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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) - PowerPoint PPT Presentation
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Warrior Management
Brad DawsonManaging Director
LTV Dynamics
Thank you to our session sponsor!
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”?
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?
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
Traditional strategic plans focus on completing a
myriad of objectives – most
that never get accomplished
One Objective at a Time
A 70% sales win rate is considered
“exceptional”
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
One Objective at a Time
The majority of mergers and acquisitions fail to achieve any
level of anticipated success
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?
One Objective at a Time
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
Tele-working, independent contractors, and multiple office locations have diluted corporate
culture
Keep the Culture Strong
No “safe” spot for
employees
Keep the Culture Strong
It is all about short-term productivity
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?
Keep the Culture Strong
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
Employee training, paying health care
insurance premiums, and childcare
reimbursement have been taken away in response to short-
term profitable objectives
Protect the Core
Cuts in marketing, research and
development and competitive
research limit effectiveness of
sales staff
Protect the Core
Organization operates at a competitive disadvantage
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
Protect the Core
Infinite Patience
“Moreover, he possessed the
patience to bide his time”
“Genghis Khan, Conqueror of the World”
Leo De Hartog
Decision making is based on internal
returns on investment (ROI)
Customers are unable to quantify the value of your products and
services (your ammunition)
Infinite Patience
And there is literally no understanding of the competition or economic environment
Infinite Patience
While infinite patience is a business virtue, the inability to act when
the conditions present themselves also
results in negative consequences
Infinite Patience
Research
Release
RewardReinvest
Review
The Business Cycle
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
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.
Share the “Booty”
Not sharing the “booty” has a
negative impact on employee retention
and a desire to increase work/life
balance
Share the “Booty”
Long-term corporate growth is interrupted
when CEOs (and other senior leaders) take
an inordinate amount of profit for themselves.
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
Share the “Booty”
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
Businesses follow staid
and predictable strategies
and tactics – regardless of
the situation.
Adapt to the Environment
Try to re-use previous success
tactics – silver bullet theory
Adapt to the Environment
There are no such things as “tried and true” business strategies
Adapt to the Environment
Technology
OrganizationOperations
Environment
Strategy
The Corporate Component Model
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
Strategy directives from the Board are mangled down to mid and
lower level employees
Single Language
People “hear” things based on their predisposition
Single Language
CRM systems have a problem with definitions of customers – again causing problems with firms with
dispersed sales forces
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
Single Language
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
Most organizations hire individuals based on
their past experience – even though the stated accomplishments were achieved in a “team”
environment
Insight into Human Character
Often, employees are hired to fill only the requirements of an open position
with no accord to potential future advancement
Insight into Human Character
Do you know the right characteristics to be successful in your
business?
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
Insight into Human Character
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
“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
Final Thoughts
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