david goldsmith metamatrix consulting group llc i supply my slides for your personal use with the...
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David Goldsmith MetaMatrix Consulting Group LLC
I supply my slides for your personal use with the understanding you will not edit
the slides nor remove any contact information.
I trust you will honor this request.David Goldsmith MetaMatrix Consulting
Group(315) 682-3157
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David Goldsmith MetaMatrix Consulting Group LLC
Supercharged Strategies for Growing a Business:
The Tools to Win
David GoldsmithMetaMatrix Consulting Group
(315) 682-3157
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David Goldsmith MetaMatrix Consulting Group LLC
San Diego Fast Freight Train - 1992
Grab a hold and we will make you money, grow your business, and we will all be a success.
Jeff Bleustein
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David Goldsmith MetaMatrix Consulting Group LLC
OPEN IT UP!
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
What are some of the challenges
YOU would like to see
ANSWERED?
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David Goldsmith MetaMatrix Consulting Group LLC
Today’s NASCAR races may have 60,000-80,000
Attendance of 300,000-400,000
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David Goldsmith MetaMatrix Consulting Group LLC
German Auto Union
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David Goldsmith MetaMatrix Consulting Group LLC
What to do when you’re 2kg over weight?
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David Goldsmith MetaMatrix Consulting Group LLC
Spend the night scratching off the paint.
1933 Silver Arrow
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David Goldsmith MetaMatrix Consulting Group LLC
a solution
There is
ALWAYS
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
CHALLENGE
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David Goldsmith MetaMatrix Consulting Group LLC
• Patriot Harley-Davidson - Bob DeHaven • Capitol City Harley-Davidson - Bob Oyler• Destination Harley-Davidson - Ed Wallace Jr• Tim Sherman's Harley-Davidson - Tim Sherman • Riverside Motorcycle - Jay Dabney• Dick's Harley-Davidson Co. - Brad Tibbits• Harley-Davidson Motor Company Employees• Frank Candy – PR Hog Group Florida • Don and Carissa Tidus• Smaltz’s Harley-Davidson, Inc – Stretch• Fargo HD Sales – Del Hoffer• Other Harley-Davidson and Metric Riders
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
ChallengesConvergence from HD Market to Buyers
MarketMargins have droppedSeasonable business
#1 competitor is the HD Dealer down the roadHaving difficulty with sales staff (finding,
training)Need new ideas for marketing
Average age of biker is increasingLimited pool of knowledgeable employees
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
When you WIN BY A N_____(Someone else LOSES BY A N_____)
Q’sDavid Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Doing More With Less
Sales/MarketingRedefining
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David Goldsmith MetaMatrix Consulting Group LLC
Doing More With Less
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David Goldsmith MetaMatrix Consulting Group LLC
The never ending challenge…
How To Do More With Less
Dec. 8, 1765 1890’s
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Bridge Deck Finishing Machines
Pile Drivers
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David Goldsmith MetaMatrix Consulting Group LLC
Fries Automation
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David Goldsmith MetaMatrix Consulting Group LLC
What Systems and Technology Can Do…
E-Z Pass changes
The need for toll personnel
The need to count cash
The need to generate receipts
The need for accounting personnel
The need for “people” safety
Benefits to driverSpeed of processing
One simple bill
No cash as a driver
Consolidate invoices
Waiting in line diminished
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David Goldsmith MetaMatrix Consulting Group LLC
Pirelli Tires Mini-Factories (MIRS Innovation)
With MIRS (Modular Integrated Robotized System), Pirelli has totally revolutionized the technologies and
traditional methods of tire production. The new process is based, in fact, on the concept of highly
flexible "minifactory" (flexible to the extent of one tire per size) that can be strategically located
according to market demand.Pirelli.com
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David Goldsmith MetaMatrix Consulting Group LLC
Pirelli RoboticsModular Integrated Robotized
SystemFlexible to the extent of one tire per
size 350 square metersentire production cycle from
compounding to finished productproducing a tire every three minutesreduce the lead-time from six days
with the traditional process to 72 minutes
eliminating the storage phases– 12% being processed at any
time– 88% waiting to be processed
Pirelli.com
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David Goldsmith MetaMatrix Consulting Group LLC
SYSTEMS &STRUCTUR
EHow to INSURE predictable reliable results.
