Recruitment Stategies

Strategies for Business Growth
The Business Center | Growth Online Home

Here we present a list of important business growth strategies to improve each of the five
fundamental engines/components of a company; market strategies, product and services
strategies, organization strategies, people strategies, and financial strategies.
Market Strategies
(top)
Definition: This component includes the company's relationship with existing and
potential clients/customers, its knowledge of changing needs and opportunities in the
market, the way it identifies and reaches its clients/customers, the quality and speed of
service it provides, marketing, advertising, and the selling and management skills its
possesses.
Examine management's assumptions, perceptions, predispositions about the

market, and determine to what extent they are valid.
Use one or more of the following Marketing strategies: Use, improve -- marketing
materials; advertising; trade shows; direct mail; market research; public
relations; etc.
Use one or more of the following Sales strategies: For Sales staff -- increase their
selling time, increase their numbers, increase their knowledge, skills; engage
sales reps, distributors; enhance customers' knowledge of what's offered; etc.
Expand our business within the segments we serve; or expand into other
segments; or expand our geographical area; or change the % of sales we make
within our existing client base, segments, or geographical areas.
Determine what the competition has going for it, and then exceed them.
Evaluate new opportunities in the market--in terms of acquisitions, new

products/services, collaborations with others, etc.
"Attract" the market to us - by immediately implementing cleanliness &

organizing work to the next highest level; and by managing our finances better.
(This can invoke a response and make the market come to us.)
Determine what our unique strengths are, and incorporate this information in our
marketing and sales efforts.
Additional Reading
This topic is further discussed in the book The Vital Corporation. (MIRA)
Products & Services Strategies

(top)
Definition: This component refers to the capacity of the company to deliver products
and services. It includes the range and quality of products/services it markets, the
technical knowledge and skill of sales and service staff, and the level of technology
incorporated in its products/services and utilized to carry on business.
Improve the technology of our products/services by adding one new dimension

to it.
Attune our products/services to meet a psychological need of the

client/customer, so that it provides greater enjoyment, security or educational
value.
Examine every technology our company employs and identify ways to reduce
cost.
Match our products/services as closely as possible with the needs of the market.
Make improvements in our organization (structure, activities, systems, job

positions, procedures, rules, regulations) that will improve the development and
operation of our technology (including product/services).
Introduce new or improved technologies internally that will improve the

functioning of our own organization.
Become fully knowledgeable about all new emerging technologies that are
directly or indirectly related to our business.
Identify and adapt new technologies to better meet the needs of our customers.
Work closely with our vendors to introduce new products/services.
Continuously expand and upgrade the product/service knowledge and technical

expertise of our people.
Make an effort to completely satisfy existing and potential clients/customers.
Make our clients/customers happier by making our employees happier. If we

show more interest in our employees, thereby making them happier, they will
interact better with our client/customers.
Determine what our unique strengths are, and develop products/services that
incorporate, or further incorporate these strengths.
Implement the value "Quality" in every possible area.
Additional Reading
This topic is further discussed in the book The Vital Corporation. (MIRA)
Organization Strategies
(top)
Definition: This is the component that holds everything together and forms it into a
living whole. Organization consists of the structures, systems, policies, procedures and
activities of a business, the manner in which it exercises authority, takes decisions,
communicates, coordinates and integrates its activities.
Establish clear job descriptions for every position, and create a system whereby
the responsibilities and authority of each position are clear to other people in the
company.
Analyze the jobs of executives, managers, and supervisors to identify tasks that
can be delegated to lower levels and the conditions necessary to make that
delegation effective.
Conduct an analysis of major activities in the company (such as selling, order

taking, etc.) to identify ways to increase speed, reduce cost, eliminate
unnecessary steps, and improve quality. Also, insure there are systems for every
activity.
Asses the effectiveness of important systems in the company (e.g. accounting,

budgeting, personnel, information, planning) in terms of their speed, their
personnel requirements, quality of work, cost of operations, and whether fully
being utilized.
Try to coordinate and integrate any two systems to create a powerful

organization.
[GLOBAL STRATEGY FOR VALUES] Apply the value to every activity (and subactivity); to every system (including every procedure), and to every job position
task (and sub-task) in the company.
Implement organizational values such as coordination, integration, discipline,

