Ruthless Consistency

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Ruthless consistency. Leaders who are intensely committed to winning are those who are relentless in developing the right focus, creating the right environment and getting the right people.

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Copyright © 2013, Bridgeway Leadership, Inc., all rights reserved | www.bridgewayleadership.com Sponsored by:

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Ruthless Consistency®: Aligning your organization to win …or else!

Michael Canic, PhD

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The history of executing strategic change initiatives …

Ruthless Consistency®

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The history of executing strategic change initiatives …

Quality “67% of companies … quality efforts failed to yield real improvement”

McKinsey & Co. study

Ruthless Consistency®

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The history of executing strategic change initiatives …

Quality “67% of companies … quality efforts failed to yield real improvement”

McKinsey & Co. study

Reengineering “The Economist summarized studies … 85% of (reengineering) interventions fail.”

Management Review

Ruthless Consistency®

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The history of executing strategic change initiatives …

Quality “67% of companies … quality efforts failed to yield real improvement”

McKinsey & Co. study

Reengineering “The Economist summarized studies … 85% of (reengineering) interventions fail.”

Management Review

Mergers & Acquisitions “… up to 77% of all mergers fail to deliver on their financial promise.”

Carleton & Lineberry, “Achieving Post-Merger Success”

Ruthless Consistency®

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The history of executing strategic change initiatives …

Quality “67% of companies … quality efforts failed to yield real improvement”

McKinsey & Co. study

Reengineering “The Economist summarized studies … 85% of (reengineering) interventions fail.”

Management Review

Mergers & Acquisitions “… up to 77% of all mergers fail to deliver on their financial promise.”

Carleton & Lineberry, “Achieving Post-Merger Success”

I.T. Implementations “… 85% of all IT-related projects fail. Of the remaining 15% many haven’t met the original requirements.”

Project Auditors

Ruthless Consistency®

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The history of executing strategic change initiatives …

Quality “67% of companies … quality efforts failed to yield real improvement”

McKinsey & Co. study

Reengineering “The Economist summarized studies … 85% of (reengineering) interventions fail.”

Management Review

Mergers & Acquisitions “… up to 77% of all mergers fail to deliver on their financial promise.”

Carleton & Lineberry, “Achieving Post-Merger Success”

I.T. Implementations “… 85% of all IT-related projects fail. Of the remaining 15% many haven’t met the original requirements.”

Project Auditors

Strategic Planning “… failure rates in the 70% to 90% range …”

Kaplan & Norton, “The Strategy Focused Organization”

Ruthless Consistency®

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#1

The problem…

Ruthless Consistency®

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#1

The problem… is us!

Ruthless Consistency®

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Ruthless Consistency®: Winning

Develop Get Create

Win

Leaders

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#2

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Ruthless Consistency®: Winning

Develop Get Create

Win

Leaders

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Organizational Factors

Performance Factors

Improvement Factors

Ruthless Consistency®: Right Environment

Respect | Trust | Caring

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#3

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Organizational Factors

Performance Factors Purpose • Skills • Resources

Authority • Incentives • Disincentives

Improvement Factors

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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#4 Approach Strategic

Change Execution as a SYSTEM

Ruthless Consistency®: Right Environment

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Organizational Factors

Performance Factors Purpose • Skills • Resources

Authority • Incentives • Disincentives

Improvement Factors

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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Ruthless Consistency®: Right Environment

Leader

Remove disincentives Communicate goals, meaning & expectations

Create incentives Provide training

Give authority Allocate resources

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#5 What you do is not as important as what they

experience

Ruthless Consistency®: Right Environment

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Ruthless Consistency®: Right Environment

People

I don’t feel disincentivized

I have a sense of purpose

I feel incentivized I have the skills

I have the authority I have the resources

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Organizational Factors

Performance Factors

Improvement Factors Feedback • Guidance

Reinforcement • Accountability

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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SMART Feedback!

Ruthless Consistency®: Right Environment

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SMART Feedback!

S Specific!

Ruthless Consistency®: Right Environment

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SMART Feedback!

S Specific!M Measurable!

Ruthless Consistency®: Right Environment

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SMART Feedback!

S Specific!M Measurable!A Accurate!

Ruthless Consistency®: Right Environment

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SMART Feedback!

S Specific!M Measurable!A Accurate!R Relevant!

Ruthless Consistency®: Right Environment

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SMART Feedback!

S Specific!M Measurable!A Accurate!R Relevant!T Timely!

Ruthless Consistency®: Right Environment

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#6

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Organizational Factors

Performance Factors

Improvement Factors Feedback • Guidance

Reinforcement • Accountability

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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What reinforces people: !

Ruthless Consistency®: Right Environment

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What reinforces people: !

$ $ $!

Ruthless Consistency®: Right Environment

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What reinforces people: !

$ $ $!

!

Achievement!

Ruthless Consistency®: Right Environment

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What reinforces people: !

$ $ $!

!

