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business foundations
             YOUR VISION, MISSION, AND VALUES

  THE KEY COMPONENTS TO YOUR COMPANY’S GROWTH & SUCCESS
Your most important structural components
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 2 • 32
FOUNDATIONAL ELEMENTS




YOUR COMPANY’S base structure
                                                      Sometimes not the most visible elements, these items
‣   VISION                                            are the DNA of your company. Without them, you are
‣   MISSION                                           a shaky structure subject to manipulation by
                                                      environmental factors.
‣   VALUES
                                                      Do NOT underestimate their importance. Could you
                                                      imagine the United States without a Constitution? It’s
                                                      the same principle.




LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                                      BUSINESS FOUNDATIONS 3 • 32
START WITH VISION




Leadership is vision
A leader has the vision and conviction that
a dream can be achieved. He inspires the
power and energy to get it done.

Ralph Lauren
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 4 • 32
GIVE YOUR COMPANY CLEAR DIRECTION




vision INTRO

Your vision is the blueprint of where you want your
company to be. It is a descriptive picture that has a
long-term perspective, focuses on the future, and
serves as a source of inspiration.




LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)     BUSINESS FOUNDATIONS 5 • 32
BASIC COMPONENTS OF A VISION STATEMENT




vision elements
                                                      Address the key ingredients of who you serve, what
‣   WHO                                               you serve them, and why you do what you do.
‣   WHAT
                                                      Make it pop by integrating some of your culture.
‣   WHY
                                                      Keep it short & sweet - no more than three sentences.
‣   CULTURE


LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                                     BUSINESS FOUNDATIONS 6 • 32
Visionaries - Companies built on vision
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 7 • 32
VISIONARIES




Khan ACADEMY
A free world-class
education for anyone
anywhere.

LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 8 • 32
VISIONARIES




WHole Foods
Whole Foods, Whole People,
Whole Planet.
the full vision appears in their Declaration of Independence




LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)            BUSINESS FOUNDATIONS 9 • 32
VISIONARIES




Amazon.com
Our vision is to be earth's most customer
centric company; to build a place where
people can come to find and discover
anything they might want to buy online.
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 10 • 32
mission statement - your roadmap
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 11 • 32
THE MISSION IS WHAT BRINGS ABOUT YOUR VISION




Making the vision real is your mission
The only way to predict the future is to
have the power to shape it

Eric Hofer
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 12 • 32
HOW YOU WILL REALIZE YOUR VISION




MISSION INTRO
Your vision is the detail on how you intend to get from
where you are now to where you want to be in your
vision. It’s focused on the present, and it speaks to
specific, actionable goals.




                                                          http://www.flickr.com/photos/72213316@N00/6806925270/




LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                                      BUSINESS FOUNDATIONS 13 • 32
BASIC COMPONENTS OF A MISSION STATEMENT




MISSION elements
                                                      Provide some high level detail on how you currently
                                                      aim to realize your vision.
‣   What
‣   How                                               The vision is a lofty, un-ending goal. What are some
                                                      things you do to work towards that every day?
‣   Specific
                                                      Your mission may change, as your company
‣   Revisit                                           undoubtedly will. You may have to revise it
                                                      periodically.




LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                                      BUSINESS FOUNDATIONS 14 • 32
Mission Driven Companies
http://www.designingachampion.com/2012/02/14/the-fork-in-the-road/



LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                  BUSINESS FOUNDATIONS 15 • 32
MISSION DRIVEN COMPANIES




Tom’s shoes
With every pair purchased, TOMS
will give a pair of new shoes to a
child in need. One for One.

LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 16 • 32
MISSION DRIVEN COMPANIES




google
Google’s mission is to organize the world’s
information and make it universally
accessible and useful.

LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 17 • 32
MISSION DRIVEN COMPANIES




St. Jude’s Children’s Research hospital
The mission of St. Jude Children’s Research Hospital is to advance
cures, and means of prevention, for pediatric catastrophic diseases
through research and treatment. Consistent with the vision of our
founder Danny Thomas, no child is denied treatment based on race,
religion or a family's ability to pay.


LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 18 • 32
Core Values
http://www.hqda.army.mil/rio/USConstitution-A.htm



LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 19 • 32
VALUES GO BEYOND GUIDANCE AND CREATIVE CONSTRAINTS




ACTUALIZE YOUR vision
Happiness is that state of consciousness
which proceeds from the achievement of
one's values.

AYN RAND
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 20 • 32
THE BINDING THREADS OF YOUR COMPANY




Core values INTRO
Much like the US Constitution, the core values
represent the fundamental ideals of a company. It
creates a sense of culture. It is the ultimate test of all
company decisions. It binds the company together in
the face of adversity and change.

