Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia...
-
Upload
alaina-matter -
Category
Documents
-
view
215 -
download
0
Transcript of Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia...
![Page 1: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/1.jpg)
Warrior ManagementUsing World Conquering Techniques
to Achieve Business Dominance
2008 Virginia Engineers ConferenceSeptember 18, 2008
![Page 2: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/2.jpg)
Genghis Khan – Business Genius?
Recognized as one of the most successful world conquerors (1162-1227)Instituted practices, rules, and operational philosophies that are relevant today for business successHow many of these warrior management principles do you actively use?What would be the impact to your business if you adopted the “way of the warrior”?
![Page 3: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/3.jpg)
Presentation Topics
The Warrior Management PrinciplesThe rationale of using each principle in the context of your businessThe benefits/downsides of implementationAre you an effective conqueror?
![Page 4: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/4.jpg)
One Objective at a Time
“Throughout his life Genghis Khan eliminated his opponents one by one. He never neglected to
bear in mind the ever-changing balance of power with which he was regularly threatened.”
“Genghis Khan, Conqueror of the World”Leo De Hartog
![Page 5: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/5.jpg)
One Objective at a Time
Strategic Plans focus on completing a myriad of objectives – most that never get accomplished
![Page 6: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/6.jpg)
One Objective at a Time
A 70% sales win rate is considered “exceptional”
![Page 7: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/7.jpg)
One Objective at a Time
Customers are captured but never fully leveraged – most businesses only realize 6% of their potential revenue
Time
$$$
Revenue Potential
Capacity
Actual Revenue
![Page 8: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/8.jpg)
One Objective at a Time
The majority of mergers and acquisitions fail to achieve any level of anticipated success
![Page 9: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/9.jpg)
One Objective at a Time
Resolution:Strategic plans should have no more than 3 objectives for any stated periodBusiness development resources should only be consumed for opportunities that will yield a 100% win rateCustomers should be “put on” a product/services continuum that seeks a destination – allows for a maximization of revenueAcquisitions occur for a single purpose – what is it?
![Page 10: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/10.jpg)
Keep the Culture Strong
“He took the standpoint that, if he wanted to remain in power, it
was necessary to have available a central
position on which his subordinates could fall back and from which
radiated the essential unifying strength.”
“Genghis Khan, Conqueror of the World”
Leo De Hartog
![Page 11: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/11.jpg)
Keep the Culture Strong
Tele-working, independent contractors, and multiple office locations have diluted corporate culture
![Page 12: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/12.jpg)
Keep the Culture StrongNo employee or employer allegiance – no sense of
belonging or recognition of a “larger” purpose
![Page 13: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/13.jpg)
Keep the Culture Strong
No “safe” spot for employees
![Page 14: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/14.jpg)
Keep the Culture Strong
It is all about short-term productivity
![Page 15: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/15.jpg)
Keep the Culture Strong
ResolutionDefine your business cultureEliminate the use of independent contractors – except for pure support functionsInsist on face-to-face interaction with employees – providing them with an inviting environmentWhat is the “value proposition” for your employees? Beyond a paycheck, why should they work for you?
![Page 16: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/16.jpg)
Protect the Core
“Other measures to which he gave
particular attention were the protection
of subsidiaries following a military unit with food and
equipment, and the training of horses.”
“Genghis Khan, Conqueror of the World”
Leo De Hartog
![Page 17: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/17.jpg)
Protect the Core
Employee training, paying health care insurance premiums, and childcare reimbursement have been taken away in response to short-term profitable objectives
![Page 18: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/18.jpg)
Protect the Core
Cuts in marketing, research and development and competitive research limit effectiveness of sales staff
![Page 19: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/19.jpg)
Protect the Core
Organization operates at a competitive disadvantage
![Page 20: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/20.jpg)
Protect the Core
ResolutionProtect the support functions that allow employees to focus on business productivityFully equip your “teams” with effective information, up-to-date tools and supporting documentationOperate at a competitive plateau – not trying to make “do” with existing resources
![Page 21: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/21.jpg)
Infinite Patience
“Moreover, he possessed the patience to bide his
time”
“Genghis Khan, Conqueror of the World”
Leo De Hartog
![Page 22: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/22.jpg)
Infinite Patience
The dot.com era: a case study on a lack of patience
![Page 23: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/23.jpg)
Infinite Patience
The fallacy of the publicly traded markets that require businesses achieve growth every financial quarter
![Page 24: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/24.jpg)
Infinite Patience
While infinite patience is a business virtue, the inability to act when the conditions present themselves also results in negative consequences
![Page 25: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/25.jpg)
Research
Release
RewardReinvest
ReviewThe Business Cycle
Infinite Patience
![Page 26: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/26.jpg)
Share the “Booty”
“He was discovering what other leaders had found out before him, and others not yet born would learn – that the ready acceptance of the ruler by the ruled depends upon the degree of happiness which only an increasing
scale of rewards can bring.”
