Chapters 4 – 6 August 10 th , 2010

1. Chapters 4 – 6 August 10th, 2010

2. Obstacles Welcome, Chapter 4Learn to Unlearn and Relearn • Bell South Latin America-11 countries, many ways of doing things. • Get to know the people, involve them in building the vision a must otherwise always putting out fires. • Learn from your experiences/Learning Cycle, methodically gain knowledge and wisdom from every situation. Reflect and arrive at a new set of applicable beliefs to go forward. Experience Meet a new person Challenging project Application Reflection Learning

3. Obstacles Welcome, Chapter 4Learn to Unlearn and Relearn • Change is continual, can’t stop learning. • With every experience store the new bits of things learned and apply them in new situations. • Some learn visually, other by the words. How do you process information? • Take notes, keep a journal. Sources, books, newspapers, magazines, etc. • Reflect from the past, current experiences and apply in the future. • Focus and prioritize on a few key points, perform well and be consistent. Don’t fragment on too many things. • Learn from every situation even if you don’t think you will ever experience that again. Ex; Andrew /1992 and Katrina /2005. What he learned from the 1st gave him invaluable knowledge for the 2nd. Care of own people 1st, THEN they can take care of business, etc.

4. Obstacles Welcome, Chapter 4Learn to Unlearn and Relearn • Application = Aha!! “A new experience happens, you reflect on it, develop a set of beliefs from it, and a new theory of how things are supposed to work”, but do they work? Sometimes bringing new “eyes” to an old problem can help resolve it. Challenge people to give you their best work. “I have picked you to solve a problem that looks unfixable. But I believe if anyone can fix it, you can. I don’t know how you’re going to do it. It’s going to take some type of radically new approach, and that makes you the right person for the job.” • You do need to “clean out the closet”, things change, styles change, tastes change so get rid of what doesn’t work anymore. Sort and discard old outdated ideas/ideals. Don’t miss opportunities because of old attitudes, always have fresh mental framework. Keeping an open mind is often easier said than done. Examples????? One thing is for sure, that nothing stays the same????? Ex, iphone and what about the “Android”????? • Takeaway Messages: • Every experience is an opportunity to learn • Unlearning • Be comfortable with being uncomfortable

5. Chapter 5Create a Compelling Vision of the Future • Using the merger of Cingular and AT&T Wireless in ‘05 as the example; having a compelling vision/shared vision makes work that could be routine become inspiring. They had many obstacles but desperately needed speed to be up and running for the holiday season (40% of wireless sales driven by holiday shopping). Approval for merger finally on 10/26 (within 15 days of holiday “crunch” time). They had 8 months of initial planning and decided to get it done. Two good companies into 1 great one, best people from both, sacrifice, using the “playbooks” developed previously with versions for sales, network IT, and all other functions. Moving from fierce competition to total cooperation. • Four strategic imperatives: • Build the Best Network • Create Unmatched Distribution • Deliver Compelling Products & Services • Provide Great Customer Service • 1,100 stores makeover achieved overnight, Sunday, November 14th between 6pm –midnight, all open for business under the Cingular name, signage and colors with the proper products and material. They exceeded expectations even having a new product (RAZR) and now the largest free mobile-to mobile calling community in the country. Net gain of 1/7 million customers in the 4th qtr + 5 million more in ’05. • How do you do this for your business everyday?????

6. Chapter 5Create a Compelling Vision of the Future • Keys for successful merger integration: • “Establish a clear direction and focus on a select number of success measures”, with clear direction and confidence from those doing it. • “Be decisive and establish the top leadership quickly.” • “Develop a clear integration plan and focus on executing it well using a program-management approach.” • Continuously communicate clearly, concisely and consistently. • “Set high expectations and convey urgency about meeting them.” • If someone wants to be part of something they will go through extraordinary challenges to achieve it “but managers often fail to understand that. Instead, we tell the people who work with us, I want you to do this, without explaining why. And so we have talented people doin things without a sense of how they fit into the bigger picture” making it difficult to ever get their best performance. • Lagniappe (pronounced lan-yap). Giving that little extra, not just handling an order but making that customer happy. Examples/???

7. Chapter 5Create a Compelling Vision of the Future • Successful entrepreneurs all have a vision of creating something special, Gates, Schultz from Starbucks, Donna Shaw of Franchise Mart. All have hardships and overcome setbacks along the way. • Whatever the vision, broaden it to be “the best”, energy level goes up when our vision is to do something really special. Be extraordinary!!! In will be infectious!!! • Get everyone involved in the vision. Invite employees to the “once-in-a-life opportunity”, more than just a job, HISTORY!!! • Steady commitment and sacrifice. “Stop working, stop innovating, and the market will be swamped by your idea” made somewhere else at half the price. • “Entrepreneurs with a vision still put everything on the line and make the sacrifices that lead to new products, jobs, breakthroughs, and possibilities for Americans and the world. • Everyone needs a personal vision, maybe carry it on a card or in your head and have it at the forefront of your efforts, focusing and keeping it clear. “And how do you know what your vision is? When you can’t wait to work on a particular something, when you can’t stop talking about it, when you wake up and go to sleep thinking about how to make it happen, then you’ve found your vision.”

8. Chapter 5Create a Compelling Vision of the Future • Takeaway messages: • It starts with a vision • Get people’s buy-in • Sacrifice is key

9. Chapter 6The Only Way to Win • Slot machine telephone in the 1970’s/integrity????? • Practice what you preach???? You are your brand! • Worldcom/Enron • Pyramid of Principles from the bottom up with every new assignment/initiative: Vision Excellence Teamwork Attitude Integrity + Credibility = Stability The person who sets stretch goals, drives for results grounded in integrity and outperforms the competition Those with the skills and terrific attitude “The how matters as much as the goal itself. I’m going to live my life and handle my business so that I won’t be ashamed if it’s printed on the front page of tomorrow’s newspaper.” What is your personal mission statement?????

10. Chapter 6The Only Way to Win • Takeaway Messages (Does they surprise you?): • Integrity • Credibility • Teamwork • Attitude • Excellence • Vision

11. Next week: • Presenter: LaToya Parker/Phoenix Associates • Chapter: 7 - Life’s a Journey-Prepare for the Trip • Chapter: 8 - The Success Cycle • Chapter: 9 - Transforming Vision into Results