Monthly Archives: October 2011

The Tipping Point

Key Concept ~ While major corporations continue to squeeze their human capital for productivity, entrepreneurial startups can position themselves to leapfrog their competition by fully embracing the creativity of their associates.

Bloomberg Businessweek® published an article late last week that reported on the implications of our nation’s revised productivity rate will have upon future growth, income gains, and job opportunities.  The revised numbers, issued by the Department of Labor, indicate that worker productivity grew at a 2% annual rate beginning in 2007, when the recession began, through the first three quarters of 2011.  The original figure reported was 2.7%.  Of greater concern, is the forecast for worker productivity growth for the foreseeable future will be between 1.5% and 2%, well under the 3.4% annual growth rate from the last productivity boom period of 1997 to 2003.

This resonates with a strategic issue many corporate entities continue to, at best struggle with, and in the worst environments, outright ignore.  In an age when the commercialization of intellectual property is the driver of value creation, a fresh approach to worker engagement must be embraced.  The 2010 IBM® CEO Survey points to this in that the single most important attribute CEOs are looking for in future leaders is creativity and their ability to cultivate creativity throughout the organization.  Yet, at the same time, a research study published in The Journal of Experimental Social Psychology demonstrates that professionals that consistently display creative thinking are sidetracked from positions of senior leadership on their way up the ladder.  The current reality simply doesn’t support the desired outcome.

When we look at the current strategic climate in corporate America, many companies continue to demonstrate a slash and burn harvest mentality towards the operation of their businesses.  But how long can a company cut its way to growth and profitability?  Especially when the raw material of the day is human creativity?  The fact of the matter is, we’re coming into an age of diminishing returns on traditional approaches to management.  Philosophies and methodologies whose roots lie in the industrial boom of the early part of the last century (i.e. see Alfred Sloan, Henry Ford, Thomas Watson, etc.)  We need only look at the employee disengagement crisis as a bell-weather for future, diminishing productivity under current leadership conditions (less than one out of three employees are fully engaged with their employer ~ Gallup & Co.®).  In addition, the approach of throwing technology at a productivity problem no longer delivers the same return on investment as it once did some ten or fifteen years ago.  That low-lying fruit has already been picked.

Culturally, our greatest core competency as a nation is our creativity and innovative thinking that has revolutionized so many industries.  These attributes of a free society may just be our last, and most strategic, competitive advantage we hold in the rapidly shifting global marketplace.  But only if we embrace it and cultivate it organizationally.

Until a shift in perspective is embraced, when leadership, strategy, and organizational culture align to cultivate a fresh approach to fully engaging the human element in value creation, we will continue to stagnate and eventually decline.

So what does this mean for entrepreneurs?  We’ve reached the tipping point, when entrenched interests at the helm of corporate America are vulnerable to fast moving, highly innovative startups that can usher in a new competitive landscape.  One in which the small company can dictate the terms of competition through creativity and speed of implementation.  While technology has helped level the playing field, it is the approach small, entrepreneurial firms take to leveraging their human talent that can catapult them over the top.

© 2011, Terry Murray

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Filed under Leadership, Productivity, Sales, Strategic Planning

Now’s the Time…

Key Concept ~ Once again, the strategic planning season is upon us.  Time to look back and assess where we hit, and where we may have missed.  Time to know exactly where we stand, and where we wish to go in 2012.  

It’s that time of year again!  Time to pull out this year’s strategic plan and determine what and where we’ll be focusing our time, attention, and resources for the coming year.  Hopefully your plan is right on your desk and not covered in dust on the shelf.  Hopefully, you’ve been using your plan as a management tool to measure your firm’s performance and calibrate your activities as you’ve moved forward in 2011.  If you have, you’re already at speed and the task at hand will be engaging and manageable.  If you haven’t been working your plan, I guarantee you could be doing better.

