Appendix E: Managing [Part 2]

Purpose: To show students how finance involves reporting systems and how various cultures can be uniformly merged into a successful whole.

by Harold Geneen, with Alvin Moscow

Questions from Reading Selected Chapters

(Each student will be prepared to discuss the answers to each of the following questions in class.)


Chapter 4: Two Organizational Structures


1.      Complete the following: “What happened then? Word gets around that if you fail, you get fired. So men, who would not have otherwise, begin to _____ ___ __ ________.”


2.      Describe the policy of any staff man could go anywhere in the company and ask any kind of questions.


3.      The comptrollers in each and every division had to submit their financial reports where?


4.      Complete the following: “Management manages by making decisions and by seeing that those decisions are implemented. And the only way management can do that successfully is to have ___ _____ to the _______ of any situation affecting the _______ of the company.”


5.      Complete the following: “…it is only by knowing the realities of ___ ___ _______ and the realities of the _______ the management can hope to manage satisfactorily.”


6.      Explain the monthly reporting system that Geneen put into place.


7.      Complete the following: “…the best answer was always the same: We had to _____ _____. That meant, of course, better and better _______ and better and better group _________.”


8.      Are functions or people more important?


9.      Describe the monthly meetings.


10.  Complete the following: “The look in a man’s face, his ___ __ ____, his ___ ________ made a difference in the decisions I was making.”


11.  Complete the following: “Oftentimes, as we explored a situation, we found that the reason for a problem was _____ __ ________, but something ______ _______.”


12.  What did “no surprises” mean?


13.  What did the “red flag page” accomplish?


14.  How should a person handle mistakes?


15.  What did Geneen mean by “imaginative and creative.”


16.  Complete the following: “The highest art of professional management requires the literal ability to _____ a ___ ____ from all others.”


17.  What is an unshakable fact?


18.  Complete the following: “The only way a subsidiary company manager could prepare himself for a General Managers Meeting was to demand of his own people that they ___ ___ ____of __________ going on in their company.”


19.  How did Geneen get an idea of a manager’s capabilities?


20.  Were people afraid to talk?


21.  How long were the GMM meetings?


22.  What were the weeks of time commitment to GMM meetings during a year?


Chapter 5: Management Must Manage


1.      Why did they hold General Manager Meeting?


2.      Complete the following: “It meant that we would do everything we had to do (that was ______ and _______) to bring in the _______ we desired.”


3.      Good planning must include what steps?


4.      Complete the following: “The truth is that the so-called ‘facts’ are almost always colored by the bias of the man presenting them. So you might do well to get your ‘facts’ from __ _____ __ _______.”


5.      How does a manager determine the reality of a situation?


6.      Complete the following: “Management means making something happen, not ___ __ __ _____ while opportunities pass you by.”


7.      What is “the inverse ratio of time to veracity?”


8.      What was Bud James “new, imaginative, and creative idea?”


9.      Complete the following: “If you cannot solve the problem of your environment, change your ___________.”


Chapter 6: Leadership


1.      What do you manage in a business?


2.      What is leadership?


3.      What is the single most important ingredient in the recipe for business success?


4.      Complete the following: “Business could be a ____ _______, a ____ __ _____, something to look forward to everyday, and the rewards went much further than one’s annual salary and bonuses.”


5.      What binds people in chains of insecurity?


6.      What is “participatory leadership?”


7.      What kind of people did Geneen target to hire?


8.      What are a “rare breed?”


9.      Complete the following: “…the most important element in establishing a happy, prosperous atmosphere was an insistence upon ____, ____, and ______ communications up and down the ranks of our management structure.”


10.  How did Geneen feel about criticism?


11.  How did Geneen feel about office politics?


12.  What kind of person should a company get rid of?


13.  What was Geneen’s thinking about imaginative thinking and good ideas?


14.  Complete the following: “The important thing is not ___ is right, but _____ is right.”


15.  How many times can you double-cross a subordinate?


16.  How is it to work for someone you respect and admire?


17.  Complete the following: “The dedicated, _______ ______ of a chief executive is like a lifeline or a safety net to his management team and, in fact, to the whole company.”


18.  How did a subordinate gain the support of the CEO?


19.  Complete the following: “A chief executive who has conquered his ____ ___ ________ listens to such criticism, for even if it is wrong, he will probably learn something.”


20.  What did Geneen think about “scaring the hell” out of your subordinates?


21.  Complete the following: “But I am convinced that __________ is the single most important ingredient in business management, and that those attitudes of the chief executive which inspire his people to _______ and to _______ contribute as much as ___ to ___ _______ of a company’s success.”