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Commanding Business

The challenge with growth is that the habits that got you here become the limitations that prevent you from getting there. Growth not only requires us to learn new habits. It requires that we unlearn old ones. I’m Tim Hamilton, CEO of Praxent and host of the Commanding Business podcast. Each week, I interview authors, experts and real world leaders about how they grew their teams, their organizations and ultimately themselves. From leadership to management and marketing to innovation, we’ll cover a variety of topics with an aim to uncover actionable takeaways you can implement in your own organization today.

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EP047: John DiJulius and The Customer Service Revolution

Best-selling author of three customer service books, John DiJulius shares how a company can make their customer service approach and their customer experience their single biggest competitive advantage. Training is the #1 factor in an employee’s ability to recognize and deliver world class customer service. In order to extract the gifts of a millennial workforce, an organization must include them in the corporate purpose.    Key Takeaways: [1:32] Is it possible for a business to make price irrelevant, by competing in experience wars? [7:36] A real business example of how Lexus breeds customer loyalty by reducing a ‘grudge by’ factor. [10:24] How to reinforce the customer service vision statement using the 3 pillars: ● Quality ● Customer Interaction ● Going above and beyond. [13:03] The Starbucks example — A customer service vision statement must be MOAT: ● Measurable ● Observable ● Actionable ● Trainable [16:49] The currency for millennials is purpose. [17:57] E-commerce giants give us whatever we want instantly. [22:34] How to measure the service aptitude of a company. [27:55] Training is the only way a business can proactively shape an employee to increase their awareness of what a world class customer experience is. [30:55] The always and never list. [34:39] The secret service component is the ability to collect customer intelligence and utilize it to personalize their experience. [35:30] How FORD represents the most important things to the person you are serving: ● Family ● Occupation ● Recreation ● Dreams Mentioned in This Episode: The DiJulius Group The Customer Service Revolution Praxent @PraxentSoftware on Twitter


12 Oct 2016

Rank #1

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EP045: David Evans & The New Economics of Multisided Platforms

Tim’s guest, David Evans, is one of the world’s leading authorities on multisided platform-based businesses. Many of the most dynamic public companies, from Alibaba to Facebook to Visa, and the most valuable start-ups, such as Airbnb and Uber, are matchmakers that connect one group of customers with another group of customers. Don’t let the flashy successes fool you, though. Starting a matchmaker is one of the toughest business challenges, and almost everyone who tries to build one, fails. In today's episode, David Evans explains how matchmakers work best in practice, why they do what they do, and how entrepreneurs can improve their chances for success. Key Takeaways: [1:03] The 3 big ideas behind the book Matchmakers. [3:15] David Evans describes three scenarios for overcoming the critical mass challenge that platform entrepreneurs face. [8:01] Scenario three requires pre-commitment from one side of the match to encourage investments into the platform. David gives an example from the video game industry. [11:37] The crux of the platform-based business is that there's reluctance on both sides of the platform, and entrepreneurs have to overcome that reluctance. [14:09] David Evans describes how Apple used the self-supply strategy model to gain commitment and users. [20:20] Developing the right pricing model is crucial to a successful matchmaker business. David Evans offers some pointers. [24:37] David Evans offers a description of the history and future of the payment card industry, which all started with Diner’s Club. [36:50] Using mobile devices and payment platforms to move money can transform economies in developing countries. [42:38] Why haven't mobile devices and payment platforms taken off in the United States? Friction must exist and be big enough to make consumers change habits and adopt new technologies. [47:25] How to best connect with David Evans and gain additional insights on Matchmaker businesses. Mentioned in This Episode: Matchmaker Economics Praxent


21 Sep 2016

Rank #2

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EP027: Using Open Book Management to Increase Revenues and Build Leaders with Jack O’Riley

