how an effective operation sustains growth

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Shepherding Success:How an Effective Operation Sustains Growth, Unleashes Innovation and Wins in the Marketplace

May 15, 2013

Presented by Ethan T. Mayers

Suffern, NY


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Agenda

Introduction

The Small Business Landscape

What is Growth?

4 Essential Planning Steps

Deliberate Action

Satisfice

Iterative Innovation & Change

Expectation & Frame Setting


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Agenda

Introduction


What is Growth?


Deliberate Action

Satisfice




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Small Business Landscape

• What is small?

• 1953 - a firm "independently owned and operated …and not dominant in its field of operation."

• SMEs represent 99.7% of all U.S. employer firms; 99.9% of all firms (employer and non-employer) employ half of all private sector employees and create more than half of the non-farm private U.S. GDP.

• 600,000 new businesses per year, on average

• Of 27.5 million firms in U.S., approximately [ ? ] firms are considered large


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Small Business Landscape

• What is small?

• 1953 - a firm "independently owned and operated …and not dominant in its field of operation."

• SMEs represent 99.7% of all U.S. employer firms; 99.9% of all firms (employer and non-employer) employ half of all private sector employees and create more than half of the non-farm private U.S. GDP.

• 600,000 new businesses per year, on average

• Of 27.5 million firms in U.S., approximately [ 18,000 ] firms are considered large


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Small Business Landscape (U.S.)

• 0.1% will reach $250 million in annual revenue. Only 0.036% will reach $1 billion.

• 70% of new employer firms survive at least two years, 50% at least five years, 33% at least 10 years, and only 25% stay in business 15 years or more

2 Years 5 Years 10 Years 15 Years0%

20%

40%

60%

80%

Chance of Survivability for new firm

% Firms Survive


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Agenda

Introduction


What is Growth?


Deliberate Action

Satisfice




What is Growth?

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Sales & Marketing


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Agenda

Introduction


What is Growth?


Deliberate Action

Satisfice




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What do you do?


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What do you do?

How are you going to do it?


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What do you do?


What are success metrics?


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What do you do?


What are success metrics?

Financial Model

Business


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Agenda

Introduction


What is Growth?


Deliberate Action

Satisfice




Deliberate Action – PUR-CARV

• Purpose

• Understand the Action

• Relevancy / Alignment

• Consequences

• Alternatives

• Realize

• Verify

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Have a reason for everything you do


Deliberate Action – PUR-CARV

• Purpose

• Understand the Action

• Relevancy / Alignment

• Consequences

• Alternatives

• Realize

• Verify

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BehaviorsBetray

Intentions

Have a reason for everything you do


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Agenda

Introduction


What is Growth?


Deliberate Action

Satisfice




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Satisfice

Quest for Perfection

• Can be very costly• Can stifle innovation• Unrealistic in most situations

Satisfice

• Make criteria (no more than 7)• Pick 1st solution that satisfies criteria• Optimized decision making• Can foster innovation • There are times NOT to Satisfice

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The Cost of Perfection

Perfection

Innovation


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Agenda

Introduction


What is Growth?


Deliberate Action

Satisfice




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• Innovation is alternating between convergent and divergent thinking

• Most innovations are tweaks

• Some are Disruptive Innovation (those are good!)

• Iterative Innovation takes both into account and involves everybody in the process



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++

Text

Innovation

Usage Modification

Discovery


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• Market Forces

Idea

Mar

ket


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• Market Forces

• Ability

Mar

ket

Ability

Idea


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• Market Forces

• Ability

• IntuitionM

arke

t Intuition

Ability

Idea


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Agenda

Introduction


What is Growth?


Deliberate Action

Satisfice




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The Rules of the Universe

Rules of the Universe

Purpose

Behaviors

Stated Goals

Remove obstacles – energy and innovation should be spent on bettering the organization, not overcoming hurdles


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ALWAYS DELIVER (or exceed) on expectations

Reset Expectations if needed

Communicate Changes

Set Expectation

s

You have the power to frame

your world!


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Shepherding Success:How an Effective Operation Sustains Growth, Unleashes Innovation and Wins in the Marketplace

May 15, 2013

[email protected]

Presented by Ethan T. Mayers

Suffern, NY

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