Essay heading: Doing what matters
Essay specific features
March 13, 1996
No of pages / words:
4 / 940
Rating of current essay:
Overambitious projections lead to the death spiral that Mr. Kilts calls the "Circle of Doom" -- sales shortfalls, increased prices, cuts in marketing, "loading the trade" with excessive shipments to make sales forecasts, and . . . doom.
In considering a business book, the place to start is with the credibility of the author...
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It has been entertaining, in recent years, to read management advice based on unexpected sources like Sun Tzu's "Art of War" or Genghis Khan, but any correlation between theory and business results is likely to be coincidence. We're on surer ground with "Doing What Matters." Jim Kilts has a stellar track record, ably leading Kraft and Nabisco before really hitting his stride at Gillette, where he engineered a major turnaround...
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