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BETTER EXECUTION Makes dreams happen

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BETTER EXECUTION Makes dreams happen @cwodtke www.cwodtke.com


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hi


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I have worked many great places and done many impossible things. Along the way, I have learned important lessons I’m here to share, including…


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Don’t get sued


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Once upon a time there was a start-up.


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Hanna


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Jack


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(because no one is dumb enough to start a company with their own money, right?)


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Restaurant Suppliers


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Restaurant Suppliers? Hell no Let’s talk to Jim


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Jim Let me tell you a story


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“I looked out the window at the Ferris wheel of the Great America amusement park revolving in the distance, then I turned back to Gordon and I asked, “If we got kicked out and the board brought in a new CEO, what do you think he would do?”


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Gordon answered without hesitation, “He would get us out of memories.”


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“Why shouldn’t you and I walk out the door, come back and do it ourselves?” Andy Grove


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Jim “let’s pretend we’ve already decided”


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Hire a sales guy? Change the website… Hire a sales team.


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Restaurant Suppliers! Restaurant Suppliers!


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But wait, there’s more!


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OKRs Objectives and Key Results


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OKRs Objectives Key results


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OKRs O: Dream KR: Success criteria


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“Google did more than adopt it,” says Doerr. “They embraced it.” OKRs became an essential component of Google culture. Every employee had to set, and then get approval for, quarterly OKRs and annual OKRs.”


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OKRs O: Qualitative Shoot for the moon dream


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Objective: Establish epic value to Restaurant Suppliers as the best tea provider        


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OKRs KR: Quantitative “How do we know we met the objective?


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OKRs Time bound Cascading Hard (but not impossible)


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KR: Reorders at 85% KR: 20% of reorders self-serve KR: Revenue of 250K                              


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Objective: Build an effective sales team           AND Objective: Build a responsive customer service approach             


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Objective: Build an effective sales team           AND Objective: Build a responsive customer service approach             


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Your turn! Objective: KR KR KR


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OKR Test Objective: Is it aspirational & qualitative? KRs: Is it a result or a task? Is it measureable? Does it take a full quarter to achieve? Is it really hard? 50% Confidence?


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Credit: http://wklondon.typepad.com/ Team reluctantly agrees Hell no


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Credit: http://wklondon.typepad.com/ Team Wiffed ALL


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I want you to meet…


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Raphael


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You’re doing it WRONG


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cadence


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Commitment Mondays are for promises Fridays are for winners


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Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change # solid sales canidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Mondays each team lead shares: Week’s Priorities ( to get help & make commitment) Near term roadmap (heads up!) OKR confidence Key health indicators


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Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d


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Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitment!


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Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitment! Heads up!


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Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitment! Heads up! Discussion & Support!


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Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitment! Heads up! Discussion & Support! Protect what matters


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Dedication to your goals to your team


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Fridays are for Wins & Wine (or beer)


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Engineering demos


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Engineering demos Design demos


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Engineering demos Design demos Sales & Bizdev shares wins


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Engineering demos Design demos Sales & Bizdev shares wins Beer


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Everybody needs bragging time Motivates team to have something to share Makes you feel like part of something special Show progress


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Credit: http://wklondon.typepad.com/ Back to the Team We’re doomed


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You didn't make your OKRs…


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Credit: http://wklondon.typepad.com/ "I don't think we're marketing right" "We had to deal with wrong orders and late deliveries to Los Gatos" "We didn't hire a second salesperson!" "We had some problems with the performance of the site"


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It’s OK. We’re trying again… One OKR for quarter


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It’s OK. We’re trying again… Weekly check-ins One OKR for quarter


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It’s OK. We’re trying again… Friday Celebrations One OKR for quarter Weekly check-ins


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Team made 2 of 3 KRs!


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Metrics are growing!


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Series A


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Happily ever after?


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But wait there’s more


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Goodbye ratrace


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Objective: Be financially stable, preserve health do work I like.


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KR: earn 30K over three months doing work I’d do even if I wasn’t paid


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KR: have a manageable budget to predict expanses


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KR: zero acid reflux, zero back pain


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Hello, Dreamlife


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Thank You @cwodtke www.cwodtke.com I coach teams and individuals to make dreams into realities. New Book coming soon! Get notified at alerts.theexecutionerstale.com


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Appendix


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Objective Key results #1 5/10 Key results #1 5/10 Key results #1 5/10 Key Risk Factors: Priorities this week Next 4 weeks - Objectives OKR Confidence Team Health: Code Health: Org Health Yellow P1 P1 P1 Yellow


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Tips on OKRS Set only 1 OKR for the company, unless you have multiple business lines. It’s about focus. OKRs are not the only thing you do, they are the one thing you must do. Expect people to keep the ship running Give yourself 3 months for an OKR. How bold is it if you can do it in a week? Keep the metrics out of the objective. The objective is inspirational. In the weekly check in, open with company OKR then do groups OKRs cascade; set company OKRs, then groups/roles, and then individual’s. Weekly OKR check in is a conversation. Be sure to discuss change in confidence, health metrics and priorities Encourage employees to suggest company OKRs. Friday celebrations is an antidote to Monday’s grim business. Keep it upbeat! Learn more: http://www.eleganthack.com/the-art-of-the-okr/


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Thanks to my awesome students in my Designer as Founder class. Especially An, Justin, and Jack for their lead roles. They were paid in pizza, just like a real startup. As Harry Max for not suing me when I use his picture.


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