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TOC in the TOC in the TOC in the TOC in the Main StreamMain StreamMain StreamMain Stream

1© 2009 TOCICO. All rights reserved.

TOC in the TOC in the TOC in the TOC in the Main StreamMain StreamMain StreamMain Stream

Presented By: Presented By: Skip Reedy Skip Reedy

CCPM Consulting LLCCCPM Consulting LLCMay 27, 2009May 27, 2009

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The Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main Thing

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The WorldThe WorldThe WorldThe WorldThe WorldThe WorldThe WorldThe World in in in in in in in in 2009200920092009

US

Unemployment

Forecast

For 2009

US Real Gross Domestic Product is forecast to contract by 3.2%

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For 2009

was

8.5% / 8.8%

now

9.2% / 9.6%

3.2%

10 million homes have mortgages that exceed their market value.

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Gross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic Product

Japan

GDP is the value of all final goods & services produced.

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USA

GDP

JapanGermanyChina

United Kingdom

GDP

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Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?

• What problem?

• Not my problem.

• I’m just trying to survive.

• What can I do?

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• What can I do?

• I can’t solve it.

• The World won’t listen.

• We can’t possibly save the world.

• Thank God I’ve got work.

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Our Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of Professionals

• The Politicians

• The Government

• The Bureaucrats

• The Financiers

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• The Financiers

• The Bankers

• The News Media – Ouch!

The Plan – Push money into the economy.

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Be UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe Unreasonable

A Perfect Opportunity

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Save the World

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The BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best Practices

• TOC

• Thinking Processes

• DBR

• CCPM

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• CCPM

• SCL

• Throughput Accounting

• Business Strategy

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Teach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOC

• Talk to each other

• Create a BUZZ about TOC

• World’s Best practice!

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• Teach the World TOC

• Inspire the World

• Get to Critical Mass

• The World saves itself

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TOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s Impact

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TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Perfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect Businesses

Imagine if most businesses used TOC:

• Profitable

• Secure employment

• Low stress

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• Low stress

• Content customers

• Successful suppliers

• Growing tax base

• Stable families

• Continual growth

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Industry Week Industry Week Industry Week Industry Week Industry Week Industry Week Industry Week Industry Week Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007

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Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!

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EffectiveEffectiveEffectiveEffectiveEffectiveEffectiveEffectiveEffective

We need to be effective in

• selling TOC

• implementing TOC

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• implementing TOC

• long-term results with TOC

• promoting TOC

• working together with TOC

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What can we do?What can we do?What can we do?What can we do?What can we do?What can we do?What can we do?What can we do?

• Be unreasonable

• Creative selling

• Form alliances to be effective

• Create demand

• Create Traffic Stopping statements & stories

• Connect to leaders

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effective

• Cultivate our strengths

• Find synergy

• Connect to leaders

• Create videos for the web

• Try things on

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Japanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public Works

• 1 Pilot Project 2004

• 15 Pilot Projects 2005

• 253 Projects 2006

• 2,523 Projects 2007

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• 2,523 Projects 2007

• 4,000 Projects 2008

• 20,000 Projects 2009

• > 30,000 Projects

• Japanese Ministry of Defense

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How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1

• Powerful people are unreasonable with themselves and with others.

• Write a newsletter, give examples, helpful ideas, workshops, events, white papers, white papers by others.

• Create a webinar to share what you have done, what has worked.

• Create letters, articles, videos, meetings, seminars to tell the

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© 2009 TOCICO. All rights reserved.

• Create letters, articles, videos, meetings, seminars to tell the world how TOC can and is changing the world.

• Connect to the leaders of our cities, states, countries, business leaders, influential people.

• Get Ex-TOC people back to what they love

• Academics get more students, awareness and acceptance

• Well-known TOC consultants to give back to TOC & make TOC the Main Way and influence our community

• TOCICO can impact TOC consultants and clients

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How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2

• Business leaders can learn about our Best Practices to get unreasonable improvements, fast implementation, generate cash and keep growing

• Government leaders to end the recession, see a winning plan, be assured reelection, political benefits and bureaucratic magic

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• Create news media talking points

• Speak before Congress (Eli)

• Report on CNN NBC, PBS

• Teach the word to think with cause and effect logic

• Gather all TOC consultants, clients & educators as one voice to shake resistance to the core.

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Never Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith Ferrazzi

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ConnectorsConnectorsConnectorsConnectorsConnectorsConnectorsConnectorsConnectors

In the Tipping Point,

Malcolm Gladwell cited a 1974 study by Mark Granovetter who found that

56% of those surveyed found their current job

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56% of those surveyed found their current job through a personal connection.

Only 17% saw their personal contact often and

28% barely met with their contact at all.

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Six Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of Separation

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Three Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of Separation

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Send Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out Cards

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Send Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out Cards

Are you under water?

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San Marcos Square, Milan, Italy December 2008 © 2008

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Send Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out Cards

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© 2009 TOCICO. All rights reserved.

