LCG Organisational Development Solutions by Leadership Consulting Group

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s t h r o u g h k n o w l e d g e - a g e l e a d e r s h i p.

Leadership: Great Leaders, Great Teams, Great Results

—Stephen R. Covey

OUTCOMES

“The call and need of a new era is for greatness. Tapping into the higher reaches of human genius and motivation requires leaders to have a new mind-set, a new skillset, and a new tool-set.”

FranklinCovey’s Leadership: Great Leaders, Great Teams, Great Results program will help leaders learn how to: 1. Build trust and influence with others. 2. Define their team’s purpose and their “job to be done.” 3. Create a strategic link between the work of the team and the goals of the organization. 4. Connect the work of the team to the organization’s economic model. 5. Align the four essential systems of execution, talent, core work processes, and customer feedback.

Challenge:

Do your leaders know how to unleash the highest and best contribution of their teams toward their organization’s most critical priorities? Today’s leaders must be able to see their people as “whole people”—body, heart, mind, and spirit—and manage and lead accordingly. As a result, leaders spend their efforts creating a place where people want to stay and in which they are enabled to offer their best, time and time again.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h F o c u s e d E x e c u t i o n .

Today’s Leadership Crisis The transition from the Industrial Age to the Knowledge Worker Age has resulted in four chronic problems faced by today’s leaders. These include:

CLARIFY PURPOSE

1. Trust in leaders at historic lows. Just when the payoff for trust was never higher, we have wary customers, hesitant partners, a cynical public, and suspicious employees. 2. Strategic uncertainty. Challenges that once took years to materialize now arise overnight; competitive advantages vanish, governments vie for capital and talent; and hyper-paced technological change means that someone on the other side of the world just turned your business on its head.

INSPIRE TRUST UNLEASH TALENT

3. An ominous shortage of experienced leadership. In some countries, throngs of leaders are retiring. And other rapidly-growing countries lack qualified leaders. The result? Inconsistent execution, weak decisions, missed opportunities, and unfulfilled employees. 4. The war for talent. Just when the right idea can change an industry, knowledge and creativity are at a premium—and totally mobile. People no longer satisfied with just showing up want to make a difference. The best people hire their employers, not the other way around. And the contribution they can make is more motivating than their paycheck.

ALIGN SYSTEMS

Solution: Leaders unleash talent and capability by carrying out the 4 Imperatives in a “whole person” way. They are sequential in that one builds upon another, and simultaneous—meaning that you must constantly pay attention to all four in order to sustain outstanding performance. Great leaders can be defined as having these 4 Imperatives: 1 Imperative 1: Inspire Trust—to build credibility as a leader, so that people will trust you with their highest efforts.

MIND

2 Imperative 2: Clarify Purpose—to define a clear and compelling purpose that people will want to offer their best to achieve.

spirit heart

BODY

3 Imperative 3: Align Systems—to create systems of success that support the purpose and goals of the organization, enable people to do their best work, operate independently of you, and endure overtime. 4 Imperative 4: Unleash Talent—to develop a winning team, where people’s unique talents are leveraged against clear performance expectations in a way that encourages responsibility and growth.

Overcome today’s challenges by tapping into the best thinking of well-known leadership experts such as: • Jack Welch (former head of GE) • Ram Charan (Execution: The Discipline of Getting Things Done) • Fred Reichheld (The Ultimate Question) • Clayton Christensen (The Innovator’s Dilemna) • Stephen R. Covey (The 7 Habits of Highly Effective People) • Stephen M. R. Covey (The Speed of Trust)

Assessing and Implementing the Principles of Great Leadership

• Exclusive access to online leadership tools, expert interviews, and other resources at www.leadershipcontract.com.

More than just a training event, Leadership: Great Leaders, Great Teams, Great Results takes a process-oriented approach to developing great leaders. The process, as outlined below, includes:

• A follow-up Leadership Quotient assessment (six months after the program)

• Prework to help you prepare for the experience, including defining a personal leadership challenge or opportunity you want to focus on. • A Leadership Quotient (LQ) assessment to measure your leadership capabilities against the 4 Imperatives of Great Leaders. • A full set of electronic tools, videos, and other resources to help you implement what you have learned and achieve new levels of results when you return to your organization.

L e a d e r s h i p : G re a t L e a ders , G re a t T e a m s , G re a t R esults f o r the P u b li c S e c t o r p r o c e s s P r ewo r k

LQ1

L ea r ning

I mplementation

Repo r t out

Leadership Workshop (20 Hours)

Leadership Contract

Report Out (3 Months)

LQ Survey 1

Reassessment

LQ2 LQ Survey 2 (6 months)

www.leadershipcontract.com (12 Months)

Without leaders who can connect the efforts of their team to the critical objectives of the organization, no organization has ever become great. Put your leaders on the path to greatness today.

Give your team members the knowledge and tools they need to execute on your top priorities. For more information about FranklinCovey’s Leadership: Great Leaders, Great Teams, Great Results program, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions. You may also visit www.franklincovey.com.

www.franklincovey.com

LEA070605 REV 1.0.9

A WORKSHOP FOR EMERGING LEADERS

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s t h r o u g h k n o w l e d g e - a g e l e a d e r s h i p.

Leadership Foundations

—Sheila Murray Bethel

Participants in FranklinCovey’s Leadership Foundations workshop will be able to: OUTCOMES

“Leadership is not something that you learn once and for all. It is an ever-evolving pattern of skills, talents, and ideas that grow and change as you do.”

1. Improve trust and influence with peers and superiors. 2. Link their work to a clear and compelling team purpose 3. Implement a system for executing on critical priorities. 4. Leverage the talents of peers and co-workers to achieve unprecedented results.

Challenge:

Are your high-potential employees ready to lead? As the current generation of leaders marches toward retirement, many organizations are already finding it difficult to find qualified replacements. The challenge lies in both the numbers and experience; there simply aren’t as many workers as will be needed to fill vacated leadership slots, and those potential managers who are available will only bring 5-10 years experience with them. One of the ways organizations are preparing for this impending leadership crisis is to prepare existing frontline employees to take on larger roles as they grow with the organization. This approach not only “future proofs” against a mass exit of experienced leadership, it gives organizations the ability to retain vital institutional knowledge, as well as attract and retain highpotential employees.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h F o c u s e d E x e c u t i o n .

The Four Chronic Leadership Problems

Powerful Tools for Future Leaders

As we transition from the Industrial Age to the Knowledge Age, organizations today face four chronic leadership problems.

Each participant in the Leadership Foundations workshop receives:

1. Trust in leaders at historic lows. Just when the payoff for trust was never higher, we have wary customers, hesitant partners, a cynical public, and suspicious employees.

• Implementation handbook

• Spiral-bound participant guidebook

2. Strategic uncertainty. Challenges that once took years to materialize now arise overnight; competitive advantages vanish, governments vie for capital and talent—and hyper-paced technological change means that someone on the other side of the world just turned your business on its head. 3. An ominous shortage of experienced leadership. In some countries, throngs of leaders are retiring. And other rapidly-growing countries lack qualified leaders. The result? Inconsistent execution, weak decisions, missed opportunities, and unfulfilled employees. 4. The war for talent. Just when the right idea can change an industry, knowledge and creativity are at a premium—and totally mobile. People no longer satisfied with just showing up want to make a difference. The best people hire their employers, not the other way around. And the contribution they can make is more motivating than their paycheck.

• Pocket reference card • Tools CD

Who Should Attend? Leadership Foundations is ideally suited for: • High-potential individual contributors • Project leaders • Informal leaders

Start Preparing Your Future Leaders Today FranklinCovey’s Leadership Foundations workshop is available as an onsite, client facilitated, or open-enrollment program. For more information, contact your FranklinCovey client partner nor call 1-888-705-1776 to find a representative in your area.

Solution: Leadership Foundations: Preparing Future Leaders For the Knowledge Age FranklinCovey’s Leadership Foundations workshop prepares individuals to take on significant leadership roles and responsibilities in the future. With an introduction to the 4 Imperatives of Great Leaders, high-potential individual contributors and informal leaders gain skills that will help them make a greater contribution as they grow with the organization.

CLARIFY PURPOSE

INSPIRE TRUST UNLEASH TALENT

ALIGN SYSTEMS

In this intensive one-day workshop, participants learn how to: • Increase influence with peers, co-workers, and superiors through greater trust. • Make a greater contribution to the team by linking their work to a clear and compelling purpose. • Improve efficiency by aligning their work to the most important objectives of the team and the organization. • Accomplish better results by implementing a proven system to execute on critical priorities. • Increase the capacity of the team by helping peers and co-workers to find their voice and volunteer their highest talents.

Give your workforce the knowledge and tools they need to execute on your top priorities. For more information about FranklinCovey’s Leadership Foundations workshop, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions.

www.franklincovey.com

LEA070319 VER 1.0.3

Modular Series™

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s t h r o u g h k n o w l e d g e WORKER a g e l e a d e r s h i p

Leadership Modular Series

™

FranklinCovey’s Leadership Modular Series will help leaders learn how to: OUTCOMES

“The call and need of a new era is for greatness. Tapping into the higher reaches of human genius and motivation requires leaders to have a new mind-set, a new skillset, and a new tool-set.”

1. Understand and apply the 4 Imperatives of Great Leaders. 2. Inspire and build trust and influence with others. 3. Clarify the purpose and strategy of the team. 4. Close the gap between strategy and execution. 5. Build processes that ensure long-term success. 6. Unleash the talent of people on their team.

—Stephen R. Covey

Challenge

Are your leaders prepared to lead in a knowledgemanagement environment? Today’s leaders must be able to see their people as “whole people”—body, heart, mind, and spirit—and manage and lead accordingly. As a result, leaders spend their efforts creating a place where people want to stay and in which they are enabled to offer their best, time and time again.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h k n o w l e d g e w o r k e r a g e l e a d e r s h i p

Today’s Leadership Crisis The transition from the Industrial Age to the Knowledge Worker Age has resulted in four chronic problems faced by today’s leaders. These include:

CLARIFY PURPOSE

1. Trust in leaders at historic lows. Just when the payoff for trust has never been higher, we have wary customers, hesitant partners, a cynical public, and suspicious employees. 2. Strategic uncertainty. Challenges that once took years to materialize now arise overnight; competitive advantages vanish, governments vie for capital and talent, and hyper-paced technological change means that someone on the other side of the world just turned your business on its head.

INSPIRE TRUST UNLEASH TALENT

3. An ominous shortage of experienced leadership. In some organizations, throngs of leaders are retiring. And other rapidlygrowing organizations lack qualified leaders. The result? Inconsistent execution, weak decisions, unfulfilled employees, and missed opportunities. 4. The war for talent. Just when the right idea can change an industry, knowledge and creativity are at a premium—and totally mobile. People, no longer satisfied with just showing up, want to make a difference. The best people hire their employers, not the other way around. And the contribution they can make is more motivating than their paycheck.

ALIGN SYSTEMS

Solution Leaders unleash talent and capability by carrying out the 4 Imperatives in a “whole person” way. They are sequential in that one builds upon another, and simultaneous—meaning that you must constantly pay attention to all four in order to sustain outstanding performance. Great leaders can be defined as having these 4 Imperatives: • Imperative 1: Inspire Trust—to build credibility as a leader so that people will trust you with their best efforts.

