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How to Be a Fierce Competitor


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Table of Contents

Preface. Acknowledgments. 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 CompetitorCompanies. About the Author.


Fox ( How to Become a Rainmaker) explores the best practicesof fierce competitors and how they gain market share, seizeopportunity, and win when the stakes are the highest. With multiplebulleted lists of key action items, he swiftly covers a wide arrayof timely topics, including why bad times are actually good times,the benefits of piling up cash in tough times, and being cautiouswhile showing fearlessness. He also encourages executives to playrelevant what if games, always have a plan, stay offmagazine covers, and be obsessive about execution. Of particularvalue are the sections on employee relations, which offercounterintuitive actions that reap big rewards on reservedexecutive parking spots, unionization, nurturing those hired andacquired, pruning dead wood, and cutting out all bureaucracy. Thisconcise book will give motivated managers and executives theguidance they need to successfully bring their organizations to thenext level. (Mar.) ( Publishers Weekly, January 25,2010) "The new book is comprised of 60 Chapters. You could read it ina sitting, or more likely, a flight from New York to Chicago. Andas with every Jeff Fox book and every Jeff Fox page, you might wishit was printed on only one side of each page, so you could take theentire book apart and paste the pages all over your office and evenyour bathroom. This is stuff you want to remember and use and sharewith your colleagues every day, because there is no way you canfollow Fox's advice and not succeed in business and in life." Huffington Post, March 12, 2010-03-24 "This concise book will give motivated managers and executivesthe guidance they need to successfully bring their organizations tothe next level." Publishers Weekly, January 1, 2010

Best-selling author and marketing consultant Fox (, whose previous book, Rain: What a Paperboy Learned About Business (2009), is also available from Brilliance Audio, presents a business devotional comprised of 60 brief motivational chapters full of management- and business-related wisdom. The book, which Fox effectively narrates, contains little new content, but listeners will find themselves nodding in agreement with his insights and sometimes counterintuitive strategies, many in the form of gardening or sports metaphors. Reminders like "always answer the phone" and "never cancel batting practice" will inspire them anew with each successive listen. Recommended for both seasoned business veterans (as a refresher) and recent business school graduates (as indoctrination).-M. Gail Preslar, Eastman Chemical Co. Business Lib., Kingsport, TN Copyright 2010 Reed Business Information.

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