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Viable Vision: Transforming Total Sales into Net Profits by Gerald Kendall

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4

A Simpler Frame of Reference for Decision Making

“Too often, sophistication is just a disguise for ignorance.”

For the most part, top management teams use a holistic frame of reference (such as net profit or return on investment) to make decisions. However, this fact does not mean that the lower levels of the organization do the same. In fact, as soon as an organization is divided into components and measured by component, the nonholistic actions begin.

In order for a Viable Vision to be implemented, the new frame of reference must:

  1. Identify the huge leverage point

  2. Connect every action and every decision at any local level to the impact on the company as a whole

  3. Remove the distortions

The new frame of reference described below has been ...

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