Great look at what great companies have in common...

1. Welcome to DNA of Great Companies

2. Objectives Understand the Framework of the Rockefeller Habits

3. Agenda Rockefeller Habits Fundamentals Part 1 - Business Framework - Overview Part 2 – People & Strategy Decisions Part 3 – Execution Decisions & Metrics Part 4 – Planning Rhythm and Cash Decisions 3

5. Approaches/Strategies

6. Leveraging Key Relationships

8. Mindset Required For Success “The greatest discovery of my generation is that man can alter his life simply by altering his attitude of mind.”James Truslow Adams

9. Mindset - Impact on Your Business… Owner/Leader Team Business Customers

10. In difficult times Your Attitude is key… Are You Above or Below the Line? OwnershipAccountableResponsible Results BlameExcusesDenial Reasons

11. Why do businesses stay where they are ... ? F E A R alse xpectations ppearing eal

12. To keep moving and growing ... Always ask ... What do I FEAR most? Then Do It ...

13. O E R E = Event R = Response O = Outcome Jack Canfield

14. O E R NEGATIVE Bad Day Great Stuff Economy Lost Client Someone Dies FEAR PESSISISM DOUBT UNGRATEFULNESS QUIT NEGATIVE NEGATIVE NEGATIVE NEGATIVE Event Response Outcome

15. What will kill a business… Chasing BSO’s… Bright Shining Objects… Chasing the next greatest idea…!

16. What is similar about . . . Behavior Only Things You Can CONTROL Thoughts Images

17. What do you choose? Clarity Chaos Fear Faith Power Achievement Atrophy Paralysis Discipline & Focus Distraction & Procrastination

18. O E R Gratitude Faith Belief Optimism Bad Day Great Stuff Economy Lost Client Someone Dies POSITIVE POSITIVE POSITIVE Persistence Event Response Outcome POSITIVE POSITIVE

19. Life and Business Mastery... BE DO HAVE X = Thougts Actions Results

20. Formula for bothPersonal and BusinessSuccess… (V) X (G) X (P) X (A) = S Vision Goals Plans Activities Measure both Personal and Business

21. Formula for bothPersonal and BusinessSuccess… (V)X(G)X(P)X(A)=S Rate each category 1-10 On both a personal and business level A perfect score would be 10 X 10 X 10 X 10 =10,000

22. Formula for bothPersonal and BusinessSuccess… (V)X(G)X(P)X(A)=S 10 X 10 X 10 X 10 =10,000 What if… Personal was low… 2 X 2 X 2 X 2 =16 And Business was high… 7 X 7 X 5 X 5 =1125

23. What do all great companies do? Starbucks, Ritz Carlton, Nordstroms, Apple… Customer Experience WOW Factor “Raving Referrals” Reputation/Brand Customer Mgt Process Effective and Efficient Doing the Right Things Right Internal & External Right People, Rules of the Game, Beliefs/Values Learning/Growing/ Changing “People + Culture” Team Right People on Bus... Right Seats... Doing the Right Things Leadership Vision, Strategy, Communication Setting the bar Keith Cunningham, “Keys To The Vault”

24. Quoting Richard Branson ... “If you can learn to run one business successfully, then there is no reason you can’t run any number of businesses at the same time in any economy….the principles are still the same.”

25. Strategies for Recessionary Markets Many business owners and professionals become paralyzed, literally frozen in fear… The normal reaction is to stop a lot of things we have been doing and hunker down waiting for the business and economy to come back You can either be inactive and reactive or you can be proactive, creative and innovative. Doing nothing strategy leads to loss of customers and sales. If you are not growing… you are dying! Have you postured yourself and your business with a Strategy to survive and flourish now and when the economy turns around!

