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Results-Based Leadership: How Leaders Build the Business and Improve the Bottom Line
Dave Ulrich, Jack Zenger and Norm Smallwood

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Format: Hardcover, 240pp.
ISBN: 9780875848716
Publisher: Harvard Business School Publishing
Pub. Date: May  1999

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Description and Reviews
From The Publisher:

Results-Based Leadership challenges the conventional wisdom surrounding leadership. The authors - experts in human resources and leadership development - argue that it is not enough to gauge leaders by personal traits such as character, knowledge, style, and values. Effective leaders, say the authors, do more than master the attributes of leadership. They know how to connect their attributes with results. Results-Based Leadership shows executives how to deliver results in four specific areas: results for employees, the organization, its customers, and its investors. The authors provide action-oriented guidelines for readers to develop and hone their own results-based leadership skills. They look beyond the quick fixes, buzzwords, and trends that typify many leadership programs, and focus instead on producing results that can be measured and integrated into any business strategy or corporate culture.


The authors argue that most business leaders lack insight when responding to the simple question, "What is your business about?" Usually, the response focuses on the company's product affiliation, for example "We're in plastics." In order to get good business results, the authors say, leaders need to understand fully what makes their organization tick at the "elemental level." The authors, a business educator and two company directors, draw on their business experience as well as the work of other business leaders and illustrate with specific strategies and charts how to achieve "results" in four specific areas: employees, the organization, its customers, and its investors. Here we also learn about the leadership attributes of successful companies, information that readers can use as a guide to hone their own leadership skills. A notes section offers additional readings. Recommended for specialized business collections, company executives, business managers, and human resource people. (Index not seen.)
Library Journal, Bellinda Wise, Nassau Community Coll. Lib., Garden City, NY

"This gem may be the only book on leadership you need to read. Ulrich, Zenger, and Smallwood deliver an insightful synthesis of the plethora of work in this field and a compelling argument that effective leadership is the product of both leadership 'attributes' and the achievement of results."
—Jeffrey L. Bleustein, Chairman and CEO, Harley-Davidson, Inc.

"Results-Based Leadership is a welcome addition to the leadership book bag."
—Frances Hesselbein, Founding President and Chairman of the Board, Peter F. Drucker Foundation for Nonprofit Management


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About the Authors
Dave Ulrich is a professor at the School of Business at the University of Michigan, where he co-directs the Human Resource Executive Education Program. He is the author of the bestseller Human Resource Champions (HBS Press). Jack Zenger is President of Provant, an organizational and performance improvement firm, and prior to that co-founded Zenger-Miller, a leading management and supervisory development firm. He is coauthor of the bestselling Self-Directed Work Teams: The New American Challenge. Norm Smallwood is a managing director of Novations, a strategy, organization design and change management consulting firm. He is coauthor of Real-Time Strategy.

Table of Contents
1Connecting Leadership Attributes to Results1
2Defining Desired Results27
3Employee Results: Investing in Human Capital53
4Organization Results: Creating Capabilities81
5Customer Results: Building Firm Equity107
6Investor Results: Building Shareholder Value139
7Becoming a Results-Based Leader169
8Leaders Building Leaders191
About the Authors233

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