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Do you keep score?

Why It’s Important To Motivation To Keep Score, Every Day

People love to compete.  It’s hard-wired into our DNA.  Look at the Olympics.  Not only is it inspiring to see athletes at the top of their game.  It’s also thrilling to watch their closely fought battles to win.  If we didn’t like competing, there’d be no organised sports.  Or games of Snap and Monopoly. From an early age, we want to succeed.  We want to be the winner.

This innate human characteristic comes from our distant ancestors and it’s about survival. Evolutionary anthropologists discovered that Neanderthals and Homo Sapiens coexisted quite happily together for a period. Although the Neanderthals had bigger brains, they preferred small family groups.  Homo Sapiens lived in bigger tribes and this gave them advantages over the Neanderthals. Eventually, our direct ancestors ‘out-teamed’ them as they competed for the best resources. 

Predictability became important as we moved from hunter-gatherers to agricultural communities.  Growing, cultivating, harvesting, storing – they all require certain things at certain times.  Humans started to keep a tally and so began the need to keep a score.  And that need is still with us. 

We like to know where we are. Keeping score is part of that.  If you have an issue with productivity or motivation in your business, it could be because progress is unclear.  Work out what you’re going to measure and how you’re going to track it.  This is how to motivate your people to push the needle forwards.

Strategic Advice from Appletree Answers Founder & Scaling Up Coaches CEO, John Ratliff

Today’s guest knows all about scaling up. Not only is John Ratliff CEO of Scaling Up Coaches, he’s also a seasoned entrepreneur himself. 

Having started Appletree Answers, a telephone answering service from his apartment in 1995, John grew the company to 24 US-based locations and more than 600 employees, taking nearly 10 years to get to $1million in revenue, and then six years to get to $30 million, before a fantastic exit well over market value, selling the company to a strategic buyer in 2012. 

This experience gave John a unique perspective into the importance of culture, employee engagement, and the guidance and tools entrepreneurs need to have a successful exit. 

Today John spends the majority of his time defending entrepreneurs against private equity buyers – he says if you’re considering selling your company, you’d be mad not to get representation. 

In this episode, John shares some fantastic tips for owners thinking of selling, the time he turned a potentially $400,000 loss into $7 million of value, and how he really understood employee happiness by changing one NPS question. 

This episode is a little longer than normal, but it’s jam-packed full of useful insights and guidance. We hope you enjoy it as much as we did.

Word On The Street

Welcome to “Word on the Street”, the podcast to help agencies break through the noise, attract attention and win more business. Your host, Katie Street interviews agency owners that are changing the game, marketing teams that are implementing new strategies, and experts from the big brands you want to gain inside knowledge of exactly what they want and expect from an agency. You’ll hear from those that are leading the way and discuss tactics and strategies your agency can implement straight away to develop your own growth. Katie is the Founder of Street; an ‘agency for agencies’, which creates and guides the implementation of new business and marketing strategies for clients including Summit Media, Tribal Worldwide London, Keel, and TCC. “Word on the Street” is sponsored by Tanba, The Agency New Business Academy. Tanba is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business ‘engine’.

What Pirates Can Teach Us About Leadership

In the deep heat of an 18th-century summer, a crew of pirates was sailing off the Virginia coast when a lookout spotted a merchant ship to the south. Springing into action, the pirates launched an attack, rocking the merchant ship with a cascade of musket balls and grenades. The helmsman of the merchant ship abandoned the wheel, and the vessel swung around, allowing the pirates to board, brandishing their axes and cutlasses. Behind them, through the smoky haze, came the captain. Sashes holding daggers and pistols crisscrossed his large chest. Black ribbons flapped in his braided beard. The most feared pirate of his era, notorious English raider Blackbeard, had taken another ship.

Brand Design for the Professional Services Firm: The Ultimate Guide for Marketers and Executives

If you are about to rebrand your firm, an exciting opportunity lies ahead to change the way prospective clients think about your organization. And the process that takes you from here to there is called brand design.

How noisy is your company?

Companies live and die by the ability of the people who work within them to make sound judgments. Their judgments determine what strategy to follow, where to invest R&D funds, how to set prices, who to hire and promote, and a myriad of other decisions. Some of the decisions are one-offs; others are made repeatedly. There’s just one problem, assert Daniel Kahneman, Olivier Sibony, and Cass Sunstein: “Wherever there is judgment, there is noise — and more of it than we think.”.

