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

How to Be a Fierce Competitor: What Winning Companies and Great Managers Do in Tough Times [Kindle Edition]

Jeffrey J. Fox
5.0 out of 5 stars  See all reviews (1 customer review)

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Product Description

Review

Fox ( How to Become a Rainmaker ) explores the best practices of fierce competitors and how they gain market share, seize opportunity, and win when the stakes are the highest. With multiple bulleted lists of key action items, he swiftly covers a wide array of timely topics, including why bad times are actually good times, the benefits of piling up cash in tough times, and being cautious while showing fearlessness. He also encourages executives to play relevant “what if” games, always have a plan, stay off magazine covers, and be obsessive about execution. Of particular value are the sections on employee relations, which offer counterintuitive actions that reap big rewards on reserved executive parking spots, unionization, nurturing those hired and acquired, pruning dead wood, and cutting out all bureaucracy. This concise book will give motivated managers and executives the guidance they need to successfully bring their organizations to the next level. (Mar.) ( Publishers Weekly , January 25, 2010) "The new book is comprised of 60 Chapters. You could read it in a sitting, or more likely, a flight from New York to Chicago. And as with every Jeff Fox book and every Jeff Fox page, you might wish it was printed on only one side of each page, so you could take the entire book apart and paste the pages all over your office and even your bathroom. This is stuff you want to remember and use and share with your colleagues every day, because there is no way you can follow 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 executives the guidance they need to successfully bring their organizations to the next level." —Publishers Weekly, January 1, 2010

Product Description

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.

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.


Product details

  • Format: Kindle Edition
  • File Size: 219 KB
  • Print Length: 177 pages
  • Page Numbers Source ISBN: 0470408545
  • Publisher: Jossey-Bass; 1 edition (2 Feb 2010)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B003774XEW
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Not Enabled
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: #963,935 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars "Champions get up when they can't." Jack Dempsey 27 April 2010
By Robert Morris TOP 500 REVIEWER
Format:Hardcover
Apparently Jeffrey Fox agrees with Susan Scott (author of Fierce Conversations and then Fierce Leadership) that the word "fierce" has positive as well as negative synonyms, such as robust, intense, strong, powerful, passionate, eager, unbridled, uncurbed, and untamed. It is important to add that, for both Scott and Fox, fierce competitors are highly-principled, play by the rules, welcome challenges, follow what Bill George characterizes as their "True North," embrace opportunities, and consider it a privilege to serve those entrusted to their care, especially customers. According to Fox, fierce organizations are defined by key people - at all levels and in all areas -- who enable their companies to compete fiercely but with principles for sales, profits, market share, and especially talent at a time when competition for them is greater than ever before.

Here are mosaics of brief excerpts to suggest the thrust of Fox's crisp thinking and the flavor of his lively writing style.

On Competitive Companies: "These companies are ethical, honest, compliant with regulations, and model citizens. They are sometimes feared and always watched by their competitors. They are loved by their customers. They are easy to do business with, but they never take it easy...The savvy, smart, well-led companies see bad times as a good time to gain market share, to out-fox the competition...aggressively pursue underserved customers, market to brand-indifferent customers and work mightily to make them brand-loyal, go after other companies' dissatisfied, angry customers, buy under-priced hard assets, build capacity, hire newly available human talent, and acquire product licenses, anxious good suppliers, undermarketed products, new wholesalers and distributors, and core relevant acquisitions.
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Amazon.com: 4.2 out of 5 stars  11 reviews
3 of 3 people found the following review helpful
5.0 out of 5 stars How to be successful 26 Aug 2010
By Taylor Ellwood - Published on Amazon.com
Format:Hardcover
This is a very relevant book to read in a time of economic recession, but its also a book I would recommend reading even during a time of economic boom. The author spells out in clear cut terms what activities and behaviors work to make a business a fierce competitor and more importantly a successful business. I like the use of stories, but I also like the author's bluntness. The book is easy to read and to the point, but you will learn a lot in each chapter you read.
2 of 2 people found the following review helpful
5.0 out of 5 stars "Champions get up when they can't." Jack Dempsey 15 Mar 2010
By Robert Morris - Published on Amazon.com
Format:Hardcover
Apparently Jeffrey Fox agrees with Susan Scott (author of Fierce Conversations and then Fierce Leadership) that the word "fierce" has positive as well as negative synonyms, such as robust, intense, strong, powerful, passionate, eager, unbridled, uncurbed, and untamed. It is important to add that, for both Scott and Fox, fierce competitors are highly-principled, play by the rules, welcome challenges, follow what Bill George characterizes as their "True North," embrace opportunities, and consider it a privilege to serve those entrusted to their care, especially customers. According to Fox, fierce organizations are defined by key people - at all levels and in all areas -- who enable their companies to compete fiercely but with principles for sales, profits, market share, and especially talent at a time when competition for them is greater than ever before.

Here are mosaics of brief excerpts to suggest the thrust of Fox's crisp thinking and the flavor of his lively writing style.

