Lecture for UIC Class 31 January 2012

Context for Consulting with Entrepreneurs

Person-to-Plan (P2P) Creating Immediate and Sustainable Value Strategic Alignment of People and Things

Copyright © 2005-2012 Hillview Partners Network LLC

ENTR 464 Entrepreneurial Consulting Dr. Annaleena Parhankangas

John R. Dallas, Jr. Founder and Chief Alignment Officer (CAO)

Hillview Partners Network LLC

Tuesday 31 January 2012

Client Confidential and Resource Proprietary

™ ™

People | Performance | Profit

John R. Dallas, Jr.

Founder and Chief Alignment Officer (CAO)


Consultants | Coaches | Speakers

[email protected]

hillviewpartners.com

weneedtohaveaword.com

johnrdallasjr.com

A Vantage Point to Your Advantage™

Introducing

John Dallas

Today’s Guide for Our

HILL Climbing Expedition

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Since 2005 leading Hillview, a network of independent professionals in fields of strategic alignment

President since 1974 of five prior technology-based B2B and B2C service companies:

1. Chicago Title Credit Services, Inc., Chicago / consumer and commercial credit data services

2. CreditComm Services LLC, Fairfax, VA (DC area) / consumer credit data services

3. Market Access Resources Corp., New York / consumer credit data services

4. Group Concepts Capital Corp., New York / consumer credit data services

5. National Business Intelligence Corp., New York / editorial services and electronic publishing

Chairman, Advisory Board, UrbanPonics LLC, a hydroponics (soil-less) grower of produce and flowers

Moderator, Greater Chicago Thought Leadership Forum (ThoughtForum) at Gleacher Center

Leader in inclusive multicultural education and leadership development initiatives for business owners

Keynote speaker, meeting moderator, workshop facilitator, interviewer, and panelist

Guest lecturer at universities, colleges, and other schools

Volunteer leadership in economic development, civic affairs, arts, education, and churches

Majored in Journalism and Mass Communications, Pittsburgh’s Duquesne University,

continued studies in New York at Columbia University

Young


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Younger E.N.T.J.

Activator | Futuristic | Input | Strategic | Achiever

For a smile . . .

Context for Consulting with Entrepreneurs

Person-to-Plan (P2P) Creating Immediate and Sustainable Value Strategic Alignment of People and Things


ENTR 464 Entrepreneurial Consulting Dr. Annaleena Parhankangas



Tuesday 31 January 2012

Client Confidential and Resource Proprietary

™ ™

People | Performance | Profit


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“We do not see things as they are, we see things as we are.” —Anaïs Nin

Reversing risk of misalignment between and among people, money, technology, and other resources.


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Consulting | Coaching | Speaking

Hillview is in the professional services business of . . .

Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™

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The task of leadership is

to create an alignment of

strengths, making our

weaknesses irrelevant. ― Peter Drucker

1. Lead people

2. Manage things

3. Align people and things

A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC


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Your Patterns of In-and-Out Listening

In

Out


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Reversing Risk of In-and-Out Listening


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In In In In In In

Out Out Out Out Out


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O Moments you realized you were Out Listening ( O+ or O- )

││││ Use crosshatch marks for counting “first-time-heard” points

P Pivots you identify as you turn toward new views (Aha!)

? Question marks if you sense you “need more information”

T Takeaways you KNOW you want to use/share TODAY

Y Something new discovered or felt about YOU

Listening More Hearingly Listening with a Third Ear Listening to Your Inner Voice Listening for Each Choice


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Strategically Aligned?

Prospective Buyers

Schools,

Colleges &

Universities

The Media

Buyer

Regulatory

Authorities

Federal YOU

Outsourcing

Economic Reality Boards

Committees

Strategic

Alliances Politics

WHO?

Past, Current and

Future Employees Social Media

Competition

Networking

Public

Quality Control &

Best Practices

Family

Life!

