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The Leadership Journey
Kelli McCauley
51 episodes
2 months ago
The Leadership Journey Podcast brings director titles and above the information they need to propel their careers into the C-Suite and beyond. Kelli McCauley, Executive Coach to the Fortune 200, interviews CEOs and thought leaders on topics ranging from getting your IT leaders integrated into the leadership conversation, corporate consciousness, retaining and developing top talent and much more.
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Careers
Business,
Management
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All content for The Leadership Journey is the property of Kelli McCauley and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.
The Leadership Journey Podcast brings director titles and above the information they need to propel their careers into the C-Suite and beyond. Kelli McCauley, Executive Coach to the Fortune 200, interviews CEOs and thought leaders on topics ranging from getting your IT leaders integrated into the leadership conversation, corporate consciousness, retaining and developing top talent and much more.
Show more...
Careers
Business,
Management
Episodes (20/51)
The Leadership Journey
Scott Rouse – Decoding Body Language
The Hiring Edge
Decoding Body Language with Scott Rouse
Even with all of the interviews, assessments and resume checks, the odds are 50/50 that you’ll land a candidate who is the right fit. And the ones who don’t work out are expensive. Not just in lost time spent on training and other resources, but even worse is your trusted team watching someone struggle, knowing the new hire should be respectfully introduced to opportunities elsewhere that are a better fit.

I know you’re using conventional tools like behavioral interviews and assessments, that allow you to fully vet the candidate and do it right. But what about considering an additional approach?

Recognizing behavioral cues and what they mean during your interviews!

My guest on The Leadership Journey is Scott Rouse, an esteemed behavior analyst and body language consultant, recognized for his expertise in advanced interrogation training and nonverbal communication. His extensive training alongside the FBI, Secret Service, U.S. Military Intelligence, and the Department of Defense has equipped him with an in-depth understanding of nonverbal cues. Scott's impact extends to various sectors, including Firm Leaders, CEOs, sales managers, wealth managers, and financial advisors, where his insights play a valuable role in decision-making processes and hiring. With a focus on decoding nonverbal signals, Scott's contributions have significantly influenced many organizations' abilities to gain another data point when making decisions.in

In this episode, you will learn about:

Analyzing Nonverbal Cues: Enhance interview insights and decision-making
Adapting Communication Styles: Using “mirroring” to create connections
Debunking the 7-38-55 Rule: The truth behind this commonly discussed body language rule

Resources mentioned in this episode:

Subscribe to the Leadership Journey podcast at mccauleyandco.com for impactful insights on ways to grow your business, while regaining control of your legacy.
Check out The Behavior Panel on YouTube to watch Scott Rouse and other top behavior experts analyze body language and non-verbal cues in everyday news and pop culture.
Connect with Scott Rouse on LinkedIn to see how to book him as a speaker for your event or organization.



Are you ready to Uncover specific opportunities within your Teams’ and Firm’s performance? Click here to take our 10 question Performance Gaps Quiz. It's a simple, potent way to quickly identify and solve critical gaps, putting you on the fast track to achieve the potential of your Firm and Teams. What have you got to lose, other than 10 minutes to identify strengths and opportunities for growth?


🚀 Click to Take the Performance Gaps Quiz Now!


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1 year ago
17 minutes 31 seconds

The Leadership Journey
Tiffany Markarian – Re-engaging Experienced Advisors
Take the BETA Profitable Scaling Strategies Quiz

Have You Given Up On Experienced Advisors?
3 Ways to Get Them Re-Engaged with Tiffany Markarian
With Planning Season in full swing, it’s an ideal time to approach your experienced advisors and help them stir up compelling opportunities for their practices.

Often, discussions of growth focus on the big picture, like encouraging stretch goals for advisors, “how many new clients will you attract this year”, more lead generation efforts, or adding to current support staff.  It’s no wonder there is pushback or passive resistance from advisors who are too overwhelmed with their current client, staff and business load to take on another responsibility. What they’re looking for is simplicity vs complexity, profitability vs volume. Give them that, and you get their attention!

Smart Growth Approach

We asked Tiffany Markarian, an award winning marketing strategist and Founder of Advantus Marketing, to share proven ways to quickly impact the effectiveness and success of experienced advisors. Here’s what she recommends for those not already using a consultative approach: Start by evaluating your advisors’ current business model, practices, staff and capacity for growth. By working together with your advisors and identifying where they need help and offering specific support in those areas, you win their hearts and loyalty.

A More Effective Approach

Tiffany also advises focusing on maximizing the return on equity and effort (ROE) from the existing clientele by looking at the numbers. Your advisors’ client data tells them when it’s time to discuss new services/products, revisit their financial plan or adapt the number of meetings needed each year.  This focused approach not only creates sustained growth, but also maintains the quality of service that your firm is known for.

Key Takeaways from Tiffany's Insights

In her “dig deeper” session, Tiffany discusses several critical aspects:

Identifying when an advisor has reached their capacity
The importance of eliminating inefficiencies in business practices
Common periods when advisors experience a plateau
Effective strategies for maximizing advisor growth

In a world where adding more isn't always the answer, maximizing what you already have is a game-changer. By rethinking growth strategies and focusing on efficiency, optimization, results and your people, you will unlock new levels of success for your advisors and your Firm.

The key moments in this episode are:

00:00:00 - Introduction and the Importance of Scaling for Experienced Advisors
00:02:41 - Capacity Walls and Identifying Advisors in Need of Scaling
00:06:08 - Step 1: Segmenting Clientele and Step 2: Household the Book of Business
00:09:18 - Addressing Inefficient Service Models and Managing Client Expectations
00:15:02 - Moving Up and Overcoming Obstacles
00:17:46 - Speaking to Clients' Hearts
00:18:30 - Focus on the Right Growth Strategies
00:19:46 - Overcoming Complacency and Scarcity
00:21:00 - Adding Staff or Acquiring a Practice



To learn more about Tiffany Markarian's strategies and insights, visit Advantus Marketing.

Ready to Scale Your Business?


Take the BETA Profitable Scaling Strategies Quiz.


Did you know that by improving just one area of your firm's operations, you can trigger exponential growth?

That's the power of targeted advancement. 🎯

Unlock your firm's potential with our short 10-question BETA Profitable Scaling Strategies Quiz..  It immediately identifies the key areas slowing your firm's progress. Based on practices used by the top 1% of teams,
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1 year ago
26 minutes 51 seconds

The Leadership Journey
Set Up the “Monster” Succession Opportunity: Structure your teams for the modern age
ARE YOU MAKING ONE OF THESE 10 MANAGEMENT MISTAKES?

