1. THINK BIG, START SMALL, ACT NOW! Workshop Thinking Big – by Acting Win/Win BackleyBlack

2. Sales, Marketing and Revenue Conference Workshop 29 th /30 th September 2014

3. 5 Performance Traits of Olympic Athletes 3

5. Success is a Trait S MK Success - Skill - Knowledge - Mindset 5

6. Find Your Passion 6

7. 7 Contribution JOB Minimum Contribution Best Western You Satisfaction Minimum Satisfaction Mission, Vision/Values Personal Goals Mission, Vision Values Strategic Goals Leave. Stressed. Burn Out. Quit and Stay. New in role. Bad influence. Mismanaged. Ideal Communicate with Clarity Maximum

8. Values Clarification 8

9. 9 Contribution JOB Minimum Contribution Best Western You Satisfaction Minimum Satisfaction Mission, Vision/Values Personal Goals Mission, Vision Values Strategic Goals Leave. Stressed. Burn Out. Quit and Stay. New in role. Bad influence. Mismanaged. Ideal Communicate with Clarity Maximum Your Property

10. Surround Yourself With Talent 10

11. Team Activity Lets have a short team activity. “Win as much as you can” An opportunity to win some dollars! 11

12. Rule 1 Each table should split into 4 separate teams – probably in pairs. Each table is interacting ONLY with the teams on that table. So - you have 4 teams per table. Each team is looking to make as much money as it can from the interactions it has with the other 3 teams on it’s table. IMPORTANT – there must be no verbal or non-verbal communication with the other teams on your table except when I tell you it’s okay – you can talk to your colleague. So, how do we earn money? 12

13. Rule 2 Each team should have a game sheet with the Payoff schedule and your team Scorecard on page 3. There will be 10 rounds of secret “voting” to select a letter that you think will generate you the biggest pay out for each round. The amount of money you win depends on the combination of the 4 letters played by the 4 teams on your table. The money you win is allocated at an individual team level. Let’s have a look at an example before we start. 13

14. Rule 3 - Example For round 1, if: –Team 1 plays “X” –Team 2 plays “X” –Team 3 plays “Y” –Team 4 plays “Y” The combination of letters is 2 “X” and 2 “Y”. If you look at the Payoff Schedule: You will see that because 2 “X’s” have been played, the 2 teams who played “X” each win £2. Also, because 2 “Y’s” have been played, the 2 teams who played “Y” each lose £2. 14

15. Rule 4 - Recording To start each round your team must secretly select a letter and record it on the Scorecard. You will then be asked to share your selection with the other teams on your table. Based upon the combination of letters played you will “earn” money. As per the previous example, see below: 2 “X’s” and 2 “Y”’s played and WE played an “X”: RoundCircle Your Choice Cluster’s Pattern of Choices Pay OffBalance 1X Y__ X __ Y 2X Y__ X __ Y 22 + £2 22- £2£0 15

16. Rule 5 Remember: You want to win as much money for yourselves as possible. You cannot communicate in any way with the other 3 teams on your table other that to share your selected letter when I tell you to after each round of voting. Record your choices and earnings as we complete each round – this can be positive or negative!! Remember the running total/balance. 16

17. Let’s Play £ 17

18. Results So who won and how much did they win? 18

19. The Approach Playing 4 “Y’s” ensures I pay out £4 each round. With the bonus rounds included, this would mean I would have paid out €100 in total for each table – i.e. £25 each team. If we think/hope that by playing “X” and everyone else playing “Y” we will win £3, we are being foolish – why? If everybody played that game, then 4 “X”s would be played and each team would lose £1 every round – i.e. owe me £25 each at the end of the game!! 19

20. The Rationale Internal competition NEVER works! You diminish the resources available to you. You create bad feeling and mistrust. Collaboration is THE only way to think. What is best for them and what is best for me? » i.e. Create a Win/Win outcome! 20

21. How it all works!! 21

22. Win/Win Thinking Courage Hi Lo Consideration LoHi 22

23. Win/Lose Courage Hi Lo Consideration LoHi 23 Win/Win Thinking

24. Win/Lose Lose/Win Courage Hi Lo Consideration LoHi 24 Win/Win Thinking

25. Win/LoseWin/Win Lose/WinLose/Lose Courage Hi Lo Consideration LoHi 25 Win/Win Thinking

26. Win/LoseWin/Win Lose/WinLose/Lose Courage Hi Lo Consideration LoHi NO DEAL COMPROMISE 26 Win/Win Thinking

27. There is only one approach to effective and sustainable relationships: –a Win/Win attitude! “Highly effective long-term relationships require mutual benefit”. 27 Win/Win Thinking

28. Win A Win B Win C Win 1 Win 2 Win 3 You Win 1 Win 2 Win 3 Team Member Win A Win B Win C Interaction = Compromise 28 Win/Win Thinking

29. You Win 1 Win 2 Win 3 Team Member Win A Win B Win C Interaction Win 1 Win 2 Win 3 Win A Win B Win C Great Positive Enjoyable Strengthen Trust Productive Supportive Win 4Win D = Synergy 29

30. Win/LoseWin/Win Lose/WinLose/Lose Courage Hi Lo Consideration LoHi 30 Win/Win Thinking

31. 31 Contribution JOB Minimum Contribution Best Western You / Your Property Satisfaction Minimum Satisfaction Mission, Vision/Values Personal Goals Mission, Vision Values Strategic Goals Maximum This is Win/Win!

32. 32

33. Create Empowering Beliefs 33

34. Create Empowering Beliefs “If you believe you can or you believe you can’t, you are absolutely right! 34

35. StimulusResponse Create Empowering Beliefs Outcome We have no choice – the stimulus is in control, not you! 35

36. Create Empowering Beliefs Stimulus Response PAUSE Freedom to choose your response- based upon your Values Better Outcome Time to engage brain and think Either way, you have to live with the consequences

37. Taking Accountability Misery loves company Pity City Full personal accountability “Valley of Excuses” The moment of truth

38. 5 Performance Traits of Olympic Athletes 38

39. Thank you and remember: If it’s to be, it’s up to me! 39