MIND

• Imperative 2: Clarify Purpose—to define a clear and compelling purpose that people will want to offer their best to achieve.

spirit Heart

BODY

• Imperative 3: Align Systems—to create systems of success that support the purpose and goals of the organization, enable people to do their best work, operate independently of you, and endure over time. • Imperative 4: Unleash Talent—to develop a winning team where people’s unique talents are leveraged against clear performance expectations in a way that encourages responsibility and growth.

Overcome today’s challenges by tapping into the best thinking of well-known leadership experts such as: • Jack Welch (former head of GE) • Ram Charan (Execution: The Discipline of Getting Things Done) • Fred Reichheld (The Ultimate Question) • Clayton Christensen (The Innovator’s Dilemma) • Stephen R. Covey (The 7 Habits of Highly Effective People) • Stephen M. R. Covey (The Speed of Trust)

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h k n o w l e d g e w o r k e r a g e l e a d e r s h i p

Focus on Specific Leadership Skills and Competencies With the Leadership Modular Series Drawn from the proven content of FranklinCovey’s flagship leadershipdevelopment program, the Leadership Modular Series allows you to tailor the content to the specific behaviors and competencies that are most relevant to you. The Leadership Modular Series includes:

Module 6: Unleashing Talent A four-hour module to help leaders tap into the unique talents and contribution of each member of the team. Participants will:

• Help team members define their contribution.

Module 1: The 4 Imperatives of Great Leaders A three-hour overview of the 4 Imperatives framework. This module also includes the Leadership Quotient assessment. Participants will:

• Learn three “leadership conversations” to clarify performance expectations, apply specific talents to key objectives, and “clear the path” toward progress.

• Learn how to leverage the knowledge that exists in their team.

• View team members as “whole people,” each with a unique talent and contribution.

• Understand the 4 Imperatives of Great Leaders.

Module 2: Inspiring Trust A four-hour module to help leaders understand the connection between trust and business results. Participants will:

• Learn the behaviors that build trust.

• Increase influence through greater trust and trustworthiness.

• Learn how to build, restore, extend, and maintain trust.

Module 3: Clarifying Your Team’s Purpose and Strategy A four-hour module to help leaders connect the purpose of their team to the mission, vision, values, and strategy of the organization. Participants will:

• Clearly understand and articulate the “job” of their team.

• Connect the team’s work to the economic drivers of the organization.

Module 4: Closing the Execution Gap

A four-hour module to help leaders build a process for executing on their highest priorities. Participants will:

• Learn how to identify Wildly Important Goals.

• Define and create actionable lead measures.

• Create motivating scoreboards.

• Instill a cadence of accountability for achieving results.

Module 7: Leading Across Generations A four-hour module to help leaders understand the differences between Baby Boomers, Gen Xers, and Millennials. Participants will learn how to:

• Foster effective communication across different generations.

• Improve the quality of results by leveraging the unique strengths of each generation.

• Reduce conflicts by coaching team members to work well with co-workers from other generations.

Winning Customer Loyalty

A four-hour module to help leaders measure and improve not just customer satisfaction, but true loyalty. Participants will learn how to:

• Understand the connection between loyal customers and growth.

• Measure customer loyalty through a Net Promoter Score.

• Implement a powerful system for improving customer loyalty.

Each module includes a rich set of materials:

• Participant guidebook

• Tools CD

• Participant DVD (including a select video from the program)

• 21-Day Challenge (implementation handbook)

Module 5: Building Process Excellence A four-hour module to help leaders create processes that ensure ongoing success. Participants will:

• Identify the core processes through which work is accomplished.

• Create a means for improving the predictability of results.

• Use powerful tools to maximize work processes.

Without leaders who can connect the efforts of their team to the critical objectives of the organization, no organization has ever become great. Put your leaders on the path to greatness today.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h k n o w l e d g e w o r k e r a g e l e a d e r s h i p

Leadership Modular Series Fast Track Certification

The Virtual Experience

The Leadership Modular Series enables you to certify at your leisure. There is no need to take multiple days offline for training.

The following steps illustrate what you will experience when you insert the Leadership Modular Series DVD into your computer.

It all starts with the Leadership Modular Series Fast Track DVD.

Screen 1: Welcome and simple instructions on how to get started with the three steps: 1. Watch the five-minute video summaries.

2. Review the full module content.

3. Complete the certification process.

Screen 2: 5-Minute Video Overviews for each of the Leadership Modules. Screen 3: Select the module you are interested in and review the program content. Once you review the module, the screen will have four components: 1. A video of a FranklinCovey consultant teaching the module to a small audience, including a searchable transcript of their dialog.

Everything you need to certify is included on this DVD.

2. Y our choice of following in the participant guide, PowerPoint slides and watching the video they may be showing.

3. A selection of which “sections” of the module you want to view (or skip past).

4. Searchable capability of all content of all materials and videos.

Screen 4: Instructions on the certification process, including the following steps: 1. Complete the Facilitator License Agreement form.

2. Call 1-888-705-1776 to purchase required facilitator and participant materials.

3. Unlock electronic files with access code.

Screen 5: Facilitator Resources Includes all of the downloadable resources you have now purchased to begin teaching. Screen 6: Marketing Tools Includes materials to use when marketing your classes:

• Voicemail script

• Email script

• Poster/flyer

Take a flexible, competency-based approach to your leadership-development initiatives. For more information about FranklinCovey’s Leadership Modular Series programs, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions. You may also visit www.franklincovey.com.

www.franklincovey.com

LEA080343 Version 1.0.9

Build leaders at every level in your organization.

Renowned as the world’s premier personal leadership development offering, the new 7 Habits of Highly Effective People Signature Edition 4.0 aligns timeless principles of effectiveness with modern technology and practices. No matter how competent a person is they will not have sustained and lasting success, unless they are able to effectively lead themselves, influence, engage and collaborate with others and continuously improve and renew their capabilities. These elements are at the heart of personal, team and organizational effectiveness. The 7 Habits of Highly Effective People® Signature Edition 4.0 is the proven personal leadership operating system. It develops leadership effectiveness at three levels:

1. INDIVIDUAL

• Execute critical priorities with laser-like focus and careful planning.

INTERDEPENDENCE Habit 5

SEEK FIRST TO UNDERSTAND, THEN TO BE UNDERSTOOD

SH AR PE N

TH E W SA

• Develop increased maturity, greater productivity, and the ability to manage one’s self.

Habi t7

Habit 6

PUBLIC VICTORY

SYNERGIZE

Habit 4

THINK WIN-WIN

2. TEAM • Increase team engagement, morale, and collaboration. • Improve communication skills and strengthen relationships.

INDEPENDENCE Habit 3

PUT FIRST THINGS FIRST

Habit 1

PRIVATE VICTORY

BE PROACTIVE

Habit 2

BEGIN WITH THE END IN MIND

DEPENDENCE

3. ORGANIZATIONAL • Create a framework for developing core values and creating a highly effective culture. • Develop current and high-potential leaders that model both competence and character. This solution can be delivered live in a public program or traditional classroom, or in a live online webinar.

70% OF TODAY’S TOP PERFORMERS

LACK CRITICAL ATTRIBUTES ESSENTIAL FOR THEIR SUCCESS

IN FUTURE ROLES. —FranklinCovey Study

THE 7 HABITS OBJECTIVES HABIT

PARTICIPANTS WILL:

HABIT 1: BE PROACTIVE®

• Focus and act on what they can control and influence, instead of what you can’t.

HABIT 2: BEGIN WITH THE END IN MIND®

• Define clear measures of success and a plan to achieve them.

HABIT 3: PUT FIRST THINGS FIRST®

• Prioritize and achieve their most important goals, instead of constantly reacting to urgencies.

HABIT 4: THINK WIN-WIN®

• Collaborate more effectively by building high-trust relationships.

HABIT 5: SEEK FIRST TO UNDERSTAND THEN TO BE UNDERSTOOD®

• Influence others by developing a deep understanding of their needs and perspectives.

HABIT 6: SYNERGIZE®

• Develop innovative solutions that leverage diversity and satisfy all key stakeholders.

HABIT 7: SHARPEN THE SAW®

• Increase motivation, energy, and work/life balance by making time for renewing activities.

THE 7 HABITS PROCESS The 7 Habits of Highly Effective People Signature Edition 4.0 helps participants not only learn, but use processes and tools to live and apply the 7 Habits. PREPARE •

LEARN & PRACTICE

7 Habits® Assessment

•

7 Habits® Work Session

LIVE • •

Complete the 7 x 7 ContractTM Use the Living the 7 Habits® App and 7 Habits Cards

PARTICIPANT KIT • Participant Guide

• Skill Cards

• New 7x7 Contract

• Weekly Big Rocks Cards

• Habit Cards

• Talking Stick

• Practice Cards

• Living the 7 Habits App

SIGNATURE EDITION 4.0

For more information about FranklinCovey’s The 7 Habits of Highly Effective People Signature Edition 4.0, contact your client partner or call 1-888-705-1776.

Leader Implementation COACHING YOUR TEAM TO HIGHER PERFORMANCE

The 7 Habits Leader Implementation is a new offering that supports the implementation of The 7 Habits of Highly Effective People® Signature Edition 4.0 in work teams, divisions and organizations. Built on extensive global research with clients who are highly successful at implementing the 7 Habits inside their organizations, this new one-day work session teaches leaders how to make the 7 Habits the operating solution for their teams, divisions, and organizations. Implementing the 7 Habits requires leaders to:

1. C OMMIT TO IMPLEMENT THE 7 HABITS • Identify their personal commitment to create a highly effective team and draft a personal commitment statement to become a more effective leader.

REINFORCE the 7 Habits

MODEL the 7 Habits

2. MODEL THE 7 HABITS • Determine the type of leader they want to be. • Learn how to live and model the 7 Habits by internalizing and intentionally applying the habits.

COMMIT

to Implement the 7 Habits

• Improve skills for seeking and being open to feedback.

3. REINFORCE THE 7 HABITS • Create an effective environment for leaders and teams by integrating the 7 Habits everywhere.

You are coaching all the time whether you intend to or not. What you say and do, and how you say or do it, determines the type of culture you will create.

• Learn how to be an effective coach by focusing on what their team members are doing right, and then encouraging their people to reflect on their own behaviors, empathically listen, and then share suggestions to be understood. • Hold weekly checkpoint meetings to keep the 7 Habits a key part of the team culture.

- Stephen R. Covey

THE 7 HABITS LEADER IMPLEMENTATION PROCESS The 7 Habits Leader Implementation process empowers a leader to keep the 7 Habits alive in their organization.