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David Goldsmith MetaMatrix Consulting Group LLC
Mario Andretti and YouIf you were to place Mario in a race car
and you were in a Honda Accord who would win?
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David Goldsmith MetaMatrix Consulting Group LLC
Productivity Principle
80% of a firm’s ability to compete and employee’s ability to succeed is driven primarily by the structure the firm has to offer. The role of management is to think…design the structure, processes and goals to insure the probability of
success.
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
McDonalds’ Before and After
Drive through before visual display
Uncertain about order
Frustrated with individual
Increased chance of wrong order
Wondering about final total price
Drive through after visual display
Confirmed orders before production
Individual less important
Increased chance of success
Total price clear to viewer
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
2000 Florida Election Ballot
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David Goldsmith MetaMatrix Consulting Group LLC
To some it looked like this…
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David Goldsmith MetaMatrix Consulting Group LLC
Sugarbush Ski SchoolMost profitable part of the mountain
Average wait used to be 1 hour each morning
Management did not understand their role
2.5 hours – changed the focus from “the magic moment” to cattle.
Changed the role from teamwork to decision making
Within one day the line queue dropped to 10 minutes
No technology changed.
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
How it worked for years
Adult & Private Lessons
Kids Counter and Customer Service
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Winning strategies and tactics
Customer Form CounterGreeter
Adult & Private Lessons
Kids Counter and Customer Service
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
FAX UPFAX DOWN
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David Goldsmith MetaMatrix Consulting Group LLC
TIME
Traditional
ExplosiveRESULTS
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David Goldsmith MetaMatrix Consulting Group LLC
CHANGEEveryone loves
change!!!
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David Goldsmith MetaMatrix Consulting Group LLC
How do you motivate
EMPLOYEES (INDIVIDUALS)
to do a better job?
Willie Roy
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Divorce – Kids – Parents - Debt
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David Goldsmith MetaMatrix Consulting Group LLC
People don’t show up to work
to screw up.
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Sales/Marketing
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David Goldsmith MetaMatrix Consulting Group LLC
What’s wrong with this picture?
Prospect walks into a HD dealership wearing leather jacket, driving a suburban and jeans. Gets no help as she walks over to the rider gloves display. Spends 17 minutes with no help. Gets a phone call and then sits on a motorcycle for 45 minutes with no attention. Purchases the short gloves and leaves to go to a new rider course only to find out she should have purchased the cuffed garment. The gloves then fray within 3 days of use.
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Hard Core Harley Rider
“Harley can no longer rest on the fact that people will just buy a Harley. The old attitude that, if you don’t buy it’s your loss is over. They have to start servicing customers in a whole different way considering you can purchase so many other bikes today with more value for less. And I’m a Harley rider!”
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David Goldsmith MetaMatrix Consulting Group LLC
Dentist Across the Street
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
1. Work the leads that walk in the DOOR! (HD Executive Experience)
Higher revenue in Separate Buildings vs. MallsPLANNED VISIT!!!