Credit

Q&R

Ad Agencies

IT/MIS

V

E

N

D

O

R

S

Associations &

Foundations

Teams

Diversity

IRS

Faith

Law

Global Needs

& Realities

E-Commerce

PR

The HILL Model™

Seller

HR

Cultural Norms

http://linkedin.com/pub/john-r-dallas-jr/0/3b/668


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Emergency care triage professionals will ask

if you are alert and oriented (A&O) to:

1. Your Name?

2. This Place (i.e., a hospital’s ER)?

3. Today’s Date?

4. Your Purpose for being in the ER?


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In forging strategic alignment between and

among people and things, intentionally

remain alert and oriented (A&O) to:

1. Strengths (first!)

2. Weaknesses

3. Opportunities

4. Threats


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“There’s always at least one S.O.B. at the table who doesn’t get it.” — JFK


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“Let’s get the language right.”


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—The Reverend Dr. Martin Luther King, Jr.


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One Word Can Make the Difference

Copyright © 2005-2012 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected] 23

A single word’s

value to others

and you is

influenced by

your depth of

definition,

breadth of

description, and

scope of view

for the word’s

desired impact.

Acronym Acumen Alignment Appreciation Ascendancy Aspiration Assertiveness Authenticity Civility Clarity Collaboration Commitment Confluence Courage Crucible Delineate Dignity Diligence Diversity Edification Emergence Empathy Engagement Esteem Imperative Influence

Innovation Inquisitiveness Intentionality Mentor Mission Momentum Passion Patience Peace Perspective Persuasiveness Pride Randomness Reach Rejuvenation Resistance Respect Response Restoration Result Success Team Trial Trust Vision Wisdom

Full-Year of 52 Word Chapters

Digital Press

Strategic Alignment of People and Things


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Alignment is Context for a Strategically Focused

Organization of Excellence


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align

c.1410, from M.Fr. aligner, from O.Fr. alignier, from à "to" + lignier "to line," from L. lineare, from linea (see line). Alignment first attested 1790.

verb (used with object) 1. to arrange in a straight line; adjust according to a line 2. to bring into a line or alignment 3. to bring into cooperation or agreement 4. to adjust two or more components 5. to fall or come into line; be in-line 6. to join with others in a cause Dictionary.com Unabridged (v 1.0.1)

Strategic alignment is about forward movement toward a clearly articulated destination —“the end in mind.”

Is every part of your organization moving in the strategic direction you’ve defined?


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Thinking to where your thoughts are going to be . . .

Strategic Alignment is Not Confinement


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Strategic Alignment does not suggest 100% confinement.

Strategic Alignment does not require 100% agreement.

Strategic Alignment does not indicate 100% perfection.


Strategic Alignment does mandate 100% engagement.

Strategic Alignment does require 100% understanding.

Strategic Alignment does succeed with 110%+ effort.




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Aligned (Creates

Alignment)

Misaligned (Destroys

Alignment)

1 2 3 5 6 4

Unaligned

(Passive State) Passive-Aggressive?

0

“Dr. No!”

“St.Yes!” “Windy” (i.e., goes where the wind blows)

Your Aligned Enterprise

You? “Upside-down...”

“Lying down on the job…”

EXERCISE: Imagine where four specific people might fit on this scale:

1. Yourself 2. Your immediate supervisor 3. A peer 4. Someone who reports to you

Forging Strategically Aligned:

Vision

Mission

Plans

People

Money

Technology

Identity


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Brand

Social Platform

Social Network

Marketing

Sales

Advertising

Etcetera

People Money Technology Time

Values Vision Mission Market

Performance Metrics

Motivation Profits Compensation

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Think “Link for Alignment”

Owners/Members Board Chair CEO

EVPs, SVPs, VPs and Other Officers

Directors Managers

Other Decision-Makers

Associates Assistants

Administrators Other Employees

Prospects, Clients, Customers,

Vendors, Media, Communities,

Regulators, et al

Other Constituencies for Strategic Alignment


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“Alignment Chart”

Owners/ Members

Boards of Directors/ Advisors

CEO, C-Level and

Senior Officers

Attorneys, Auditors & Consultants

Senior Executives &

Managers

Employees

Vendors, Suppliers,

Outsourcing Providers

Regulators Media &

Community

Academic Community &

Thought Leaders

CURRENT: Customers/

Clients/ Buyers/

Sponsors

FUTURE: Customers/

Clients/ Buyers/

Sponsors

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Spheres of Influencers

HQ

A

C B

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Constellations of Interdependency (Not Co-Dependency)


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“You cannot solve a problem from the same

consciousness that created it. You must learn

to see the world anew.” − Albert Einstein


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Dig, drill and think

deeper, so we will reach,

climb and stand higher.

