Traction by Gino Wickman [Book Summary – Review]


How do you think about your business performance? Do you glad about the results? Perhaps you think your success has been prevented by hundreds of problems, such as employee strife or too much bureaucracy. Maybe you think you require to invent again the wheel to stay alive for the next few months.

This summarization would be shown as a step-by-step method to solve your business issues. Thanks to the Entrepreneurship Operating System, it will aid you to take out redundant processes in your organization and trust in the market you have chosen.

Thanks to lessons found out through practice and experience, this system will show you how concentrating on just six items can help get your company back on road. So, join your leadership team and take the first steps to revive your company by reading this summary.


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Chapter 1 – Direct your company towards success by openly describing what it values ​​and what it searches to achieve.


When we think about Steve Jobs’ time spent at Apple, many people are inspired by his work. Eventually, his goal was to create a company that not only created technology but developed humanity.

Even if the goal of the Entrepreneurship Operating System (EOS) is not too high, its powers must not be belittled.

What is like a shortened business plan looking for answers to several questions to follow your company is the entrepreneurial tool. There are six steps.

Defining a vision for your company is the first step.

Your vision will lead to all other processes and decisions in your organization, which means it should be crystal clear. Your organization, where it goes, and how to get there, is described.

Beyond that, your vision must be required to be comprehended and shared by everyone in the organization. Unless it does not understand, your employees are not going to move or act together.

You can start with finding a vision, to describe how you desire to be as an organization. To do this, have your leadership group provide to describe two things: your core values ​​and your core focus.

Your core values ​​are three to seven core principles driven by your company.

Take, for instance, the core values of American restaurant chain Zoup! Fresh Soup Company is a “can do” attitude and a passion for the company’s brand. These values ​​designate who hires the company, as well as how it handles staff, customers, and business mutual.



After defining your core values, you can go to your core concentrate by describing what your company wants to ensure. Or in other words, it wants to gratify your company’s requirements.

Why is it significant to define this focus?

Let’s take a look at Image One, the laser printer service and supply company. Problems were encountered when the firm expanded its business to the computer network.

In turmoil, corporate executives reminded them of Image One’s main focus: to simplify their customers’ printing environment.

Thus, it was decided to discard the computer part and adhere to its basic focus. Since then, the company has been successful, with an average annual growth rate of 30 percent.


Chapter 2 – To detect your marketing steps, you should make a plan for a set of targets by next months and years.


Let’s think that you are planning a getaway for the whole world. You probably think about which towns to visit, how to gather in smaller attractions and of course how to wander.

Similar details require to be taken into account when enhancing a job plan. Make sure you carefully plan what to do, when, and how to do it by your leadership team.

To do this, you should brainstorm with your team for the decade. This is a greater target than your life where you want to be in the decade that is crucial for describing the general direction of your company.

Then discover your three-year picture. This should explain what strategies you will wield over the next three years to close your ten-year target. After doing this, making a one-year plan, stating what should happen in the next 365 days can be done.

And finally, you need to describe your quarterly rocks. These are special, accessible, and measurable milestones that you can arrive in the next 90 days.

After planning for both the near and far future, by you, on a marketing strategy can be decided.

The first step is to make sure efficiency in how you gain faithful clients.

Don’t forget, everyone cannot be made happy. Trying to do this can annoy faithful clients. So, you require to describe a target market and accommodate your strategy to it.



As an example, let’s consider that you own a small water sports center, it is not for you to appeal to both active children and stressed adults. Since the requirements of the two client bases are different, you cannot gratify both at the same time.

Once your target market is defined, problems that may affect your business should be identified. For example, when it comes to the water sports center, these problems are; there may be increased energy costs or a similar operation nearby. Awareness of these will help them address them in advance.


Chapter 3 – Ensure to select workers who depend on their values ​​and match their job.


Each good executive knows that you are only as strong as the people who work for you. Therefore, the second important component of organizational success is the personnel.

So how can you be sure that you employ people who share your firm’s values?

By using the person analyzer! This chart assigns one column to every of your firm’s core values ​​and one row for every worker. To fill in your chart, save with plus for “often”, plus / minus for “sometimes”, and minus for “never” to determine which workers depend on which core values.

After adding this data, workers who display most of your essential values worth the least part of your essential worth​​should be sought.

Just as a worker can have the worth of the firm – a potential core value – that person may not always depend on another important worth for your firm’s success, such as justice.

It’s significant to have the right people on your team, but you also require to ensure people are in the correct roles.

Thanks to the GWC (Get, Want, Capacity) chart, all employees are provided with the jobs that best suit their talents.



Three questions are asked to use this chart. Does the worker understand – understand the role? Do they want it – does the worker love the job? And does intelligence, experience, or any other quality have the capacity to do business effectively?

When the answer given to any of these questions is “no”, it is understood that the person is not suitable for this work.

Let’s assume that one of your most skilled engineers is ready for promotion to the manager position. It is taken knowing what the position requires; it also can be a good manager. However, there is a problem, since he got rid of the meetings – because he did not want enough, therefore he cannot manage well.


Chapter 4 – The purpose of using scorecards is to monitor staff performance and to solve problems before they get out of control.


Well, data management is the third switch to optimizing your business for success.

