Today’s Webinar:

SCRAPPY …it’s about choosing to Play Big

Material in this webinar is from Scrappy: A Little Book About Choosing to Play Big by Terri Sjodin with

permission of Portfolio, an imprint of Penguin Publishing Group, a division of Penguin Random House

LLC. Copyright (c) Terri L. Sjodin, 2016.

SPEAKER

Terri L. Sjodin is the author of the National Bestseller,

Small Message, Big Impact and the principal and

founder of Sjodin Communications, a public speaking,

sales training, and consulting firm. For more than twenty

years she has served as a speaker and consultant for

Fortune 500 companies, industry associations, academic

conferences, CEOs, and members of Congress. She

lives in Newport Beach, California.

SCRAPPY

…it’s about choosing to play big!

In this webinar we will discuss:

1.Why getting scrappy is a choice to play big.

2.The three key elements of a successful

scrappy effort.

3.How to cultivate tactical ideas and execute

your next winning scrappy plan.

4.Answers to your questions…

SCRAPPY DEFINED

The notion of “getting scrappy” is bound up in the effort to get

around an obstacle or challenge faster, smarter – in a clever

way, even “against the odds.”

“The exceptional life depends not on working harder, but on

‘different,’ event opposite actions from habit and the crowd.” -Ralph Waldo Emerson

Scrappy \’skra-pē\ adj: Full of fighting spirit—synonymous with having moxie, being feisty,

enthusiastic, gutsy, lively and spunky.

INTRODUCTION

A little backstory… What inspired me to get scrappy for the first time?

WHY GET SCRAPPY

Getting scrappy can help you:

Gain access to a decision maker

Get out of “purgatory” after

getting no response at all

Close a deal

Follow up in a thoughtful way

It’s a choice to play big, or at least big for you.

Example: Danielle Lei (Girl Scout Cookie Story)

Photo Credit: NBC Bay Area News

ARE YOU SCRAPPY?

Q: Is the essence of getting scrappy

found in one’s attitude, a well-crafted

strategy, or ultimately the execution of

an effort?

Attitude

Strategy

Execution

A: The answer is yes – all three!

ATTITUDE

Mindset

Deciding to go changes

the game

Having a scrappy attitude speaks to the “fire

in your belly” and a determined nature or spirit

that can’t really be quantified.

ATTITUDE - MINDSET

“If you want something badly

enough you will find a way. If you

don’t, you will find an excuse.” - Author Unknown

Q: “What pushed you to get scrappy?”

A: They were typically feeling some kind of discomfort. They wanted more,

were bored, frustrated, or angry, or they just wanted a big change and were

irritated enough to push past all of the excuses.

Example: It’s the old adage about the oyster. “The oyster without an irritation

creates no pearl.”

ATTITUDE:

DECIDING TO GO CHANGES THE GAME

Commit and the

ideas will come.

Deciding to play big

stimulates ideas.

Example: The railroad switch.

STRATEGY

A scrappy strategy encompasses all of your efforts:

research, due diligence, and sweat equity – and helps you

channel them in the most productive direction. It’s the

tactical planning necessary to achieve a specific goal.

•Developing your scrappy approach

•Investing in the process

•Cultivating scrappy ideas

STRATEGY:

DEVELOPING YOUR SCRAPPY APPROACH

1. Researching the recipient

2. Timing

3. Keep the long game in mind

STRATEGY:

INVESTING IN THE PROCESS

• A boxer may have a scrappy

attitude, but she had better put in

her time at the gym with a solid

coach and learn about her

opponent before stepping into the

ring with a fierce competitor.

Training and Preparation

• From a tactical perspective, it’s unrealistic to think that you’re

going to magically come up with a truly clever plan without

putting some time, energy, and effort into training for the fight.

Photo Source: DAN CALLISTER/USA TODAY SPORT

(The Players Tribune)

STRATEGY:

CULTIVATING SCRAPPY IDEAS

As you start to think about how to dazzle a key decision

maker, keep in mind that your options are virtually endless.

• Timing: before, during or after

• Small, medium, and large efforts

• Plan when you can – if not, do

the best you can with what

you’ve got

EXECUTION

It’s about putting your plan of action into play. It’s the “go”

phase – the transition from planning into actual engagement.

This is where the risk comes in, but so does the reward.

• Assess your risk tolerance

• Scaling a scrappy culture or

strategy within an organization

• Leave room for serendipity

EXECUTION:

ASSESS YOUR RISK TOLERANCE

Everyone wants to come up with that

spot on gesture that’s just the right

amount of funny, daring, confident,

and inspiring. But sometimes good

intentions can go awry. To avoid that

you will want to assess your risk

tolerance.

Examples: Crash and burn stories

“You can fail at what you don’t want, so you might as well take a

chance on doing what you love!” -Jim Carrey

EXECUTION: SCALING A SCRAPPY CULTURE OR STRATEGY

WITHIN AN ORGANIZATION

Q: Is it possible to scale the concept of

getting scrappy across a larger group of

people within an organization to adapt or

change circumstances as well?

A: Yes! It is driven by leadership…

Example: Crossroads Hospitality/Interstate Hotels and Resorts –

Scrappy 100 to Scrappy 1,000 Sales Blitz

MINI CASE STUDY: CROSSROADS HOSPITALITY/INTERSTATE HOTELS & RESORTS

During its decade of getting scrappy, the company measured

its success in 4 different areas:

1. Building a strong and unique company culture

2. Increasing team effectiveness

3. Increasing market share

4. Increasing individual and overall production

EXECUTION:

LEAVE ROOM FOR SERENDIPITY

It’s important to note that there are

often unpredictable aspects to

getting scrappy.

•The X Factor

•Serendipity

When it comes to getting scrappy,

the magic is in the mix.

EXECUTE YOUR PLAN: PUT YOUR TUSH ON THE LINE

However, some people take so much

time getting ready that they never take

action. If you want your circumstances

to change, you have to stop tinkering

and launch.

Example: What taking action looks

like.

It’s important to take action, but only when you’re ready.

KEY TAKEAWAYS

There is no specific recipe or

exact formula for success when it

comes to getting scrappy, but that

doesn’t mean you can’t learn from

those who have gone before you.

Remember: The process is fluid.

It takes a scrappy attitude, a well-

crafted strategy, and ultimately

the execution of an effort.

Consider the scrappy strategy

action plan checklist inside the

book.

“Try envisioning what the future might look like if your

particular scrappy effort – whatever its size, intensity, or risk –

succeeds. Imagine how that success might ripple throughout

the rest of your career or life.

Remember, you are the main character of your own life story,

and when you get scrappy, it makes for fun and interesting

chapters. Now is the time for your next chapter. Go forward

with hope and get scrappy!”

- Terri Sjodin

Q&A / CLOSING:

For more information about Terri Sjodin or to pre-order

your copies of Scrappy…

Please visit: www.scrappy-thebook.com

Or call us at: (949) 723-3132

*Ask us about the Scrappy Workbook & Study Guide that

accompanies the book with all pre-orders when you

register your purchase at: www.scrappy-thebook.com.

You can use this workbook as part of a book club, study

group or spaced learning program and play big!

SCRAPPY: A Little Book

About Choosing to Play Big Also available as an audio book.