freedom, standardization, teamwork, and communications.
Determine whether we can innovate any new systems that will further improve
our performance. Determine if there are systems successfully employed by other
companies that could be used by our company.
Additional Reading
-To review a detailed chapter on the power of Organization in the book The Vital
Corporation, please click here. (MIRA)
People Strategies
(top)
Definition: This component covers the energies, abilities, skills, and attitudes of
employees that can be harnessed for growth. People and companies grow together.
Those companies that provide maximum opportunities for their people to grow, find
maximum opportunities for their own growth.
Recruit people with a high level of energy and good health.
Review wage and salary scale, and ensure that the compensation for every
position is not only fair, but perceived as fair. Whenever necessary, educate
people to understand the true value of the company's benefits package.
Link compensation directly with performance for every job.
Introduce profit-sharing or equity programs to make our people "owners" of the

company.
(See The Highest Value--Commitment To People)
Develop the physical and technical skills of our people through formal training
programs.
Recruit people with the right type of personality to work well in our company and
implement its values.
Establish formal and informal programs to give social recognition to high

performers in every department, not just in sales. Every day make it a point to
go out and find someone doing something right and recognize it.
Develop the interpersonal and organizational skills of our people through formal
training programs.
Define clear paths for career development in the company and put in place an
effective performance appraisal system to evaluate people's performance and
help them to acquire higher level abilities.
Recruit people with the highest possible level of education and experience.
Develop the managerial and psychological skills of our people through formal
training and personal guidance.
Give greater personal attention to the people you work with (not to their work)
and encourage them to do likewise with their people.
Actively involve and encourage our people to come forward with ideas and
proposals to increase efficiency, improve communications, foster cooperation
and promote harmony within the company, and between the company and its
customers and its vendor.
Recognize and reward individual efforts to improve the functioning of our

organization.
Give our people personal attention.

Strive to provide our people with continuous opportunities to increase their

incomes.
Provide regular, on-going training for every employee
Give regular feedback to individuals on their performance and what they can do
to improve.
Maintain clear and effective two-way communication with all employees.
Implement psychological values such as respect for the individual, personal

growth, freedom, and harmony to the highest level.
Further Reading
This topic is further discussed in the book The Vital Corporation
Finance Strategies
(top)
Definition: This component defines the way in which the company manages, monitors
and utilizes capital resources for its growth. It includes the quality of systems and skills
for accounting, budgeting and financial management, cash and credit management,
control over purchasing and inventory, access to capital.
Determine of our company is exploring and taking advantage of every

conceivable source of finance to make our business grow.
Determine what can be done to improve accuracy and timeliness of accounting

so that information on performance is available as soon as possible after the
day, week, the month, or the job is over.
Determine how our company can utilize financial information as a positive

instrument for tracking and monitoring performance on key activities.
Determine what type of indicators we can develop as positive motivating tools to

help managers and employees evaluate their own performance.
Determine what are the key areas in which the company can save money by
improving performance. Determine what can be done to raise performance in
those areas.
Determine what can we do to generate a more positive attitude in our company

regarding the way money is used to motivate employees and vendors?
Keep expenditure within or below budgeted levels.
"Attract" money to us - by immediately implementing cleanliness & organizing

