Very engaging book by Gerstner on his amazing turnaround of IBM. What really struck me was his amazing use of language and ability to predict/guess what the future held! Many other organisations could benefit from the approach Gerstner took particularly his relentless communication to all parts of IBM and his no nonsense, common-sense approach.
Key points:
- Constant communication: must meet everyone face-to-face
- Importance of language
- Everything must be driven from the customer’s viewpoint
- Don’t fool yourself/don’t believe your own bullshit
- Sell/cut all the stuff that doesn’t fit your strategy and isn’t profitable
- Work on reality
- People do what you inspect, not what you expect
- Must respond to marketplace -> think about competitors. Don’t concentrate on internal factors
- Getting the right culture is the game: get the right behaviours
- Compensations structure must be based on the performance of the company
- Don’t go for ‘excellence in everything we do’ -> go for good enough
- Strategies are everywhere! It’s execution that’s the hard and important part
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