Preface xi
Acknowledgments xiii
1 The Fierce Competitor Company 1
2 Bad Times Are Good Times 4
3 Hustle. Hustle. Hustle. 6
4 Leadership Is Not ''Pushership'' 9
5 The Difference Between Leaders and Managers 11
6 Know Your Company's Raison d'Etre 13
7 Manage As You Would Invest 15
8 ''I Visit Customers in Stores'' 18
9 Always Answer the Phone 20
10 Pile Up Cash 24
11 Be Ever Fearful 27
12 Show Fearlessness 29
13 Play ''What If?'' Games 31
14 Leadership Is Full Disclosure 33
15 Get a Kitchen Cabinet 35
16 Always Have a Plan 37
17 Stay Off Magazine Covers 39
18 ''I Never Made a Dime Talking'' 41
19 Never Take Your Hand Off the Tiller 43
20 Control or Roll 46
21 Get Out of the Office 48
22 Walk Around the Company 51
23 Never Forget the Third Shift 53
24 Be Obsessive About Execution 56
25 Get Rid of Executive Parking Spaces 60
26 Fight Unionization 63
27 People Are Not the Most Important Asset 67
28 Nurture Those You Hire and Acquire 69
29 Prune All Deadwood 71
30 Bulldoze All Silos 73
31 Broom Out All Bureaucracy 75
32 Scoop Up Newly Available Talent 78
33 Forget About Pedigrees 80
34 Pay for Performance, Not for Activities 82
35 Continuously Rip Out, Tear Out Bad Costs 85
36 The Do and Don't Cut List 89
37 Forget Monthly Reports 91
38 No Money, No Meeting 93
39 Be Fanatical About Selling 96
40 Don't Fire Sales People 100
41 Hire Fiercely Competitive Sales People 103
42 Banish All Selling Thieves 106
43 Always Conduct Daily Sales Meetings 109
44 The Big Opportunity 111
45 Never Cancel Batting Practice 115
46 Double the Training Budget 118
47 Love That Cranky, Fickle, Demanding Customer 120
48 Fire the ''Strategic Customer'' 122
49 Customer Service Is a Survival Strategy 125
50 Worship at the Altar of Quality 129
51 Get Rid of ''Mr. Ought-to-Be'' 132
52 Always Leave Flowers, Floor Mats, and Footprints 134
53 Don't Cut Prices 137
54 You Are Never on Vacation 140
55 Lock, Load, and Launch 142
56 Sue the Blankety-Blanks 144
57 Welcome Serendipity 147
58 Go Green! 149
59 Be a Master Gardener 151
60 Summary: Characteristics of the Fierce
Competitor Companies 154
About the author 159
Jeffrey Fox (Chester, CT) is an accomplished
consultant, popular speaker and the acclaimed author of a series of
the?international business best-sellers, How to Become CEO, How
to Become a Raimaker, and Secrets of Great
Rainmakers, among others. Fox is the founder and president of
Fox & Company, Inc., a marketing consulting firm that specializes
in marketing strategy development, innovation enhancement, selling
skills training, branding, and various applications of a
proprietary value-selling methodology called dollarization. Prior
to starting Fox & Co. Jeffrey was Vice-President, Marketing and a
Corporate Vice President of Loctite Corporation. He was also
Director of Marketing for the wine division of The Pillsbury Co.,
and held various senior level marketing jobs at Heublein, Inc.
including Director of New Products. Jeffrey is the winner of "Sales
& Marketing Management" magazine's Outstanding Marketer Award;
winner of the American Marketing Association's Outstanding Marketer
in CT; and the National Industrial Distributors award as the
Nation's Best Industrial Marketer. He is the subject of a Harvard
Business School case study that is rated one of the top 100 case
studies, and is thought to be the most widely taught marketing case
in the world. Jeffrey graduated from Trinity College in Hartford,
Connecticut, and earned his MBA from Harvard Business School. He
served as Trustee of Trinity College, and has won several alumni
awards including Person of the Year. He is a member of the Board of
Directors of Saint Francis Hospital, one of the nation's top 100
hospitals.
For more information, please visit Fox & Company's website:
www.foxandcompany.com
Fox ("How to Become a Rainmaker") explores the best practicesof fierce competitors and how they gain market share, seizeopportunity, and win when the stakes are the highest. With multiplebulleted lists of key action items, he swiftly covers a wide arrayof timely topics, including why bad times are actually good times, the benefits of piling up cash in tough times, and being cautiouswhile showing fearlessness. He also encourages executives to playrelevant "what if" games, always have a plan, stay offmagazine covers, and be obsessive about execution. Of particularvalue are the sections on employee relations, which offercounterintuitive actions that reap big rewards on reservedexecutive parking spots, unionization, nurturing those hired andacquired, pruning dead wood, and cutting out all bureaucracy. Thisconcise book will give motivated managers and executives theguidance they need to successfully bring their organizations to thenext level. "(Mar.)" ("Publishers Weekly," January 25,2010)
"The new book is comprised of 60 Chapters. You could read it ina sitting, or more likely, a flight from New York to Chicago. Andas with every Jeff Fox book and every Jeff Fox page, you might wishit was printed on only one side of each page, so you could take theentire book apart and paste the pages all over your office and evenyour bathroom. This is stuff you want to remember and use and sharewith your colleagues every day, because there is no way you canfollow Fox's advice and not succeed in business and in life."--Huffington Post, March 12, 2010-03-24"This concise book will give motivated managers and executivesthe guidance they need to successfully bring their organizations tothe next level."--Publishers Weekly, January 1, 2010
|
Ask a Question About this Product More... |
|