Set Up the “Monster” Succession Opportunity
Structure your teams for the modern age
Steve Good has dedicated his career to empowering the next generation of financial advisors. Currently the Director of Practice Development for 1847Financial, Steve brings years of experience and a wealth of knowledge to the table, having successfully transitioned from a top-performing life wholesaler into agency leadership. Obsessed with growing 1847Financial through strategic Teams match making, he seeks out and sets up the right talent with the right opportunity on the team.  Then, he confirms specific expectations and provides abundant resources for success.  This method ensures he plays the long game in setting up succession for his firm, and is leading his financial advisors to build strong, thriving, generational sales teams. Steve’s gifts of targeted communication, strategic thinking, and skill development has made him an invaluable resource for advisors looking to build their teams, achieve long-term success and have a true succession plan in place.

In this episode of The Leadership Journey podcast, Steve reveals his innovative approach to teaming for long-term success in financial services.

Join the conversation as Steve discusses how to:

Embrace a Teaming mindset and action plan for your financial services firm
Assemble top-tier teams by hiring individuals with unique and complementary skills
Realize the impact of encouraging creativity and innovation within your team's collaborative efforts
Recognize the urgency of providing succession opportunities to guarantee your Firm’s future
Become a champion of Teaming for growth, long term generational client relationships and solutions to  challenges



He covers three topics dear to the hearts and minds of firm leadership: challenges to growth, how to avoid losing millions (or billions) of dollars upon generational shift, and how to move your current team to its ideal!

Challenges of Growth
Growing your financial services business constantly requires attracting talented professionals with different skills, expanding the client base, and retaining existing clients. The Unicorn with deep knowledge in various financial areas and/or understanding pensions and benefits is next to impossible to find now.  Steve suggests creating a succession opportunity and building a team that consists of two, three, or four people, each with their unique specialties, skills and perspectives. By embracing the Teaming model and having the resolve to overcome challenges, financial advisors can build stronger, more successful businesses that last for generations.

Teaming to Keep Business
A solid, healthy and functional team inspires innovation and a constant desire to get better, do better. Teaming at 1847 strives to have individuals with diverse skills and backgrounds, working together to achieve common objectives. This is why teaming plays a crucial role in ensuring long-term success for both financial advisors and their clients. Steve’s “Team's 2.0” model allows flexibility and does not force teams. Rather, the model moves them from matchmaking to dating, making it more comfortable during the formation and collaboration of new teams, yet still very productive.

Moving Teams to Your Ideal
Successful teams must be adaptive and open to change. Embracing innovation and continuously refining strategy allows your firm to meet the evolving needs of clients and stay ahead in a competitive landscape. To achieve this, leadership and advisors must be open-minded, determined, and resilient in order to achieve long-term success.

Are you ready to create your own 2.0 Team?

Don’t wait - it’s time!

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2 years ago
25 minutes 5 seconds

The Leadership Journey
Leading From the Front: Nash Subotic of WestPac Wealth Partners on Culture, Training and Blue Ocean Strategy
ARE YOU MAKING ONE OF THESE 10 MANAGEMENT MISTAKES?

Leading From the Front
Nash Subotic of WestPac Wealth Partners on Culture, Training and Blue Ocean Strategy
Nash Subotic, CEO and the driving force behind WestPac Wealth Partners, has spearheaded the creation of an admired financial services firm known for its remarkable growth. With a formidable presence in over 10 states, an impressive $17 billion life insurance face amount, $2.5 billion assets under management, and a robust team of 270 professionals, Nash has diligently focused on leading an organization that thrives on its culture, training, and innovation.

In just 15 years, WestPac Wealth Partners has achieved staggering revenue growth starting from 0 and currently at $42 million, a testament to their exceptional leadership.  Nash understands that the key to success lies in simultaneously addressing the present and preparing for the future.

The secret to WestPac’s growth?  Leadership that keeps an eye on the present while continuously investing in the future.

And the future, Nash says, is all about teaming.

In an era where large companies and artificial intelligence are chipping away at single service financial advisors, Nash sought out a “blue ocean” strategy.  Asking “Where can we provide the most value?  Who needs help with their financial planning, insurance and estate planning needs?  How can we partner in the community to build relationships that would be the cornerstone of WestPac Wealth Partners?”



By asking these questions, creating a strategy to solve them and carefully curating a team that provides inspired solutions for clients has led his organization to unparalleled success.

Not one to rest on laurels, he took things further.

As WestPac Wealth Partners grew, Nash took the word “Partners” to heart.  He prioritized team culture.  He incorporated diversity before it was trendy.  Training became the backbone of the organization, with daily, monthly and in person bi-annual meetings designed to connect and inspire his team to go the extra mile and help the client before themselves, always.

During our conversation, Nash shares three tenets that continue to drive WestPac Wealth Partners' exponential growth. First, thinking strategically—identifying industry factors and seizing opportunities to deliver value. Second, fostering an intentional culture where individuals feel welcomed and motivated to give their best, enabling work-life balance and leveraging diverse perspectives. And last, promoting constant personal and career development through a daily commitment to training, nurturing the right mindset, and fostering in-person collaboration.

Nash Subotic exemplifies the saying, "Do what you love, and the money will follow." His passion for his team and clients is a testament to his exemplary leadership. While these transformative shifts did not occur overnight, if you are ready to build an exceptional organization like Nash's, we have what you want. I have had the privilege of working with Nash and an array of outstanding leaders who are titans in the financial services industry.

Embark on your path to success today by clicking the button and filling out the High Performing Teams Survey. Together, we will set you on the journey towards building a truly exceptional organization.


Book Your 3 Point Strategy Call Now!

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2 years ago
22 minutes 52 seconds

The Leadership Journey
Cracking the Code for Rapid Team Growth in Financial Services with Jerry Tavella
Book a Call with Kelli

Cracking the Code for Rapid
Team Growth in Financial Services
As a leader of a financial services Firm with sales team/s, you are constantly focusing on ways to grow without significantly increasing your bottom line. With demands for increased performance as you expand, it’s easy at times to become overwhelmed by the long list of “how” questions - how to best implement new ideas, how to improve processes, how to grow new business opportunities, how to scale sales teams…while currently serving your current advisors, the Firm’s support team and client base.  The list of “how am I going to…?”, seems endless. Finding the best next step to scale while seeking answers to these “how” questions -  can create analysis paralysis and hold your firm back. Jerry Tavella, Partner with both Strategies for Wealth and Prosperian Wealth Management, has cracked the code…and it starts with shifting from “how” questions to “who” questions and includes a strategic path.  The exciting news is that this blueprint for scaling Team growth is proven to be replicable in your firm too!Jerry began his career at Prosperian Wealth Management fresh out of college alongside Founder Marty Nachemson, who brought him in as his Team Protégé. Over time, he experienced  almost every role at Prosperian as their Team continued to grow from four to twenty one members.  With continual coaching from Marty, he gained expertise into the processes and systems that underpins the success of every role within the Team.  As Jerry expanded responsibilities, he discovered ways to streamline and refine their business model, sharing observations with the Team and implementing improvements into the practice.  The end result is that Strategies for Wealth is recognized as a red hot incubator of high performing independent Sales Teams  - currently at eight and growing. “The concerns Advisors constantly deal with are the “how” challenges.  How can I possibly implement all of these great ideas I pick up when I go to conferences?  How can I be improving my intellectual capital?  I know I need to improve my processes and efficiencies…how am I going to do that while fulfilling the promises I make to my clients, being their single point of contact?  How am I going to grow new business opportunities? How am I going to do all of this while continuing to prospect and spend time with my best clients?” Stop the madness of solving for “how” and shift to asking and solving for “who”! This approach helps you create the right structure to achieve rapid, repeatable growth in your Teams and Firm.  Jerry recommends three steps to move toward rapid, repeatable growth.