Just to get the ball rolling, ask yourself and your team a few key questions:

Is our Vision aligned with our Intention?  This single issue’s importance cannot be overstated.  Why?  People feel our intention, whether they’re conscious of it or not.  When our Vision and Intention align, this feeling resonates with our prospects, customers, associates, and constituents.  Applied Behavioral Economists have demonstrated that upwards of 70% of economic decision making is emotionally-driven, with the remaining 30% grounded in rational thought.  The Harvard Business Review® also published research by Gallup® that revealed companies that engage both their employees and customers on an emotional as well as a cognitive level enjoy a 240% improvement in financial performance.  How our customers and prospects feel about our firm is as important, if not more important, than what they think about our firm.

Have we expanded upon our Core Competencies in 2011?  What is it about our firm that makes it unique in its ability to deliver on its value proposition?  What do we do better than our competition that is authentically differentiating?  Performance hinges upon our ability to fully leverage our Core Competencies and work from our position of Strength.

Have we openly and honestly addressed our weaknesses in 2011?  Are we striving to continuously improve in our segment?  Our competition has, or at least, we better assume someone’s coming up in our rearview mirror.  Markets are not static, especially not today.  Anticipating and addressing potential weaknesses in our ability to execute will provide insights on how best to position our firm going forward and where we may need to make some investments.

Where is our market trending?  What are the economic, political, social, and financial drivers that will affect all of us next year?  What will affect our target customers?  How can we position ourselves to benefit them the most under these conditions?

How well are we performing to our plan for 2011?  This is where the strategic planning document is such a powerful management tool.  We can continuously measure against performance gates in terms of Tactics executed, Strategies implemented, Objectives attained, and Goals manifested into realities.  Where did we find the most profitable traction?  Where can we focus in 2012 to fully leverage the momentum we’ve created in 2011?  What does this look like in 2015?

Where do we go from here?  This is why, with each successive year, the strategic planning process becomes easier and easier to conduct.  If we have a baseline strategy we have something we can measure.  When done well, it is surprising how little fine tuning must occur year after year.  It comes down to clarity.  Now is the time of year to take the necessary steps to ensure clarity going forward.  Taking the time to formulate your business strategy may be the most important thing you do all year.  When done well, it works well.  I’ve seen this consistently over the past twenty years.  It is why every successful company engages in an annual strategic planning process.

Please click here for more information on Strategic Planning or take a look at my book, “The Transformational Entrepreneur”, which will walk you through a step-by-step approach for mindful, strategic planning. 

© 2011, Terry Murray.

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Building Your Market Presence, Brick by Brick by Brick

Key Concept ~ Getting your value proposition into the market is not a sprint, it’s a marathon.  Creating a mindful communication strategy is just the start.  Sticking with it, and executing with authentic intention and persistence can create a groundswell of visibility in a relatively short period of time.

As we turn the bend into the last quarter of 2011, we find the strategic planning season once again falling upon us like the colorful leaves of autumn.  It is a time of retrospection and reflection of what strategies are working well and those that may be best left behind.  Let’s face it, as intrinsically motivated entrepreneurs that are continuously looking forward, we often don’t take the time to fully appreciate what we’ve accomplished in the recent past and how these accomplishments are building our visibility and momentum going forward.

We at Performance Transformation, LLC™ began the year with the publication of my book, “The Transformational Entrepreneur ~ Engaging the Mind, Heart & Spirit For Breakthrough Business Success”.  This was no small feat, representing the culmination of more than two decades of real-world experience that took nearly three years to write and publish.  One must take into account, even the most highly publicized and promoted book can take upwards of nine months to gain traction in the book market.  And that’s what we’re starting to see.  Approximately six months after publication, we’re beginning to see how the cornerstone of our communications strategy is resonating strongly with its intended audience.  Entrepreneurs are embracing the book’s lessons and experiencing how, when these lessons are applied, their own success is accelerating at an unprecedented rate!