The Art Of The Impossible by Steven Kotler

What does it take to accomplish the impossible? What does it take to shatter our limitations, exceed our expectations, and turn our biggest dreams into our most recent achievements? We are capable of so much more than we know—that’s the message at the core of The Art of Impossible. Building upon cutting-edge neuroscience and over twenty years of research, bestselling author, peak performance expert and Executive Director of the Flow Research Collective, Steven Kotler lays out a blueprint for extreme performance improvement. If you want to aim high, here is the playbook to make it happen! Inspirational and aspirational, pragmatic and accessible, The Art of Impossible is a life-changing experience disguised as a how-to manual for peak performance that anyone can use to shoot for the stars . . . space-suit, not included.

Breath by James Nestor

There is nothing more essential to our health and wellbeing than breathing: take air in, let it out, repeat 25,000 times a day. Yet, as a species, humans have lost the ability to breathe correctly, with grave consequences. In Breath, journalist James Nestor travels the world to discover the hidden science behind ancient breathing practices to figure out what went wrong and how to fix it. Modern research is showing us that making even slight adjustments to the way we inhale and exhale can: – jump-start athletic performance – rejuvenate internal organs – halt snoring, allergies, asthma and autoimmune disease, and even straighten scoliotic spines. None of this should be possible, and yet it is. Drawing on thousands of years of ancient wisdom and cutting-edge studies in pulmonology, psychology, biochemistry and human physiology, Breath turns the conventional wisdom of what we thought we knew about our most basic biological function on its head. You will never breathe the same again.

Get Your ‘Prescription For Growth’

15th September, New Forest 8.30am – 5.00pm

Do you ever ask yourself, “if I double the number of sellers, will I double my revenue?”. If you paused, hesitated, or said no, then you should join the next Prescription For Growth workshop with Justin Roff-Marsh. 

Justin is back at Foundry Farm to walk you through the revolutionary ideas from his book The Machine and help you build a simple plan for 11X selling conversations for your team and significantly grow sales. 

What you will learn:

  • A growth formula that you can follow to generate up to 11 times more selling conversations for your salespeople.  
  • A plan for restructuring sales to cover more territory and increase sales without a proportionate increase in payroll costs.
  • Steps to follow to improve operational performance and deliver >90 ontime case completion performance.
  • How to generate sales opportunities on a just-in-time basis (and why marketing must subordinate to sales).
  • How to use one set of KPIs to drive growth and the role of management.


Do The ‘Stinky Fish’ Exercise

Now is a great time to use the ‘Stinky Fish’ exercise to clear any leadership debt that’s been building through the pandemic.  The past year or so has been tough on everyone and there have been fewer opportunities to talk through things that are bothering people.  It’s hard having difficult conversations on Zoom.  We got some clients back together for the first time recently and ran through this exercise.  It was the first time they’d met face-to-face since last February.  It’s fair to say that they turned up feeling a bit miserable.  By the end of the two days, they were transformed.  We finished with all the things that had been successes and they were proud of.  They left in a much better mental state.

Upcoming Events

The Melting Pot Webinar with Dominic Monkhouse & Greg Crabtree on Simple Numbers – LIVE webinar 11th August, 6:30 PM (BST)

We’re so excited to invite you to this exploration of ideas between Greg and Dominic. They will be talking about all things business growth to give you the insight, energy, and passion you need to come out of the pandemic stronger. Greg is a scaling and financial expert. Author of Simple Numbers, Straight Talk, Big Profits and Simple Numbers 2.0., Rules for Smart Scaling, Greg Crabtree, also co-authored the chapter on Cash in Verne Harnish’s Scaling Up. Mastering the Rockefeller Habits 2.0. You don’t need a background in finance or accounting. Greg is famed for his down-to-earth, jargon-free rewriting of business finance. Join his LIVE conversation, with the equally straight-talking, Dominic Monkhouse to understand how to measure success to keep your company scaling, and get clarity on what you should be trying to achieve. 

Scaling Up Made Simple Workshop, New Forest – 18th November, New Forest

Conducted in The New Forest, away from the uproar of the everyday commercial world, the Scaling Up Made Simple Workshop is presented by Scaling Up Coach, Dominic Monkhouse to allow you the mental space to look at your business afresh – to recognise your strengths, your weaknesses and your opportunities. The workshop is your first step in the process of identifying and addressing the real challenges confronting your business. You will receive practical guidance in the essential skills that underpin manageable growth.

Quote of the week

“Success doesn’t come from what you do occasionally, it comes from what you do consistently.”

Marie Forleo

Dominic Monkhouse

Dominic offers business coaching and management development, strategy planning and organisational change, using tried and tested methods to launch your organisation onto an unparalleled growth trajectory. His programme is a function of his broad experience, his deep expertise and a proven process used by over 2,700 firms worldwide.

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