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

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

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

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