FAQ’s Of An EOS Client: Part 2
FAQ’s Of An EOS Client: Part 2
By Marshall Krupp, Professional EOS Implementer
In collaboration with Ashley Berecz, Executive Assistant
We are pleased to bring you Part 2 of an interview with Marshall Krupp, Professional EOS® Implementer with EOS® Worldwide.
After 45-year career as an entrepreneur, a strategic advisor, a business consultant, and a coach, mentor and guide to government, not-for-profit and private organizations and businesses, Marshall shares his open and honest thoughts on the EOS® Model, Process and Toolbox created by Gino Wickman and written about in his book “Traction”. Marshall does not hold back. He shares his answers to the tough questions that others may be asked and are not prepared to say. This is part 2 of his FAQ questions so if you have not read Part 1, we highly suggest your read the blog posted before this one.
Question: I as the potential client, do not seem to have time right now. Can I start in 6 months?
Absolutely! A client can start at any time in the life of their business. Those that start early have an advantage over the competition. Starting early avoids wasting time, money and energy through mistakes along the way. And those companies that are on a growth track find that EOS® expedites the success along the way because they are following a specific strategic system and process.
If you don’t have time right now, then recognize it. However, also recognize that the reality of not having time may be the real “issue” that you are in denial of and might be holding you and your company back. A delay of 6-months can be the difference between a company living and dying.
Let’s assume that you have 20-years left in the history of your company. That 20-years represents, 240 months, 1,040 weeks, 7,280 days, 174,720 hours, 10,483,200 minutes, 628,992,000 seconds. In the time that you have read this, you lost seconds that could have been used to generate greater value in your business. Those seconds are lost and can never be found and replaced.
When I am asked these questions, two statistics always shows up. First, 95% of the EOS® clients that wait to embark on the EOS® journey usually conclude that they should not have waited and because of the wait it cost them lots of dollars, lots of stress, and challenges that did not go away. And second, when they step through the initial resistance and challenge of available time to unfold EOS®, they find that when they let go of the vine and simple move forward, their time manage efficiency increases between 30-45 % within 90-days.
Great teams do not hold back with one another. They are unafraid to air their dirty laundry. They admit their mistakes, their weaknesses, and their concerns without fear of reprisal.
Question: What does the fee structure look like?
EOS® services are provided on the basis of a “daily rate”. For each Session, a daily rate is paid subject to the EOS® Guarantee. There is an average of 5-EOS® Session per year which results in a fee that is generally equal to the full-time cost of an entry level employee. While the daily rate of the EOS® Implementer increases every year between $500 and $1,000, once a client commits to the EOS® program, the daily rate in effect remains in effect for 24-months without an increase.
Throughout the EOS® world, daily rates can range from $3,500 to $10,000 depending on the depth, experience, background, demand and value of the Implementer.
While the bulk of the service are provided during the EOS® Sessions, there are other services that are offered between Sessions which are not charged to the client. The complementary EOS® services that I provide include 24/7 availability, periodic attendance at client weekly leadership meetings called “Level 10 Meetings”, availability to answer questions and offer advice, and assistance and providing materials and information to assist the client in becoming a master of EOS®. In addition, I have an EOS® support team that I offer my clients at no cost.
Sessions are usually held off-site from the client’s offices. Therefore, the client is responsible for the payment of an off-site conference Session Room.
Finally, in this era of technology, much of the oversight and tracking of the EOS® Model and Process can be monitored through technology. We use Traction Tools that is an online service of a third party. This technology has a cost of $149.00 per months on the average to the client.
Question: What are the biggest surprise clients see once they start EOS?
My observations and from what I have been told is there are three (3) surprises that EOS® clients observe.
First, there is a recognition that it is “easy” to build and grow a business when you have a realistic, practical and simply process such as EOS® that you commit to, become a master at, and you follow and execute.
Second, the exponential growth in the skills and capabilities of the leadership team and the financials of the company (gross revenue, gross margin, and EBITDA, etc.), and the overall success of the company far exceeds the cost of the EOS® program and the time that is incurred by the leadership team to become masters on the EOS® journey.