                                                             http://coxwood.com/about/values/




LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                               BUSINESS FOUNDATIONS 21 • 32
HOW TO SET YOUR COMPANY’S VALUES




VALUES PROCESS
                                                      What do you and the leaders of your organization
  ‣   ALIGN W/VISION + MISSION                        value the most in your company?
  ‣   LIST, RANK
                                                      Length does not matter so much here. It’s about
  ‣   keep short?                                     creative constraints, guiding principles, and a “bill of
                                                      rights” your company will adhere to in all situations.
  ‣   live your values
                                                      Most importantly, will you actually practice what you
                                                      preach? Values are worthless if they are not practiced
                                                      by your company’s leaders.


LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                                        BUSINESS FOUNDATIONS 22 • 32
Value driven companies
http://en.wikipedia.org/wiki/File:Mount_Rushmore_National_Memorial.jpg



LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                      BUSINESS FOUNDATIONS 23 • 32
VALUE DRIVEN COMPANIES




zappos
1. Deliver Wow Through Service                        6. Build Open And Honest
2. Embrace And Drive Change                           Relationships With Communication
3. Create Fun And A Little Weirdness                  7. Build A Positive Team And Family
4. Be Adventurous, Creative And                       Spirit
Open-Minded                                           8. Do More With Less
5. Pursue Growth And Learning                         9. Be Passionate And Determined
                                                      10. Be Humble

LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                          BUSINESS FOUNDATIONS 24 • 32
VALUE DRIVEN COMPANIES




skoll foundation
The following core values inform our mission and guide our actions:
 • Leverage: We seek leverage to achieve “a whole lot of good” from our investment of time and
   resources
 • Respect: We respect the individual and the power of community.
 • Responsibility: Individually and collectively, we embrace a profound sense of responsibility.
 • Tough-Minded Optimism: We are disciplined, rigorous and hopeful.
 • Innovation: Inspired by the social entrepreneurs we serve, we challenge ourselves to innovate
   as well.



LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                               BUSINESS FOUNDATIONS 25 • 32
VALUE DRIVEN COMPANIES




STONEYFIELD ORGANIC
• Healthy food. We will craft and offer the most delicious and nourishing organic yogurts and dairy
  products.
• Healthy people. We will enhance the health and well-being of our consumers and colleagues.
• Healthy planet. We will help protect and restore the planet and promote the viability of family
  farms.
• Healthy business. We will prove that healthy profits and a healthy planet are not in conflict and
  that, in fact, dedication to health and sustainability enhances shareholder value. We believe that
  business must lead the way to a more sustainable future.



LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                              BUSINESS FOUNDATIONS 26 • 32
TIE IT ALL TOGETHER




THE BIG PICTURE
Do you need all these things? Not necessarily. But,
ask yourself this - do you know of any recognized,
growing, and/or successful companies without at
least one of these items?

Don’t leave your company’s future to chance. Paint a
picture of where you want to be, how you want to get
there, and what makes you different (what you value).
It will pay huge dividends to you, your customers, and
your employees.



LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)      BUSINESS FOUNDATIONS 27 • 32
PLEASE VISIT OUR WEBSITE




Lequire THANK YOU
new projects and customers
makes us HAPPY.


LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 28 • 32
THE VISION STATEMENT




LEQUIRE’S VISION
LEVEL THE PLAYING FIELD BETWEEN
startups, SMALL BUSINESSES, AND
LARGE.

LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 29 • 32
THE MISSION STATEMENT




LEQUIRE’S MISSION
OUR mission is TO PARTNER WITH AND GROW
SMALL BUSINESSES and startups BY
PROVIDING EXCEPTIONAL INFORMATION,
CONTENT, AND CONSULTING SERVICES.
LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)   BUSINESS FOUNDATIONS 30 • 32
CORE VALUES




LEQUIRE’S CORE VALUES
• UNPARALLELED QUALITY. FIRST AND FOREMOST, We WILL OFFER PRODUCTS AND SERVICES THAT DELIVER QUALITY
  BEYOND OUR CUSTOMER’S EXPECTATIONS.
• HAPPY CUSTOMERS. WE WILL ENDEAVOR TO DELIGHT OUR CUSTOMERS EVERY TIME, NO MATTER WHAT, WITH
  WHATEVER IT TAKES.
• HAPPY, Healthy PEOPLE. OUR COMPANY IS BUILT UPON OUR PEOPLE, OUR STAFF IS OUR GREATEST ASSET. WE WILL
  NOURISH, ENRICH, AND DEVELOP OUR PEOPLE TO REALIZE OUR MISSION.
• SOCIAL AND ENVIRONMENTAL RESPONSIBILITY. IN EVERY INTERACTION AND IN EVERY PLACE, WE WILL LEAVE IT
  BETTER OFF THAN WHEN WE ARRIVED.



LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)                                BUSINESS FOUNDATIONS 31 • 32
WHO IS LEQUIRE?




JOSH LEQUIRE

I’m a husband, father, and business guy. I love helping
awesome companies grow. Call or write me any time
at josh@lequireconsulting.com or +1 (704) 266-0236.




LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM)       BUSINESS FOUNDATIONS 32 • 32

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The Most Critical Foundations to Your Business's Success - Your Vision, Mission, and Values

  • 1. business foundations YOUR VISION, MISSION, AND VALUES THE KEY COMPONENTS TO YOUR COMPANY’S GROWTH & SUCCESS
  • 2. Your most important structural components LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 2 • 32
  • 3. FOUNDATIONAL ELEMENTS YOUR COMPANY’S base structure Sometimes not the most visible elements, these items ‣ VISION are the DNA of your company. Without them, you are ‣ MISSION a shaky structure subject to manipulation by environmental factors. ‣ VALUES Do NOT underestimate their importance. Could you imagine the United States without a Constitution? It’s the same principle. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 3 • 32
  • 4. START WITH VISION Leadership is vision A leader has the vision and conviction that a dream can be achieved. He inspires the power and energy to get it done. Ralph Lauren LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 4 • 32
  • 5. GIVE YOUR COMPANY CLEAR DIRECTION vision INTRO Your vision is the blueprint of where you want your company to be. It is a descriptive picture that has a long-term perspective, focuses on the future, and serves as a source of inspiration. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 5 • 32
  • 6. BASIC COMPONENTS OF A VISION STATEMENT vision elements Address the key ingredients of who you serve, what ‣ WHO you serve them, and why you do what you do. ‣ WHAT Make it pop by integrating some of your culture. ‣ WHY Keep it short & sweet - no more than three sentences. ‣ CULTURE LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 6 • 32
  • 7. Visionaries - Companies built on vision LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 7 • 32
  • 8. VISIONARIES Khan ACADEMY A free world-class education for anyone anywhere. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 8 • 32
  • 9. VISIONARIES WHole Foods Whole Foods, Whole People, Whole Planet. the full vision appears in their Declaration of Independence LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 9 • 32
  • 10. VISIONARIES Amazon.com Our vision is to be earth's most customer centric company; to build a place where people can come to find and discover anything they might want to buy online. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 10 • 32
  • 11. mission statement - your roadmap LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 11 • 32
  • 12. THE MISSION IS WHAT BRINGS ABOUT YOUR VISION Making the vision real is your mission The only way to predict the future is to have the power to shape it Eric Hofer LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 12 • 32
  • 13. HOW YOU WILL REALIZE YOUR VISION MISSION INTRO Your vision is the detail on how you intend to get from where you are now to where you want to be in your vision. It’s focused on the present, and it speaks to specific, actionable goals. http://www.flickr.com/photos/72213316@N00/6806925270/ LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 13 • 32
  • 14. BASIC COMPONENTS OF A MISSION STATEMENT MISSION elements Provide some high level detail on how you currently aim to realize your vision. ‣ What ‣ How The vision is a lofty, un-ending goal. What are some things you do to work towards that every day? ‣ Specific Your mission may change, as your company ‣ Revisit undoubtedly will. You may have to revise it periodically. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 14 • 32
  • 15. Mission Driven Companies http://www.designingachampion.com/2012/02/14/the-fork-in-the-road/ LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 15 • 32
  • 16. MISSION DRIVEN COMPANIES Tom’s shoes With every pair purchased, TOMS will give a pair of new shoes to a child in need. One for One. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 16 • 32
  • 17. MISSION DRIVEN COMPANIES google Google’s mission is to organize the world’s information and make it universally accessible and useful. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 17 • 32
  • 18. MISSION DRIVEN COMPANIES St. Jude’s Children’s Research hospital The mission of St. Jude Children’s Research Hospital is to advance cures, and means of prevention, for pediatric catastrophic diseases through research and treatment. Consistent with the vision of our founder Danny Thomas, no child is denied treatment based on race, religion or a family's ability to pay. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 18 • 32
  • 19. Core Values http://www.hqda.army.mil/rio/USConstitution-A.htm LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 19 • 32
