11750 newton st. | westminster, co 80031 | 303-588-1286 | 1 ©2007 flashpoint! (company name)...
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11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com 1©2007 FlashPoint!
(company name)Stages of Growth X-Ray
Date
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com2©2007 FlashPoint!
Cracking the Code to Your Company’s Growth
“Give a business owner a business plan, help them for a month.
Teach a business owner the tools to grow their business, help them for a lifetime.”
Laurie Taylor, President, FlashPoint!
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com3©2007 FlashPoint!
Taking the Time to THINK About Your Business
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com4©2007 FlashPoint!
Cracking the Code
• It’s NOT about hitting a bulls eye every time
• It’s about KNOWING WHAT YOU DON’T KNOW
• It’s an Attitude
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com5©2007 FlashPoint!
It’s An Attitude
•What do I really want?
•How do I go about getting it?
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com6©2007 FlashPoint!
You Can Predict How to Manage Growth
• There is a model for growth that will improve your chances for success
• Understand the ‘constrictions’ that are occurring, how to identify and release them
• Look at where the ‘circulation’ is happening, how to maintain it and improve upon it
• Identify (company’s) TOP 6 – 8 Initiatives that will have the most positive impact on growth opportunities
• Realize you can get ahead of your growth curve and proactively manage growth
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com7©2007 FlashPoint!
Quick Study Guide
• Fill in the blanks and keep it handy during the session
• Start using a new language of business growth
• Make a commitment to implement at least 2 new ideas from today’s discussion
• Share at least 3 critical ideas that you pick up today with someone in your division
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com8©2007 FlashPoint!
The 7 Stages of Entrepreneurial Growth
Copyright 2006 James Fischer, Origin Institute
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com9©2007 FlashPoint!
The Rules
• The movement from one stage of growth to another begins as soon as you land in any stage of growth
• What you don’t get done in a specific stage of growth does not go away
• Time will make a difference• If you aren’t growing, you are dying
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com10©2007 FlashPoint!
Hidden Agents
• Three Faces of a Leader• Modalities• 27 Challenges/27 Strengths• Builder/Protector Ratio• Non-Negotiable Leadership Rules
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com11©2007 FlashPoint!
Start UpStage 1: 1 – 10 employees• Don’t worry about hitting a bulls-
eye, just hit the target!• Generate income.• Cash flow is biggest challenge.• Risk: High – too many unknowns.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com12©2007 FlashPoint!
Ramp UpStage 2: 11 – 19
employees• Growth is the goal.• Has to generate positive cash flow.• Hiring quality people becomes your
biggest challenge.• Risk: Focused on growth, you forget key
indicators and cash flow gets thin. Disaster could be right around the corner.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com13©2007 FlashPoint!
DelegationStage 3: 20 – 34
employees• CEO-Centric up to now – you have
outgrown the CEOs span of control.• Now -- Enterprise-Centric.• Control must be delegated.• Train supervisory staff to take on more
responsibility and authority.• Staff buy-in is your biggest challenge.• Risk: Lose momentum due to slow
decision making process
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com14©2007 FlashPoint!
ProfessionalStage 4: 35 – 57
employees• Complexity requires advanced
operational and managerial systems.• Must invest in training.• Your ability to have a solid project
management template is your top challenge.
• Trial and error is out. Just hiring more people is not the answer.
• Risk: CEO risks losing firm by saving money on talent.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com15©2007 FlashPoint!
IntegrationStage 5: 58 – 95
employees• Whole company must act together to
create a position of strength.• The right hand needs to know what the
left hand is doing.• Decisions need to be made according to
a plan and a process.• Improving sales is your top challenge.• Risk: Without integration you won’t
obtain efficiencies of scale. Competition will eat you for lunch.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com16©2007 FlashPoint!
StrategicStage 6: 96 – 160
employees• Move from annual planning concept to
multiyear approach.• Staff buy-in is biggest challenge.• Bring on a Board of Directors to help
you create a larger strategic market orientation.
• Risk: Not seeing the larger strategic picture could cause the ‘too little, too late’ syndrome.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com17©2007 FlashPoint!
