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GreetingsHTGJumpStarter,
WelcometoOmaha!OnbehalfoftheentireHTGteamandcommunityIwelcomeyouto
theJumpStartMeeting.ThankyouformakingtheinvestmentinyourselfandinHTG.
JumpStartoffersyouanintroductiontoHTGPeerGroupsthatcanenhancethevalueyou
experienceinyourpeergroupmeeting.Ouragendaprovidesanorientation,education,
andsimulationformuchofwhatyouneedtosucceedgoingforward.
Moreimportantly,JumpStartallowsyoutointeractwithyourpeersandbuild
relationshipsthatlastalifetime.YouwillobserveandengageintheHTGculture,
especiallyrelatedtotheGo-Giver.Youwilllearnandexperienceourvision,mission,and
values.
Welookforwardtoyoucontributingtoourmeetings.Everyonehassomethingtoshare
andopportunitiestoimproveinlifeandbusiness.WiththesupportofHTGandyour
groupyoucanleadyourselftoplan,executeandgrowyourLegacy.
Enjoyyourexperience!
ConnieArentson
MemberServicesManager
2Updated6.7.17 ©HTGPeerGroups,2017
JumpStart
Contents
1. JumpStartAgenda
2. TheGo-Giver:TheFiveLawsofStratosphericSuccess
3. HTGTools&Resources
4. HTGPrograms&Services
5. HTGHandsThatGive
6. HTGtransformOfferings
7. IntroPhoneCallWithFacilitator
8. QuestionsAbouttheMPD
9. MemberPerformanceDashboard(MPD)(CompleteportionsduringDay2)
10. HTGQuarterlyGoalsTemplate(CompleteforDay2)
11. HTGBestPractice&GreatIdeaContestEntry(CompleteforDay2)
12. Questions,ChecklisttoPrepareforMeetingandNotes
13. YourHTGTeam
14. ServiceLeadershipOML©Levels
15. ServiceLeadershipPredominantBusinessModels©(PBM)
16. ExampleStratOpPlanonaPage
(SeeadditionalresourcesontheHTGHUBandHTGAnchorfileshare.)
HTGisaninternationalconsulting,coachingandpeergrouporganizationthatcultivatespersonalandbusinesssuccessbyIgnitingTransformation™.
3Updated6.7.17 ©HTGPeerGroups,2017
HTGJumpStartAgendaTIME DESCRIPTION LOCATION
DAY0–ARRIVALSANDDINNER6:15pm Meetinhotellobbytowalktodinner/InformalIntroductions HotelLobbyDAY17:00am Breakfast(onyourown;maybeincludedwithyourroom) MeetingRoom8:00am Kick-off,Introductionsand“OneThing”forMeeting8:30am CULTUREMODULE
� IntroductionofHTG’sculture� PlanningforSuccesswithHTG’s4Plans
10:00am Break10:15am TOOLSMODULE10:30am • P&LManagement&Benchmarking11:00am • ServiceLeadershipPresentation11:30am RELATIONSHIPSMODULE12:00pm Lunch-and-Learn(Vendor-MemberTBD)1:00pm LegacyPlanWorkshop2:00pm EntrepreneurialJourney2:15pm Break2:30pm DepartforHarlan3:30pm HTGHarlanOfficeTour,MeettheTeam,CultureandHistory Farm5:00pm DepartforOmaha&Supper6:30pm DinnerinOmaha(Vendor-MemberHostTBD) Restaurant8:30pm ArrivalatHotel;EndDay1 HotelDAY2–PEERGROUPMEETINGEXPERIENCE7:00am Breakfast(onyourown;maybeincludedwithyourroom) MeetingRoom8:00am Share“OneThing”LearnedfromDay18:15am MEETINGPREPARATIONMODULE8:45am MPD/GoalSettingWorkshop10:00am Break10:15am CompanyUpdateWorktime10:45am MockPeerGroupMeetingExperience
• MPD• CompanyUpdatePresentation• WorkingLunch• BestPracticeIdeaContest• ParkingBoard
1:30pm ENTREPRENEURIALJOURNEYMODULE• EntrepreneurialJourney• CurveJumping
1:50pm ExitTicketandGraduation2:00pm JumpStartMeetingEnds;DeparturesforAirport
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TheGo-GiverCultureandCodeofConduct
1. FamiliarizeyourselfwiththeCodeofConduct.1) BePresent2) BeRespectful3) BeHonest4) BeConfidential5) BeOnTime6) BeAwkward
