Lecture for UIC Class 31 January 2012

Context for Consulting with Entrepreneurs
Person-to-Plan (P2P)
Creating Immediate and Sustainable Value
Strategic Alignment of People and Things
Copyright © 2005-2012Hillview Partners Network LLC
ENTR 464 Entrepreneurial Consulting
Dr. Annaleena Parhankangas
John R. Dallas, Jr.
Founder and Chief Alignment Officer (CAO)
Hillview Partners Network LLC
Tuesday 31 January 2012
Client Confidential and Resource Proprietary
™™
People | Performance | Profit

John R. Dallas, Jr.
Consultants | Coaches | Speakers
jrdallasjr@hillviewpartners.com
hillviewpartners.com
weneedtohaveaword.com
johnrdallasjr.com
A Vantage Point to Your Advantage™
Introducing
John Dallas
Today’s Guide for Our
HILL Climbing Expedition
2
 Since 2005 leading Hillview, a network of independent professionals in fields of strategic alignment
 President since 1974 of five prior technology-based B2B and B2C service companies:
1. Chicago Title Credit Services, Inc., Chicago / consumer and commercial credit data services
2. CreditComm Services LLC, Fairfax, VA (DC area) / consumer credit data services
3. Market Access Resources Corp., New York / consumer credit data services
4. Group Concepts Capital Corp., New York / consumer credit data services
5. National Business Intelligence Corp., New York / editorial services and electronic publishing
 Chairman, Advisory Board, UrbanPonics LLC, a hydroponics (soil-less) grower of produce and flowers
 Moderator, Greater Chicago Thought Leadership Forum (ThoughtForum) at Gleacher Center
 Leader in inclusive multicultural education and leadership development initiatives for business owners
 Keynote speaker, meeting moderator, workshop facilitator, interviewer, and panelist
 Guest lecturer at universities, colleges, and other schools
 Volunteer leadership in economic development, civic affairs, arts, education, and churches
 Majored in Journalism and Mass Communications, Pittsburgh’s Duquesne University,
continued studies in New York at Columbia University

Young
3
Younger
E.N.T.J.
Activator | Futuristic | Input | Strategic | Achiever
For a smile . . .

5
“We do not see things as they are, we see things as we are.” —Anaïs Nin

Reversing risk of misalignment
between and among people, money,
technology, and other resources.
6
Consulting | Coaching | Speaking
Hillview is in the professional services business of . . .

Copyright © 2005-2012Hillview Partners Network LLC A Vantage Point to Your Advantage ™
7
The task of leadership is
to create an alignment of
strengths, making our
weaknesses irrelevant.
― Peter Drucker

1. Lead people
2. Manage things
3. Align people and things
A Vantage Point to Your Advantage ™Copyright © 2005-2012Hillview Partners Network LLC

9

Your Patterns of In-and-Out Listening
In
Out
10

Reversing Risk of In-and-Out Listening
11
In In In In In In
Out Out Out Out Out

12
O Moments you realized you were Out Listening ( O+ or O- )
││││ Use crosshatch marks for counting “first-time-heard” points
P Pivots you identify as you turn toward new views (Aha!)
? Question marks if you sense you “need more information”
T Takeaways you KNOW you want to use/share TODAY
Y Something new discovered or felt about YOU
 Listening More Hearingly
 Listening with a Third Ear
 Listening to Your Inner Voice
 Listening for Each Choice

13

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Strategically Aligned?
Prospective Buyers
Schools,
Colleges &
Universities
The Media
Buyer
Regulatory
Authorities
Federal YOU
Outsourcing
Economic Reality
Boards
Committees
Strategic
AlliancesPolitics
WHO?
Past, Current and
Future Employees
Social Media
Competition
Networking
Public
Quality Control &
Best Practices
Family
Life!
Credit
Q&R
Ad Agencies
IT/MIS
V
E
N
D
O
R
S
Associations &
Foundations
Teams
Diversity
IRS
Faith
Law
Global Needs
& Realities
E-Commerce
PR
The HILL Model™
Seller
HR
Cultural Norms

16

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Emergency care triage professionals will ask
if you are alert and oriented (A&O) to:
1. Your Name?
2. This Place (i.e., a hospital’s ER)?
3. Today’s Date?
4. Your Purpose for being in the ER?

