SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING “Achieving peak performance from your people in 2009/2010” Nick Mayhew PRICE BAILEY ENTREPRENEURS GROUP

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING RESOURCES - REMINDERS NEW FEATURE TO DISCUSSION FORUM n Member discussion forum is now getting 1000% more traffic than previously thanks to a new feature that links (for selected items) the Mindshop Leaders and Mindshop Facilitators discussion forums. You can now post an item, tick the special box and gain feedback from 100’s of Leaders and Facilitators around the world on your issue or opportunity. n Ensure you make use of it, give it a try at some stage! ONLINE TRAINING – FAST-TRACKS ADOPTION OF MINDSHOP TOOLS n Hundreds of members and their staff continue to use the Mindshop Online training courses to fast-track learning the Mindshop tools. Remember they are FREE for you to use n TIP: Complete a course to fix a real business issue

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING GENERAL UPDATE – NEW MEMBER WELCOME n Denise Smiles – Optical Metrology Services Ltd

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING GENERAL UPDATE - EVENTS MEMBER TRAINING SCHEDULE n Next event date to mark in your diaries is  18 November 2009

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING GENERAL UPDATE – WHAT ARE YOUR PEOPLE ISSUES? Spend some time on each of your tables discussing: n What is your Number 1 PEOPLE issue at present?

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING AGENDA TIME AGENDA 12:00pmLunch 12:20pmWelcome - Update / new developments in your group TRAINING TOPICS 12:45pm - Addressing negative beliefs in your people 1:20pm - How to select the right teams in your organisation to drive successful strategy? 2:00pm - How to turn around failing project teams? 2:30pmCoffee 3:00pmCase study - TBC 4:00pmClose

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING “Addressing negative beliefs in your people” Nick Mayhew PRICE BAILEY ENTREPRENEURS GROUP

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING WHAT ARE BELIEFS? n Your beliefs have evolved since you were very young n Beliefs are you and your team’s KEY barriers! n They have evolved from the positive and negative experiences or people you have encountered in your past n These beliefs drive your behaviours and also impact your perception of benefits you will receive n For example a team member may think:  I will get a bonus if I work hard (like I did last time)  I didn’t handle that situation well last time so will struggle in future n Some beliefs (core values) are very strong and others and quite weak n KEY STATEMENT: “Hire your people for their core values but look to coach and mentor them to change their weaker negative beliefs”

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING DO YOUR BELIEFS HELP OR HINDER YOU? Negative Beliefs NEGATIVE BELIEFS

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING BELIEF – BEHAVIOURAL MODEL n A – Activating events n B1 – Beliefs (rational or irrational) n B2 – Behaviour n C - Consequences 2 1

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING ORGANISATIONAL BELIEFS What are the current beliefs of your organisation or division? Stage 1 STRUCTURE Stage 1 =1- 2 years Stage 2 = 1- 2 years Stage 3 = 2- 5 years WASTE BELIEFS Stage 2 Stage 3 Visible Invisible

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING WHAT ARE YOUR BELIEFS? EXERCISE n Write down and discuss with the person next to you your immediately beliefs regarding the following statements:  Customers in our business?  Our leadership team?  My own abilities as a leader?  Sales / selling?  Money?  Your industry? n Would you like to change any of them? If so which ones?

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING ADDRESSING NEGATIVE BELIEFS TO ACHIEVE PEAK PERFORMANCE EXERCISE n Spend 5 minutes performing a 5 whys exercise on one belief from the previous exercise you would like to change? n How could you fix the ‘core’ issue? n How have you changed your negative beliefs in the past? n Give examples?

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING “Selecting the right teams in your organisation to drive successful change” Nick Mayhew PRICE BAILEY ENTREPRENEURS GROUP

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING TEAM STYLE 1.LEADER 2.DOER 3.THINKER 4.CARER A balance of the above roles is critical Where have teams you have put together gone wrong in the past? Why?