PREPARE PREPARE

LEARN & PRACTICE LEARN & PRACTICE

LIVE LIVE ÂŽ

OF HIGHLY

EFFECTIVE

PEOPLE

HABITS Private both the The 7 Habits to win of Highly we need Effective PeopleÂŽ . To be effective, Victories and Public nce ÂŽ depende d Victory us from moves Private have develope /H P[ this victoryIt means we our Imost SH Winning 1,ARP ence. to achieve EN are able from living Habits to independ TH tery and PEOPLE self-mas t goals. It comes INTERDEPENDENCE EFFECTIVE importan OF HIGHLY /HIP[ HABITS 3. SEEK FIRST TO UNDERSTAND, Private/HIP[ 2, and THEN TO BE both the The 7UNDERSTOOD Habits to win of Highly SYNERGIZE ence ÂŽ PUBLIC ÂŽVICTORY we need independ Effective People Victory us from effective, . To bePublic moves /HIP[ to develop Victories WIN-WIN capacity this victory Itâ&#x20AC;&#x2122;s ourTHINK and Public well with 6. Winning ndence. ips and work 4, 5, and INDEPENDENCE nce ÂŽ to interdepe depende Habits relationsh ul d /HIP[ Victory us from from living meaningf develope THINGS FIRST Private It comesmoves PUT FIRST have /HI most P[ us the others. this victoryIt means we gives Itour SH PRIVATE VICTORY Winning 1,ARP achieve ence. /HIP[ /HIP[ ableoftorenewal. EN are habit living Habits to independ BE PROACTIVE BEGIN WITH THE TH fromhabits. is the tery7 and END IN MIND the other Habit It comes self-mas live to goals. INTERDEPENDENCE t capacity importan DEPENDENCE 3. SEEK FIRST/HIP[ TO UNDERSTAND, /HIP[ 2, and THEN TO BE SYNERGIZE UNDERSTOOD ence ÂŽ PUBLIC VICTORY independ Victory us from moves /HIP[ to develop Public WIN-WIN capacity this victory Itâ&#x20AC;&#x2122;s ourTHINK well with 6. Winning ndence.Maturity Continuum and work INDEPENDENCE ips 4, 5, and to interdepe Habits ul relationsh /HIP[ meaningf comes from living PUT FIRST THINGS FIRST It the Version 1.2.3 usLEA131356 ÂŠ FranklinCovey. others. It gives PRIVATE VICTORY renewal. /HIP[ /HIP[ habit of BE PROACTIVE BEGIN WITH THE habits. 7 is the END IN MIND the other Habit to live capacity DEPENDENCE

THE 7

ASSESSMENT SCORE AND FOCUS AREAS

ÂŽ

W SA

THE 7

SIGNATURE EDITION 4.0

ASSESSMENT SCORE AND FOCUS AREAS

W SA

ENTIRE ENTIRE TEAM TEAM

SIGNATURE EDITION 4.0

Maturity Continuum LEA131356 Version 1.2.3

ÂŠ FranklinCovey.

7 Habits 7 HabitsÂŽ Assessment Assessment ÂŽ

LEADERS AND LEADERS AND MANAGERS MANAGERS

7 Habits ÂŽ 7 Habits Work Session Work Session

Complete the the 7Complete X 7 Contract 7 X 7 Contract Use the Living the â&#x201E;˘ Use the Living the App 7 Habits 7 HabitsÂŽâ&#x201E;˘ App 7 Habits Cards 7 HabitsÂŽ Cards

7 Habits Leader 7Implementation Habits Leader Implementation

Weekly Checkpoints Weekly Checkpoints Coaching Coaching

ÂŽ

PARTICIPANT MATERIALS 25TH A N NI V ER SA RY EDITION OVER 25 MILLION COPIES SOLD

THE

â&#x20AC;˘ Living the 7 Habitsâ&#x201E;˘ App â&#x20AC;˘ Video Access

EFFECTIVE PEOPLE

P OW E R F U L L E S S O N S

Leader Implementation COACHING YOUR TEAM TO HIGHER PERFORMANCE

The 7 Habits of Highly Effective People ÂŽ

IN PERSONAL CHANGE

Hab it 7

WITH A FO R E WO R D BY J I M CO LLI N S , author of Good to Great and co-author of Great by Choice

Habit 5

SH AR PE N

INTERDEPENDENCE

TH W SA

â&#x20AC;˘ Practice Cards

â&#x20AC;˘ The 7 Habits of Highly Effective PeopleÂŽ Hardcover Book

â&#x20AC;˘ Participant Guide

HABITS OF

HIGHLY

Habit 6

SEEK FIRST TO UNDERSTAND, THEN TO BE UNDERSTOOD

SYNERGIZE

PUBLIC VICTORY Habit 4

THINK WIN-WIN

Stephen R. Covey

INDEPENDENCE Habit 3

PUT FIRST THINGS FIRST

Habit 1

PRIVATE VICTORY

BE PROACTIVE

Habit 2

BEGIN WITH THE END IN MIND

DEPENDENCE

PRACTICE CARDS

Leader Implementation is the program that empowers leaders to install the 7 Habits as their key operating system and create a culture of greater team effectiveness. This program can be delivered live in a classroom setting, or in an online webinar. You can certify to teach 7 Habits Leader Implementation, or we can deliver it for you. For more information about FranklinCoveyâ&#x20AC;&#x2122;s 7 Habits Leader Implementation, contact your client partner or call 1-888-705-1776.

Improve Effectiveness Throughout Your Workforce Your organization’s success depends on strong individual performance at all levels, including your nonmanagerial, administrative, and staff-level employees. Great performance requires a common set of values, behaviors, and skills that align individual capabilities to your organization’s strategy. Help all of your employees tap into their best with the new 7 Habits Foundations, the one-day introduction to The 7 Habits of Highly Effective People®: Signature Edition 4.0 content.* Available live and live online, the 7 Habits Foundations program introduces foundational principles, paradigms and practices of the 7 Habits, and is particularly suitable for frontline associates. Participants learn the timeless principles of human effectiveness that propel them toward greater maturity and performance. They learn that true success comes from the inside-out:

Private Victory® • First, participants build a foundation of character by focusing on leading and managing themselves—achieving the Private Victory. They accept full responsibility for their choices, moods, actions, and outcomes. They set goals that align their own unique mission and purpose to their team and organization, and learn how to execute those goals by staying focused on what is most important, not just most urgent.

Public Victory® • Second, they achieve the Public Victory by learning how to work well with others effectively—to have lasting influence and impact. They learn the mindset of mutual abundance in every encounter, how to effectively communicate with others by listening and advocating with empathy and respect, and how to synergistically solve problems with better solutions than they have previously thought possible. • Third, they learn how to renew and invest in themselves. As employees move from dependence to independence to interdependence, they are able to experience first-hand the rewards of greater self-discipline and superb cooperation and collaboration. *The new 7 Habits Foundations replaces The 7 Habits of Highly Effective People: Introductory Work Session for Associates.

In FranklinCovey’s The 7 Habits of Highly Effective People: Foundations, participants learn to: • Assume full accountability for the results. • Identify what matters most in their work and personal lives. • Prioritize and achieve their most important goals, instead of constantly reacting to urgencies. • Collaborate more effectively by building relationships of trust and mutual benefit. • Effectively communicate in all aspects of their lives, including the digital world. • Approach problems and opportunities with creative collaboration.

“The 7 Habits represent a proven process of personal and interpersonal growth that can have both immediate and lasting impact.” – Stephen R. Covey

• Integrate continuous improvement and learning.

Participant Kit: • 7 Habits Foundations Participant Guidebook • Big Rocks tools • 7 Habits Summary Cards • 21-Day Contract • Living the 7 Habits™ App

This solution can be delivered live in a classroom setting, or in an online webinar. You can certify to teach the 7 Habits Foundations, or a FranklinCovey consultant can deliver it for you.

For more information about FranklinCovey’s the 7 Habits Foundations, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your area.

franklincovey.com | 7habits.com

™

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h F o c u s e d E x e c u t i o n

What the CEO Wants You to Know: Building Business Acumen™ FranklinCovey’s What the CEO Wants You to Know: Building Business Acumen OUTCOMES

“Step back and get a total picture of the business. As you cut through the complexity, you will get a clear fix on what is happening in the real world.”

1. Understand how your business operates. 2. Learn the five essential elements of business. 3. Attain an understanding of how the company makes money. 4. Know how your work impacts the bottom line.

—Ram Charan

Challenge:

Do your employees know how they contribute to the business? In today’s world of specialized education, employees often are not taught the basic elements of running a whole business. In addition, employees do not always understand how they contribute to the bottom line or how the business as a whole makes money. Imagine an organization where everyone understands what is required to run a business, where his or her job fits into the big picture, and how he or she contributes to the business.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h F o c u s e d E x e c u t i o n

Solution: What the CEO Wants You to Know: Building Business Acumen This hard-hitting workshop from FranklinCovey is based on the book What the CEO Wants You to Know by best-selling business author Ram Charan. Drawing on knowledge gained from years working with Fortune 100 CEOs, What the CEO Wants You to Know: Building Business Acumen will help all employees—no matter their experience or background—understand how their business operates.

What the CEO Wants You to Know: Building Business Acumen will help everyone in an organization attain an understanding of how the organization makes money. This workshop is especially helpful for employees in roles that typically don’t deal with the financial aspects daily.

In this one-day workshop, participants learn: How the five essential elements of business help employees align their efforts more closely with their organization’s overall business goals.

What the CEO Wants You to Know: Building Business Acumen Understanding the five essential elements of business helps employees align their efforts more closely with the organization’s overall business goals. Cash $ How it’s generated and why it’s critical. Margin The importance of making money and being profitable. Velocity The process through which you turn inventory or capital. Growth What creates growth and why.

C ustomers The simple reasons they buy from some businesses and not from others.

Achieve organizational greatness with What the CEO Wants You to Know: Building Business Acumen. For more information about FranklinCovey’s What the CEO Wants You to Know: Building Business Acumen, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions.

www.franklincovey.com

FOE080063 REV 1.0.6

FranklinCovey Executive Coaching Building human performance by coaching one leader at a time.

Executive Coaching With FranklinCovey Challenge According to a recent business study, half of all executive‑level workers log 50 or more hours per week in their job. Over 400 million business trips are taken each year and many executives are working more now than they were five years ago. Everyone, it seems, is asked to “do more with less,” but there are no solutions that make this happen. Given economic and market conditions, there has never been a time more critical for leaders and teams to execute on their most important priorities. Executives need to maintain a sense of focus and clarity among key relationships and performance results, including maintaining and developing the greatest assets they possess — themselves.

The Solution: Executive Coaching With FranklinCovey At FranklinCovey, we understand that life gets busy, hectic, and chaotic. Our executive coaches help their clients work through the complex and unclear issues, helping executives establish initiatives that are clear, defined, and simple. FranklinCovey applies worldclass coaching methodologies created with Columbia University and supported by the International Coach Federation (ICF). We leverage 25 years of proven world-class content, methodology, and tools to guide leaders in discovering and unleashing greatness they already possess inside.

OUTCOMES 1. Clients’ Agendas — Explore issues, opportunities, and options to achieve desired results. 2. Potential — Maximize personal and professional potential. 3. Clarity — Formulate clear goals. 4. Strategic Planning — Create a plan to focus on results. 5. Action Planning — Take decisive actions on those things that really matter most. 6. Accountability — Identify ways to make and keep commitments. 7. Performance — Inspire individual and team results by investing in talent and capability.

