a theme for 2016. No one wants managed; but everyone needs coached. I've been searching for the right practical guru/book to help us all make the transition. This is why we've asked Michael Stanier, author of The Coaching Habit, to also keynote the ScaleUp Summit next spring. Read the reviews on Amazon to understand how influential Stanier has become in this "new" field. Again, coaching is a foundational skill for all leaders.

Strategic Planning Bonus Chapter -- and just a reminder as we move through the season of strategic planning, there is a complimentary bonus chapter to Scaling Up titled "Strategic Planning" which describes how to prepare for and run the process. You can download at www.scalingup.com

Strategic Thinking Webinar -- Business dynamics are changing right in front of our eyes which is why firms must engage in a routine of strategic thinking. You can't just work on strategy once a quarter or once a year. And in strategic planning sessions we've seen too many leaders focused on costs rather than finding new and unexploited sources of profit. If you fail to nail an effective strategy, you'll waste the next few years of execution. So join me for a live webinar on December 14th at 12PM EST where I'll share keys to an effective strategic thinking session for a strong 2017. Reserve your spot here.

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Align Software puts everyone on the Same Page - Literally! See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer and on your phone.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

2017 Trends; Smell of the Place; 55% Lighter; Two Key Metrics

"...insights for scaleups"

HEADLINES:

Trends for 2017 -- my next Fortune column will look at the top 5 trends for 2017. I would love your input, see below. But first...

The Smell of the Place -- you can often just sense whether an organization is good or bad place to work. The late LBS and INSEAD Professor Sumantra Ghoshal shared an insightful 8-minute presentation at the World Economic Forum many years ago where he made the case that it's more the environment leaders create that determines employee engagement than any attributes of the employees i.e. does your place feel like downtown Kolkata (Calcutta) in the middle of a blazing hot and humid summer or is it more like the breathtakingly beautiful forests of Fontainebleau? It's a wonderful 8 minutes - worth showing during a brown bag lunch or weekly/monthly meeting. Discuss what you might do to improve the work environment/culture. Thanks to coaching partner Georg von Laffert for sharing.

Fontainebleau Forest -- Professor Ghoshal goes on to describe four components of this better environment:

1. Stretch (versus constraint)

2. Discipline (versus compliance)

3. Support (versus control)

4. Trust (versus contract)

This aligns precisely with the techniques/tools in Scaling Up (Rockefeller Habits 2.0):

1. Stretch - he describes the components of our one-page Vision Summary tool
2. Discipline - equivalent to our 10 Rockefeller Habits
3. Support - the need for leaders to be more coaches than managers
4. Trust - the foundation of a healthy team (Five Dysfunctions of a Team)

Not surprising, companies implementing our tools are perennial winners of the Best Places to work awards in their communities, countries, and the world. Keep scaling!

Nature Instructs Airbus -- "Manufacturers Take a Page from Mother Nature" is the title of this WSJ article. Notes the WSJ:

When designers at Airbus Group SE and Autodesk Inc. sat down to re-engineer a divider for jetliner cabins, they found inspiration at low altitude: slime molds and animal bones.

The resulting design weighs less than half the previous divider. There is a 1-minute video at the top of the article detailing the design and process Airbus used to create this innovative part. Then take 2 minutes to read how other firms are discovering similar practical solutions taking lessons from nature. If the link doesn't work, then put the title in Google and it will provide a copy that doesn't require a subscription.

Geoversity (Mother Nature as Teacher) -- join the CEO of Copa Airlines, the CEO of the biomimicry designed kayaks I featured, and 19 other leaders (like my dear friend Rick Sapio) for this pioneering Feb 7 - 12 executive program in Panama. I'm co-chairing along with David Ricketts from Harvard, Brian Dumaine from Fortune, and other top biomimicry, marketing, and organizational experts to explore all the practical ways nature can improve our companies. This is the future of products, services, and work environments. Here's a link for more information

Tracking Two Numbers (Gazelles Case Study) -- My latest HuffPost piece highlights how Sam Hyder revived the nearly 50-year-old company his grandfather started by making some painful decisions and learning how to keep it profitable on a daily basis by tracking two critical numbers. Results: he stopped the bleeding, reversed a severe downturn in revenues, and will see the firm hit $30 million in revenue this year with record profits. Take 2 minutes to read this latest "how to" case study.

Input - Trends for 2017 -- For my next Fortune column, I am writing about key trends affecting leaders in 2017. What trends in the economy, your industry and your life outside of work will affect how you and your business perform in 2017 in a big way? Which trends are over-hyped? I'd like to hear anecdotes from your business. Please include your company name, city, company size (in revenue and number of employees), and your job title - email directly to [email protected].

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Align Software puts everyone on the Same Page - Literally! See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer and on your phone.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.