Teach Your Students to Think LIke a CEO in Five Minutes a Week

Think Like a CEO

Five Minutes a Week to Have Your Students Think Like a CEOYour Students Think Like a CEO

Confidential & Proprietary Information

©2014 Think Like a CEO & Mark Kuta, Jr.

Agenda

• Discussion of the concept of Think Like a

CEO for students

• Demonstration of how I teach three

simple conceptssimple concepts

– Revenue

– Productivity

– The Rest of the Story



How CEO’s Think

• Every executive has a boss, and a CEO’s boss are the shareholders

• To CEO’s the language of business is focused around financial returns (Cash Flow, Balance Sheet, P&L)

• CEO’s understand that in order to execute their profit strategies they execute their profit strategies they must communicate them throughout their organization

• Because of a CEO’s communication efforts, when dealing with anyone in a company it is important to have a Clear, Concise, Compelling, C-Level, Crayon message



Teaching Tips

• First five minutes of class

• Repeat the same methodology

• Ask simple questions

• Use a Crayon …not a mechanical pencil

• Use companies that occur in the • Use companies that occur in the class curriculum

• Get the students comfortable looking at a few key metrics that will help them understand what is going on in a business



Methodology

www.google.com/finance



www.sec.gov

First Concept: Revenue


©2012 Think Like a CEO & Mark Kuta, Jr.6



Is this a good trend or a bad trend?



Now…is this a good trend or a bad trend?

Second Concept: Productivity



Productivity Measures

• Revenue per employee

• Gross Margin

• Asset Turnover



Keep it easy to understand

Gross Margin 23% 13% 12%







Gross margin only increases in one

of two ways:

1. Get more value for your product

2. Become more productive


of two ways:



Gross margin only decreases in

one of two ways:

1. Having to discount your product

2. Become less productive


one of two ways:




of two ways:




one of two ways:





$334K $812K $708KRevenue per




Employee







Employee

.84X .73X .93XAsset Turnover







Employee

.84X .73X .93XAsset Turnover

Are they more productive or do they get more

value from their product?

Third Concept: The Rest

of the Story



• Pioneered the concept and developed the IP of Think Like a CEO in selling over $132M in software during seventeen year career with leading technology companies like J-I-T Institute, i2 Technologies, and Oracle

• Clients include Apple, Qualcomm, Cisco, Microsoft, Google, Dell, Ingersoll-Rand, Honeywell, Emerson Electric, GE, Northrop Grumman, GM, Petrobras, Saudi ARAMCO, GrupoIndustrial Saltillo, Kaiser Permanente

• MBA from University of Colorado, Boulder, fluent in Spanish

Mark Kuta, Jr.

• MBA from University of Colorado, Boulder, fluent in Spanish & Portuguese

• Named one of 25 Top Sales Professionals by Colorado Business Magazine

• Think Like a CEO swept the 2008 Book Awards with two Gold Medals (top sales book/ top business book)

• Sell in the USA won Bronze Medal 2010 (international business)

• Appointed to the faculty of the University of Colorado Boulder Leeds School of Business

Confidential & Proprietary Information ©

2011 Wall St. Selling, LLC.

Teach Your Students to Think LIke a CEO in Five Minutes a Week

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