How To Be A Fierce Competitor: What Winning Companies And Great Managers Do In ToughTimes

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Economic downturns separate the winning companies from the struggling. And as best-selling author Jeffrey J. Fox shows, tough times also give solid companies, strong managers, and potential rainmakers the opportunity to seize market share. In this eminently readable, practical resource for business leaders and managers, Fox explains exactly how the savvy few who rise to the top stay focused and alert, get new market share, hire good recently fired talent, increase investments into customer service, speed innovation, train all customer facing people, make acquisitions, get rid of underperformers, build brand names, pay for measurable performance, and lots more.

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Jeffrey Fox 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. Table of Contents Preface. Acknowledgments. The Fierce Competitor Company. Bad Times Are Good Times. Hustle. Hustle. Hustle. Leadership Is Not Pushership. The Difference Between Leaders and Managers. Know Your Company's Raison d'Etre. Manage As You Would Invest. I Visit Customers in Stores. Always Answer the Phone. Pile Up Cash. Be Ever Fearful. Show Fearlessness. Play What If? Games. Leadership Is Full Disclosure. Get a Kitchen Cabinet. Always Have a Plan. Stay Off Magazine Covers. I Never Made a Dime Talking. Never Take Your Hand off the Tiller. Control or Roll. Get Out of the Office. Walk Around the Company. Never Forget the Third Shift. Be Obsessive About Execution. Get Rid of Executive Parking Spaces. Fight Unionization. People Are Not the Most Important Asset. Nurture Those You Hire and Acquire. Prune All Deadwood. Bulldoze All Silos. Broom Out All Bureaucracy. Scoop Up Newly Available Talent. Forget About Pedigrees. Pay for Performance, Not for Activities. Continuously Rip Out, Tear Out Bad Costs. The Do and Don't Cut List. Forget Monthly Reports. No Money, No Meeting. Be Fanatical About Selling. Don't Fire Sales People. Hire Fiercely Competitive Sales People. Banish All Selling Thieves. Always Conduct Daily Sales Meetings. The Big Opportunity. Never Cancel Batting Practice. Double the Training Budget. Love that Cranky, Fickle, Demanding Customer. Fire the Strategic Customer. Customer Service Is a Survival Strategy. Worship at the Altar of Quality. Get Rid of Mr. Ought-To-Be. Always Leave Flowers, Floor Mats, and Footprints. Don't Cut Prices. You Are Neveron Vacation. Lock, Load, and Launch. Sue the Blankety-Blanks. Welcome Serendipity. Go Green! Be a Master Gardener. Summary: Characteristics of the Fierce Competitor Companies. About the Author.