Here’s a synopsis of what we’ve experienced in just the past six months as a result of executing on our communications strategy:

We presented at the annual American Society for Training and Development Conference in May.

We’ve conducted nine interviews on both local and syndicated radio programs around the nation.  We’re about to schedule an additional eleven in the coming months.

Our value proposition has appeared in Forbes, on MSNBC, on The Investor Business Daily’s site, and on NewsBlaze.com, venues that have approximately 40 million views per month!  Our work has also been picked up by literally dozens of other local, business oriented websites around the country and the world.

Our articles are being published by larger and larger internet venues, most recently on AOL Jobs, which has nearly 4 million views per month.

“The Transformational Entrepreneur” is beginning to receive unsolicited book reviews, and positive ones at that (you should know, traditional publishers pay book reviewers and book reviewing companies to hawk their titles…it is a subtle manipulation of public opinion to drive book sales…most reviews are not independent, they’re paid for)!  The book reviews are beginning to be picked up by other sites as well.

In just a little over six months, our blog postings, press releases (which we employ judiciously), and published articles have enjoyed tens of thousands of unique views.  The top three sources of our traffic are Linkedin, The Wall Street Journal Online, and Google.  And we don’t even invest in Google Adwords or pay to be on any “lead development sites”!  Our search engine optimization is organic, based upon our cumulative activity on the web.

In just the past three months, we’ve been on the road a solid two months, conducting our workshops and programs in Florida, Colorado, Montana, and Hawaii.  We’re also forging partnerships with additional organizations in Florida, Missouri, Illinois, and New England for next year. 

My point is, you can do this too!  And for a lot less money than you may think.  The world is changing in unprecedented ways and your communications strategy must reflect this new environment.  The key is to hone your value proposition and execute from a position of discipline and structure while still being nimble in your thinking.  You’re welcome to drop us a line and we’d be happy to explore how our approach can help accelerate your market presence and resulting market traction as well.

© 2011, Terry Murray.

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Filed under Brand Management, Getting Started, Marketing, Strategic Planning

Executing Your Vision with Aloha Spirit

Key Concept ~ The Performance Transformation team was recently in Hawaii working with a client to help bring support programs for combat veterans and their families to the islands.  The programs our team delivered were life changing and authentically transformational for those that attended.

The Aloha Spirit of the Horse

Aloha!  I never fully understood the meaning of this term, but I do now.  In traditional Hawaiian culture, the Aloha Spirit is a way of reaching self-perfection; of acknowledging one’s own presence and the presence of another through the breath of life and mana (divinity) that resides in all people and living beings.  It is a way of creating and sharing positive feelings and thoughts, which aligns meticulously with being a Transformational Entrepreneur.  Aloha Spirit resonates beyond one’s self throughout the entire community.

Adaptive Team Building with Aloha Spirit – October, 2011, Hawaii

The Performance Transformation team just returned from Oahu where we were hired to conduct a series of workshops for our client, the Palmarie Community Transformation Alliance and their partner, Equine 808 (Hawaii’s first and only horse rescue organization).  These organizations exemplify the Aloha Spirit and are to be commended!  The two nonprofits have come together in authentic partnership to serve those that society has forgotten; our veterans, their families, and abandoned horses and feral donkeys.  It is difficult to fully describe the healing effect the rescue horses had on our homeless veterans, active duty service personnel, their dependents, and people in addiction recovery.

We started working with Palmarie a few short months ago, conducting our Transformational Entrepreneur Process™ with them to create a mindful strategic plan.  In less than six months, our client completed their plan, established a partnership with Equine 808, has met with a top five defense contractor and community leaders for funding, and made significant contact with a key politician that has offered to introduce legislation to donate stables, infrastructure, and land that has been turned over to Hawaii by the U.S. Navy.  Their momentum and execution of their strategic plan is remarkable!  It is a shining example of what can emerge when Vision aligns with Intention and a highly structured and mindful approach to strategic planning is embraced.  Simply put, our approach works; for both for profit and nonprofit organizations!

