Manage to Win: Revitalize Your Business, Wrong-Foot Your Competition

Manage to Win: Revitalize Your Business, Wrong-Foot Your Competition

by Norton Paley


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Learn how to reshape and reposition your company to meet tougher challenges and competitors, when to confront and when to retreat, how to assess risk and opportunity and how to move to seize opportunities and knock-out the competition.

Real-life case-studies and examples throughout the text. Extensive appendix of practical guidelines, numerous management tools and usable checklists.

As the challenges facing you become tougher, the key to survival and success is to learn how to reshape and reposition your company. Norton Paley’s new book sets out clear strategies for re-defining your company’s strengths and wrong-footing your competitors. Using real-life case-studies and examples, he shows you how to assess risks and seize opportunities and–most critical of all–how to knock out the competition.

Product Details

ISBN-13: 9781854183958
Publisher: Thorogood
Publication date: 04/28/2005
Pages: 438
Product dimensions: 6.25(w) x 9.25(h) x 1.21(d)

About the Author

Norton Paley has had over twenty years' experience in general and marketing management and product development in major US corporations and has lectured extensively to managers and engineers in companies throughout the world, including American Express, Hoechst-Celenese, IBM, Chrysler and Ciba Geigy. He is the author of four successful books on marketing and a featured columnist in The Management Review and Sales and Marketing Management.

Table of Contents

Winning Actions of Managers
Chapter Outline

ONE: Revitalize Your Strategies/Reinvent Your Managerial Skills
Market Classifications
The Psychology of Applying Strategies and Tactics

TWO: Estimate Your Chances For Success
A 5-Step Process to Estimate Your Chances of Success
Corporate Culture
Business Intelligence
Data Mining
The World Wide Web and the Information Revolution
Knowledge Management

THREE: Act With Speed And Decisiveness
Using Speed as a Strategy
Managing an Organization
Organizing for Speed and Quick Reaction
Applying Cultural Diversity

FOUR: Develop Offensive Strategies: Your Defining Moment As A Manager
Seven Applications to Enhance Your Management and Strategy Skills
Selecting a Market Segment
Using Field Ethnography to Select a Market Segment

FIVE: Energize Your Company’s Potential – Develop Invincibility
Areas of Vulnerability and Invincibility
Business Ethics and Invincibility
Manage, Control and Deploy Resources

SIX: Create An Ongoing Momentum Among Your Employees – The Possibilities Are Limitless
The Planning Process
Energizing Your Company
Developing Opportunities
Global Business

SEVEN: Strategies To Activate Profitable Growth
Positioning a Product
The Power of the Indirect Approach
Competitive Intelligence
Developing a Competitive Intelligence System
Competitive Intelligence Applications

EIGHT: Lead By Making Strategic Maneuvers
Maneuver – Turning Misfortune to Advantage
What, then, is Behind this Leadership Trait Called Heart?
Psychological Dimensions of Leadership

NINE: Manage By Harnessing The Full Potential Of Your People
Orienting Front-Line Personnel With a Strategic Mindset
Responding to Opportunities
Determining Your State of Readiness
Applying Information Technology

TEN: Lead By Signs, Signals And Movements
Techniques to Uncover Signs, Signals and Movements
Techniques to Guide Movements into Four Types of Markets
Interpreting Signs, Signals and Movements

ELEVEN: Manage By Understanding The Nature Of Markets
Competitive Strategies for Six Types of Markets
Leadership and Personnel Relationships

TWELVE: Lead By Employing Agents – The Manager’s Lifeline To Successful Performance
Guidelines to Employing Agents
How Competitive Secrets Leak Out
Getting Employees to Talk
Intelligence and the Law

THIRTEEN: Implementing Tactics: The Hands-On Test Of Leadership
Sales Promotion
Sales Force
The Internet

Looking Ahead As You Manage To Win

Duties and Responsibilities of a Cross-Functional Team
The Strategic Business Plan Forms and Guidelines
Section 1: Strategic Direction
Section 2: Objectives and Goals
Section 3: Growth Strategies
Section 4: Business Portfolio Plan
Tactical Section
Section 5: Situation Analysis
Section 6: Opportunities
Section 7: Tactical Objectives
Section 8: Tactics and Action Plans
Section 9: Financial Controls and Budgets
General Electric Business Screen
Product Life Cycle

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