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Topic: Pointers for consulting with entrepreneurial ventures. Animation has been removed,and some notes have been added to the PDF that do not appear on the actual slides. Comic relief slides require the "script," yet there is plenty of value in these panels. Questions? Please call John Dallas: 312.643.8000
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Context for Consulting with Entrepreneurs
Person-to-Plan (P2P) Creating Immediate and Sustainable Value Strategic Alignment of People and Things
Copyright © 2005-2012 Hillview Partners Network LLC
ENTR 464 Entrepreneurial Consulting Dr. Annaleena Parhankangas
John R. Dallas, Jr. Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
Tuesday 31 January 2012
Client Confidential and Resource Proprietary
™ ™
People | Performance | Profit
John R. Dallas, Jr.
Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
Consultants | Coaches | Speakers
hillviewpartners.com
weneedtohaveaword.com
johnrdallasjr.com
A Vantage Point to Your Advantage™
Introducing
John Dallas
Today’s Guide for Our
HILL Climbing Expedition
2
Since 2005 leading Hillview, a network of independent professionals in fields of strategic alignment
President since 1974 of five prior technology-based B2B and B2C service companies:
1. Chicago Title Credit Services, Inc., Chicago / consumer and commercial credit data services
2. CreditComm Services LLC, Fairfax, VA (DC area) / consumer credit data services
3. Market Access Resources Corp., New York / consumer credit data services
4. Group Concepts Capital Corp., New York / consumer credit data services
5. National Business Intelligence Corp., New York / editorial services and electronic publishing
Chairman, Advisory Board, UrbanPonics LLC, a hydroponics (soil-less) grower of produce and flowers
Moderator, Greater Chicago Thought Leadership Forum (ThoughtForum) at Gleacher Center
Leader in inclusive multicultural education and leadership development initiatives for business owners
Keynote speaker, meeting moderator, workshop facilitator, interviewer, and panelist
Guest lecturer at universities, colleges, and other schools
Volunteer leadership in economic development, civic affairs, arts, education, and churches
Majored in Journalism and Mass Communications, Pittsburgh’s Duquesne University,
continued studies in New York at Columbia University
Young
Copyright © 2005-2012 Hillview Partners Network LLC
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Younger E.N.T.J.
Activator | Futuristic | Input | Strategic | Achiever
For a smile . . .
Context for Consulting with Entrepreneurs
Person-to-Plan (P2P) Creating Immediate and Sustainable Value Strategic Alignment of People and Things
Copyright © 2005-2012 Hillview Partners Network LLC
ENTR 464 Entrepreneurial Consulting Dr. Annaleena Parhankangas
John R. Dallas, Jr. Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
Tuesday 31 January 2012
Client Confidential and Resource Proprietary
™ ™
People | Performance | Profit
Copyright © 2005-2012 Hillview Partners Network LLC
5
“We do not see things as they are, we see things as we are.” —Anaïs Nin
Reversing risk of misalignment between and among people, money, technology, and other resources.
Copyright © 2005-2012 Hillview Partners Network LLC
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Consulting | Coaching | Speaking
Hillview is in the professional services business of . . .
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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The task of leadership is
to create an alignment of
strengths, making our
weaknesses irrelevant. ― Peter Drucker
1. Lead people
2. Manage things
3. Align people and things
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Your Patterns of In-and-Out Listening
In
Out
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Reversing Risk of In-and-Out Listening
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In In In In In In
Out Out Out Out Out
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O Moments you realized you were Out Listening ( O+ or O- )
││││ Use crosshatch marks for counting “first-time-heard” points
P Pivots you identify as you turn toward new views (Aha!)
? Question marks if you sense you “need more information”
T Takeaways you KNOW you want to use/share TODAY
Y Something new discovered or felt about YOU
Listening More Hearingly Listening with a Third Ear Listening to Your Inner Voice Listening for Each Choice
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Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Strategically Aligned?
Prospective Buyers
Schools,
Colleges &
Universities
The Media
Buyer
Regulatory
Authorities
Federal YOU
Outsourcing
Economic Reality Boards
Committees
Strategic
Alliances Politics
WHO?
Past, Current and
Future Employees Social Media
Competition
Networking
Public
Quality Control &
Best Practices
Family
Life!
