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idiosyncrasy balance 82, 95 Four Ps 237
interference from past leaders 95–6 implementation plans 146
motives to lead 96–8 performance indicators 143
Ohio-Fleischman test 44 promotions 146, 148
peer assessment 87–8 relationship marketing 241
pragmatic leader 93–4 and sales reporting 147
social leadership 108 markets
leading questions 182 barriers to entry 231
leapfrog mentality xv captive demand 233
learning 49, 196–203 first-to-market advantage 236
learning organization xvi fragmented market 237
life-long learning xxiii–xxiv, 203, 239 key markets 6–7
perception dynamics 202 sectors/segments 230, 242
plateau of learning 203 time to market 243
transfer of learning 200, 201–2 mentoring 226
Lee, General 96, 97 Mikado, Ian 212
legislation 21 mission 12, 13–17, 240
legitimate power 98, 100 modifying 123
life plans 27–34 morphological analysis 118–19
life span of corporations 189 mortgages 131
life-long learning xxiii–xxiv, 203, 239 motivation 26, 38, 54–6
lifestyles 30–1 achievement motivation 97
Likert, R. 77 Murdoch, Rupert 189
listening skills 101 Murphy, Tom 71
long-term debt 131 Myddleton, David 136, 244
Longstreet, General 102–3
loss leaders 239 neurolinguistic programming 181
loyalty 8, 42, 77, 134–5, 141, 235 New Economy 164–75
Lucier and Torsilieri knowledge NPV (net present-day value) 240
NRV (net realizable value) 240
research programme 196–9

McClelland, David 111 objectives 22–3, 136–7
McKinsey 219 personal objectives 27–9
Mager, Bob 36, 52
major accomplishments 36–7, 40 obstacle handling questions 183
Maldives strategy 13 Ohio-Fleischman test 44
market dominance/leadership xix, 76, open questions xxviii, 180–1
opportunities 5, 10
140–3, 144–5, 239 overheads 238
and consultants 155–6 overtrading 240
Lambert Strategy Audit 156–61 owner’s equity 131, 236
market information plans 146
market research 239 packets 240
market share 148, 241 Pascale, Richard 96
marketing 142–61, 239 pay and conditions xvii, 43
above the line 229 payback period 240
advertising 152–5 peer assessment 87–8
affinity marketing 230 people
below the line 231
business to business 232–3 best use of the best people 26–7
direct mail 149–50, 152 life plans 27–34
e-mail 150, 231 see also recruitment
perception dynamics 190, 202

250 Index