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The 10 Touch 'Sales' Model
During the past couple of decades I have refined my model for making large 'sales'. By this I mean 'sales' in the generic sense, that is the act of convincing someone or an organization to give you something of significant value (presumably currency) in return for something that is offered. ...
rating 03 Jun, 2016 Views: 15673
Global Vision vs. Tactical Execution: An Aviation Model
Discussions for acting and thinking globally vs. locally receives lots of discussion in the management literature. In fact, this market is well-served by the strategy consulting industry. However, I have heard on many occasions employees spout these concepts while acting contrary to the...
rating 11 Jan, 2013 Views: 11337
Secrets of Successful Succession Planning
Secrets of Successful Succession Planning Manager's Journal By Mortimer R. Feinberg Earlier this year, the good news for stock analysts was that Armand Hammer, 92, finally designated a successor to take the helm of Occidental Petroleum. The bad news was that Dr. Hammer left the date of...
rating 12 Apr, 2013 Views: 8678
Vizier Helps Top Execs Gain Perspective
Vizie Helps Top Execs Gain Perspective Joyce M. Rosenberg The Associated Press When Mortimer Feinberg sits down to help a client figure out what's wrong with a business, he relies not just on the standardized tests that any industrial psychologist employs. He draws answers from a life of...
rating 09 Apr, 2013 Views: 8636
Telling Them the Truth - The Keys to Sound Criticism
Memo to Associate Members Research Institute of America Inc. Feburary 1958 Back in the days when the hairbrush was a favorite tool of discipline, Dad was wont to remark, somewhere on the way to the woodshed, "This is going to hurt me more than it hurts you." No self-respecting child ever...
rating 18 Mar, 2013 Views: 7424
Review of KBPublisher knowledgebase software for SliwaInsights.com
The tool that we use for our Knowledgebase engine is called KB Publisher.  I was trying to find a tool that would serve as a easy-to-use wiki for an early website supporting Ximango motorgliders (www.XOPA.org).  However, I noticed that standard wiki tools just seemed to be too clumsy and...
rating 12 Feb, 2010 Views: 6719
How to Get 'No' for an Answer
How to Get 'No' for an Answer Manager's Journal Mortimer R. Feinberg Today it's more important than ever to get "no" for an answer from the people in your organization-if "no" is what it takes to avoid damaging mistakes, plug costly leaks and make vital course changes. That's not easy,...
rating 10 Apr, 2013 Views: 6117
Ten Characteristics of Leaders & Four Fallacies/Landmines by Mort Feinberg
10 Characteristics of Successful Leaders 1) Create a Sense of Mission 2) Motivate Others to Join Them in the Mission 3) Generate Trust and Optimism 4) Get Results 5) Successful Intelligence -...
rating 23 Feb, 2013 Views: 4415
The Proper Distance Between Boss and Secretary
The Proper Distance Between Boss and Secretary by Mortimer R. Feinberg and Aaron Levenstein Manager's Journal Most executives depend on their secretaries in two crucial ways. A good secretary makes sure her boss functions efficiently. (Despite the return of the male secretary, the present...
rating 13 Apr, 2013 Views: 3710
What Every New CEO Should Know
What every new CEO should know Bruce Pasternack, Karen Van Nuys, and Donald Perkins From "Across the Board," October 1998 So you've just been named the CEO of a major corporation. Congratulations! Now what? If you polled your company's board or owners, they would likely remind you that you...
rating 12 Feb, 2010 Views: 3510
Pie Model for Sharing Equity
I have noticed that many entrepreneurs, leaders, and managers have trouble trading off and determining the ideal level of sharing on a particular project. The question becomes how much control should they give up in order to include others in their endeavor. In the case of an entrepreneur...
rating 11 Jan, 2013 Views: 3166
Website | Booksite Introduction
This website is actually a compendium of materials being pulled together for a book ("booksite") based upon content previously used for teaching an MBA course on Leadership & Entrepreneurship. This community website is an experiment in content delivery and user interaction. Although viewers...
rating 11 Aug, 2011 Views: 3009
Consensus Decision Process (CDP)
A key leadership skill is the ability to achieve consensus around decisions. My observation is that nearly everyone wants to make good decisions and to achieve a consensus among team members, but most seem to be stymied trying to achieve both objectives simultaneously. I advocate a 4-Step Process...
