Tuesday, July 28, 2015

Pump Up Your Book Chats with Anne C. Graham, author of Profit In Plain Sight

Thanks for joining us at the book club Anne.  Can we begin by having you tell us how you got into writing?

I’ve always been a voracious reader, from the time I exhausted the stock of mini-stories my English teacher made available in Grade 4 to many years with my nose buried in books as a shy and quiet teenage bookworm.  I always knew I would write a book someday, but for the longest time it wasn’t clear whether it would be a romance novel or a business book.  After a significant turning point in my career, Profit in Plain Sight: The Proven Leadership Path to Profit, Passion and Growth simply started taking shape all by itself, and the decision was made for me.  I realized how important it was for me to share the lessons I learned in years of tough turnarounds, seeing companies get themselves into trouble by trying to profit at the expense of their employees and their customers, rather than by delivering value to them and hence earning profits safely, sustainably, and with integrity.  I have a big flat spot on my forehead from banging my head against the wall during those years, and I didn’t want other business leaders to have to learn those lessons the hard way.


Where is your book set and why did you choose that location?

Profit in Plain Sight is set in corporate boardrooms, on the shop floor, in customer service departments,  in executive offices long after business hours, and most importantly, in the offices or coffee shops where we meet with our customers and listen to their hopes and dreams so that we can help them get there more quickly and easily.


I’d like to know more about your story.  Can you give us a little more in depth reason for writing Profit In Plain Sight?

Yes of course!  There were two big turning points in my career that put me on the path to writing Profit in Plain Sight.  The first was many years ago, when I watched the fast-track-to-the-corner-office career path that I was on vanish, as the second largest computer company in the world downsized 120,000 people worldwide and vanished into the arms of a competitor none of us had ever taken seriously.  They valued revenues at all costs – and got them.  They often sold products at a loss simply to “make the numbers” on the top line, and that’s a very damaging strategy that leaves you cutting all the wrong costs in a desperate battle to grow by shrinking.  Not only did that experience light my entrepreneurial spark, but I vowed to become an expert in profitability so that no leader ever had to look a good person in the eye again and tell them they no longer have a job.  I pursued a string of business turnarounds after that to prove to myself that what had made my division profitable in the midst of all that mayhem could work in different industries, and in companies large and small.  It did.

The second turning point that really triggered Profit in Plain Sight was a failed turnaround!  I got caught up in any number of internal issues as many leaders often do.  We achieved great customer satisfaction scores but we didn’t reach the profitability targets I had set – far from it.  Although I was asked to renew my contract, I decided to pick myself up, dust myself off, and determine what had gone awry.  It all boiled down to neglecting to bring the voice of the customer into the organization as I had done so successfully in the past, and use the insights into how we needed to create value for them to set my agenda.  One of my favorite quotes, “only customers create cash flow” was the hard-won lesson from that experience.


They say all nonfiction books have pivotal points in the book where the reader just can’t put the book down.  What’s one pivotal point in Profit In Plain Sight?

I tried to make Profit in Plain Sight a page-turner from the very beginning.  I use the analogy that the only person who likes change is a baby with a wet diaper, and  I include two pivotal points that have been proven to deliver powerful “wet diaper” wake-up calls during my speaking engagements.  Once I’ve got my readers hooked with the desire to improve their results, devouring the rest of the book is simply fuelled by the desire to find out how to do it.

The first wet diaper is a benchmarking tool that shows business leaders how they compare to some of the best companies in the world on a rarely-reported on metric:  Return on People, which is a powerful measure of how productively a company turns its employees’ talents into value for customers.   A major building manufacturer knew they were in a loss position but only got the wake-up call when they realized that they scored an F.  Within one year, they had raised their grade to a C, with a four-fold increase in profits, and there’s no stopping them now from implementing the rest of the 5-step Profit Plan in the book.  84% of businesses will score a C, D, or F on this Benchmark.  And the only way to know what’s really possible in your business is to see what the A’s and B’s have already achieved… and then set the bar higher. The Return on People Report is one of 15 complimentary resource downloads in the book.