“When we do what we choose to do, we are committed. When we do what we have to do, we are compliant…. Successful people focus on what they choose to do.” —Marshall Goldsmith

FranklinCovey Executive Coaching: Building human performance by coaching one leader at a time.

Professionals are busier now than ever before and have a greater need to gain an objective, external perspective and accountability from an executive coach. Recent executive-coaching studies show that executive coaching has an ROI of at least a 6:1 ratio, or for every $1 spent with a coach, there is at least a $6 return. Just as professional athletes work with a personal coach to refine and improve their game, many executive leaders retain an executive coach to give them, their teams, and their organization a competitive edge in their game. Having a competitive edge today is essential for improving performance results and unleashing greatness. What is FranklinCovey Executive Coaching? • Executive Coaching is not training, consulting, counseling, mentoring, or therapy.

• Executive coaching enables you to uncover and explore key goals, strategic objectives in support of your leadership agenda, and achievement of desired personal and business results. • Executive Coaching offers clients a collaborative process to develop specific competencies that will contribute to their achieving superior individual and organizational performance. • Through coaching, the leader can leave a legacy of greatness — a team of competent, confident people who exercise self-direction, focus, and discipline that significantly contribute to the success of the organization. • Coaching offers an external perspective, allowing you to explore issues and opportunities, and provides attention to desired results.

Great leaders, effective individuals, and focused execution drive organizational greatness.

Leaders Organizational Greatness

Execution Effective Individuals

Choose an Executive Coaching option that is right for you: Personal Leadership Coaching

• Inspire trust and help clarify purpose.

FranklinCovey offers one-on-one executive coaching in leadership development, strategy, goal execution, and personal work-life issues/challenges. Executive coaches help facilitate:

• Clarify organizational mission, vision, values, and goals.

Execution • Clarify goals and stay focused on key actions to achieve them. • Identify and overcome barriers, restraints, and interference.

Leadership • Enact an ongoing accountability process and tools to help leaders reach their intended results. • Assess leadership strengths, improvement areas, and performance opportunities.

• Assess EQ (emotional intelligence) and improve leadership capabilities. u

Individual Effectiveness / Productivity • Clarify individual mission, vision, values, and goals. • Clarify key roles, responsibilities, and influence. • Manage time, priorities, and work, and eliminate less important activities. • Improve balance, wellness, vitality, and management of stress and energy. • Clarify and apply professional development and career planning. • Leverage emotional intelligence.

Performance Results Coaching

• Assess leadership style, behaviors, and team dynamics.

Team coaching offers a transformational process where a highly skilled coach partners with a senior team leader to enroll the leadership team members in an action-learning environment. Executive team members work together to achieve specific business outcomes and will be coached in the following areas: u

• Encourage increased levels of initiative, team empowerment, and appropriate risk taking. • Clarify team roles and responsibilities. • Improve team trust and communication. • Evaluate team talent and capabilities, maximize A players, improve B players, and redirect C players.

Execution • Develop clear, measurable performance objectives aligned to the team mission, vision, values, and goals.

Leadership

Individual Effectiveness / Productivity

• Assess team effectiveness and results.

• Clarify individual mission, vision, values, and goals.

• Align business-unit team goals, measures, and scoreboards to drive the right outcomes and results.

• Clarify key roles, responsibilities, and influence.

• Develop peer-to-peer accountability processes.

• Manage time, priorities, and work, and eliminate less important activities.

• Define team and individual performancemanagement systems.

• Improve balance, wellness, vitality, and management of stress and energy.

• Improve focus, collaboration, communication, trust, and decision making.

• Clarify and apply professional development and career planning. • Leverage emotional intelligence.

How to Engage With FranklinCovey Executive Coaching To unleash the power of the Executive Coaching relationship in your organization, you can choose between the following coaching options based on your individual and team needs. Traditional FranklinCovey Executive Coaching

This offering is for those who want to leverage FranklinCovey Executive Coaching, customized and specific to the clients’ needs and leadership agenda. It will leverage the coaching process created by Columbia University and the core content of FranklinCovey. We can leverage a client’s customized content with assessment tools, competencies, and desired organizational outcomes. FranklinCovey Executive Coaching as an Add-On to FranklinCovey Training

This offering is for those who want to leverage 25 years of world-class content and tools in a highly customized, one-on-one or team executive-coaching experience. This is designed on the back end of a leader-development offering to reinforce and effect lasting change around performance results and/or personal leadership.

A c h ie v i n g o r ga n i z at i o n a l G r eat n e s s T h r o u g h F o c u s e d E x e c u t i o n .

Manager Certification

—Ram Charan Execution:The Discipline of Getting Things Done

FranklinCovey’s The 4 Disciplines of Execution: Manager Certification 1. Managers identify the few critical, difference-making goals in the organization. OUTCOMES

“ Seventy percent of strategic failures are due to poor execution of leadership. It’s rarely for lack of smarts or vision.”

2. Managers focus relentlessly on the key leading indicators of goal achievement. 3. Managers moderate progress toward goal achievement through compelling scoreboards. 4. Managers ensure goal achievement through a proven accountability process. 5. Leaders and managers institutionalize The 4 Disciplines of Execution throughout the organization for sustained performance and breakthrough results.

Challenge:

Do your managers know how to institutionalize goal clarity and an execution process throughout the organization? Executing strategic goals and objectives is the greatest challenge in business today. Aligning the organization’s managers and work teams with your most Wildly Important Goals and objectives is a never-ending battle. In addition, keeping managers and work teams engaged and focused on the top goals is critical. Imagine an organization where managers and work teams are focused and aligned to the most important organizational priorities.

A c h ie v i n g o r ga n i z at i o n a l G r eat n e s s T h r o u g h F o c u s e d E x e c u t i o n .

Why Execution Breaks Down FranklinCovey has studied the topic of execution for several years in thousands of teams and in hundreds of organizations. Our research shows that execution breaks down in four ways: 1. Managers and work teams don’t know the goal. Our research has shown that only 15 percent of employees actually know their organization’s most important goals—either there are no goals or they have too many goals, or there is limited transition of organizational priorities to the front line. 2. Managers and teams don’t know what to do to achieve the goal. Too many people don’t know what critical activities provide the greatest leverage to achieving team goals. Too often, people replace leveraged activities with frenetic busyness. 3. They don’t keep score. Our research shows that most workers don’t know what the key measures of success are, and they don’t measure and track the specific behaviors that lead to goal accomplishment. 4. They are not held accountable. Our research shows that fewer than 10 percent of people meet with their manager at least monthly to discuss their progress on work goals.

Solution:

How to Create an Execution Culture? Start by Moving the Middle One of the most significant barriers to superior results in any organization is chronic inconsistency—the variation in performance between divisions, between departments, between shifts in the same department, and between people on the same shift. In every great organization, you will find pockets of great execution—a “top 20 percent” of high performance. The challenge is to move the middle 60 percent of your average workforce toward the higher level of performance of the top 20 percent. Improvement of this magnitude doesn’t produce incremental results; it creates breakthrough results.

Overcoming these breakdowns is not easy. Far from it. While most workers have more choices and more technology than ever before, very few know how to filter through all the competing priorities to flawlessly execute on their most important goals.

Numbe r of peo p l e

Move the Core

low med ium

hig h

p erfo rma nce

It takes incredible discipline to execute a strategic goal in any organization with excellence. But it takes even more discipline to do so again and again. Creating a culture of execution means embedding four basic disciplines into your organization. At every level, individuals, leaders, and teams need to institutionalize a common approach.

t h e 4 d i s c ip l i n e s o f e x e c u t i o n p r o c e s s

1. Focus on the Wildly Important. Exceptional execution starts with narrowing the focusâ&#x20AC;&#x201D; clearly identifying what must be done, or nothing else you achieve really matters much. 2. Act on the Lead Measures. Twenty percent of activities produce eighty percent of results. The highest predictors of goal achievement are the 80/20 activities that are identified and codified into individual actions and tracked fanatically. 3. Keep a Compelling Scoreboard. People and teams play differently when they are keeping score, and the right kind of scoreboards motivate the players to win.

discipline 3 KEEP A COMPELLING SCOREBOARD

discipline 1

discipline 2

FOCUS ON THE WILDLY IMPORTANT

ACT ON THE LEAD MEASURES

discipline 4 CREATE A CADENCE OF ACCOUNTABILITY

4. Create a Cadence of Accountability. Great performers thrive in a culture of accountability that is frequent, positive, and self-directed. Each team engages in a simple weekly process that highlights successes, analyzes failures, and course-corrects as necessary, creating the ultimate performance-management system. In stark contrast to traditional training, this program takes a Six Sigmalike approach toward certifying managers to produce real work and real results. This Manager Certification includes three levels:

Bronze Certification Demonstrated adherence to The 4 Disciplines of Execution process.

Silver Certification Continued adherence to The 4 Disciplines of Execution process and verification that the right activities and measures are on target toward influencing the key goals and objectives.

Gold Certification Continued adherence to the The 4 Disciplines of Execution process and demonstrated achievement of a critical goal or objectives.

How Manager Certification Works You can build a “culture of execution” as key managers in your organization become certified in The 4 Disciplines of Execution from the most senior leader to the front line. Here’s the process:

t h e 4 d i s c i p l i n e s o f e x ec u t i o n m a n a g e r ce r t i f i c a t i o n p r o ce s s Preparation

Manager Work Session

Leadership Consult

Manager Work Session

Team Work Session

Coaching & Implementation

Accountability

Coaching and Implementation

Manager Certification Report

Team Work Session

xQ1 xQ Survey 1 xQ Debrief

xQ2 xQ Survey 2 xQ Debrief

Diagnosis and Pre-Consult

Team Work Session

• Senior leaders meet with a consultant to identify top organizational goals and set up an xQ Survey.

• Managers meet with teams to review team xQ results and to develop or ratify team goals.

• T he online xQ Survey measures baseline execution capability by asking each worker questions about issues affecting execution at the individual, team, and organizational levels.

• Teams learn The 4 Disciplines of Execution process, identifying key measures, building a scoreboard, and implementing the cadence of accountability.

• The consultant debriefs xQ results with senior leaders and plans a rollout of the 4 Disciplines process across the organization.

Coaching and Implementation

Manager Work Session • Managers meet in peer-to-peer sessions to learn the 4 Disciplines process, and set goals that align to their team goals and contribute to the achievement of the organization’s top goals. • Managers begin the implementation of the 4 Disciplines process with their intact teams.

• Coaches guide managers through the Manager Certification process. • Coaches ensure that managers maintain the “cadence of accountability” that leads to execution of team goals.

Accountability • Teams retake the xQ Survey to demonstrate improved execution capability. • Managers report precise execution of team goals. • Managers achieve certification in The 4 Disciplines of Execution.

Give your managers the knowledge and tools they need to execute on your top priorities. For more information about FranklinCovey’s The 4 Disciplines of Execution: Manager Certification, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions.

www.franklincovey.com

INN070187 REV 1.0.5

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h F o c u s e d E x e c u t i o n .

