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Economic downturns separate the winning companies from thestruggling. And as best-selling author Jeffrey J. Fox shows, toughtimes also give solid companies, strong managers, and potentialrainmakers the opportunity to seize market share. In this eminentlyreadable, practical resource for business leaders and managers, Foxexplains exactly how the savvy few who rise to the top stayfocused and alert, get new market share, hire good recently firedtalent, increase investments into customer service, speedinnovation, train all customer facing people, make acquisitions,get rid of underperformers, build brand names, pay for measurableperformance, and lots more.
Potential rainmakers, CEOS, marketing superstars, and greatbosses have long turned to Jeffrey J. Fox for advice. Now he showsexactly what to do to weather any climate.
Table of Contents
1 The Fierce Competitor Company.
2 Bad Times Are Good Times.
3 Hustle. Hustle. Hustle.
4 Leadership Is Not Pushership .
5 The Difference Between Leaders and Managers.
6 Know Your Company's Raison d'Etre.
7 Manage As You Would Invest.
8 I Visit Customers in Stores .
9 Always Answer the Phone.
10 Pile Up Cash.
11 Be Ever Fearful.
12 Show Fearlessness.
13 Play What If? Games.
14 Leadership Is Full Disclosure.
15 Get a Kitchen Cabinet.
16 Always Have a Plan.
17 Stay Off Magazine Covers.
18 I Never Made a Dime Talking .
19 Never Take Your Hand off the Tiller.
20 Control or Roll.
21 Get Out of the Office.
22 Walk Around the Company.
23 Never Forget the Third Shift.
24 Be Obsessive About Execution.
25 Get Rid of Executive Parking Spaces.
26 Fight Unionization.
27 People Are Not the Most Important Asset.
28 Nurture Those You Hire and Acquire.
29 Prune All Deadwood.
30 Bulldoze All Silos.
31 Broom Out All Bureaucracy.
32 Scoop Up Newly Available Talent.
33 Forget About Pedigrees.
34 Pay for Performance, Not for Activities.
35 Continuously Rip Out, Tear Out Bad Costs.
36 The Do and Don t Cut List.
37 Forget Monthly Reports.
38 No Money, No Meeting.
39 Be Fanatical About Selling.
40 Don't Fire Sales People.
41 Hire Fiercely Competitive Sales People.
42 Banish All Selling Thieves.
43 Always Conduct Daily Sales Meetings.
44 The Big Opportunity.
45 Never Cancel Batting Practice.
46 Double the Training Budget.
47 Love that Cranky, Fickle, Demanding Customer.
48 Fire the Strategic Customer .
49 Customer Service Is a Survival Strategy.
50 Worship at the Altar of Quality.
51 Get Rid of Mr. Ought-To-Be .
52 Always Leave Flowers, Floor Mats, and Footprints.
53 Don't Cut Prices.
54 You Are Never on Vacation.
55 Lock, Load, and Launch.
56 Sue the Blankety-Blanks.
57 Welcome Serendipity.
58 Go Green!
59 Be a Master Gardener.
60 Summary: Characteristics of the Fierce CompetitorCompanies.
About the Author.
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