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Warrior Management

Warrior Management. Brad Dawson Managing Director LTV Dynamics. Thank you to our session sponsor!. Genghis Khan – Business Genius?. Recognized as one of the most successful world conquerors (1162-1227)

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Warrior Management

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  1. Warrior Management Brad Dawson Managing Director LTV Dynamics

  2. Thank you to our session sponsor!

  3. 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 success • What would be the impact to your business if you adopted the “way of the warrior”?

  4. Presentation Topics • The Warrior Management Principles • The rationale of using each principle in the context of your business • The benefits/downsides of implementation • Are you an effective conqueror?

  5. 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

  6. One Objective at a Time Traditional strategic plans focus on completing a myriad of objectives – most that never get accomplished

  7. One Objective at a Time A 70% sales win rate is considered “exceptional”

  8. One Objective at a Time Customers are captured but never fully leveraged – most businesses only realize 6% of their potential revenue Revenue Potential $$$ Capacity Actual Revenue Time

  9. One Objective at a Time The majority of mergers and acquisitions fail to achieve any level of anticipated success

  10. One Objective at a Time • Strategic plans should have no more than 3 objectives for any stated period • Business development resources should only be consumed for opportunities that will yield a 100% win rate • Customers should be “put on” a product/services continuum that seeks a destination • Acquisitions occur for a single purpose – what is it?

  11. 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

  12. Keep the Culture Strong Tele-working, independent contractors, and multiple office locations have diluted corporate culture

  13. Keep the Culture Strong No “safe” spot for employees

  14. Keep the Culture Strong It is all about short-term productivity

  15. Keep the Culture Strong • Define your business culture • Eliminate the use of independent contractors – except for pure support functions • Insist on face-to-face interaction with employees – providing them with an inviting environment • What is the “value proposition” for your employees? Beyond a paycheck, why should they work for you?

  16. 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

  17. Protect the Core Employee training, paying health care insurance premiums, and childcare reimbursement have been taken away in response to short-term profitable objectives

  18. Protect the Core Cuts in marketing, research and development and competitive research limit effectiveness of sales staff

  19. Protect the Core Organization operates at a competitive disadvantage

  20. Protect the Core • Protect the support functions that allow employees to focus on business productivity • Fully equip your “teams” with effective information, up-to-date tools and supporting documentation • Operate at a competitive plateau – not trying to make “do” with existing resources

  21. Infinite Patience “Moreover, he possessed the patience to bide his time” “Genghis Khan, Conqueror of the World” Leo De Hartog

  22. Decision making is based on internal returns on investment (ROI)

  23. Infinite Patience Customers are unable to quantify the value of your products and services (your ammunition)

  24. Infinite Patience And there is literally no understanding of the competition or economic environment

  25. Infinite Patience While infinite patience is a business virtue, the inability to act when the conditions present themselves also results in negative consequences

  26. The Business Cycle Research Review Release Reinvest Reward

  27. 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

  28. 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.

  29. Share the “Booty” Not sharing the “booty” has a negative impact on employee retention and a desire to increase work/life balance

  30. Share the “Booty” Long-term corporate growth is interrupted when CEOs (and other senior leaders) take an inordinate amount of profit for themselves.

  31. Share the “Booty” • Create compensation structures that share greater proportions of the spoils • Don’t limit upside compensation • Let’s not kid ourselves – people work for the money

  32. 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

  33. Adapt to the Environment Businesses follow staid and predictable strategies and tactics – regardless of the situation.

  34. Adapt to the Environment Try to re-use previous success tactics – silver bullet theory

  35. Adapt to the Environment There are no such things as “tried and true” business strategies

  36. The Corporate Component Model Technology Strategy Organization Operations Environment

  37. 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

  38. Single Language Strategy directives from the Board are mangled down to mid and lower level employees

  39. Single Language People “hear” things based on their predisposition

  40. Single Language CRM systems have a problem with definitions of customers – again causing problems with firms with dispersed sales forces

  41. Single Language • Develop templates for certain sales and operational activities • Eliminate “individual expression” at the operational level – recognize its value during strategic discussions • Correct mis-interpretations immediately • Don’t foster renegade practices – even if appear effective

  42. Insight into Human Character “Genghis Khan chose the future officers for his army with an astonishing insight into human character. Moreover, he appointed all of them with almost infallible precision to the post for which they were best suited.” “Genghis Khan, Conqueror of the World” Leo De Hartog

  43. Insight into Human Character Most organizations hire individuals based on their past experience – even though the stated accomplishments were achieved in a “team” environment

  44. Insight into Human Character Often, employees are hired to fill only the requirements of an open position with no accord to potential future advancement

  45. Insight into Human Character Do you know the right characteristics to be successful in your business?

  46. Insight into Human Character • Develop a list of characteristics that are important for employees to be successful in your business • Develop career paths for each individual striving for a technical or managerial destination • In many cases, you are hiring your future owners

  47. 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

  48. 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

  49. Speaker Contact Info: Brad Dawson LTV Dynamics 703-753-2886 BLDawson@LTVdynamics.com

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