Stop asking HOW and start asking WHO in order to accelerate growth in your Firm.  These are the 7 key roles in Strategies for Wealth and Prosperian Teams model: Partners, Junior Advisors, Mentees, Investment Specialists, Underwriting Administrative Assistants, Wealth Management Administrative Assistants and the Protégé.Commit  to developing and supporting a  true Protégé role. It’s the most important position for the Teams model to grow.  The Protégé functions as a “Promise-Keeper”, helps the Advisor execute in their lane of excellence, and ensures exceptional experiences for clients.Create repeatable, aligned and consistently applied processes.  Regularly confirm that your Teams are following and using agency systems. This is not a once and done formula. It’s been proven over and over and continues to fuel the exponential growth of both Prosperian and Strategies for Wealth. It can work for you too! If you are ready to grow your Teams, let’s get you there faster.  McCauley & Co has been working with sales teams for over 20 years and can help you map out a strategy for creating or expanding Teams already in place.  Schedule a complimentary, 45 minute 3 Point Teams Strategy session with Kelli McCauley below.

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2 years ago
25 minutes 11 seconds

The Leadership Journey
How Symphony Financial Scaled Their Billion Dollar Sales Team with Keith Spengel
Top Team Mistakes to Avoid - Take the Survey!

How Symphony Financial Scaled Their
Billion Dollar Sales Team
Keith Spengel, CEO and Private Wealth Advisor of Symphony Financial’s Ensemble team within the Northwestern Mutual Private Client Group, takes professional superpowers seriously. During the past 33 years, all candidates wanting to join the team are screened first and foremost for attitude and “superpowers” - what they are skilled at and love to do.

That’s just one of the disciplines being applied to building the exceptional team that has become Symphony Financial.  Keith’s staff hails him as the strategic mind behind the sales team’s breathtaking success and growth.  With over 3.3 billion in life insurance promises and another billion in assets under management, their ensemble strategy is working.

The strategy, Keith explains, was driven by adversity.

Initially a solo advisor, Keith’s only employee his first few years in business was his wife.  When their first child was born extremely early, he found himself struggling to keep his one man operation afloat and simultaneously give his family the attention they needed.

He made a vow never to be in a position to face business adversity alone again.  He was determined to build a solid team that would support clients and each other through the troughs and peaks of life.

He wanted a team, but not just any team.  A team with superpowers.

When Keith started building, the teams model was just gaining momentum in the financial services industry.  Keith studied it, learned everything he could about leadership, hiring and the concept of working in your “zone of genius”.  He brought in outside coaching, took his time when considering partners and put his heart and soul into planning and forecasting.  All of these tools were invaluable in creating a roadmap of what could be, and person by person he strived for a superior organization.

Hiring people based on their strengths for various roles put the cornerstones in place for a strong foundation for the company.  So strong that business is growing at an exponential rate.

As the company grew, the hiring process became more refined.  One thing has stayed steady - hiring based on the core strengths plus the attitude of the individual joining the organization.

His top recommendations for building a sales team powerhouse?

Don’t wait until you know everything.  Just start.  Doing it without knowing exactly how is part of the leadership growth process.


Be prepared to learn as much and as fast as possible. Keep tweaking as you go.


Hire for attitude, test for aptitude and train for required skills.  In the beginning, there is a lot of growth, and you need a team with the attitude that can make pivots and keep up with the learning curve.  You can train for skills. Refine this process as you grow. If you are a more advanced team, hire for expertise/skills, test for attitude and confirm collaboration tendencies.


Expect hiccups.  There will be tough moments.  Stick to the vision and commit.


When hiring Partners, think of it like getting married. Date via joint work experiences.  Have a long engagement.  Take on a project or two together.  Take it as seriously as you would a marriage.

Shifting to a teams model can remove the lid off of financial ceilings and time constraints, while creating unlimited opportunity for team growth and client service.  If you want to create a full service, truly generational wealth management business, the teams model is the future.

Are you ready to fast track your company’s potential?  Let’s see what we can do this year!

Schedule a High Performing Teams Strategy Call with to map out what scaling a...
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2 years ago
19 minutes 48 seconds

The Leadership Journey
Bob Bolt and Symphony Financial: Amplifying Opportunity and Profit with Teams
Top Team Mistakes to Avoid - Take the Survey!


Bob Bolt and Symphony Financial: Amplifying Opportunity and Profit with Teams

Bob Bolt is an experienced Partner and Private Wealth Advisor who knows uncertainty all too well. In 2009, a series of events - the unexpected death of his wife and the Great Recession - brought him to a crossroads in his career.

After taking a year off to reflect and begin healing, he was drawn to the idea of helping people based on the work that his Northwestern Mutual agent had done with him.  He felt a deep calling to help others prepare for and navigate life's unexpected and expected events through sound financial planning.  And with that vision in mind, Bob started over from scratch as a Northwestern Mutual Advisor.

As Bob’s practice continued to grow, his next big move was to join forces with CEO of Symphony Financial Keith Spengel and his Partner Tom McBreen, as Partner of the Ensemble team within Northwestern Mutual’s Private Client Group.  In our podcast, Bob shares what it was like going from solo advisor to Partner within a team, as well as advice for firms who are contemplating introducing the Teams model.

Inspiration and Vision.  Bob was drawn to the idea of helping people based on the work that his Northwestern Mutual Agent had done with him when he had an unexpected, life changing, personal event.  After ten years as a solo advisor, he realized that joining a team of partners with complementary expertise and talents would create even more advantages for his current and future clients.

Benefits for Advisors.  Bolt points out how teams provide a way for Advisors to leverage their specialties and work in their Zone of Genius. Not only is this more rewarding and fun for the Advisor, it’s of extremely high value to their clients on several fronts.  Building a Teams based firm creates a multigenerational model, future generations are included in the plan, not just as beneficiaries.  Bob shares, “We don’t own clients individually.  We own them as a Firm.”  This provides a way to maintain continuity for the wishes and plans of their clients.

Yes, implementing a Teams model requires changes in how advisors work. Bob emphasizes that communication, collaboration, and accountability are essential for success.  Reading the book



"Traction" served as a guidebook that has helped them understand how to successfully execute the Teams model.

The pact.  Commitment to collaboration was the foundation that created and launched Symphony Financial’s Ensemble model.  As Bob began working with Keith and Tom, they reiterated their pact to always do the right thing.  This agreement gave him confidence that no matter what challenges arose, they would work together even through difficult conversations to resolve them.

