Manage to Win

"Throughout the growth phase of a company, managers need to be able to keep changing gears, sometimes from one hour to the nextÉ the managers who learn to enjoy those gear changes are the managers who thrive. Manage to Win is perfectly positioned to help managers to do just that, to prepare them for the disruptive changes that come with growth, and to give them the tools to manage those changes successfully. Norton Paley's premise is right on target."

Paul Lee, (Former) CEO, BBC America

"Norton Paley has once again captured the essence of winning management strategies. He's taken a complex set of concepts and refined them down to an easy-to-understand guidebook for today's busy manager. Norton's plain English, common sense approach to managing in today's ever-changing markets removes all of the pitfalls a manager would normally face without this wonderful insight. This book is a 'must have' for any manager intent on success."

Edward J. Fred, CEO and President CPI Aerostructures, Inc.

Leading an enterprise can be both exhilarating and terrifying, whether it's a Fortune 500 corporation, an organic iced tea company, or the corner deli. Norton Paley's insights on anticipating and outflanking the competition could prove invaluable to a manager facing key decisions."

Seth Goldman, CEO and President, Honest Tea, #117 on Inc. Magazine's 500 Fastest Growing Private Companies

"Norton Paley has written a book extremely relevant for today's modern leader. He couples new age business examples with time-proven theory, tactics and strategies to give a clear blueprint for success in an ever-changing world."

Warren D. Krug, Vice President, Emerging Commercial Markets Group, Washington Mutual Bank

Introduction
Winning Actions of Managers
Chapter Outline

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

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
Summary

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
Summary

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

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

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
Summary


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

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
Summary

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
Summary

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

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
Summary

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

CONCLUSION
Looking Ahead As You Manage To Win

Appendix
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

Norton Paley

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.