“Genghis Khan- The Rise, Authority and Decline of Mongol Power”
Peter Brent
![Page 27: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/27.jpg)
Share the “Booty”
A caste system exists in American business where CEOs take a predominant share of corporate profits for compensation and limit the distribution for rank and file.
![Page 28: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/28.jpg)
Share the “Booty”
Not sharing the “booty” has a negative impact on employee retention and a desire to increase work/life balance
![Page 29: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/29.jpg)
Share the “Booty”
Long-term corporate growth is interrupted when CEOs (and other senior leaders) take an inordinate amount of profit for themselves.
![Page 30: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/30.jpg)
Resolution:Create compensation structures that share greater proportions of the spoilsDon’t limit upside compensationLet’s not kid ourselves – people work for the money
Share the “Booty”
![Page 31: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/31.jpg)
Adapt to the Environment
“Chingis created nothing new. He only understood with true
remarkable insight the meaning of the changes taking place among his
people, speeded up those changes through his
impetuous energy and genius, and gave them final form.”
“Genghis Khan”Ralph Fox
![Page 32: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/32.jpg)
Adapt to the Environment
Businesses follow staid and predictable strategies and tactics – regardless of the situation.
![Page 33: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/33.jpg)
Adapt to the Environment
Try to re-use previous success tactics – silver bullet theory
![Page 34: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/34.jpg)
Adapt to the Environment
There are no such thing as “tried and true” business strategies
![Page 35: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/35.jpg)
Adapt to the Environment
Technology
OrganizationOperations
Environment
Strategy
![Page 36: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/36.jpg)
Single Language
“Even before the time of Genghis Khan the Mongol
tribes possessed a common law, which was unwritten
and showed some variation among the existing tribes.
As the overlordship of Genghis Khan extended, the
need arose for laws applying to the whole
empire and with it the need for a binding legal code.”
“Genghis Khan, Conqueror of the World”Leo De Hartog
![Page 37: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/37.jpg)
Single Language
Strategy directives from the Board are mangled down to mid and lower level employees
![Page 38: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/38.jpg)
Single Language
People “hear” things based on their predisposition
![Page 39: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/39.jpg)
Single Language
CRM systems have a problem with definitions of customers – again causing problems with firms with dispersed sales forces
![Page 40: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/40.jpg)
Single Language
Resolution:Develop templates for certain sales and operational activitiesEliminate “individual expression” at the operational level – recognize its value during strategic discussionsCorrect mis-interpretations immediatelyDon’t foster renegade practices – even if appear effective
![Page 41: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/41.jpg)
Final Thoughts
“Genghis Khan had set out to dominate the world; for all his understanding, even his wisdom, he never realized that it is not by warfare that one dominates vast populations, nor even by firmly benevolent administration – it is by ideas, by beliefs, by the tangibles of human communication.”
“Genghis Khan – The Rise, Authority and Decline of Mongol Power”
Peter Brent
![Page 42: Warrior Management Using World Conquering Techniques to Achieve Business Dominance 2008 Virginia Engineers Conference September 18, 2008.](https://reader035.fdocuments.in/reader035/viewer/2022062423/56649cc05503460f949865d5/html5/thumbnails/42.jpg)
Final Thoughts
“In all his career one can feel for him the same mingled disgust and admiration one feels for the founders of great capitalist enterprises of the last century, men who also stopped at nothing, ruined their enemies gleefully, men who organized great empires also, empires of steel and power and publicly always preached caution, moderation and sobriety.”
“Genghis Khan”Ralph Fox