Is it time for you to take the leap or create more teams inside your agency?

If you are ready to explore a Teams model, McCauley and Company can help.  We have been working with sales teams for over 20 years and can help firms with Team startups, expansion,  or an exploratory conversation.


Book Your 3 Point Strategy Call!


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2 years ago
24 minutes 45 seconds

The Leadership Journey
Teaming: The Financial Services Secret to Sustainable Growth
Top Team Mistakes to Avoid - Take the Survey!


TEAMING: The Financial Services Secret to Sustainable Growths
How to Make it Work
During my research on independent Sales Teams inside Life Insurance and Wealth Management Firms, I reached out to Scott Trammell, Executive Vice President and Financial Advisor at Strategic Financial Partners (SFP) to weigh in. Scott’s responsibilities at SFP include working with the independent sales teams (upon their request) and helping them navigate any challenges, opportunities or situations that come up and could benefit from an unbiased perspective.

SFP’s transition to embrace the Teams model came with its challenges, but the benefits continue to far outweigh any difficulties. Their shift to a stakeholder centered approach, allows them to address succession planning for the Team’s senior advisors and sets the foundation for a higher level of service for the generations that will follow.

Scott admits that the idea of Teaming sounds rewarding and exciting, but involves a lot of commitment, communication, specific agreements with guidelines, and continual work from all parties. Which is why the majority of Firms who start independent sales teams, abandon them when they get messy.

It's important to note that not everyone will want to be part of a team. Some individuals may not value the benefits because of what they give up, or they might not be team players.

Here's how Strategic Financial Partners stays at the top of their game by embracing the traditional Life Insurance and Wealth Management model of Financial Advisors who are supported by a team of sales managers who help them create a thriving solo practice. While at the same time, expanding their independent Sales Teams through facilitating formal team partnerships between top performing advisors. This flexibility allows the Firm Leadership to curate the right fit, in alignment with each advisor’s goals.

Below are three tips from Scott for leaders considering building and growing sales teams:

Chemistry
Team success depends on the compatibility of its members. Leadership should observe, coach, advise, and help the team learn from failures quickly.
Communication
Leaders in the firm should encourage and, at times, facilitate effective communication. Triangulating communication or playing favorites can harm team success.
Roles
Teams need more than one rainmaker to achieve a true multiplier effect. Once this is figured out, business flourishes.

Building an independent Sales Teams model requires patience, flexibility, and a commitment to selfless leadership. The leader's focus should be on working for the team and achieving sustainable, profitable growth for the firm and the teams.

Scott and the SFP Leadership Team has been working with McCauley & Co to build high-performance teams within the SFP organization over the past 16 years.

Given on where our industry is heading, it’s become very clear that Teaming is the future of the financial services industry, and when done right, it leads to exponential long-term success. Start your journey to building a successful team by taking our confidential High Performing Teams Assessment. I’ll send you strategic feedback, at no cost to you. The payoff is worth it!!

Are you ready to take your Firm to the next level?

Take our confidential, High Performing Teams Assessment HERE


Are Your Teams Making These Mistakes? Take the Survey!


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2 years ago
27 minutes 1 second

The Leadership Journey
Money, Ego, Feelings: How to Build and Grow High Performing Sales Teams
https://vimeo.com/801469532

Top Team Mistakes to Avoid - Take the Survey!

Money, Ego, Feelings: How to Build and Grow High Performing Sales TeamsIn 2020 McKinsey released their Agent Insights Survey, which reinforced what high producing Life Insurance Teams already know: Teaming works.The data they collected revealed:Advisors who regularly work in teams generate about 30 percent higher average annual premiums than those who don’tThis productivity gap is even larger for more sophisticated teaming models: agents in full-fledged specialized teams often generate double the net income of their solo peersTeams report about 10 percent faster asset growth and 15 to 20 percent faster revenue growth when compared with solo advisersRuss VanderSteeg, President of Strategic Financial Partners (SFP), a full service Agency dedicated to helping individuals, families, business owners and professionals develop expertly-tailored financial strategies, is a believer. After seeing proof of concept over 20 years ago, Russ committed to the independent Teams model.Why are Teams such an important part of the SFP culture? Mr. Vandersteeg, known as a strategic and innovative leader states “As our industry gets more complex, Teaming becomes a solution for the biggest challenges we face, like recruiting, retention, advisor productivity and succession.”When asked how he’s been successful growing Teams where other Agency Leaders have struggled, Russ says, “Teaming is not an event. It’s not set-it-and-forget-it. It’s a huge commitment financially, plus personally from all involved parties and requires ongoing fine-tuning of the systems, processes and model.”Teams work best when the advisors considering becoming a Team are already experiencing measurable successes, and want to take their solo practices to the next level.And that’s the challenge. Assembling high performers to create a “Superteam” is not for the faint hearted. These are professionals with strong skills, areas of expertise and a solid record of success. It’s essentially a team made up of all star quarterbacks.Getting high achievers to want to play together and stay together can be difficult. As Russ points out “Big problems start with big personalities. Making a Team work is part emotional intelligence, part negotiation, part mindset…and 100% commitment.”The independent Teams model is appealing and results can be extraordinary, with 30-40% of increased productivity for Advisors that team well together. But orchestrating all of these star players is not easy and it can get messy.The two most important factors in making the Teams model work are dedication and having the ability to navigate friction. During our podcast, Russ speaks to the ups and downs of Teaming, the importance of Teaming now more than ever and the one thing he feels helps tremendously - outside guidance for coaching and leadership.Are you ready to take your Firm to the next level?Take our confidential, High Performing Teams Assessment HERE.

Are Your Teams Making These Mistakes? Take the Survey!

  Listen to the entire podcast here. 
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2 years ago
16 minutes 54 seconds

The Leadership Journey
Get a 99.8% Client Retention Rate
https://player.vimeo.com/video/793978237?h=ee82cf0c4c&

Top Team Mistakes to Avoid - Take the Survey!