Credit
Q&R
Ad Agencies
IT/MIS
V
E
N
D
O
R
S
Associations &
Foundations
Teams
Diversity
IRS
Faith
Law
Global Needs
& Realities
E-Commerce
PR
The HILL Model™
Seller
HR
Cultural Norms
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Emergency care triage professionals will ask
if you are alert and oriented (A&O) to:
1. Your Name?
2. This Place (i.e., a hospital’s ER)?
3. Today’s Date?
4. Your Purpose for being in the ER?
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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In forging strategic alignment between and
among people and things, intentionally
remain alert and oriented (A&O) to:
1. Strengths (first!)
2. Weaknesses
3. Opportunities
4. Threats
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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“There’s always at least one S.O.B. at the table who doesn’t get it.” — JFK
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“Let’s get the language right.”
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—The Reverend Dr. Martin Luther King, Jr.
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One Word Can Make the Difference
Copyright © 2005-2012 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected] 23
A single word’s
value to others
and you is
influenced by
your depth of
definition,
breadth of
description, and
scope of view
for the word’s
desired impact.
Acronym Acumen Alignment Appreciation Ascendancy Aspiration Assertiveness Authenticity Civility Clarity Collaboration Commitment Confluence Courage Crucible Delineate Dignity Diligence Diversity Edification Emergence Empathy Engagement Esteem Imperative Influence
Innovation Inquisitiveness Intentionality Mentor Mission Momentum Passion Patience Peace Perspective Persuasiveness Pride Randomness Reach Rejuvenation Resistance Respect Response Restoration Result Success Team Trial Trust Vision Wisdom
Full-Year of 52 Word Chapters
Digital Press
Strategic Alignment of People and Things
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Alignment is Context for a Strategically Focused
Organization of Excellence
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Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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align
c.1410, from M.Fr. aligner, from O.Fr. alignier, from à "to" + lignier "to line," from L. lineare, from linea (see line). Alignment first attested 1790.
verb (used with object) 1. to arrange in a straight line; adjust according to a line 2. to bring into a line or alignment 3. to bring into cooperation or agreement 4. to adjust two or more components 5. to fall or come into line; be in-line 6. to join with others in a cause Dictionary.com Unabridged (v 1.0.1)
Strategic alignment is about forward movement toward a clearly articulated destination —“the end in mind.”
Is every part of your organization moving in the strategic direction you’ve defined?
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Thinking to where your thoughts are going to be . . .
Strategic Alignment is Not Confinement
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Strategic Alignment does not suggest 100% confinement.
Strategic Alignment does not require 100% agreement.
Strategic Alignment does not indicate 100% perfection.
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
Strategic Alignment does mandate 100% engagement.
Strategic Alignment does require 100% understanding.
Strategic Alignment does succeed with 110%+ effort.
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Aligned (Creates
Alignment)
Misaligned (Destroys
Alignment)
1 2 3 5 6 4
Unaligned
(Passive State) Passive-Aggressive?
0
“Dr. No!”
“St.Yes!” “Windy” (i.e., goes where the wind blows)
Your Aligned Enterprise
You? “Upside-down...”
“Lying down on the job…”
EXERCISE: Imagine where four specific people might fit on this scale:
1. Yourself 2. Your immediate supervisor 3. A peer 4. Someone who reports to you
Forging Strategically Aligned:
Vision
Mission
Plans
People
Money
Technology
Identity
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Brand
Social Platform
Social Network
Marketing
Sales
Advertising
Etcetera
People Money Technology Time
Values Vision Mission Market
Performance Metrics
Motivation Profits Compensation
36
Copyright © 2005-2012 Hillview Partners Network LLC
Think “Link for Alignment”
Owners/Members Board Chair CEO
EVPs, SVPs, VPs and Other Officers
Directors Managers
Other Decision-Makers
Associates Assistants
Administrators Other Employees
Prospects, Clients, Customers,
Vendors, Media, Communities,
Regulators, et al
Other Constituencies for Strategic Alignment
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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“Alignment Chart”
Owners/ Members
Boards of Directors/ Advisors
CEO, C-Level and
Senior Officers
Attorneys, Auditors & Consultants
Senior Executives &
Managers
Employees
Vendors, Suppliers,
Outsourcing Providers
Regulators Media &
Community
Academic Community &
Thought Leaders
CURRENT: Customers/
Clients/ Buyers/
Sponsors
FUTURE: Customers/
Clients/ Buyers/
Sponsors
38
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
Spheres of Influencers
HQ
A
C B
39
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Constellations of Interdependency (Not Co-Dependency)
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Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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“You cannot solve a problem from the same
consciousness that created it. You must learn
to see the world anew.” − Albert Einstein
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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Dig, drill and think
deeper, so we will reach,
climb and stand higher.