The second wet diaper is a powerful way to engage employees in making the everyday small changes that really drive profitability.  I illustrate how to determine which of your customers are most profitable and which are costing you more than they’re worth, without any complex or time-consuming accounting.  In fact, most companies can map their top 100 customers by Revenue in less than an afternoon.  In one case, a manufacturing company got a not-unusual wake-up call:  they had only 2.5 profitable customers for every single one that was unprofitable.  You could have heard a pin drop in the meeting room filled with senior executives and the sales and service staff.  Immediately even those at the lowest levels of the company understood that 10:1… 50:1… 100:1 was better than where they were at, and they made a commitment to reach 100:1 by the end of the year.  The next day, a 23 year old accounting clerk reached out to a perpetually past-due client not to demand payment, but to ask how both firms could work together better in future.  She uncovered a simple reason for the delayed payments, worked with the client to solve it, and restored that customer to profitability almost overnight.  

Those two powerful pivot point set the stage for making it happen using the learning in the rest of the book.


What’s next on the agenda for you, Anne?

Two things.  The first is to make Profit in Plain Sight a tremendous success and achieve my mission of reaching and impacting 5 million business leaders and helping them transform “We don’t have the budget for that!” into an enthusiastic “YES” to every good growth initiative that crosses their desk.  Profit in Plain Sight can show them how to do that, but only if they learn about the book.  So priority 1 is getting the word out by marketing the book, and I’ll spend the rest of this year and beyond executing a very comprehensive marketing plan, working with my publisher, bookstores, corporations, and associations to put books into the hands of leaders at all levels.  I have a great set of launch partners all over the world who are helping me spread the word too.  I’ll also continue my promotional efforts through my international speaking, teleseminars, social media, public relations, and more.

Next year I’ll shift gears towards getting my next book, Growth in Plain Sight into the publishing pipeline.  Once companies have the profit they need to fund growth, they need to get very clear on what their growth plan looks like, and that’s book number 2.  There are 2 more books in the works after that – the learning curve to write, publish, and market the first book was too steep to leave it at just one!

What would you like to say to your readers and fans?

A very big THANK YOU!  By spreading the word about Profit in Plain Sight or reading and implementing the Action Plans at the end of every chapter in their own business, they’re helping to get the economy back on track and thriving again, one company at a time.   When every company has a healthy bottom line and can invest for growth, that leads to sustainable prosperity for everyone – employees, customers, the company, and the community.  And that’s where all the fun is in business.  Let’s go make good things happen, together.


About The Book



Title:  Profit In Plain Sight
Author: Anne C. Graham
Publisher:  Morgan James
Publication Date: July 7, 2015
Pages: 289
Format: eBook / Hardcover / Paperback / PDF
ISBN: 978-1-63047-293-1 
Genre: Business

Discuss this book in our PUYB Virtual Book Club at Goodreads by clicking HERE


Buy The Book:
Amazon: http://www.amazon.com/Profit-Plain-Sight-Leadership-Passion/dp/1630472913/ref=sr_1_2?s=digital-text&ie=UTF8&qid=1434998346&sr=8-2&keywords=profit+in+plain+sight

Barnes & Noble: http://www.barnesandnoble.com/w/profit-in-plain-sight-anne-c-graham/1120518388?ean=9781630472917

Goodreads: https://www.goodreads.com/book/show/23331219-profit-in-plain-sight


Book Description:
  1. 84% of business owners and CEOs surveyed score a C, D or F on the Return on People Benchmark - they can't even give every employee a decent raise, let alone hire, invest in facilities, equipment or technology, or expand into new markets!
  2. 40% companies who increase their revenues in a given year will actually decrease their profits… and there’s a better way to increase both.
  3. 96% of companies will put their greater goals on hold this year with one simple phrase: We don't have the budget for that.
Imagine if leaders were able to break free of their profit constraints, stop being victims of exchange rates and oil prices, and be in control of earning all the profit they need to fund the growth they want.

Savvy entrepreneurs would never start a new business without a Business Plan.  Experienced executives would never try to lead their business without a Strategic Plan.  But almost every manager confesses that they don’t have a Profit Plan beyond their P&L, and that means that profit becomes the leftovers between disappointing revenues and higher-than-expected costs.

