The blueprint to building successful companies is simple, yet most companies have a hard time implementing the blueprint. Why do most companies fail? Because they don't have the right game plan, or if they do, they divert from the game plan. The game plan is very simple:

1. The most important ingredient to success is the team. Assemble the best team possible. The team includes executive management, non-management employees, the board of directors, vendors, suppliers, and service providers. Dysfunctional teams kill success. Highly functional teams ensure success. The team is the number one reason why investors invest in a company. Don''t be afraid to take corrective action regarding the team. Bad team members will quickly take down the team.

2. Focus. Focus. Focus. Keep things simple. Never lose sight of the big picture. Identify your core competencies. Establish your goals and objectives. Hold everyone accountable to meeting the goals and objectives. Every employee must know the goals and objectives. Each assigned task must be targeted to achieving the goals and objectives. It is the manager's job to ensure that every action being taken by the employee is in some way contributing to the stated goals and objectives. If an action doesn't contribute to achieving the goals and objectives, then immediately terminate or modify the action.

3. Be customer driven. Every person in your company must provide superior service to the customer in everything they do. Listen to the customer. Understand the customer's needs. Don't sell to the customer. Solve the customer's problems. Show the customer your value propoposition. Make sure that you quantify the benefits you provide the customer. And just do it. Again, and again. Go way beyond simply meeting the requirements. Make the customer extremely satisfied. And if the customer is unsatisfied, quickly take action to fix it.

4. Know what it takes to win. Make sure every employee embraces this attribute. Constantly ask your employees what it takes to win. Once an employee identifies what it takes to win, put the employee in a position to succeed. It is the manager's reponsibility to makes sure the employee has the resources to win.

5. Establish a corporate value system. Core values should include leadership, diversity, respect for the individual, customer service, and ethics.

Now you are armed and ready to make it happen.

Pierre Cutler
The Sacramento Executive