Buffett’s Success Metric; Newest Centibillionaire; Works Every Time; Emplify March 26
March 22, 2019
Loss Leader Fallacy; Ken Allen Turnaround; Henry McGovern; London Nov 11 – 12
April 4, 2019

Doctor Death; Unstoppable Teams; High Stakes Negotiations; Best $995

Hello ScaleUps, 

Hope it’s been a productive and purposeful week. Here are some insights/opportunities to help you outlearn/outthink the competition.

High Stakes Negotiations —
Of all the courses I’ve attended, the one that has benefited me (and the leaders I teach) the most is Dr. Victoria Medvec’s “High Stakes Negotiations” course…the best $995 you’ll spend.  More below, but first…

Unstoppable Teams —
Three-time Navy SEAL platoon commander and CEO of Perfect Fitness, which was one of the fastest growing companies in the US, Alden Mills has just released his latest book Unstoppable Teams: The Four Essential Actions of High-Performance Leadership. Alden is also a dear friend, having spent time together when our families both lived in Barcelona. He is a longtime entrepreneur, with over 40 patents, and has over 25 years of experience working on high-performance leadership, sales, and team-building. He’ll be keynoting our fall ScaleUp Summit Oct 15 – 16, Anaheim.

Respect and Doctor Death —
Grab a copy of the book, released just Tuesday, and take 8 minutes to read through Chapter 5 titled “Respect” as Alden takes you on a mission in Bosnia to pursue Doctor Death. He details a similar challenge a decade later when his company faced a death-defying moment with Wal-Mart. He then describes leading a community action group to pass a $30 million school bond. Reading this chapter really lit a fire under me as a leader!! Then jump to chapter 7 and read about “Activating the 10x Advantage.” SPro and book club members will receive a copy of the book next week. 

C.A.R.E. Framework of Leadership —
In the end, leadership can be boiled down to a couple four-letter words – easy and care! Of the 6000 leadership books written, most aren’t worth the paper they’re printed on. What I’m teaching leaders is to focus on one thing – making the lives of their employees EASY (vs. hard). From the chairs they sit in to courses on how to better manage their money to the technology they use to do their job, leaders need to simply focus on finding out what would make their employees’ jobs and lives easier and see what you can do to help. This, then, leads to the team feeling like you CARE for them. If they feel cared for, they’ll then care for your customers and the company. That’s why I’m thrilled that Alden chose C.A.R.E as the acronym for his leadership model: Connect, Achieve, Respect, and Empower. Enjoy his quick, insightful and fun-to-read book! Then join over 1000 leaders of growth firms Oct 15 -16 in Anaheim (Oct 17 Scaling Up User Conference) to learn from Alden and a dozen other top biz leaders. 

Founded 1871, GLC Minerals is Scaling 30% Annually —
The fifth-generation family member to own Green Bay, WI-based GLC Minerals Wes Garner notes: “Our business value has probably grown 30% year-over-year for the past three years. It is a combination of investment in personnel and education that has gotten us here. For example, by taking the negotiations course (Dr. Victoria Medvec), we were able to drastically improve our margins with customers and walk away with an even stronger relationship. Before taking the course, I would have never imagined we could have accomplished what we did. Without a doubt, that course has paid for itself a hundred times over already."

How to Negotiate while Strengthening the Relationship —
The challenge negotiating in business (vs. purchasing a home or car) with customers, vendors, partners, key employees, etc. is that you are normally entering into a long-term relationship with that person. So how do you triumph while strengthening the relationship The is precisely what Dr. Victoria Medvec teaches some of the top companies in the world how to do. Everything is a negotiation, as such, it’s one of the most crucial skills to master. Dr. Medvec’s course is the one I took years ago which has done more for my business than any other course I’ve attended (including my own!!).   

Last Week’s Mini-Case Study —
It was one of Dr. Medvec’s techniques Avaneesh Marwaha, CEO of Litera Microsystems, used to increase the value of a critical deal by 10%, which I highlighted last week. Please have someone in your organization go through the self-paced online course – it will be the best $995 you spend within the organization.

CEO-BOOTCAMP: spend 3.5 days with Verne, serial entrepreneur John Ratliff, and 6 other CEOs in a beautiful retreat setting, addressing the constraints holding back you, your business, and your industry. Jun 4 – 7; Aug 20 – 23, 2019; Jan 14 – 17; Jan 21 – 24, 2020.

EXITING: Thinking about selling the business for $40 million or more? Want to get 25% to 200% more than you thought? Request the whitepaper from the Exit Strategies Summit at Harvard from Denise Richmond at (610) 299-6466 or email at [email protected]


Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? The Scaling Up team is prepared to support you. We have helped 40,000 other organizations over the past 30+ years, in scaling up their organizations through coaching, workshops, online training and more. 

We would like to offer you a complimentary, personal follow-up from our Scaling Up team to share how we can support you in scaling your organization.


For questions or more information contact us at [email protected]


Create Accountability – Drive Execution with Align, cloud-based software designed to scale up your Rockefeller Habits implementation. www.aligntoday.com – on your computer, tablet or phone. Click here to watch an introductory video.

Better Book Club — What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

Verne Harnish
Verne Harnish
Verne Harnish is founder of the world-renowned Entrepreneurs’ Organization (EO) and chaired for fifteen years EO’s premiere CEO program, the “Birthing of Giants” and WEO’s “Advanced Business” executive program both held at MIT. Founder and CEO of Gazelles, a global executive education and coaching company with over 150 coaching partners on six continents, Verne has spent the past three decades helping companies scale-up. The “Growth Guy” syndicated columnist, he’s also the Venture columnist for FORTUNE magazine. He’s the author of Scaling Up (Rockefeller Habits 2.0); Mastering the Rockefeller Habits; and along with the editors of Fortune, authored The Greatest Business Decisions of All Times," for which Jim Collins wrote the foreword. Verne also chairs FORTUNE Magazine’s annual Leadership and Growth Summits and serves on several boards including chairman of The Riordan Clinic and the newly launched Geoversity. He is an investor in many scale-ups. A father of four, he enjoys piano, tennis, and magic as a card-carrying member of the International Brotherhood of Magicians.