Why don’t you give us some details about you and your story? How did you get to where you are today?
After a career spanning more than 40 years, my journey began at UPS as a part time loader unloader and full time as a delivery Driver. After a promotion into full time management, UPS’s promotion from within policy was the vehicle for me to learn, work and manage operations focused on supply chain, logistics and transportation, retail, sales, and operational excellence strategy at UPS – including The UPS Store franchise network and UPS Supply Chain Solutions.
Retiring from UPS with 36 years of service – I became the Chief Executive Officer and Board of Director for UniTek Global Services, a provider of engineering, construction management and installation services to companies specializing in the telecommunications field.
Today I am currently the Founder and CEO of 3SIXTY Management Services, LLC, a management consulting firm specializing in Executive Speaking, Leadership Development and Consulting Services and Author of the highly acclaimed book Tighten The Lug Nuts.
With over 40 years of “Boots on the Ground business leadership” I am an experienced CEO who led one of the largest rebranding initiatives in franchising history – The UPS Store, revolutionizing the $9 billion retail shipping and business services market.
During my time at Supply Chain Solutions, I steered UPS’s entry into the health care industry and created the mantra, “It’s a patient, not a package. ®” Today I proudly watch UPS deliver the millions of doses of the vaccine around the world.
We built UPS Supply Chain Solutions through the integration of more than 20 acquisitions and as a Global President lead the improvement of its financial performance, capabilities, and global network footprint.
I have a clear vision of the changing business landscape, the passion to develop strategies, tactics, and metrics to drive desired results.
I am sure your success has not come easily. What challenges have you had to overcome along the way?
As we grow and develop, take on new challenges or simply move into a new phase of our lives we will be faced with complications and adversity that may set us back. I am no different, but I would rather discuss how to overcome them then to talk about my challenges or successes. Rather the processes these challenges taught me. Honesty, perseverance, and trustworthiness will become major factors in overcoming these obstacles and creating your personal brand and your legacy. Along the way, you come to a decision point or stage gate. Your choice is simple but profound in each instance, but a decision must be made. Your choices are LEAD, FOLLOW, or GET OUT OF THE WAY.
If you choose to lead you will need to be an honest and trusted leader to establish your vision, mission, and values so that those in your care or supervision will trust you enough to follow. As a lifelong learner, you are constantly forging a path to transform yourself into a high-character, high-performance leader. You will never be without challenges both in life and business. But if you are focused and ready to face these complex business challenges and personal changes with discipline, determination, honesty of purpose, and in an ethical manner you will be successful.
Whether we realize it or not, we are all here to determine what our real intent is in life. For each of us it may be different. For each person it may be different, for some a great spouse, parent, leader, and mentor; to have a legacy, to leave the place a little better than we found it. Purpose-driven people put their morals, character, and honesty first. Without purpose, we drift. With purpose, we steer.
You have a responsibility to yourself and to others to use your best judgment, weigh your options carefully, and make the right decisions—even if they’re not the most favorable or popular, even when no one is watching! When you do that, you honor yourself and your values. Wherever your path takes you, know that your trustworthiness is your highest honor. For if you are a trusted leader, others will believe in your vision, mission, and values and will trust in you enough to follow you. That will be your legacy. As a person your core beliefs are not what you would like them to be, but rather what lives and breathes in you as a person. The good news is that you will have many opportunities in a career and in life to demonstrate these values and beliefs, but only one chance to get it right each time.
Live your word. Leave a legacy. Overcome the Challenges
Let us talk about the work you do. What do you specialize in and why should someone work with you over the competition?
At 3SIXTY Management Services we focus on Keynote Speaking, Leadership Training and Development and Small Business Consulting. As a business leader I have had to excel at both motivating people and executing the plan which I believe makes me uniquely qualified as a keynote speaker. Our passion for coaching, teaching and our years of practical experiences is what separates us from academic training. I believe as consultants we add immediate value by demonstrating a Balanced Leadership Approach with a process mind, strategic vision, and the ability to execute tactically the strategy. During our engagements we will help you to develop a strategy, build a business plan and execute that plan.
I believe you do this by providing clear communication and walking the talk. We will guide you as you teach your teams to learn to take better control of their day and balance multiple priorities, measuring and following-up for continuous improvement, and accepting responsibility for their P&L.
You will need the develop the ability to assess quickly and effectively:
- Who we are?
- What we Stand for
- And What we not Compromise
Companies’ need to deliver advanced technologies with operational excellence through their dedicated people who are the best, brightest, most informed, and best educated in their industry. Great leaders thoughtfully manage their business based on the principals of Balanced Leadership. This is where we, as leaders, walk the talk, and we will walk with you.
We will help you execute the 8 Drivers of Success, which I call the Big 8:
- Safety as a core value
- Diversification of a customer base and growth organically
- Increase Return on Invested Capital (R.O.I.C)
- Reduce debt to improve operational leverage
- Continuous improvement of the capital structure
- Generate free cash flow
- Less volatile earnings.
- Be the best people in the industry
This is what we believe differentiates us form all the rest. It is our unique consulting skills and processes as we build unique solutions.
