Table Of ContentTo be sold only in India, Bangladesh, Bhutan, Pakistan, Nepal, Sri Lanka & the Maldives
“John and Ken provide a pragmatic roadmap, bom out of their extensive experience working
with business owners and management teams, to improve effectiveness."
THE
WINNING
MANAGER
JOHN CIOFFI KEN WILLIG
JAICO
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“John and Ken have hit a homerun with this book. By adopting these practices and
concise habits, our company transformed from a family business to a professionally
managed business. In today’s economy and business environment, nothing less will
suffice.”
—Terry Morse, CEO, Morse Industries
“The Winning Manager provides an approach to goal-setting and instituting an
inclusive planning process that is very practical and yields real near-term and long
term results. The right people with clearly integrated personal and company goals yield
real value increases in any company, and this book shows you how to do it.”
—Jim Warjone, former CEO of Port Blakely Companies
“The key to success for managers is to learn how to improve the processes they
use to conduct their business activities. All managers face similar challenges, and this
book puts a proven and practical knowledge base at their fingertips and will be of tre
mendous value to all of them.”
—Glenn Duarte, CEO, Ambia Architecture
“This book cuts through all the smoke screens and tangents to get to the heart of
an issue. The concepts in The Winning Manager helped my company along our path to
both survival and growth in a world that is changing faster than anyone can track. The
authors have a way of grabbing our feet and pulling us back down to the real world,
while still allowing us to excel as a creative firm.”
—Karl Bischoff, president, Phinney Bischoff Design House
“The authors’ commonsense approach to business basics combined with their
fluid writing style makes this a valuable book for any manager. It is articulate, focused,
and full of valuable experience. This book is beautifully written, and unlike most busi
ness books the text flows extremely well. Great job!”
—Richard Rhodes, owner, Rhodes Architectural Stone
“This is a great book. We applied the effective practices in this book to produce a
company with strong growth, solid profitability, and empowered employees who ex
ceed their goals and are commensurately rewarded. Not too many furniture companies
can say this in the current economy.
—Dan Kennedy, president, Belfort Furniture
WINNING
MANAGER
..- - .6 -■ ...
PRACTICES EVERY MANAl'FH
NEEDS TO SUCCEED
JOHN CIOFFI
KEN WILUG
JAICO PUBLISHING HOUSE
Ahmedabad Bangalore Bhopal Bhubaneswar Chennai
Delhi Hyderabad Kolkata Lucknow Mumbai
Published by Jaico Publishing House
A-2 Jash Chambers, 7-A Sir Phirozshah Mehta Road
Fort, Mumbai - 400 001
[email protected]
www.jaicobooks.com
© John Cioffi and Ken Willig
Published in arrangement with
Career Press, Inc.
220 West Parkway, Unit 12
Pompton Plains, NJ 07444, USA
To be sold only in India, Bangladesh, Bhutan,
Pakistan, Nepal, Sri Lanka and the Maldives.
THE WINNING MANAGER
ISBN 978-81-8495-455-5
First Jaico Impression: 2013
Second Jaico Impression: 2014
No part of this book may be reproduced or utilized in
any form or by any means, electronic or
mechanical including photocopying, recording or by any
information storage and retrieval system,
without permission in writing from the publishers.
Printed by
Repro India Limited
Plot No. 50/2, T.T.C. MIDC Industrial Area
Mahape, Navi Mumbai - 400 710
D
edication
To our clients: We are forever grateful to all of our clients
for your trust and confidence. You allow us to speak candidly,
encouragingly, and, at times, critically. We love our role as
coaches, and we treasure the opportunities you have given us to
participate in your successes.
Our association with you has always resulted in measurable
changes to your company as well as to us, and in some cases
we have forged fabulous friendships, which we treasure greatly.
You’ve taught us much of what we know about how to create
successful businesses, and we learned something valuable from
each of you. Thank you!
A
cknowledgments
Our clients have always been the focus of our activities.
We’re forever grateful for the opportunities you provided to us
to coach you and learn from you.
Many of our friends, colleagues, and family members pro
vided us with advice and critique early in the development of
this book as well as during its production. We are enormously
grateful to all of you.
Helping us to put this book in your hands were Ellen Neu-
borne, who assisted us in navigating the publishing industry,
and Cynthia Zigmund, our wonderful literary agent, who pro
vided us with startlingly good advice and critique and found
the right publisher for us at Career Press.
Finally, though certainly not least, we are thankful to our
wives for their patience and understanding. They believed in us
and in our goal of bringing our ideas to the printed page and
thus to a broader audience.
C
ontents
Introduction 9
Chapter 1: Set Goals All the Time 13
Chapter 2: Focus on the Process, Not a Plan 43
Chapter3: Coach the Right People 75
Chapter 4: Serve the Right Customer 113
Chapter 5: Empower Your Entire Team 147
Chapter 6: Do the Right Things Right 173
Appendix A: Using Your Financial Statements to
Generate More Profit and More Cash 199
Appendix B: Business Plan Outline and Guidance 211
Appendix C: The Interviewing Process:
One of a Manager’s Most Critical Activities 229
Appendix D: The Sales Process: AnE xample Step 239
Appendix E: Improving Communications 243
Recommended Reading 247
Index 251
About the Author 255
