The Thought Leaders
The Compass Framework is an integration, not an invention. Every component draws from established business thinking developed by these remarkable thought leaders. We believe in giving credit where it's due — and encouraging everyone to go deeper with the original works.
Jobs to Be Done (JTBD)
Core Insight
Customers don't buy products — they "hire" them to make progress in their lives. Understanding the "job" unlocks innovation.
Role in Compass Framework
Forms the core of the Problem/Solution Engine. Ensures strategy and execution are grounded in genuine customer needs.
Recommended Reading
- Competing Against Luck — Clayton Christensen
- The Innovator's Solution — Clayton Christensen
- Jobs to Be Done: Theory to Practice — Tony Ulwick
- Demand-Side Sales 101 — Bob Moesta
The Golden Circle (Start With Why)
Core Insight
People don't buy what you do; they buy why you do it. Great organizations start with purpose (WHY), then move to process (HOW), then to product (WHAT).
Role in Compass Framework
Provides the purpose layer that aligns organizational mission with customer jobs. Anchors the NORTH direction.
Recommended Reading
- Start With Why — Simon Sinek
- Find Your Why — Simon Sinek
- The Infinite Game — Simon Sinek
StoryBrand (SB7 Framework)
Core Insight
If you confuse, you lose. Customers are the heroes of their own stories — your brand is the guide that helps them succeed.
Role in Compass Framework
Provides the communication wrapper that translates strategy into clear, compelling messaging. Connects to EAST (go-to-market).
Recommended Reading
- Building a StoryBrand — Donald Miller
- Marketing Made Simple — Donald Miller
- Business Made Simple — Donald Miller
Organizational Health (The Five Behaviors)
Core Insight
The single greatest advantage any company can achieve is organizational health. Healthy organizations are built on trust, productive conflict, commitment, accountability, and attention to results.
Role in Compass Framework
Forms the Organizational Health Hemisphere — the "people infrastructure" that enables all four cardinal directions.
Recommended Reading
- The Five Dysfunctions of a Team — Patrick Lencioni
- The Advantage — Patrick Lencioni
- The Ideal Team Player — Patrick Lencioni
- Death by Meeting — Patrick Lencioni
The Shingo Model (Operational Excellence)
Core Insight
Sustainable results come from ideal behaviors, which flow from principles. Operational excellence requires a systematic focus on principles like respect for people, continuous improvement, and enterprise alignment.
Role in Compass Framework
Forms the Operational Excellence Hemisphere — the "systems infrastructure" that enables consistent execution and improvement.
Guiding Principles
Cultural Enablers:
- Respect Every Individual
- Lead with Humility
Continuous Improvement:
- Seek Perfection
- Embrace Scientific Thinking
- Focus on Process
- Assure Quality at Source
- Improve Flow & Pull
Enterprise Alignment:
- Think Systemically
- Create Constancy of Purpose
- Create Value for the Customer
Management Operating System (MOS)
Core Insight
Strategy without execution is hallucination. A Management Operating System creates the structure, cadence, and accountability to convert plans into results.
Role in Compass Framework
Provides the execution discipline layer — barrier identification, process management, metrics, and management cadence. Anchors the SOUTH direction.
Note: Ken H. Allman, II received the Alec Award during his time at Proudfoot Consulting, recognizing excellence in implementing operational improvement methodologies.