Breakthrough Results with The 4 Disciplines of Execution “ Seventy percent of strategic failures are due to poor execution… it’s rarely for lack of smarts or vision.” —Ram Charan Execution:The Discipline of Getting Things Done

Business Execution Executing on strategies that requires a change in human behavior is a leader’s greatest challenge. The 4 Disciplines of Execution enables you to execute with extraordinary efficiency in the midst of a myriad of distractions.

Productivity Results ORGANIZATION

RESULTS

Largest energy provider in Denmark

Improvement in EBIT of 2-4 million Danish Kroners (approximately US $500,000 to $1 million, depending on the market prices of electricity at any given moment after six month of implementation).

6,000 person professional services firm

128% increase in offshore coding volume in 9 months.

Mining company that produces 10% of Mexico’s electricity

108 % Improvement in EBITDA / 21% increase in production / 70% reduction in accidents requiring medical attention.

International smelting facility

86% production increase exceeding goal by 4,000 metric tons resulting in an additional $8 million increase in revenue.

1,000 person heavy equipment manufacturing division

400% increase in EBITDA in one year.

State Bureau of Investigations

Reduced the duration of time to process fingerprints for applicants from 12 to 2 days.

3,000 bed medical facility

40% reduction in patient transport time across all areas within 6 months.

Fast growing call center software company

60% growth in new client acquisitions.

International chemical and compound manufacturer

Grew volume 42% with increase of EBIT to 11%.

512 bed hospital serving 22 counties

173% increase in their Operating Margin.

Global company employing 70,000+ employees

42% improvement in operational performance of Key Service areas within the ETS Technology organization.

The results you see here are a sampling of extraordinary performances from FranklinCovey clients that have implemented The 4 Disciplines of Execution though the 4DX Manager Certification Process.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h F o c u s e d E x e c u t i o n .

Cost Savings ORGANIZATION

Employee Engagement or Customer Service RESULTS

ORGANIZATION

RESULTS

State Human Resource Department

Received $4 million benefit from reduction in food stamp error rate.

Cleaning products manufacturer

$2.5 million reduction in controllable cost to manufacture.

Metropolitan area hospital

52% reduction in peri-operative incidents.

Increased customer engagement scores from 51% to 74% in 6 months in Southeastern Zone.

Large pharmaceutical company

Reduced quarterly product pricing implementation schedule from 15 to 8 days increasing sales by $10 million annually.

One of the world’s largest grocery store chains Mid-western state hospital unit

Increased Press Ganey patient sat percentile from 20th to 60th.

State Department of Family & Children Services

60% reduction in recurrence of substantiated child maltreatment (across the entire state) in 8 months.

Hotel chain with over 4,000 locations

Manhattan luxury property achieved their highest employee satisfaction in the history of the hotel within 8 months.

One of the world’s largest carpet manufacturers

50% reduction in six-sigma project completion time.

200,000 2 Global divisions of 10,000 employees each, employees Hi-tech have gone from red to black in less than one manufacturing firms year. Largest hotel in 21 point (50%) increase in guest satisfaction U.S.A. (outside of within 6 months. Las Vegas, Nevada)

1,300 employee mail and package delivery public agency in the mid-west

25% reduction in overtime pay saving the division $314,084 within 12 months.

Synthetic materials manufacturer

$500,000 savings in production cost and a 90% reduction in customer complaints in 2 years.

State Department of Human Resources

$1.5 million dollar savings in annual automobile insurance premiums as a direct result of reduction in automobile accidents with state transport vehicles from 546 to 300 to 100 over 3 years.

10th largest pharmaceutical company in the world

Implemented supplemental rebate reduction efforts and achieved $570,000 in annual savings.

State Department of Corrections

$60 million savings in operating improvements.

Global power producer

$3 million cost savings with High Horse Power (HHP) service division within 3 months.

• Achieve world-class, consistent execution of critical goals... every time.

Multi-campus medical center

43% reduction in storage expense by digitizing and destroying 10,000 medical records.

• Develop your next generation of senior leaders.

International pharmaceutical manufacturer

Identified and addressed product rebate saving issues generating $6 million in annual savings.

Improved in-patient satisfaction from the 26th percentile to the 76th percentile within 4 months.

One of the nation’s largest conference hotels

73% reduction in guest reported problems.

International pharmaceutical manufacturer

24% improvement in on-time delivery setting a new record for the manufacturer.

Execution is the most relevant business issue today… Great organizations are able to actually execute and deliver strategies that produce world-class results. It is this ability to execute that separates the good from the great.

The 4 Disciplines program is a methodology to:

Multi-state Cost of capital savings of approximately $47 electricity provider million over 3 years. 2,600 acre foliage and plant bedding business

Not-for-profit healthcare network

Increase preventative maintenance from 50% to 92% creating a cost savings of over $600,000 within 10 months.

• Increase morale significantly while increasing accountability.

Solution The 4 Disciplines of Execution: Manager Certification is not just for business strategy development, it gives an organization an operating system for executing on its highest priorities again and again. It enables leaders at all levels to create transparency, accountability and true employee engagement. But most importantly, it delivers results!

Give your managers the knowledge and tools they need to execute on your top priorities. For more information about FranklinCovey’s The 4 Disciplines of Execution: Manager Certification, contact your client partner or email 4disciplines@franklincovey.com to be put in touch with someone in your local area who can answer any questions.

www.franklincovey.com

FOE110160 Version 1.0.2

A c h ie v i n g o r ga n i z at i o n a l G r eat n e s s T h r o u g h F o c u s e d E x e c u t i o n .

My4DX.com: THE technology Interface for the 4 disciplines of execution FranklinCoveyâ&#x20AC;&#x2122;s My4DX.com: 1. Establishes the technology interface for the 4DX process. OUTCOMES

My4DX.com is a webbased software interface designed to run The 4 Disciplines of Execution.

2. Improves process adherence. 3. Provides simple and easy maintenance of 4DX. 4. Creates visibility of team and organizational WIGs, lead measures, and goals. 5. Produces more effective WIG sessions and allows for remote users. 6. Increases personal accountability and engagement.

Do your employees understand their own priorities and how they align with your team goals? Executing strategic goals is the greatest challenge in business today. Aligning the organization with your most important objectives is a never-ending battle. In addition, keeping people engaged and focused on the top goals is critical. Imagine an organization where all employees are totally focused on the most important priorities and committed to achieving the Wildly Important Goals.

A c h ie v i n g o r ga n i z at i o n a l G r eat n e s s T h r o u g h F o c u s e d E x e c u t i o n .

1. Simplifies the WIG session. The best way to create an engaging WIG session is to have visibility on the scoreboard and connection to the weekly activities. Whether the team is all together or spread out all over the world, My4DX.com allows you to bring the team together on one application. During the WIG session, My4DX.com allows each team member to be able to see the prior weekâ&#x20AC;&#x2122;s commitments for all other team members. The WIG session is the process for driving The 4 Disciplines work, and My4DX.com makes the WIG session work!

2. Creates organizational visibility and accountability. As a leader, you have a simple way of being able to see your results in real time. You can easily see all the cause-and-effect relationships anywhere in your organization. You can see the status of the high-level WIGs down to the front-line team WIGs. You can also see the lag and lead measures in a quick, easy-to-understand form. My4DX.com allows you to know where you are winning and where you are losing.

3. Sustains The 4 Disciplines. My4DX.com is an operating system for driving your most important goals. My4DX.com allows you to easily isolate the key variables in the execution process that are off-track, so you can coach team members on closing the key gaps. Through Manager Certification your leaders are able to drive results by applying The 4 Disciplines with their teams. My4DX.com ensures that they will be able to maintain this discipline over time. It provides a simple way to run the process and reload again for new goals and new measures.

Give your workforce the knowledge and tools they need to execute on your top priorities. For more information about FranklinCoveyâ&#x20AC;&#x2122;s My4DX.com, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions. www.franklincovey.com

Extraordinary Productivity

The 5Choices Solution The 5Choices to Extraordinary Productivity process measurably increases productivity of individuals, teams, and organizations. Participants make more selective, high-impact choices about where to invest their valuable time, attention, and energy.

ACT ON THE IMPORTANT

GO FOR EXTRAORDINARY

SCHEDULE THE BIG ROCKS

RULE YOUR TECHNOLOGY

FUEL YOUR FIRE

DON’T REACT TO THE URGENT

DON’T SETTLE FOR ORDINARY

DON’T SORT GRAVEL

DON’T LET IT RULE YOU

DON’T BURN OUT

Buried Alive

1 2 3 4 5

Act on the Important

don’t react to the urgent

go for extraordinary

don’t settle for ordinary

Schedule the big rocks

don’t sort gravel

Rule your technology

don’t let it rule you

Fuel your fire

don’t burn out

In today’s world, people are drowning in email, overwhelmed with demands, and trying to do more with less. 5Choices participants filter the vitally important priorities from distractions so they can focus on making a real contribution. Everyone wants to make a difference, but competing priorities often prevent them from achieving extraordinary results. 5Choices participants redefine their roles in terms of extraordinary results to achieve high-priority goals. The crushing increase in workday pressures can make people feel helpless and out of control. 5Choices participants regain control of their work and lives through a cadence of planning and execution that produces extraordinary outcomes. An electronic avalanche of email, texts, and social-media alerts seriously threaten productivity as never before. 5Choices participants leverage their technology and fend off distractions by optimizing platforms like Microsoft® Outlook® to boost productivity. Today’s exhausting, high-pressure work environment burns people out at an alarming rate. Applying the 5 Energy Drivers™, participants benefit from the latest in brain science to consistently recharge their mental and physical energy.

Challenge

Solution

The barrage of information coming at us from multiple sources (e.g., texts, email, tweets, blogs, and alerts), coupled with the demands of our careers, are overwhelming and distracting. The sheer volume of information threatens our ability to think clearly and make wise decisions about what’s important. If we react to these stimuli without clear discernment, we fail to accomplish the goals that matter most in our professional and personal lives.

FranklinCovey’s The 5Choices to Extraordinary Productivity solution inspires participants to apply a process that will dramatically increase their ability to achieve life’s most important outcomes. Supported by science and years of experience, this solution not only produces a measurable increase in productivity, but also provides a renewed sense of engagement and accomplishment.

The 5Choices Process Assessment

Learning

Implementation

2-Day Work Session

5-Week Quickstart Commitments

Reassessment

Report Session

5Choices Benchmark

Participant Kit TECHNICAL GUIDE Microsoft® Outlook® Edition

“Extraordinary productivity is not about time management, it’s about managing your decisions, attention, and energy.” —Leigh Stevens

OFFICE

NIRVANA Find Peace and Productivity in Your Workspace

BONUS MODULE

™

The Next of Generation Productivity

™ 4G

BONUS MODULE

9:41 AM

5CHOICES PLANNER

A BRIEF MONOGRAPH

Become extraordinary

TAKE-HOME

TOOLS ©

5Choices website Access assessments and instructions on how to apply the content to smartphones, tablets, and Web-based applications such as Google Apps.®

Participant Guidebook Technical Guide Instructions on how to maximize use of Microsoft® Outlook,® Lotus Notes,® Google Apps,® etc.

kli

ll r i

ght

s re

serv

ed. U

se restr

icted to te rms of the Licen

se Ag

reem

ent

. FR

10 A1

ers

ion

1.0

THREE BONUS MODULES (video-based mini-courses)

5Choices Planner App Carry your productivity in your pocket.

