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Google Confidential and Proprietary
Google Confidential and Proprietary
R.W. Dean and Associates
• Mission: Help small business owners achieve their vision easier and more affordably.
• Insight• Perspective• Direction• Outcomes
R. W. Dean & Associates
Started in 2003
Over 90 successful engagements
Broad range of clients
Coach…Project leader…Interim exec
Growth Catalyst
Background and Experience• BA – Psychology • MBA – Marketing & Finance• 30 years in sales management, marketing,
business development• From Fortune 500 companies to start-ups.
– Burroughs (Unisys), Apple, Epson, IIMAK• Multiple industries and product categories• All channels of distribution• Sales/Marketing teams from 5 to 100
Google Confidential and Proprietary
“Growth means Change and Change involves Risk, stepping from the Known to the Unknown”
-Anonymous
“My Business Mantra is… ‘Grow or Die’ ”-C. Collins
“The fact is, everyone is in sales”-J. Abraham
Google Confidential and Proprietary
The Growth Culture
Starts at the Top…You Gotta Wanna!...Passion, Work Ethic, Sacrifice
Share the Vision…Earn Trust and Loyalty
Revenue is King…Everyone sells!
Continuous Improvement…Sense of Urgency
Google Confidential and Proprietary
People
Surround yourself with the best…Attract the Best by being the Best!
Recruit 24/7, 365 days per year…Slow to Hire, Quick to Fire…Bench Strength
Accountability: Job Descriptions, Candidate profiles, Performance Reviews…Document!
Top Grading…A, B, C…One great player is worth 3 mediocre ones…Now is the Time
Google Confidential and Proprietary
People
Pay for Performance…Share the Wealth…Celebrate Wins…Ok to fall short
No sacred cows…don’t be held hostage
Outsource it!...Non-revenue producing functions
Google Confidential and Proprietary
Communications
Open, Honest, Direct and Respectful…Trusting Relationships
Active Listening…Empathy…Asking good questions
Make it Personal…Feeling statements
Meetings…Lots of them, but fast and tight
Google Confidential and Proprietary
Communications
Agendas, handouts, on time, alternates, notes/action items within 24hrs…Document!
Intervals…daily, weekly, monthly, quarterly
More offsites…change the scene…eliminate distractions, creative ideas, fresh thinking
Google Confidential and Proprietary
The Power of Teamwork
The Whole is Greater than the Sum of the Parts
Working on two tracks…Day Job plus Team membership…Short term vs. Long term
Meeting intervals…Progress, Problems, Priorities…Document
Continuous Improvement…Keep moving the ball down the field
Peer pressure, competition = motivation
Git ‘er Done!...Pride in performance
Google Confidential and Proprietary
Continuous Improvement
Kaisen (Japan)
Progress vs. Perfection…OK to miss
Failure = The refusal to TRY
Milestones…Eating the Elephant
Celebrate the journey and the destination
Google Confidential and Proprietary
Planning
To speed up, slow down…time out…work on vs. at the business…Stop and Think!
The Roadmap…Proactive vs. Reactive…Start with the outcome and work backwards
Vision, Mission, Values, Strategic Plan (3 to 5 year window)
Annual Plan- Sales Forecast, Business Plan, Budgets, P&L, Cash Flow, Balance Sheet
Google Confidential and Proprietary
Planning
Document…Living, Breathing…Update, Challenge original assumptions
Tracking…the Dashboard, Pre-scheduled review meetings…Visibility
Think BIG…you only go around ONCE!
Google Confidential and Proprietary
Process
Time = the new currency…Manage it, Sell it!...Better, Faster, Cheaper
Every critical business function has steps…Document/Diagram…the Flywheel
Continuous Improvement…Speed up every process…Six Sigma
Time Management…huge ROLE!
Google Confidential and Proprietary
Leadership/Management
People vs. Things or Tasks
Getting things done through other people…Run vs. Walk…Inspire
Outside vs. Inside focus…Travel more…Open mind, fresh thinking,
Best Practices (Wegmans, Try-It Beverage, Stereo Advantage)
Delegate, Stay out of the weeds, Let Go to Grow, Trust!
Google Confidential and Proprietary
Leadership/Management
Simultaneous “Loose, Tight” style…Participative…Consensus building
Align people with your Vision (WIIFM)…Share the Wealth
Lighten up!…Make it a game…Use humor to keep it loose…Have Fun!
Top teacher…Ask questions, tell stories…Lifetime learning culture
Google Confidential and Proprietary
Public Enemy #1
FEAR…of failure, success, hard work, change, making decisions, the unknown
Opposite of Fear: Faith, Hope
Your Job- Lead by Example…Accept fear and do it anyway!
Don’t go it alone…Resources inside and outside…Strength vs. Weakness
Google Confidential and Proprietary
Thank YouRick Dean
R.W. Dean & Associates716-553-6942