Capture Rate for HD is around 12-20%2. Work with Driver Safety Courses
Students get a free kit if they visit the storeFree collectiblesReserve Seats for Riders Edge/MSCLass (1 hr. Drive)HD Needs and entry level bike
14 Win By a Nose Marketing Solutions
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David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
3. HOG Group participation
Study by Motor Company January 2005-July 20052003-2005 Bike Owners
Average annual purchase $893National HOG Member 32% more
Local HOG member 56% moreFounded in 1983 and now 2006 1 million members
With no agenda but to ride
14 Win By a Nose Marketing Solutions
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David Goldsmith MetaMatrix Consulting Group LLC
Del Hoffer1. You must ride iron with them2. You must schedule activities
3. You must sponsor and attend meetings
My take is you must learn to bleed …black and orange
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David Goldsmith MetaMatrix Consulting Group LLC
Ambassador
vs. Terrorist
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David Goldsmith MetaMatrix Consulting Group LLC
14 Win By a Nose Marketing Solutions
4. Open house for metric bikesTrade ins get a discount
5. No money down, April payment6. If the biker can’t handle an 883
Put them in a Japanese bike After a year guarantee a trade in
7. Offer +++Retail statistics 70% of purchases are impulseCustomization at % discount w/ a new bike purchase Get 20% off parts with bike
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David Goldsmith MetaMatrix Consulting Group LLC
14 Win By a Nose Marketing Solutions
8. Extend service hours for professionalLearn a lesson from LexusNight Shift in by 5 out by 9
9. Sensitivity to gender and economic differences Woman, Black, Hispanic.
10. Get prospects in the FAMILY…don’t just talk about it.11. Treat clothing department like Neiman Markus12. Start holiday specials before Thanksgiving13. Take care of them after the sale!!!
Parts, Service, Accessories,
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David Goldsmith MetaMatrix Consulting Group LLC
14 Win By a Nose Marketing Solutions
14. Marketing to starts before you meet the customer• Advertising• Website• Reputation in the area• Location Visibility• Visibility to the community
Example: Poker competition 1800 people attendedExample: Bikes to Police with Bags with flames
and logo of Dealership.Wrong: When you give a bike up for raffle it markets
HD and not your dealership!
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David Goldsmith MetaMatrix Consulting Group LLC
5 Sales Solutions1. Create process for hiring like Southwest Airlines2. Create a 5 or 6 step process for sales3. Add the Vintage Sales Process – To the WORD4. Use rapid sales staff development tools
Generation “M”Video Duplication
5. Start sales people at the right time6. Use this throughout the Enterprise
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David Goldsmith MetaMatrix Consulting Group LLC
Give Your Staff Language
Down to the minute detail…
ALL INVENTORY HERE MOVES VERY RAPIDLY I’D LIKE TO CONFIRM THAT BEFORE I GIVE YOU A PRICE.
Transferred to Manufacturers or Distributors…
THERE ARE THREE OPTIONS WE SUGGEST WHEN CLIENTS ARE IN THIS POSITION...
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David Goldsmith MetaMatrix Consulting Group LLC
Industry STRATEGIC Constants
1. Continually occurring; persistent.
2. Regularly recurring
3. Unchanging in nature, value, or extent; invariable.
4. No perceivable improvement in the foreseeable future.
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Hiring/RetentionLimited pool of employees
No more farm boysCultural issues
Lack of skilled laborCheck Friday/Monday now show
syndrome
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David Goldsmith MetaMatrix Consulting Group LLC
Industry STRATEGIC Constants
Options
1. Fight it
2. Continue to do what you are doing
3. Build a new model
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
You are the GM for 500 bike HD Dealership with 46 employees during season. By your own calculations you will lose 30% of your business if you don’t create a better strategy to attract and retain good talent. Based on history, it takes 6 months to 3 years to educate a new candidate. What innovative strategies would you need to put in place to maintain your current growth?
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David Goldsmith MetaMatrix Consulting Group LLC
EMPOWERMENTWhat’s your strategy
to empower others?
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David Goldsmith MetaMatrix Consulting Group LLC
Potential SolutionsBuild a career ladderLong Term Recruiting
HS, College, GlobalGeneration “M” tools
Video Training/SportsTrainers better trainedMentor programWeb design for employeesInternal referral programOutsource Jobs/Functions
Streamline your businessArborists Company
Theft from competitionEliminating JobsUtilize technology
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David Goldsmith MetaMatrix Consulting Group LLC
Lorrie A. Goldsmith
Life does not give A’s for
EFFORT, it gives A’s for RESULTS.
