You can visit Anne’s website at www.ProfitInPlainSight.com
Contact Anne at:
Author Website: www.AnneCGraham.com
Facebook: https://www.facebook.com/AnneCGrahamAuthorProfitInPlainSight?fref=tsFacebook: http://www.facebook.com/AnneCGraham
Linked In: https://www.linkedin.com/in/annecgraham
Can you tell us what your book is about?
Profit in Plain Sight: The Proven Leadership Path to Unlock Profit, Passion and Growth emboldens readers to shift outdated thinking and quickly uncover profits by answering these persistent management challenges:
1. How can I get my employees to behave like owners and care about our bottom line?
2. How can I stop losing money on customers without firing them?
3. How can we increase customer loyalty?
4. How can we increase top-line growth and revenues?
5. How can we increase bottom-line growth and profits?
6. How can we improve and leverage our reputation for quality?
7. How can we innovate in value-add ways without spending a lot of money on R&D?
Every chapter begins with what I call the Tough Love questions that leaders need to be asking their teams… dispels the common myths about business that we’ve all been taught… tackles core challenges head-on… and closes with specific solutions and an Action Plan that’s designed to be implemented in less time per week than executives are spending on email per day. Throughout each chapter are colorful stories from my own experiences and those of my clients, designed to create AHA! Moments that inspire the reader to think about the possibilities in their own business. Profit in Plain Sight is all about creating a Profit Plan based on delivering value to customers, and earning profit safely, sustainably, and with integrity so that leaders can finally transform 7 of the deadliest words in business – “We don’t have the budget for that!” – into all the profit they need to fund the growth they want.
Why did you write your book?
Several years ago, I embarked on a mission to reach and impact 5 million business leaders to help them transform scarcity into abundance, after having the experience of seeing the world’s second largest computer company bleed to death and downsize 120,000 people worldwide by trying to grow revenues at the expense of profits. My career disappeared along with many others. I took on several challenging turnarounds in the years that followed because I had created a profitable division at the failed company and I wanted to see if I could do it again… and again. My approach delivered results in several different industries, in companies large and small, as I kept seeing the same pattern: firms trying to profit at the expense of their employees, or at the expense of their customers. Neither worked. Its only when you engage your employees in creating value for customers that you earn the profits you need to fund growth safely, sustainably, and with integrity, and I became passionate about that cause. Profit in Plain Sight provides leaders with a 5 step Profit Plan that is all about employees and customers, without a scrap of dry accounting content!
What kind of message is your book trying to tell your readers?
The message in Profit in Plain Sight is one of empowering leaders at all levels to determine their company’s level of success, regardless of what the economy is doing. Unlike Gordon Gecko’s “Greed is Good”, Profit in Plain Sight is about “Good, Not Greed”. Only companies who have a healthy bottom line that’s not at the whim of economic turmoil can create sustainable employment, take care of their customers, create great experiences for them, and invest for growth even when they can’t or won’t take on more debt. As a veteran of several recessions who often found those were the best times for seizing opportunity, I’m concerned by the number of leaders I speak to who feel like victims of the economy and choose to hunker down whenever there’s a blip; that’s what puts us into recessions, and keeps us stuck in post-recession hangovers. The simple principles and action plans in Profit in Plain Sight give business leaders the confidence and tools they need to be responsible for their own destiny.
Is it hard to publish a nonfiction book?
It’s a steep learning curve to develop a great self-published book through the writing, editing, design, and distribution process, but well worth it. It’s an intricate dance once working with a major publisher because they have more experience and thus different ways of doing things. I’m extremely grateful for the support and patience that the good folks at Morgan James showed me as a rookie writer.
Which author(s) do you admire?