WILDLY IMPORTANT GOALS Chris McChesney, Execution Practice Leader, FranklinCovey

The 5Choices Monograph

OFFICE NIRVANA Julie Morgenstern, Productivity Strategist, The New York Times Best-Selling Author

Notebook

Take-Home Tools DVD

BRAIN-CARE BASICS Dr. Daniel Amen, Brain Expert, The New York Times Best-Selling Author

Choose to Give your organization the tools and skills to become extraordinary. For more information about FranklinCovey’s The 5Choices to Extraordinary Productivity, contact your client partner or call 1-888-705-1776. You may also visit www.the5choices.com.

www.franklincovey.com

FRA110495 Version 1.1.7

PROJECT

MANAGEMENT E S S E N T I A L S™

For the Unofficial Project Manager

Introducing FranklinCovey’s Newest Offering Today’s knowledge workers have quietly slipped into the role of the unofficial project manager. Stakeholders, scope creep, no formal training, and a lack of process all combine to raise the probability of project failure costing organizations time, money, and employee morale. This one or two-day work session will help participants consistently complete projects successfully by teaching them to implement a disciplined process to execute projects and to master informal authority.

People + Process = Success Project management isn’t just about managing logistics and hoping the project team is ready to play to win. The skills of “informal authority” are more important than ever before, so team members are inspired to contribute to project success!

LIS TE N FI R S T

PRACTICE NTABIL ITY COU AC

MONSTR AT DE ESPECT E R

ENTER

PLAN

INITIATE

EXIT

SUCCESS

EXECUTE EX

CL ARIF Y P E C TAT I O N S

People

MONITOR & CONTROL

PROCESS

successful project management

PEOPLE + PROCESS = SUCCESSFUL PROJECT MANAGEMENT

THE ULTIMATE COMPETITIVE ADVANTAGE

Project Management Essentials for the Unofficial Project Manager will provide the mind-set, skill set, and toolset that will consistently deliver successful projects to completion. The content can be delivered online via a virtual classroom or in a traditional classroom setting.

As a result of this Work Session, participants will be able to:

ion

• Understand that consistent project success depends on processes and people. • Implement Four Foundational Behaviors that inspire their team members to execute with excellence. • Identify a project’s stakeholders.

ATE

PaRtICIPaNt KIt

• Establish clear and measurable project outcomes. • Create a well-defined project scope statement.

exeCute

• Identify, assess, and manage project risks. • Create a realistic and well-defined project schedule. • Hold team members accountable to project plans • Conduct consistent teamaccountability sessions.

• Participant Guide • Pocket Card Set • USB Drive

mONItOR & CONtROl

• Create a clear communication plan around their project that includes regular project status reports and project changes.

• Colored Pens • Sticky Notes

• Reward and recognize the contributions of project team members. • Formally close projects by documenting lessons learned.

Project management Institute Registered education Provider FranklinCovey is a Registered Education Provider (REP) of the Project Management Institute (PMI), the world’s largest membership association for the project management profession. We offer training to satisfy the project management education requirement for PMI Certifications as well as Professional Development Education units (PDUs) needed by PMI credential holders. For more information about FranklinCovey’s Project Management Essentials For the Unofﬁcial Project Manager, contact Leadership Consulting Group at (868) 222-4524 / 7524; 223-8524 or email franklincovey@lcg.co.tt

THE ULTIMATE COMPETITIVE ADVANTAGE

Ta k e y o u r b u s i n e s s c o mmu n i c at i o n s k i l l s to t h e n e x t l e v e l

Writing Advantage

FranklinCovey’s Writing Advantage Workshop OUTCOMES

“Your writing skills will improve immediatly when you implement standards that underline quality writing. You may already be aware of those standards but face challenges applying them consistently.”

1. Individuals learn how to organize initial ideas around a clear purpose. 2. Individuals structure a prototype based on solid writing standards. 3. Individuals evolve their prototype into a draft document. 4. Individuals review and refine the draft against formal standards. 5. Individuals produce a final and collaborative edit of their draft.

—Unknown

Challenge:

Does your organization produce written communication that conveys your intended message with professional quality, clarity, and accuracy? Many professionals spend up to three hours each day attempting to express themselves in writing. Unfortunately, this time is wasted when the information they deliver is misinterpreted or even ignored. With poor structure and muddy language, most written communication gets lost in today’s information clutter. Consider the effect of an unclear press release or unorganized marketing plan. Poorly-crafted documents can cause misunderstanding, hamper collaboration, create errors, and threaten your professional credibility—and your business results.

Ta k e y o u r b u s i n e s s c o mmu n i c at i o n s k i l l s to t h e n e x t l e v e l

Clear, Accurate Writing Impacts Your Bottom Line In today’s competitive business environment, your written communication must make your point with power and clarity. In order to succeed, your organization must empower all team members, especially key employees, to express ideas and critical messages clearly—without leaving anything open to misinterpretation or misunderstanding. Increasing the power of your organization’s written communication will increase productivity, resolve issues, reduce errors, and increase credibility.

The Solution: The FranklinCovey Writing Advantage workshop To stay ahead in business, you have to cut through the information clutter and communicate clearly. FranklinCovey’s Writing Advantage workshop teaches how to set quality writing standards that will help you increase productivity, resolve issues, avoid errors, and increase credibility. This workshop teaches how to make your written communication clear and memorable. This skills-based workshop will help your organization set writing standards that will have an impact on business results. The FranklinCovey Writing Advantage workshop is taught as a one-day, facilitator-led program where participants will learn how to: • Define a document’s purpose, the readers’ needs, and the desired response. • Define and manage the document’s scope and related writing assignments. • Apply the principles of organization using the “Four-Box Format.” • Use writing fundamentals to structure a well-written document. • Use and apply the FranklinCovey Style Guide. • Use a collaborative three-stage revision process. This workshop also includes the following tools: • A writing guidebook with reference information and writing exercises • An easy-to-use “Document Planner” tool that fits the Franklin Planner, along with an electronic version that allows you to automatically draft e-mails and documents • The award-winning FranklinCovey Style Guide • A FranklinCovey Style Guide companion CD-ROM

Give your team members the knowledge and tools they need to take their business communication skills to the next level. For more information about FranklinCovey’s Writing Advantage workshop, contact their FranklinCovey Client Partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions.

www.franklincovey.com

IND070311 REV 1.0.3

Introducing FranklinCovey’s Newest Offering! Is your message moving them to action? Unproductive meetings and lost opportunities occur due to poor presentations. The lack of powerful methods to inform and persuade is one of the greatest hidden and pervasive costs of the 21st-century workplace. This one- or two-day Work Session will help participants consistently deliver highly successful presentations. They will learn the mindsets, skillsets, and toolsets combined with the latest neuroscience to better inform, influence, and persuade others in today’s knowledge-based world.

The Presentation Advantage Process Systematic and effective methods must be in place to communicate in a way that motivates people to change and take action. The overarching paradigm for consistent presentation success is “Connect.”

Presenters must:

ELOP DEV

• Connect with the message. • Connect with themselves.

IGN

• Deliver with excellence.

• Design impactful visuals.

• Develop a powerful message.

DEL

Presenters need to:

M E S S AG E

A robust process surrounds the model to ensure success.

ELF

• Connect with the audience.

As a result of this Work Session, participants will be able to:

• Define presentation success.

FOUNDATION

PARTICIPANT KIT

• Understand the paradigm of “Connect.” • See that paradigm plus process equals presentation success.

FOUNDATION

ADVANTAGE

PRESENTATION®

• “Connect” with in-person and virtual audiences successfully.

PRESENTATION PLANNER PLAN YOUR MESSAGE TOPIC:

Leadership

Execution

Productivity

DATE OF PRESENTATION:

THE INTENT OF YOUR PRESENTATION IS TO:

Persuade

Do?

Know? Trust

Sales Performance

• Create a memorable introduction and conclusion.

Customer Loyalty

Education

Feel?

THE PURPOSE OF YOUR PRESENTATION IS:

DESIGN IMPACTFUL VISUALS

Inform

WHAT DO YOU WANT YOUR AUDIENCE TO:

PURPOSE

DEVELOP A POWERFUL MESSAGE

• Identify the clear purpose to be achieved with their message.

WHO IS YOUR AUDIENCE?

• Use visuals to increase attention to and retention of the message.

• Presentation Planner

• Design effective presenter notes and prompts.

• SD Card

• Pocket Card Set • Sticky Notes

DELIVER WITH EXCELLENCE

• Master the components of the “first and ongoing impression.” • Deliver visuals effectively.

• Colored Pens • Note Cards

• Manage good and bad stress. • Handle questions and group dynamics.

PRACTICE

• Take the pre- and post-Benchmarks. • Master skills through the 5-Week Quickstart process.

Creating a “purposeful” shift in knowledge or behavior through successful presentations moves people, teams, and organizations to “the competitive edge.” This Work Session can be facilitated in a traditional or virtual classroom setting. For more information about FranklinCovey’s Presentation Advantage Work Session, contact your client partner or call 1-888-705-1776. You may also visit www.Presentation.Franklincovey.com.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s t h r o u g h k n o w l e d g e w o r k e r a g e l e a d e r s h i p

Leading at the Speed of Trust Leadership-Development Training Program

—Jack Welch, Former CEO, General Electric

OUTCOMES

“What is trust? I could give a dictionary definition, but you know it when you feel it. Trust happens when leaders are transparent, candid, and keep their word. It’s that simple.”

FranklinCovey’s Leading at the Speed of Trust leadership-development training program to help leaders: • Choose to make building trust an explicit goal of their work. • Learn how others perceive their trustworthiness from their personal tQ™ Report. • Understand the real, measurable Trust Taxes they might be paying without realizing it. • Change Trust Taxes to Trust Dividends, which are the benefits that come from growing relationships of trust. • Make action plans to build Trust Accounts with all key stakeholders. • Begin using the Language of Trust as an important cultural lever.

Challenge: Low Trust = Reduced Speed, Increased Costs In today’s global economy trust-related problems like redundancy, bureaucracy, fraud, and turnover eat away at an organizations profitability in the form of slowed productivity, diverted resources, and missed opportunities. What’s more, a lack of trust among customers chips away at its brand reputation.

Trust: The Key Force in Today’s Economy Historically, trust has been considered a “soft issue,” but new research is turning this age-old assumption on its head, demonstrating that trust has a measurable, observable, and relevant effect on an organization’s bottom line. As Stephen M. R. Covey, author of the best selling book, The Speed of Trust, puts it, “The serious practical impact of the economics of trust is that…we are paying a hidden low-trust tax right off the top—and we don’t even know it!”

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s T h r o u g h k n o w l e d g e w o r k e r a g e l e a d e r s h i p

Solution:

Result:

Trust Begins With Leaders

As leaders forge the path to a new culture of trust, organizations will reap immediate returns as well as enduring long-term returns in the form of:

Leading at the Speed of Trust is a two-day workshop that raises trust from an often-ignored asset or liability to a strategic advantage in the marketplace. Doing business at The Speed of Trust dramatically lowers costs, speeds up results, and increases profits and influence. This highly interactive workshop engages leaders at all levels in the real work of identifying and closing the trust gaps that exist in your organization. Instead of paying outrageous trust taxes, you can begin to realize trust dividends.