If you’d like to see more images and a detailed description of our work together, please click on our blog, Leadership Development and Adaptive Team Building.  This is what being a Transformational Entrepreneur is all about…and it resonates with the Aloha Spirit!

Photos courtesy of Precision Photography of Honolulu.
© 2011, Terry Murray.

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Filed under Customer Engagement, Leadership, Marketing, Random Thoughts, Strategic Planning

The Resonance of Steve Jobs ~ Lessons for Transformational Entrepreneurs

Key Concept ~ Transformational Entrepreneurs change the world in ways that resonate in peoples’ hearts.  Steve Jobs discovered this years ago, and his legacy offers lessons we can all learn from to lead us from challenges to championships.

I’m writing this blog tonight from a condo in Makaha, Oahu on my MacBook Pro, the surf pounding away just outside the open sliding glass doors singing its eternal song.  One that will out live us all.  It is a reflective night for me, and one I wish to share with you.  Steve Jobs passed on today, falling from our realm due to pancreatic cancer.  I lost my own father in 1999 to the same disease, a mere two months after he retired from thirty years of service at Polaroid Corporation.  I was 36 years old at the time and only a few weeks shy of my being promoted to Vice President of International Marketing with STERIS® Corporation.  Something that would have made him proud beyond words if he had lived to see it.  There’s a personal nexus in this reflection for me on several levels.

The reason I’m in Hawaii tonight is I’m helping a fledgling nonprofit called Palmarie Community Transformation Alliance introduce a program to the islands that I helped create called Warriors in Transition.  The workshop is designed to assist combat veterans and their families transition from the military to civilian life.  I first came to these islands thirty years ago, as a Naval Intelligence Specialist, following in my father’s footsteps, and his father’s before him, and his father’s before him.  I was fifth generation Navy.  I came out to the Pacific to find my own stride in the sands of the footsteps of my forefathers, quite literally.  As my service drew to a close, my Dad helped me apply for college while I was at sea off the Persian Gulf, at his alma mater, The Whittemore School of Business and Economics at the University of New Hampshire.  My father was a member of the school’s first graduating class in 1963, the year I was born.  In fact, my first home was in married student housing at UNH.  Upon my return to civilian life, my father bought me an Apple II to help me with my studies.  I was thrilled with this remarkable device.  I would come home from class each day and transcribe my notes from lectures onto its 128K memory, green screen glowing, onto a floppy disk, my text book beside me to gather in all I had learned that day.  It was Steve’s machine I was engraining my knowledge upon.

As I matriculated up the ole’ corporate ladder I found myself investing in one Mac after another, unhappy with the frustrating slop MicroSoft and the clone machines heaped upon the masses.  I invested in Steve’s technology with my own money, when I had little, because it gave me an edge.  His vision enabled my vision to emerge.  Today, the resonance of Steve Jobs touches everything I do.  Not simply transactionally, as my firm edits our own videos on Final Cut Pro or the use of the iPhone or when I meditate to tracks from iTunes.  But in the lessons in behavioral economics and emotional engagement I speak to with every client we engage.  With every veteran I engage.  Steve got it.  And he got it before the rest of us did.  Just try to pry his technology from the hands of his customers, I dare you!  We are emotionally engaged with the elegance of Apple technology because Steve Jobs understood that we are emotional beings.  When we engage the heart, the mind follows…as well as the wallet.  Human beings are motivated by our Core Emotional Systems.  This has been proven scientifically by Dr. Jaak Panksepp (Google him…it’s worth a look).  It has to do with our primary survival mechanisms…it’s what has kept us alive long enough to evolve to the place we are today.  It’s why our Experiential Learning Workshops involve horses.  Yet these Core Emotions; Seeking, Fear, Panic, Rage, Caring, Playfulness, and Lust, still motivate and drives our behavior.  Whether we’re aware of it or not.  That’s another lesson, one of Emotional Intelligence, which Steve mastered decades ago.