There are so many authors who’ve had an impact in my career, and I recognize many of them along with their books in a substantial list at the end of Profit in Plain Sight. Jim Collins had a significant impact on my outlook on business with his bookGood to Great and on the way I wrote Profit in Plain Sight. As with many leaders, I was inspired by Collins’ stories of great companies, but I really struggled to put it into practice when I was in charge of a tough turnaround. In fact, trying to get to “Great” created what I consider to be the greatest failure in my career! When I analyzed why, two things emerged. One of them was that a key difference between my failed turnaround and the previous string of successes involved getting mired behind my desk dealing with internal issues instead of connecting deeply at an executive level with my customers, to find out how to serve them in the future and let that set my agenda. That theme – that only customers create cash flow – became central to Profit in Plain Sight. My challenges in implementing Good to Great led to an uncommon breakthrough in Profit in Plain Sight – I created over 15 complimentary downloadable learning resources with links in every chapter so that executives who are serious about transforming their business never have to reinvent the wheel.
Have you suffered from writer’s block and what do you do to get back on track?
I occasionally suffer from writer’s block on days when I have to write my blog. My solution is to go for a brisk 60 minute walk with my iPhone. In almost no time at all, I find myself dictating blog ideas into the Notes app so that they’re written down instead of stored verbally, and then it’s just a matter of sending them to my word-processor and polishing them up when I return to the office.
Writer’s block was never a problem with the book. In fact, verbal diarrhea might have been a more accurate description! The original manuscript ended up being over 1000 pages – clearly too much for just one book. On the advice of peer-reviewers, I divided the manuscript into two – I had always planned to write a second book, and now it seems that I already have! Many of the how-to’s in the original book became the downloads and learning videos that add value for leaders who wish to go deeper, creating a better flow to the book and a more reasonable page count.
What would you do with an extra hour today if you could do anything you wanted?
With an extra hour I would do what I tell my readers and consulting clients to do – go and meet with a customer face-to-face. Sam Palmisano, the former CEO and Chair of IBM, met with a customer every single day during his 12 years at the helm, and credits his customers with showing him how IBM needed to transform to remain relevant and valuable to them as a partner. Meeting with a customer is also where all the FUN is in a business. Almost every executive I know went into business because they were passionate about using their creativity to solve their customers’ problems. Years of sitting behind a desk dealing with email and spreadsheets is enough to eliminate that passion from almost any business. And it’s so simple to put back in. That’s why the subtitle of Profit in Plain Sight is “The Proven Leadership Path to Unlock Profit Passion and Growth”. Nothing will transform your business more quickly than regularly listening to the voice of your customers.
What do you like to do for fun?
I love to spend summer days on my 36’ boat enjoying the pristine beauty of the coast of British Columbia. A quiet bay and lovely scenery is a reset button for me after a busy work schedule with clients or travel for speaking engagements. Coincidentally, I find my creativity is unleashed every time I’m on the water, so the boat also makes a perfect place for tremendously productive writing time – that’s where most of Profit in Plain Sight was written. I also love to travel to places with beautiful beaches or beautiful architecture, and once again it’s a blend of work and play, because my next-best place for getting creative ideas is at 30,000 feet.
What do you like the most about being an author?
I love the impact I can have. So many readers have reached out to me at speaking engagements or via email to share the difference that sharing my school-of-hard-knocks experience has made in their business. One executive credits what he learned with saving his marriage, because his business went from struggling to thriving. Another shared the impact on his company’s ability to invest for growth and be a good employee when they went from a loss of almost 10K per employee to profits of $27K per employee in just one year – all because of a single wake-up call they received in one chapter of Profit in Plain Sight. Making that kind of a difference is the reason I do what I do. And I love to hear successes like those.
What kind of advice would you give other non-fiction authors?
Engage your potential readers early in being part of the creative process – they’ll love it! I title-tested extensively with my speaking audiences, and they came up with a far better title than I was working with. I also engaged many of them to peer-review my early chapters, and they provided excellent advice on what was resonating with them, what was confusing to them, what was interesting, and what was just plain too much detail. I believe in creating products that your customers want to buy, and their feedback made me a better writer, better able to address their needs and deliver a great product to them.
