1 ARE YOU RUNNING YOUR BUSINESS OR IS YOUR BUSINESS RUNNING YOU?

2 FRUSTRATIONS Control Profit People Hitting the Ceiling Nothing’s Working

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5 1. Core Values? 2. Core Focus? Year Target? 4. Marketing Strategy? 5. 3-Year Picture? 6. 1-Year Plan? 7. Quarterly Rocks? 8. Issues?

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8 THE PEOPLE ANALYZER Name Humbly confident Grow or die Help first Do the right thing Do what you say The Bar Sally Jones John Smith George Wilson ––––– +/– ++ +

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10 Integrator Sales/MarketingOperationsFinance Visionary THE ACCOUNTABILITY CHART

11 Get It Want It Capacity to Do It GWCGWC Function Name ––––––––––––––––––––––––––––––

12 THE PEOPLE ANALYZER Name Humbly confident The Bar Sally Jones John Smith George Wilson ––––– +/– ++ + Grow or die Help firstDo the right thingDo what you say Get itWant itCapacity YYY

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14 YOUR SCORECARD

15 SCORECARD MEASURABLES Weekly Revenue Cash Balance Sales Calls Sales Meetings Proposals Closed Business Customer Satisfaction Accounts Receivable Accounts Payable Errors Utilization/Capacity

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19 THE ISSUES SOLVING TRACK Identify Discuss Solve IDSIDS

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21 CORE PROCESSES People Marketing Sales Operations Accounting Customer-Retention

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24 THE LEVEL 10 MEETING Good News5 Mins Scorecard 5 Mins Rock Review 5 Mins People Headlines 5 Mins To-Do List 5 Mins IDS 60 Mins Conclude 5 Mins

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26 FOUNDATIONAL TOOLS V/TO Accountability Chart Rocks Level 10 Meeting Scorecard