 Speech Topics
Sustaining High Performance
Few companies are able to sustain high performance over the long term. Many successful corporations that have been cited as being great – at growth, customer service, quality, product innovation or other important objectives - could not seem to avoid the inevitable slide toward mediocrity. Like athletes featured on the cover of Sports Illustrated, who quickly fall from grace soon after recognition, performance in companies follows a “regression toward the mean.” The antidote to this backsliding is relentless performance improvement – a feat more difficult in practice than in theory. Based on his experience developing a global research program that studies high performance, Treacy has developed a radically different understanding of what it takes to achieve and sustain high performance. He challenges fundamental precepts about centralized planning, large change initiatives and top-down implementation. In his fast-paced and animated presentation, Treacy:
· Discusses the limits of our current approaches to planned performance improvements
· Describes a new system of “progressive improvisation” that he has discovered among all standout performers
· Outlines the practical steps executives can take to establish the conditions for sustained high performance in their organizations
Double-Digit Growth
Your organization can achieve double-digit growth, even if others cannot. With a structured growth discipline, firms are more likely to achieve high growth by "grinding it out" than by "betting the farm" on risky strategies. Treacy demonstrates through compelling case examples that the foundation of steady growth is a portfolio of growth initiatives diversified by type, timeframe, and risk and a disciplined approach to growth management that can be developed by any team. In a presentation based on his book Double-Digit Growth, Treacy presents four key insights:
· Manage customer value as a foundation of your growth plan
· Focus on five – and only five – sources of revenue growth
· Manage growth as a portfolio problem
· Grow management capacity as you grow revenue, margin, and profits
Value Leadership: The Discipline of Market Leaders
Do you want to be the leader in your industry? Do you want to provide the best product, solution or cost to your customers? Treacy is co-author of the best seller The Discipline of Market Leaders, a book that revolutionized thinking about markets and competition. Throughout this presentation Treacy shares his leading-edge insights on operating model design for product leadership, operational excellence and customer intimacy. He helps audiences:
· Develop a powerful language for linking strategy to organizational design
· Predict their competitors' next customer-value improvement
· Learn what it takes to become a category killer in their markets
· Gain practical insight into how to grow market share in head-to-head competition
Sales Excellence: Building a System for Growth
It takes an entire system – not just an energetic sales force or a valued product – to achieve sales excellence. Treacy discusses leading-edge examples of sales effectiveness and draws out important implications for change within your sales system. In his presentation, Treacy advises your company on:
· Understand how your sales efforts enhance the value proposition of the company
· Creating a sources of revenue statement to track and diagnose your company's selling effectiveness
· Making your sales processes structured, disciplined and streamlined
· Developing a broader set of options for how to organize, staff, train and lead a selling organization
· Creating a management system for identifying and tracking cross-sales opportunities
Sustaining Growth in a Changing Health Care Marketplace
Whether a provider of health care services, an insurer of health care costs, a manufacturer of health care products or a service provider to those firms, expanding health care costs have provided plenty of growth in revenue and profits for everyone. But medical inflation has also sewn the seeds for significant changes in the health care marketplace, which will continue to transform in response to rapidly spiraling costs. Treacy explores the challenges that health care organizations face in order to sustain and improve their growth performance:
· They must proactively and effectively adapt their operating models to changing market conditions
· They must resist letting their own historical competencies strand them
· They must prepare to grow in flatter revenue markets by adopting more disciplined approaches to growth
Additional Topics
Treacy also gives customized speeches in the areas of:
· Customer Loyalty
· Product Innovation
· Growth Beyond the Core Business
· Outsourcing and Offshoring
About Michael Treacy
Great companies sustain growth and increase market leadership through disciplined execution, not just good planning. Michael Treacy shows how to harness innovation and customer loyalty principles by linking strategy to organizational design.
In the 15 years since Michael Treacy co-authored the ground-breaking book The Discipline of Market Leaders, many of the leaders described as case examples have flourished while some have floundered. Based on four years of research and over two decades as an entrepreneur, management consultant and former MIT professor, Treacy examines market leadership for the long haul and shows how market leaders that sustain their lead consciously served a broader set of stakeholders than just customers and shareholders. Treacy currently applies his successful vision to his own ventures including GEN3 Partners which employs several hundred people in Russia and invents new products for American firms, First Help Financial which provides financing for new immigrants and Doctor Card which is turning a visit to the doctor into a consumer product that the working uninsured can buy right off the shelf. He also maintains an active research staff and is currently engaged in a major research study to understand the discipline that allows certain companies to routinely achieve high performance—in growth, cost control, safety, or other important areas—while other firms struggle and achieve only uncertain results. Treacy is the author of Double-Digit Growth: How Great Companies Achieve It--No Matter What and is a frequent contributor to Harvard Business Review among other publications
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