VisionaryStage 7: 161 – 500
employees• Foster exploration, identify new opps, develop
action plans.• Top challenge is your products/services are
not differentiated in the market place.• Ignite fires of inspiration, innovation and the
spirit of reaching out to new territories.• Be relentless in allowing mistakes in the
pursuit of new endeavors.• Risk: Management’s efforts to professionalize
the company can crush the entrepreneurial spirit so necessary to maintain a competitive edge.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com18©2007 FlashPoint!
Flood Zone
Copyright 2006 James Fischer, Origin Institute
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com19©2007 FlashPoint!
Wind Tunnel
Copyright 2006 James Fischer, Origin Institute
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com20©2007 FlashPoint!
The Three Gates of Focus
Profit GateProfit Gate People GatePeople Gate Process GateProcess Gate
Copyright 2006 James Fischer, Origin Institute
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com21©2007 FlashPoint!
Three Gates of Focus
• Revenue/Profit Gate– Predicting growth by maximizing and
anticipating revenue, protection and capacity issues
• People Gate– Building competency and innovation
through the conscious development of people
• Process Gate– Transforming complexity into clarity through
systems
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com22©2007 FlashPoint!
Three Gates of Focus
Stage 1
Stage 2
Stage 3
Stage 4
Stage 5
Stage 6
Stage 7
ProfitPeopleProcess
ProfitProcessPeople
PeopleProfitProcess
ProcessProfitPeople
ProfitPeopleProcess
PeopleProfitProcess
PeopleProcessProfit
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com23©2007 FlashPoint!
Hidden Agents• These are agents that lie beneath the
surface of your company and create obstacles to a company’s growth
• On the surface, the issue looked much different than what it really was
• The ability to address what was going on didn’t seem to identify the real cause
• These become constrictors if left alone
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com24©2007 FlashPoint!
What Leadership Face Are You
Wearing Today?• Visionary: Can take the most
insignificant situation and turn it into an opportunity.
• Manager: Creates order and focuses on the pragmatic systems and procedures that make the company run well.
• Specialist: Is action oriented and detail focused, driven to complete tasks and centers on results, not ideas.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com25©2007 FlashPoint!
Three Faces of A Leader
Stage 1
Stage 2
Stage 3
Stage 4
Stage 5
Stage 6
Stage 7
Visionary
40%Manager
10%Specialis
t50%
Visionary
40%Manager
20%Specialis
t40%
Visionary10%
Manager60%
Specialist30%
Visionary10%
Manager70%
Specialist20%
Visionary
30%Manage
r60%
Specialist
10%
Visionary
45%Manage
r50%
Specialist
5%
Visionary
75%Manage
r20%
Specialist
5%
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com26©2007 FlashPoint!
The 27 Challenges Exercise
• Review results of Challenges/Strengths exercise
• Create discussion and get consensus
• Determine which issues should be noted for final initiatives
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com27©2007 FlashPoint!
Top Business Challenges & Strengths
Strengths• Cash Flow• Limited Capital• Project Management• New Staff Orientation• Market Changes• Anticipating Problems
ChallengesCustomer MigrationEmployee TurnoverFlexible PlanningUnclear ValuesResistant to ChangeMarketing Position
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com28©2007 FlashPoint!
Challenges By Stage of Growth
Stage 1 – 1 to 10 employees• Cash Flow• Destabilized by Chaos• Slow Product Development And
Getting to Market• Limited Capital to Grow• Improve Sales
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com29©2007 FlashPoint!
Challenges by Stage of Growth
Stage 2 – 11 to 19 employees• Hiring Quality People• Improve Sales• Cash Flow• Leadership/Staff Gap• Limited Capital to Grow
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com30©2007 FlashPoint!
Challenges by Stage of Growth
Stage 3 – 20 to 34 employees• Staff Buy In• Leadership/Staff Gap• Weak Business Design• Core Values Unclear• Culture Resistant to Change
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com31©2007 FlashPoint!
Challenges by Stage of Growth
Stage 4 – 35 to 57 employees• Weak Project Management• Difficulty Diagnosing Problems• Employee Turn Over• Not Getting Systems in Place• Organization Uniformed About
Company Growth
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com32©2007 FlashPoint!
