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The Outward Mindset by The Institute Institute

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3 • Two Mindsets

Louise Francesconi was president of one of the legacy Howard Hughes companies during a period of consolidation within its industry. The company’s chief competitor had recently purchased the company Louise led. After the purchase came a directive: Louise and her executive team had to cut $100 million from the cost side of the business. They were given thirty days. This directive came with an implied “or else.” Louise asked us to help them with this challenge.

You can imagine the pressure on Louise and her leadership team. The acquiring company’s executives were about to determine their immediate career opportunities. Cutting $100 million was their job interview.

So the members of Louise’s team had no choice but to deliver, not ...

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