Profit in Plain Sight offers the Profit Plan that’s missing, with a step-by-step roadmap that enables these busy leaders to grasp the big picture, and to implement solutions in less time per week than they are spending on email per day.

Unlike many  business books, Profit in Plain Sight gives readers access to the “hows”, not just the “shoulds”, with downloadable training resources and action plans  at the end of every chapter, plus regular opportunities for the reader to reflect on how their thinking is changing and growing.

This book finally helps leaders who are passionate about their business have all the profit they need to fund the growth they want, with tough questions to start changing the conversations in everyday management meetings, with practical, actionable techniques that are quite different from conventional cost-cutting approaches or the all-too-dangerous “increase revenues at all costs” techniques.  Instead, Profit In Plain Sight offers take-it-to-the-bank results.    

Book Excerpt:

Prepare to Transform Your Most Persistent Market Challenges into Profit, Passion, and Growth

… with The Proven Leadership Path that Delivers Results

  • How much easier would igniting profit, passion, and growth be if everyone in your business embraced change and became part of it?
  • What would be possible if transforming your business felt more like play than like work?
  • How quickly could you turn good intentions into tangible results if you simply could take small steps that require less time than you are devoting to e-mail in a given day?

IBM is a legendary company, not only because of its enduring success for over 100 years in the fast-changing world of technology, but because it leads its category by a factor of four in terms of
profitability and continues to transform itself to generate growth opportunities. Customers are incredibly loyal, the company has a stellar reputation for quality, and, as the holder of more patents than any other high-technology company, its strengths in innovation are readily apparent. It seems that IBM has found ways to conquer some stubborn challenges, doesn’t it?

But it didn’t start that way. IBM’s roots go back to the 1880s and at one time its products consisted of employee time-keeping systems, weigh scales, automatic meat slicers, coffee grinders, and punched card equipment. Hardly the glamorous “Creating a Smarter Planet” organization we know today.

IBM’s secrets to success came from an unlikely resource who was named President in 1915: Thomas J. Watson, the second in command at National Cash Register. With just a few practical
tenets, Watson laid down the enduring foundation for IBM’s success — a focus on the customer and on customer service, a sales culture that built trust and respect, and an environment that instilled pride and loyalty into every worker. The result? Profit, passion, and growth, with integrity. In the 1990s, IBM had to reinvent itself or risk becoming irrelevant in the marketplace, which it did by reemphasizing its customer focus and creating clarity in its positioning.
In the 2000s, it had to reinvent itself again as the competitive landscape shifted once more, which it did by emphasizing its role in providing integrated solutions, not merely products.

This is not a book about IBM. But as subsequent legendary leaders have proven, those enduring, practical tenets can serve every business well.

How Many of these Stubborn Market Challenges Are Grinding You Down?

Each year a variety of organizations publish lists of the Top 10 CEO Challenges based on polling business owners and leaders. And inevitably, five stubborn market-related issues keep coming up again and again on these lists, although the order may shift from year to year:

1. Earning Customer Loyalty and Retention
2. Generating Sustained and Steady Top-Line Growth
3. Ensuring Bottom-Line Growth in Profit
4. Building a Corporate Reputation for Quality Products and Services
5. Stimulating Innovation and Creativity and Enabling Entrepreneurship

Why don’t we ever get traction and put those Challenges behind us? Because 70 years of thought leadership in the business press, from universities and in executive programs, has left us with more shoulds than hows and a lot of flavor-of-the-month distractions that sound promising but are hard to translate into bottom-line impact.

Let’s change that.

This Book Is for You When …

… most of the books you’ve read are sitting on your shelf and have not had any impact on your business;
… some of the books you’ve read have inspired you but you struggled when you tried to put them into practice because the author shared the shoulds but left you to figure out the hows; and
… you’ve tried to implement ideas in the past as an army of one only to run out of steam, run out of time, or run out of focus when you find yourself spending more time trying to get people to change and get on board than actually implementing anything.

Move Beyond the Myths

Here’s your wake-up call and a bold promise.

