LESSONS FOR CREATING A GOOD CORPORATE CULTURE

Many of you are aware that I often write about the importance of creating and maintaining a values based and strong corporate culture. In my opinion, it goes hand in hand with the importance of strong leadership. In fact, it is one of the longest lasting, most pervasive and highest return initiatives that an outstanding leader can accomplish for their organization.

Two Harvard Business School professors wrote a book entitled The Ownership Quotient on the subject. In the book, they discuss the top 10 lessons of those that create and nurture the best cultures. Here are the 10 lessons (as adapted from an HBR article):
1) Leaders must state the organizations purpose, values and vision and set the example by living the values through their behavior, the measures the set and monitor and each of their actions.
2) The values have to have "teeth" in them so that there are consequences if you do not adhere to the values.
3) The culture is so strong that it is noticeable and commented upon by employees in expressions such as " that would not be allowed in the culture" etc. When the informal comments begin to mock the culture take warning that you are not living the values.
4) Organizations with good and strong cultures have effective succession processes as the culture enables the development of leaders and will ease the transition.
5) The values of the organization are also used to select the "right" customers as well as the "right" employees. The values are so strong that the company will not violate their values to generate revenue.
6) The result is "the best serving the best".
7) Organizations with values based and strong cultures enjoy outstanding employee and customer loyalty.
8) Organizations with good and strong cultures enjoy labor cost advantages. This advantage is due to many reasons but one major reason is that employees know what is expected of them and work well as teams for a common good.
9) One of the risks to be managed with a strong culture is creating a cult that thinks they have all the answers. A good culture is one that is not only strong but adaptive and creates an open minded atmosphere.
10) Nurturing and maintaining a good and strong culture starts at the top with leaders who remember who they are there to serve (not the other way around) and hold themselves to the same values, not above them.

I will repeat my favorite definition of corporate values and culture which is how your employees act and the decisions they make when no one is watching. How does your organization measure up on this list of the top ten lessons learned?
Till Next Time,
Gail

CIVICS LESSON AND BUSINESS LESSON

Regardless of which side you are on regarding health care reform, we have all been getting a civics lesson along the way. Apparently, the Senate Parliamentarian will be on TV today! In addition to a civics lesson, there is another lesson in all of this drama. Rules and structure do not matter until something goes wrong and then they mean everything. Mike does a great session in our leadership workshops on the need to stop before approving something new and ask the question "what if it does not work"? Good risk management requires that you have thought about what you will do if it does not work out the way you had planned. Do you have the best structures and rules in place?

I am sure that both Democrats and Republicans have been reading rules that they have not thought about for years, if ever.

So in addition to the civics lesson, use this moment in history to also learn a business lesson. Structure and governance rules seem unimportant until the moment that they are crucial. Do not wait till the crisis. Check your organization's governance today. A good site for board governance is www.boardmember.com.

Until Next Time,
Gail

THE NEW CONSULTANT

Recently, I read three different WSJ articles that all made me think of the changes in the consulting industry. The first article, The Campus Consultant is about the growing numbers of companies that are using professors from University Executive Education programs instead of hiring consulting firms to assist them in assessing the best path forward for the company. The second article, Interim Managers Take Longer Roles is about the growing numbers of companies that are using interim managers for longer periods of time and for a wider variety of projects and purposes. The third article, SAP Sees Return To Growth covers SAP beginning to see top line growth in both software and consulting services.

Many years ago, the consulting industry learned how to work cooperatively with the major software vendors to serve clients. Although neither party particularly likes to work together, they were forced to do so by the market. Interim managers has, until now, been the province of the restructuring and bankruptcy consulting firms not a service of the large multi- service firms. Strategy work has largely been the property of the boutique strategy firms, although all the large multi-service firms have some offering. The Universities always had professors doing some strategy consulting work but they were not a major competitor to the large firms.

The large firms have learned to team and partner with the software firms, as noted earlier. The future will require them to significantly expand their teaming abilities. With the number of retired executives expected to grow dramatically over the next few years, there will be countless numbers of qualified semi-retired executives that companies can hire on a project basis. The multi-service consulting firms would be smart to begin now to expand the types of services they offer through teaming arrangements rather than only by their full time staff. The should have a stable of semi-retired executives available and a relationship with a University through its executive education programs.

What about your industry? What changes do you need to consider?
Until Next Time,
Gail

EXECUTIVE WOMEN NETWORKING

Happy New Year!! Similar to Mike, I am ready to blog again. Hope you are all ready to read and comment.