How to Get a 99.8% Client Retention RateProsperian Wealth Management Has the Playbook Few Wealth Management and Life Insurance Firms have built high growth, streamlined, hyper-productive Teams like Prosperian Wealth Management. The proof is in the numbers:Business is booming. In in 2021 alone, Prosperian brought in $100 million in new assets under management and protected clients’ future wealth with another $788 million of life insurance75% of new clients come from unsolicited introductions by current clientsProsperian Wealth Management proudly keeps 99.8% of clients through both great and tough timesThe Team is happy and engaged, staff retention is 90%Marty Nachemson, Founding Principal and Managing Partner of Prosperian Wealth Management (my long time client!) reveals the playbook on exactly how he has built an extraordinarily High Performing Team - with an enviable culture - from the ground up.Prosperian’s success has evolved over many years, with inspiration from a wide variety of sources.  Marty is an apt student of personal and professional growth, widely read, and a leader committed to the long-term success of his Team and clients.  During our podcast, he covers many of the critical practices behind the Prosperian Team’s impressive growth.  Here are highlights of the four key moves that Marty dedicated himself to achieve his ideal of a high-performing team who are incredibly efficient at execution: Be curious, dedicated and courageous in order to revolutionize an outdated business model.Explore modern or even past business ideas that can be applied to your current business model.  Be willing to view things from a different perspective. Rededicate your team to the processes, systems and culture that you believe will be essential for success. As Founding Partner of Prosperian Wealth Management, Marty constantly asks the team and their clients, “How can we be better?”.Bring back a proven model to develop Financial Advisors The traditional recruiting, training and retention model employed in the financial services industry is broken.  Prosperian is dedicated to an effective, proven and very profitable onboarding model -  essentially apprenticeship - which has led to team confidence, positive performance, client trust and loyalty from both.Hire to a value system.Building an aligned team means creating a vibrant culture.  Hire to your organization’s values.  Be very clear about your personal values and the company’s vision and mission.  When the team connects with and is devoted to the mission, they naturally align with doing the right thing for clients and each other.  Prosperian has weekly, extremely inspiring,  employee-led meetings designed to focus on helping all employees become better human beings. Don’t underestimate the power of personal growth as part of company culture.The way to make your team scaleableProsperian has one process.  The staff is not managing ten different business models.  Everyone is following the exact same process.  When that is the case, training and development becomes easier and extremely effective.  Prosperian accomplishes scale through maximizing their talent, systems and processes, which ignites their productivity!In our podcast, Marty reveals his playbook for building a high-performing Sales Team! If you want to build an extraordinary Team that works seamlessly together and puts up numbers like Prosperian’s, this is an episode you absolutely cannot miss. Listen to the entire podcast here.

Are Your Teams Making These Mistakes? Take the Survey!

  Listen to the entire podcast here. 
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2 years ago

The Leadership Journey
5 Surprising Traits of Google’s Highest Performing Teams
https://player.vimeo.com/video/792761949?h=f3c5d0f8c9&

TAKE THE QUICK TEAM ACCELERATOR QUIZ

5 Surprising Traits of Google’s Highest Performing Teams
How do your teams score?
Google thought building the best teams meant recruiting the brightest minds with ivy-league credentials.
They were wrong.
Hand it to Google to deep dive into analytics to build a better mousetrap…or in this case, a better company. For two years, Google studied data around their most productive departments. “Project Aristotle” examined 180 teams and revealed surprising data.
Even their human resources department was caught off guard.
What did they find?
That team's success is not tied to the number of summa cum laude graduates, exceptional engineers, IQ or longevity at Google.
Success came down to specific behaviors that stem from company culture.
Google's study found 5 key factors in their best teams, one being the cornerstone of the rest. If you miss one, you miss a game-changing opportunity.

“Because I said I would”Successful teams have members that have a sense of honor around their word. They follow through on what they say they will do, keep deadlines, consistently communicate with each other and follow through on their commitments.
Structure and ClarityEveryone knows their role, and job descriptions are documented and clear. Each person on the team is aware of exactly how they fit in, the ways they are being measured, and understands how to achieve professional success.
MeaningTeam Members are aware of how their particular job matters to the team and the vision/mission of the organization.
A sense of purposeThe individuals on the team believe that they work for an organization that is making a positive contribution to the world.
Psychological safetyA workplace culture where employees feel safe in expressing their ideas and thoughts without being mocked or ridiculed. Gossip and backstabbing are not tolerated, Each member knows they are valued and is encouraged to fail forward and grow.

Why does this research matter?
Google has been named the best place to work in the US for the 6th year in a row. And for the second year in a row, they earned the most respected employer in the world.
Model your teams after this research and set them up for high performance!
Want to see how your teams stack up? Take this short assessment and find out!

TAKE QUICK TEAM ACCELERATOR QUIZ

  Listen to the entire podcast here. 
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2 years ago
4 minutes 55 seconds

The Leadership Journey
Guest: Mike Esser
https://player.vimeo.com/video/692274071?h=cf9ceca195Winning the Talent WarCompensation Strategies Biotech Uses to Attract & Retain Top TalentKeeping up with hiring trends takes constant attention, research and creativity.  Based on anecdotal evidence, it appears that comp is king! I checked in with Mike Esser, Managing Director with Pearl Meyer, a highly regarded expert on executive compensation to learn what he’s seeing in Biotech, Life Sciences and Medical Devices. He shared insights into current practices and what boards and senior management need to know about creating a competitive compensation package.Want to attract and keep the best? A competitive compensation package is key to getting the specific skills you need.  However, when it comes to Biotech, developing an affordable and effective compensation strategy can be complicated for companies that are still pre-revenue.Typically, compensation levels are commensurate with the size of the company, measured either by revenue or market capitalization. But companies in the life sciences and biotech sectors can spend considerably more time in the pre-revenue phase due to long-term factors such as clinical trials. There are no revenue boundaries to measure pay scale by. Compensation rates are usually set at pre-established market pay levels compared to similar companies. In the highly competitive world of the life sciences sector, with a pay scale that doesn’t always reflect the true potential and scope of your enterprise, how do you attract and retain the top talent you need?The current trend leans heavily toward equity. Organizations in the Life Science sector burn through 2 to 3 times more shares in bonus packages, compared to other industries. There are risks involved because the company may not even survive to the revenue stage, but when cash is tied up in R&D, equity can be what sets you apart.Mike explains it like this, “bonus plans in other industries are often set around hard financial metrics, whether it's revenue or profitability. But in this sector, we don't have those same metrics. In pre-revenue situations, profitability isn't even on the horizon for several years. So, the bonus metrics tend to reflect strategic goals, individual goals, clinical milestones, that sort of thing. A lot more discretionary or subjective than hardwired financial results.”Creating an effective compensation package that is both enticing to the people you need to attract and financially feasible can be daunting for managers, especially those who are new to this sector. Bringing in a compensation specialist like Mike Esser to work with your compensation committee could give your organization a substantial advantage. Listen to the entire podcast here. To learn more about Pearl Meyer or how working with a compensation strategy specialist can benefit your organization, visit pearlmeyer.com.
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3 years ago
15 minutes 10 seconds

