By Les Cunningham CGC, CR*, CCR*, CGRa businessnetworks *A NARI Certification

1. Setting A Win-Win AgreementProcesses Necessary To Make TheChanges That You Want AndNeed At Your Company By Les Cunningham CGC, CR*, CCR*, CGRa http://www.businessnetworks.com *A NARI Certification

2. Paradigm: Seeing Things Differently

4. What do you see? • 1. If you see this person as young, • UNDER 30, please move to the left • side of the room and take a seat. • 2. If you see this person as OVER 30, • please move to the right side of • the room and take a seat. • 3. I need 2 volunteers to get the • other group to see their • paradigm.

5. Young Person? Nose Chin

6. Old Person? Eye Nose

7. Can you now see the other point of view?

8. Emotional Bank Account Trust Gauge

10. The Seven Habits of Highly Effective People Team Building Manual By: Stephen R. Covey

11. 7 Sharpen the saw INTERDEPENDENCE Synergize 5 Seek first to understand... then to be understood Public Victory 6 Think Win-Win 4 INDEPENDENCE 3 Put First Things First Private Victory 2 1 Be Proactive Begin with the end in mind DEPENDENCE

12. How to Make it Work INTERDEPENDENCE • The Team Looks Out For Each Other INDEPENDENCE Maturity • You Look Out For Yourself - Porcupine DEPENDENCE • Your Family Raised You T i m e

13. Habit # 1: Be Proactive =You’re the Programmer Do you want this opportunity? Yes or No? 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

14. Habit # 2: Begin with The End in Mind = Where Do You Finish? Where do you want this opportunity to go? 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

15. How To Attain Your Goal/Mission Statements Desired Actual You Draw The Lines

16. How To Attain Your Goal/Mission Statements Desired Actual You Draw The Lines

17. Habit # 3: Put First Things First Plans, where do you start? 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

18. Private Victory = Slow, Slow, Slow Motion Getting your act together. 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

19. Habit # 4: Think Win-Win = You Win, Client Wins 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

20. Win-Win or No Deal ! (All But Your Family) Compromise

21. Shared Savings PTB Win-Win Agreement Shared Savings Owner You Yes No PTB-Every Job Every Job on Time Every Job on Budget A Schedule that Works Additional? See Handout #1 Yes No Produce Bid/Scope Only AWA/Supplement on Every Change Supply Hours and Materials Estimate Additional? Yes No Estimator Owner Yourself Additional? Yes No Daily Time Cards Weekly Job Cost Report Your Pay Additional? Yes No Produce Job as Bid Institute Incentive Plan/Shared Savings Pay Adjustment Additional? Completed By______________

22. Habit # 5: Seek First to Understand... Then to Be Understood Understand and repeat back what they said. 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

23. Audience Role Play Need Two Habit #5 Volunteers

24. Habit # 6: Synergize = Team Works Together It happens so quickly that it may not be seen if you are not looking for it. 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

25. Bodies for Money, Brains for Free... If You Mutually Negotiate It.

26. Sharpen The Saw = Take Care of Yourself Physically, Mentally, Socially/Emotionally, Spiritually Habit # 7: If you don’t, you go from being an asset to a liability. 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

27. Public Victory = Fast, Fast, Fast Motion Strobe Light 7 Sharpen the saw Sharpen the saw INTERDEPENDENCE Synergize Seek first to 5 Synergize Seek first to Public understand... Public understand... 6 then to be then to be Victory Victory understood understood Think Win - Win Think Win - Win 4 INDEPENDENCE 3 Put First Things First Put First Things First Private Private 2 1 Victory Victory Be Begin with Be Begin with Proactive the end in mind Proactive the end in mind DEPENDENCE

28. þChecklists/Reports þChecklists/Reports þChecklists/Reports

29. Share the Vision ! Mutually Negotiate with the team !

30. Apollo 11 Moon Mission Slightly off course 90%

31. Creating Win-Win Relationships

32. So What have I told you? Owner You Client (Treat everyone like a client.)

33. TEAM Employee, Sub, Client & Supplier

34. Our Business Networks Team thanks you forthe opportunity to be of service to you and your company!!