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What the World’s Smartest Companies do to Outthink Their Competitors
Jamie Turner Author | Speaker | CEO
Question: What do Walmart, Apple, and Chick-fil-A all have in common?
They see the world differently.
Walmart revenues were $500.3
billion last year. That’s nearly twice as much as #2 on the Fortune 500
list (Exxon Mobil).
Chick-fil-A averages $4.4
million per location. That’s more than
McDonald’s, Starbucks, and
Subway combined.
Apple generates $6,280,303 per
employee. Most businesses
have about $100k to $200k in revenue
per employee.
These companies aren’t just lucky. They simply use decision-making models to help
them plot their next steps.
What is a decision-making model?• They simplify problems by only
including aspects that are relevant.
• They sum up issues by providing summaries of complex challenges.
• They’re visual, which allows them to convey concepts that are difficult to explain in words.
• But they don’t provide answers. Instead, they ask questions and allow the answers to emerge.
Source: The Decision Book
Decision-making models
How to Improve Myself
How to Understand Myself Better
How to Improve Others
How to Understand Others Better
Me
Others
Doing Thinking
How to Improve Myself: The Project Portfolio Matrix
Ease/Flow
Struggle/Friction
Low Revenue
High Revenue
What are you doing that’s here:
X
What are you doing that’s here:
X
How to Improve Myself: Meeting Expectations
Time
Expectation
Source: The Decision Book
Today’s Discussion
How to Understand Myself Better
How to Improve Others
How to Understand Others Better
Me
Others
Doing Thinking
How to Improve Myself
How to Improve Others: Leading a Team
Creating Sustaining
Orientation
Why am I here?
Unresolved: Disorientation,
uncertainty, fear. Resolved:
Purpose, team identity,
membership.
Trust Building
Who are you?
Unresolved: Caution,
mistrust, facade. Resolved:
Mutual regard, forthrightness,
reliability.
Goal Clarification
What are we doing?
Unresolved: Apathy, skepticism,
irrelevant competition. Resolved:
Explicit assumptions, clear
goals, shared vision.
Commitment
How will we do it?
Unresolved: Dependence,
resistance. Resolved:
Assigned roles, allocated resource,
decisions made.
ImplementationWho does
what? When? Where?
Unresolved: Unresolved conflict/
confusion, nonalignment, missed
deadlines. Resolved:
Clear processes, alignment, discipline,
execution.
PerformanceSurpassing
expectations
Unresolved: Overload,
disharmony. Resolved:
Spontaneous interaction,
synergy, surpassing
results.
Renewal
Why continue?
Unresolved: Boredom, burn-out.
Resolved: Recognition and
celebration, change mastery, staying
power.
Source: The Decision Book, Five Dysfunctions of a Team
Time
How to Improve Others: Situational Leadership Model
More Leadership
It is important to adapt your style of leadership based on the situation at hand.
Less Leadership
Less Support
More Support
Instruct
CoachSupport
Delegate
The employee journey must
follow this path to completion. If not, it’s time to get a new employee.
Improving Others: Conflict Resolution Models
Emotional Reaction (Reacting)
Fight
NoFlight
Yes
Lose-Lose
Give Up
No
Win-Lose
Yes
Lose-Win
Yes
Rational Reaction (Acting)
Compromise
No
Yes
Lose-Lose
Win-Lose/Win-Lose
YesBuild a New Approach
Win-Win
No
Yes
EvadeNo
Source: The Decision Book
Today’s Discussion
How to Improve Myself
How to Understand Myself Better
How to Improve Others
How to Understand Others Better
Me
Others
Doing Thinking
Past Future Now Past Future Now Past Future Now
How to Improve Yourself: The Energy ModelQuestion for the group: How much of your time and energy do you spend thinking about the
past? How much in the here and now? How much in the future?
Title TextGlobal
Local
Team
Brain
ContentIndividual
Body
Format
Improve Yourself: Uffe Elbaek ModelOn a scale of one
to ten, decide how you see
yourself. Note: The sum of each
axis cannot exceed ten.
If you want to get a general
understanding of yourself and
others, Uffe Elbaek’s public
opinion barometer is a good starting
point. It reveals traits and
tendencies.
Now, with a different colored pen, mark on the
scale how you would like to see
yourself.
Source: The Decision Book
Today’s Discussion
How to Improve Myself
How to Understand Myself Better
How to Improve Others
How to Understand Others Better
Me
Others
Doing Thinking
Text
Understanding Others: The Aspiration Line
This is reality
This is the aspiration line
Question: What are people buying when they travel?
Understanding Others: The Ansoff Matrix
It’s Time for a Quiz!
Text
QuizQ: Decision making models simplify problems, sum up issues, and are visual. But they don’t …
Q: In the Project Portfolio Matrix, when you are generating high revenue very easily, you are in a state of ….
Q: In the Conflict Resolution Models, the final Win-Win approach was to Build a …
Q: In order to map out where to go next, Amazon leverages the ________ Matrix.
provide answers; flow; new approach; Ansoff
Three Action Items for You
• Unwritten Rules of Persuasion
• Thinking Strategically About Your Business
• Lunch • Digital Marketing Growth
Hacks • Why Your Brain Buys Stuff it
Doesn’t Need
Agenda
Jamie Turner Author | Speaker | CEO
Jamie is an internationally recognized author, speaker and network TV news contributor who has helped The Coca-Cola Company, AT&T, CNN and other global brands tackle complex marketing problems. He is the CEO of SIXTY, a marketing consultancy and advisory firm that has worked with The Coca-Cola Company, Holiday Inn, SAP and others. He is also the CEO of 60SecondMarketer.com a business blog that is read by hundreds of thousands of executives around the globe.
Jamie is a regular guest on CNN and HLN on the topics of business, digital media and leadership. He is the co-author of How to Make Money with Social Media; Go Mobile; and Digital Marketing Growth Hacks.
Jamie has been profiled in the world’s best-selling marketing textbook and is an internationally recognized keynote speaker at trade shows, events and corporations around the globe.
In 2007, Jamie founded a non-profit that builds school rooms for impoverished children around the globe.
You can follow Jamie on social media and via his blog on the 60 Second Marketer.