MYTH #1
We’re Too Busy

FACT: All of us are busy. None of us have spare time. Or do we? Over 90% of executives polled admit that they spend between 1 and 2 hours a day on e-mail … often more. So here’s your wake-up call: unless you work in the order entry department, e-mail does not move the needle in your business because it does not create cash flow, profit, or growth. In fact, it leaves you working everyone  else’s agenda when, as a leader, it is up to you to set the direction and lead by doing. E-mail is a nice, easy, reactive way to start the day and waste most of the morning. And it’s killing your company.

MYTH #2
We Have to Be “Always On”

FACT: We’re tethered to responding instantaneously to our phones, our e-mail, and other interruptions, and there are times when that’s appropriate, but more often it’s simply busy work. I’m not saying that you have to abandon e-mail — it’s a part of our lives in the 21st century, just as the telephone and voice mail became a reality in the 20th. But what is currently in your in-box or on your priority list that is more important than securing the future of your business for your employees, your family, and your community? What’s more important than building a profitable, growing business
that can weather any economic turmoil that global change can throw at it?

MYTH #3
There’s No Way Out

FACT: The noise is getting louder now that texting and social media elements are also in the mix of e-mail, voice mail, and more. Yet one simple shift is all that’s required to completely transform
noise into results, and I invite you to share Appendix 1 with your entire organization to help them make that shift. In the meantime, here’s my bold promise.

If you have time for e-mail, you have time
to once and for all overcome the stubborn
business challenges holding you back.

When you follow the Solutions in Plain Sight outlined in this book and access the Rapid Results Resources that ensure you never have to waste precious time reinventing the wheel, you will transform your business in less time than you’re currently spending on e-mail.

Close the Gaps when you apply uncommon strategies and tactics that will shift your thinking forever

Our biggest challenge as business leaders at all levels is simply to overcome the thinking that’s kept us stuck with those Challenges. Many of us were taught old-world thinking, long before today’s realities of the Internet, globalization, recurring corporate scandals, all-too-frequent recessions, and a rate of change that’s difficult to keep up with. It’s time to hold our beliefs, myths, and common practices up to a very harsh light of uncommon sense and retool for the future. It’s time to replace them with a road map that delivers results. This first section, Possibilities, is going to give you two powerful tools to do just that.

Most businesses won’t succeed in making the shift. They’ll remain mired in the “we’ve always done it this way” paradigm, because they simply won’t invest the time and energy to be open
to new approaches, and they won’t take the time to build a road map that takes them to their Possibilities, step by step. They’ll continue to default back to “business as usual,” because they think it’s easier, even though they know it’s not working, and they need a new approach. Unfortunately, they’re unknowingly making their lives and the lives of everyone in the organization more difficult, and more uncertain.

Take a look at the shapes Figure 1. How many forms of transportation can you spot? Look carefully, as the shapes hold the key to your transformation. How many did you see? What were they? (Go to Appendix 2 for the answer.)



Rapid Results Resources: Put some energy into your regular meetings and start the process of
Transformation with “The 101 Questions You MUST Ask Your Leadership Team.” Use a couple of the questions every week to get your team thinking about Profit, Passion, and Growth, and to get their creative juices flowing. Download your copy at www.ProfitInPlainSight.com/101Questions.


ITE THE POWER OF
Solutions in Plain Sight: Inform. Inspire.
Motivate. Systematically Transform.

By opening the cover of Profit in Plain Sight, you’ve already taken your first step to becoming more open, more focused, and more successful. You’ve taken your first step towards creating a process for sustainable levels of increased profits. And you’ve taken your first step that will differentiate your business from your competitors’ when you implement well. Just keep turning the pages to make it happen.

SOLUTION IN PLAIN SIGHT #1
Infuse Your Employees With Possibilities

What does it mean to Infuse employees? It means embedding the desire to be part of something more, to be the best, to behave every day in ways that add value to your customers, and to earn profit with integrity that will help the entire company grow and succeed in the future.

It means engaging them with the Drivers of Transformation that you’ll see in Part I, Possibilities, which will give them the powerful AHA! Moments of information, inspiration, and motivation.