Last week, I went out to dinner and to see a play with a group of 25 business women. We had a great time and I made several good contacts. This evening of fun came about as a plan one night while I was out to dinner. Anita, Cindy and I were having dinner to discuss some Shelter Our Sisters business. Anita began to recommend a play to us that she had recently seen. Cindy made the comment that it would be a fun girls night out to go see the play. We each began to ask friends if they were interested and the next thing we knew it had grown to 25 women. Thank goodness Anita was willing to do all the coordination. Since every woman was invited, there was a level of trust that does not exist when you attend a formal "networking" event. I made three very good contacts that I believe can help me in my business and two contacts that I believe I can help in their business. That is a very successful night especially when you consider I was only there to have fun and see a great show. By the way, dinner and the show were great.

For those of you that have been following the blog for some time, you know that I am a recent convert to the idea that women should network to create the "old girls club". I am not suggesting that women should exclude men from their networks or in anyway be unfair or biased. However, I have recently come to realize that women should add networking with other women to their other connections. However, I have been struggling with how to do this in a way that works for me. Personally, I find formal networking organizations too forced and artificial for my taste. The other night, I found what works for me. Small, personal, social events that assist in connecting some of the women in each of three women's networks to one another. It was great!

While I am writing about women networks, this can be applied to any group. So get a friend or two and plan a social evening doing something you enjoy. Then each of you invites a few of your friends and the group grows. The night of the event, just let everyone meet one another! Simple but effective.

Until Next Time,
Gail

MONEY MUST START TO FLOW BEFORE THE JOBS WILL GROW

Jobs, that is what this economy needs. So how do we create jobs? Well, we need to get the money flowing and businesses investing before there will be any meaningful jobs growth.

I read the first positive and thoughtful article on this subject recently. Corporate America's Huge Pile of Cash is an interesting read.

While, in my opinion, it leaves out a key risk factor which is the amount of uncertainty. Corporate executives will remain cautious with their cash if they continue to be concerned and uncertain of the outcome regarding taxes, health care costs, and inflation. However, at some point, these same executives will conclude that they can wait no longer. I am hopeful they will reach that conclusion soon. If they begin to spend the piles of cash they have accumulated, jobs will be created and we can begin a growth curve. Clearly, this will be more moderate and steady growth than in past recoveries. But growth is better than flat or decline.

To growth and job creation!
Until Next Time,
Gail

VILLANOVA'S EXECUTIVE MBA PROGRAM

On Friday and Saturday, Mike and I were the instructors for a leadership session at Villanova's Executive MBA program. Similar to the session i wrote about on October 16 that we did at the US Military Academy at West Point, we get as much or more from the session as we give to the attendees.
This was a great group in this class. I was struck by their desire to learn, to consider, to ponder, to challenge, and to grow. My favorite part of the class was when we asked a question and then facilitated debate and discussion among the attendees. Try it yourself. Instead of immediately providing your answer or solution, what if you asked more questions? What if you facilitated productive debate and discussion? What if you could then synthesize the ideas? I think you would get a better solution than your original answer. Just a thought.
It was a great two days. I was in the company of leaders striving to become even better leaders. That is invigorating! As these and other leaders continue to progress in their careers, I know our future is bright. It is easy to focus on our failed leaders since they garner the headlines. Our regular readers know that I believe we do have a leadership deficit in many organizations. But great leaders and future leaders are out there. We need their leaders to unleash their talent!
Thanks again to Villanova's EMBA program for inviting us and thanks to the class for a great weekend.
Until Next Time,
Gail

AMERICA'S BEST LEADERS 2009

US News and World Report has named America's Best Leaders 2009 which is worth reading. The definition of leadership that they used was- someone who motivates people to work collectively to accomplish great things. The criteria they assessed in order to select the list were: sets direction; achieves results; and cultivates a culture of growth.
There is also a commentary written by David Gergen The National Deficit- Of Leadership in which he discusses the need for good followers as well as good leaders. I would argue that we have a global deficit of strong leaders.

Many of our readers are great leaders. The global economy is in a mess. But the opportunity in this crisis, is that you could step up and speak and act as the leader that you are inside. Others will follow. Good luck!

A WOMAN'S NATION

This month a new book was released The Shriver Report: A Woman's Nation Changes Everything and the Time Magazine cover story is The State of the American Woman. The impetus for the press coverage about women is that it is expected that by the end of the year, for the first time in history, the majority of American workers will be women. Now this is being driven by advances of women in the workplace but unfortunately also largely by the economic downturn which has hit men harder than it hit women.