work to the next highest level; and by managing our finances better. (This can
invoke a response and make money come to us.)
Review some personal growth, "inner strategies" that can help you attract
money.
Additional Information
-To learn how to develop a strategic plan, click here.
-To do an evaluation of your company, click here.
-To learn about the power of business values, click here.
-To learn the keys to business success, click here.
-To read mini thoughts insights into business success, click here.
The Highest Value: Commitment To People
by Roy Posner
Perhaps the highest value of all is a company's commitment to its people. It can be at the level of
fair compensation and job recognition all the way to the concern for the well-being and growth of
its people.
Compensation
At the most basic level we can compensate our employees with better pay, or otherwise "share
the wealth." You could review wage and salary scales and insure that the compensation for every
position is not only fair, but perceived as fair. You could also link compensation directly with
performance for every job.
Education
At the next level we can insure that the staffers are well trained, and have the skills and
knowledge to perfectly carry out their jobs. How much or how often should you train your
people? As much and as often as possible, and keep on training them. There is no more powerful
way to energize your people and your company for nonstop growth.
The fundamental principle of education is that it is possible to teach the next generation in a few
years the essence of what the entire society or world has learned about a subject over many
centuries. The fundamental principle of formal training is that it is possible to teach any capable
person in a relatively short period of time the knowledge and skills for a job which others have
acquired through long years of work experience.
Make the effort then to develop the physical and technical skills of your people through formal
training programs.
Social Recognition
The individual is more than just an animated and intelligent machine functioning independent of
others. Each person has a social personality that responds to attention and recognition from
others. Companies that recognize the social needs of their people and create opportunities for
their fulfillment of those needs release powerful energies in their people. The simplest way to tap
these energies is to create standards by which people can evaluate their own performance. Then
give people the recognition they deserve for achievement of these levels.
Specifically establish formal and informal programs to give social recognition to high performers
in every department, not just in sales. Every day make it a pint to go out and find someone doing
something right and recognize it.
Career Paths
At the next level the company can create opportunities for continuous promotion and career
development. Develop clear paths for career development in the company and put in place an
effective appraisal system to evaluate people's performance and help them acquire higher level
abilities.
Attention
An even greater way to show commitment to people is to simply give them maximum attention.
If you look closely at companies that continue to perform at high levels year after year, you will
find that these are companies which knowingly or unknowingly believe in the power of attention
and encourage their managers to shower it on their people for their growth and the growth of the
company. Certainly managers can learn these skills if they don't have these in full. Also, it should
be pointed out that there is also a subtle and important distinction that should be made between
taking interest in employees for the sake of accomplishing work and taking interest in them for
their own sake as individuals.
Personal Growth
Perhaps the greatest way to commit to your people is to care about the personal growth of your
people. This is an emotional concern for your people that is at the level of a parent's concern for
the well-being of a child. If a company shows in specific ways how it is concerned for the
personal growth of its people, success for the company can be infinite.
(You can also refer your people to the personal growth area of this site which has many fresh,
innovative ideas on personal growth.)
YOUR COMPANY:
-Does your company show a real commitment to people?
-If you are not sure ask around; do a survey to find out. Use the areas above as a general
guideline.
-Which of the above areas should you focus on to show more commitment to people?
FURTHER READING:
-For additional thoughts about a company's commitment to the value of people, click
here.
-This topic is further discussed in a chapter of the book The Vital Corporation (MIRA)
Strategies to Instantly Attract Money into Your Life
by Roy Posner
Personal Growth Center | Growth Online Home
Money is a force. It is a concentrated symbol of energy and power in life. Like all forces in the
universe, money obeys certain universal laws or principles. By understanding those laws and
acting appropriately, we gain a great power over money, enabling wealth and prosperity to come
our way.
Most of us are aware of the importance of hard work, determination, and drive to attract money.
However, there are also other, more hidden and subtle ways to attract money, wealth, and
prosperity. When followed, these methods have a tendency to instantly attract money from
seemingly out of nowhere, defying our normal notions of cause and effect, and what is logical
and possible. Such sudden and abundant results are indications of the wondrous phenomenon of
life response at work.
Attention
It is a basic law of life that everything - whether it is a physical object or a human being -responds to greater attention. Money is no exception. The best way to give attention to money is
to account for it accurately and in a timely manner. Keeping precise and up-to-date accounts of
money is a powerful mechanism for suddenly attracting more of it.
-One small business owner balanced eight months of back bank statements in a weekend,
and received $5000 from nowhere the next day.
-An individual noticed that an idle machine had become run-down, so he decided to clean
and fix it. Within a few days, a new work project suddenly sprung up where this very
machine was required. The project, using that machine, became a huge new source of
income for the business.
(for more on this topic click here)

