Figures Legend
Page 12-17
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Acknowledgments
Page 20-21
Why This Book?
Page 22-23
How to Use This Book
Page 24-25
I: You — The Leader
Page 26-51
-----Bite 1: Develop a Clear Vision
Page 29-30
-----Bite 2: Know Your Leadership Style
Page 31-35
-----Bite 3: Know Your Risk Tolerance
Page 36-39
-----Bite 4: Choose a Soul Mate
Page 40-44
-----Bite 5: Break Major Objectives into Smaller Goals
Page 45-51
II: Leadership Triage
Page 52-77
-----Bite 6: Conduct an Annual Planning Process
Page 53-54
-----Bite 7: Define Your Corporate Mission
Page 55-58
-----Bite 8: Commit Only to Attainable and Measurable Goals
Page 59-64
-----Bite 9: Commit Only to Specific Actions with Responsibilities and Completion Dates Assigned
Page 65-77
III: Leading Core Competence
Page 78-103
-----Bite 10: Identify Competence for Goal Achievement
Page 79-83
-----Bite 11: Complete Annual Performance Evaluations
Page 84-88
-----Bite 12: Ensure Corporate and Employee Goals Are Congruent
Page 89-91
-----Bite 13: Reward Employees for Goals Achieved
Page 92-94
-----Bite 14: Encourage Rehabilitation of Poor Performers
Page 95-98
-----Bite 15: Examine Competence after Significant Business Changes
Page 99-101
-----Bite 16: Appoint a Leader for Core Competence
Page 102-103
IV: Secrets to Revenue Growth
Page 104-131
-----Bite 17: Know Your Major Competitors
Page 105-110
-----Bite 18: Study Purchasing Habits of Target Markets
Page 111-113
-----Bite 19: Beware of Lust for Unproven Markets
Page 114-117
-----Bite 20: Allocate Resources Only to Opportunities with Potential for Optimum Goal Achievement
Page 118-125
-----Bite 21: Implement Account Plans
Page 126-131
V: Product Intuition Is Worth a Thousand Hours
Page 132-153
-----Bite 22: Continuously Assess Customer Satisfaction
Page 134-137
-----Bite 23: Appoint a Leader for Customer Satisfaction
Page 138-139
-----Bite 24: Analyze Competitor Advantages
Page 140-143
-----Bite 25: Eliminate Company-Created Barriers to Market
Page 144-147
-----Bite 26: Establish Customer Service Teams
Page 148-150
-----Bite 27: Empower Customer Service Teams to Drive Customer Satisfaction
Page 151-153
VI: Secrets to Expense Reduction
Page 154-175
-----Bite 28: Prepare Financial Forecasts Annually
Page 157-158
-----Bite 29: Compare Actual Performance to Forecasts on a Monthly Basis
Page 159-165
-----Bite 30: Identify Corrective Actions
Page 166-170
-----Bite 31: Stretch Your Revenue Goals
Page 171-171
-----Bite 32: Demand Price Reductions from Vendors
Page 172-172
-----Bite 33: Identify Expenditures to Eliminate
Page 173-173
-----Bite 34: Reduce Operational Breakeven
Page 174-175
VII: Barriers to Profitable Growth
Page 176-193
-----Bite 35: Ensure Action Plans Are Compatible
Page 177-184
-----Bite 36: Eliminate Products with Poor Profit Contributions
Page 185-193
VIII: Change: Evolution or Revolution?
Page 194-215
-----Bite 37: Analyze Your Readiness for Change
Page 196-199
-----Bite 38: Ensure Each Initiative Has an Agent
Page 200-203
-----Bite 39: Appoint a Leader of Change
Page 204-206
-----Bite 40: Prepare Resource Plans to Implement Change
Page 207-210
-----Bite 41: Ensure Subjects of Change Contribute to Implementation
Page 211-215
IX: Process Improvement: Stimulate or Stagnate
Page 216-235
-----Bite 42: Eliminate Major Differences Between Company and Customer Values
Page 218-220
-----Bite 43: Develop Competitive Strategies to Satisfy Customer Values
Page 221-223
-----Bite 44: Identify Business Processes to Be Improved
Page 224-231
-----Bite 45: Appoint a Leader of Business Improvement
Page 232-235
X: Check Your Leadership Powertrain
Page 236-255
-----Bite 46: Prepare Congruent Leadership Plans
Page 238-246
-----Bite 47: Evaluate Leadership Through the Eyes of Followers
Page 247-255
XI: The Oxen Are Slow, but the Earth Is Patient
Page 256-275
-----Bite 48: Develop a Leadership Culture
Page 256-266
-----Bite 49: Adopt a Code of Ethics
Page 267-272
-----Bite 50: Lead with Spirit
Page 273-275
Appendix: Manageable Bites Cases
Page 276-279
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