Achievement!Recognition!

Ruthless Consistency®: Right Environment

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What reinforces people: !

$ $ $!

!

Achievement!Recognition!

Growth!

Ruthless Consistency®: Right Environment

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What reinforces people: !

$ $ $!

!

Achievement!Recognition!

Growth!Respect !

Ruthless Consistency®: Right Environment

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What reinforces people: !

$ $ $!

!

Achievement!Recognition!

Growth!Respect !

Fun!

Ruthless Consistency®: Right Environment

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#7

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Organizational Factors

Performance Factors

Improvement Factors Feedback • Guidance

Reinforcement • Accountability

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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The 5-Step Accountability Process !

Ruthless Consistency®: Right Environment

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The 5-Step Accountability Process !1.  Common purpose !

Ruthless Consistency®: Right Environment

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The 5-Step Accountability Process !1.  Common purpose !

2.  Confront reality!

Ruthless Consistency®: Right Environment

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The 5-Step Accountability Process !1.  Common purpose !

2.  Confront reality!

3.  You take responsibility!

Ruthless Consistency®: Right Environment

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The 5-Step Accountability Process !1.  Common purpose !

2.  Confront reality!

3.  You take responsibility!

4.  State your expectations!

Ruthless Consistency®: Right Environment

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The 5-Step Accountability Process !1.  Common purpose !

2.  Confront reality!

3.  You take responsibility!

4.  State your expectations!

5.  Rigorously follow-up!

Ruthless Consistency®: Right Environment

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#8

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#9 Change Management:

If you can’t change the people … change the people

Ruthless Consistency®: Right Environment

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Organizational Factors

Performance Factors

Improvement Factors Feedback • Guidance

Reinforcement • Accountability

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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Leader

Hold accountable Give feedback

Reinforce behavior Provide guidance

Ruthless Consistency®: Right Environment

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People

I am held accountable I receive meaningful feedback

I receive positive reinforcement

I receive helpful guidance

Ruthless Consistency®: Right Environment

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Organizational Factors

Processes • Policies Structure • Infrastructure

Performance Factors

Improvement Factors

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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HR Sales Finance Operations

Ruthless Consistency®: Right Environment

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Service

CEO

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HR Sales Finance Operations

Ruthless Consistency®: Right Environment

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Service

CEO #10

Manage the space between the boxes !

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Organizational Factors

Processes • Policies Structure • Infrastructure

Performance Factors

Improvement Factors

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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Leader

Provide infrastructure Implement processes

Design structure Institute policies

Ruthless Consistency®: Right Environment

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People

The infrastructure supports my work

The processes support my work

The structure supports my work

The policies support my work

Ruthless Consistency®: Right Environment

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Organizational Factors

Performance Factors

Improvement Factors

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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#11 Responsible Management:

Consistent Respectful Supportive Trusting Trustworthy Caring Positive Credible

Ruthless Consistency®: Right Environment

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Organizational Factors

Processes • Policies Structure • Infrastructure

Performance Factors Purpose • Skills • Resources

Authority • Incentives • Disincentives

Improvement Factors Feedback • Guidance

Reinforcement • Accountability

Respect | Trust | Caring

Ruthless Consistency®: Right Environment

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The Right Environment Where everything your people

experience consistently conveys your commitment to winning

Ruthless Consistency®: Right Environment

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Ruthless Consistency®: Right Environment

One Learning!One Question !

One Commitment!

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Ruthless Consistency®: Winning

Develop Get Create

Win

Leaders

57

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Ruthless Consistency®: Winning

Develop Get Create

Win

Leaders

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Does strategic planning sustain focus? • An annual, off-site event

• Lots of flip-chart notes

• A sigh of relief when it’s over

• Get back to the “real” work

• The plan collects dust on a shelf

Ruthless Consistency®: Right Focus

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#12 Stop

Strategic Planning!

Ruthless Consistency®: Right Focus

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Assess What is driving us to change?

Position What do we do? Who are we? What does winning look like?

Implement How do we ensure it happens?

Plan How we do win?

Ruthless Consistency®: Right Focus

Strategic Management

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Assess What is driving us to change?

Position What do we do? Who are we? What does winning look like?

Implement How do we ensure it happens?

Plan How we do win?

Ruthless Consistency®: Right Focus

Strategic Management

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Ruthless Consistency®: Right Focus

1 Assess ATTACK YOUR ASSUMPTIONS

“STEEP” Factors

Market Landscape

Organization

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#13

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STEEP FACTORS • Social

• Technological

• Economic

• Environmental

• Political

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What ultimately drives the success of your business …

Ruthless Consistency®: Right Focus

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Competitive Triangulation

Customers

Us Competitors Perceived Value Gap

Ruthless Consistency®: Right Focus

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#14

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Assess What is driving us to change?

Position What do we do? Who are we? What does winning look like?

Implement How do we ensure it happens?

Plan How we do win?