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING COACHING SKILLS MATRIX n EXERCISE Select one team in your organisation that has worked and one team that hasn’t and map out each key team member on the below matrix. What do you notice about each of the different teams? INSTRUCT MOTIVATE TRUST SUPERVISE SKILL ENTHUSIASM LOW 0 HIGH

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING TEAM CYCLE – EIGHT WEEK PROJECT BRIEF NOW ANALYSIS ANALYSE THE DATA DRAFT THE PLAN DEVELOP SOLUTIONS DRY RUNS WEEK 1 WEEK 5 WEEK 6 WEEK 7 WEEK 8 WEEK 2 WEEK 3 WEEK 4 WHERE ANALYSIS DESIGN PRESENTATION

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING ONE PAGE PLAN T I M I N G - Who & When By A C T I O N P L A N SS T R A T E G I E S Project Team 1 Focus: Growth 20% Date Revised: 19 th July 09 8 week cycle plan W H E R E – 6 monthsN O W S ales $10 million Stagnant growth Profit 4% High turnover employees Sales $12 million Clear Sales / Marketing strategy Reduced product lines by 20% Regular Team Projects IDENTIFY PROFITABLE PRODUCTS ADOPT MINDSHOP PROCESS ACROSS ORG ENGAGE NEW SALES MANAGER SURVEY CUSTOMERS 1. Activity Based Costing exercise 2. Make decision on cutting 20% of products 3. 1 Page Plan top 20% customers 4. Get leaders running run 8 week project teams 5. Recruit new sales manager 6. Regional selling events 7. Survey customers re: needs / wants 8. Identify un-tapped new opportunities 1. MP Immediate 2. JS August 1. JS August 2. JS August 1. BM August 2. JS September 1. JS July 2. JS July

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING HOWEVER, WHAT IS THE MOST CRITICAL ASPECT OF TEAM SUCCESS? n Role of the Trojan Horse is to help you identify:  Who are the blockers?  Who are the supporters?  How project teams are REALLY going?  Political issues Who is your Trojan Horse in your organisation or division that can help you get things done?

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING “How to turn around failing project teams. Techniques and war stories from your peers.” Nick Mayhew PRICE BAILEY ENTREPRENEURS GROUP

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING TEAM PSYCHOLOGY n Four distinct stages n Everything is an opportunity n Conflict is normal n Focus on strengths FORMING (Honeymoon period) STORMING (Power struggle) NORMING (Working through frustrations) PERFORMING (Settle into high performance mode)

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING TEAM REVITALISATION n Project teams will always have a high probability of failing at some point. Perseverance is the key to success. n The key to revitalising a project team is to work out the real issues that are causing them to fail and address any barriers. n They normally fall into five broad categories:  Lack of skills  Lack of support  Lack of results  Lack of rewards  Stick ability

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING TEAM REVITALISATION ACTIVITY YEARS AB C MINDSHOP PROCESS

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING TURNING TEAMS AROUND EXERCISE n Think of a project team that HASN’T worked for you n What was the REAL issue? n What did you do to fix the issue? n What are some of the key lessons learnt?

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING COFFEE PRICE BAILEY ENTREPRENEURS GROUP

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING How did the last case study go? Today’s case study: ………………………. Delivered by: ……………………..

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING SUMMARY n Remember to use the resources at your fingertips with Mindshop. Discussion area and Online Training n Recognise your own negative beliefs and put in place strategies to address them. Key to success. n Remember the A, B1, B2 and C behaviour model when dealing with team members around you n Get the right ‘balance’ in your teams n Drive each team around an 8 week cycle and One Page Plans n Ensure you have a Trojan Horse in the business or division n When addressing problem teams look to fix the REAL issue not just the symptom n For peak performance: Hire people for their core values and coach them to address their weaker negative beliefs WHAT IS YOUR NUMBER 1 TAKE HOME LESSON?

SMALL BUSINESS CORPORATE PRIVATE CLIENT CONSULTING THANK YOU See you at the next training day! PRICE BAILEY ENTREPRENEURS GROUP