26. Successes Challenges Opportunities BHAG Issues What are the RIGHT THINGS to FOCUS on? Core Values Brags Brand Promise Threats Key Thrusts and Capabilities 24 24

27. Great Advice for Tough Markets ... “It is not necessary to do extraordinary things to get extraordinary results.” World famous investor World’s 2nd wealthiest man $48 Billion net worth

28. The Economic Facts… without the data! Markets have not disappeared completely Some markets have decreased Some markets are still growing Some markets are contrarian Outsourced/Leveraged service providers are hot Waiting for the economy makes no sense and is fatal Many of your competitors will fail You must fight harder for your fair and unfair shares… Investing in your business is not an option Economies have always cycled back…

29. 22 Great Strategies for Recessionary Markets 1. Market both efficiently and effectively 2- Invest in Training or Learning 3- Evaluate Your Team and Maximize Performance 4- Communicate Now More than ever 5- Quarterly/Monthly Plan for your business success 6- Follow up with existing customers 7- Network and Build Powerful Relationships 8- Strong leadership and great attitude is extremely important 9- Daily/Weekly/Monthly/Quarterly KPI & Business Reviews 10-Manage Cash Flow/Cash Gap/Cash Conversion Cycles

30. 22 Great Strategies for Recessionary Markets 11- Co-market with complimentary companies 12- Seek Referrals from clients and alliances. 13- Develop Customer Retention Programs 14- Create lighter versions/entry services/products 15- Leverage the internet 16- Build innovation into all business processes 17- Clearly differentiate vs. key competitors 18- Add complementary products/services or expand geographically 19- Build faster sales cycles 20- Trim the fat/Eliminate non-producing assets 21- Focus on and Work on the Critical Drivers 22- Hold sacred life/work balance

31. Leveraging Great Relationships “No matter how tough you think you are, you can’t do this on your own…”Tiger Woods - discussing the value of his Coach and Advisory Team

32. Leveraging Key Relationships Your Coach Trusted Advisors Board of Directors Informal Networks Strategic Partnerships/Alliances Entrepreneurs Key Vendors Top Clients Community Leaders Learning Organizations

33. The Long-term Business Landscape Has Forever Changed… Redefined Competitive Markets Accounting and Finance Business Financing Business Valuation In-house vs. Out-source Effectiveness and Efficiency Planning, Planning, Planning… Execution…Testing and Measuring Rate of Change… Unique Selling Proposition/Differentiation Never Stop Building Leverage Customer Experience Innovation/Creativity Leadership Employee Performance/Contribution Learning/Training/Growing/Thinking Organizations

34. So What do truly great businesses do in any economy?

35. 2009 Fast Company’s World’s Most Innovative Companies Team Obama Google HULU Apple Cisco Intel Pure Digital Technologies WuXi PharmaTech Amazon Ideo Innovation as measured on: promising, enlightened, powerful, entertaining, execution, creativity that will redefine our future and point the way to a better tomorrow “What’s dangerous is to not evolve as a company” Jeff Bezos, Amazon

36. 2008 Inc. 500 Fastest Growing Companies Senior Whole Health (Healthcare) Eliason Inc. (Real Estate) Snack Factory (Food/Bev) Torres advanced Enterprise Solutions (Govt Serv) Group Gemstone (Real Estate) Just Like Sugar (Food/Bev) Greenline Industries (Energy) Zorch (Web) Harley Stanfield (Real Estate) Amir Amirfar and Asoc. (Arch/Eng) Influence – Trends – Relevant – Hardworking- Passion Ego-cide- Innovative –Niche – Cutting Edge- Innovative Focus – Incensed – Urgency – Speed – Focus “ Whatever it takes”

37. 2009 Fortune Best Companies To Work For Net Ap Edward Jones Boston Consulting Google Wegmans Food Markets Cisco Genetech Methodist Hospital Goldman Sachs Nugget Market Culture – Values – Learning – Fun – Training – Team Creative – Innovative – Great Perks/Benefits

38. So, what has to change in you and your business?

39. Quoting E. James Rohn ... “Never wish your life were easier ... Wish that YOU were better…” “Work harder on yourself than you do on your job …”

40. Thank you!