{"product_id":"how-to-be-a-fierce-competitor-isbn-9781119116523","title":"How to Be a Fierce Competitor","description":"\u003cb\u003eFrom best-selling author Jeffrey J. Fox, how the savvy see opportunity -- and capitalize on it\u003c\/b\u003e \u003cp\u003eEconomic 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 \u003ci\u003ehow\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003ePotential 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.\u003c\/p\u003e \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003e1 The Fierce Competitor Company 1\u003c\/p\u003e \u003cp\u003e2 Bad Times Are Good Times 4\u003c\/p\u003e \u003cp\u003e3 Hustle. Hustle. Hustle. 6\u003c\/p\u003e \u003cp\u003e4 Leadership Is Not ‘‘Pushership’’ 9\u003c\/p\u003e \u003cp\u003e5 The Difference Between Leaders and Managers 11\u003c\/p\u003e \u003cp\u003e6 Know Your Company’s Raison d’Etre 13\u003c\/p\u003e \u003cp\u003e7 Manage As You Would Invest 15\u003c\/p\u003e \u003cp\u003e8 ‘‘I Visit Customers in Stores’’ 18\u003c\/p\u003e \u003cp\u003e9 Always Answer the Phone 20\u003c\/p\u003e \u003cp\u003e10 Pile Up Cash 24\u003c\/p\u003e \u003cp\u003e11 Be Ever Fearful 27\u003c\/p\u003e \u003cp\u003e12 Show Fearlessness 29\u003c\/p\u003e \u003cp\u003e13 Play ‘‘What If?’’ Games 31\u003c\/p\u003e \u003cp\u003e14 Leadership Is Full Disclosure 33\u003c\/p\u003e \u003cp\u003e15 Get a Kitchen Cabinet 35\u003c\/p\u003e \u003cp\u003e16 Always Have a Plan 37\u003c\/p\u003e \u003cp\u003e17 Stay Off Magazine Covers 39\u003c\/p\u003e \u003cp\u003e18 ‘‘I Never Made a Dime Talking’’ 41\u003c\/p\u003e \u003cp\u003e19 Never Take Your Hand Off the Tiller 43\u003c\/p\u003e \u003cp\u003e20 Control or Roll 46\u003c\/p\u003e \u003cp\u003e21 Get Out of the Office 48\u003c\/p\u003e \u003cp\u003e22 Walk Around the Company 51\u003c\/p\u003e \u003cp\u003e23 Never Forget the Third Shift 53\u003c\/p\u003e \u003cp\u003e24 Be Obsessive About Execution 56\u003c\/p\u003e \u003cp\u003e25 Get Rid of Executive Parking Spaces 60\u003c\/p\u003e \u003cp\u003e26 Fight Unionization 63\u003c\/p\u003e \u003cp\u003e27 People Are Not the Most Important Asset 67\u003c\/p\u003e \u003cp\u003e28 Nurture Those You Hire and Acquire 69\u003c\/p\u003e \u003cp\u003e29 Prune All Deadwood 71\u003c\/p\u003e \u003cp\u003e30 Bulldoze All Silos 73\u003c\/p\u003e \u003cp\u003e31 Broom Out All Bureaucracy 75\u003c\/p\u003e \u003cp\u003e32 Scoop Up Newly Available Talent 78\u003c\/p\u003e \u003cp\u003e33 Forget About Pedigrees 80\u003c\/p\u003e \u003cp\u003e34 Pay for Performance, Not for Activities 82\u003c\/p\u003e \u003cp\u003e35 Continuously Rip Out, Tear Out Bad Costs 85\u003c\/p\u003e \u003cp\u003e36 The Do and Don’t Cut List 89\u003c\/p\u003e \u003cp\u003e37 Forget Monthly Reports 91\u003c\/p\u003e \u003cp\u003e38 No Money, No Meeting 93\u003c\/p\u003e \u003cp\u003e39 Be Fanatical About Selling 96\u003c\/p\u003e \u003cp\u003e40 Don’t Fire Sales People 100\u003c\/p\u003e \u003cp\u003e41 Hire Fiercely Competitive Sales People 103\u003c\/p\u003e \u003cp\u003e42 Banish All Selling Thieves 106\u003c\/p\u003e \u003cp\u003e43 Always Conduct Daily Sales Meetings 109\u003c\/p\u003e \u003cp\u003e44 The Big Opportunity 111\u003c\/p\u003e \u003cp\u003e45 Never Cancel Batting Practice 115\u003c\/p\u003e \u003cp\u003e46 Double the Training Budget 118\u003c\/p\u003e \u003cp\u003e47 Love That Cranky, Fickle, Demanding Customer 120\u003c\/p\u003e \u003cp\u003e48 Fire the ‘‘Strategic Customer’’ 122\u003c\/p\u003e \u003cp\u003e49 Customer Service Is a Survival Strategy 125\u003c\/p\u003e \u003cp\u003e50 Worship at the Altar of Quality 129\u003c\/p\u003e \u003cp\u003e51 Get Rid of ‘‘Mr. Ought-to-Be’’ 132\u003c\/p\u003e \u003cp\u003e52 Always Leave Flowers, Floor Mats, and Footprints 134\u003c\/p\u003e \u003cp\u003e53 Don’t Cut Prices 137\u003c\/p\u003e \u003cp\u003e54 You Are Never on Vacation 140\u003c\/p\u003e \u003cp\u003e55 Lock, Load, and Launch 142\u003c\/p\u003e \u003cp\u003e56 Sue the Blankety-Blanks 144\u003c\/p\u003e \u003cp\u003e57 Welcome Serendipity 147\u003c\/p\u003e \u003cp\u003e58 Go Green! 149\u003c\/p\u003e \u003cp\u003e59 Be a Master Gardener 151\u003c\/p\u003e \u003cp\u003e60 Summary: Characteristics of the Fierce\u003c\/p\u003e \u003cp\u003eCompetitor Companies 154\u003c\/p\u003e \u003cp\u003eAbout the author 159\u003c\/p\u003e  \u003cp\u003e\u003cstrong\u003eJeffrey Fox\u003c\/strong\u003e (Chester, CT) is an accomplished consultant, popular speaker and the acclaimed author of a series of the?international business best-sellers, \u003cem\u003eHow to Become CEO, How to Become a Raimaker,\u003c\/em\u003e and \u003cem\u003eSecrets of Great Rainmakers,\u003c\/em\u003e among others. Fox is the founder and president of Fox \u0026amp; Company, Inc., a marketing consulting firm that specializes in marketing strategy development, innovation enhancement, selling skills training, branding, and various applications of a proprietary value-selling methodology called dollarization. Prior to starting Fox \u0026amp; Co. Jeffrey was Vice-President, Marketing and a Corporate Vice President of Loctite Corporation. He was also Director of Marketing for the wine division of The Pillsbury Co., and held various senior level marketing jobs at Heublein, Inc. including Director of New Products. Jeffrey is the winner of \"Sales \u0026amp; Marketing Management\" magazine's Outstanding Marketer Award; winner of the American Marketing Association's Outstanding Marketer in CT; and the National Industrial Distributors award as the Nation's Best Industrial Marketer. He is the subject of a Harvard Business School case study that is rated one of the top 100 case studies, and is thought to be the most widely taught marketing case in the world. Jeffrey graduated from Trinity College in Hartford, Connecticut, and earned his MBA from Harvard Business School. He served as Trustee of Trinity College, and has won several alumni awards including Person of the Year. He is a member of the Board of Directors of Saint Francis Hospital, one of the nation's top 100 hospitals.\u003cbr\u003eFor more information, please visit Fox \u0026amp; Company's website: www.foxandcompany.com\u003c\/p\u003e","brand":"Jossey-Bass","offers":[{"title":"Default Title","offer_id":47989376549093,"sku":"NP9781119116523","price":19.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119116523.jpg?v=1761783873","url":"https:\/\/k12savings.com\/es\/products\/how-to-be-a-fierce-competitor-isbn-9781119116523","provider":"K12savings","version":"1.0","type":"link"}