It means involving them in creating the road map forward, because information, inspiration, motivation, and good intentions need to be turned into action before you can transform stubborn challenges into Profit, Passion, and Growth (see Figure 2).

People support what they create. When you Infuse your teams with the passion and talent to be part of the solution, you’ll divide and conquer the workload and transform your profit and growth more easily than you might imagine.




SOLUTION IN PLAIN SIGHT #2
Enthuse Your Customers

What does it mean to Enthuse your customers? It means creating an environment where they love doing business with you and know that your success is part of their success, because you save them time, make or save them money, solve real problems for them, give them peace of mind, and make them feel good. It means being the path of least resistance and getting it right the first time. It means they’re happy to pay for the value you provide.

It’s what happens in Part II, Practicalities, when you take action with the systematic approach of the Profit in Plain Sight Framework to solve the five stubborn challenges that are holding you back from leading your market by industriously activating your road map to success (see Figure 3).

1.      Activate the power of Infused employees with the Two Drivers of Transformation.
2.      Trigger the factors that Enthuse customers as you systematically overcome five stubborn market-driven challenges with integrated solutions that build upon each other.
3.      Achieve Profit, Passion, and Growth … in less time than you’re spending on e-mail.



SOLUTION IN PLAIN SIGHT #3
Overcome Your Biggest Obstacles

Right now you may be thinking you don’t have the time. Your people aren’t onside. You have other priorities that need your attention and focus. You’re uncertain of whether you can make a commitment to see this through. You don’t believe that significant profit increases are possible in your business or in your industry. Hogwash!

Bringing the voices of your customers into your organization is a powerful, counterintuitive, yet proven, approach to see what’s possible from a tactical perspective and will powerfully move you past “we’ve always done it this way” thinking with each of five stubborn market-driven challenges. In this book, you’ll learn exactly how to do that for results.

You’ll stop guessing at what it will take to keep your customers loyal for longer and know for certain how to become their preferred partner. You’ll stop guessing what they might value and know for certain how to deliver value to them that results in Top-Line Growth. You’ll stop applying bandaids to quality issues and get the sludge out of your system to stop the profit leaks and grow your Bottom Line. And you’ll know exactly how to avoid “me too” inventions that are passing for innovation and innovate in low-risk, low-cost ways that will set you apart from your competitors.


The Only Person Who Likes Change Is a Baby with a Wet Diaper

Even with technology, globalization, credit crunches, and economic turmoil, people still need to buy goods and services and people still do business with people. The need to enthuse your customers with the desire to do business with you and to infuse your staff with the passion and talent to deliver never changes.

What does need to change is how you tackle those five stubborn market-driven challenges, and therein lies the stumbling block.

Your people can’t buy into the typical approach of an endless stream of unrelated tasks, so-called best practices (which don’t differentiate you from your competitors), flavor-of-the-month management and proverbial silver bullets. Over 90% of business owners, leaders, and key employees polled admit they get lost chasing bright shiny objects, and those are simply the equivalent of trying to change nice, dry, comfortable diapers to icky wet diapers that don’t make sense to your people. Uncertainty, seemingly wasted time, wasted effort, confusion, and the feeling of a lack of progress simply causes fear and resistance.

Harvard Professor W. Earl Sasser was the first to refer to the plethora of stand-alone tactics as “Kidney Stone Management” (his lengthy list back in the 1990s has only expanded with time).
We’ve trained our staff to expect that whatever new idea is out there, it’s a kidney stone — it will only cause them pain for a while, it will pass, and business as usual can return. No wonder our people are burned-out and skeptical when so many new initiatives are launched, so many seem important, and so many run out of steam. Explain Kidney Stone Management to your executive and management teams at all levels. You’re guaranteed a few rueful chuckles of recognition and an AHA! Moment that indicates that approach is no longer going to be part of your leadership practices.

That’s the reason Profit in Plain Sight will make a difference when others haven’t — solving these Challenges for good comes down to realizing that you’re in wet diapers and wanting the dry ones you’ll get by shifting the way you do business. Dry diapers are the result of implementing the step-by-step road map of over 57 detailed, value-add Profit and Growth Accelerators for near term yet sustainable Profit, Passion, and Growth.