Passion matters.  Vision matters.  Intention matters.  It resonates in those that we lead and those that we do business with as Transformational Entrepreneurs.  It’s how we change the world for the better.  And none did it better than Steve Jobs.

So as I sit here tonight, after working in the anti-technology environment of the old Dole pineapple plantations with veterans of Viet Nam, Iraq, and Afghanistan, holding the space for them to engage in their own emotional intelligence in order to process their pain and trauma with horses rescued from despair, I find myself coming full circle.  Of understanding the emotional context of what it means to be a human being.  Of helping those around us find their own vision and path to healing and redemption.  Of thinking of my father…and of Steve and what he’s accomplished.  He held the courage to be a visionary.  He was thrown out of the company he founded only to return to it once the corporate hacks had lead it to the brink of demise (Apple was within three months of running out of cash upon his return) and lead it to the second most valuable company on the face of the planet.

Find your vision.  Find your courage to follow your vision.  And what the hell, change the world while you’re at it!  Steve did.

© 2011, Terry Murray

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Filed under Leadership, Marketing

How Authentic Community Service Can Be Your Most Powerful Networking Tool

Key Concept ~ Transformational Entrepreneurs work towards creating positive change for those they serve.  Community service is a natural extension of authentic intention and can open some surprising doors for your business.

Those of you that follow this blog may have noticed new articles have been a bit light over the past week.  The reason for this is the Performance Transformation team is currently in Hawaii conducting a series of Equine Facilitated Learning workshops in Leadership Development and Team Building for a client.

We’re also here assisting a nonprofit introduce our Warriors in Transition workshop to the islands in support of our combat veterans and family members.  Warriors in Transition employs our proprietary Accretive Coaching Process℠ along with ground-based experiential learning exercises with horses to help veterans build emotional intelligence and life skills.  In doing so, we support successful transitions from military service back to civilian life, as well as support active duty military families throughout the deployment cycle.  The program, which we also conduct in partnership with Quantum Leap Farms in Odessa, Florida, was formally commended by General David Petraeus in 2009.

Researching, developing, and validating the Warriors in Transition program was no small undertaking.  It is the culmination of three years of pro bono effort and investment.  Yet, the potential we saw in our approach for creating positive, transformational change for our veterans and their family members was so strong we felt compelled to reach out in support of this valiant community.  As we moved forward, we also came to realize the approach, when conducted in partnership with a licensed psychologist, offered exceptional therapeutic opportunities for veterans diagnosed with Post Traumatic Stress Disorder.  In effect, the exercises with the horses enable Cognitive Behavioral Therapy to happen in real time.

To the point…

The nonprofit we’re helping here in Hawaii was able to secure a meeting with a major defense contractor to discuss potential funding and invited me along to present our program.  On Sunday I was joyfully covered in red dust, leading an Equine Facilitated Team Building workshop with a wonderful team of people on a former pineapple plantation overlooking Honolulu, Diamondhead, and the vast Pacific Ocean.  The next day, I found myself on the 26th floor of a palatial, downtown high-rise, meeting with some of the most influential business leaders in these islands.  The gentlemen we met with embraced the mission of Warriors in Transition and basically opened up their rolodex and told us, “Tell them we told you to call them…they’ll want to know about this.”

So, because three years ago I saw an opportunity to be of service to our veterans and their families, and acted upon it with authentic intention, I find myself accessing a network of business and community leaders I would have never met any other way.  I find myself in a part of the world and in a culture I could have never accessed on Linkedin, Facebook, or any of the other social media marvels of the day.  Yes, it takes some time, but it is all about building strong relationships and leading from a perspective of service.  Your intention must be authentic, and if it is, it will resonate in others.  And some amazing doors will open before you!

© 2011, Terry Murray.

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Filed under Customer Engagement, Getting Started, Marketing, Sales