2. Respectthecultureandconfidentiality.
3. PreparetobeaGoGiver.
QUESTIONS&TAKEAWAYS
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MemberPerformanceDashboard(MPD)Filloutforyourquarterlymeeting
https://HTG.managedservicesplatform.com
HTGHUBCommunityCommunicationPlatform
https://hub.htgpeergroups.com/home
AnchorFileSyncFileSyncPlatformwheregroupfilesaresaved
https://htgpeergroups.syncedtool.com
PlanningforSuccessHTG4PlansResourceLibrary&4PlansTemplates
http://www.htgpeergroups.com/pfsresources/
6Updated6.7.17 ©HTGPeerGroups,2017
BusinessBuilderAcademyOnlineLearningPlatform
https://htg.managedservicesplatform.com/#/academy/goals
ServiceLeadershipEnteryourfinancialdata
DataEntryhttps://Service-leadership.quickbase.comResourceLibraryLocatedonAnchorHTG.GROUPJumpStart>ServiceLeadershipResourcesTrainingVideos:
1. Getting Started for HTG Members 2. Service Leadership Index®
Methodologies 3. Financial Data Entry Guidelines 4. What You Get & What You Do With
It 5. Top 10 Data Entry Errors
MeetingRegistrationRegistertoattendyourpeergroupmeeting
http://www.htgpeergroups.com/qX-us-registration/(BesuretochangetheXinthelinktothe
correctmeetingquarter,ieQ1,Q2,etc.)
7Updated6.7.17 ©HTGPeerGroups,2017
HTGPrograms&ServicesGROUPNAME WHAT/WHO REQUIREMENTS
HTGempowerThesegroupsprovidebusinessowners/principalsaconfidentialandtransformativeenvironmentforpersonalandprofessionalgrowth,wheretrustedpeersusetheirrichlifeexperiencestobecomebettertogether.Meets4x/yr(Q1-Feb,Q2-May,Q3-Aug,Q4-Nov)
Employees:8FTPSA:ConnectWiseRevenue:$750k
HTGempower:sales
SalesExecutivegroupsaretargetedatfolksinyourSalesorganization.ThismayincludeAccount
Executives,BusinessDevelopmentManagers,SalesManagers,InsideSales,etc.
DesignedtodrivemanyofthecoreHTGconceptsofpeerinteraction,continuallearningandbestpracticesharing,accountability,goalsettingandplanningintothenextlayerofleadersinanorganization.Youdonothavetobepartofanowner’sgrouptosendyourServiceorSalesExecutivetothesegroups.Meets2x/yr,SpringandFall,inChicagofor1.5daysplus2conferencecallsbetweeneachmeeting.
N/A
HTGempower:service
ServiceExecutivegroupsaretargetedatthepersonwhorunsyourServiceorganization.Thismay
includeServiceManagers,ChiefInformationOfficer,and/orChiefTechnologyOfficer.
DesignedtodrivemanyofthecoreHTGconceptsofpeerinteraction,continuallearningandbestpracticesharing,accountability,goalsettingandplanningintothenextlayerofleadersinanorganization.Youdonothavetobepartofanowner’sgrouptosendyourServiceorSalesExecutivetothesegroups.Meets2x/yr,SpringandFall,inChicagofor1.5daysplus2conferencecallsbetweeneachmeeting.(formerlySEPG)
N/A
HTGempower:UC
DesignedforcompaniesintheUnifiedCommunicationsspacewhoprimarilyfocusonvoicesolutions.TheyaresimilartotheHTGempowergroupsdesignedforITcompanies/MSPs.Meets4x/yratthesametime/placeastheHTGempowergroups.*
Employees:8FTPSA:none(CWrecommended)Revenue:$750k
HTGengage
Ablendofpeergroupsandconsultativetraining-meeting4x/yr.Duringthetwo-daymeeting,youwillspendsometimewithyourpeergroupinalearningenvironmentandsometimealoneinaconferenceroomtodiscussconfidentialinformation.Meets4x/yratthesametime/placeasHTGempowergroups.
