Mack Hanan - Manage like you own it

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title	:	Manage Like You Own It
author	:	Hanan, Mack.
publisher	:	AMACOM Books
isbn10 | asin	:	0814451128
print isbn13	:	9780814451120
ebook isbn13	:	9780585023557
language	:	English
subject	Industrial management.
publication date	:	1994
lcc	:	HD31.H31243 1994eb
ddc	:	658
subject	:	Industrial management.

MANAGE LIKE YOU OWN IT MACK HANAN American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 135 West 50th Street, New York, NY 10020. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Hanan, Mack. Manage like you own it / Mack Hanan. p. cm. Includes index. ISBN 0-8144-5112-8 1. Industrial management. I. Title. HD31.H31243 1994 658dc20 93-44274 CIP 1994 Mack Hanan. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 135 West 50th Street, New York, NY 10020. Printing number 10 9 8 7 6 5 4 3 2 1

To Bill Gerow, who overcame being "a good engineer" to become a grower of his business, his customers, and me

Contents Preface: Monday Morning Action ix Introduction: Focus 1 PART ONE Envisioning Ownership 15 1 Own the Vision 17 PART TWO Implementing Ownership 35 2 Own Applications 37 3 Own Margins 61 4 Own Productivity 91 PART THREE Managing Ownership 115 5 Own Management 117 Index 133

Page ix Preface: Monday Morning Action On the first Monday of each month, twelve months a year, the chairman gathers together the company's top managers for what he calls his Monday Morning Action. It is a command performance. Only death would be considered an acceptable excuse. Even then, it would have to be authenticated. After the confessional during which the chairman's managers compare where their businesses are to where they often regret they have said they planned them to be, the highlight of the meetings is the Question of the Month. The chairman always writes it out in his finely wrought, cursive penmanship on a small piece of white paper that he folds over exactly twice and tucks away in the upper left-hand pocket of his vestover the place where, as someone once said, his heart would normally have been. This month, he announces that the question is "a real doozie." "What," he asks, "is our company's single greatest resource?" As soon as he reads it, he looks up as he always does, at the manager he has chosen to lead off the discussion. There is no time to think. The chairman wants top-of-the-head answers because they are the only kind he trusts. Thinking only dilutes first impressions, he believes, and first impressions, he also believes, are the only true revelations of a manager's knowledge. Thinking, in the chairman's terms, is an attempt to deceive. "Our R&D is our single greatest resource," the first manager answers. "It gives us our innovative edge. Nobody can design and develop new products faster and get them to

Page x market first as consistently as we do. Our development people are number one. They get my vote." The chairman writes it down. "Not to gainsay R&D," the next manager answershe knows he is next because the answers always proceed clockwise from the first manager who is called on"but what good is product development without the manufacturing capacity to standardize new products at high levels of quality for mass production as the low-cost supplier? That's what our manufacturing people do. I'd say that they are our single greatest resource." The chairman writes it down.

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