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How to Be a Fierce Competitor: What Winning Companies and Great Managers Do in Tough Times
Jeffrey J. Fox

Retail Price: $19.95
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Format: Paperback, 176pp.
ISBN: 9781119116523
Publisher: Jossey-Bass
Pub. Date: March 15, 2010

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Item No: 9781119116523

Description and Reviews
From The Publisher:

From best-selling author Jeffrey J. Fox, how the savvy see opportunity and capitalize on it

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.
  • Offers a down-to-earth guide for weathering tough times
  • Written in an engaging and accessible style that the author is noted for
  • Contains 50 short, pithy chapters with actionable items
Potential rainmakers, CEOS, marketing superstars, and great bosses have long turned to Jeffrey J. Fox for advice. Now he shows exactly what to do to weather any climate.

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About the Author

Jeffrey J. Fox, an MBA graduate from Harvard Business School, is the founder of Fox & Co., Inc., a premier marketing consulting firm serving over sixty industries. Mr. Fox has held senior executive positions at a number of companies, including Pillsbury and Heublein, Inc., and has been featured in the Wall Street Journal, Business Marketing, and numerous other publications. He lives and works outside Hartford, Connecticut.

Table of Contents



1 The Fierce Competitor Company.

2 Bad Times Are Good Times.

3 Hustle. Hustle. Hustle.

4 Leadership Is Not “Pushership”.

5 The Difference Between Leaders and Managers.

6 Know Your Company's Raison d'Etre.

7 Manage As You Would Invest.

8 “I Visit Customers in Stores”.

9 Always Answer the Phone.

10 Pile Up Cash.

11 Be Ever Fearful.

12 Show Fearlessness.

13 Play “What If?” Games.

14 Leadership Is Full Disclosure.

15 Get a Kitchen Cabinet.

16 Always Have a Plan.

17 Stay Off Magazine Covers.

18 “I Never Made a Dime Talking”.

19 Never Take Your Hand off the Tiller.

20 Control or Roll.

21 Get Out of the Office.

22 Walk Around the Company.

23 Never Forget the Third Shift.

24 Be Obsessive About Execution.

25 Get Rid of Executive Parking Spaces.

26 Fight Unionization.

27 People Are Not the Most Important Asset.

28 Nurture Those You Hire and Acquire.

29 Prune All Deadwood.

30 Bulldoze All Silos.

31 Broom Out All Bureaucracy.

32 Scoop Up Newly Available Talent.

33 Forget About Pedigrees.

34 Pay for Performance, Not for Activities.

35 Continuously Rip Out, Tear Out Bad Costs.

36 The Do and Don’t Cut List.

37 Forget Monthly Reports.

38 No Money, No Meeting.

39 Be Fanatical About Selling.

40 Don't Fire Sales People.

41 Hire Fiercely Competitive Sales People.

42 Banish All Selling Thieves.

43 Always Conduct Daily Sales Meetings.

44 The Big Opportunity.

45 Never Cancel Batting Practice.

46 Double the Training Budget.

47 Love that Cranky, Fickle, Demanding Customer.

48 Fire the “Strategic Customer”.

49 Customer Service Is a Survival Strategy.

50 Worship at the Altar of Quality.

51 Get Rid of “Mr. Ought-To-Be”.

52 Always Leave Flowers, Floor Mats, and Footprints.

53 Don't Cut Prices.

54 You Are Never on Vacation.

55 Lock, Load, and Launch.

56 Sue the Blankety-Blanks.

57 Welcome Serendipity.

58 Go Green!

59 Be a Master Gardener.

60 Summary: Characteristics of the Fierce Competitor Companies.

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