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
RedefiningHow to Rapidly Strategize while
Developing a Mega-Competitive Advantage in the
market place
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David Goldsmith MetaMatrix Consulting Group LLC
REDEFINING is a management and leadership tool to ALWAYS find a better way to discover new competitive, mega, advantages by redefining challenges, problems and opportunities.
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Picture the BIGGEST
challenge you have today…
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Do you have a process for strategically thinking?
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David Goldsmith MetaMatrix Consulting Group LLC
Does it look like this…Determine
Goal or Problem
Figure Out Solutions
Maybe Do Research
Implement the Idea
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David Goldsmith MetaMatrix Consulting Group LLC
Or do you do this in a meeting?
Questions asked by meeting leaderAnyone have any problems?
State Problem
Ideas Generated1 or 2 are Selected
Possible Research
Implemented
Ask for Suggestions
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David Goldsmith MetaMatrix Consulting Group LLC
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
THREE SIMPLE STEPS
Step 1 State your challenge
in one sentence.
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David Goldsmith MetaMatrix Consulting Group LLC
Challenge Statement Test
Test Questions Column 1 Column 2
1. Is the CS one issue? Yes No
2. Is the CS in the present or future tense? Yes No
3. Is the CS a problem or solution? Problem Solution
4. Are the CS facts verifiable ? Yes No
5. Are the CS assumptions valid ? Yes No
6. Is the CS essential to your overall goal? Yes No
(Hint: All your answers need to fall in Column 1)
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David Goldsmith MetaMatrix Consulting Group LLC
Examples
Sales margins have dropped 4%
We’re losing business to our local HD Dealer
We don’t have enough space
We are looking to grow 32% this year
It takes 6 months to train a technician
Retail sales are stagnant
I can’t find qualified managers
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David Goldsmith MetaMatrix Consulting Group LLC
Must be one challengeI want to sell a 10 CD set for $300, and I
don’t want people copying it.
Must be in the present/future tenseMy husband had cheated on me
Must be a problemMy salespeople need more sales training
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David Goldsmith MetaMatrix Consulting Group LLC
Must have verifiable facts (if there are facts)
Shrinkage is 14% in the warehouse
Must have valid assumptions McDonald’s makes people fat
Must be essential to the goalMy office manager is always grouchy
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David Goldsmith MetaMatrix Consulting Group LLC
Your office manager is always grouchy impacting clients and employees
We are losing profits and clients due to our office manager
another option
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David Goldsmith MetaMatrix Consulting Group LLC
Remember Math Class
It’s like a math question. If you don’t understand the question your going to come up with the wrong answer.
Joe GiezemanSearcy Arkansas
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David Goldsmith MetaMatrix Consulting Group LLC
Step 2Convert the challenge into
a “should” statement
positive opposite -SPECIFIC ultimate end
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David Goldsmith MetaMatrix Consulting Group LLC
The loaded question…
What would it look like if
EVERYTHING was
PERFECT?
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David Goldsmith MetaMatrix Consulting Group LLC
positive opposite ultimate end
Positive OppositeLosing – KeepingLow – HighSlow – FastWeak – StrongFat – ThinUp – DownDon’t – DoCan’t – CanLose - Win
Ultimate EndUltimate customerUltimate vendorUltimate economyUltimate footprintUltimate industryUltimate powerUltimate productUltimate durationUltimate …
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David Goldsmith MetaMatrix Consulting Group LLC
Challenge: We are losing profits and clients due to our
office manager
Should: We should be gaining profits and clients due to our
office manager
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David Goldsmith MetaMatrix Consulting Group LLC
+OUEWe should be gaining all the clients we want due to our office manager
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David Goldsmith MetaMatrix Consulting Group LLC
UNIVERSAL TRUTHS
There is more than 1 right answerThere is always a better wayLess is moreLook to the big picture before the
smallDon’t fix a “blame.”
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David Goldsmith MetaMatrix Consulting Group LLC
The Final Step 3“What would it take..”
TO GUARANTEE OR INSURE!