I have not yet read the Shriver Report so I will let you know my thoughts after I read it. But I have heard her in various interviews about the book. I have read the various articles and polls within Time Magazine. As you would expect there are several interesting statistics on the progress made over the last 40 years. In 1972, only 7% of students playing high school sports were girls; now the number is six times as high. Close to half of all law and medical degrees go to women, up from fewer than 10% in 1970. But there are also statistics on challenges that remain. Women are only about 10% of civil engineers and a third of physicians and surgeons. We have previously discussed on this blog that boardrooms and corner offices are still filled mainly by men. The detail in the magazine on the polls and the different answers based on demographics is worth reading. The overall conclusion is clear, the roles of men and women have changed dramatically in the last 40 years.

To me, the most interesting part of all of this has been that men and women agree on a major remaining challenge. They agree that government and businesses have failed to adjust enough to the changes in the family. Has your company changed enough? The statistics would suggest a dramatic shift in reality happened slowly over the last 40 years. Should we stop and re-evaluate top to bottom what needs to change in business to address the new reality? Last week's post was on Corporate Cultures, do they reflect the new reality of the American workforce?

Until Next Time,
Gail

NURTURE CORPORATE CULTURE

Mike's post on October 20 Oh, The Culture, combined with the questions we get at many of our leadership session including the one we recently did at West Point, have caused me to spend a significant amount of time thinking about corporate culture. Mike ended his post with the following two sentences. "In a crisis, you reap what you sow from your culture. Address the culture now so it will serve you well in the crisis." As usual, I completely agree.

This post is about the need to nurture the culture and reinforce the values or risk an erosion of the company's culture that can eventually cause the crisis. Let me share some of my research and thoughts on this topic. We should probably start with a definition of corporate culture.

The easiest way I have found to describe corporate culture is how your employees act and the decisions they make when no one is watching. I found two articles with more in depth definitions. Corporate Culture Definition is quite good in describing the various layers within culture. Another article Definition of Corporate Culture is also good and uses an analogy of culture as the invisible energy field or electricity that runs throughout a company and either enables or restricts its ability to achieve strategic objectives. I would submit that the invisible energy source known as culture needs to be constantly reinforced and nurtured or you run the risk of erosion particularly in the area of values and ethics. Another interesting article is about corporate culture and brand entitled Corporate Culture is Brand, and Brand is Corporate Culture which highlights that how your employees act is much more the brand than any logo or advertisement. Lastly, my research uncovered some articles on measuring corporate culture, although I did not find anything that provided REAL measures. The two articles I liked were Human Resources: Measuring Corporate Culture which differentiates artifacts, espoused values, and basic underlying assumptions. This article refers to corporate culture as the Other Bottom Line. In my experience, the erosion happens within the basic underlying assumptions that can change over time. It is fine if it is an intentional change but lax risk management and not reinforcing the values will erode the culture even if not intentional. The other article Corporate Culture covers small businesses and culture definitions. The reason I included it here with measurement is that there were a few questions that are very helpful to assess what the culture is and could over time help you to measure any changes. The five questions are:

• What 10 words best describe your company?
• What is really important around here?
• Who gets promoted here and why?
• What behaviors get rewarded here?
• What type of people are the "in" crowd and the "not in" crowd?

During my 30 years in the consulting industry, I learned that I needed to understand two things at each of my clients in order to be successful- what was their corporate culture and how they compensated their executive team. If I knew these two things I would know what they would and would not buy, how to handle myself in meetings, and what problems I could and could not recover from with them and how to do it. In addition to observing the cultures at each of my clients that enabled or restricted performance, I watched a strong culture at Arthur Andersen that truly was the other bottom line (it may have even been the cause of the true bottom line) erode over time and cause the crisis that destroyed the firm. Hindsight has allowed me to see now the signs that were there before the crisis. At Bearingpoint I saw a culture that destroyed value. I know first hand what can and does happen if you do not nurture the right corporate culture. BTW, does anyone know of any good measurement tools for corporate culture?

This is NOT soft stuff. Companies need strong, healthy cultures and CEO's need to focus on nurturing it or the culture will erode and so will profitability and corporate sustainability.

Until Next Time,

Gail

US Military Academy at West Point

Yesterday, Mike and I were invited to be guest speakers at the US Military Academy's Eisenhower Program on Cross Cultural Leadership. It was an honor to be asked to speak by the department head and a friend of ours, Col. Tom Kolditz. This was a group of over 20 participants, mainly Army Captains that have all had some form of command responsibility and have served all over the world.