• Increased speed to market. • Increased shareholder value. • Accelerated growth. • Enhanced innovation. • Improved collaboration.

Leading at the Speed of Trust includes powerful tools to help leaders improve trust—the trust people have in them, and the trust on their teams. Each participant recieves:

• Stronger partnering.

• Guidebook.

• Heightened loyalty.

• Better execution.

• Tools on CD. • DVD with select videos from the course. • Reference cards to help leaders navigate through trust issues. • Trust Quotient Assessment to measure how others perceive.

SELF RELATIONSHIP ORGANI IONAL ZAT MARKET SOCIETAL

Give your team members the knowledge and tools they need to execute on your top priorities. For more information about FranklinCovey’s Leading at the Speed of Trust leadership-development training program, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions. You may also visit www.franklincovey.com.

www.franklincovey.com

LEA080089 Version 1.0.2

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s t h r o u g h k n o w l e d g e W o r k e r a g e l e a d e r s h i p

Working at the Speed of Trust – For Associates A one-day program for associates and individual contributors.

—Stephen M. R. Covey

OUTCOMES

“You may not be able to control everything, but you can influence certain things. Trust starts with you.”

Participants in FranklinCovey’s Working at the Speed of Trust — For Associates program will learn to: 1. Increase personal credibility. 2. Increase trust with key stakeholders. 3. Exhibit behaviors that increase trust. 4. Create an environment of high trust that will increase creativity, innovation, and a greater commitment to achieving results.

Challenge

How is a lack of trust hindering results? All too often, people’s unseen agendas or personal motivations prevent others from trusting their word and ultimately getting things done. In a low-trust environment, workers become suspicious of each other and of the organization. Guarded communication, speculation, and disengagement, slows productivity down and frustration goes up.

A c h i e v i n g o r g a n i z at i o n a l G r e at n e s s t h r o u g h k n o w l e d g e W o r k e r a g e l e a d e r s h i p

Solution Everyone contributes to a high-trust organization. Often results are hindered by a simple lack of trust among individuals. But when individuals trust each other — and are trusted by others — communication improves and productivity accelerates as attention is redirected toward objectives instead of suspicion about others’ intentions. FranklinCovey’s highly interactive Working at the Speed of Trust — For Associates program helps individuals in your organization identify and address “trust gaps” in their own personal credibility and in their relationships at work. Using examples based on their current work and focusing on real-world issues rather than theories or academic models, participants in the Working at the Speed of Trust — For Associates program will contribute to high trust in the organization by:

Participants will receive the following tools to ensure their success: • Participant guidebook • The Speed of Trust book • Tools CD • Trust Action Plan • Trust Cards (to help them navigate through difficult trust issues)

• Communicating transparently with peers and managers. • Improving their track record of keeping commitments. • Extending appropriate levels of trust with co-workers and other peers. • Focusing on improving internal “customer service” with others who depend on their work. • Increasing their personal credibility and influence. • Adopting and applying the 13 Behaviors that build, maintain, and restore trust.

Give your organization the tools and skills to lower costs and improve results through high trust. For more information about FranklinCovey’s Working at the Speed of Trust — For Associates program, contact your client partner or call 1-888-705-1776 to be put in touch with someone in your local area who can answer any questions. You may also visit www.franklincovey.com.

www.franklincovey.com

LEA080091 Version 1.0.5

A New and Effective Approach to Prospecting With a Measurable Return on Investment PLAN Your Sales Activities

Hundreds of calls, dozens of emails, and only a handful of appointments to show for it—it’s frustrating!

What if there was an effective, predictable approach to prospecting that could turn the cycle around and generate unprecedented conversion rates—would you be interested?

FILL Your Pipeline With QualiÞed Opportunities

WIN More Consistently

THE KNOWING-DOING GAP

FLOW Opportunities Through or Out of the Pipeline

There’s a lot of "good stuff" available to sales professionals with regards to sales training. The secret is finding a way to get good at doing the good stuff! Helping Clients Succeed: Filling Your Pipeline employs an expertdesigned playbook process to help sales professionals apply what they learned over the course of 12-weeks to ensure sustained behavior change.

RETURN ON INVESTMENT Helping Clients Succeed: Filling Your Pipeline was designed to guarantee a clear and significant return on investment. From start to finish, participants work on current deals while tracking and reporting their progress. OUR PROMISE: You and your sales team can get significantly better at filling your pipeline as you apply the mindsets, skillsets and toolsets of top performers over the course of 12 weeks.

THE ULTIMATE COMPETITIVE ADVANTAGE

“ Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction.” RANDY ILLIG, COAUTHOR, LET’S GET REAL OR LET’S NOT PLAY

MODULE

IN THIS ONE-DAY WORK SESSION, PARTICIPANTS WILL:

FOUNDATION (60 mins)

•

Identify the mindsets and behaviors of top performers.

•

Establish specific prospecting goals to ensure a measurable return on investment at the end of the 12-week implementation process.

TRANSFORM THE SALES FUNNEL (30 mins)

•

Challenge conventional, ineffective thinking and make a conscious decision to approach prospecting using "reason vs. random."

INTENT COUNTS MORE THAN TECHNIQUE (45 mins)

•

Learn to focus intent on helping their clients succeed by applying the science of persuasion and by seeking mutual benefit.

PRIORITIZE (60 mins)

•

Uncover specific criteria that can predictably score prospects based on the likelihood of becoming clients.

•

Identify and target current prospects using the prioritize tool.

PREPARE (60 mins)

•

Discover new resources and tools for gathering research.

•

Develop a strategy to create and maintain a solid referral network.

PLAN

•

Gain the confidence needed to overcome objections and push-backs by anticipating them beforehand.

•

Create carefully scripted opening statements that will pique interest and get meetings.

•

Develop a framework for creating effective sales kits.

•

Commit to implementing the strategies and tools over the course of 12-weeks to ensure a sustained change in behavior.

PRIORITIZE TOOL

(75 mins) CALL PLAN

THE PLAYBOOK (30 mins) 12-WEEK PLAYBOOK IMPLEMENTATION VIDEOS

PARTICIPANT KIT

12-WEEK IMPLEMENTATION PLAYBOOK Pipeline 1

REPORT

4 WEEKS

REPORT 8 WEEKS

REPORT 12 WEEKS

FINISH

START

•

Each week, for 12 weeks, participants implement the principles they learned in the work session.

•

Participants are held accountable through regularly scheduled report backs to their sales leaders or coach.

THE ULTIMATE COMPETITIVE ADVANTAGE

• Participant Guidebook • 12-Week Implementation Playbook • USB Flash Drive With implementation videos and tools. • Call Plan Pad • Quick Reference and Yellow Lights Cards

SPECTACULAR RESULTS Over the years, our clients have attributed spectacular results directly to the Helping Clients Succeed: Filling Your Pipeline methodology.

For more information about FranklinCovey’s Helping Clients Succeed: Filling Your Pipeline, contact your client partner or call 1-800-707-5191. You can also visit www.HelpingClientsSucceed.com/FillingYourPipeline.

THE ULTIMATE COMPETITIVE ADVANTAGE

Qualifying Opportunities

HOW QUALIFIED ARE THE OPPORTUNITIES IN YOUR TEAM’S PIPELINE? PLAN Your Sales Activities

PLAN

WIN more Consistently

Qualifying Opportunities helps sales professionals quickly and effectively identify good opportunities in their pipelines and significantly decrease ‘pipeline fiction’ by eliminating the weak ones. The results are less time chasing the wrong deals, more time focusing on the right deals, and dramatic decreases in the overall cost of sales.

WIN

FILL Your

FILL

Over the past 15 years, FranklinCovey has worked with thousands of sales teams all over the world, and studied what the top performing sales professionals do as a matter of habit. Helping Clients Succeed: Qualifying Opportunities is designed to help sales teams consciously replicate these best practices in order to achieve superior results in qualifying their deals.

Pipeline With Qualiﬁed Opportunities

QUALIFY QUALIFY Opportunities In or Out of the Pipeline

THE KNOWING-DOING GAP In regards to sales training, there is a lot of "good stuff" to choose from. The challenge isn't finding it, the challenge is helping your sales team get good at doing the good stuff! In order to help sales professionals get good at qualifying opportunities, Helping Clients Succeed employs an expert-designed playbook system that allows sales teams to practice and apply proven best-practices over the course of 12-weeks.

RETURN ON INVESTMENT Qualifying Opportunities was designed to guarantee a clear and significant return on investment. From start to finish, participants work on current deals while tracking and reporting their progress.

OUR CLIENTS HAVE REPORTED:

Reduced Sales Cycle

53%

47 DAYS 80 DAYS 100 DAYS

OUR PROMISE: You and your sales team can get significantly better at qualifying opportunities in and out of your pipeline as you apply the mindsets, skillsets and toolsets of top performers over the course of 12 weeks.

...and more!

THE ULTIMATE COMPETITIVE ADVANTAGE

MODULE

IN THIS ONE-DAY WORK SESSION, PARTICIPANTS WILL:

FOUNDATION (20 mins)

•

Learn the mindsets and behaviors of top performers.

•

Establish specific goals to ensure a measurable return on investment at the end of the 12-week implementation process.

ENABLE DECISIONS (70 mins)

• •

Understand the importance of enabling decisions for clients. Create a specific call plan that addresses the client's key issues—nothing more and nothing less.

•

Learn how to effectively overcome the traditional dysfunctions of the buyer/seller relationship by focusing on the client's issues first. Become proficient at developing business cases with clients by identifying their most important issues, clearly defining the impact on their organization, and mapping the decion-making process. Establish an accurate snapshot of the sales pipeline. Make significant strides towards become a trusted business advisor.

CALL PLAN

WIN FAST, LOSE FAST (165 mins)

•

OPPORTUNITIY WORKSHEET DECISION GRID

• •

QUALIFICATION SNAPSHOT

HANDLE OBJECTIONS (120 mins)

•

Gain the confidence needed to overcome objections and push-backs by anticipating and practicing beforehand.

PRACTICE CARDS

•

Prepare to deal effectively with gatekeepers.

•

Commit to implementing the strategies and tools over the course of 12-weeks to ensure a sustained change in behavior.

THE PLAYBOOK (15 mins) 12-WEEK PLAYBOOK IMPLEMENTATION VIDEOS

12-WEEK IMPLEMENTATION PLAYBOOK

PARTICIPANT KIT

Results 1

REPORT

•

REPORT

WEEKS

START

•

REPORT

FINISH

Each week, for 12 weeks, participants implement the principles they learned in the work session while practicing and applying the principles in more depth. Participants hold themselves accountable through regularly scheduled report backs to their sales leaders and/or peer coaches.

• Participant Guidebook • 12-Week Implementation Playbook • USB Flash Drive With implementation videos and tools. • Tool Pad • Practice Cards

For more information about FranklinCovey’s Helping Clients Succeed: Qualifying Opportunities, contact your client partner or call 1-800-707-5191. You can also visit www.HelpingClientsSucceed.com.

