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Leading Outside the Lines: How to Mobilize the Informal Organization, Energize Your Team, and Get Better Results (2010)

Jon Katzenbach

John Wiley & Sons

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STOCKPOT by Jon Katzenbach

Put Metrics in the Right Context

‘When we negotiate with big retails, costs becomes very important. I tried a pennies/lb metric with the employees, but it was hard for them to care about a penny when they accidentally spilled some soup. So I used pennies/lb to talk about how our performance on that metric had made a difference in winning or losing a customer’s business. When people understood that we could win or lose a big sale because of a few pennies, they paid a lot more attention.’ Ed Carolan General Manager StockPot

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STOCKPOT by Jon Katzenbach

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