Everyone is on the same team when playing the great game of business. Tim’s guest, Jack O’Riley, is a coach and specialist in Open Book Management. He takes us through the 3 core principles of The Great Game of Business, including how the principles are utilized, received by the employees and how the principles assist a business with increasing revenue. The benefit of having the entire organization see and understand the books is that everyone is able to see how their position impacts the organization as a whole, leading them to strive for financial growth. Key Takeaways: [1:00] Mr. O’Riley’s history [2:12] What is open book management philosophy? [4:04] The 3 core principles of The Great Game of Business [7:42] The open book policy doesn’t apply to compensation or litigation [10:41] If you plan to make a profit you have to have cash [12:54] Building a rhythm [15:15] Follow the action [18:25] Employees quickly see that their efforts to improve the business, ends up in their pockets [22:45] Using real life examples as a teaching technique [24:59] Building leaders through financial literacy [26:36] Read the Great Game of Business and take the 2 day class [28:18] Contact Jack Mentions: The Great Game of Business Praxent Gazelles Slack Book The Coaching House


2 Feb 2016

Rank #3

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EP038: The Platform Revolution with Geoffrey G. Parker

Geoffrey Parker is a Professor of Engineering at the Thayer School at Dartmouth College, where he also serves as the Director of the Master of Engineering Management Program. In this podcast, he joins Tim to discuss his recent book, The Platform Revolution: How Networked Markets Are Transforming The Economy And How to Make Them Work for You. He also offers insights to business leaders who may be in the process of transitioning their existing data, from an informational intercompany resource into a new product offering or service. Key Takeaways: [1:38] Geoff Parker defines a platform. [5:38] A real life business example of how Marriott International controls every aspect of the customer experience vs. Airbnb who controls very little. [10:00] The platform is part of a longer arc, which started with global outsourcing. [15:30] Industries with regulations and high failure cost will be disrupted first and it will affect their end markets.  [24:52] How does the globalization movement affect local economies?  [27:22] How can leaders mitigate risk through this transitional period and should they develop their own platform strategies? [33:07] Incumbent firms have an opportunity to repackage and repurpose their existing data into new products and services. [39:31] How to best connect with Geoff Parker and join the Platform Revolution community. Mentioned in This Episode: The Platform Revolution The Platform Strategy Institute Praxent


2 Aug 2016

Rank #4

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EP032: Investing in and Executing Continuous Improvement Projects Using Lean Six Sigma with Kimberly Watson-Hemphill of Firefly Consulting

Improving business processes can be a difficult task if management approaches it without first determining the needs of the stakeholders. Gathering information from this group will help the improvement team to understand what drives your business's profit and loss. From there, creating baseline metrics will help the team to measure their progress towards improving processes. The Lean Six Sigma framework takes all of this into consideration when assisting companies with doing what they already do, only better. Kimberly Watson-Hemphill of Firefly Consulting talks with Tim about the commitment needed for a company to reach peak efficiency, implement continuous improvement and sustain the benefits of these important qualities over the long-term. Key Takeaways: [1:05] Helping companies do what they do, even better! [2:54] What are the symptoms I need to look for if I think my business needs improvement? [4:28] What drives revenue and profit? [7:17] Empowering employees to make decisions. [12:06] Good old fashioned communication makes everything better. [13:44] Lean Six Sigma gives the team tools and a framework. [15:47] Solving a problem with recruiting - a real life example. [21:10] When Lean Six Sigma is implemented it is a win for everyone. [23:10] Linking continuous improvement to all important business problems. [24:31] Define, measure, analyze, improve and control. [27:41] Stakeholder analysis! [30:39] Contact information for Kimberly. Mentions: Firefly Consulting Praxent Lean Six Sigma Smart Tribes Innovating Lean Six Sigma book Kimberly Watson-Hemphill


8 Mar 2016

Rank #5

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EP026: When You Want Something Bad Enough Nothing Can Stop You with Gina Mollicone-Long