THE ULTIMATE COMPETITIVE ADVANTAGE

Closing the Sale

INFLUENCE DECISIONS TO ACHIEVE WIN-WIN OUTCOMES THE CHALLENGE

PLAN Your Sales Activities

Research from CSO Insights 2011 showed that only one out of six sales presentations had greater than a 50/50 chance of resulting in a sale. We feel many salespeople—even solid professionals—lose a sale for two common reasons:

FILL Your Pipeline With Qualified

WIN more

2. The sales presentations are information rich and decision poor. The presentations end in “thanks a lot,” “we’ll think about it,” or “Hey—could you leave us some of the PowerPoint slides?” Critically, no decision is made.

Opportunities

WIN

Consistently

FILL

1. Many sales presentations are lost before they are even given. Salespeople present to open the sales cycle rather than presenting to close.

PLAN

QUALIFY QUALIFY Opportunities In or Out of the Pipeline

THE SOLUTION With the right advocacy skills, you demonstrate more effectively how your solution will help your client get what they want and need. In this program you will learn how to win deals more consistently by applying the skillsets of top performers.

OUR CLIENTS HAVE REPORTED:

Top Performer Differentiators: •

They sell with the intent to achieve win-win outcomes.

•

They skillfully prepare and create the conditions for good decision making in every client meeting.

•

They spend less time talking at the client and more time discussing with the client those decisions that will best serve the client's needs.

•

They follow a simple, reliable process for good decision making.

...and more!

THE ULTIMATE COMPETITIVE ADVANTAGE

MODULE

LEARNING OBJECTIVES:

THE CLOSING ZONE (75 mins)

•

Carefully organize each client call to influence and benefit the client's decision-making process.

•

Begin narrowing decisions that lead to the final business decision.

•

Determine the one decision the client needs to make at the end of the meeting

•

Ensure that the decision is client-centric, is singular, and that "no" is an acceptable answer.

READINESS ASSESSMENT

IDENTIFY THE END IN MIND DECISION (55 mins)

ADDRESS CLIENT KEY BELIEFS TM • (40 mins)

RESOLVE OBJECTIONS (130 mins)

Demonstrate the ability to validate the Client's Key Beliefs to their satisfaction.

•

Develop proof points that enable the End in Mind Decision.

•

View objections as an opportunity rather than a threat.

•

Apply a predictable, 3-part approach to resolving objections.

•

Develop a plan for how to influence the conditions for good decision making before each client meeting.

•

Focus on achieving win-win outcomes.

•

Prepare a powerful open and close for each client meeting.

PRACTICE CARDS

PREPARE THE CONDITIONS FOR GOOD DECISION MAKING (70 mins) CLOSING CALL PLAN 12-WEEK PLAYBOOK IMPLEMENTATION VIDEOS

12-WEEK IMPLEMENTATION PLAYBOOK

PARTICIPANT KIT

Results 1

REPORT

•

REPORT

WEEKS

START

•

REPORT

FINISH

• Participant Guidebook • 12-Week Implementation Playbook • USB Flash Drive with implementation videos and tools • Closing Book • Practice Cards

For more information about FranklinCovey’s Helping Clients Succeed: Closing The Sale, contact your client partner or call 1-800-707-5191. You can also visit www.HelpingClientsSucceed.com.

SPP140926 Version 1.0.3 THE ULTIMATE COMPETITIVE ADVANTAGE

I N S P I R I N G E M P L O Y E E S TO D E L I G H T C U S TO M E R S D R I V E S F A S T E R G R O W T H

Winning Customer Loyalty: The 7 Habits of Outstanding Customer Service

“The purpose of business is to create and keep a customer.” —Peter F. Drucker

Challenge:

Your most critical customer service people are often your least empowered employees. How do you provide excellent customer service across your organization? And how do you do it consistently, given that much of your customers’ experience is delivered through a wide range of frontline employees? Today, more than ever, you need people who bring their heads and hearts to work. You need people who are problem solvers and who genuinely care about customers. Teaching your frontline people what to do is not enough. You must start with who they are—the choices they make each day and the contribution that is uniquely theirs. You must establish a foundation of empowerment so that each person is able to make in-the-moment choices to delight customers and build your business. The overwhelming majority of customer service training focuses on skills—here’s what you do. But at FranklinCovey, we know that you must first focus on your beliefs and paradigms—who you are— to create a culture where every person puts customers first. Winning Customer Loyalty®: The 7 Habits of Outstanding Customer Service is a unique, new approach to customer service training. Built on the foundations of Stephen R. Covey’s The 7 Habits of Highly Effective People and Fred Reichheld’s The Ultimate Question 2.0, this training program builds customer service excellence one person at a time from the inside out.

I N S P I R I N G E M P L O Y E E S TO D E L I G H T C U S TO M E R S D R I V E S F A S T E R G R O W T H

Solution: FranklinCovey’s Winning Customer Loyalty: The 7 Habits of Outstanding Customer Service training is a superb way to inspire your frontline leaders and managers to serve customers in ways that will delight them and increase their loyalty to your organization. Loyalty is an emotional relationship. Loyal customers don’t just like you, they love you. We believe the attitudes and behavior of your frontline employees are by far the most important ingredients in delighting customers and essential to differentiating your customer service experience. This program first focuses on the critical Paradigm Shifts that are needed to build a sustainable culture of delighting each customer. From these and other new paradigms, employees begin to see themselves and their customers in a totally new way.

Character Development

Skill Development

Service recovery is one of the most important ways we can turn an unhappy customer into a loyal one. The program teaches simple but profound skills for dealing with unhappy customers that show you care, while empowering frontline employees to solve customer problems using guidelines you have set.

Service Recovery Process 1. Match

“That sounds awful. I’m so sorry.”

2. Understand

“Tell me more about it.”

3. Resolve

“Let’s make this right.”

The program also takes time out to focus on team dynamics—you can’t treat other team members badly and treat your customers well. The best customer service teams work together to delight customers. They have a culture that rewards and reinforces great teamwork. We’ll help establish and reinforce those rules for your teams as well.

Applying the 7 Habits to Customer Service The 7 Habits

OUTCOMES

• Be proactive – determine mindset and choices.

• Create win-win solutions with customers.

• Increase personal accountability.

• Improve listening skills.

• Focus on key priorities.

• Keep commitments.

• Improve interpersonal effectiveness.

• Build stronger teams through collaboration.

• Change paradigms and behaviors.

• Resolve customer concerns.

• Increase confidence in self and team.

Each of the original 7 Habits has been customized to help your people deliver great customer service. The first three habits focus on each person’s ability to make good choices, regardless of how he or she feels or what a customer does. Participants identify their unique customer service strengths and how to use these strengths to help customers—and the organization. Each participant drafts a Customer Contribution Statement, aligned to your organization’s customer service vision. While all customer interactions are important, not all of them are of the same value. We help each person identify the greatest opportunities to win a customer’s heart. We identify the critical touchpoints, and then discover and reinforce the key behaviors that must be exhibited consistently at these touchpoints to create loyal customers. The participants learn a simple execution process to keep these behaviors “top of mind” at all times.

The 7 Habits of Outstanding Customer Service Applied

1. Be Proactive®

1. Bring Your Own Weather to Work

2. Begin With the End in Mind®

2. Create a Customer Contribution Statement

3. Put First Things First®

3. Prioritize and Do the 80/20 Things First

4. Think Win-Win®

4. Make Deposits in Your Customers’ Emotional Bank Accounts

5. Seek First to Understand, Then to Be Understood®

5. Listen Sincerely; Resolve Concerns Effectively

6. Synergize®

6. Treat Your Team Like You Do Your Best Customers

7. Sharpen the Saw®

7. Create Continuous Service Improvement

Build a Foundation of Effectiveness Winning Customer Loyalty: The 7 Habits of Outstanding Customer Service combines the powerful principles of the 7 Habits with Reichheld’s profound insights on customer loyalty to empower frontline teams to create more customer promoters and drive faster growth.

Give your workforce the knowledge and tools they need to execute on your top priorities. For more information about FranklinCovey’s Winning Customer Loyalty: The 7 Habits of Outstanding Customer Service workshop, contact a FranklinCovey Representative (888-705-1776 or loyalty@franklincovey.com) to be put in touch with someone in your local area who can answer any questions.

www.franklincovey.com

WCL141195 Version 1.0.7

I N S P I R I N G E M P L O Y E E S TO D E L I G H T C U S TO M E R S D R I V E S F A S T E R G R O W T H

FranklinCovey Employee Loyalty and Engagement (ELE) Solution

“The purpose of business is to create and keep a customer.” —Peter F. Drucker

Are you building a culture that inspires and ignites your employees to delight every customer, regardless of where your people work; on the front line, in the back office, or at your corporate headquarters? Fred Reichheld, creator of the Net Promoter Score (NPS) and author of several bestselling books, has demonstrated that increased customer loyalty leads to faster growth. In his bestselling book The 7 Habits of Highly Effective People Stephen R. Covey says, “If we want to change a situation, we first have to change ourselves. And to change ourselves effectively, we first have to change our perceptions.” FranklinCovey believes the attitudes and behaviors of your employees are essential ingredients to delighting more customers. We are experts at helping organizations achieve results that require a change in human behavior. Your employees must be fiercely loyal to your organization as a place to work and to their supervisor as a person to work for to create and sustain a loyal base of customers. To become enthusiastic promoters of your organization, your employees must feel like valued members of a winning team pursuing an important mission.

Challenge Disengaged/Disloyal Employees + Poor Customer Service = Lost Growth Opportunity • Do your customers feel like: “Wow, that was one of the best experiences I’ve ever had”? • How engaged are your employees in delivering a “wow experience” to every customer regardless of where they work? • How loyal are your employees to the organization, to your business, and to their supervisor? • How many of your employees truly believe they are valued members of a winning team pursing an important mission?

Solution

ELE Survey Process

Employee Loyalty + Customer Loyalty = Faster Growth! • Measure employee loyalty and engagement with a short web based employee survey completed in 15 minutes.

Administer ELE Web Survey

• Provide supervisor training to debrief survey results and develop action plans. • Deliver tools to help managers identify ways to engage their team to delight every customer regardless of where they work. • Identify areas of success and opportunities for improvement at all levels of the organization.

Conduct FollowUp Survey

Report Executive Survey Results

• Improve loyalty through bottom-up action planning.

What’s Different about the FranklinCovey ELE Process? Bottom Up vs. Top Down. While we provide an executive summary of the results, the power in the ELE process works through a bottom-up actionplanning process.

Company Wide Action

Regional Actions

Team Actions

Debrief and Action Planning

}

Share All Team Results

Debrief results, gather feedback, and create action plans around: • What 2–3 things could our team do to delight more customers? • What 2–3 things do we need from the executive team to delight more customers?

This process is a bottom-up culture-building tool to focus employees on delighting more customers to drive faster organization growth.

“Your competition can copy every advantage you’ve got — except one, your culture!” —Geoff Colvin

Start Inspiring Employees to Delight Every Customer. For more information, contact a FranklinCovey representative at 888-576-1776 or loyalty@franklincovey.com.

www.franklincovey.com/loyalty

WCL141197 Version 1.0.6