MacKay CEO Forum. Interactive Session Resource
You're Not Failing. You're Leaving Performance on the Table.
Built for your MacKay Forum. Bring your leadership team through this. They will see what you see.
Everything below comes from the session frameworks. Start with the calculator, run the diagnostic, then take the tools back to your team Monday morning.
Already know you're leaving performance on the table? Let's find your number together →
Section 01
The 18% Calculator
Enter your annual revenue. The number that comes back is performance your organization already earned. It just isn't visible yet.
This is not a promise. It's a provocation.
“Noah has woven together memorable examples, detailed common sense and an innate understanding of what makes a business thrive.”
Seth Godin, AuthorSection 02
Where Is Your Performance Gap Hiding?
Score your organization honestly. 1 means a real gap. 5 means handled.
Section 03
The Four Killers
Four patterns that quietly cost growing organizations performance. You'll recognize at least two.
The Problem
Your organization invested time, expertise, and relationships to create an opportunity: a conversation, a proposal, a bid. Then it stalled. Not because the other side said no. Because your side stopped pursuing it. This is a follow-through problem. It shows up in every function, not just sales.
The Proof
A $400M distribution company had 1,400 unconverted opportunities from the previous 12 months. Follow-up had happened on fewer than half. A simple three-touch system recovered $2.3 million in 90 days. Not from new customers. From conversations that were already supposed to happen.
▶ Watch: Value Not Captured (3 min)
The Problem
Trust has a half-life. The absence of proactive, intentional contact, with no agenda other than the relationship, costs more than any failed campaign. You don't lose your best relationships in a moment. You lose them in the silence between transactions.
The Proof
A company with three consecutive record years mapped their 20 most important relationships. 17 of 20 had gone six months without meaningful no-agenda contact. The accounts weren't lost. They were unattended. Unattended relationships don't stay warm.
▶ Watch: Relationship Erosion (3 min)
The Problem
Every time you scale to meet new demand, it consumes capacity. The activity that feeds future growth is consumed first, every single time. Not on purpose. It gets deprioritized while you're delivering. You don't feel the Growth Tax when you pay it. You feel it 12 to 18 months later when the pipeline is thin.
The Proof
A founder-led heavy industrial company landed the contract that doubled their revenue overnight. 18 months in, delivery was excellent. Then the CEO realized nobody had been talking to new clients. Nobody had been maintaining the relationships that would generate the next pipeline. Brilliant at delivery. Completely stopped feeding the future.
▶ Watch: The Growth Tax (3 min)
The Problem
Automation amplifies what already exists. Disciplined execution becomes more efficient. Inconsistent execution becomes inconsistent at scale, faster, with better formatting, and with the illusion of activity. The question before any AI investment: are we automating a working process, or are we automating drift?
The Proof
A professional services firm invested heavily in AI-assisted outreach tools. Six months later, metrics improved: more volume, more touchpoints. Outcomes stayed the same. The AI was automating a broken process at scale. They stopped the tools, fixed the process, ran it manually for 60 days, then turned automation back on. Outcomes improved substantially within one quarter.
▶ Watch: The AI Trap (3 min)
“Working with Noah the past seven years has proven to be one of the wisest investments our companies have made. His innovative & result-driven techniques have not only greatly improved our bottom line but has transformed our approach to business and our ongoing relationship with our customers.”
Troy Loop, CEO, Loop Group of Companies (7-year client)Section 04
The Monday Recovery Plan
Four frameworks to take back to your leadership team Monday morning. Print them. Share them. Start this week.
- List every opportunity your organization created in the last 90 days
- Sort into three columns: Won, Formally Lost, Limbo
- Column three is your number. Everything there is recoverable
- Build a three-touch follow-up sequence for every Limbo item
- Formally close each one: won, lost, or deferred with a date
- List your 20 most important relationships: clients, partners, key accounts
- Score each one. Green: active, recent contact, you know their priorities. Yellow: positive but cooling, 3 to 6 months. Red: warm in theory, cold in practice, 6-plus months of silence.
- Every Red is a risk. Every Yellow is becoming a Red.
- This week: one no-agenda outreach per Red account
- Repeat monthly. Make it a leadership team agenda item.
- Ask your leadership team: what specific activities, if done consistently, would generate revenue 12 to 36 months from now?
- Which of those are happening on a defined, protected schedule right now?
- Which have been "temporarily" deprioritized for more than 60 days?
- Anything in step three longer than 60 days means the Growth Tax is accruing
- Decide: protect it with a scheduled owner, or accept the consequence explicitly
Three questions before automating anything:
- Does the team know what "good" looks like without the tool?
- Can a new person learn this process from written documentation alone?
- Does this process produce consistent results when executed manually?
Section 05
Your Monday Morning Action
I've sat across from hundreds of CEOs looking at this exact performance gap. The ones who closed it did one thing differently.
They Stopped Diagnosing Alone
In 45 minutes, we'll find the specific dollar amount your organization is leaving on the table every month and build the plan to recover it. Not a presentation. A working session with your real numbers.
Within 90 days, you'll know exactly where the gap was, have a system to close it, and see recovered revenue in your pipeline.