  • 20. VALUES GO BEYOND GUIDANCE AND CREATIVE CONSTRAINTS ACTUALIZE YOUR vision Happiness is that state of consciousness which proceeds from the achievement of one's values. AYN RAND LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 20 • 32
  • 21. THE BINDING THREADS OF YOUR COMPANY Core values INTRO Much like the US Constitution, the core values represent the fundamental ideals of a company. It creates a sense of culture. It is the ultimate test of all company decisions. It binds the company together in the face of adversity and change. http://coxwood.com/about/values/ LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 21 • 32
  • 22. HOW TO SET YOUR COMPANY’S VALUES VALUES PROCESS What do you and the leaders of your organization ‣ ALIGN W/VISION + MISSION value the most in your company? ‣ LIST, RANK Length does not matter so much here. It’s about ‣ keep short? creative constraints, guiding principles, and a “bill of rights” your company will adhere to in all situations. ‣ live your values Most importantly, will you actually practice what you preach? Values are worthless if they are not practiced by your company’s leaders. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 22 • 32
  • 23. Value driven companies http://en.wikipedia.org/wiki/File:Mount_Rushmore_National_Memorial.jpg LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 23 • 32
  • 24. VALUE DRIVEN COMPANIES zappos 1. Deliver Wow Through Service 6. Build Open And Honest 2. Embrace And Drive Change Relationships With Communication 3. Create Fun And A Little Weirdness 7. Build A Positive Team And Family 4. Be Adventurous, Creative And Spirit Open-Minded 8. Do More With Less 5. Pursue Growth And Learning 9. Be Passionate And Determined 10. Be Humble LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 24 • 32
  • 25. VALUE DRIVEN COMPANIES skoll foundation The following core values inform our mission and guide our actions: • Leverage: We seek leverage to achieve “a whole lot of good” from our investment of time and resources • Respect: We respect the individual and the power of community. • Responsibility: Individually and collectively, we embrace a profound sense of responsibility. • Tough-Minded Optimism: We are disciplined, rigorous and hopeful. • Innovation: Inspired by the social entrepreneurs we serve, we challenge ourselves to innovate as well. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 25 • 32
  • 26. VALUE DRIVEN COMPANIES STONEYFIELD ORGANIC • Healthy food. We will craft and offer the most delicious and nourishing organic yogurts and dairy products. • Healthy people. We will enhance the health and well-being of our consumers and colleagues. • Healthy planet. We will help protect and restore the planet and promote the viability of family farms. • Healthy business. We will prove that healthy profits and a healthy planet are not in conflict and that, in fact, dedication to health and sustainability enhances shareholder value. We believe that business must lead the way to a more sustainable future. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 26 • 32
  • 27. TIE IT ALL TOGETHER THE BIG PICTURE Do you need all these things? Not necessarily. But, ask yourself this - do you know of any recognized, growing, and/or successful companies without at least one of these items? Don’t leave your company’s future to chance. Paint a picture of where you want to be, how you want to get there, and what makes you different (what you value). It will pay huge dividends to you, your customers, and your employees. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 27 • 32
  • 28. PLEASE VISIT OUR WEBSITE Lequire THANK YOU new projects and customers makes us HAPPY. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 28 • 32
  • 29. THE VISION STATEMENT LEQUIRE’S VISION LEVEL THE PLAYING FIELD BETWEEN startups, SMALL BUSINESSES, AND LARGE. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 29 • 32
  • 30. THE MISSION STATEMENT LEQUIRE’S MISSION OUR mission is TO PARTNER WITH AND GROW SMALL BUSINESSES and startups BY PROVIDING EXCEPTIONAL INFORMATION, CONTENT, AND CONSULTING SERVICES. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 30 • 32
  • 31. CORE VALUES LEQUIRE’S CORE VALUES • UNPARALLELED QUALITY. FIRST AND FOREMOST, We WILL OFFER PRODUCTS AND SERVICES THAT DELIVER QUALITY BEYOND OUR CUSTOMER’S EXPECTATIONS. • HAPPY CUSTOMERS. WE WILL ENDEAVOR TO DELIGHT OUR CUSTOMERS EVERY TIME, NO MATTER WHAT, WITH WHATEVER IT TAKES. • HAPPY, Healthy PEOPLE. OUR COMPANY IS BUILT UPON OUR PEOPLE, OUR STAFF IS OUR GREATEST ASSET. WE WILL NOURISH, ENRICH, AND DEVELOP OUR PEOPLE TO REALIZE OUR MISSION. • SOCIAL AND ENVIRONMENTAL RESPONSIBILITY. IN EVERY INTERACTION AND IN EVERY PLACE, WE WILL LEAVE IT BETTER OFF THAN WHEN WE ARRIVED. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 31 • 32
  • 32. WHO IS LEQUIRE? JOSH LEQUIRE I’m a husband, father, and business guy. I love helping awesome companies grow. Call or write me any time at josh@lequireconsulting.com or +1 (704) 266-0236. LEQUIRE BUSINESS CONSULTING (LEQUIRECONSULTING.COM) BUSINESS FOUNDATIONS 32 • 32