High-Impact Leader Lens™ (HILL) for Viewing and Influencing Alignment of People and Things — The HILL Model™
Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2012 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]
Courage
Wisdom
Trust
Patience
Align with Wisdom Align with Courage Align with Patience Align with Trust in:
Self Others Process Providence
44
Four Key Words for Strategic Thinking The HILL Model™
High-Impact Leader Lens™ (HILL) for Viewing and Influencing Alignment of People and Things — The HILL Model™
Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2012 Hillview Partners Network LLC
hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | [email protected]
Beyond knowledge Beyond the obvious Beyond boundaries Beyond life’s stages Beyond history’s ages Beyond trusted sages
To think differently To act decisively To dare boldly To fail insightfully To succeed humbly To accept consequences
With oneself With others With detractors With roadblocks With process With providence
Wisdom Courage Patience
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Asking the Right Questions
Who? What? When? Where? Why? How?
And − what’s “the Wow?”
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Big-Picture Thinking Possibility Thinking Reflective Thinking Shared Thinking Bottom-Line Thinking Strategic Thinking Creative Thinking Innovative Thinking Tactical Thinking Unselfish Thinking Aligned Thinking
“This is a Football.” This also is a Football.
Coach Vince Lombardi’s “Fundamentals”
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
“Put people first. Put people second. Put people third. Profit of many types follows people, people, people.”
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
Value is ultimately determined by the buyer, not by the seller.
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Price is ultimately determined by the seller, not by the buyer.
Strategically aligning what a buyer truly values, with what a seller truthfully offers, reverses risk associated with misalignment of the buyer/seller “value exchange.”
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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What do buyers truly value in
doing business with you?
?
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A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
Yes, I what I do for a living. Yes, I love the favorable impact I have on lives of the people my work touches. Yes, I love this aspect of my work with people: __________________________ . . .
53
What’s love got to do with strategic alignment of people and things?
Copyright © 2005-2011 Hillview Partners Network LLC 54
University of Illinois
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Avoid expressing set-in-stone “opinions.” Choose to offer current “views” that can change with a different point-of-view.
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
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Choose to offer CLEAR best-effort communication and delivery of messages.
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
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Avoid using the high-risk word “help” (it is a four-letter word in the business world). Instead choose to offer “support” in ways that do not sound patronizing.
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
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Return-On-Leadership (ROL) characterizes favorable outcomes that do not yet have metrics for translating results into bottom-line dollars or Return-on-Investment (ROI). There are many types of success that need to be named, framed, claimed and celebrated.
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Y.E.S. = Your Engagement Supports Y.E.S. = Your Effort Solves
Questions and Responses
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC
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100% Agreement is NOT Expected in Strategic Alignment 100% Engagement is Mission-Critical to Strategic Alignment 110% Effort is Essential for Strategic Alignment
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
61
O Moments you realized you were Out Listening ( O+ or O- )
││││ Use crosshatch marks for counting “first-time-heard” points
P Pivots you identify as you turn toward new views (Aha!)
? Question marks if you sense you “need more information”
T Takeaways you KNOW you want to use/share TODAY
Y Something new discovered or felt about YOU
Listening More Hearingly Listening with a Third Ear Listening to Your Inner Voice Listening for Each Choice
Churchill Commencement Address
Persist
Persist
Persist 62
Dallas Engagement Address
Align
Align
Align 63
The Ball is in Your Court
Copyright © 2005-2012 Hillview Partners Network LLC A Vantage Point to Your Advantage ™
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John R. Dallas, Jr. Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
1133 North Dearborn Street Suite 3201
Chicago, Illinois 60610-7197
312.643.8000
facebook.com/JohnRDallasJr
facebook.com/hillviewpartners facebook.com/WeNeedToHaveAWord
weneedtohaveaword.com
Twitter: JohnRDallasJr
A Vantage Point to Your Advantage ™ Copyright © 2005-2012 Hillview Partners Network LLC Client Confidential and Resource Proprietary