Circulation
Like any force, money needs to move freely in order to sustain itself. Holding back on paying, or
otherwise hoarding money, prevents the free flow of energy, and thus the free flow of money. For
example, we have seen a number of instances where individuals were unwilling to pay the bills
they owed until they first received payments of money due to them. Reversing such an attitude
can bring a sudden abundant positive response from life.
A programmer, who had little cash on hand, was unwilling to write out checks for current
bills due until he received money owed him from his clients. He had been waiting for a
number of days for this payment to come in. He then reversed his attitude, and went
ahead and wrote out the checks for the money he owed anyway. When he went to pick up
his mail ten minutes later, he was surprised to discover the check he had yearned for in
his mailbox.
We have also seen instances where individuals were unwilling to spend their current funds for
important necessities. Even when they had plenty of cash on hand, they hoarded it, often
because of some unfounded fear. When they reversed themselves, life responded in
extraordinary ways.
-A web site owner was hesitant to upgrade to a better web site because of the added
expense, even though he had the required funds. The web host provider had suggested
the better site a number of times in the past. When the web site owner finally overcame
his reluctance to spend, he discovered to his surprise that the web host provider had
suddenly, the day before begun offering this better, higher-priced sit, at a cost virtually the
same as his current site!
-There was a man who was hesitant to spend money on a deserving friend. When he
changed his position and did so, he saw that money came back to him in the exact
amount he had spent on his friend!
If you give up such attitudes and let money circulate, energy will flow, and life will reward you
with good fortune, including the constant flow of money in your direction. This is proof of the
subtle principle of inner-outer correspondence; i.e. life reflects on the outside your
psychological condition inside within yourself. If you make your feelings or attitudes more
positive, such as overcoming an unwillingness to pay a bill or the hoarding of money, life on the
outside will respond positively to you in kind.
Long-term Debt Owed
Very often those who suffer from money problems have borrowed in the past and have forgotten
to repay, even when they had the opportunity to do so.
One individual owed a friend money for over twenty years. An instance after he committed to
paying off the old debt, he received news that he had been offered a better place to live, after
having lived in the same cramped apartment for over twenty years! In addition, he experienced
a sudden surge in his workload, which included higher-paying type work.
We see from this example how very important it is that you pay off old outstanding debts. Not
doing so may very well prevent you from ever moving beyond your current situation.
Sums Owed to You
It is also important to collect all money owed to you, including the minutest of sums sum. If you
do so, money will suddenly come to you from all directions.
-An individual understood that one should not neglect collecting even the smallest amount owed
to one. He then decided to practice it CONSCIOUSLY, and see for himself what would happen. So
he collected even the smallest amounts due to him from others (such as 10 cents and 20 cents!).
After he successfully collected on these, in the following few days he received Rs.300,000
($7,500) for various receipts coming from unexpected sources.
-An individual had exhausted his bank account. He was in desperate straits. He remembered that
if you collect every penny still due to you, money can come. He then contacted the sole debt he
had on his books, which went back nearly six years! He contacted that person to secure the
payment. The next morning he received a most unexpected purchase and payment from another
source that instantly resolved his quandary.
Taking Care of Neglected Duties
There are circumstances where money will not come your way until you take care of neglected
areas of your life. Once you give those areas the attention they deserve, money or other good
fortune can instantaneously come your way.
A payment for new services rendered was anticipated by a software company, but got delayed
for various technical reason. The individual in charge remembered that several older clients had
still not sent their payment. He had neglected to stay on top of that matter. Now with the current
situation of the new potential client, he felt there was a correlation between the receivables he
neglected to keep up on and the new payment that was having technical problems coming in.
Thus, he immediately contacted both of the older clients that owed receivables to find out their
latest status. Instantly, thereafter (literally within seconds of hanging up on the phone with the
older clients) the money for the new client properly cleared and came in.
Cleanliness, Orderliness
Perhaps the simplest and most dramatic way to attract money is to raise your level of physical
cleanliness at home or at work. Many individuals and businesses have followed this practice, and
seen money suddenly rush in from all sides, often from the most unlikely sources!
-An instructor had not been contacted for new work for weeks, and was in desperate
straits. He decided to apply the principle of higher cleanliness. His apartment was normally
clean, but he wanted to take cleanliness a step further. So he decided to clean his
refrigerator; something he was ordinarily reluctant to do. At the exact moment he finished
putting the foodstuffs back into the refrigerator after the cleaning, he heard a message on
his answering machine from his training company offering him abundant new work. The
response from life was instantaneous to the completion of the cleaning!
-A consultant suggested that before he made any business recommendations to his client
that they immediately clean up their showroom and backyard area. Time passed. The next
time the consultant visited the company, he learned that there had been an unexpected
sudden surge in new orders. This came just after the company implemented the
consultants advice about cleanliness.
We recommend that anyone looking to attract more money take up this strategy immediately.
There is no faster way to attract positive good fortune -- including fresh new sources of money -than by raising the level of cleanliness and orderliness.
Wasting, Squandering Funds

