Archive | 2013

Disruptive Persuasion

Remember the ‘but you are free’ technique? When you ask someone to do something, be sure to include the statement that they are free to choose to do it or not. Adding this phrase doubles the likelihood they will do it. Davis and Knowles demonstrated another simple persuasion method which they dubbed the disrupt-then-reframe technique….

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I Smell A Rat: Empathy In Business

In collaboration with author Gary Hamel and the Management Innovation Exchange (The MIX), SAP launched a crowd-source initiative which poses the question: What is the one thing you’d change to help organizations unleash and organize human potential across boundaries? As I was researching my own answer around the notion of “empathy in business”, I found a Washington Post article titled: A New Model…

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Quotes about Failure

A few years ago I wrote a series of posts with quotes about Performance Management (Feb 2009, Sept 2009, May 2010). Last week the Global Language Monitor announced that ‘404’ and ‘fail’ are the two most popular words of 2013. Given the popularity of failure, I thought I would catalog a few of my favorite quotes about…

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CMOs: May the Force (Multiplier) Be with You

In the military, a force multiplier is a capability that significantly increases the potential of a combat force, enhancing the probability of a successful mission. Many CEOs are looking to marketing to assume the role of force multiplier across their organizations, using customer insights to influence business strategy. It’s an uphill battle. Most large organizations are designed…

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Welcome to JonathanBecher.com!

Loyal Readers, You may have noticed things look a bit different around here. I am pleased to welcome you to JonathanBecher.com – the new home of my blog “Manage by Walking Around.” I hope you enjoy the new look and functionality. Change presents opportunity but also comes with challenges. Some of you may have accidentally…

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How Strategy Really Works

The 1993 HBR article ‘Customer Intimacy and Other Value Disciplines’ argued that every company had to become champions of one of three value disciplines — operational excellence, customer intimacy, or product leadership. Since that book was published, virtually every business meeting I’ve been in has used at least one of these phrases to describe strategy….

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Writing Better

I enjoy writing. I believe words matter. When I’m asked how I have time to write, I sometimes snidely answer “How do you have time to watch TV?” I’ve shared writing advice from famous authors, including the very practical from George Orwell: If it is possible to cut a word out, always cut it out. and…

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