As always, Mike and I had fun and were happy to share our experiences and lessons learned. But as always, I received more than I gave at the session. It was inspiring to be there. Lately, I find myself disappointed with the lack of leadership demonstrated by many business "leaders" and by many politicians. But this visit was inspiring and a source of renewal. I was in the presence of leaders striving to be even better leaders in the future.

It reminded me that there are many great leaders doing great things every day. And, the Dow stayed above 10,000. A great day!

Until Next Time,
Gail

LEADERSHIP COURAGE

There is an article in the WSJ entitled Are Most CEO's "Wusses"? The author explains that being a "wuss" has nothing to do with being willing to fire people for poor performance. Instead, it is not b eing willing to hold employees accountable for their behavior before the poor results register.

To me this is about being a leader and having the courage of your convictions. If all a person does is wait for the poor performance results to show up in the numbers before they take action on an employee (especially an executive), I would argue that by definition they did not lead but rather followed the numbers. Anyone can take action after the fact. A leader is someone who is looking at the quality of the person and the quality of the numbers. We have certainly learned from this recession that very good numbers can precede very bad numbers. This is particularly true if the individual is sacrificing long term value for short term results or taking unusually high risks without the correct risk mitigation steps. This brings us to the courage part of the discussion. It is difficult when an employee is driving strong financial performance, to fire them for bad behavior. It is human nature to not want to risk your own srong financial performance. But that is exactly what a good leader must do.

Holding people accountable for financial results AND proper behavior is a leader's job and key to long term value creation. If an individual is driving strong financial performance but has questionable business ethics the risk is too high that long term they will destroy value. Also, I am a strong believer in the concept of the shadow of the leader. If you say something but do not follow through with action, the bad behavior can spread like a virus through the organization. The opposite is also true. If the leader demonstrates by their actions that their ethics and corporate values are not just empty words, the entire employee base will follow that lead. So you get a bigger benefit than the one employee for which you took action.

If all leadership required was looking at the historical financial performance to determine action, companies could be led by computer spreadsheets. Leadership requires judgement and courage but most of all action. I have heard too many times someone say that they know someone is not exhibiting the right behavior BUT their numbers are great and so no significant action is taken.

Be the courageous leader. Don't be a "wuss".
Until Next Time,
Gail

STAYING CONNECTED

Today's post is about staying connected to people and to new ideas. Over the past two weeks, I have had conversations with several successful people about the challenge of maintaining their network of friends and colleagues. They all know the value of staying connected but the challenge is finding the available time.

Over the years, I have come to the conclusion that the most valuable assets we have in life is the relationships we develop with people and the experiences and knowledge we gain throughout our lives. These assets are ours for life. They are not dependant on the job we have, or more frequently in today's world, the job we do not have at the time. However, we have more and more demands made on our time so we have less and less available time. But remember, that our days still consist of 24 hours. We do not have less time, we just have less available time. So how do we make time for staying connected not only to people but to new, fresh, and different ideas?

Well, in my opinion the first step is to reevaluate your priorities. Are you spending your time on the things you value most? Mike does a great discussion in our workshops about treating your family as your number one client. That technique is really about aligning your priorities with your allocation of time. But after you have done that, it is also about find effective and efficient ways to use your time.

Let's start with staying connected to people. In the discussions I have had recently, I mentioned that just sending a quick email that states you were thinking about the person and hope they are doing well. To each person that I suggested this their response was, "I do not want to send such a trite email to anyone." My response, "So you think it is better to not contact them at all? How will they even know you are thinking of them?" A quick email or quick call is better then no contact at all. Remember, they are just as busy and pressed for time as you are, so quick is good. The second thing I would mention is that people remember the smallest kindness. Be nice and caring to everyone and it will come back to you when you least expect it.

Now let's talk about staying connected to ideas and creative thinking. There are so many ways to stay connected to world and business events today that I could not list them all. The trick though is to see out ideas and thoughts that are different than yours. Instead of selecting a news channel or newspaper columnist because you usually agree with them, choose one because you usually disagree with them. One of two things will happen. You may find that you agree with them on more than you originally thought or even if it confirms your suspicion that you will disagree, you will understand the oppositions point of view better and can better prepare yourself to successfully debate the issue. Your brain can handle an infinite amount of information. Allow yourself access to dissenting views, expand your horizons and make your own decisions. You will be wiser and a more interesting individual, which will assist with the first point of connecting with people.