About The Book
Author: Anne C. Graham
Publisher: Morgan James
Publication Date: July 7, 2015
Format: eBook / Hardcover / Paperback / PDF
Discuss this book in our PUYB Virtual Book Club at Goodreads by clicking HERE
Barnes & Noble: http://www.barnesandnoble.com/w/profit-in-plain-sight-anne-c-graham/1120518388?ean=9781630472917
- 84% of business owners and CEOs surveyed score a C, D or F on the Return on People Benchmark - they can't even give every employee a decent raise, let alone hire, invest in facilities, equipment or technology, or expand into new markets!
- 40% companies who increase their revenues in a given year will actually decrease their profits… and there’s a better way to increase both.
- 96% of companies will put their greater goals on hold this year with one simple phrase: We don't have the budget for that.
Savvy entrepreneurs would never start a new business without a Business Plan. Experienced executives would never try to lead their business without a Strategic Plan. But almost every manager confesses that they don’t have a Profit Plan beyond their P&L, and that means that profit becomes the leftovers between disappointing revenues and higher-than-expected costs.
Profit in Plain Sight offers the Profit Plan that’s missing, with a step-by-step roadmap that enables these busy leaders to grasp the big picture, and to implement solutions in less time per week than they are spending on email per day.
Unlike many business books, Profit in Plain Sight gives readers access to the “hows”, not just the “shoulds”, with downloadable training resources and action plans at the end of every chapter, plus regular opportunities for the reader to reflect on how their thinking is changing and growing.
This book finally helps leaders who are passionate about their business have all the profit they need to fund the growth they want, with tough questions to start changing the conversations in everyday management meetings, with practical, actionable techniques that are quite different from conventional cost-cutting approaches or the all-too-dangerous “increase revenues at all costs” techniques. Instead, Profit In Plain Sight offers take-it-to-the-bank results.
Prepare to Transform Your Most Persistent Market Challenges into Profit, Passion, and Growth
… with The Proven Leadership Path that Delivers Results
- How much easier would igniting profit, passion, and growth be if everyone in your business embraced change and became part of it?
- What would be possible if transforming your business felt more like play than like work?
- How quickly could you turn good intentions into tangible results if you simply could take small steps that require less time than you are devoting to e-mail in a given day?
IBM is a legendary company, not only because of its enduring success for over 100 years in the fast-changing world of technology, but because it leads its category by a factor of four in terms of
profitability and continues to transform itself to generate growth opportunities. Customers are incredibly loyal, the company has a stellar reputation for quality, and, as the holder of more patents than any other high-technology company, its strengths in innovation are readily apparent. It seems that IBM has found ways to conquer some stubborn challenges, doesn’t it?
But it didn’t start that way. IBM’s roots go back to the 1880s and at one time its products consisted of employee time-keeping systems, weigh scales, automatic meat slicers, coffee grinders, and punched card equipment. Hardly the glamorous “Creating a Smarter Planet” organization we know today.
IBM’s secrets to success came from an unlikely resource who was named President in 1915: Thomas J. Watson, the second in command at National Cash Register. With just a few practical
tenets, Watson laid down the enduring foundation for IBM’s success — a focus on the customer and on customer service, a sales culture that built trust and respect, and an environment that instilled pride and loyalty into every worker. The result? Profit, passion, and growth, with integrity. In the 1990s, IBM had to reinvent itself or risk becoming irrelevant in the marketplace, which it did by reemphasizing its customer focus and creating clarity in its positioning.
In the 2000s, it had to reinvent itself again as the competitive landscape shifted once more, which it did by emphasizing its role in providing integrated solutions, not merely products.
This is not a book about IBM. But as subsequent legendary leaders have proven, those enduring, practical tenets can serve every business well.
How Many of these Stubborn Market Challenges Are Grinding You Down?
