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Slide 1: 

The Disciplines of Getting Things Done Secrets of Flawless Execution Presented to the 2020 Group THE GROWTH PARTNERSHIP

Introduction : 

Introduction People on your work team know the firm’s most important goals. People know exactly what they are supposed to do to help achieve the firm’s most important goals. Your team consistently plans together to achieve the most important goals. People on your team know how they’re doing on those goals. 58% 35% 54% 47%

Sustained Superior Performance : 

3 Sustained Superior Performance Disciplined Thought/ Disciplined Action Disciplined People “Level 5 Leadership” Today’s Performance (P) Long-term Performance (PC) Sustained Superior Performance Execution Process / Strategy Implementation

Execution Check : 

4 Execution Check Pg. 44

Execution Framework : 

5 Execution Framework

Execution Happens When… : 

Sounds Simple? Execution Happens When…

Agenda : 

The “Execution Challenge” 2. The 6 Root-causes of Execution Breakdowns 3. The 4 Disciplines of Execution Agenda

The Execution Challenge : 

Question 2: What group of people must learn something new or do something different for us to be successful? Question 1: What is the most important goal of my organisation or business unit? What is it worth? Enabling _____ Synergy _____ Accountability _____ Translation _____ Commitment _____ Clarity _____ Commitment ______ Question 3: Who is modeling the behavior? Who is not yet there, but could get there? Who is never going to get there? Goal: How? Who? Do What Differently? The Execution Challenge

Accounting Firm Execution Challenge : 

75% Client Retention Accounting Firm Execution Challenge

Agenda : 

The “Execution Challenge” 2. The 6 Root-causes of Execution Breakdowns 3. The 4 Disciplines of Execution Agenda

Root-causes of Execution Breakdowns : 

Are they clear about “the goal”? Do they know what is most important? 1. Clarity Root-causes of Execution Breakdowns

Root-causes of Execution Breakdowns : 

Are they clear about “the goal”? Do they know what to do and how to do it? 1. Clarity Do they know the critical activities? 2. Translation Root-causes of Execution Breakdowns

Root-causes of Execution Breakdowns : 

Are they clear about “the goal”? Are they committed to the goal and their role in it? 1. Clarity Do they know the critical activities? 2. Translation 3. Commitment Root-causes of Execution Breakdowns

Root-causes of Execution Breakdowns : 

Are they clear about “the goal”? Do we make it easy for them? 1. Clarity Do they know the critical activities? 2. Translation 3. Commitment Do they Do It? 4. Enabling Root-causes of Execution Breakdowns

Root-causes of Execution Breakdowns : 

Are they clear about “the goal”? Do we work effectively together? 1. Clarity Do they know the Critical Activities? 2. Translation 3. Commitment Do they Do It? 4. Enabling 5. Synergy Root-causes of Execution Breakdowns

Root-causes of Execution Breakdowns : 

Are they clear about “the goal”? Do we hold each other accountable all of the time? 1. Clarity Do they know the Critical Activities? 2. Translation 3. Commitment Do they Do It? 4. Enabling 5. Synergy 6. Accountability Root-causes of Execution Breakdowns

Agenda : 

The “Execution Challenge” 2. The 6 Root-causes of Execution Breakdowns 3. The 4 Disciplines of Execution Agenda

Agenda : 

The “Execution Challenge” 2. The 6 Root-causes of Execution Breakdowns 3. The 4 Disciplines of Execution Agenda

The 4 Disciplines of Execution : 

Discipline 1 The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 1: Focus on the “Wildly Important” Common Thinking: We can effectively accomplish 6, 8, or even 10 important goals at once with excellence. Discipline 1 Reality: The more we narrow our focus the greater our chances of achieving our goals with excellence. The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 1 A goal with significant consequence or value. The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 1 WILDLY Important Goals (WIG) Our most leveraged goals. Goals that drive our vision, make all the difference, and that take us to a new level. Perhaps, failure to achieve these goals renders any of our other achievements inconsequential. The 4 Disciplines of Execution

General Electric - The Power of Focus : 

