Managing YourEntrepreneurial CEO

Jim JohnstonJohnston Company

Lexington, Massachusetts

Them Us

VPMarketing

VPEngineering

VPSales

VPOperations

CEO CFO

1. Stories2. Stories, Ouch!3. Being Influential4. The Hunt

About Joe

About Jim

My O�ce

130 -123 = 7

Heroes

EmployeesVendorsInvestors

Customers

Entrepreneur

Employees

Vendors

Investors

Customers

a. Make a Lot of Money

a. Make a Lot of Moneyb. Prove Something/Create

a. Make a Lot of Moneyb. Prove Something/Createc. Change the World

a. Make a Lot of Moneyb. Prove Something/Createc. Change the Worldd. Be Autonomous

CEO CFO Future Past Distractable Steady Achievement Compliance Use Risk Avoid Risk Conflict Order Possible Impossible Upside DownsideStubborn Vision Guided by Data

The reasonable man adapts himselfto the world. The unreasonable onepersists in trying to adapt the worldto himself. Therefore, all progressdepends upon the unreasonable man.

– GB Shaw, Man and Superman: The Revolutionists' Handbook (from a Tom Peters presentation)

These arethe numbers...Any questions?

CEO

CFO

Don’t Don’t BoreDon’t WhineDon’t Bury YourselfDon’t Resent

DoTeach that Profit is Good

DoTeach that Profit is GoodTell the Story

DoTeach that Profit is GoodTell the StoryDo your Operations Job

DoTeach that Profit is GoodTell the StoryDo your Operations JobShout when Necessary

DoTeach that Profit is GoodTell the StoryDo your Operations JobShout when NecessaryMake your CEO a Great Success

The Hunt