Each year a variety of organizations publish lists of the Top 10 CEO Challenges based on polling business owners and leaders. And inevitably, five stubborn market-related issues keep coming up again and again on these lists, although the order may shift from year to year:
1. Earning Customer Loyalty and Retention
2. Generating Sustained and Steady Top-Line Growth
3. Ensuring Bottom-Line Growth in Profit
4. Building a Corporate Reputation for Quality Products and Services
5. Stimulating Innovation and Creativity and Enabling Entrepreneurship
Why don’t we ever get traction and put those Challenges behind us? Because 70 years of thought leadership in the business press, from universities and in executive programs, has left us with more shoulds than hows and a lot of flavor-of-the-month distractions that sound promising but are hard to translate into bottom-line impact.
Let’s change that.
This Book Is for You When …
… most of the books you’ve read are sitting on your shelf and have not had any impact on your business;
… some of the books you’ve read have inspired you but you struggled when you tried to put them into practice because the author shared the shoulds but left you to figure out the hows; and
… you’ve tried to implement ideas in the past as an army of one only to run out of steam, run out of time, or run out of focus when you find yourself spending more time trying to get people to change and get on board than actually implementing anything.
Move Beyond the Myths
Here’s your wake-up call and a bold promise.
We’re Too Busy
FACT: All of us are busy. None of us have spare time. Or do we? Over 90% of executives polled admit that they spend between 1 and 2 hours a day on e-mail … often more. So here’s your wake-up call: unless you work in the order entry department, e-mail does not move the needle in your business because it does not create cash flow, profit, or growth. In fact, it leaves you working everyone else’s agenda when, as a leader, it is up to you to set the direction and lead by doing. E-mail is a nice, easy, reactive way to start the day and waste most of the morning. And it’s killing your company.
We Have to Be “Always On”
FACT: We’re tethered to responding instantaneously to our phones, our e-mail, and other interruptions, and there are times when that’s appropriate, but more often it’s simply busy work. I’m not saying that you have to abandon e-mail — it’s a part of our lives in the 21st century, just as the telephone and voice mail became a reality in the 20th. But what is currently in your in-box or on your priority list that is more important than securing the future of your business for your employees, your family, and your community? What’s more important than building a profitable, growing business
that can weather any economic turmoil that global change can throw at it?
There’s No Way Out
FACT: The noise is getting louder now that texting and social media elements are also in the mix of e-mail, voice mail, and more. Yet one simple shift is all that’s required to completely transform
noise into results, and I invite you to share Appendix 1 with your entire organization to help them make that shift. In the meantime, here’s my bold promise.
If you have time for e-mail, you have time
to once and for all overcome the stubborn
business challenges holding you back.
When you follow the Solutions in Plain Sight outlined in this book and access the Rapid Results Resources that ensure you never have to waste precious time reinventing the wheel, you will transform your business in less time than you’re currently spending on e-mail.
Close the Gaps when you apply uncommon strategies and tactics that will shift your thinking forever
Our biggest challenge as business leaders at all levels is simply to overcome the thinking that’s kept us stuck with those Challenges. Many of us were taught old-world thinking, long before today’s realities of the Internet, globalization, recurring corporate scandals, all-too-frequent recessions, and a rate of change that’s difficult to keep up with. It’s time to hold our beliefs, myths, and common practices up to a very harsh light of uncommon sense and retool for the future. It’s time to replace them with a road map that delivers results. This first section, Possibilities, is going to give you two powerful tools to do just that.
Most businesses won’t succeed in making the shift. They’ll remain mired in the “we’ve always done it this way” paradigm, because they simply won’t invest the time and energy to be open
to new approaches, and they won’t take the time to build a road map that takes them to their Possibilities, step by step. They’ll continue to default back to “business as usual,” because they think it’s easier, even though they know it’s not working, and they need a new approach. Unfortunately, they’re unknowingly making their lives and the lives of everyone in the organization more difficult, and more uncertain.