Relationships are not only fun but are vital to your career success. Invest in yourself and make the effort to stay connected to people and to new ideas. Share with us your ideas on how to use your time efficiently and effectively to stay connected.

Until Next Time,
Gail

WOMEN IN POLITICS

Women now drive the global economy controlling $20 trillion in annual consumer spending is the conclusion in an article in this month's Harvard Business Review entitled The Female Economy.

That global economic power should also mean increased opportunities for women in business and politics when we begin to come out of this global recession. There is a survey being conducted by The Boston Consulting Group on what women want and early results of the survey can be viewed at http://womenspeakworldwide.com/.

Specifically, given the amount of government influence today and in the future around the world, women will need to hold a larger percentage of elected positions in order to have their voice and views influence legislation. In the USA, there is a group focused on helping women prepare for political office. Check out this website http://thewhitehouseproject.org/.

Finally, check out this Forbes article You Want To Run For Office. Now What? The article is the story of a woman with no previous interest in politics that made the decision to run and won a seat in her state assembly.

Do you agree that more women need to run for public office?

Great to be back at the blog the day after Labor Day! Until Next Time,
Gail

WELCH: "NO SUCH THING AS WORK-LIFE BALANCE

Once again, Jack Welch proves to be an expert at the blunt sound bite. He was a speaker at the Society for Human Resource Management and told them that women climbing the corporate ladder need to choose between taking time off to raise their children and reaching the corner office.

Read the article and of course there are those who agree and disagree with him. Unfortunately, there is not a transcript of his exact words. Some people interviewed agreed with him and others said that companies need to change to accommodate a diverse workforce.

Welch is quoted in the article as saying their are work-life choices and they have consequences. This is a true statement and men and women both make these choices all day long, every day. We all deal with these challenges differently and some do a better job than others. I have worked with men that worked crazy hours but whenever they were not out of town, they went home to have dinner and tuck the kids into bed, then they worked late into the night to make up the time. I have worked with others who came in after taking the kids to school. I do not have children, so I would work till I dropped during the week but look to get the weekends off. We all do it differently and we may not do it great.

It is important though to remember why we are doing "it" at all. Whatever your career goals, which may or may not be the corner office, remember that we work to live not live to work. Therefore, we all need to find the balance that works for us. I remember reading an interview that Jack Welch gave when he first retired. In the interview, he said that he was completely unprepared to stop working and it was very hard on him. Sounds like he had not found balance.

But let's get back to women and specifically having children. For the most part, I think companies and women have figured this all out and women are very successful even after taking maternity leaves. However, time off does have a price. In my experience, I have seen women achieve great positions but slower then they would have without extended periods of time off.

But, I do think the corner office is different. I believe that what Jack Welch said is often true when boards are selecting CEO candidates. I think women should be proactively educating boards and CEO search firms that select CEO candidates and look at career timelines. Timelines are meaningless. Results are what matters.

What are your thoughts and experinces? How do you achieve work-life balance?
Until Next Time,
Gail

LEADERSHIP: GETTING THINGS DONE BY PEOPLE

Leadership is about getting things done by people. Therefore, the "people issues" are a key element of leadership and why corporate cultures really matter. Mike posted on July 14 I Should Have Nurtured a Unified Culture which fits in nicely with this post.

I read an article in the WSJ How Buck Knives Decided to Move HQ. Interesting and quick read that highlights how easy it is to take the people and the culture for granted particularly if someone else built the business. Many acquisitions and reorganizations go wrong because there was not enough thought and effort put into the people issues and the culture they operate within.

But cultures also need to be maintained to stay healthy and vibrant. Hiring decisions, training programs, promotions, raises and internal processes all need to fit the culture you want to build and maintain in your organization.

Until Next Time,

Gail

FAIR AND UNBIASED RECRUITING AND PROMOTIONS

Every organization is striving to hire, promote and retain the best talent. You need to make sure that you achieve that goal in a fair and unbiased manner. There is an article in today's Wall Street Journal about a Supreme Court ruling regarding a landmark discrimination ruling on a lawsuit originating in the fire department in New Haven, Conn.


The author asserts that the job-test ruling will inspire some companies to consider broader use of exams but that others believe there is still too much uncertainty. The issue in this lawsuit was that when you use job testing you must make sure that the test itself is not biased. In this case the test was certified as not biased yet when only white firefighters passed the test the city concluded it must be biased and wanted to administer a test. The firefighters that passed the test sued and after many years the ruling was issued this week. The ruling was that the tests can not be biased or discriminate but if the test is not biased you can not tinker with the results to favor any one group over another group.