18
In forging strategic alignment between and
among people and things, intentionally
remain alert and oriented (A&O) to:
1. Strengths (first!)
2. Weaknesses
3. Opportunities
4. Threats

19
“There’s always
at least one S.O.B.
at the table who
doesn’t get it.” — JFK

20

“Let’s get the
language right.”
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—The Reverend Dr. Martin Luther King, Jr.

22
One Word Can Make the Difference

Copyright © 2005-2012 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | jrdallasjr@hillviewpartners.com
23
A single word’s
value to others
and you is
influenced by
your depth of
definition,
breadth of
description, and
scope of view
for the word’s
desired impact.
Acronym
Acumen
Alignment
Appreciation
Ascendancy
Aspiration
Assertiveness
Authenticity
Civility
Clarity
Collaboration
Commitment
Confluence
Courage
Crucible
Delineate
Dignity
Diligence
Diversity
Edification
Emergence
Empathy
Engagement
Esteem
Imperative
Influence
Innovation
Inquisitiveness
Intentionality
Mentor
Mission
Momentum
Passion
Patience
Peace
Perspective
Persuasiveness
Pride
Randomness
Reach
Rejuvenation
Resistance
Respect
Response
Restoration
Result
Success
Team
Trial
Trust
Vision
Wisdom
Full-Year of 52 Word Chapters
Digital Press

Strategic Alignment of
People and Things
24

Alignment is Context for a
Strategically Focused
Organization of Excellence
25

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align
c.1410, from M.Fr. aligner, from O.Fr. alignier, from à
"to" + lignier "to line," from L. lineare, from linea (see
line). Alignment first attested 1790.
verb (used with object)
1. to arrange in a straight line; adjust according to a line
2. to bring into a line or alignment
3. to bring into cooperation or agreement
4. to adjust two or more components
5. to fall or come into line; be in-line
6. to join with others in a cause Dictionary.com Unabridged (v 1.0.1)
Strategic alignment is about forward movement toward a
clearly articulated destination —“the end in mind.”

Is every part of
your organization
moving in the
strategic direction
you’ve defined?
27

28

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Thinking to where your thoughts
are going to be . . .

Strategic Alignment is
Not Confinement
30

Strategic Alignment does not suggest 100% confinement.
Strategic Alignment does not require 100% agreement.
Strategic Alignment does not indicate 100% perfection.

Strategic Alignment does mandate 100% engagement.
Strategic Alignment does require 100% understanding.
Strategic Alignment does succeed with 110%+ effort.

34
Aligned
(Creates
Alignment)
Misaligned
(Destroys
Alignment)
1 2 3 5 64
Unaligned
(Passive State)
Passive-Aggressive?
0
“Dr. No!” “St.Yes!”“Windy”
(i.e., goes where the wind blows)
Your Aligned Enterprise

You?
“Upside-down...”
“Lying down on the job…”
EXERCISE: Imagine where four
specific people might fit on this
scale:
1. Yourself
2. Your immediate supervisor
3. A peer
4. Someone who reports to you

Forging Strategically Aligned:
Vision
Mission
Plans
People
Money
Technology
Identity
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Brand
Social Platform
Social Network
Marketing
Sales
Advertising
Etcetera

People Money Technology Time
Values Vision Mission Market
Performance
Metrics
Motivation Profits Compensation
36
Think “Link for Alignment”

Owners/Members
Board
Chair
CEO
EVPs, SVPs, VPs and
Other Officers
Directors
Managers
Other Decision-Makers
Associates
Assistants
Administrators
Other Employees
Prospects,
Clients, Customers,
Vendors, Media,
Communities,
Regulators, et al
Other Constituencies for Strategic Alignment
37
“Alignment Chart”

Owners/
Members
Boards of
Directors/
Advisors
CEO,
C-Level and
Senior Officers
Attorneys,
Auditors &
Consultants
Senior
Executives &
Managers
Employees
Vendors,
Suppliers,
Outsourcing
Providers
Regulators
Media &
Community
Academic
Community &
Thought
Leaders
CURRENT:
Customers/
Clients/
Buyers/
Sponsors
FUTURE:
Customers/
Clients/
Buyers/
Sponsors

38
 



Spheres of Influencers


HQ
A
CB
39
Constellations of Interdependency
(Not Co-Dependency)

40

41

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“You cannot solve a problem from the same
consciousness that created it. You must learn
to see the world anew.” − Albert Einstein