When your people have a mental map of where they’re going, and how they’re going to get there (see Figure 3), Kidney Stone Manage-ment is no longer a problem and they will be informed,
inspired, and motivated to get into the dry diapers. A systematic and integrated process rather than a series of disconnected events will consistently create successes and a sense of forward momentum and progress — the transformation you’re looking for.


You Don’t Have to Go It Alone

Unsuccessful businesspeople try to go it alone, reluctant to show their weakness by asking for help. Successful businesspeople ask for help all the time. They call it getting input and they know the value of not reinventing the wheel. Profit in Plain Sight is the window to Rapid Results Resources that are not just shoulds but specific hows — proven step-by-step instructions plus additional proven strategies and tactics that are beyond the scope of this book.

They deliver results more rapidly and easily than you might imagine. They deliver smart practices specifically implemented in the context of your unique company. All you have to do is commit to transforming conventional passive reading into active learning for results.

Every business leader who has succeeded in doubling their profitability or more — in less than one year, in less time than they and their team were spending on e-mail — has identified obstacles to success. And as they began the process, they found that each and every obstacle dissolved with the straightforward, practical approaches laid out in this book. At this point, all you need to do is finish reading the next two pages, and take the actions outlined. Then, turn the page and do it again. That’s it. Are you with me?

Summary

We’ve all heard that you can lead a horse to water but you can’t make it drink. But I always say that you can make the horse thirsty or make the water sweeter. From the sheer fact that you’re reading Profit in Plain Sight, I know you’re thirsty.

Make Your Horses Thirsty Too

Embracing a process to transform challenges into opportunities doesn’t come from rigorous change management processes that try to force-fit people into a change that they haven’t bought into. That’s just leading the horse to water. Instead, it comes from naturally leading your team where you want them to go by building an infused culture that thirsts for excellence and that reflects their desire to find the easiest and most effective ways to achieve that end. When you share this book throughout your organization, you’ll help lead your teams’ thirst for where you want them to go.

Make the Water Sweeter

Sweeter water means helping you and your organization find ways to streamline complexity and stay focused on what really drives your business forward. That’s where the systematic Profit in Plain Sight Framework is extremely valuable — bite-sized modules are easy to implement, in less time than you’re currently spending on e-mail. Make the process painless and make the water sweet when you take an integrated approach rather than succumbing to Kidney Stone Management.

I’ve spent time in the trenches “doing,” and even longer with the responsibilities of leading others. I’ve experienced the frustration of dealing with these Challenges over and over, just as you have.  I’ve used every one of these Solutions in Plain Sight, as a leader in large and small companies and with my consulting clients. They’ve worked across a broad range of industries and they’ll work for you too.

Simply. Accelerate Your Results

There is really only one theme to this book — driving Profit, Passion, and Growth. We’re going to put many lenses on that theme, but never lose sight of that as our goal.

There are only two outcomes you need to achieve in order to realize Profit, Passion, and Growth — enthusing your customers, and infusing your employees. I’ll show you what you need to do to
accomplish both.

There are Two Drivers of Transformation that serve as wet diapers to motivate change and, in Part I, you’ll see Possibilities as you learn how to activate them to kick-start the process and help
you measure success and progress.

There are 15 practical, actionable Solutions in Plain Sight in this book and a total of 57 Profit and Growth Accelerators in the Profit in Plain Sight Framework. In Part II, Shift to Practicalities,
you’ll see your Profit in Plain Sight road map unfold as we tackle each of the five stubborn market-driven challenges.

Whether you take action on every Challenge or cherry-pick just those that are holding your business back the most, you will see impact on your Profit. You’ll impact the Passion your teams bring to the business. And you’ll sow the seeds for Growth.

There are no quick fixes … but Rapid Results are within your reach.

You can reach and exceed your goals. You can secure your business from the ups and downs of economic turmoil, and invest in everything you need to take your business to the next level and help drive our economy forward. You can finally feel confident in your plan for the future.

If Not You, Who? If Not Now, When?

Work is slogging it out in isolation; play is getting support to achieve breakthroughs and feeling a sense of progress. So go ahead and put some play back in your day and some bucks on your bottom line.

