E-Myth Process - Michael E. Gerber

Below is Michael’s system for designing, building, launching and growing a business in a new mindset. 

By following this process you will invent a systemised, scalable and ultimately sellable business. It will also help you keep on track during the process and know what to focus on at each stage.

To find out more, visit: www.michaelegerbercompanies.com

Smart operating procedure

Step 1: Get the right Dream.

  • The Dream is what you're determined to create – the Great Result the company will produce.
    • Think of how your Great Result is going to disrupt the market and the competitors.
    • The Dream has nothing to do with the business you have, at least not at this stage. Put aside for the moment what you do right now.
  • Be pragmatic – bring it down to something that can be done.
    • Dream big, think small, act even smaller. 
  • Get a blank piece of paper and a beginner's mind.
    • Ask yourself these questions:
      • I have a dream… what is it?
      • If I had a dream, what would it be?
      • Who's important to me, and why are they important?
      • What’s standing in my way of getting what I want in life, and how is it standing in my way?
    • Write down your answers to find out what inspires you – formulate a picture in your mind.


Step 2: Create the Business Vision.

  • The Vision is the form the business must take in order to accomplish the dream.
  • Develop a Two-Co strategy / mindset.
    • Two different minds Old-Co and New-Co: a Beginner’s Mind and a Winner’s Mind.
      • The New-Co will organise the Old-Co to work better than it is.
      • The Old-Co will invent the New-Co to replace him.
  • Build a business model that will enable you to accomplish the dream. 
  • Create a system that can be handled off and used by others.


Step 3: The Purpose.

  • The purpose is about addressing your consumers or clients, and the results you're going to produce for them.
  • This is the storyteller role of the business owner to relate the Dream to the clients’ needs. When your objective meets your clients’ objective.
  • To be truly successful, the results must be scalable. Think big and put in your energy to move this forward.


Step 4: The Mission.

  • The mission is the role of the leader to convert the dream, the vision and the purpose into a reality, and to develop a system to do this.
  • The mission is made up of the systems essential to grow the business.


Step 5: The Job.

  • The objective of this step is to develop your business so it works and is scalable,replicable, and so that you, as the business owner, are not the centre of it.
    • The Job is your product or service, and must go beyond the individual who is delivering it.
    • You must be able to replicate what you do in order to scale.
      • Without scalability and without a system, you have a job and not a business, as you cannot sell it.
  • You have to to work On the Job to turn it into a client fulfilment system.
    • Work on your company to make it competitive in the marketplace of companies, and ultimately to win in that marketplace.
    • Document the process of delivering your product – your client fulfilment system.
      • The client fulfilment system includes everything that is required to produce the result you have promised to deliver to your client.
        • Build the system answering these questions:
          • What am I here to produce?
          • What am I here to deliver?
          • What am I here to promise?
      • Handle over the documented process to other people who will deliver your product in the way you want it delivered.
      • Never stop working on this process to continuously improve it.


Step 6: The Practice.

  • The Practice is about creating systems for client acquisition:
    • Lead generation system (attracting potential customers)
    • Lead conversion system (converting people you attract into paying customers)
  • Build your Franchise Prototype, made up of:
    • Your lead generation system.
    • Your lead conversion system.
    • Your client fulfilment system.
    • Design, build, test and launch these systems.
      • They must be turn-key, definable, scalable and replicable.
        • Ensure you have enough strategies under Lead Generation that can be turned on and of as needed. 
        • Think of scalable Lead Generation and Lead Conversion methods which will help you 10x, 100x or 1000x the business.
      • Automate and document these systems.
    • At this stage you own transferable set of systems to handle over to your team to follow and produce the predictable results you have designed to deliver to clients.
    • Create 7 effective practice replicates (centres, deliverables) of this Franchise Prototype.
      • Example: These could be for different locations, retails, outlets, etc. They are a replica of the turn-key you invented, and as a practice has a single capacity to serve X number of customers in Y number of hours, to produce Z amount of revenue and X amount of profit. Find the single way to do that, and not many ways of doing it.


Step 7: The Business.

  • Business development process consists of 3 parts done consistently:
    • Innovation
    • Quantification
    • Orchestration
  • Create a turn-key management system which allows you to operate a turn-key business.
  • The important components which drive the management system are:
    • What do you need to know?
    • When do you need to know it?
    • Why do you need to know it?
    • What importance does that have?
  • Ask these questions for each of the practices created in Step 6: The Practice.
    • Turn the information you produce by asking the above questions into actions, which will lead to improvements and innovations in the business, producing better results.
    • If the results you are getting don’t improve, it is not innovation, but just change.
      • The driver in every business is improvement, not change.


Step 8: The Enterprise.

  • Replicate The Business to create a valuable turn-key Enterprise.
    • Example: If The Business is a district, the Enterprise is a region. You built a District in Step 7 and replicated it successfully to create a Region, which is now scalable to create other regions.
  • The Enterprise will depend on the turn-key systems, and not dependent on any person.
  • Using the systems, the Enterprise can grow at will.


To find out more about Michael's work visit: www.michaelegerbercompanies.com



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