General Electric - The Power of Focus 1980 1981 45+ business units $25.5 billion revenue Jack Welch (CEO) announces that GE will leave any business line where they cannot hold the leadership position or a very close 2nd place 2000 12 business units $129.8 billion revenue 40-fold increase in stock price Outperformed S&P 500 by more than three times over the two decades

What It Takes to Focus : 

24 What It Takes to Focus Identify what’s wildly important Focus significant activity and resources on it Discipline 1

The Focus – JFK’s Speech to Congress : 

25 “I believe that this nation should commit itself to achieving the goal, before this decade is out, of landing a man on the moon and returning him safely to the earth.” President John F. Kennedy The Focus – JFK’s Speech to Congress Discipline 1

The Commitment of Resources : 

26 “I believe we possess all the resources and talents necessary. But the facts of the matter are that we have never made the national decisions or marshalled the national resources required for such leadership. We have never specified long-range goals on an urgent time schedule, or managed our resources and our time, as to insure their fulfillment. This decision demands a major national commitment of scientific and technical manpower, materiel and facilities, and the possibility of their diversion from other important activities where they are already thinly spread. It means a degree of dedication, organization and discipline which have not always characterized our research and development efforts.” President John F. Kennedy The Commitment of Resources Discipline 1

Charan & Bossidy on Execution : 

27 “Leaders who execute focus on a very few clear priorities that everyone can grasp.” —Execution: The Discipline of Getting Things Done Charan & Bossidy on Execution

Jim Collins on Focus : 

28 Jim Collins on Focus Jim Collins, in Good to Great, calls this focus the “Hedgehog Concept.” He found that great companies tend to focus on “one big thing,” at the intersection of their economic engine, their strategy (or what they can be best in the world at), and their organizational passion. (Recall the 2005 2020 Conference)

Peter Drucker on Focus : 

29 “I have never encountered an executive who remains effective while tackling more than two tasks at a time.” —Peter DruckerManagement Guru Harvard Business Review, June 2004 Peter Drucker on Focus

The 4 Disciplines of Execution : 

Discipline 1 Creating Goals that… ❑ Are Focused (3 or fewer) ❑ Create Line-of-sight ❑ Are Well-crafted (specific|clear|deadline driven) ❑ Have Team Commitment The 4 Disciplines of Execution

WIG Filter : 

WIG Filter

The 4 Disciplines of Execution : 

Discipline 1 Litigation Support Auditing & Accounting Tax The 4 Disciplines of Execution Firm Level WIGs Manufacturing Construction Professional Services

Multiplication of Goals : 

Multiplication of Goals

The 4 Disciplines of Execution : 

Discipline 2 The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 2: Create a Compelling Scoreboard Discipline 2 Common Thinking: Once we have communicated the goal people will know we are serious about it. Reality: They won’t believe we’re serious until we start keeping score. The 4 Disciplines of Execution

Three Types of Measures : 

36 23 Must drive the lag measures Should be sensitive enough to move every week Behavioral, not “quick lag” measures Three Types of Measures

The 4 Disciplines of Execution : 

Discipline 2 Lag Measure Predictive of the Goal Easier to Influence Measures Goal Achievement Harder to Measure Easier to Measure Difficult to Influence The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 2 Compelling Scoreboards… ❑ Are Simple ❑ Are Visual and Highly Visible to the Players ❑ Exist at all Levels ❑ Have the right “Lead” and “Lag” Measures The 4 Disciplines of Execution

Accounting Firm Example : 

Accounting Firm Example Wildly Important Goals and Measures Develop and “Professionalize” the Automotive Niche to achieve desired market position . Develop marketing campaign by June 30. Meet with 15 prospects by October 31. Convert 5 clients by December 31. 2. Develop online accounting systems capabilities for top 50 clients within 12 months. Get system up by June 30. Complete first five pilot companies by November. Bring “five live” every month until August of next year. 3. Achieve the most successful product launch in firm history with Cost Segregation Studies. Generate 20 percent of sales from new clients. Generate 30 percent of sales from referral sources. Generate 50 percent of sales from existing clients. Achieve total revenue of $500K by year-end.