This Works. You Can Do It. You Will Succeed.



Take these Actions

1.     Download your copy of “The 101 Questions You MUST Ask Your Leadership Teams” at
www.ProfitInPlainSight.com/101Questions to start changing the conversations at every level of your organization. This is an ideal tool for executives and mid-level managers to use to spice up your regular team meetings and begin to shift your culture to one of profit and growth.

2.     See Appendix 1 for the secrets of achieving focus and transformation in less time than you’re
currently spending on e-mail.

3.     Check out Appendix 2 for the solution to the “forms of transportation” brain teaser at the beginning of this Chapter.

Small Steps. Big Impact!


Five Minutes, Five Questions:
Reflect for Deeper Learning

Reflective questions at the end of every Chapter offer powerful deeper learning on how your thinking is changing, so that you can generate the AHA! Moments to break free of the conventional thinking that keeps you stuck when trying to solve five stubborn market-driven
challenges.

Reflection simply means taking the time to monitor what’s happening in your own mind, evaluate what you’re learning, and ponder what is shifting or changing in terms of your attitudes and behaviors, with the goal of eventually building a new mental framework of how things work. This will allow you to continually add relevant information and discard the irrelevant.

Your first step is internal transformation, to identify what attitudes have already shifted and what behaviors will follow.

But the reflective process only works if you use it.

Ask yourself these questions right now:

1. How can I use the reframing approach I saw in the brain teaser as a metaphor for opportunities hidden in our business?
____________________________________________________________
____________________________________________________________


2.
Which items on the list of five stubborn market-driven challenges are top of mind for me right now — and why?
____________________________________________________________
____________________________________________________________

3.
How effectively are we solving those challenges today?
____________________________________________________________
____________________________________________________________

4.
How often do our people see our efforts as Kidney Stones because we fail to give them the big picture with a road map for implementation?
____________________________________________________________
____________________________________________________________

5.
How committed am I to create an environment where my horses are thirsty and the water is sweet?
____________________________________________________________
____________________________________________________________

Inform. Inspire. Motivate. Transform.
Enthuse. Infuse.


Are you ready to get started with the Two Drivers of Transformation that deliver big wake-up calls and pave the way to transform your business more quickly and easily than you might imagine?

If you prefer, you can go right to whichever Challenge is your greatest burning issue today, and then work backwards to put the foundational work in place that may be required to trigger the
transformation. 




About The Author


Anne C. Graham is on a mission to help 5 million business leaders and their teams double their profit per employee – or more in less than one year, in less time than they’re spending on email.  Drawing on over 25 years of deep profit and growth expertise from her “in the trenches” and executive experiences with Fortune 500 companies and smaller firms, she closes the all-too-frequent gap between the good intentions vs. year-end results.  The solution is the roadmap she wishes she’d had - a Profit Plan that transforms “we don’t have the budget for that!” into a “YES!” to funding every greater dream and goal for their business as they create prosperity for their company, their employees, their customers, and their communities.

As a best-selling author, international speaker, and accelerator, Anne inspires thousands of business leaders each year to Profit… On Purpose by moving past conventional thinking to discover Profit In Plain Sight.  Audiences and clients love Anne’s fun and interactive approach based on value to the customer, NOT accounting, and her ability to create profound AHA! Moments so that participants leave with a new perspective of their possibilities plus practical actions they can implement for immediate impact.  Anne is the Managing Director of the Legendary Value Institute, a popular faculty member in an award-winning MBA program, and a passionate boater on west coast of British Columbia.

You can visit Anne’s website at www.ProfitInPlainSight.com 


Contact Anne at:
Website: www.ProfitInPlainSight.com
Author Website: www.AnneCGraham.com
Blog: http://annecgraham.com/read-the-blog/ Facebook: https://www.facebook.com/AnneCGrahamAuthorProfitInPlainSight?fref=ts Facebook: http://www.facebook.com/AnneCGraham
Twitter: https://twitter.com/AnneCGraham 
Linked In: https://www.linkedin.com/in/annecgraham Goodreads: https://www.goodreads.com/author/show/6475264.Anne_C_Graham

 
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