Are you willing to do the hard work it takes to change and reach your desired outcome? If you are a CEO or an entrepreneur in business today, you must build up your mental, physical, emotional and spiritual resiliency to prepare yourself for adversity. When adversity presents, you will be able to see it for what it is and overcome it without taking it personally. Your business space is also your personal space. When you are down your business is down and when you are strong your business is strong. Gina Mollicone-Long details the 5 steps of change and how recognizing them can help us learn from obstacles that put us on the right track and lead us to realize our goals. Key Takeaways: [1:27] Moving what’s in the way (obstacle), out of the way (of your boundary) [6:40] Modifying your behavior is the first step in the static process of change [9:43] The 5 basic steps of change: The Comfort Zone – No Change The Desire or Beginning The Breakthrough – The Change Point Mastery of the New Behavior The New Level [18:21] It’s fine not to believe in yourself, but how is that working for you? [21:28] An obstacle is simply feedback to put you on the right track [25:05] The Green Monkey example, the gift of awareness [32:09] Resiliency can be gained through good life practices [36:08] Desire comes from readiness and you cannot become unready [39:02] You probably know to ask yourself ‘what do I want?’ Here’s a better question to ask. [42:30] Change doesn’t have to be painful [45:29] Leading based on values and vision instead of reacting to circumstances [48:50] Systematically accessing intuitive intelligence [49:37] Contact Gina or her greatness group Mentions: The Secret of Successful Failing Think or Sink The Greatness Group Gina Mollicone-Long Praxent podcast@praxent.com


12 Jan 2016

Rank #6

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EP042: Sangeet Paul Choudary & the Platform Revolution

Sangeet Paul Choudary is co-chair of the MIT Platform Strategy Summit, an Entrepreneur-in-Residence at INSEAD business school, and author of Platform Revolution and Platform Scale. In this podcast episode, Sangeet Choudary defines the concepts and drivers behind the platform business model, including the three trends that gave rise to this type of business entity. He also explains why he created the metaphor of the shift and how intelligent central platform businesses re-circulate learned data to create more efficient markets for the future. Key Takeaways: [1:07] Sangeet Choudary contrasts the platform business model with the pipeline business model.  [5:59] Apple and Android versus Nokia and Blackberry―an example of the shift. [10:28] Intelligent platform markets encapsulate the flow between the producers and the consumers. [13:54] Not all platforms are benevolent, but they should be. [17:50] Sangeet describes three trends that have given rise to this new type of economic entity.  [21:32] Platform opportunities differ by market structure, consumer division and new forms of production.    [31:17] Sangeet describes the network effect―a phenomenon where the utility of a system increases its value as it is used by more people. [34:37] Learn more about the platform business model discussed in this podcast. Mentioned in This Episode: Praxent @praxentsoftware on Twitter Platform Ed Platform Scale Platform Revolution Sangeet Paul Choudary on Youtube


30 Aug 2016

Rank #7

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EP030: The Heavy Burden of Being a True Leader with Nick Norris

If you are the guy who is in charge and accountable, everyone will be looking to you for guidance and strength. Understanding your endgame will help you to prioritize and focus in times of high stress and responsibility. Today’s guest, Nick Norris, knew he wanted to be a Navy Seal from a very young age. While he was at the Naval Academy the unthinkable happened, the twin towers were attacked and Nick’s perspective about his career changed. He was thrust into a place of leadership from the very beginning of his service. He shares his insights about how to shift your purpose, gaining knowledge from mentors and making split decisions when they are needed most. He is the thought leader and entrepreneur behind the revolutionary Predator War Paint.  Key Takeaways: [1:05] A mission to become a Navy Seal changed dramatically after 9/11 [5:13] An involuntary shift in purpose - it all became real [8:50] A leader should put others before themselves [13:01] The heavy burden of being a true leader [15:42] Situational awareness is something which is gained through experience [18:00] I would feed off of other people’s knowledge but make my own decisions [21:44] In the pursuit of entrepreneurship the ability to prioritize is beneficial [26:36] Entrepreneurs need to be clear about their end game first and then execute [30:07] The “how” is somebody else’s job [37:53] Predator War Paint is a superior product which is Made in the U.S.A. [40:15] Contact Nick or contribute to his Kickstarter campaign Mentions: Praxent Predator War Paint Nick@predatorwarpaint.com Naval Special Warfare for Family Foundation


23 Feb 2016

Rank #8

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EP035: Essence Mining and Meaning at Work with Danny Gutknecht

