A chance hallway encounter with a member of the network that lasts two minutes can accomplish as much, if not more than, an arranged meeting that would require 15–30 minutes. The very best GMs mobilize more people to do more things through a wider variety of “reactive” behaviors: days not planned in much detail and filled with short, seemingly disjointed conversations. Requesting several network members to take actions that influence othersĪll effective GMs get things done using these methods.Convincing a network member to approach a non-network member.Persuading someone to act in a way that supports the agenda.Asking or suggesting that someone do something.
He or she creates an environment in which network members work on the manager’s agenda and cooperate for the greater good.Įffective GMs use direct and indirect influence to get networks to respond to their agendas. Networks extend up, down, and laterally to include everyone on whom the GM depends. They include a broad range of financial, product, market, and organizational issues. These agendas address the GM’s long-, medium-, and short-term responsibilities. With broad networks, GMs can use impromptu encounters to exert influence far beyond their chain of command.Įffective GMs rely on agenda setting and network building to achieve their goals.Īgendas comprise activities that accomplish multiple goals, are consistent with all other corporate goals and plans, and are within the GM’s power to implement. With flexible agendas, GMs capitalize on unanticipated opportunities that emerge in day-to-day events. The key tools for meeting these challenges are flexible agendas and broad networks of relationships. Unplanned and unstructured activities help GMs address two critical challenges: figuring out what to do and winning widespread cooperation.
General managers (GMs) with highly structured workdays and rigid schedules close off channels-such as chatting in hallways and calling impromptu meetings-that would otherwise provide vital information and valuable relationships.
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