CEO Priorities

Master the Art of Surviving at the Top

Neil Giarratana

• Publisher: Career Press
• Year: 2010
• Print ISBN: 9781601631268
• eBook ISBN: 9781601637239
• Topic: Negocios y empresa
• Subtopic: Gestión

CEO Priorities provides direct, specific, and valuable real-world advice and insights for CEOs and aspiring CEOs or executives, supported by relevant stories couched in humor and irony.

Neil Giarratana takes you inside the CEO's office and lays out a top executive's priorities—get these right...or else! He covers the key areas that must be handled well and with smarts, and explains in detail how to do it. Weaving in examples from his 30-plus years of experience, Giarratana packs CEO Priorities full of fascinating, surprising, and always relevant information.

You'll learn what you need to know about the critical areas of concern or activity for a CEO, any one of which could mean the difference between success and failure, plus targeted advice to help you:

• End divisive office politics
• Fast-track new product development
• Handle a bad quarter
• Forecast earnings without being foolish
• Employ moral responsibility as a competitive advantage
• Avoid the dark side of passion
• Successfully effect changes in company culture
• Introduce a new business model

Everything of major significance you'll have to face as a CEO is identified and analyzed in this important new title.

Chapter 1

TAKING ANY ROAD WILL NOT GET YOU THERE

Four critical areas of responsibility take on a character of urgency and practical value when you become the chief executive of a company. These include the establishment of core values, mission statement, a forward strategy, and expression of a vision for the company. If you want to become a successful CEO, you will need to gain not only a mastery of these components, but also communicate their contents effectively to the company’s key constituencies, that is, shareholders, board, employees, customers, and vendors. I am going to take you straight to them and talk about some of their most important facets in the cold terms of daily corporate operations.

BUSINESS PHILOSOPHY: SOCRATES IS NOT AVAILABLE RIGHT NOW

There is nothing subtle about this situation in which you find yourself. Your character is well-known to everyone concerned with who put you in your current position and who has a collegial relationship with you. You have always known exactly where your personal business philosophy belongs: front and center. When you are true to yourself and your principles, others, through the force of your purpose and your personality, also know it implicitly and explicitly.

Most serious companies today have a mission statement to describe what the company stands for and what its purpose is. At times, these mission statements are somewhat too grandiose with their expressions of “being the most successful computer company” or vague references to “creating value.” Whatever you think about these language exercises, any serious mission statement will also incorporate the core business values the company intends to follow in executing its strategy. This is where your own set of values and your company’s philosophy should match up. The core business values function as the company business philosophy. Examine several of the statements of well-known companies with serious core value intentions incorporated into their business philosophies:

• “The high ethical standards represented in these values are expected from employees at every level of our organization.”

• “Our business philosophy contains guiding values which are a very real and visible part of our company culture.”

• “Our company is customer-focused and responsive to change, balanced by a clear understanding that value and quality guide our decision-making.”

• “We take responsibility for our actions. We continually evaluate our business processes to support a user-friendly environment that improves customer and employee satisfaction.”

• “We conduct our business with integrity.”

How many times have you heard a top executive intone: “As long as I am CEO or responsible for this company, this is the way we will conduct ourselves. My successor can do it the way he wants, but as long as I am here, this is policy.” It’s king-like, but you get the basic point about the key role of the CEO’s philosophy in the company. It counts a great deal. It drives the functioning of and respect for the core operating values of your company.

You may find when you move into your new position that a business philosophy for the company already exists. You probably wouldn’t have joined the company if its expressed values and purposes conflicted with yours. Should you feel that there are discrepancies in the philosophy or that parts of the philosophy need upgrading, then this will be a priority task for you to address. Your actions will be seen by most of your employees, customers, and vendors as commendable and on-target as long as they seem constructive. But it is still not an easy task to infuse new thinking or philosophy into all corners of the company. How often have you seen employees in the lunch line stop to read the mission statement posted on the notice board in the cafeteria?

Often, philosophical descriptions of personally held or companypropagated beliefs and values will have a nebulous character, which often makes it difficult for employees to embrace them. They will raise questions such as, “What do they mean by that?” or, “What am I actually supposed to do here when I am supposed to be fair/have pride/be morally responsible?” or, “What do these things mean for me in my daily work and life?”

Take, for example, fairness to employees and customers. How do you personally demonstrate your adherence to that value? You may do it by defining what you consider to be a fair agreement in which both parties profit from one specific end result. But do your employees understand what the word fair means for them and their work, even when confronted with your continued fair conduct? Ask 10 people to define, in writing, the word fair when it comes to business, and you will get 10 different answers. Even if you are able to find a definition everyone understands and accepts, you still have the challenge of measuring how much that definition of fairness is actually being practiced in your company daily.

What about integrity? How do people in your company define it? You believe you have integrity and hope that your company conducts its business with integrity. You have been involved in putting into the business philosophy statement that the company must, without exception, act and conduct itself with integrity. But how do you intend to make this word the living mantra of the company and not just a concept with no vitality?