43
Dig, drill and think
deeper, so we will reach,
climb and stand higher.

High-Impact Leader Lens™ (HILL) for
Viewing and Influencing Alignment of People and Things — The HILL Model™
Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2012 Hillview Partners Network LLC | hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | jrdallasjr@hillviewpartners.com
Courage
Wisdom
Trust
Patience
Align with Wisdom
Align with Courage
Align with Patience
Align with Trust in:
 Self
 Others
 Process
 Providence
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Four Key Words for
Strategic Thinking
The HILL Model™

High-Impact Leader Lens™ (HILL) for Viewing and Influencing Alignment of People and Things — The HILL Model™
Client Confidential and Resource Proprietary. All Rights Reserved. No Duplication or Distribution Without Prior Authorization, Please. Thank You.
Copyright © 2005-2012 Hillview Partners Network LLC
hillviewpartners.com | johnrdallasjr.com | 312.643.8000 | jrdallasjr@hillviewpartners.com
 Beyond knowledge
 Beyond the obvious
 Beyond boundaries
 Beyond life’s stages
 Beyond history’s ages
 Beyond trusted sages
 To think differently
 To act decisively
 To dare boldly
 To fail insightfully
 To succeed humbly
 To accept consequences
 With oneself
 With others
 With detractors
 With roadblocks
 With process
 With providence
Wisdom Courage Patience

46
Asking the
Right Questions
Who? What? When? Where? Why? How?
And − what’s “the Wow?”

47
 Big-Picture Thinking
 Possibility Thinking
 Reflective Thinking
 Shared Thinking
 Bottom-Line Thinking
 Strategic Thinking
 Creative Thinking
 Innovative Thinking
 Tactical Thinking
 Unselfish Thinking
 Aligned Thinking

“This is a Football.” This also is a Football.
Coach Vince Lombardi’s “Fundamentals”

“Put people first.
Put people second.
Put people third.
Profit of many types
follows people,
people, people.”

Value is ultimately
determined by the buyer,
not by the seller.
50
Price is ultimately
determined by the seller,
not by the buyer.

Strategically aligning what a buyer
truly values, with what a seller
truthfully offers, reverses risk
associated with misalignment of
the buyer/seller “value exchange.”
51

What do buyers truly value in
doing business with you?
?
52

Yes, I what I do for a living. Yes, I love the favorable impact I have on
lives of the people my work touches. Yes, I love this aspect of my work with
people: __________________________ . . .
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What’s love got to do with strategic alignment of people and things?

55
Avoid expressing set-in-stone “opinions.”
Choose to offer current “views” that can
change with a different point-of-view.

56
Choose to offer CLEAR best-effort communication and delivery of messages.

57
Avoid using the high-risk word “help” (it is a four-letter word in the business world).
Instead choose to offer “support” in ways that do not sound patronizing.

58
Return-On-Leadership (ROL) characterizes favorable outcomes that do not yet have metrics
for translating results into bottom-line dollars or Return-on-Investment (ROI).
There are many types of success that need to be named, framed, claimed and celebrated.

59
Y.E.S. = Your Engagement Supports
Y.E.S. = Your Effort Solves

Questions and Responses
60

100% Agreement is NOT Expected in Strategic Alignment
100% Engagement is Mission-Critical to Strategic Alignment
110% Effort is Essential for Strategic Alignment
61
O Moments you realized you were Out Listening ( O+ or O- )
││││ Use crosshatch marks for counting “first-time-heard” points
P Pivots you identify as you turn toward new views (Aha!)
? Question marks if you sense you “need more information”
T Takeaways you KNOW you want to use/share TODAY
Y Something new discovered or felt about YOU
 Listening More Hearingly
 Listening with a Third Ear
 Listening to Your Inner Voice
 Listening for Each Choice

Churchill Commencement Address
Persist
Persist
Persist
62

Dallas Engagement Address
Align
Align
Align
63

The Ball is in Your Court
64

John R. Dallas, Jr.
1133 North Dearborn Street
Suite 3201
Chicago, Illinois 60610-7197
312.643.8000
jrdallasjr@hillviewpartners.com
facebook.com/JohnRDallasJr
facebook.com/hillviewpartners
facebook.com/WeNeedToHaveAWord
weneedtohaveaword.com
Twitter: JohnRDallasJr
A Vantage Point to Your Advantage ™Copyright © 2005-2012Hillview Partners Network LLC Client Confidential and Resource Proprietary

Lecture for UIC Class 31 January 2012

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