High-Impact Leader Lens™ (HILL) for Viewing and Influencing Alignment of People and Things — The HILL Model™

Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.

Copyright © 2005-2012 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]

Courage

Wisdom

Trust

Patience

Align with Wisdom Align with Courage Align with Patience Align with Trust in:

Self Others Process Providence

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Four Key Words for Strategic Thinking The HILL Model™

High-Impact Leader Lens™ (HILL) for Viewing and Influencing Alignment of People and Things — The HILL Model™

Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.


hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]

Beyond knowledge Beyond the obvious Beyond boundaries Beyond life’s stages Beyond history’s ages Beyond trusted sages

To think differently To act decisively To dare boldly To fail insightfully To succeed humbly To accept consequences

With oneself With others With detractors With roadblocks With process With providence

Wisdom Courage Patience


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Asking the Right Questions

Who? What? When? Where? Why? How?

And − what’s “the Wow?”


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Big-Picture Thinking Possibility Thinking Reflective Thinking Shared Thinking Bottom-Line Thinking Strategic Thinking Creative Thinking Innovative Thinking Tactical Thinking Unselfish Thinking Aligned Thinking

“This is a Football.” This also is a Football.

Coach Vince Lombardi’s “Fundamentals”


“Put people first. Put people second. Put people third. Profit of many types follows people, people, people.”


Value is ultimately determined by the buyer, not by the seller.


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Price is ultimately determined by the seller, not by the buyer.

Strategically aligning what a buyer truly values, with what a seller truthfully offers, reverses risk associated with misalignment of the buyer/seller “value exchange.”


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What do buyers truly value in

doing business with you?

?


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Yes, I what I do for a living. Yes, I love the favorable impact I have on lives of the people my work touches. Yes, I love this aspect of my work with people: __________________________ . . .

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What’s love got to do with strategic alignment of people and things?

Copyright © 2005-2011 Hillview Partners Network LLC 54

University of Illinois


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Avoid expressing set-in-stone “opinions.” Choose to offer current “views” that can change with a different point-of-view.


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Choose to offer CLEAR best-effort communication and delivery of messages.


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Avoid using the high-risk word “help” (it is a four-letter word in the business world). Instead choose to offer “support” in ways that do not sound patronizing.


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Return-On-Leadership (ROL) characterizes favorable outcomes that do not yet have metrics for translating results into bottom-line dollars or Return-on-Investment (ROI). There are many types of success that need to be named, framed, claimed and celebrated.


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Y.E.S. = Your Engagement Supports Y.E.S. = Your Effort Solves

Questions and Responses


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100% Agreement is NOT Expected in Strategic Alignment 100% Engagement is Mission-Critical to Strategic Alignment 110% Effort is Essential for Strategic Alignment


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O Moments you realized you were Out Listening ( O+ or O- )

││││ Use crosshatch marks for counting “first-time-heard” points

P Pivots you identify as you turn toward new views (Aha!)

? Question marks if you sense you “need more information”

T Takeaways you KNOW you want to use/share TODAY

Y Something new discovered or felt about YOU

Listening More Hearingly Listening with a Third Ear Listening to Your Inner Voice Listening for Each Choice

Churchill Commencement Address

Persist

Persist

Persist 62

Dallas Engagement Address

Align

Align

Align 63

The Ball is in Your Court


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Chicago, Illinois 60610-7197

312.643.8000

[email protected]

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Twitter: JohnRDallasJr

A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC Client Confidential and Resource Proprietary

Documents

Lecture for UIC Class 31 January 2012