Grow to Greatness Feb 7th, 2014

Introduction “It’s easy to get into business, but it’s hard to stay in business.” We must improve or die Improve funding levels Improve number of funders Improve customer value proposition Improve market share Improve to outrun the competition Improve value we give to customers

Facts of Life “You don’t eat if you don’t sell. You don’t sell if you don’t have a customer. You don’t have a customer unless you offer a good service.” What is it that sets EFMC apart from other IPs? What are we to our clients, our customers and our sponsors.

Michael Porter “Strategy is about being different and it means deliberately choosing a different set of activities to deliver a unique mix of value.”

Gerber’s three roles in a business Big business is just a small business that thought big. The entrepreneur’s job is to create the process, The manager’s job is to assure the process is used, and The technician’s job is to follow the process and use it.

Quotes from Great CEOs “We don’t pay you to get everything done—we pay you to get the most important things done.” “We really pride ourselves not on our to-do list but on our not-to-do list. And we have found that the more we say ‘no’ to things, the more we grow.” “We are asking you to work harder on yourself than on your job.”

The DNA of consistent value creation is made up of Simple, focused strategies Structures that enable entrepreneurial behaviors with customers Business purpose and meaning (values) above and beyond just creating jobs and salaries Relentless, constant improvement High employee engagement and high accountability Humble, passionate, values-based leaders Execution excellence

4 ways to Grow a Company Improvements: Doing something better, faster, or cheaper. Innovations: Doing something new. Scaling: Doing more of what you are already doing. Strategic Acquisitions: Usually small acquisitions of something new or something to scale.

6 Keys to Organic Growth Unique products and/or services Best talent Visionary, charismatic leaders Superior innovation Cost superiority obtained by outsourcing and off-shoring Sophisticated diversified strategies

Consistent high performance companies have… Strategic focus Operational excellence 99% defect free On time When you make a mistake, embrace the customer and make it up for them Constant improvement Better, faster or cheaper by learning, practicing and watering. Customer centric Customers are more important than your products Listen it hurts Love your customer more than you love your products High employee engagement Make work meaningful for them Achieve your dream and allow them to achieve theirs

Foundation for Growth Growth and innovation are enabled by growth mindsets, high employee engagement, and customer co-creation. Constant improvement is the DNA of growth; scaling is the foundation of high organic growth; and strategic acquisitions can be scaling accelerators.

Growth levels Manage the business Manage people Manage managers Mentor managers