The Leadership Journey
Guest: Carisa Wisniewski
https://player.vimeo.com/video/585968412?h=2f7d983795Keep Top Talent Through MentoringWant to retain your best people... Start with your leadership team.We’re used to the term mentorship being tossed around when it comes to top performers serving as role models and providing inspiration to promising stars rising through the ranks behind them. But are we missing something? Can high-level executives and governing boards benefit from peer mentorship as well? What does that look like and what’s the ROI?According to Carisa Wisniewski, Partner, and CPA at Moss Adams, “Mentorship is an investment of time upfront…so you have efficiency in the execution of whatever you're trying to accomplish together. If your company is growing, you never outgrow the need for mentors”. The strategy for group mentoring at the board level was inspired by renowned Chairman and CEO of WD-40, Garry Ridge.  (10:44).  Her idea of starting at the top meant Partners would be leading the mentorship initiative. Ms. Wisniewski invited Garry Ridge to kick off the first session with her, and Moss Adams has never looked back.Peer Group mentorship for top-level leaders aims to ensure that everyone is not only using the same language but also meaning the same thing when they are communicating. Greater efficiency is the goal, alignment at the board, and executive level is key to achieving that goal.Her recommendation for keeping it interesting is to include guest experts from time to time and regularly introduce specific themes that are important for the group's development (using articles, books, research). Be sure to encourage round-table style discussion. This approach creates an even playing field, newer members are heard and empowered to weigh in, the more senior members are challenged to think in new ways. The result is a better aligned, more diverse, and cohesive team. It’s common, when we reach a certain level of success, to start thinking that we’ve arrived, but this thinking can be detrimental to growth. Carisa says, “as a mentor, your job is to challenge the person to think deeper…you're not giving someone answers. You're challenging them to find the answer themselves.” (9:38)Carisa continues to introduce and apply this mentoring model with great success both within her role at Moss Adams and as a peer mentor for other organizations.You can hear the full podcast with Carisa Wisniewski here. You can find Carisa on LinkedIn and learn more about Moss Adams’ expertise in accounting, consulting, and wealth management at mossadams.com.
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4 years ago
16 minutes 26 seconds

The Leadership Journey
Ignite the HR Advantage
https://player.vimeo.com/video/410396481Ignite the HR AdvantageThe competition for attracting & retaining top talent is the toughest it’s been in 50 years! I asked expert Human Resource professionals what advice they had for CEOs who want to leverage HR to win the talent war and achieve the organization's goals.  What they said, what I learned, and how to ignite the HR advantage. That’s what we’re talking about in today’s podcast.As a coach to high potential and valued leaders within high-growth companies, I regularly seek out meaningful resources within the organization. Whether it’s a start-up with venture investors, mid-size, or Fortune 500 companies, I’ve seen a pattern for years. HR is often left out. Given HR exists to oversee all things related to managing an organization’s human capital, I wanted to understand what could be getting in the way and how to solve for that.So I went to HR Leaders on LinkedIn and asked one question “What advice do you have for leaders who want to Leverage HR to win the talent war and achieve their organization's goals?”.  It seemed like straightforward research, but the answers led to an important insight.The 6 areas of advice from HR leaders to CEO’s are:Trust HR with more than legal compliance (we want more than compliance, disciplinary & hiring/firing protocols)Provide a seat at the leadership table (where strategy is set & resources allocated to get things done)Share the organization's goals (how can we help if we only know headcount goals)Ask the head of HR for a clear plan to achieve business goals (we have the expertise, education, and experience to impact goals through people)Facilitate conversations with C-level executives (we are left out, including us)Fund HR Budget to accomplish goals (without money we can’t get things done)My first reaction was ‘great advice’.  My second thought was, “Why aren’t CEOs doing these?”  Having worked with leaders at all levels in hard-charging industries like financial services and law firms, the advice from HR leaders is an indicator that CEOs and senior leaders aren’t thinking about HR as true business partners who can help them achieve the company’s goals. Don’t shoot the messenger and don’t stop listening. If you want to influence CEOs and senior leaders, stay with me till the end.Make note: As an HR leader, you know that behavior is directly linked to beliefs. In my line of work, it’s “follow the money and the beliefs” to get to the bottom of behavior! How can HR shift their behavior to influence senior leader's beliefs about the value of HR?Coincidentally, while reviewing the data from our “HR Advice to CEO’s’ survey, I received a webinar from Talent Strategy Group on their 2019 Global HR Census.  Check this out. 1,200 respondents answered their survey asking among other things where is HR now and where is it moving to.Here are the 4 big findings from the 2019 HR Global survey. At first look, it answered my question why many CEO’s haven’t embraced HR and I immediately saw this huge opportunity for HR to step into:People First, Business Second: People get into HR for humanistic work & balanced work life. The data said, “HR is not in business to help achieve business goals.”If this is true for you, don’t expect to ever get a seat at the table.SolutionIf you want to change this, ask yourself:"How can I align my passion to help people, with achieving business goals? How can I learn the business side?"If you are committed to people & business results: "how can you show senior executives that your work impacts people achieving business goals?"Next Generation Skills Gap:The lack of business knowledge results in weak influence skills, which impacts everything from people initiatives to budget.HR has not embraced or shown initiative in providing data that shows business-altering information.If this is true for you, you won’t get asked for HR’s plan to achieve the organization's goals. You’ll get directives from the C-suite executives on the goals the...
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4 years ago
6 minutes 47 seconds

The Leadership Journey
Guest: Kaihan Krippendorff
https://player.vimeo.com/video/569466685Strategic Planning Kills InnovationHow to Outthink Your Competition & Create New MarketsIf you want your organization to create something that has yet to be imagined, that your customers didn’t know they couldn't live without before it was introduced, then you and your team must think in ways you haven’t thought of before. When it comes to strategic planning,  the typical pattern is to rush through the ideas phase and get on with execution once the team has identified three good ideas. This common practice of settling for adjustments that produce little growth or long-term benefits are what keep companies in the middle of the pack or worse, being an industry leader and witnessing outside industries innovate and take over your market share. How do you break away from outdated strategic thinking to create growth plus new markets and out-perform the competition?I spoke with Kaihan Krippendorff, founder of the growth strategy and innovation consulting firm OutThinker which has generated over $2.5 billion in revenue for their client companies. Kaihan says, “If you don't make time to sit and debate and explore what's possible in the things you don't know how to do, . . . you’re just going to repeat what has been done before.” His solution includes a five-step model for keeping the strategy conversation within your organization innovative  and moving in the right direction.Imagine. Instead of looking at the immediate needs of the company, look ahead 10 years. What might the future look like, what might the needs of your end-users be at that time, what moves can you make now that will position you for a long-term payoff.Dissect. Break down your business model and take a look at the less obvious parts. For example, if your focus is typically on a product, try approaching the problem from a people-based perspective instead and consider how you would solve it differently.Expand. Generate lots of ideas, no matter how ‘out there’ they sound at first (aim for 100). Consider approaches that have never been used in your industry, but are proven winners in other fields. Especially don’t limit your thinking here to what you know has worked in the past. The more concepts your team can float, the better the odds are that you’ll find a few of the highly innovative ones that Kaihan refers to as ‘disruptive ideas.’Analyze. Sort and prioritize those ideas. Maybe an idea that sounds a bit too big or unconventional has been put forward. It has great potential value, but how to make it work is not obvious. This may not be the one you try to sell to your board and shareholders right now, but don’t dismiss it. With some creativity and forward thinking, it could deliver substantial ROI in the future and potentially open up an entirely new market you have not yet considered.Sell. This is where you get your Board, leadership team, employees, management teams and investors to buy-in. It may feel safer and easier to stick to the more familiar strategies that are common to your business sector, but if you can sell them on a truly innovative idea it will propel your business into the future, an industry leader rather than a follower.You can listen to the full podcast with Kaihan Krippendorff here to learn more about the Outthinker experience. Visit Outthinker.com to see more of the exciting ways Outthinker is revolutionizing strategic growth within organizations.LISTEN HERE
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4 years ago
12 minutes 26 seconds

The Leadership Journey
Guest: Derek Zaba
Shareholder Activism: Are You Prepared?
Being Proactive is Key
With over $130b of assets under management and a professed goal of creating shareholder value through better run companies, shareholder activists continue to gain momentum by going after publicly traded companies.  The good news is, with a well-documented, continually updated and well-executed plan, CEOs and their leadership teams can protect their companies from getting targeted.

