SCRAPPY. it s about choosing to Play Big. Today s Webinar:

Transcription

1 Today s Webinar: SCRAPPY it s about choosing to Play Big Material in this webinar is from Scrappy: A Little Book About Choosing to Play Big by Terri Sjodin with permission of Portfolio, an imprint of Penguin Publishing Group, a division of Penguin Random House LLC. Copyright (c) Terri L. Sjodin, 2016.

2 SPEAKER Terri L. Sjodin is the author of the National Bestseller, Small Message, Big Impact and the principal and founder of Sjodin Communications, a public speaking, sales training, and consulting firm. For more than twenty years she has served as a speaker and consultant for Fortune 500 companies, industry associations, academic conferences, CEOs, and members of Congress. She lives in Newport Beach, California.

3 SCRAPPY it s about choosing to play big! In this webinar we will discuss: 1.Why getting scrappy is a choice to play big. 2.The three key elements of a successful scrappy effort. 3.How to cultivate tactical ideas and execute your next winning scrappy plan. 4.Answers to your questions

4 SCRAPPY DEFINED Scrappy \ skra-pē\ adj: Full of fighting spirit synonymous with having moxie, being feisty, enthusiastic, gutsy, lively and spunky. The notion of getting scrappy is bound up in the effort to get around an obstacle or challenge faster, smarter in a clever way, even against the odds. The exceptional life depends not on working harder, but on different, event opposite actions from habit and the crowd. -Ralph Waldo Emerson

5 INTRODUCTION A little backstory What inspired me to get scrappy for the first time?

6 WHY GET SCRAPPY It s a choice to play big, or at least big for you. Example: Danielle Lei (Girl Scout Cookie Story) Getting scrappy can help you: Gain access to a decision maker Get out of purgatory after getting no response at all Close a deal Follow up in a thoughtful way Photo Credit: NBC Bay Area News

7 ARE YOU SCRAPPY? Q: Is the essence of getting scrappy found in one s attitude, a well-crafted strategy, or ultimately the execution of an effort? Attitude Strategy Execution A: The answer is yes all three!

8 ATTITUDE Having a scrappy attitude speaks to the fire in your belly and a determined nature or spirit that can t really be quantified. Mindset Deciding to go changes the game

9 ATTITUDE - MINDSET Q: What pushed you to get scrappy? A: They were typically feeling some kind of discomfort. They wanted more, were bored, frustrated, or angry, or they just wanted a big change and were irritated enough to push past all of the excuses. Example: It s the old adage about the oyster. The oyster without an irritation creates no pearl. If you want something badly enough you will find a way. If you don t, you will find an excuse. - Author Unknown

10 ATTITUDE: DECIDING TO GO CHANGES THE GAME Commit and the ideas will come. Deciding to play big stimulates ideas. Example: The railroad switch.

11 STRATEGY A scrappy strategy encompasses all of your efforts: research, due diligence, and sweat equity and helps you channel them in the most productive direction. It s the tactical planning necessary to achieve a specific goal. Developing your scrappy approach Investing in the process Cultivating scrappy ideas

12 STRATEGY: DEVELOPING YOUR SCRAPPY APPROACH 1. Researching the recipient 2. Timing 3. Keep the long game in mind

13 STRATEGY: INVESTING IN THE PROCESS Training and Preparation From a tactical perspective, it s unrealistic to think that you re going to magically come up with a truly clever plan without putting some time, energy, and effort into training for the fight. Photo Source: DAN CALLISTER/USA TODAY SPORT (The Players Tribune) A boxer may have a scrappy attitude, but she had better put in her time at the gym with a solid coach and learn about her opponent before stepping into the ring with a fierce competitor.

14 STRATEGY: CULTIVATING SCRAPPY IDEAS As you start to think about how to dazzle a key decision maker, keep in mind that your options are virtually endless. Timing: before, during or after Small, medium, and large efforts Plan when you can if not, do the best you can with what you ve got

15 EXECUTION It s about putting your plan of action into play. It s the go phase the transition from planning into actual engagement. This is where the risk comes in, but so does the reward. Assess your risk tolerance Scaling a scrappy culture or strategy within an organization Leave room for serendipity

16 EXECUTION: ASSESS YOUR RISK TOLERANCE You can fail at what you don t want, so you might as well take a chance on doing what you love! -Jim Carrey Everyone wants to come up with that spot on gesture that s just the right amount of funny, daring, confident, and inspiring. But sometimes good intentions can go awry. To avoid that you will want to assess your risk tolerance. Examples: Crash and burn stories

17 EXECUTION: SCALING A SCRAPPY CULTURE OR STRATEGY WITHIN AN ORGANIZATION Q: Is it possible to scale the concept of getting scrappy across a larger group of people within an organization to adapt or change circumstances as well? A: Yes! It is driven by leadership Example: Crossroads Hospitality/Interstate Hotels and Resorts Scrappy 100 to Scrappy 1,000 Sales Blitz

18 MINI CASE STUDY: CROSSROADS HOSPITALITY/INTERSTATE HOTELS & RESORTS During its decade of getting scrappy, the company measured its success in 4 different areas: 1. Building a strong and unique company culture 2. Increasing team effectiveness 3. Increasing market share 4. Increasing individual and overall production

19 EXECUTION: LEAVE ROOM FOR SERENDIPITY It s important to note that there are often unpredictable aspects to getting scrappy. The X Factor Serendipity When it comes to getting scrappy, the magic is in the mix.

20 EXECUTE YOUR PLAN: PUT YOUR TUSH ON THE LINE It s important to take action, but only when you re ready. However, some people take so much time getting ready that they never take action. If you want your circumstances to change, you have to stop tinkering and launch. Example: What taking action looks like.

21 KEY TAKEAWAYS There is no specific recipe or exact formula for success when it comes to getting scrappy, but that doesn t mean you can t learn from those who have gone before you. Remember: The process is fluid. It takes a scrappy attitude, a wellcrafted strategy, and ultimately the execution of an effort. Consider the scrappy strategy action plan checklist inside the book.

22 Try envisioning what the future might look like if your particular scrappy effort whatever its size, intensity, or risk succeeds. Imagine how that success might ripple throughout the rest of your career or life. Remember, you are the main character of your own life story, and when you get scrappy, it makes for fun and interesting chapters. Now is the time for your next chapter. Go forward with hope and get scrappy! - Terri Sjodin

23 Q&A / CLOSING:

24 SCRAPPY: A Little Book About Choosing to Play Big Also available as an audio book. For more information about Terri Sjodin or to pre-order your copies of Scrappy Please visit: Or call us at: (949) *Ask us about the Scrappy Workbook & Study Guide that accompanies the book with all pre-orders when you register your purchase at: You can use this workbook as part of a book club, study group or spaced learning program and play big!