Challenges by Stage of Growth
Stage 5 – 58 to 95 employees• Improve Sales• Difficulty Forecasting Problems• Cost of Lost Expertise• Weak Business Design• Staff Training
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com33©2007 FlashPoint!
Challenges by Stage of Growth
Stage 6 – 96 to 160 employees• Staff Buy In• Staff Satisfaction/Profit
Relationship Not Seen• New Staff Orientation• Weak Business Design• Hiring Quality Staff
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com34©2007 FlashPoint!
Challenges by Stage of Growth
Stage 7 – 161 to 500 employees• Products Not Differentiated• Inadequate Profits• Slow Getting Offering to Market• Weak Business Design• Marketplace Changes Too Quickly
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com35©2007 FlashPoint!
Builders and Protectors: How Is this Impacting Your
Growth?Builders: A Builder mindset
creates new ideas, takes on new initiatives, finds ways to expand the revenue and profitability of the enterprise. They are risk tolerant and highly supportive of growth.
Protectors: A Protector mindset is cautious and prefers to slow things down. They are risk adverse and highly suspicious of growth.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com36©2007 FlashPoint!
Builder/Protector Ratio Assessment
• Leadership
• Business Fundamentals
• Feeling Respected & Valued
• Implementing Change
• Innovation
• Team Maturity
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com37©2007 FlashPoint!
Builder/Protector Ratios
Stage 1
Stage 2
Stage 3
Stage 4
Stage 5
Stage 6
Stage 7
B/P4:1
B/P3:1
B/P1:1
B/P3:2
B/P2:1
B/P3:1
B/P2:1
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com38©2007 FlashPoint!
Leadership Rules of the Road
• Hidden in each person working at your company are answers to questions not yet asked.
• Start the dialogue that will uncover the questions so you can get to the answers.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com39©2007 FlashPoint!
Template for Initiatives
1.
Action Steps Responsibility Start F o llo w -up
E n d
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com40©2007 FlashPoint!
Capturing Initiatives
1. Improve Cash Flow
Action Steps Responsibility Start F o llo w -up
E n d
Change terms of payment CFO 08/ 10 08/ 12 08/ 20
Call all account in arrears Controller 08/ 15 08/ 16 08/ 20
Negotiate new terms with top suppliers Controller 09/ 01 09/ 02 09/ 10
Evaluate billing process on accounts over $100K Account Mgr 08/ 20 08/ 25 08/ 27
Evaluate sales process/ sales cycle – can this improve Sales Mgr 08/ 10 08/ 20 08/ 30
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com41©2007 FlashPoint!
Communication Plan
• What needs to be communicated
• How will it be communicated
• Meeting protocol• What needs to be
transferred to who• How will you capture
it
• What does CEO know that others need to know
• What do Managers know that others need to know
• What do Staff know that others need to know
• What do Individual Teams know that others need to know
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com42©2007 FlashPoint!
Know Where to Focus
Tune In to What Your Company is
Telling You
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com43©2007 FlashPoint!
Tips on Applying What You Learned Today
• You can proactively manage growth• Apply a language of growth – start with
the 3 Gates of Focus• Recognize the Builder and the Protector
Mindset• Understand the leadership challenges
facing your managers• Tap into the intelligence of every single
person in the company
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com44©2007 FlashPoint!
Key Messages
• The movement from one stage of growth to another begins as soon as you land in any stage of growth.
• What you don’t get done in a specific stage of growth DOES NOT GO AWAY.
• Time will make a difference.• If you aren’t growing you are dying.
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com45©2007 FlashPoint!
Critical Initiatives
• Review the top 6 - 8• Determine who owns each one• Create milestones• Proactively manage your results
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com46©2007 FlashPoint!
The 7 Stages of Entrepreneurial Growth
Copyright 2006 James Fischer, Origin Institute
FlashPoint! Solutions to Ignite Your Business | 11750 Newton St. | Westminster, CO 80031 | 303-588-1286 | www.igniteyourbiz.com47©2007 FlashPoint!
Revelations
• Write down 10 ideas you will walk away with from today’s session
• Share these with each other as you begin to understand how growth is impacting you
• Remember to take time to THINK about your business