We asked Derek Zaba, co-chair of Shareholder Activism Practice and partner in the law firm of Sidley Austin, for ways to keep the activists at bay. Over the past five years, Sidley Austin has successfully defended companies against some of the most prominent activists in the industry. 

When asked what boards and leaders need to be aware of regarding shareholder activism, Derek says, “The most important thing is to plan early and make sure that you get out ahead of it, before an activist shows up.”

 Four Ways to Plan in Advance. 

Have a team of advisors in place who are prepared and can give you direction before, during, and in the wake of activist advances.
Make sure your governance documents (specifically your bylaws) are up to date.
Activists are up on the latest technologies and how to use them to achieve their goals, you need to be as well.
Have a shareholder rights plan in place to limit the voting power of any one individual--in this case, the shareholder activist.

Your initial response is critical.

Regardless of whether or not you have a solid plan in place, if you do get approached by an activist, don’t fuel their agenda by being defensive or abrasive.  There are several ways an activist will make their move, sometimes it’s public, others will approach your corporate leadership team looking for information to advance their cause, and oftentimes it’s a call directly with the CEO. If this happens to you, will you be ready? Ideally, you have prepared a calm and confident response to each of these circumstances.  Be warned, one emotional or overly argumentative response can have long-term negative effects.

In a nutshell, Derek advises, “Realize that activism is really more a question of when than if, and putting time into the preparation and getting out ahead of this is very, very worthwhile.”

To hear everything Derek Zaba had to say on the subject, listen to the whole interview here.

LISTEN HERE
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4 years ago
16 minutes 15 seconds

The Leadership Journey
Guest: Dylan James
The NASDAQ Way:
Reimagine and Deliver the Future Now
Since its launch as the world’s first fully electronic stock exchange 50 years ago, NASDAQ has kept growth and innovation at the forefront as critical metrics of success. And that continues today. With many of the most talked-about companies on the globe, Apple, Qualcomm, Amazon, Illumina and Tesla listed with their exchanges, NASDAQ is the place to be for those looking to have a long-term partnership focused on growth at every stage of an organization's life cycle.

When asked, Dylan James, the West Coast Vice President for NASDAQ, and Head of Relationship Management for NASDAQ's Western Region and Texas shared what sets NASDAQ apart from traditional stock exchanges. And gave me these details on what to know if you’re considering listing your company with them.



Relentless Innovation. The forward-thinking that led to the creation of the first electronic stock exchange did not rest there. Constantly-evolving technology continually changes how the world does business, and NASDAQ continues to lead with that. From being the first exchange to upload data to the cloud for safe storage to creating their technology (and selling it to their competitors), NASDAQ is obsessively looking ahead, anticipating trends, and then delivering whatever it takes to meet those opportunities and solve the challenges.

Collaborative Partnerships. NASDAQ is committed to the quality of each listed organization’s experience. From the day of a company’s IPO, and through all the stages of that company’s life cycle, NASDAQ is there. With the investor relations tools and services they have developed and implemented, NASDAQ is uniquely positioned to support new companies through mentoring and connections to critical resources. Whether that company is going public for the first time or simply switching from a competitor’s exchange, NASDAQ is invested in the success of each new partnership. To sum it up, Dylan says  “The job we do is help businesses build the brand and build their equity in the marketplace”.
Company Culture. Besides being collaborative with listed organizations, NASDAQ has recently taken on diversity at the board level. As an organization, NASDAQ values inclusivity and support for local communities at home and around the world. Bringing those values to the highest levels of the business in a meaningful way is the latest move from a company that has always been at the forefront of its field. 

You can listen to the full podcast with Dylan James, the West Coast Vice President for NASDAQ, and Head of Relationship Management for NASDAQ's Western Region and Texas, here.

LISTEN HERE
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4 years ago
11 minutes 10 seconds

The Leadership Journey
Guest: Carin Canale
Alignment Takes Effort
Start with a Targeted Communications Plan
In our current, work from home, hybrid world, communications from inside and outside of work are increasingly slowing down people’s productivity. With emails in the hundreds and distractions endless, (WiFi issues, kids learning in the next room, Amazon deliveries, etc.) staying focused takes a herculean effort. And, unintentionally many companies' communications plans are making it worse!

Mega growth companies have known this for decades. Growing a healthy organization in today’s world, no matter how big or small means being serious about creating and executing a comprehensive communication plan. If you want to accelerate momentum, everyone’s efforts should be in sync with the goals of the organization. This means confirming progress on the strategies that support the goals and consistent communications delivered regularly to all team members working to achieve those goals that include having a specific, regularly reviewed, acted upon, and reported communications strategy.

We asked CEO Carin Canale Theakston, Chief Culture Officer and Principal Strategist for Canale Communications, Inc., about the advice she gives to her life sciences clients. Whether creating a new plan or enhancing your current plan, Carin points out, “It’s critical to regularly confirm that your communications plans and policies are linked to the strategic plan”. Does this really need pointing out? Canale Theakston says, “More often than you’d expect, communications plans don’t get revised or regularly inspected for alignment with the strategic plan.” It just takes one poorly worded email, a flippant remark from a disgruntled employee, or a smear campaign on social media to trigger serious consequences for a corporation’s image. She recommends three must do’s below to identify any areas for improvement!
Align Your Business Objectives.
How do you know if your communications plan isn’t in line with the overall goals and values of your company? Ask the people responsible for the plan to give you updates on the plan and how they are executing for alignment. Listen to their suggestions about how to make it stronger, ways to keep it top of mind, and ideas to keep the communications plan meaningful to the people who live with it daily.
Confirm Who Owns It.
Be specific regarding who is responsible for tasks, who will manage, and who provides input on the communications plan. Typically, it will be your Chief Communications Officer (or whoever works in that capacity) taking ownership and management of the plan on a day-to-day basis. That leader invites input from leaders in all the other disciplines of your organization.