Accelerate your business with TOC. Capture more sales.This is the state-of-the-art of collision repair management! Create it for your business.This is the time. Don’t wait until you are too busy!

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Mind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony Rubleski

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Dripping WaterDripping WaterDripping WaterDripping WaterDripping WaterDripping WaterDripping WaterDripping Water

• Follow up

• Follow up

• Follow up

• Persistence

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• Persistence

• Inspiring

• Authentic

• Adjusting continuously to improve

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

SellingSellingSellingSellingSellingSellingSellingSelling

• Plan

• Find your target

• Be authentic

• Adjust continuously

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• Adjust continuously

• Listen

• Sell Solutions

• Follow Up

• Drip

• Persistence

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Find the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the Executive

• Young Presidents Club

• The Executive Club

• Vistage International

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• Vistage International

• Use the Three Degrees

• Get your name out there

• Serve on a charity

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Cold CallingCold CallingCold CallingCold CallingCold CallingCold CallingCold CallingCold Calling

• Get his attention

• Be authentic

• Find a connection to him

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• Learn about his business

• Executive assistants are like gold

• Create a Traffic-Stopping message

• Be persistent

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Free Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus Package

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Dr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa Lang

• Mafia Boot Camp

• Work together to present TOC classes

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• Teach each other to sell

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Mark WoeppelMark WoeppelMark WoeppelMark WoeppelMark WoeppelMark WoeppelMark WoeppelMark Woeppel

• Create a Value Proposition

• Consultants need to be better businessmen

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• Have a boot camp for consultants

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Justin RoffJustin RoffJustin RoffJustin RoffJustin RoffJustin RoffJustin RoffJustin Roff--------MarshMarshMarshMarshMarshMarshMarshMarsh

• Traffic-Stopping Stories

• Local optimization is the number one enemy

• March to the beat on one drum

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© 2009 TOCICO. All rights reserved.

• March to the beat on one drum

• Tell our story with more concrete, less abstract

• Keep your pipeline full

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

Tell the WorldTell the WorldTell the WorldTell the WorldTell the WorldTell the WorldTell the WorldTell the World

• A Perfect Opportunity

• Get out of the stands.

• Get on the court.

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• Get on the court.

• Inspire. Be unreasonable.

• Teach the World.

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The World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waiting

• The Market for TOC is virtually unlimited. [Dr Lisa Lang]

• The need for TOC is there. The desire for

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© 2009 TOCICO. All rights reserved.

• The need for TOC is there. The desire for TOC is there. [Mark Woeppel]

• There is actually no shortage of opportunities. [Justin Roff-Marsh]

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About Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip Reedy

Skip Reedy is a Mechanical Skip Reedy is a Mechanical Engineer with an MBA in Finance. Engineer with an MBA in Finance. He became a Jonah in 1998 while He became a Jonah in 1998 while a design engineer at Boeing near a design engineer at Boeing near Seattle. He was an internal TOC Seattle. He was an internal TOC consultant on very large Critical consultant on very large Critical Chain projects. He retired to Chain projects. He retired to

create his own consulting firm, create his own consulting firm,

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© 2009 TOCICO. All rights reserved.

create his own consulting firm, create his own consulting firm, CCPM Consulting LLC. Some of CCPM Consulting LLC. Some of his clients are Boeing Satellite his clients are Boeing Satellite

Systems, Puget Sound & Systems, Puget Sound & Portsmouth Naval Shipyards, Portsmouth Naval Shipyards,

Marine Corps Logistics Base and Marine Corps Logistics Base and First Solar. He has worked with First Solar. He has worked with Vector Strategies, Afinitus, Vector Strategies, Afinitus, Accelerate and Goldratt Accelerate and Goldratt

Consulting. He is certified in Consulting. He is certified in CCPM and for Tony Rizzo’s CCPM and for Tony Rizzo’s

CCMPM workshop. CCMPM workshop.

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BibliographyBibliographyBibliographyBibliographyBibliographyBibliographyBibliographyBibliography

• Never Eat Alone by Keith Ferrazzi

• Mind Capture by Tony Rubleski

• The Three Laws of Performance by Steve Zaffron & Dave Logan

• Million Dollar Consultants by Alan Weiss

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© 2009 TOCICO. All rights reserved.

• Great Boss Dead Boss by Ray Immelman

• Managing the Professional Service Firm by David Maister

• Unique Value Propositions by Tony Rice

• How to Buy and Sell Professional Services by Warren J Wittreich

• Send Out Cards – www.SendOutCards/karenreedy to send a card

• Coaching Stimulus Plan for Leaders by Syl Leduc, Sage Leaders Inc.

TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference

ReferencesReferencesReferencesReferencesReferencesReferencesReferencesReferences

• Business Networking International (BNI)

• International Management Consultants (IMC)

• Landmark Education

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• Landmark Education

• ToastMasters

• TOCICO