Take a look at the shapes Figure 1. How many forms of transportation can you spot? Look carefully, as the shapes hold the key to your transformation. How many did you see? What were they? (Go to Appendix 2 for the answer.)
Rapid Results Resources: Put some energy into your regular meetings and start the process of
Transformation with “The 101 Questions You MUST Ask Your Leadership Team.” Use a couple of the questions every week to get your team thinking about Profit, Passion, and Growth, and to get their creative juices flowing. Download your copy at www.ProfitInPlainSight.com/101Questions.
ITE THE POWER OF
Solutions in Plain Sight: Inform. Inspire.
Motivate. Systematically Transform.
By opening the cover of Profit in Plain Sight, you’ve already taken your first step to becoming more open, more focused, and more successful. You’ve taken your first step towards creating a process for sustainable levels of increased profits. And you’ve taken your first step that will differentiate your business from your competitors’ when you implement well. Just keep turning the pages to make it happen.
SOLUTION IN PLAIN SIGHT #1
Infuse Your Employees With Possibilities
What does it mean to Infuse employees? It means embedding the desire to be part of something more, to be the best, to behave every day in ways that add value to your customers, and to earn profit with integrity that will help the entire company grow and succeed in the future.
It means engaging them with the Drivers of Transformation that you’ll see in Part I, Possibilities, which will give them the powerful AHA! Moments of information, inspiration, and motivation.
It means involving them in creating the road map forward, because information, inspiration, motivation, and good intentions need to be turned into action before you can transform stubborn challenges into Profit, Passion, and Growth (see Figure 2).
People support what they create. When you Infuse your teams with the passion and talent to be part of the solution, you’ll divide and conquer the workload and transform your profit and growth more easily than you might imagine.
SOLUTION IN PLAIN SIGHT #2
Enthuse Your Customers
What does it mean to Enthuse your customers? It means creating an environment where they love doing business with you and know that your success is part of their success, because you save them time, make or save them money, solve real problems for them, give them peace of mind, and make them feel good. It means being the path of least resistance and getting it right the first time. It means they’re happy to pay for the value you provide.
It’s what happens in Part II, Practicalities, when you take action with the systematic approach of the Profit in Plain Sight Framework to solve the five stubborn challenges that are holding you back from leading your market by industriously activating your road map to success (see Figure 3).
1. Activate the power of Infused employees with the Two Drivers of Transformation.
2. Trigger the factors that Enthuse customers as you systematically overcome five stubborn market-driven challenges with integrated solutions that build upon each other.
3. Achieve Profit, Passion, and Growth … in less time than you’re spending on e-mail.
SOLUTION IN PLAIN SIGHT #3
Overcome Your Biggest Obstacles
Right now you may be thinking you don’t have the time. Your people aren’t onside. You have other priorities that need your attention and focus. You’re uncertain of whether you can make a commitment to see this through. You don’t believe that significant profit increases are possible in your business or in your industry. Hogwash!
Bringing the voices of your customers into your organization is a powerful, counterintuitive, yet proven, approach to see what’s possible from a tactical perspective and will powerfully move you past “we’ve always done it this way” thinking with each of five stubborn market-driven challenges. In this book, you’ll learn exactly how to do that for results.
You’ll stop guessing at what it will take to keep your customers loyal for longer and know for certain how to become their preferred partner. You’ll stop guessing what they might value and know for certain how to deliver value to them that results in Top-Line Growth. You’ll stop applying bandaids to quality issues and get the sludge out of your system to stop the profit leaks and grow your Bottom Line. And you’ll know exactly how to avoid “me too” inventions that are passing for innovation and innovate in low-risk, low-cost ways that will set you apart from your competitors.
The Only Person Who Likes Change Is a Baby with a Wet Diaper
Even with technology, globalization, credit crunches, and economic turmoil, people still need to buy goods and services and people still do business with people. The need to enthuse your customers with the desire to do business with you and to infuse your staff with the passion and talent to deliver never changes.