In viewing companies operating with successful business philosophies, it is very clear to me that the employees themselves play a central role in determining whether there is widespread respect for, and practice of the company’s business values and purpose. The key to their thinking in this fashion is knowing, not just surmising, that they are valued and respected as important contributors to company success. They also need to have the opportunity to participate in those company successes through genuine financial reward and recognition of their efforts. If you, the stakeholders, and top management continually underline the fact that your company is successful because it has consistently put both its people and its core business values and beliefs front and center, you will notice that your employees will also work toward making sure their colleagues continue to practice those values.

Encouraging this kind of belief and conviction in your employees represents one of the highest priorities you have as CEO. You should use your annual performance reviews, internal communications, company training, and orientation sessions to showcase the importance of the company’s business philosophy. Your constant attention to fostering belief in your company’s core business values will help engender an important prerequisite for a serious and successful practice of the company’s business philosophy. Never forget that it takes years to build a good name and reputation, but that those coveted attributes can be destroyed by a single major lapse in company conduct.

While the employees play a critical and central role in the widespread respect for and the practice of the company’s business values and purpose, it always comes back to you. You are the other equally important factor. It is you and the leadership you offer as CEO, the behavior you inspire and expect, and the values you share that are key driving forces for the acceptance and implementation of the business philosophy of your company. You are the one “riding shotgun” on your company and the conduct of its business.

• If you are proud of what the company has done, then say so. Put pride into practice.

• If you believe that constructive criticism belongs in the mix of any discussion within the company, then make sure your door is open to constructive criticism.

• If you believe that everyone should have a chance to participate in the success of the company, then establish ways to achieve this (everybody contributes, everybody benefits).

• If you believe everything can and should be open to discussion in your organization, then you can, without regret, abandon decisions of the past which are no longer relevant for the future.

Harsh statements designed to promote your corporate philosophy will likely only alienate people. Watching you provide value as you tie customers and their loyalty to the company by conducting yourself within the scope of those core values and principles will convince people to apply these values in their daily work. Fairness and balance in solving internal personnel or operational problems will convince them. Talking with pride about the workmanship involved in the production of your products will convince them. Emphasizing the policy of your organization to constantly improve the quality of your products will convince them. Voicing disapproval when deviations from the core values of your company surface will convince them. Making the required tough decisions, including direct and timely employee removal from the company, to ensure the continued integrity of the company philosophy, will convince them.

In summary, there are two essential factors in cementing acceptance and practice of your company’s business philosophy:

1. Leading by example and setting the tone in the company by living the principles and core values set down in the company business philosophy.

2. Creating a positive we-are-valuable-assets-of-the-company attitude among your company managers and employees toward the company and its business value goals.

To illustrate how important these two factors are, examine their contribution from the opposite side of the equation. In this negative example, it would not be called leading by example, but destroying by example. Anyone watching such conduct would see someone sending the wrong message. Do you believe that people are there just to do their jobs, and that you and your managers should manage by exception (only become active when there are operational problems on the table)? Do you believe that negativism, including the use of words like stupid to describe employee performance, is the right way to foster a positive attitude about the company and its principles? Do you believe that concepts such as pride, integrity, or innovation require no further comment or support on your part?

If you want your employees to consistently orient themselves to proactive conduct, and respond to it with matching strength, then remember this: You not only set the standard, you are the standard.

VISIONARY GOALS: WHAT YOU THINK YOU SEE IS MOST LIKELY NOT WHAT YOU WILL GET

You want to be special. You want to make a special contribution. You want your company to aspire to making a meaningful contribution to the world.

Some believe that a company without a visionary goal is a company without a purpose. Others will criticize the fact that, if they don’t hear people in the company talking about ”the vision,” then this can only mean they are dealing with a company without a soul.

A visionary goal is not necessarily a conditio sine qua non (absolute essential) for business success. Years ago, one of this country’s most successful executives, Louis Gerstner of IBM, was asked what he was going to do about redirecting, and thereby perhaps salvaging his new company’s fortunes. Included in that question was a reference to what kind of a visionary goal he would favor for the company. The business community waited with bated breath. He smartly refused to be drawn into a debate about vision and the questions accompanying such a debate. Instead, he neutralized the issue by concentrating on the more substantive matters: identifying the means and measures necessary to extract the company from its stagnating and somewhat directionless situation. A vision or lack of vision wouldn’t have made one iota of difference in whether this company survived. What this executive taught the business world is the fact that there are times when visionary goals are important, and there are times when they can be counter-productive or just downright untimely.