Today’s guest, Danny Gutknecht is an expert in all things, talent. He is CEO of the HR Management company, Pathways and is the author of a new book - Essence: Meaning at Work. He shares his model of Essence mining, a way for companies to uncover key information used to drive higher productivity, collaboration, and innovation within their organizations. In addition, he defines organizational meaning language and gives real world business examples of how to incorporate aspirations, beliefs, and values into core principles and goals. Key Takeaways: [1:05] Find out how to build cohesive, productive teams if you understand your organizational meaning language. [7:09] There are 3 consistent themes shared throughout organizations: aspirations, beliefs and values. [10:17] So, is it still important to post a company’s mission statement and values for all to see? [15:40] What is an Organizational Dynamic Lingua Franca and how does it apply to business today? [23:17] A structured natural conversation is the best way to get to the “meaning language” and the passion with an organization. [28:29] The connection of meaning shows that meaning can be pulled out as a separate entity. [36:24] Contact information for Danny Gutknecht and how to pre-order his book, Essence: Meaning at Work. Mentioned in This Episode: Essence Mining Essence: Meaning at Work Pathways Human Fugue


17 Jun 2016

Rank #9

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EP029: Honing in on Growth as a Core Value with Arnie Malham

Founder, Arnie Malham, of CJ Advertising seems to have done everything right while growing his business. He founded his niche advertising agency with the help of others. After proving his worth to his initial clients, they introduced him to other prospective clients within the same industry. He used his private business book collection to start an education movement within his company, which then led to another revenue stream, the Better Book Club. Also, when he hit the 10 million dollar/25 employee mark, instead of getting stuck in mire he joined EO, which helped him to propel his company forward. “Courage is a key component to success”, he says. Arnie shares which books influenced him and his organization in today’s episode.  Key Takeaways: [1:11] Founding and growing CJ Advertising [3:38] Employee education was a struggle until we built software which helps to reward readers [5:50] Changing the mindset of an entire organization [7:54] The importance of recognizing the title of Founder [9:58] You must have courage when struggling to grow your new business [14:31] Live or Die - Jumping over the 10/25 hurdle [15:51] Using pattern recognition to find solutions faster [17:37] Resilience [19:12] The art of letting go [21:26] ‘Now Arnie’ would tell ‘Past Arnie’ to chill Mentions: CJ Advertising Better Book Club Legal Intake Professionals EO Tipping Point Great By Choice Scaling Up Good to Great Double Double


16 Feb 2016

Rank #10

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EP031: Disarmingly Honest Conversations with John Oberg

New managers often find themselves tangled in a web of different processes. If they are joining an existing organization, the processes that might have worked for their predecessors, often don’t fit current business needs. If they are entrepreneurs starting from scratch, they are tasked with finding the right framework to assist them in leading the company forward. Having disarmingly honest conversations with employees will help to align the interests of clients, employees and the business as a whole. Once leaders have a functioning framework in place, their task then become executing their strategies with clarity and purpose. Key Takeaways: [1:09] About John’s impressive background [3:25] A disarmingly honest conversation leads us to aligning interests [5:59] Pushing people until they quit gave me a chance to grow as a leader [12:25] Connecting with people, systems & processes, and the job of the leader [14:15] Clarity – Execution – Sustainability [15:37] Defining core values and creating purpose [20:30] Leaders need to have a strong system of execution [23:28] The proper framework will reduce stress and keep you balanced [27:01] Getting help [29:29] Levels of Sustainability [32:20] John’s contact information: John@ms-tx.com, (512) 922-6225 Mentions: Praxent Market Sense Who Hiring Method


1 Mar 2016

Rank #11

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EP039: On Product Design and Solving Wicked Problems with Adam Richardson