Ruthless Consistency®: Right Focus

Strategic Management

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2 Position FOCUS, FOCUS, FOCUS

• Purposeful – for whom and why?

• Memorable – concise

• Conversational – invite questions

What We Do Brand Commitment Winning

Ruthless Consistency®: Right Focus

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#15

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We seek to be the best title company in town as viewed by our customers, employees, and competition. We are a customer-oriented and profit-motivated title and escrow company that offers a quality product with excellent service and differentiates itself from its competitors as the best not the biggest. We are a company that does not over-react to market conditions or competitor actions, nor are we strangled by cost control measures; instead, we monitor critical expense areas to ensure bottom line success. We also pride ourselves on our reliability, and we constantly strive to improve the quality of life for our employees – our greatest asset.

We want to be a company that: - Is built on relationships with long term customers – in fact, we consider our customers as our partners in success - Provides quality service, which allows us to grow - Interacts with our customers and welcomes their feedback - Does everything we can to not only assure a pleasant experience for our customers but to exceed their expectations - Pays attention to our people, training them to be more effective and better equipped to serve our customers - Looks for change in all areas and makes it a driving force - Is technologically progressive - Recognizes our civic responsibility, which is not only our obligation but which is just good business - Has a spirit of entrepreneurship that comes from seeing ourselves as a partner with our clients – when they do well because of our service, we will do well

Ruthless Consistency®: Right Focus

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The ‘Mission Statement’

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Assess What is driving us to change?

Position What do we do? Who are we? What does winning look like?

Implement How do we ensure it happens?

Plan How we do win?

Ruthless Consistency®: Right Focus

Strategic Management

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#16 Do less

Take longer Use more resources

Ruthless Consistency®: Right Focus

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#17 Don’t pursue a

sustainable competitive advantage

Ruthless Consistency®: Right Focus

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#18 Your value proposition

can kill you

Ruthless Consistency®: Right Focus

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Value Proposition! - How we attract and retain customers!

People Proposition ! - How we attract, retain and mobilize the right people to ! deliver on the value proposition!

Financial Proposition! - How we organize our business to make a sufficient ! return from delivering on the value proposition!

Ruthless Consistency®: Right Focus

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Three Propositions #19

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Assess What is driving us to change?

Position What do we do? Who are we? What does winning look like?

Implement How do we ensure it happens?

Plan How we do win?

Ruthless Consistency®: Right Focus

Strategic Management

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4 Implement ALIGNMENT

• Performance factors

• Improvement factors

• Organizational factors

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4 Implement COMMITMENT BUILDING

• One Team Meeting

• Communications Management

• Celebrations

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4 Implement EXECUTION MANAGEMENT

• Progress Tracking

• Recalibration

• Master Calendar

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The Right Focus When Strategic Management has

been instituted (not introduced, not implemented, but instituted)

Ruthless Consistency®: Right Focus

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Ruthless Consistency®: Right Focus

One Learning!One Question !

One Commitment!

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Ruthless Consistency®: Winning

Develop Get Create

Win

Leaders

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Ruthless Consistency®: Winning

Develop Get Create

Win

Leaders

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#20

Get the studs!

Ruthless Consistency®: Right People

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Ruthless Consistency®: Winning

Develop Get Create

Win

Leaders

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Ruthless Consistency®: Intelligence

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Michael Canic, PhD

Michael Canic is co-founder and president of Bridgeway Leadership, a strategy + execution consulting firm with offices in the U.S. and Canada. Bridgeway’s purpose: Making Strategy Happen through a relentless focus on alignment, commitment and execution. As a consultant, he has helped hundreds of leaders across North America achieve dramatic results.

Formerly, Michael was responsible for the consulting division of The Atlanta Consulting Group. Prior to that, he spent five years with FedEx overseeing the successful development and implementation of service quality strategy for Western Canada.

As a speaker, Michael has delivered hundreds of invited presentations to audiences in the U.S., Canada, and overseas. He is widely regarded as a dynamic presenter who leaves audiences with fresh perspectives and a multitude of actionable concepts, models and processes.

As a writer, his articles on strategy, change and execution have appeared in national publications. He writes a weekly blog, Ruthless Consistency, a monthly success feature, Bridgeway to Success, and he also posts videos of strategic lessons shot at historical locations around the world – Bridgeway to History. He is currently writing a book: Ruthless Consistency: Aligning your organization to win … or else!

Michael has a PhD in the psychology of human performance. As a coach, he helped lead a university football team to a National Championship. As a volunteer, he has served on boards of directors for professional and cultural organizations, and he also mentors students and young professionals.

An adventure traveler who has been to more than 40 countries, Michael has canoed in the Amazon, journeyed by camel in the Sahara, trekked the mountains of Northern Pakistan, and summitted at 21,000 feet in the Andes.

“In my over 30 years of business, Michael is simply the best management consultant I have ever worked with.”

Tom O’Leary President & CEO Richfield Hospitality Services

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