1. Grow to Greatness
Feb 7th, 2014

2. 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

3. 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.

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

5. 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.

6. 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.”

7. 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

8. 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.

9. 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

10. 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

11. 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.

12. Growth levels Manage the business Manage people Manage managers
Mentor managers