What does need to change is how you tackle those five stubborn market-driven challenges, and therein lies the stumbling block.
Your people can’t buy into the typical approach of an endless stream of unrelated tasks, so-called best practices (which don’t differentiate you from your competitors), flavor-of-the-month management and proverbial silver bullets. Over 90% of business owners, leaders, and key employees polled admit they get lost chasing bright shiny objects, and those are simply the equivalent of trying to change nice, dry, comfortable diapers to icky wet diapers that don’t make sense to your people. Uncertainty, seemingly wasted time, wasted effort, confusion, and the feeling of a lack of progress simply causes fear and resistance.
Harvard Professor W. Earl Sasser was the first to refer to the plethora of stand-alone tactics as “Kidney Stone Management” (his lengthy list back in the 1990s has only expanded with time).
We’ve trained our staff to expect that whatever new idea is out there, it’s a kidney stone — it will only cause them pain for a while, it will pass, and business as usual can return. No wonder our people are burned-out and skeptical when so many new initiatives are launched, so many seem important, and so many run out of steam. Explain Kidney Stone Management to your executive and management teams at all levels. You’re guaranteed a few rueful chuckles of recognition and an AHA! Moment that indicates that approach is no longer going to be part of your leadership practices.
That’s the reason Profit in Plain Sight will make a difference when others haven’t — solving these Challenges for good comes down to realizing that you’re in wet diapers and wanting the dry ones you’ll get by shifting the way you do business. Dry diapers are the result of implementing the step-by-step road map of over 57 detailed, value-add Profit and Growth Accelerators for near term yet sustainable Profit, Passion, and Growth.
When your people have a mental map of where they’re going, and how they’re going to get there (see Figure 3), Kidney Stone Manage-ment is no longer a problem and they will be informed,
inspired, and motivated to get into the dry diapers. A systematic and integrated process rather than a series of disconnected events will consistently create successes and a sense of forward momentum and progress — the transformation you’re looking for.
You Don’t Have to Go It Alone
Unsuccessful businesspeople try to go it alone, reluctant to show their weakness by asking for help. Successful businesspeople ask for help all the time. They call it getting input and they know the value of not reinventing the wheel. Profit in Plain Sight is the window to Rapid Results Resources that are not just shoulds but specific hows — proven step-by-step instructions plus additional proven strategies and tactics that are beyond the scope of this book.
They deliver results more rapidly and easily than you might imagine. They deliver smart practices specifically implemented in the context of your unique company. All you have to do is commit to transforming conventional passive reading into active learning for results.
Every business leader who has succeeded in doubling their profitability or more — in less than one year, in less time than they and their team were spending on e-mail — has identified obstacles to success. And as they began the process, they found that each and every obstacle dissolved with the straightforward, practical approaches laid out in this book. At this point, all you need to do is finish reading the next two pages, and take the actions outlined. Then, turn the page and do it again. That’s it. Are you with me?
We’ve all heard that you can lead a horse to water but you can’t make it drink. But I always say that you can make the horse thirsty or make the water sweeter. From the sheer fact that you’re reading Profit in Plain Sight, I know you’re thirsty.
Make Your Horses Thirsty Too
Embracing a process to transform challenges into opportunities doesn’t come from rigorous change management processes that try to force-fit people into a change that they haven’t bought into. That’s just leading the horse to water. Instead, it comes from naturally leading your team where you want them to go by building an infused culture that thirsts for excellence and that reflects their desire to find the easiest and most effective ways to achieve that end. When you share this book throughout your organization, you’ll help lead your teams’ thirst for where you want them to go.
Make the Water Sweeter
Sweeter water means helping you and your organization find ways to streamline complexity and stay focused on what really drives your business forward. That’s where the systematic Profit in Plain Sight Framework is extremely valuable — bite-sized modules are easy to implement, in less time than you’re currently spending on e-mail. Make the process painless and make the water sweet when you take an integrated approach rather than succumbing to Kidney Stone Management.