Employees:6PSA:none(CWrecommended)Revenue:none
HTGemerge Thesegroupsaredesignedforsmallercompaniesandthosewhodon’twanttotravel.Meetsvirtually,12x/yrwith90-minutecalls.
N/A
HTGaccess During2017,wewillbereleasingaccesstoouronlinecontent. None
HTGtransformStratOp
StratOpgivesyouperspectiveonthestrategic,financialandoperationalpartsofyourbusiness.WithStratOp,yourentireteamwillbefocusedonthesamemissionandvision,andhaveaclearplantoexecute.TransformyourbusinesswithStratOp.
N/A
HTGtransformLifePlan
LifePlanisasystemthatgivesyouperspectiveonyourlifebycreatingaLifePlanandputtingitintoaction.LifePlanisforpeoplewhowanttomaketheirgreatestcontributionandlivethelifetheyweremeanttolive.Getunstuckandfeelwhatit’sliketolivewithpurpose.
N/A
AdditionalHTGtransform
Services
•BusinessHealthAssessment•JudgmentIndex/EngagementIndex•Coaching&ConsultingServices•CustomEngagements
N/A
*Dependingongrowth,theUCgroupscouldpossiblymeetatadifferentpropertythanHTGempowergroups.
8Updated6.7.17 ©HTGPeerGroups,2017
9Updated6.7.17 ©HTGPeerGroups,2017
StratOpStrategicPlanningSystemforBusiness
http://www.htgpeergroups.com/stratop/
LifePlanStrategicPlanningSystemforLife
http://www.htgpeergroups.com/paterson-center-lifeplan/
Coaching
HTGcoachesdon’tsolveproblemsforyou,butratherengageyouinawaythatallowsyoutodiscovertheansweronyourownthroughthoughtful,deliberateinteractionandquestioning.Coachinghelpspeoplelearntothinkandsolveproblemsontheirown.
• PrivateExecutiveSessions• GroupLeadershipSessions• TeamCommunication• EmployeeEngagementAnalysis
Consulting
HTGconsultantscanassessasituationandprovideoptionsorprescriptiveguidancebasedontheirexperiencetosolveproblems.Theyareabletoguideacompanyandhelpovercometheircurrentchallenges.
• Strategy/BusinessPlanning• BusinessandOperationalAnalysis• ServiceDeliveryTeamDevelopment• TransitionManagement• M&ADueDiligenceConsulting
10Updated6.7.17 ©HTGPeerGroups,2017
IntroPhoneCallwithFacilitator
• Reviewlistofgroupmembersandgroupculture
• Microboards(usevariesbygroup)
• BestPracticeContest(usevariesbygroup)
• Sharegroupuseoftools(Anchorfolderstructure,HUBgroups)
• Discussfacilitatorrole
• Confirmmeetinglogistics
• Setexpectationsforperformanceandsuccess
• Introduceupcomingmeetingagenda
• CoachonCompanyUpdateandMPD
11Updated6.7.17 ©HTGPeerGroups,2017
MPDFAQs&WorkshopWhatareMPDs? TheMemberPerformanceDashboard(MPD)isthetoolutilizedby
HTGempower&engagegroupstogivetheirquarterlyupdate.
WhyuseMPDsinpeergroups? TheMPDstandardizesthepresentationandinformationsharedacrossHTGmembers.
WhodeliversMPDs? You!EachHTGempower&engageattendeedeliversanMPD.
WheredoIsavemyMPD? SaveitonthisfolderinAnchor:HTG.GROUPXXPrincipals>MPD>CompanyFolder
WhendoIsubmitmyMPD? Wednesdaybeforethemeeting
HowdoMPDsfitwithgoalsand
plans?Goalscomefromthe4Plansandareupdatedeachquarter.Membersareaccountabletocompletetheirgoalsbeforethenextmeeting.
HTGMPDQuestionsandScorecardsUpdated3/27/17.Finalwordingsubjecttochange.