rating 14 Nov, 2013 Views: 2735
A Cure for Control Freaks
A Cure for Control Freaks By Mortimer R. Feinberg Manager's Journal We ail like to feel we're in control, and a healthy modicum of control is essential for leadership. But a person who runs an organization cannot be a control freak. For too many people, control takes the form of an...
rating 12 Apr, 2013 Views: 2672
Chapter 01 - What is Corporate Bigamy
What Is Corporate Bigamy? A friend of mine lives in one of those exurban communities where everyone except the real estate agents, local tradesmen, and groundkeepers is a commuting corporate chairman, president, upwardly mobile VP, lawyer, doctor, or other successful career professional. He told...
rating 21 Apr, 2013 Views: 2529
How Do You Know When to Rely on Your Intuition?
How Do You Know When to Rely on Your Intuition? By Mortimer R. Feinberg and Aaron Levenstein Manager's Journal "I just feel It In my gut!" With those words the chief executive officer (CEO), brushes aside the unanimous recommendation of his subordinates. He disregards the data they...
rating 13 Apr, 2013 Views: 2162
Stamina: The Executive's Ultimate Resource
Stamina: The Executive's Ultimate Resource by Mortimer R. Feinberg and Aaron Levenstein Manager's Journal Helen Hayes once made a shrewd observation that is as pertinent tq business leadership as it is to her own profession of acting. Talent and ability are not enough, she said. "Nothing is...
rating 13 Apr, 2013 Views: 2100
Organization Culture Contributes to Value Proposition - Soaring Club Anecdote
My first example of how culture within an organization can be a key contributor to success was made clear to me when I was a student. I learned to fly at an old established gliding (soaring) club and actually earned my instructor rating before going to college. Interestingly I observed as a...
rating 11 Jan, 2013 Views: 1942
Rock Theory of Management
Early in my career, I was assigned to be an acting program manager at NASA Headquarters in Washington DC. Turns out getting a 1 to 2 year rotation through a headquarters slot was a valuable milestone for mid to later career senior managers at the NASA research centers. I wasn’t yet 30, but this...
rating 11 Jan, 2013 Views: 1850
Perception Equation
Perhaps one of the simplest concepts that I have found effective in many phases of my business and personal lives is a simple equation that tries to describe the relationship between perception, reality, and communication. The first place I remember hearing about this elegant relationship was...
rating 11 Jan, 2013 Views: 1697
Engineers and the 6th Decimal Place
I think some generalizations and stereotypes about engineers, of which I am one, have some validity. For example, engineers tend to have an easy time understanding the concept of local optimization vs. global optimization as illustrated in the example at [link]. However, I find that they tend to...
rating 31 Dec, 2012 Views: 1668
My Insights Quizzes
Learning can be facilitated by taking quizzes to reinforce the readings and when the quizzes are done correctly to extend with some discussion. The following is list of quizzes that were developed to support the materials in this website. Consensus Decision Process [CDP] - [Link] -...
rating 14 Apr, 2013 Views: 1589
How to Improve One's Grades: "Study Harder!"
As a parent and former college administrator I can’t count the number of times I heard the expression that “I am going to study harder!” in order to get a better outcome on an upcoming test. But what does it really mean? I have observed students who in response to the above expression...
rating 02 Oct, 2016 Views: 1560
Dr. Mortimer R. Feinberg - Roast Materials Prepared by His Friends
Dr. Feinberg has been pulling the wool over the eyes of some of the world's most successful corporations and individuals as a consultant and advisor for nearly 2,000 years. As one company CEO put it, "In front of an audience he is always a showman, a stirring orator, and with his wit, he will...
rating 08 Apr, 2013 Views: 1558
Interview of Former President Richard Nixon
INTERACTION INTERVIEWS RICHARD NIXON The Management Psychology Newsletter April 16, 1983 - Vol. 13, No. 8 The American press has been reporting that former President Richard Nixon is now one of the most sought after Republican speakers and is drawing huge responsive audiences. No one believes he...
rating 11 Jul, 2013 Views: 1554