Although many people despise this term, managing data is not obligated to do a tiring duty. In fact, with the help of several easy-to-use tools, significant information for your job can be simply tracked.

Thanks to a scorecard, the worker’s performance can be monitored and managed.

Identify from five to 15 performance factors with your leadership team according to directing and/or building a target for everyone, for instance, that how many new subscribers the worker gained or how many sales bids the worker gave.

Then, determine who is charged for achieving a certain weekly goal, and if someone does not reach a target, follow to discover what occurred.

By monitoring employee performance, you will be able to detect problems early. By measuring performance this way, people can be held clear and non-subjective responsible and induce a healthy rivalry.

Still, what would you consider doing supposing that your scorecard shows your team is facing another issue or not achieving their goals?

Here is the fourth key to managerial success. This is designed to aid you to describe magnificent problems before your job can be harmed by them. The name of the play is simply called IDS or its description is to identify, discuss, and solve.



To get started first; List everything that doesn’t work the way you work, and make sure your personnel is unconstrained to report their worries Then, with the help of the three steps mentioned above, to the topics, it is approached by you.

First, let’s describe what happens, by knowing and keeping in mind that some problems can be symptoms of larger problems.

Then create a discussion environment, give everyone on your team the chance to voice their views on key issues, and suggest ways to address them.

And finally, resolve by electing solutions. Usually, you assign a tangible duty to a specific person to solve a problem. After completing this duty, the problem should ideally be eliminated.


Chapter 5 – Describe, look over, and make simplify your firm’s operations, once you are sure they are in line with your vision.


Thanks to the essential operations, your company runs smoothly, just like your vital organs give strength to your body.

On average, companies have seven areas, such as marketing, human relations, and operations. These operations are symbolized by the fifth constituent of the Entrepreneurship Operating System.

For your company to succeed, all of them require to be described, documented and regulated. That’s it.

To have transactions that are listed by the leadership team and are essential for you is the first step. After these are understandable for your leadership team how these processes are handled within the company, working on ways to simplify can be started.

Make sure that everyone in the team accepts the list and uses the exact names to express to different transactions. Thanks to doing that, it will bring clarity, and working will be simplified forward.

After accepting a list, the people responsible for every file processed in every important step is owned. To demonstrate, by the human resources manager, it can be written down the steps that the exclusive takes during employing, directing, or ending workers.

Next, the process should be looked over by you. By taking a look at the steps voiced by team members, you will probably find out areas where you can identify unnecessary ones or simplify like technology.



You can see that a department has received and filed a printed copy of each firm files, even if whole documents are registered and filed both in the cloud and on the servers of the company’s corporate network. In this case, printing is a waste of time and increases costs.

Once determining what the surpluses are, operations can be simplified by annihilating other unwanted duties.

The task left there is to make sure that your processes comply with your firm’s essence worth, the values ​​you and your leadership team describe from the outset.

For instance, if one of your essential worth ​​is family-oriented, you desire to provide family-friendly working conditions, not just selling family-friendly products, but also offering paid family leave.

According to one your processes bring under control, it’s time to find out the last step of the Entrepreneurship Operating System.


Chapter 6 – Set concrete quarterly targets and designate ownership to increase maximum accountability.


Do you remember the scope of “quarterly rocks” in a previous section? Thanks to these little milestones, your company will be achieved bigger targets.

However, for these rocks to be effective and guide you to success, you must constantly define new targets.

Leadership staff should be interviewed quarterly to review progress and set goals for the next quarter. Due to 90 days is as long as a person can focus on one project, defining quarterly targets is influential.

The meeting should ensure that your leadership team lists everything that needs to be done in the next quarter. As a mean ten to twenty targets must be produced by your groups.

Since these goals are too much to achieve, the second step is to argue ideas and lower them to seven priority targets or rock.

The rocks are generally different from the targets because they are specifically, accessible, and measurable. For example, one of your rocks could be to employ a new specialist for human relationships.

After your best targets have been selected, ensure that people are responsible for them. Assign each rock to the one person responsible for making it on your leadership team. The reason why it is important to designate only one person to every rock; if more than one-person incumbent upon, nobody senses being in charge.



After all your rocks are assigned, each member of your team must find a personal rock. This can be in a “rock leaf” or diagram that itemizes corporation rocks and personal rocks.

This list can be used in weekly meetings to keep track of progress. As clarifying the responsibilities of each leader, maximum accountability can be created by you.

Finally, the rocks in the company should be shared with everyone in the organization, and each department should be able to produce rocks. Occur this production by inviting them to the quarterly meeting, where everyone is shared with new rocks and reported in the previous quarter.

From here, one to three individual rocks can be decided by departments and workers, as long as they fit the general company.


Traction by Gino Wickman Book Review


To earn traction in the market, a clear and steady plan for your business requires to be improved by you. However, that’s not all. It is also important to put the right people in the correct locations, monitor the data, organize processes, and explain possible problems in your job.


With shouting out “Tangent warning!”, concentrate the meetings. 

When you realize that a conversation is drifting, you can summon meeting participants by telling “tangent warning” to avoid this. Thanks to this, you can help your team to concentrate and achieve the targets of the meeting.



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Savaş Ateş

I'm a software engineer. I like reading books and writing summaries. I like to play soccer too :) Good Reads Profile: https://www.goodreads.com/user/show/106467014-sava-ate

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