QuarterlyMeetingInputQuestionnaire(“Questionnaire”)1. FirstName,LastName,CompanyName
2. Whatareyourmostimportantgoalsduringthecurrentmeetingquarter?(Canhave4goals)
3. Whatwereyourmostimportantgoalsduringthepreviousquarter?(Canhave4goals)
4. Whatwentwellinthepastquarter?
5. Whatcouldhavegonebetterinthepastquarter?
6. Whatareyourfinancialtargetsforthisyear?(Revenue$andEBITDA%)
12Updated6.7.17 ©HTGPeerGroups,2017
7. WhatareyourBusinessValueTargets(BVT)andyourPersonalWealthTargets(PWT)?(Target$,Actual$andExpectedYear)
8. Enterfinancialdataforthelastfullquarterbeforetheupcomingmeeting.a. Revenue(TR1)b. ProductGM%(F15)c. ServiceGM%(F18)d. W2Multiple#(SR10)e. CostofSales%(ER1t)f. G&AExpense(ER10t)g. EBITDA$(IS4)h. EBITDA%(IS5)i. AdjustedEBITDA%(IS5a)
9. WhatisyourOperationalMaturityLevel™(OML)?
10. WhatwillpreventmefromhittingmyANNUALtargets,BVT,andPWTobjectives?
11. MyprimarychallengesthisQUARTERare:
12. IneedgroupinputonmyOneBigThing:
13. Entertheoneactivityyouwillcompletenextforeachplan:a. Businessb. Leadershipc. Legacyd. Life
14. Iwanttothankthesemembers:
13Updated6.7.17 ©HTGPeerGroups,2017
HealthAssessmentScorecardsResponsesinAprilforQ2meetingarescoredasQ1responsestomatchQ1financials.1. Life/WorkScorecard(CompletedbyCEOormeetingattendee.)
Scoring:1=StronglyDisagree;10=StronglyAgree
1. Iamabletomanagemytimewithoutdistractionorbecomingaslavetomyschedule.2. Imanagestressanddiscouragementthroughrest,recreation,andreplenishment.3. Iamabletonarrowmyfocusdailybysettingclearlimitsandboundariesonmyambitionssoworkdoesnottake
overmylife.4. Ifeelcomfortablelivingasmyselfatwork,anddon’tfeelitnecessarytohideanypartofwhoIam.5. Iamabletomanageallmyresourcessuchastime,talent,energyandmoney,inawaythatmakesmefeel
successful.6. IfeelthatwhatIdoissignificantandmakesadifference.7. Ibelievemytalentsandabilitiesarewellalignedwithmywork.8. Idon'tstrugglemakingwork-relateddecisions.9. Iamabletoresolveconflictinvolvingofficepolitics,gossip,slander,favoritismandunfoundedcriticism.10. Iseemyworkasawaytoserveothers.
TotalPossible=100.Dashboardgraphictoshowscoreof0-100.
2. Family/SpouseScorecard(Completedbyfamilymember.)
Scoring:1=StronglyDisagree;10=StronglyAgree
1. Worksareasonablenumberofhoursonbusiness.2. Schedulestimeforexercise,hobbies,notjustwork.3. Makestimeformeandfamilyactivities.4. Rarelymissesfamilyactivitiesforwork.5. Bringsanacceptableamountofbusinessworkhome.6. Helpswithhouseholdresponsibilities.7. Schedulesvacationthatisnotaroundbusinessevents.8. Rarelychecksphoneduringdinnerandfamilyactivities.9. Supportsmyworkrelatedactivitiesequally.10. Trulywantsthebestformeandourfamily.11. Generalsatisfactionwithourrelationship.12. Makestime,plans,andarrangesfordates.13. Leadswellinourmarriageandfamily.14. Communicatesregularlyaboutourrelationship.15. Worksproactivelytoresolveissues.
TotalPossible=150.Dashboardgraphictoshowscoreof0-100.
14Updated6.7.17 ©HTGPeerGroups,2017
3. Leadership(Manager/Employee)Scorecard(Completedbymanageroremployee.)
Scoring:1=StronglyDisagree;10=StronglyAgree1. Definesthevisionandsetscleardirection.2. Communicatesexpectationsclearlyanddirectly.3. Holdsselfandothersaccountableforcommitments.4. Listenswellandasksclarifyingquestions.5. Seeksfactsandmultipleperspectivesbeforedrawingconclusions.6. Effectivelysetsprioritiesandactsonthem.7. Understandsmycareergoals.8. Isadeveloperofpeopleandbuilderofteams.9. Createsasafeenvironmentandpromoteshonestfeedback.10. Managesconflicteffectively.TotalPossible=100.Dashboardgraphictoshowscoreof0-100.
