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
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
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
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
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
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Methodology
www.google.com/finance
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
www.sec.gov
First Concept: Revenue
Confidential & Proprietary Information
©2012 Think Like a CEO & Mark Kuta, Jr.6
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Is this a good trend or a bad trend?
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Is this a good trend or a bad trend?
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Is this a good trend or a bad trend?
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Now…is this a good trend or a bad trend?
Second Concept: Productivity
Confidential & Proprietary Information
©2012 Think Like a CEO & Mark Kuta, Jr.23
Productivity Measures
• Revenue per employee
• Gross Margin
• Asset Turnover
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Keep it easy to understand
Gross Margin 23% 13% 12%
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Keep it easy to understand
Gross Margin 23% 13% 12%
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
Gross margin only increases in one
of two ways:
1. Get more value for your product
2. Become more productive
Gross margin only increases in one
of two ways:
1. Get more value for your product
2. Become more productive
Gross margin only decreases in
one of two ways:
1. Having to discount your product
2. Become less productive
Gross margin only decreases in
one of two ways:
1. Having to discount your product
2. Become less productive
Gross margin only increases in one
of two ways:
1. Get more value for your product
2. Become more productive
Gross margin only decreases in
one of two ways:
1. Having to discount your product
2. Become less productive
Keep it easy to understand
Gross Margin 23% 13% 12%
$334K $812K $708KRevenue per
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
$334K $812K $708KRevenue per
Employee
Keep it easy to understand
Gross Margin 23% 13% 12%
$334K $812K $708KRevenue per
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
$334K $812K $708KRevenue per
Employee
.84X .73X .93XAsset Turnover
Keep it easy to understand
Gross Margin 23% 13% 12%
$334K $812K $708KRevenue per
Confidential & Proprietary Information
©2014 Think Like a CEO & Mark Kuta, Jr.
$334K $812K $708KRevenue per
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
Confidential & Proprietary Information
©2012 Think Like a CEO & Mark Kuta, Jr.33
• 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.