Slide 40: 

40 Personal Scoreboard for Jeff Pawlow Recovery Debtor Aging

The 4 Disciplines of Execution : 

Discipline 3: Think Differently, and Translate New Goals Into Specific Action We think “new and better” and have a process for individually selecting and activating the critical few weekly objectives that will drive the goal. Discipline 3 The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 3: Translate Goals Into Specific Action Discipline 3 The best ideas come from interaction between leaders and the front line. Goals will never be achieved until everyone on the team thinks critically about what must be done to achieve goals and then does it. However, in reality… It’s not uncommon to think… The best ideas come from the leaders. If people know the goal and see the scoreboard, they will know what to do about it… and do it…. The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 3 Key Questions… Do you think “new and better” What are the three most important things I can do this week to impact the scoreboard? The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 3 “New and Better” Einstein’s definition of Insanity? Getting to Synergy: 1+1= The 4 Disciplines of Execution 3 10 100

The 4 Disciplines of Execution : 

Discipline 3 What would it be worth if everyone in your firm actually did the three most important things they could do to move the goal forward each week? The 4 Disciplines of Execution

An Important Question : 

An Important Question

A Typical Week : 

A Typical Week M T W Th F Sa Su

An Effective WIG Week : 

An Effective WIG Week M T W Th F Sa Su

Translate Goals into Specific Action : 

Discipline 3 3 Team Goals 1 2 3 1_______________ Increase Number of Referral Sources 2_______________ 3_______________ Identify 3 New Sources 2 referral meetings Citibank Win-win Citibank Win-win ID 3 Sources Taylor Assoc. Meeting Nic Jones Meeting Translate Goals into Specific Action

The 4 Disciplines of Execution : 

Discipline 4 The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

Discipline 4: Hold Each Other Accountable All the Time Discipline 4 It’s Not Uncommon to think: As long as goals are clear and compelling and people know what to do to achieve them they will remain focused and committed to doing it. However, in reality: The certainty of weekly accountability to the team ensures focus and commitment. The 4 Disciplines of Execution

Hold Each Other Accountable : 

“Follow-through is the cornerstone of execution, and every leader who’s good at executing follows through religiously. Following through ensures that people are doing the things they committed to do.” Larry Bossidy, Execution: The Discipline of Getting Things Done Hold Each Other Accountable

The Weekly Cadence : 

Discipline 2: Maintain and Review the Scoreboard Disciplines 3 & 4: Make Individual Commitments and Report on Activity and Results The Weekly Cadence

The 4 Disciplines of Execution : 

The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

1. Focus on the Wildly Important The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

1. Focus on the Wildly Important 2. Create a Compelling Scoreboard The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

1. Focus on the Wildly Important 2. Create a Compelling Scoreboard 3. Translate Goals into Specific Action The 4 Disciplines of Execution

The 4 Disciplines of Execution : 

“We must all inevitably suffer from one of two pains. Either the pain of discipline or the pain of regret!” Jim RohnBusiness Philosopher and Speaker The 4 Disciplines of Execution

Quote : 

59 “There is a tide in the affairs of men, Which taken at the flood, leads on to fortune; Omitted, all the voyage of their life is bound in shallows and in miseries. On such a full sea are we now afloat. And we must take the current when it serves, or lose our ventures.” —William ShakespeareJulius Caesar Quote 55

Quote : 

60 “The critical ingredient is getting off your butt and doing something. It's as simple as that. A lot of people have ideas, but there are few who decide to do something about them now. Not tomorrow. Not next week. But today.” —Nolan BushnellFounder of Atari Computer Quote 55

If This Is All Just Too Hard… : 

If This Is All Just Too Hard… “The nicest thing about not planning is that failure comes as a complete surprise rather than being preceded by a period of worry and depression.” —Sir John Harvey-Jones

Thank You! : 

Thank You! Jeffrey S Pawlow CEO & Managing Shareholder The Growth Partnership, Inc. jpawlow@thegrowthpartnership.com www.thegrowthpartnership.com (314) 209-0922