© Copyright Gazelles Systems, Inc. 2006-2011© Copyright Gazelles Systems, Inc. 2006-2011
Gazelles Systems, Inc.
5/21/12
How to Make the Right Adjustments Weekly
Execute For Growth
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Monday, May 21, 12
© Copyright Gazelles Systems, Inc. 2006-2011
Let’s Work on 3 Things...
•Brand Promise Guarantee•How to Make Critical Adjustments•13 Week Dashboard
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#1 Brand Promise Guarantee
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© Copyright Gazelles Systems, Inc. 2006-2012
Win more of the Right Customers✦ What guarantee will take the risk
away from customers?✦ Make you stronger and better?
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Execute with 100% Confidence
Execution TestsCore customers buying because of your Brand Promise? Win ratio going up?Stand out from the competition?
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Reduce uncertainty ... for your Customers to try you
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© Copyright Gazelles Systems, Inc. 2006-2012
Let’s Work!
Questions?✦ Where do you need help?
Guarantee?✦ What would differentiate you?✦ Help you win more often?✦ Make you stronger and better?
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Execute with 100% Confidence
Brand PromiseExamples
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© Copyright Gazelles Systems, Inc. 2006-2012
Hostopia
(100% Migration success or $300 back)
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© Copyright Gazelles Systems, Inc. 2006-2012
Rackspace
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Fanatical Support✦ Phone answered in 3 rings✦ Problem solved within 1 phone
transfer
Key Activities✦ Humans answer the phone
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© Copyright Gazelles Systems, Inc. 2006-2012
Red Balloon
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Price Guarantee✦ You pay the same price as going
direct or you get the experience for free
How did this improved them?✦ Tighter logistics with suppliers
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#2 Critical Adjustments
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© Copyright Gazelles Systems, Inc. 2006-2012
Are you able to see when you need to make critical adjustments?
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Rhythm of Weekly Adjustments
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?Execute with 100% Confidence
The QuestionHow Do I know what are the most critical adjustments to make?
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Save Lives & Make Money?
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Execute with 100% Confidence
PHIWork Done / Work Planned
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© Copyright Gazelles Systems, Inc. 2006-2011
4 Tests for the Right KPI
1. Something I want to move?2. Leading Indicator?3. Success Criteria?4. Know how to adjust when needed? (Actions for Red and Yellow?)
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© Copyright Gazelles Systems, Inc. 2006-2011
KPI Creator
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Execute with 100% Confidence
Begin With the End in Mind
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© Copyright Gazelles Systems, Inc. 2006-2012
Leading IndicatorsTo Guide you versus merely measuring what has already happened
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© Copyright Gazelles Systems, Inc. 2006-2012
Train Coming?
Not sure... But I would not want to go anyway...
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© Copyright Gazelles Systems, Inc. 2006-2011
What are we trying to achieve?
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© Copyright Gazelles Systems, Inc. 2006-2012
Q5 Method
Dig Deep!✦ Ask Why/How? 5 times!
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© Copyright Gazelles Systems, Inc. 2006-2011
Dig Deep
Tip: Push beyond the first 2 questions
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© Copyright Gazelles Systems, Inc. 2006-2011
Accountability
Is for Adjustments
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© Copyright Gazelles Systems, Inc. 2006-2011
Leading Indicator With Success Criteria
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© Copyright Gazelles Systems, Inc. 2006-2011
Be Prepared to Adjust
Think Now...You can’t think when you are freaking out!
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#3 Your 13 Week Dashboard
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© Copyright Gazelles Systems, Inc. 2006-2012
Weekly Meeting
80% Solutions 20% Status✦ What’s the company’s plan?✦ What is your contribution?✦ What problem should we solve?✦ Who What When?
Align and Adjust Weekly!
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“Are you coming to school?”Monday, May 21, 12
Adjustments
Action Triggers
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© Copyright Gazelles Systems, Inc. 2006-2012
Learnings/Tips
Do✦ Change your Leading Indicator
based on your business problem and desired outcomes
✦ Rhythm of KPIs• Review and Design quarterly• Do, measure, adjust weekly
Monday, May 21, 12
© Copyright Gazelles Systems, Inc. 2006-2012
13 Week Dashboard
Let’s Work!✦ Take your Leading Indicator
and build a Weekly dashboard✦ What Action for Red?✦ What Action for Yellow?
Monday, May 21, 12
© Copyright Gazelles Systems, Inc. 2006-2012
13 Week Dashboard
What is your focus for the quarter?What are 2 KPIs to help you stay on track?
RedYellowGreen success criteria?Monday, May 21, 12
© Copyright Gazelles Systems, Inc. 2006-2012
What Actions?
You can’t think when you are freaking out!
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© Copyright Gazelles Systems, Inc. 2006-2012
Status Before the Meeting
So you can focus on solutions and actions
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© Copyright Gazelles Systems, Inc. 2006-2011
We Worked on 3 Things...
•Brand Promise Guarantee•How to Make Critical Adjustments•Your 13 Week Dashboard
Monday, May 21, 12
?Execute with 100% Confidence
www.GazellesSystems.comBlog: www.patrickthean.com
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