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GUTTMAN DEVELOPMENT STRATEGIES,
INC.
Happy holidays and a prosperous
New Year! As companies everywhere find
themselves in clamp-down mode, "prosperity" may
seem, well, utopian. But for those companies that
have built high-performance muscle, they'll now
discover the payoffs. In this issue, Howard Guttman
explores creating "upside in a downturn." Dr. Matthias
A. Guentert of Symrise, Inc., tells why now is the time
to leap into high-performance mode. And Stephen
Manobianco talks about boosting the
effectiveness of the sales function, surely a must in
both booms and busts. All this in a five-minute read.
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| LEADER'S CORNER: HIGH-PERFORMANCE: THE JOURNEY BEGINS |
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Dr. Matthias A. Guentert is President of the Flavor
and Nutrition Division, North America, for Symrise,
Inc. . . . We spoke to Dr. Guentert just as he and his
senior team embarked on the first leg of
their high-performance journey.
What were the pressing business issues that
made you decide to move to the horizontal,
high-performance team model?
Until this year, our North American division had been
too small to make much of an impact. Then, last April,
we acquired the Flavorings and Seasonings Division
of Chr. Hansen, a worldwide supplier of flavorings
and seasonings. The additional employees we hired
through the acquisition and from elsewhere, as well
as the bulking up of our balance sheet, gave us the
boost we needed to become a much more important
player.
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Read on . . . |
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| CREATING UPSIDE IN A DOWNTURN |
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It's slash-and-burn time once again in corporate
America. As the drumbeat of troubling economic
news gets progressively louder, executives are
changing priorities. "Executives Shift to Survival
Mode'" screamed the headline in the online Wall
Street Journal (November 20, 2008).
Before reaching for the axe, executives would be wise
to step back and ask: Isn't there a more productive
solution than cutback management? How can we
focus, instead, on creating upside in a downturn?
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Read on . . . |
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| FROM A CONSULTANT'S NOTEBOOK |
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Stephen Manobianco, GDS consultant and expert
in building high-performing sales and marketing
teams, discusses what he learned while helping a
sales organization get back on
target.
Presenting Situation:
Division VP of Sales in a global technology company
was challenged by decreasing sales, low morale,
missed forecasts, the loss of several strategic
accounts, and a failed CRM initiative . . . . The
question: Where to focus limited resources and
efforts to stabilize and turn the organization around?
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Read on . . . |
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| GREAT BUSINESS TEAMS SELECTED A TOP BUSINESS BOOK |
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Great Business Teams: Cracking the Code for
Standout Performance, by Howard M. Guttman
(Wiley 2008), has been selected as one of the 30
Best Business Books of 2008 by Soundview
Executive Book Summaries.
"Each year," commented Rebecca Clement,
publisher, Soundview Executive Book Summaries,
"we review hundreds of business books and select
30 of the best published during that year.
Great Business Teams makes a unique
contribution to raising team and organizational
performance."
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For information on ordering from Soundview, click here. |
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GDS Insights