Third, the mastery of EOS® creates a strong foundation and culture of accountability which leads to what Jim Collins advocates… “Good to Great”! It also leads to overcoming “The Five Dysfunctions of a Team” that Patrick Lencioni suggests, thereby evolving the company into a results-oriented business. And, as Gino Wickman the founder of EOS® says “Clarify your vision and you will make better decisions about people, processes, finances, strategies and customers… being an entrepreneur is not something you do, it is something you are”.
Question: Am I able to contact my Implementer at any time?
As a Professional EOS® Implementer that has had over 45-year in business as a consultant and coach, I know what it is like to reach out to an advisor and not have them available or they charge a fee by 15-minute increments. I believe that I am doing a higher mission of service to support my clients. My personal mission is “Empowering others to be greater than they ever thought they could be through the intimacy of coaching, mentoring, and challenge.”
In addition, three of the five core values of EOS® is:
- Help first– Subordinating our personal interests to advance others, always giving value before expecting anything in return
- Do the right thing– Never betraying a trust and doing whatever it takes to resolve every issue so people can move forward
- Do what we say– Sometimes more, never less
These simple principles enable me to offer 24/7 availability to my EOS® clients, which all leads to greater success and the EOS® life.
Question: What are your three uniques?
My three uniques are what I hope I can say are uniquely mine. They include the following.
Unique #1 – I am 110% committed to my EOS® client’s success and mastery of the EOS® Model and Process. This is proven in the track record of my clients, my reputation, the testimonials I receive from my clients, and the ratings my clients give after each EOS® Session.
Unique #2 – I come with a 45-year career as a business entrepreneur, a crises management strategic advisor, a transformation personal coach, an award-winning successful Vistage Worldwide Chair practice, and a successful EOS® business coach and advisor practice which when combined, enables me to be a strong foundation to solve problems, initiate pivots in companies, and gain direction and vision to building and growing companies.
Unique #3 – With my years of expertness, I have come to recognize that business complexity is the greatest saboteur to financial and personal success. To that end, I am a strong advocate of simplicity and I take a strong stand on challenging my clients to similarly create simplicity in their companies and in the Six Components of the EOS® Model… vision, people, data, issues, processes and traction.
“100% of customers are people. 100% of employees are people. If you don’t understand people, you don’t understand business.”
– Simon Sinek
Question: What is the most challenging part when a client starts out with EOS®?
Businesses are people! People are what makes businesses function! When an individual’s self-limited beliefs and the stories they tell themselves get in the way, there is greater likelihood of failure and sabotage. This “head trash” can be the cancer of the company. The biggest challenge that EOS® clients have is their unwillingness and lack of choice to step out-of-the-box, and to be open to the possibility that a pivot no matter how small or big has the ability to generate new and more successful results.
When we get to the core, it is about facing the “fear” of change and for a short period to accept being in the uncomfortableness of that pain. There is a quote, “Being afraid is part of being alive. Accept it. Walk through it”. And as said by Franklin D. Roosevelt,” The only thing we have to fear is fear itself”.
When my EOS® clients let go of the head trash and the face the facts that there is nothing to fear in moving their company forward, the results of EOS® are remarkable.
In light of these questions, thank you for taking the time to read my thoughts around EOS®. I hope I was able to provide the honest transparency while also providing some insight into what EOS® is all about. I hope that this has sparked more questions that I can answer. If this has interested you and you would like to continue this discussion further, please contact us at firstname.lastname@example.org or go to our website at www.peerexecutiveboards.com and contact us virtually. We will be happy to get back to you!
EOS®, the Entrepreneurial Operating System® takes entrepreneur businesses on a journey of mastery of the EOS tools which enables businesses to elevate their leadership teams to make better decisions, maintain a level of accountability, at attain greater success more simplistically. The components of EOS® are Vision, People, Data, Issues, Process, and Traction, which when used effectively attains a healthier organization with greater success. Marshall Krupp is a recognized Professional EOS® Implementer serving clients through the nation. He is also a national speaker, a past award-winning Vistage Worldwide Chair, and a past career of providing crises management strategic advisors service to businesses, governmental agencies and not-for-profit organizations. Review more at www.peerexecutiveboards.com.