Promotion tests are much more common in the public-sector. However, many private- sector companies use a variety of tests and are now considering using promotion tests.


I feel strongly that leaders in the private-sector need to be careful using any test or metric exclusively to make decisions. Leadership judgement is an important element. If judgement were not necessary, excel spreadsheets could run businesses. Hmmm, maybe they would do a better job. Metrics and tests can be critical tools and often help to eliminate un-intentional bias. Leaders are human and therefore fallible. When we like or dislike someone, even when we are not intending to have a bias, we can give more slack to the employee we relate with better. Tests and metrics can help balance our own biases.


Overall, this case was very interesting and thought provoking. You may also like to read another article in the Wall Street Journal that provides more of the background.

Until Next Time,
Gail

IF WE WANT FUTURE WOMEN LEADERS, LET'S TEACH OUR DAUGHTERS MATH

There is an interesting article in Forbes Women How to Raise a Rich Daughter. The article covers the fact that women hold 43% of the investable wealth in America, only 10% of Asset Managers are women. There are many other statistics of how quickly females drop out of interest in math at the various education levels. Even if a woman does not become an asset manager, she will need math and some accounting knowledge to succeed in running a business.

So let's get our daughters, nieces, mentees and proteges focused on math! Maybe there is a business opportunity for someone here. The article highlights that most computer games with math as a basis are the "shoot em up" variety that appeals more to boys than girls. Maybe one of our readers will create a computer game based in math that appeals to girls.

Until Next Time,
Gail

MAKING A LIVING WITH MAGGIE

Mike and I were guests on Making a Living with Maggie on Martha Stewart Living Radio Sirius 112 and XM 157, yesterday. It was a great experience! Maggie Mistal hosts the show and she made it very natural and conversational. We discussed our book, Excuse Me, Aren't You in Charge? and our views on leadership. We gave some examples from the book and highlighted a few key points such as always thinking, speaking, and acting like a leader in everything you do; leaders walk through the fear to get things done; and leadership is not about the leader but about motivating and inspiring others to achieve more then they thought possible; and much more.

We would like to thank Maggie for the opportunity to talk about the book, given that all net proceeds from the book go to our two charities.

Maggie Mistal hosts the show and is a certified career coach with the training, tools, and resources to help people find or create their ideal career. In addition to hosting Making a Living with Maggie, she also appears on Living Today and Morning Living and has appeared several times on CNN. To learn more, go to maggiemistal.com.

If any of you were able to catch the show, feel free to share your thoughts.
Until Next Time,
Gail

EXECUTIVE COMPENSATION

Clearly, changes need to be made to executive compensation. I found an interesting article in the Harvard Business Review referring to the fact that it is not necessarily a question of how much ( which really is a question for individual boards to decide) but rather a question of how (the structure). I completely agree that the larger debate should be on the how not the how much.



As it relates to the how or the process, I have a few long held beliefs on this subject. It should be tied to long term value creation or destruction; we should recognize what the person inherited which could be good or bad; and we should remember that no one is as dumb as it seems when things go wrong nor as smart as they seem when things go right since they are operating in a larger market, which is why I have always favored some factoring, but not entirely, of how the company performed relative to its peers. So while I have been clear on this my struggle has been on the how. Particularly the long term value question.



I found this article in the Harvard Business Review linked to the original one that I found thought provoking. The article is entitled How to Tie Equity Pay to Long Term Performance.
I hope you find it thought provoking and if so, let us hear from you on your reaction and your ideas.
Let's start a dialogue!
Until Next Time,
Gail

BUSINESS PROPOSALS

There is a nice short article in the WSJ entitled Why Business Plans Do Not Deliver. The writer is discussing the types of plans written when you are seeking investors in a business. However, it struck me that the points are relevant for any business proposal. This could be an internal initiative you want to get funded within your company or a proposal to a client. His arguments could even be applied when presenting your annual budget for approval.

He asserts, and I agree, that there are three things needed in a successful plan. Simply state the situation or problem, give the facts and evidence, and then candidly state the risks and how you plan to mitigate the risks. I would add that you should always think first about what is in it for the reader and what will give them the most concern. Most of these plans are written from the perspective of the writer not the reader.

He also summarizes his views on the fatal flaws in many plans. It is a good and quick read. Enjoy.
Until Next Time,
Gail