On Competitive Companies: "These companies are ethical, honest, compliant with regulations, and model citizens. They are sometimes feared and always watched by their competitors. They are loved by their customers. They are easy to do business with, but they never take it easy...The savvy, smart, well-led companies see bad times as a good time to gain market share, to out-fox the competition...aggressively pursue underserved customers, market to brand-indifferent customers and work mightily to make them brand-loyal, go after other companies' dissatisfied, angry customers, buy under-priced hard assets, build capacity, hire newly available human talent, and acquire product licenses, anxious good suppliers, undermarketed products, new wholesalers and distributors, and core relevant acquisitions."

It is no coincidence that most of the companies that are annually ranked by Fortune magazine among the most admired and best to work for are also among those annually ranked by Fortune among those most profitable and having the greatest cap value.

In several of his previously published books (notably How to Become a Rainmaker and Secrets of Great Rainmakers), Fox duly acknowledges the nature and extent of difficulty that aspiring rainmakers experience when attempting to end a "drought" of sales and profits. Those who aspire to become fierce competitors encounter comparable difficulty. Hence the relevance of Dempsey's observation.

However, Fox, observes, more than courage is required. Those who aspire to be Fierce Competitors must never let anyone else outwork them. "It is noteworthy that he or she who is in the proverbial `right place at the right time' is the hardest worker." They also believe that everyone is a possible customer. "Don't be biased against a possible customer by the way they talk, what they wear, or where they live." Here in Texas, many people "wear a big hat but have no "cattle." Fierce Competitors work hard and smart to know who are the "cattle owners." Then they make the sale and get the business. "Figure out how and when to deliver later. Getting the sale is the hard part." And finally, Fierce Competitors "always answer the phone" whenever it rings and are then well-prepared to provide the information requested or the solution needed.

Fox also has much of great value to say about those who lead Fierce Competitor companies (Pages 9-12, 30, 36, and 44) and also about those who tend to be underappreciated, if appreciated at all: "The `third shift' is a metaphor for those people and those groups of people who toil in relative anonymity in the organization. They may be the workers on the night shift; the scientists in distant labs, behind locked doors. Working on the next breakthroughs; the customer service people dealing with problems and one irate customer after another; the field repair people fixing critical customer machinery on a weekend or holiday; the caregivers that empty bed pans. These people may not be omnipresent, but they are critical to the continuing success of the company. Great managers recognize such people, give them credit, give sincere thank-yous." Whatever the size and nature of an organization may be, it will never have enough people who are not only willing and able but also eager to go "the extra mile" to do whatever must be done...and done right.

As indicated earlier, with all due respect to Fox's previously published books, I think this one is his best, his most important...thus far. I cannot think of a better gift to give to those who will soon graduate from schools, colleges, and universities as well as to those who have only recently embarked upon a career. In fact, I highly recommend this book to all others who share Jeffrey Fox's compelling faith in the power of passionate and principled competition. As his riveting narrative clearly indicates, the most valuable "business principles" are also the most valuable "life principles."
2 of 2 people found the following review helpful
5.0 out of 5 stars Concise, but packed with great, practical strategies. 24 Mar 2010
By Kevin C. Maki - Published on Amazon.com
Format:Hardcover|Verified Purchase
President Grover Cleveland said "In calm waters every ship has a good captain." Economic downturns produce both challenges and opportunities for business owners and managers. Those who survive (fierce competitors) often emerge stronger and with greater market share taken from competitors who went under or into hibernation. Like many of Fox's other books, this is short enough to be read in an evening and it contains no fluff or filler. It is loaded with great ideas, strategies and action items. I have already been able to implement some in my own business with good results.

Incidentally, my favorite of Jeffrey Fox's books is How to Make Big Money in Your Own Small Business. If you are a small business owner, you may want to consider buying the books as a set. I am confident that you will get a good return on investment from the time you spend reading both.
1 of 1 people found the following review helpful
5.0 out of 5 stars Great Advice for Any Business 19 Jun 2010
By Larry Underwood - Published on Amazon.com
Format:Hardcover
When times are good, there's usually enough business to go around for even the marginal companies to stay afloat. Often, they get some stray piece of business that slipped through the cracks of the industry leader; almost by accident. Their survival is usually tenuous, at best. When the economy takes a nose dive, however, only the strongest survive - those that approach the business with a "fierce" mindset, constantly looking for ways to provide better service, or lower their costs; whatever it takes to not only survive, but thrive in the highly competitive world of 21st century business. Wimps need not apply.

Jeffrey Scott understands this, and has compiled this terrific "handbook" for any business to follow, if they want to win the war against the competition, and maintain a prosperous enterprise for the long haul. The advice isn't complex; in fact, it's mostly good old fashioned common sense - take good care of your customers, market your service relentlessly, and never give an inch to the competition.

In today's frequently hostile business environment, those equipped with the winning strategies will usually prevail. The good news: It's all right here in this wonderful book.
5.0 out of 5 stars highly recommended 7 April 2010
By Dickey Singh - Published on Amazon.com
Format:Hardcover
This is the first business book I read non-stop in a sitting (on a plane back from the east coast). 60 short chapters and very engaging.

Highly recommended and rated for conciseness, writing style, size, engaging chapters, bulleted re-referencible lists, stories, ability to make the point effectively. This was my first Jeffery Fox book, and I will check out the others.

I did not buy it at Amazon and realize I paid full price at a B&N store in DC.
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