Visionary goals can be positive motivators for your people and the company, but they can also represent danger or the presence of misguided motivation. The stretch needed to achieve that vision with its perceived lack of credibility and attainability may be too much for many and therefore cause more confusion than good. Other employees, however, can’t imagine working in a company without there being a dream or vision of what their company should be striving to reach. They respond to the articulation of that vision; it helps them talk about it and actively dream about and work toward the company achieving it. They are the people who are similar to the last of three groups of workers who were questioned while working on a church construction site. When asked what they were doing there, the first group answered that they were carrying dirt in a wheelbarrow from point A to point B. To the same question, a second group answered that they were involved in putting up a solid building with stone and mortar. The last group offered the definitely more inspirational response: They were building a House of God.

There are companies that suffer under the yoke of a vision that is anything but realistic. It’s something that consists almost entirely of dream dust. The discrepancies between the reality of the company’s abilities and goals and the vision make the goal statements a farce. In contrast, a genuine visionary goal is a compelling mix of realistic, long-term, strategic goal sprinkled with enough dream dust to make it a viable objective worthy of extra effort and dedication. A visionary goal:

• Can capture the positive long-term effects that your products and company should make to and on your market(s).

• Can be founded upon what the company position should be in the competitive market at some point in the future.

• Caan be based on the contribution your company wants to make to the strength of the country and its position in the world.

• Can reference the quality and uniqueness of your products and their continued value to the customer.

With these thoughts in mind, you can certainly create a visionary goal for your company. However, in order to make your work in this regard meaningful, you are going to need a very clear view, not only of your company’s potential, but also of its limits. Be careful! It is very easy to blow it right here. In addition to ensuring that the time period allotted to reach the visionary goal is appropriate, confirm that the goal itself is feasible and does not involve you or the company in constant, on-going extreme efforts to make “it” happen. Here are the most important points to consider when you commence work on your visionary goal:

• It must contain a realistic appraisal (by you and your people) of the company’s current and potential abilities, as well as your corporate culture.

• It must include an in-depth analysis of the relevant critical success factors you will need to shape the future course of your business positively.

• It must include a sound and focused plan of implementation, a strategic plan, containing specific and measurable actions to be taken in order to reach the goal. Make the SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) the basis and beginning point for your plan’s creation.

There is an additional message here: Don’t redline your company’s and your people’s abilities to reach the visionary goal you have chosen. Instead, dream the dream, but stay real. Contrast in this regard two visionary statements from two totally different companies. Google’s powerful visionary goal is only nine words long: “To facilitate access to information for the entire world.” This kind of goal represents an ongoing vision to provide the world with an ever-growing amount of information. It is a dream, but a realistic one, because the company is moving closer to that objective. Its overall company strategy is focused intently on this goal. Compare that to the “visionary” goal of another company: “To be the nation’s highest quality and most successful health care enterprise by 2010.” This visionary goal was valid as of the middle of 2009 at a time when this company wasn’t even on the Top 20 list of U.S. News and World Report’s listing of top U.S. hospitals. No realistic vision or dream here; therefore no need for a reality check.

There is nothing wrong with pushing hard at the limits of what currently characterizes your organization in terms of market position, internal capabilities and talent, and positive drive. This is part of your job. But just like people, companies need breathing room in order to develop properly. Excessive and constant nudging of people to push hard toward an unrealistic visionary goal isn’t going to do it. It’s particularly hard to swallow when you have created a visionary goal for your company that you believe will not only benefit the stakeholders’ position, but also society at large. Just don’t forget to ascertain how you are going to get the company to climb the huge mountain that exists between its present position and its visionary goal.

Keeping your passion in check is part of ensuring that that goal remains realistic and doesn’t become counter-productive. However, once your vision, as well as the strategic plans necessary to achieve it, have been clearly defined and accepted, it is perfectly legitimate for you to do what is necessary to continue to make that vision credible and real for your employees. You will want to continue selectively referring to it in your discussions with company personnel or with the board. You will want to write about it in the annual report, talk about it in interviews, and refer to it at times at the beginning of one of your speeches. It is a priority job for you to ensure that that the visionary goal remains credible and achievable in the eyes of your people.

Dreams and companies do go together. In rough times, visionary goals can b...

Table of contents

• Praise
• Title Page
• Copyright Page
• Table of Contents
• Dedication
• Introduction
• Chapter 1 - TAKING ANY ROAD WILL NOT GET YOU THERE
• Chapter 2 - YOU SELL SOMETHING—SO GET IT RIGHT
• Chapter 3 - YOU ARE THE IN-HOUSE VALUE PROPOSITION
• Chapter 4 - EARNING YOUR EFFECTIVE LEADER MERIT BADGE
• Chapter 5 - SPEED BUMPS
• Chapter 6 - DIFFICULT SITUATIONS, DIFFICULT CHOICES
• Chapter 7 - YOUR PEOPLE—THE SOUL AND SOLE POWER OF THE COMPANY
• Chapter 8 - ASSUMPTIONS—JUST THAT AND NOT MUCH MORE
• Chapter 9 - ANTICIPATING, MITIGATING, AND AVOIDING OPERATIONAL MELTDOWN
• CONCLUSION
• ABOUT THE AUTHOR