For publicly-traded companies, part of your communications plan will be targeted at investors. You will need input from them, CEO or CFO, plus all other key stakeholders. Business leaders sometimes assume that a communications plan should be written by, or for, CEOs and then passed down through the command chain. That approach can backfire because of a lack of information on what’s truly happening on the front lines.
For companies that value internal employees or employee recruiting, it’s imperative that Human Resources have a voice in the plan. They will be using and verifying all internal communications protocols day-to-day, as well as having direct insights into how external communications can attract top recruits.
If you are selling or producing a product, you should include the people in charge of the product and sales of your organization in the planning. They will have plenty of smart, street intelligence that will make the plan sound and easy to execute.

Is It Working?
A great plan is nothing if it is not being used by all and executed correctly. As CEO, make sure you regularly get reports from your Communications Officer providing examples of the p...
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4 years ago
15 minutes 27 seconds

The Leadership Journey
Guest: Mick Farrell with ResMed
ResMed's Planning Delivers Epic Results
Long before any news was reported on Covid-19, ResMed, a world leader producing and innovating cloud connected devices for people with sleep apnea, COPD and chronic respiratory conditions, observed an unusual trend. Reports coming from their subsidiaries all over the world, including China, were showing that demand for ventilators in Wuhan was increasing substantially.

Based on their global intelligence, ResMed CEO, Michael (Mick) Farrell, and his team recognized that something big was going on. They immediately turned to their emergency response playbook (scenario planning), which they had created just a few weeks earlier. Though the playbook was designed for a different crisis, they recognized it would work even for a worst case scenario of a global pandemic.

When asked the question “What needs attention now?”, the ResMed team was already in action. They modified their crisis plan by adding a Global Epidemiology Model, which focused their top priorities on the preservation of life and maximizing production to meet demand. By the time reports of outbreaks in Milan and New York were hitting the news, the ResMed team had secured their supply chains, adjusted their focus, and were already in mass production of life-saving respirators.

How were we able to do this while so many other countries and companies were caught off guard, and left unable to secure the shipping and materials needed to fulfill orders on time?
Being Ready, Adaptable and Agile
When the pandemic hit, ResMed was already two years into a seven-year plan for growth, transforming a medical device hardware manufacturing company into a cutting-edge software driven digital health technology company. ResMed’s consumer devices were already uploading data to the cloud so that medical and tech professionals could easily access patient and client data. The sudden increase in the number of machines being turned out in the fight against the pandemic, meant a significant increase in the amount of data needing to be securely transmitted and stored. Rushing this amount of data into the system could easily have been a security and logistical nightmare. Instead, ResMed already had comprehensive plans for these expansions already baked into their 2025 vision. They quickly began implementing everything they could from the plan, with the goal to safely and effectively increase production immediately. New software meant to be officially released later in the year was put directly into service and the whole team pulled together to accommodate the shortened timeline.
Dedicate a Crisis Team
Yes, having a plan was a huge advantage during ResMed’s pivot to getting more ventilators where needed, it was how they put it into play that made it look easy. Execution came in the form of launching the project management office (PMO). With 12 executive leaders already prepared to pull together information from 140 countries, they worked closely with hundreds of suppliers, managed the supply chain and made sure their teams had what they needed to maximize ventilator production. The PMO meets regularly to review and revise the plan, provide direct leadership to the global team, and are working now on returning to their main business of innovating and producing cloud connected devices for people with sleep apnea, COPD and chronic respiratory conditions.
Lessons Learned and Progress Made
Mick Farrell underscored how indispensable the ResMed planning process became “When we pulled up our crisis plan, even though it was for a different crisis, we were able to quickly launch the majority of our plan. We didn’t miss a step.”
As people began filling emergency rooms, the virus confirmed what ResMed already knew, that respiratory medicine is critical, particularly with communicable respiratory diseases. The pandemic has accelerated the importance of and advanced the ...
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4 years ago
23 minutes 48 seconds

The Leadership Journey
How Strategic Intelligence Gives Histogen a Leading Edge
https://vimeo.com/470451918

Well before COVID-19 became front page news, Richard Pascoe, CEO and President of Histogen, heard about unusual disruptions in materials being delivered by key suppliers in Wuhan, China.   He quickly reached out to his industry connections and across the globe to ask if they were experiencing anything similar.  Informed by Rich’s daily habit of gathering intelligence through reading targeted information about global and national trends, plus connecting  with allies in a variety of  industries, Mr. Pascoe, his team and their board quickly created a strategic plan.

Using a war games approach to planning for the unknown, the Pascoe’s team identified several paths to successfully execute their company mission, including a worst-case scenario of a pandemic shutting down the world.  With continuous communications and support from his board and a great team, Rich led Histogen through a successful merger, retained his team, kept Histogen’s bottom line secure,  and served on a team that advised the U.S. Government on ways to quickly ramp up production of a COVID-19 response.

Research shows that CEOs who seek counsel and intelligence from their internal and external allies make better decisions than leaders who keep their own counsel.  It’s called Strategic Intelligence. Not only did Rich learn this early in his career as a decorated Army Leader,  he has brought it with him to his roles as CEO and Board Member in every organization that he has worked with.

Michael Maccoby, author of Strategic Intelligence: Conceptual Tools for Leading Change, states that Strategic Intelligence consists of a system of five talents that characterize some of the most successful leaders in business, government, and military.  He defines these talents as:

Foresight: The ability to understand trends that present threats or opportunities for an organization.
Visioning: The ability to conceptualize an ideal future state based on foresight and create a process to engage others to implement it.
System thinking: The ability to perceive, synthesize, and integrate elements that work together as a whole to achieve a common purpose.
Motivating: The ability to motivate different people to work together to implement the vision. Understanding what motivates people is based upon ability, personality, and intelligence.
Partnering: The ability to develop strategic alliances with individuals, groups, and organizations. This quality also depends on personality intelligence.

Here are the four strategies that Rich Pascoe uses to put daily attention and time on keeping his Strategic Intelligence connections sharp:

Read regularly and include periodicals outside of your industry. Look for sources of information to broaden your awareness beyond your immediate experiences.
Connect with people across the world.  Whenever you learn something that could be valuable for an acquaintance or colleague, reach out, and pass it forward.  It’s easier than ever to create relationships across networks and timezones - the more contacts you have, the more informed you will be.
Get involved with organizations that enable you to connect with other industry leaders. Actively network in avenues available to you to learn what is happening in other industries and across the world. These networks will give you insights, direct observations and information that will help you grow your company, improve professionally and prepare for the future.
Look to outside opinions and experts - don’t be insular in your thinking.  Consider and be open to all options.

Strategic Intelligence includes asking the right questions of your team. Here are the questions Rich asked himself and the Histogen team as they designed their plan to thrive in this year of pandemonium:

What do you know?
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5 years ago

The Leadership Journey
The Leadership Journey Podcast brings director titles and above the information they need to propel their careers into the C-Suite and beyond. Kelli McCauley, Executive Coach to the Fortune 200, interviews CEOs and thought leaders on topics ranging from getting your IT leaders integrated into the leadership conversation, corporate consciousness, retaining and developing top talent and much more.