IBM can Dance!
Lou Gerstner was the CEO of IBM from 1992 to 2002.
Firstly you may think the title of this book is unique. IBM is like an elephant because it’s a big company.
I know the meaning because I also worked in a big company like IBM and felt that business speed was too slow and less flexible and there were so many hierarchies and difficult to change the rule…
But finally, he sharpened up and shake up the big company and make them dance! I read an interesting story especially the first year he did.
Sooner is better than perfect
For the first time I read this book, I remember the above word.
I misunderstood this was Lou Gerstner’s words, but I read this book again and found this was not his word but Michael Hammer’s who is the co-author of “Reengineering the Corporation” told The New York Times “Gerstner decided that sooner is better than perfect – that was anathema to the old IBM”.
At that time I really focused on “Speed” than “Accuracy” for my job so the word “Sooner is better than perfect” was strongly impressive and encouraged my activity.
What is marketing?
Before he joined, marketing in IBM really meant Sales.
Marketing needs something below.
- Market segmentation
- Analysis of both competitors and customer preferences
- Corporate and product brand management
- Advertising and direct mail
What did Lou change?
Required behavioral change “From” –> “To”
- Product out –> Customer in
- Do in my way –> Do in the customer’s way
- Manage to morale –> Manage to success
- Looking good is equal to or more important than doing good –> Accountability
- Rule-driven –> Principle-driven
- Analysis paralysis 100+% –> Make decisions & Move forward with urgency 80%/20%
- Fund everything –> Prioritize
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