Excerpts A Troubled President The Numbers Do Not Add Up Sleepless Nights Torn in Half! The Military Understands Already Beyond the Value Chain Aspirations and Opportunities Emboldening Customers and Strengthening Their Capabilities Boxes and Lines Distrust Bigger than the Boxes Rethinking the Model

Excerpts #5 of Chapter 1 Excerpts: Next | Previous The Military Understands Already Wesley grimaces. Thinking back to his own military days, he responds, "You know, Gregory, when people think of the military, they think of its hierarchy, but there's more to the story. As a former colonel I can well appreciate the bureaucratic and hierarchical model most have of the army. The fact is that that might be the situation during peace, but under war conditions, you would be surprised how fluid and flexible things are. It's this fluidity and agility that we need in our company. And as far as the church is concerned, it typically has fewer levels than in an average corporation. As you well know, it's too easy to trade in simplistic stereotypes." Everyone listens as Wesley continues his impassioned remarks. "Why does the military continuously train to achieve fluidity and flexibility? We must be able to operate in an ever-changing environment, often referred to as the 'fog of war.' We practice a very fluid teaming concept called 'combined arms task forces,' because training and war require the continuous creation of new and different task forces, or 'teams.' Individual soldiers often find themselves on different teams virtually every day, and sometimes as often as three or four times a day. Military training is designed to create the mindset for 'teaming,' which is so critical for combat. Why can't we do this in commerce?" He continues, "Gregory, if you sense a tone of defensiveness, it's there. You just hit a couple of my hot buttons. And as far as the Fosbury Flop is concerned, it's anything but a flop. It's a way to do the near impossible, and this is what I think Frank is asking us to do." "Wesley, I'm listening," responds Gregory. "Up until today my world has been so easy and comfortable. I'm going to have to do some rethinking. Thanks for helping me redefine my understanding of the military. It sounds like they're ahead of much of industry in their thinking and execution." Carol springs to her feet. "Remember how we used to say 'customers beware'? Now we need to 'be aware of customers,' their interests, capabilities, and aspirations. From what you say, Wesley, the military certainly has to be aware of their 'customers.' This is truly a mindset change, and yet it is so much more natural. I certainly was not a high school high jumper, but if I've understood your story, Wesley, this shift is as big as the shift to the Fosbury Flop and will take as much practice to be successful." Excerpts: Next | Previous