Today’s guest is the multi-faceted and uniquely talented Adam Richardson. He is the author of the book Innovation X: Why a Company’s Toughest Problems Are Its Greatest Advantage, and is a contributing writer for the Harvard Business Review. Adam was formerly a design lead at Frog Design focusing on strategy and user research practices and today, he works as a product manager at Financial Engines. He shares his insights on how companies can continually bring innovation to the market, start solving ‘wicked’ problems and truly understand the customer experience. Key Takeaways: [1:14] There are common problems within certain business segments. If your company is able to solve the problems you have the advantage. [5:44] Instead of attempting to solve problems with a purely internal, operations perspective, bring in an external, customer-oriented perspective for a balanced solution. [11:48] A wicked problem is a type of problem that is very systemic in nature. You know there is a problem, but the fundamental challenge is trying to figure out what the problem actually is. [12:26] To understand wicked problems you need to first start forming solutions.  It's an iterative process where your understanding of the problem develops as you come up with initial solutions. [15:35] Ethnographic research is working with a small number of customers in an intimate, emotional way. [23:08] How can leaders adopt the challenge of the unknown to solve wicked problems? [27:37] ‘Design Thinking’ is neither universal among designers nor exclusive to them. [38:11] Leaders have to manage internal and external communications, and reinforce the company’s vision. [40:54] Customer journey mapping is one of the most powerful tools a company can use. [45:44] Relinquish some control in order to provide the customer a unique experience. [50:06] Contact information for Adam Richardson Mentioned in This Episode: Adam Richardson @richardsona on Twitter Frog Design Financial Engines Jobs to Be Done NPR One Praxent Praxent on Twitter


9 Aug 2016

Rank #12

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EP041: Jack Daly & Hyper Sales Growth

Jack Daly is a worldwide expert on sales and growing sales. He has built six companies into national firms, is an Amazon bestselling author of Hyper Sales Growth, and has completed 15 Iron Man competitions in eight countries. Jack Daly's proven methodologies focus on people driving the business. On this episode, Jack speaks with Tim on how to build an invincible sales organization, the four legs to a strong culture and the ‘hire slowly, fire quickly’ technique. Key Takeaways: [3:45] Eliminate everything from your calendar, except for High Payoff Activities.  [8:02] Sales are created by human relationships. [16:56] To build an invincible sales organization, put people first. [20:04] What are the four legs of a strong culture? [24:37] Invest in explaining the long-term strategies of the company with new hires. [29:36] Hire slowly, fire quickly. [33:13] How does implementing the firing quickly method impact other team members? [36:02] Recruit as a process, not as an event. [47:14] Is it wise to turn a rock star salesperson into a sales manager?  [52:06] How to best contact Jack Daly. Mentioned in This Episode: Jack Daly Hyper Sales Growth The EMyth Revisited Praxent Praxent on Twitter


23 Aug 2016

Rank #13

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EP028: A Great Strategy Executed Poorly is Worse than an OK Strategy Executed Fantastically

Some companies grow so fast they don’t have time to think about the decisions they are making. Whether it’s hiring, making the best proposals or which city to open their next office in, taking care of clients should always take precedence. Tim Hamilton talks with Scott Weintraub, CMO of Healthcare Regional Marketing (HRM), about the magic moment when it’s finally time to divvy up the work and start giving people proper titles. HRM desires to be a thought leader in their industry and founding members are writing a book to give other great start-ups the hindsight 20/20 they never had. Key Takeaways: [1:06] How Healthcare Regional Marketing got started [4:39] Hone your value proposition [7:11] A different way of selling by lowering defenses [11:21] By the book proposals [14:22] Hiring is an acquired skill [15:43] Things moved so fast in the early days [18:42] Our company is project oriented with an emphasis on client service [20:16] We will become thought leaders in our niche in the pharmaceutical industry [24:46] We eventually had to give ourselves proper titles and divided roles [28:35] Travel time was costing us big bucks and cash flow is really important [30:41] Momentum helps organizations to paddle forward [32:02] A great strategy executed poorly is worse than an ok strategy executed fantastically [34:28] Listening to the pulse and asking specific questions in the form of a dialogue [36:28] Results: The future of pharmaceutical and healthcare marketing - the book [38:53] Writing a book was easier with help [41:11] Research reading recommendations by Scott [42:42] Contact Scott Mentions: Healthcare Regional Marketing Praxent EO Audibles Net Promoter Score Advantage Media Group Scaling Up Mastering the Rockefeller Habits The One Thing


9 Feb 2016

Rank #14

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EP046: Christine Comaford & SmartTribes: How Teams Become Brilliant Together