4. Legacy(Personal/Business)Scorecard(CompletedbyCEOormeetingattendee.)
Scoring:1=StronglyDisagree;10=StronglyAgree1. Iunderstandmyuniquelifepurposeandliveitoutconsistently.2. IknowthelastingimpactIwouldlikemylifetohaveonothersandonmycommunity.3. Ihaveawill,financialandmedicalpowersofattorney,andhavechosenanexecutorformyestate.4. Ihaveplannedandcommunicatedthedesiresaroundmyfuneral.5. IcreatemyLifePlanthroughthelensofmyLegacyPlantoensureIambuildingtowardmydesiredlegacyeach
year.6. IknowwhatlastingimpactIwouldlikemycompanytohaveonmyteam,ourcustomers,andourcommunity.7. Myteamreviews,updates,andtestsourBusinessContinuity/DisasterRecoveryplanannually.8. Ihavedeterminedmybusinessexitortransitionstrategy.9. Ihavebusinessvalueandpersonalwealthtargetdatesandatimelineformybusinessexit.10. Ihavecommunicatedmybusinessandpersonallegacyplanstomyfamilyandteamofadvisors.TotalPossible=100.Dashboardgraphictoshowscoreof0-100.
15Updated6.7.17 ©HTGPeerGroups,2017
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HTGQuarterlyGoalsTemplate
Guidelines
• Goalsareassumedtobedueatthenextmeeting.Ifothermilestonesordeadlinesapplysuchasanendofyearcompanygoal,thenspecifythedateinthegoal.
• Preliminarygoalsshouldbesubmittedbeforethemeetingwithinputfromyourteam.Don’tsurprisepeopleinyourgrouporinyourcompany.
• Finalgoalswillbesetinthemeetingwithinputfromothermembers.• SetgoalsusingaframeworklikeSMARTgoals.(SeePlanning4Successbookorotherresourcesfor
definitions.)• Eachgoalshouldbealignedinsomewaywithoneofyour4Plans.No“shinyobjects.”• UnderstandthedifferencebetweenaGoalandaTask.Taskswillbecompletedwithoutgoalsetting.• GoalsareeitherCompleteorNotComplete(GREENorRED).Remember:“Do.Ornotdo.Thereisno
try.”
• Goalsnotcompletedmaycarryovertothenextquarterormaynolongerbeapplicable(notrecommended).
ContactNameandCompany
Goal#1
Goal#2
Goal#3
Goal#4Optional
17Updated6.7.17 ©HTGPeerGroups,2017
HTGBestPractice&GreatIdeaContestEntry(Completethefieldsbelowthatapplytoyourentry.)
ContactNameandCompany
Opportunity/Problem/Story
Idea/Solution
Benefits/Value
ImplementationSteps
Challenges/Hurdles
ResourcesRequired
(Financial,People,Time,etc.)
AdditionalComments
18Updated6.7.17 ©HTGPeerGroups,2017
JumpStartChecklisttoPrepareforYourFirstMeeting
• ReadGoGiverbook
• EngagewithyourFacilitatorandyourgroup;buildrelationships.Askifyouhavequestions.
• CompleteServiceLeadershipdataentryandreviewtheresultsbeforethemeeting.Developquestions.• YouwillreceiveaServiceLeadershipITCompanyOptimizer©(ITCO)invitationemail.Setup
ITCOaccessandcompleterequiredpre-dataentrySLIonboarding• SLIentryisfromthe5th-15thofthemonthpriortothemeeting
• FinishcompanyupdatePowerPointdeck
• PrepareMPDw/SMARTGoals
• MPDpreparationstartsaroundthe15thofthemonthpriortothemeeting
• BestPracticeContest–youmayusetheoneyoucreatedforJumpStart
• Confirmmeetingregistration.Makehotelandflightreservations.
• AttendyourMeetingandContentDay(recommended).
19Updated6.7.17 ©HTGPeerGroups,2017
Questions,ThingstoDoandNotes
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YourHTGTeamIfyouhavequestionsabouttheJumpStartProgramoronboardingtoyourgroup,pleasecontactyourfacilitator,ConnieArentson,orthecontactsbelow.WewelcomeyoutoHTGPeerGroups!
