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	<title>Comments on: Rules of Business Relationships, Part 6 &#8211; Penny Wise, Pound Wise</title>
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	<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/</link>
	<description>Internet Marketing, Branding and Web Development for B2B</description>
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		<title>By: Brad Shorr</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-689</link>
		<dc:creator>Brad Shorr</dc:creator>
		<pubDate>Wed, 12 Dec 2007 13:37:21 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-689</guid>
		<description>Thanks for your thoughtful comment, Andrew. Those are all superb points. Covey&#039;s model sounds like it is well rooted in common sense, which means it probably works very well. I&#039;m going to have to read that book.</description>
		<content:encoded><![CDATA[<p>Thanks for your thoughtful comment, Andrew. Those are all superb points. Covey&#8217;s model sounds like it is well rooted in common sense, which means it probably works very well. I&#8217;m going to have to read that book.</p>
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		<title>By: Andrew</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-688</link>
		<dc:creator>Andrew</dc:creator>
		<pubDate>Tue, 11 Dec 2007 22:55:06 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-688</guid>
		<description>Hi Brad,

On the topic of policy versus strategy, I think Stephen Covey&#039;s book &quot;Principle Centered Leadership&quot; has some sound advice. (at least I think that&#039;s what the book was called)

Mr. Covey talks about a way of management whereby companies do not get bogged down in endless policy detail. Instead, under his model of Principle Centered Leadership, senior management sets a broad set of core fundamental principles, which employees are expected to follow at all times.

Staff can be flexible in applying specific corporate policies provided they are following the principles which have been set.

This model provides for common sense and flexibility. Yet at the same time it ensures that staff are following the bigger picture of what senior management wants for the company.

One more thing - lower level employees should never be blamed for strictly following &#039;policy&#039; set by senior management unless senior management have made it clear that common sense should prevail over technical policy detail.

It is the responsibility of senior management to specifically allow for flexibility and common sense in the application of company policy. If lower level employees are not given this freedom, they cannot be blamed for the consequential adverse results.

Cheers

Andrew</description>
		<content:encoded><![CDATA[<p>Hi Brad,</p>
<p>On the topic of policy versus strategy, I think Stephen Covey&#8217;s book &#8220;Principle Centered Leadership&#8221; has some sound advice. (at least I think that&#8217;s what the book was called)</p>
<p>Mr. Covey talks about a way of management whereby companies do not get bogged down in endless policy detail. Instead, under his model of Principle Centered Leadership, senior management sets a broad set of core fundamental principles, which employees are expected to follow at all times.</p>
<p>Staff can be flexible in applying specific corporate policies provided they are following the principles which have been set.</p>
<p>This model provides for common sense and flexibility. Yet at the same time it ensures that staff are following the bigger picture of what senior management wants for the company.</p>
<p>One more thing &#8211; lower level employees should never be blamed for strictly following &#8216;policy&#8217; set by senior management unless senior management have made it clear that common sense should prevail over technical policy detail.</p>
<p>It is the responsibility of senior management to specifically allow for flexibility and common sense in the application of company policy. If lower level employees are not given this freedom, they cannot be blamed for the consequential adverse results.</p>
<p>Cheers</p>
<p>Andrew</p>
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		<title>By: Jeanne Dininni</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-687</link>
		<dc:creator>Jeanne Dininni</dc:creator>
		<pubDate>Tue, 11 Dec 2007 22:13:03 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-687</guid>
		<description>Brad,

Great idea!  Look forward to reading it!

Jeanne</description>
		<content:encoded><![CDATA[<p>Brad,</p>
<p>Great idea!  Look forward to reading it!</p>
<p>Jeanne</p>
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		<title>By: Brad Shorr</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-686</link>
		<dc:creator>Brad Shorr</dc:creator>
		<pubDate>Tue, 11 Dec 2007 22:03:38 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-686</guid>
		<description>Yes, it is. This is a good topic for a post, Jeanne. Maybe I&#039;ll tackle it.</description>
		<content:encoded><![CDATA[<p>Yes, it is. This is a good topic for a post, Jeanne. Maybe I&#8217;ll tackle it.</p>
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		<title>By: Jeanne Dininni</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-685</link>
		<dc:creator>Jeanne Dininni</dc:creator>
		<pubDate>Tue, 11 Dec 2007 21:57:49 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-685</guid>
		<description>Brad,

You may very well be right.  Policy is so much easier than strategy, isn&#039;t it?

Jeanne</description>
		<content:encoded><![CDATA[<p>Brad,</p>
<p>You may very well be right.  Policy is so much easier than strategy, isn&#8217;t it?</p>
<p>Jeanne</p>
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		<title>By: Brad Shorr</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-684</link>
		<dc:creator>Brad Shorr</dc:creator>
		<pubDate>Tue, 11 Dec 2007 21:32:42 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-684</guid>
		<description>Robert and Jeanne, looking at your comments together makes me wonder if companies wrap themselves in policy to avoid delving into strategy ... could it be?</description>
		<content:encoded><![CDATA[<p>Robert and Jeanne, looking at your comments together makes me wonder if companies wrap themselves in policy to avoid delving into strategy &#8230; could it be?</p>
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		<title>By: Jeanne Dininni</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-683</link>
		<dc:creator>Jeanne Dininni</dc:creator>
		<pubDate>Tue, 11 Dec 2007 20:45:00 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-683</guid>
		<description>Wonderful points, Brad!

After all, company policy is supposed to be &lt;i&gt;good&lt;/i&gt; for the company; yet so often it can have the opposite effect, which is why a little &quot;wiggle room&quot; and a &lt;i&gt;lot&lt;/i&gt; of wisdom are almost mandatory when applying it!

Great post!
Jeanne</description>
		<content:encoded><![CDATA[<p>Wonderful points, Brad!</p>
<p>After all, company policy is supposed to be <i>good</i> for the company; yet so often it can have the opposite effect, which is why a little &#8220;wiggle room&#8221; and a <i>lot</i> of wisdom are almost mandatory when applying it!</p>
<p>Great post!<br />
Jeanne</p>
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		<title>By: Robert Hruzek</title>
		<link>http://www.straightnorth.com/blog/rules-of-business-relationships-part-6-pound-wise-penny-wise/comment-page-1/#comment-682</link>
		<dc:creator>Robert Hruzek</dc:creator>
		<pubDate>Mon, 10 Dec 2007 15:33:05 +0000</pubDate>
		<guid isPermaLink="false">http://www.wordsellinc.com/blog/sales/rules-of-business-relationships-part-6-pound-wise-penny-wise/#comment-682</guid>
		<description>&lt;i&gt;&quot;...it requires both parties have a long view...&quot;&lt;/i&gt;

Wow! I get all tingly when people start talking &lt;i&gt;strategy&lt;/i&gt; instead of &lt;i&gt;tactics&lt;/i&gt;. Sadly, it&#039;s so unusual to hear, it sounds like a foreign language!

But I&#039;d watch it if I were you; you&#039;re going to get yourself stoned for talking heresy like this, Brad! :-D</description>
		<content:encoded><![CDATA[<p><i>&#8220;&#8230;it requires both parties have a long view&#8230;&#8221;</i></p>
<p>Wow! I get all tingly when people start talking <i>strategy</i> instead of <i>tactics</i>. Sadly, it&#8217;s so unusual to hear, it sounds like a foreign language!</p>
<p>But I&#8217;d watch it if I were you; you&#8217;re going to get yourself stoned for talking heresy like this, Brad! <img src='http://www.straightnorth.com/blog/wp-includes/images/smilies/icon_biggrin.gif' alt=':-D' class='wp-smiley' /> </p>
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