New York Times bestselling author and applied neuroscience expert Christine Comaford knows what it takes to move people from the Critter State into the Smart State, where they have full access to their own creativity, innovation, higher consAciousness, and emotional engagement. When an entire culture maintains that state, it becomes what she calls a SmartTribe. Focused. Accountable. Collaborative. Imbued with the energy and passion to solve problems and do what needs doing, again and again and again. Today, Christine Comaford unpacks those ideas for us, offering practical tools for business leaders and managers. Key Takeaways: [1:53] Christine Comaford shares the big idea behind the predictability of building a company. [3:09] Leaders should assist employees in moving from the critter state to their smart state. [6:55] Christine outlines key questions for creating an Outcome Frame: ● What would you like? ● What will having that do for you? ● How will you know when you have it? ● What of value might you risk or lose? ● What are your next steps? [17:24] The Outcome Frame helps leaders teach others to arrive at insights and aspiration. [19:40] Advocacy shows a lack of trust in an organization. Leadership development is much more effective in the long run. [23:07] Christine explains how to deal with conflict via the Feedback Frame: ● What’s working is… ● What I would like to see more of is... [30:48] Christine outlines a tool for helping teams operate in their smart state by focusing on high-value activities, as opposed to low-value activities. [41:02] Revenue inflection revolves around people, money, and business model. Christine describes the characteristics that are present at each major level of company growth. Mentioned in This Episode: Smart Tribes Book Smart Tribes Institute Praxent


28 Sep 2016

Rank #15

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EP033: Four Simple Questions to Jumpstart Your Business Journey with Mark Moses

Tim’s guest, Mark Moses, has had two ultra-successful businesses, starting his first at the tender age of 19. He is a long-time entrepreneur who is now coaching CEOs from all over the globe. He says, creating specific measurable results based on your company’s vision is the first and simplest step for an effective leader to take. According to Mark, putting the right people in the right positions will assist in driving business growth. If you follow the guidelines of his book, Making Big Happen, you too can create a billion dollar business. Key Takeaways: [1:11] Mark decided to jump into the mortgage business after his student painter business took off. [3:16] The theme of the book is how to live, work and give big. [4:31] Knowing the specific and measurable activities – real life examples. [9:48] The 5 things that drive business growth. [12:01] Mark brought in Jack Daly by selling him on our vision. [16:02] Business needs may trump personal relationships. [18:59] Get the best coach you can and make a vision you can follow. [21:30] What will get in the way of your vision and figuring out how to overcome it.  [23:40] Measurable activities, which will lead to the business results you want. [26:18] Blind Spots.  [28:15] Contact Mark Moses. Mentions: Praxent Make Big Happen Grasshopper CEO Coaching International


15 Mar 2016

Rank #16

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EP034: The Human Journey through the Lens of Innovation and Processes with Bijoy Goswami

Bijoy Goswami joins Tim to discuss his ideas on bootstrapping as an entrepreneur, the Human Fugue philosophy and his book The Human Fabric: Unleashing the Power of Core Energy in Everyone. Bijoy helps entrepreneurial companies in Austin, Texas, to grow into what they want to become by creating communities, like Bootstrap Austin, which take on a life of their own after members advocate for their continuation. Tune in to hear about Bijoy’s ideas on processes and how they are ever evolving and improving. Key Takeaways: [1:19] Bijoy shares his journey and how Bootstrap Austin evolved into a community. [10:13] Comparing a Steve Jobs quote to Bijoy’s methodology. [13:23] What are The Four Houses of the Human Fugue?  [25:22] An authority based system of resource allocation doesn’t work. [29:40] When we ask “What’s the meaning of life?” we have already misunderstood the word "meaning." [36:24] The U.S. as a society tends to process things in the third house, which leads to incredible outcomes. [41:08] How does value get created? [42:25] What differentiates the Maestro personality from the Practitioner and the Steward? [46:57] Models are fundamental to being human. [50:07] The fourth house is about finding models to fit you better by discarding other models that aren’t relevant for you. [53:33] The 3-step process for meaning is the next step of the human journey. [58:02] Contact information for Bijoy and links to the projects discussed during the podcast.  Mentioned in This Episode: Praxent Bijoy Goswami Human Fugue Bootstrap Austin The Human Fabric


