HOW THE BEST LEADERS LEAD
longer delays. When you deliberately reduce the number of steps,
you increase speed and efficiency, and you reduce the cost of the
activity.
54. What activities could you eliminate completely to
speed up the process of producing your products
and services?
1.
2.
3.
Many activities slip into the work process and remain there,
gumming up the works for no good reason. Look for activities
that you could eliminate without loss of efficiency.
55. What activities could you outsource to other
individuals or companies to free yourself to sell
and deliver more of your products?
1.
2.
3.
Any product or service that is not essential to the generation
of sales and revenues is a candidate for outsourcing. Companies
that specialize in these services can almost always do them bet-
ter, faster, and cheaper than you can do them internally.
56. What activities could you discontinue altogether
without substantial loss of sales or revenue?
1.
218
THE LEADER’S QUESTIONNAIRE
2.
3.
Imagine that you, a turnaround specialist, are called in to take
a hard look at every activity. Which activities would you tell the
management to discontinue, especially if the survival of the busi-
ness was at stake?
57. Is there any person in your business life—a
customer, employee, associate—who, knowing
what you now know, you wouldn’t hire, take on,
or get involved with today?
1.
2.
3.
Fully two-thirds of people don’t work out over time. They ei-
ther do a mediocre job or a bad job. Only keep the people you
would hire back if they applied for their jobs again today.
58. If you could start your business or career over
again today, what would you do differently?
1.
2.
3.
What would you do more of? Less of? Start? Stop altogether?
What advice would you give to someone else contemplating
going to work in your field?
219
HOW THE BEST LEADERS LEAD
59. What s kil ls, abilities, talents do you have that
have been most respon sible for your succes ses to
date?
1.
2.
3.
Each person has special abilities that make them different
from anyone else. What are yours? What have you done in the
past that has earned you the most praise and accomplishments?
What do you enjoy doing more than anything else?
60. If you could be excellent at anything, what skills or
abilities would be most helpful to you in achieving
your most important goals?
1.
2.
3.
Imagine that you could wave a magic wand and suddenly be-
come extremely good at one particular skill. Which one would
you choose?
61. What actions are you going to take immediately as
a result of your answers to the above questions?
1.
2.
3.
220
THE LEADER’S QUESTIONNAIRE
Leadership is not position. It is action. The purpose of all
planning and analysis is action—now. Action orientation is a
hallmark of leaders and top people in every field.
As Einstein said, ‘‘Nothing happens until something moves.’’
In what way are you going to move differently from this day for-
ward?
221
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