CHAPTER 8
Leading Change
Executive Presence in Driving Results
Change before you have to.
—JACK WELCH
Amanda Richards glanced nervously at her watch and realized nearly a full hour had passed in her client update meeting with a large global organization. As a seasoned professional covering the Midwest for her financial services firm, Amanda had been well trained to take care of her clients. She responded when they had problems and worked to correct issues.
Of course, there was always a new product her company was pushing. On this trip her boss had suggested she introduce a new actively managed financial product. Given the tension in the room, this was unlikely to happen. This client would be in no mood to be sold on a new strategy when performance ...
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