HTGMEMBERSHIPCONTACTSArlinSorensen,Founder/CEO ConnieArentson,[email protected] [email protected] 712-794-7983JoddeyHicks,BusinessDevelopmentManager MarshaGentry,[email protected] [email protected](Accounting) 712-794-7972 712-794-7077LaurieSorensen,LearningArchitect RandyGreer,CTO(HUB/AnchorSupport)[email protected] [email protected] 712-794-7956
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Updated6.7.17 ©HTGPeerGroups,2017
LearningtoSpeakHTG| Here’salistingofsomecommonlyusedtermsinHTG.
BIC TermusedbyServiceLeadershipIndex®usedinfinancialbenchmarkingwhichrefersto“BestinClass.”
BIC-o-Meter Toolthathelpsmembersseetheimpactofdifferentfinancialvariablesbybeingabletochangeoneormorefinancial
inputs.
EBITDA Earningsbeforeinterest,taxes,andamortization(EBITDA)referstoacompany’s earningsbeforethedeductionof
interest,taxes,depreciationsandamortization.Itisafinancialindicatorusedwidelyasameasureofefficiencyand
profitability.
EntrepreneurialJourney Frameworkthatorganizesthematuritycycleofasmalltomid-marketbusinessintofourcommonstages.
HABU HighestAndBestUse
HTG HeartlandTechnologyGroup
ITCO ITCompanyOptimizer—ServiceLeadershipIndex®sitewithtoolsandresourcesforHTGmembersprovidingtraining
forfinancialbenchmarkingandimprovingfinancialacumen.
JumpingCurves Theactionofassessingifaserviceorproductisindeclineandchoosingtoinitiateachangethattransformsthe
business.
Lunch&Learn 45minuteinteractionbetweenanHTGvendormemberandapeergroup.Canbeusedtosharesubjectmatter
expertise,aswellastoeducatethegroupabouttheirproductsandofferings.Thefacilitatorofthepeergroupworks
hand-in-handwiththevendortosetthepresenterupforsuccessandalsotohelpmoderatetheconversationinthe
room.
MPD MemberPerformanceDashboard—Memberscompleteanonlineformbetweenreceivingtheirfinancial
benchmarkingbookandthemeeting.Thedatatheyenterpopulatesadashboardwhichisusedduringthemember’s
timetoshareabouttheirquarterwiththepeergroup.Additionally,membersemailaURLtootherstocompletea
Family/SpouseScorecardandaManager/EmployeeScorecard.
OML© OperationalMaturityLevel—Asystematic,provenmethodologyfordeterminingtheSP/MSPsmanagementteam’s
currentunderstandingofthefoundationalneedsofexcellentSolutionProvideroperations.ItalsoshowstheSP’s
managementteamthenextstepstolayingthatfoundationfromtheircurrentpointintheprocess.TheOML©
approachencompassesallaspectsofrunningaprofitableandgrowingSP/MSPbusiness.ItincludesMarketingand
Salesandtheirsupportingoperations;Serviceoperations;andbackofficeadministration.
ParkingLot Listoftopicsthatcomeupduringgroupdiscussionthataretabledforalatertimeinthemeeting.
QBR QuarterlyBusinessReport—TheinformationpresentedbyeachHTGmembercompanytotheirPeerGroupduring
thequarterlymeetings.
SeatattheTable ThisengagementallowsvendormemberstounderstandwhatITcompanyleadersstrugglewithonaday-to-daybasis
andhowtheycanhelp.OftentheinsightsofferedbyvendormembersduringtheseinteractionsareinvaluabletoIT
companymembersasvendorcompanieshavefarmoretrainingandexperience.
SL-I ServiceLeadershipIndex®—Thebroadestandmostdetailed,ongoingfinancialandoperationalbenchmarkof
SolutionProviders,developedby20+yearveteransoftheindustryandavailabletoSolutionProviderandchannel
executives.FormoreinformationaboutServiceLeadershipIncorporated,visittheirwebsitehere.
SMARTGoals Specific,Measurable,Attainable,Realistic,TimeBoundgoals
SP SolutionProvider
TheFarm TheHTGhomeofficesarelocatedontheSorensenFamilyFarminHarlan,Iowa.