December 13, 2017


















GUIDELINES SCORECARD                                 Exhibit 53

 

Strategy Guidelines

Score

Mnemonics/Symbols

1.       100% Equity Consensus

 

One Heartbeat

 

 

 

2.       Memorable “Driving Force” & “Scope”

 

Service Retention NAV Customers

 

 

 

3.       Make and Seize Opportunities

 

5 Strategic Seeds Portfolio

 

 

 

4.       Written Plans

 

Daily Clarity

 

 

 

5.       Solve Critical Issues

 

1 - 2 K. P. O.”s

 

 

 

6.       Profit-Growth First

 

Lead From Profit Core

 

 

 

7.       Eliminate Inefficiencies

 

Rank, Thank & Transform

 

 

 

8.       Profitable Core First; Diversify Second

 

 

 

 

 

9.       Personnel Goal Statements

 

 

 

 

 

10.   Grow Upward Spirals

 

 

 

 

 

11.   Four Stakeholders Win

 

 

 

 

 

12.   Bottom-up Initiative

 

Station W I I M

 

 

 

13.   Achieve Critical Mass + 90%

 

 

 

 

 

14.   De-centralized Branches & Departments

 

 

 

 

 

15.   Grow GM$/Employee

 

 

 

 

 

16.   Eliminate Politics

 

Kinetic Chain Alignment

 

 

 

17.   Know the Competition

 

Memes (+) Ranked Elements

 

 

 

18.   95/5 Innovations

 

10 Gallon Funnel

 

 

 

19.   The Game = Good People

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GUIDELINES SCORECARD

 

Management Guidelines

Score

Mnemonics/Symbols

1.       Lead By Example

 

 

 

 

 

2.       Questionate To Innovate

 

 

 

 

 

3.       Innovate Organically

 

 

 

 

 

4.       Be A Pathfinder

 

 

 

 

 

5.       Hand-off to Maintainers

 

 

 

 

 

6.       Grow Your People

 

 

 

 

 

7.       Preach Values

 

 

 

 

 

8.       Jobs and More

 

 

 

 

 

9.       Know Distribution Plays

 

 

 

 

 

10.   The Ideal Coach

 

 

 

 

 

11.   Practice Key Skills

 

 

 

 

 

12.   Measurable, Objective Standards

 

 

 

 

 

13.   Active Listening

 

 

 

 

 

14.   Hire Carefully

 

 

 

 

 

15.   3Rs OF Planning

 

 

 

 

 

a.       Solve Contexts Too

 

 

 

 

 

b.       Be Flexible

 

 

 

 

 

c.       Check Facts (Depth of River)

 

 

 

 

 

d.       Find System Solutions

 

 

 

 

 

 

 

 

 

 

 

 

 

GUIDELINES SCORECARD

 

Marketing Guidelines

Score

Mnemonics/Symbols

1.       Sell Unique Services

 

 

 

 

 

2.       Sell Measurable Results Of A
“Woven System

 

 

 

 

 

3.       Seek Large, Repeat Orders From Whales

 

 

 

 

 

4.       Handle Minnows Profitably

 

 

 

 

 

5.       Grow Customers

 

 

 

 

 

6.       Stimulate Referral Selling

 

 

 

 

 

7.       Stay Close To The Customer

 

 

 

 

 

8.       Have “Sufficient” Services

 

 

 

 

 

9.       Degrees of Difficulty

Old - Old  --         X

New - Old --       3X

Old - New --     10X

New - New  --  15X

 

 

 

 

 

10.   Emotional Bonding With Products

 

 

 

 

 

11.   Programming Customers

 

 

 

 

 

12.   Tiger Salesmen

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GUIDELINES SCORECARD

 

Personnel Guidelines

Score

Mnemonics/Symbols

1.       Hire By Results

 

Pay More - Hire More - Expect More

 

 

 

2.       Pay For Results

 

 

a.       Learn-n-Green

 

 

b.       Service Excellence Retention $’s

 

 

c.       “Yes” to Best Accounts

 

 

d.       120 - 150% pay:  200% Value/FIEE

 

 

 

 

 

3.       Weed By Results: Vision Pull For All

 

Rank, Thank, Convert

 

 

 

4.       Continuous Education

 

Monthly Personal Growth Form

a.       ABC’s of Wages: Learn-n-Earn

 

 

b.       ABC’s of Corp. Finance (4’s)

 

Gainsharing

                    1.  Growth Capital

 

 

                    2.  Cash Traps & Leaks

 

 

c.       Station W I I M Benefits

 

 

 

 

 

5.       People - Service - 4’s

 

 

 

 

 

6.       100% Mastery Path

 

 

 

 

 

7.       Job ® Career

 

 

 

 

 

8.       Preach Memes Regularly

 

 

 

 

 

9.       Rookie Sponsors

 

 

 

 

 

10.   We Are Family

 

Goodwill Bank Cushions

 

 

 

11.   High Performance Environment

 

Six Boundaries

a.       The Pig Picture

 

 

b.       High Expectation

 

 

c.       Feedback is the Breakfast of Champions

 

4 - 8 Metrics Ranked

d.       Team Spirit

 

Published Praising

e.       Fun and Love

 

Forgive & Learn

f.        No Growth Ceilings

 

 

g.       Service Excellence Discipline