Dale Furtwengler - The Invaluable Leader: March 2006

The Invaluable Leader by Dale Furtwengler

Offense or Defense?
Monday, March 27, 2006

A Winning Strategy!

Have you seen a sports team create a commanding lead, then lose the game?

What happened? The team's strategy changed from offense to defense. The team abandoned what had been working and began protecting the lead they had. I'ts natural to want to protect what we've gained, but it's not healthy. Let's explore the pyschological impact of changing from offense to defense.

In developing the lead, the team employs a strategy that works. Everything is possible for them; it doesn't matter what they do it just seems to work. Suddenly they change to a defensive mindset and doubts creep in. Can we expect this good fortune to continue? What if we've just been lucky?

Doubts are quickly followed by fear. Fear becomes reaction, not well-reasoned decision. The result is poor choices that cause the very thing we're trying to avoid, loss of what we already possess - a commanding lead.

The counter-intuitive choice is to continue doing what's working. If your focus is on creating new possibilities, new wealth, a new tomorrow, you'll add to what you've already gained. Play defense and you're likely to lose not only what you have, but the potential the future holds as well.

Eliminate Performance Appraisals
Friday, March 17, 2006

This potentially powerful tool rarely produces the desired result?

Why? Here are a few of the reasons:

appraisal involves judgment; employees don't like to be judged
managers have to defend their judgments; many abhor confrontation
performance appraisals occur too infrequently for managers to become skilled in their use
feedback systems are inadequate for employees or managers to monitor their progress

Other than that, they're wonderful tools. Seriously, it's time for a better tool. One that's worked well for my clients is a weekly meeting system that requires employees to set their goals and priorities for the coming week, then report their results the following week.

This system accomplishes a number of goals simultaneously; it:

helps employees enjoy greater success
celebrates that success every week
uses missed goals to identify system inefficiencies that limit performance
identifies where employees need coaching/training
allows for quicker termination of employees who aren't interested in improving

Eliminate performance appraisals in your company. You'll not only become extremely popular, but you and your team will enjoy exceptional results.

For more information on this weekly meeting system, review the information on my book, Making the EXCEPTIONAL Normal.

The Desire for Market Share
Thursday, March 02, 2006

An Indication of Your Company's Health

When the craving for market share hits, find a place of quiet reflection. Your company may be on the brink of disaster.

When does this craving occur? For most business leaders, when their market share is threatened. The normal reaction is to pursue greater market share. This involves lowering prices and cutting costs to accommodate the lower prices. The result is often devastating.

Companies that embark on this strategy further diminish the value of their offerings in their customers eyes, create resentment in their workforce and the communities where they're located and, often, trigger price wars.

A more effective strategy, which is counter-intuitive, is to invest in innovation; not just in product design, but in services offered. It's through innovation that you achieve greater market share and protect your company from financial disaster.

There is only one time that it makes sense to pursue market share; that's when you have a commanding lead over your competitors. During this time you have the opportunity to generate incredible profits because you're the only game in town. That brings us back to our original question, why do you crave market share?

If the desire is the result of changing market conditions and you're not the one initiating the change, your company's health is suspect. If the desire stems from a competitive advantage you possess, go for it! Your company is fit, trim and poised to win the race.

Dale Furtwengler

Dale Furtwengler is an internationally acclaimed author whose work is recommended by:

University of Glasgow
University of New South Wales
Australian Institute of Management

If you'd like to make your life easier while creating enviable results, subscribe to my special reports for step-by-step instructions on becoming invaluable. Back issues are available.

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	Offense or Defense? Monday, March 27, 2006 A Winning Strategy! *Have you seen a sports team create a commanding lead, then lose the game?* What happened? The team's strategy changed from offense to defense. The team abandoned what had been working and began protecting the lead they had. I'ts natural to want to protect what we've gained, but it's not healthy. Let's explore the pyschological impact of changing from offense to defense. In developing the lead, the team employs a strategy that works. Everything is possible for them; it doesn't matter what they do it just seems to work. Suddenly they change to a defensive mindset and doubts creep in. Can we expect this good fortune to continue? What if we've just been lucky? Doubts are quickly followed by fear. Fear becomes reaction, not well-reasoned decision. The result is poor choices that cause the very thing we're trying to avoid, loss of what we already possess - a commanding lead. The counter-intuitive choice is to continue doing what's working. If your focus is on creating new possibilities, new wealth, a new tomorrow, you'll add to what you've already gained. Play defense and you're likely to lose not only what you have, but the potential the future holds as well. 2 comments Eliminate Performance Appraisals Friday, March 17, 2006 *This potentially powerful tool rarely produces the desired result?* Why? Here are a few of the reasons: appraisal involves judgment; employees don't like to be judged managers have to defend their judgments; many abhor confrontation performance appraisals occur too infrequently for managers to become skilled in their use feedback systems are inadequate for employees or managers to monitor their progress Other than that, they're wonderful tools. Seriously, it's time for a better tool. One that's worked well for my clients is a weekly meeting system that requires employees to set their goals and priorities for the coming week, then report their results the following week. This system accomplishes a number of goals simultaneously; it: helps employees enjoy greater success celebrates that success every week uses missed goals to identify system inefficiencies that limit performance identifies where employees need coaching/training allows for quicker termination of employees who aren't interested in improving Eliminate performance appraisals in your company. You'll not only become extremely popular, but you and your team will enjoy exceptional results. For more information on this weekly meeting system, review the information on my book, Making the EXCEPTIONAL Normal. 0 comments The Desire for Market Share Thursday, March 02, 2006 An Indication of Your Company's Health When the craving for market share hits, find a place of quiet reflection. Your company may be on the brink of disaster. When does this craving occur? For most business leaders, when their market share is threatened. The normal reaction is to pursue greater market share. This involves lowering prices and cutting costs to accommodate the lower prices. The result is often devastating. Companies that embark on this strategy further diminish the value of their offerings in their customers eyes, create resentment in their workforce and the communities where they're located and, often, trigger price wars. A more effective strategy, which is counter-intuitive, is to invest in innovation; not just in product design, but in services offered. It's through innovation that you achieve greater market share and protect your company from financial disaster. There is only one time that it makes sense to pursue market share; that's when you have a commanding lead over your competitors. During this time you have the opportunity to generate incredible profits because you're the only game in town. That brings us back to our original question, why do you crave market share? If the desire is the result of changing market conditions and you're not the one initiating the change, your company's health is suspect. If the desire stems from a competitive advantage you possess, go for it! Your company is fit, trim and poised to win the race. 0 comments	Dale Furtwengler is an internationally acclaimed author whose work is recommended by: University of Glasgow University of New South Wales Australian Institute of Management If you'd like to make your life easier while creating enviable results, subscribe to my special reports for step-by-step instructions on becoming invaluable. Back issues are available. March 2006 April 2006 May 2006 June 2006 July 2006 August 2006 September 2006 October 2006 November 2006 December 2006 January 2007 February 2007 March 2007 April 2007 May 2007 June 2007 July 2007 August 2007 September 2007 October 2007 November 2007 December 2007 January 2008 February 2008 March 2008 April 2008 May 2008 June 2008