Tattoos on the Heart; Tattoos on the Wrist; THE TEN SPOT; Culture Power
August 31, 2017
Weird but Effective; Amazon Pricing Strategy; 9x Inc. 5000; LIVE Streaming Summit
September 14, 2017

Jobs to Be Done; Your Main Job; Job of a Parent; Biz Leader Job; Mexico City Sept 26

"… insights for scaleups"


Wealth, notoriety, place and power are no measure of success whatever. The only true measure of success is the ratio between what we might have done and what we might have been on the one hand, and the thing we have made of ourselves on the other.
  H.G. Wells

Mexico City Sept 26 — I'll be leading a Scaling Up workshop, more below, but first…

Jobs to Be Done — what is the main job your product/service does for your customer? I consider this one of the most important strategy questions ever conceived. And when you truly understand the answer for each customer segment (buyer persona) then you can know how to improve/innovate what you do much better. For instance, a parent with three children in various after school activities needs nutritious meals fast. Looking at microwaves, rather than trying to upsell them on an oven, suggesting better options for preparing meals quickly while locking in the nutrition would be better. But you need to understand the job that specific customer needs done.

Job Drivers — Jessica Wattman is one of the authors of the book Jobs to Be Done – SPro and book club members will get a copy next week. Skip right to chapter 2 titled "Job Drivers" and figure out what are the specific jobs and job drivers – driven by attritudes, background, and circumstances — for your various customer segments. Jessica is keynoting our upcoming ScaleUp Summit Oct 17 – 18, St. Louis and will guide us through this process.

Job of a Parent Prof. Anupam Sibal's latest video addresses "How to communicate with young people in an era of constant noise" (includes teens and college students). It's based on his excellent book titled Is Your Child Ready to Face the World? His presentation is 19 minutes with the balance Q&A. At a minimum, go to 18:43 for a minute and hear a powerful Thomas Edison story I had never heard before – and if you have another 40 seconds, start at 18:06 for an equally moving and heart wrenching story. However, the essence of his message is earlier in the video – the power of using situations "in the moment" to share stories that reinforce important values – this is a key job of being a parent and leader. The first 15 minutes are worth the watch.

And Your Job? — according to Mark Sanborn, we all have a fundamental job to close the gap between how good we are and how good we could be. Mark, a dear friend and author of the highly acclaimed book The Fred Factor, has a new book out this week titled The Potential Principle (the quote above came from that book). Right away he addresses the key question in bridging our potential – so "better at what?" Notes Mark:

Better at what? Better at being someone whom others respect, emulate, and trust. Better at being someone who continues to improve and achieve. A person who motivates, challenges, and inspires others through his or her example. You may not have considered it, but these qualities and others define leadership.

This is a gem of a book – clearly written and quick to read. It will provide a great start to the last four months of the year as we continue to get better.

Biz Leader's Job? — According to Howard Shore, it's to stop the leakage! I had the pleasure of writing the Foreword for a new book written by Howard, one of our most tenured Gazelles coaching partners. Your Business Is a Leaky Bucket: Learn How to Avoid Losing Millions in Revenue and Profit Annually was released yesterday as the #1 New Release by Amazon. With 20+ years of running and advising significant firms, Howard addresses the 15 most common issues in the areas of people, strategy, and execution that drain energy, direction, and profitability from every business. What I like most is that it's a very practical and actionable book for the entire exec team – with ideas that will start making and saving you money immediately. Congrats, Howard, on writing such an insightful book.

Mexico City Sept 26 — Join me in Mexico City for a live Scaling Up workshop. I will be joined by several other coaching partners all focused on helping you take your business to the next level. The event will be in Spanish but my segment will be in English. Click Here to learn more and register.

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? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.


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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.