10 Jun 2016

Rank #17

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EP036: Turning Followers into Leaders with Captain David Marquet

After graduating from the U.S. Naval Academy at the top of his class, David Marquet was asked to become the Captain of a nuclear-powered attack submarine. One year later, Captain Marquet was given an opportunity to lead a different submarine, one which had the worst performance record in the fleet. It was on that ship Captain Marquet realized the leader-follower environment was inadequate for his organization to perform at a top level. He shares his story with us today and takes us through the journey which is documented in his book, Turn the Ship Around, a book USA Today has named one of the Top 10 Business Books of all time. Key Takeaways: [1:30] Captain Marquet describes his leadership experience on the worst performing submarine in the Navy, at the time. [7:24] How did eliminating the task and report policy help to turn the ship around? [14:14] What are the rituals, habits and protocols of all organizations? [18:03] What is wrong with being told to “Be Empowered”? [22:20] Defining businesses in a two-dimensional space and why your team should function diagonally. [28:50] Ask your people “What is the timeframe you want to win over?” [34:21] Giving up control in very small steps and evaluating the outcome is the first step to implementing Captain Marquet’s practices. [39:38] Give people permission to give you feedback about your performance. Mentioned in This Episode: Captain David Marquet Turn the Ship Around


28 Jun 2016

Rank #18

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EP044: Robbie Baxter & The Membership Economy

The smartest, most successful companies are using radically new membership models, subscription-based formats, and freemium pricing structures to grow their customer base―and explode their market valuation―in the most disruptive shift in business since the Industrial Revolution. Today's guest, Robbie Baxter, unpacks The Membership Economy: Find Your Super Users, Master the Forever Transaction and Build Recurring Revenue. Key Takeaways: [1:09] The big idea behind the membership economy. [2:47] Cost certainty is part of the appeal to subscribers of membership-based organizations. [8:18] Robbie Baxter unpacks three components within the membership economy: suspension, community, and loyalty. [16:02] Businesses who adopt the membership economy business concept experience major benefits, including recurring revenue. [22:27] Incumbent businesses in classically organized industries can adapt to the membership economy by focusing on and building off of the mission of their members. [30:42] Robbie Baxter explains how a manicure business demonstrates the difference between fixed cost and incremental cost and why this matters in the membership economy. [36:24] How to best Contact Robbie at Peninsula Strategies and read The Membership Economy. Mentioned in This Episode: Peninsula Strategies The Membership Economy @robbiebax on Twitter Praxent


14 Sep 2016

Rank #19

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EP037: Riding the Wave of Consumer Demand for Entrepreneurial Breakthrough, with Mike Michalowicz

This is Mike Michalowicz’s second visit on the Commanding Business podcast. During this episode, we announce the release of and have an in-depth conversation about his new book, Surge: Time the Marketplace, Ride the Wave of Consumer Demand and Become your Industry’s Big Kahuna. Mike describes why companies who want to succeed need to commit to a niche and then master it to attract customers, why a general practitioner doesn’t experience the same surge as a specialist and why he vows to eradicate entrepreneurial poverty.      Key Takeaways: [1:00] A reader’s question led Mike to write a book to help businesses find explosive growth by correctly timing the market. [3:55] Mike describes the process of selecting a narrow niche and identifying its potential. [4:29] In his personal mission to eradicate entrepreneurial poverty, Mike identified bookkeeping as the niche with the most potential. [6:16] How to overcome a scarcity mentality when picking a focus. [10:39] S is for Separate. When clients are selective they are invested in the outcome.  [19:25] U is for Unify. What movement does a business need to unify their offering?  [24:33] R is for Rally Cry. A reason or purpose to defend yourself and your product. [28:37] G is for Gather. Evaluating what is working and what is not working through observation. [34:49] E is for Expansion. Find what is working and duplicate it in complementary niches. Mentioned in This Episode: Mike Michalowicz Mike Motorbike Surge: Time the Marketplace, Ride the Wave of Consumer Demand and Become your Industry’s Big Kahuna Praxent


5 Jul 2016

Rank #20