I’ve spent time in the trenches “doing,” and even longer with the responsibilities of leading others. I’ve experienced the frustration of dealing with these Challenges over and over, just as you have. I’ve used every one of these Solutions in Plain Sight, as a leader in large and small companies and with my consulting clients. They’ve worked across a broad range of industries and they’ll work for you too.
Simply. Accelerate Your Results
There is really only one theme to this book — driving Profit, Passion, and Growth. We’re going to put many lenses on that theme, but never lose sight of that as our goal.
There are only two outcomes you need to achieve in order to realize Profit, Passion, and Growth — enthusing your customers, and infusing your employees. I’ll show you what you need to do to
There are Two Drivers of Transformation that serve as wet diapers to motivate change and, in Part I, you’ll see Possibilities as you learn how to activate them to kick-start the process and help
you measure success and progress.
There are 15 practical, actionable Solutions in Plain Sight in this book and a total of 57 Profit and Growth Accelerators in the Profit in Plain Sight Framework. In Part II, Shift to Practicalities,
you’ll see your Profit in Plain Sight road map unfold as we tackle each of the five stubborn market-driven challenges.
Whether you take action on every Challenge or cherry-pick just those that are holding your business back the most, you will see impact on your Profit. You’ll impact the Passion your teams bring to the business. And you’ll sow the seeds for Growth.
There are no quick fixes … but Rapid Results are within your reach.
You can reach and exceed your goals. You can secure your business from the ups and downs of economic turmoil, and invest in everything you need to take your business to the next level and help drive our economy forward. You can finally feel confident in your plan for the future.
If Not You, Who? If Not Now, When?
Work is slogging it out in isolation; play is getting support to achieve breakthroughs and feeling a sense of progress. So go ahead and put some play back in your day and some bucks on your bottom line.
This Works. You Can Do It. You Will Succeed.
Take these Actions
1. Download your copy of “The 101 Questions You MUST Ask Your Leadership Teams” at
www.ProfitInPlainSight.com/101Questions to start changing the conversations at every level of your organization. This is an ideal tool for executives and mid-level managers to use to spice up your regular team meetings and begin to shift your culture to one of profit and growth.
2. See Appendix 1 for the secrets of achieving focus and transformation in less time than you’re
currently spending on e-mail.
3. Check out Appendix 2 for the solution to the “forms of transportation” brain teaser at the beginning of this Chapter.
Small Steps. Big Impact!
Five Minutes, Five Questions:
Reflect for Deeper Learning
Reflective questions at the end of every Chapter offer powerful deeper learning on how your thinking is changing, so that you can generate the AHA! Moments to break free of the conventional thinking that keeps you stuck when trying to solve five stubborn market-driven
Reflection simply means taking the time to monitor what’s happening in your own mind, evaluate what you’re learning, and ponder what is shifting or changing in terms of your attitudes and behaviors, with the goal of eventually building a new mental framework of how things work. This will allow you to continually add relevant information and discard the irrelevant.
Your first step is internal transformation, to identify what attitudes have already shifted and what behaviors will follow.
But the reflective process only works if you use it.
Ask yourself these questions right now:
1. How can I use the reframing approach I saw in the brain teaser as a metaphor for opportunities hidden in our business?
2. Which items on the list of five stubborn market-driven challenges are top of mind for me right now — and why?
3. How effectively are we solving those challenges today?
4. How often do our people see our efforts as Kidney Stones because we fail to give them the big picture with a road map for implementation?
5. How committed am I to create an environment where my horses are thirsty and the water is sweet?
Inform. Inspire. Motivate. Transform.
Are you ready to get started with the Two Drivers of Transformation that deliver big wake-up calls and pave the way to transform your business more quickly and easily than you might imagine?
If you prefer, you can go right to whichever Challenge is your greatest burning issue today, and then work backwards to put the foundational work in place that may be required to trigger thetransformation.
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