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n Where could we exert most leverage?
n Where are we falling down on the job?
n If you were a competitor where would you attack us?
n What are the main risks?
n What should we be afraid of?
n What keeps you awake at nights?
n What would keep you awake at nights if you were the worrying

kind?

Corporate danger signs

n Out-of-date methods
n Dissatisfied customers
n Late deliveries
n Low volumes
n Low profit margins
n Low productivity
n Dependence on few customers
n Poor industrial relations
n Low morale
n High staff turnover
n Top-heavy management
n Precipitate downsizing
n Industry down turn.

Summary

I People respond best to change when they are clear about the
I reasons why it is necessary right now, understand their
I contribution and retain a sense of having at least some control. It
I also helps if they are managed and guided by people who
I understand the barriers to change and if the management that is
I leading the change is firm and goals are unambiguous and
I challenging.
I That may seem to be a lot to ask, but in business we ask only
I for what will make a real difference.
I Some readers will have heard of the ancient Roman governor
I who left a note when he committed suicide that said: “We tried
I very hard. We incorporated the changes and practised to perfect
I them – and then they changed it all again.”

192 Key management questions