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David Goldsmith MetaMatrix Consulting Group LLC
Challenge: We are losing profits and clients due to our office manager
Should: We should be gaining profits and clients due to our office manager
WWIT: What would it take to guarantee that you would gain profits and clients due to our office manager?
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David Goldsmith MetaMatrix Consulting Group LLC
Does the mechanic need to know who was driving?Does the mechanic need to know what was hit?Does the mechanic need to know where it happened?Does the mechanic need to know when it crashed?Does the mechanic need to know how it happened?Does the mechanic need to know…
WHY you were driving the car????
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David Goldsmith MetaMatrix Consulting Group LLC
What Would It Take…
WWITDavid Goldsmith MetaMatrix
Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
What would it take…
In a race against time on a project that would ordinarily take four months to achieve, a team of designers, 100 workmen and even the neighbors, have just seven days to completely renovate an entire house — every single room, plus the exterior and landscaping.
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David Goldsmith MetaMatrix Consulting Group LLC
What would it take…
MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Step 1 In one sentence state your goal or
challenge.
Step 2Convert the challenge into a “should”
statement positive opposite specific ultimate end
Step 3“What would it take..”
THREE SIMPLE STEPS…Don’t Skip
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Scott Barter – Fontainebleau Hilton Resort
Original
Employees are not thinking like accountants.
(…interprets data)
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David Goldsmith MetaMatrix Consulting Group LLC
Improved SOCOriginal
Employees are not thinking like accountants.
(…interprets data)
Better ChallengeEmployees are not producing
accurate accounting with the labor pool available?
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David Goldsmith MetaMatrix Consulting Group LLC
Should Statement
Reframed The organization should produce
accurate accounting with the labor pool available.
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David Goldsmith MetaMatrix Consulting Group LLC
The real question
Reframed Question
What would it take to guarantee for the organization to produce accurate accounting with the labor pool available.
Automate data entry using OCR technology
Solution: Use software to find variances PO/Invoice/Receiving kicked out
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David Goldsmith MetaMatrix Consulting Group LLC
Compare the twoOriginal
Employees are not thinking like accountants.
(…interprets data)
Redefined What would it take to guarantee for the organization to
produce accurate accounting with the labor pool available.
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David Goldsmith MetaMatrix Consulting Group LLC
What are you solving?
Past Problem Future Problem
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David Goldsmith MetaMatrix Consulting Group LLC
YEAR2010
What would it take for your clients to consider you to be the only choice in
town?
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David Goldsmith MetaMatrix Consulting Group LLC
Although no one can go backwards and make a brand new start, anyone can start from now and make a brand new ending.
Anonymous
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David Goldsmith MetaMatrix Consulting Group LLC
The cost of not thinking strategically is significant.
David and Jane Reiss
The cost of the wrong strategy is disastrous.
David A. Goldsmith
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David Goldsmith MetaMatrix Consulting Group LLC
Are your customers telling other people about you?
Then are you that GREAT?????
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David Goldsmith MetaMatrix Consulting Group LLC
Harley-Davidson Soldier of Tomorrow
GPS and Radio Antenna Laser Detectors
Long Wave Infrared Camera
On-The-Move Hydration
Integrated Tourniquets
Zippered Leg Vents
Waterproof, Breathable,Flame-Resistant Boots
Image Intensifier
Forbes Dec 9, 2002
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David Goldsmith MetaMatrix Consulting Group LLC
Alfred A. Montapert
Do not confuse motion and
progress. A rocking horse keeps moving but does not make
any progress.David Goldsmith
MetaMatrix Consulting Group
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David Goldsmith MetaMatrix Consulting Group LLC
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
When life is bad you buy a Harley
because you deserve it.When life is great you buy a
Harley because you deserve it.
David Goldsmith MetaMatrix Consulting Group LLC
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David Goldsmith MetaMatrix Consulting Group LLC
Evaluation 1761
David GoldsmithMetaMatrix Consulting Group
(315) 682-3157