Are there any unique challenges facing businesses today due to the pandemic? What can they do?
I would like to discuss two critical factors for success post pandemic that will be important factors for success as we try to anticipate, define, and understand the unique challenges post pandemic. These two will position you for success now and in the future and should become a way of life:
- The leadership Competencies and Skills of your team
- The Organizational Agility of your team
Understanding and assessing the Leadership Competencies and Skills of your team will be important for you and your organization to be prepared to face the new normal. A good way of assessing and visualizing your team’s leadership competency is by building a competency profile that you can use by individual to assess their strengths, weaknesses, and opportunities for growth.
In its simplest form, think of it as:
- What is the issue/opportunity and skills that must be addressed? (Developing vision and
- purpose) for both the person and the organization.
- How will I get my team aligned and committed? (Gaining organizational commitment)
- How do I turn intent into business results? (Achievement)
- The competency profile describes the “right stuff” the leader must have to get the job done.
Assessing the Leadership Behaviors needed to compete and execute on the right competencies.
Competencies are characteristic behaviors associated with strong and effective performance in
organizational roles. They are actual, delivered behaviors. When such behaviors are delivered,
they result in good organizational outcomes. They are also the behaviors that distinguish
superior performance from threshold performance. Your leadership competency profile should be anchored to the key organizational opportunities and challenges. Competencies are “named” and then defined with a set of behavioral indicators.
The Organizational Agility of your team post-pandemic
In the case of Organizational Agility, the example may be: Our company has several challenges
as it pertains to the current business landscape post-pandemic:
1. New technology and especially, disruptive technology is driving the industry to entirely new
platforms for both products and services and we were not strong in e-commerce.
2. Competitors with new and better products are eating into our market share by as much as
25% per year.
3. Cost of sales are rising.
4. Talent defection is becoming a serious issue post pandemic.
5. A climate survey has revealed deteriorating morale across the company.
6. Customer complaints had doubled within a space of nine months.
1. Sitting on a substantial cash reserve due to the measure we took
2. High recurring revenue from a broad-based customer portfolio
3. Brand strength — high
4. Fixed costs — lowest in the industry
5. Strong dealer network
It is important to access your strengths, weaknesses, opportunities, and barriers with these in mind and make this a process that becomes a routine. For more on these critical topics in preparation for your successful emergence post-pandemic
Speaking of success, what does the word mean to you?
In my view, successful leadership is about building a bridge to the future. You give your people the opportunity to help build that bridge by communicating and educating each one of them on your vision and strategy.
Successful Leaders can quickly, accurately, and effectively assess:
- who they are
- what they stand for, and
- what they will never compromise
More importantly these leaders are always checking and verifying, does this match their vision and strategy, and does it correspond to what your people, your customers and investors believe to be your strategy, and consistently reflect the brand.
In summary the successful leader is the person who adds value as a trusted advisor, mentor and visionary who uses a process approach to lead the organization. A process approach allows your success to be consistent and enduring. It will elevate your people to new levels of success. Great organizations need to have a thoughtful vision and strategy. Great leaders need to combine that strategic vision with the ability to tactically execute the strategy.
Success is always leaving things a little better than you found them. Customers are better because of the interaction with your company, people are better because of the time they are with you, and shareowners and stakeholder are better because of your stewardship and leadership.
- What is next for you?
The Keynote Speaking, Leadership Training and Small Business Consulting allows me to live my passion and love for teaching and coaching. I believe I am a Team Builder who can help organizations no matter the size, build their own world class teams and organizations through world class people and great team effectiveness
I would define it as the ability to:
- Establishes a climate where team collaboration and effectiveness flourishes.
- Establishes constructive and solid interpersonal relationships
- Treat others with courtesy, tact, and respect.
- Work effectively with others, regardless of organizational level, background, gender, race, or ethnicity.
- Work to resolve disagreements, attempting to persuade others and reach agreements.
- Supporting group decisions when group decisions are appropriate.
- Lead and facilitates team interaction and maintain focus on group goals.
I believe that as a leader we must be able to handle differences in work styles effectively when working with coworkers and capitalizing on the strengths of others even when they are your peers. We should be vested enough in our people that we can anticipate potential conflicts and addressing them directly and effectively before they become a problem or distraction.
Finally, as a coach, leader, and mentor in my current role I understand the value of motivating and inspiring others to contribute opinions and suggestions. It is my opportunity to leave things a little better after all my experiences.
How can readers get in touch with you?
They can reach me at my websites here and here. I personally answer all the contact me forms and inquiries. The site contains a Podcast library with over 20 leadership competencies that are discussed and a YOU Tube Channel with Speaker Reels and informational videos. We are on all the social media platforms as well.
We offer a free assessment to small businesses for potential consulting engagements, and I have been facilitating Book Clubs inside organizations large and small as they return to work. You simply purchase the book Tighten The Lug Nuts and I participate in the discussion free of charge as a thank you for the purchase and to get things moving post pandemic. The Book is fulfilled on Amazon, Barnes and Nobel and Kobo. You can reach me through the web site to set up the Book Clubs or at [email protected].
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