Winning by Keeping It Real (10-18-2004)
Price To Win (PTW) practitioners and educators
are sometimes accused of harboring opinions concerning the competition's
ability to compete and/or price bids that reflect negatively on the customer's decision to bid. I was pleasantly surprised, therefore, when
I read the following excerpt from an article in the 10/16/04 edition of Investors Business Daily, recounting lessons that Larry Bossidy, former Chairman and CEO
of Honeywell, learned during a long and successful career.
The excerpt, entitled 'Have Realists Around
A key reason leaders don't see changes coming
is they get filtered information from direct reports.
Another reason is they surround themselves
with people who think the same way they do -- often with conventional
and sometimes obsolete logic. Bossidy said, "Eventually this spreads
companywide, tends to suppress reality, and contrarian views become
synonymous with poor attitude."
Also, leaders can be blinded to reality by
"emotional involvements in a goal, technology, or strategy. You have
to be able to look up and see the big picture objectively," he said.
His advice: "Surround yourself with realists
who do the hard assessments, who challenge you with tough questions
and then help come up with realistic plans to anticipate and solve problems."