One of the best strategies for keeping a sure flow of funds is to avoid wasting money. Those who
squander away funds or pay exorbitant amounts for things that can be purchased more cheaply
will repel the arrival of more funds. However, if you discover what it is that you waste your
money on, and overcome that habit life is likely to quickly respond with instances of good
fortune.
Soft Speech
One surprising way to attract money is to control our speech. Speech is an expression of our life
energy. Unfortunately, we expend a tremendous amount of nervous energy in our verbal
communications; much more than is necessary to convey our thoughts. It turns out that one of
the most powerful ways to attract wealth and prosperity is to reduce the volume of ones speech.
A 39-year-old wealthy American businessperson lost all 60 of his employees, and was
prepared to file bankruptcy. At a relatives suggestion, he and his wife practiced the
psychological and spiritual disciplines of greater attention to things, higher levels of
cleanliness, bringing about greater higher harmony amongst the individuals, and soft
speech. Two years later, he was in a financial position to retire for life.
When we follow the method of soft speech, or when we reduce the quantity of the words we
express in our speech, we bring our own life energies under control, which create the condition
for great fortune to come our way.
(for more on this and related topic click here)
Changing an Attitude
A feeling or attitude is also an expression of life energy. Positive attitudes attract energy and
money; negative attitudes do the opposite. If you overcome a negative attitude -- such as an
unwillingness or reluctance to do something, or the harboring of bad will towards another -- new,
fresh energies are released, which subtlely move out into the world, returning as positive good
fortune, including attraction of money.
-The president of a software company was fretting about a contract he was negotiating
with a client. He felt he was being pushed too hard, which raised negative feelings in him
toward certain individuals at the client company. At one point, he realized that having this
attitude was not helpful, so he immediately tried to block out these thoughts and feelings.
Moments later, he received a check in the mail from another client for a large sum of
money. It turned out to be a payment for invoice that was six months overdue; the longest
overdue the company ever had.
-A man changed his attitude about working weekends at a computer store. During his
employment at the store, he had been at the low end of sales amongst the dozen or two
salesperson working at the mini-chain. After thinking about the situation, he changed his
attitude, as he saw the benefit of working on weekends. When he opened the store that
Saturday, a man walked in and made a huge purchase from the salesperson, enabling him
to establish the highest one-month sales of anyone in the history of the four-store
franchise. As a result, he also had the highest one-month income he ever had in his life.
Dependence on Others
We always hold the power to determine our own destiny. Likewise, the real power to attract
money comes from our own self-reliance, determination, and will; not from any dependence on
anothers help and support. The power to attract money comes from the psychological viewpoint
that I am the ultimate determinant of my fate. If this is the case, then consider if you are
dependent in others for funds, or similar forms of help, and change your position from one of
dependence to self-dependency. Wealth and prosperity will move in your direction.
Generosity
Whenever you shift your perspective from yourself to others, energy increases, and conditions
for success reveal themselves in the form of sudden and abundant positive life responses. This
includes a movement on your part away from stinginess and tightfistedness, and towards
generosity. Even the smallest movement in that direction can attract sudden good fortune
coming your way, including the attraction of more money.
A somewhat tightfisted man decided to pay for the trip of his friend, who was in a little bit
of financial straits. It was something he would not ordinarily do. The next day he received
an unexpected payment for an invoice that he did not expect to arrive for quite a while.
(In this event, he perceived the correlation between the overcoming of his tightness and
the corresponding positive response from life. In addition, he also noted the trend that the
amount he would generously give another was almost precisely equal to the amount that
suddenly came back to him thereafter!)
Goodwill and Generosity Too -- A related way to attract sudden good fortune is to feel
goodwill and gratitude towards others. One individual inwardly sent goodwill and gratitude
to various clients and friends. Soon thereafter, there was an avalanche of good news from
them in terms of sales, money, and other forms of good fortune.
(for more on this and related topics click here)
Focusing on, Giving Attention to the Work at Hand
We have often seen that if you focus yourself on the work at hand, i.e. what life is presenting
you, rather than on the work that you would like to be doing, additional work, including fresh
sources of money will fly in your direction.
An instructor taught a wide variety of software applications in his classes. One day he
decided to shift his attitude from indifference to one of real concern and interest in that
days database class. Soon into the session, he noticed that the class was very upbeat and
vibrant, as students were fully engaged in all manner of discussions. Then after the class,
he heard from a client whom he had not heard from in years. The client was interested in
having him work on a database program, which involved the very same topic area as the
days class. The new work was potentially very lucrative.
(for more on this and related topics click here)
Follow the Process of Accomplishment to Rise to Higher Level in Life
A great way to attract more money is by developing a plan for improvement in your life. Decide
what it is that you really want to achieve, organize the details of your vision, and carry it out with
a positive attitude, and with great determination, commitment, and effort. If you follow this
process, you are sure to reach your goal; i.e. success, wealth, and prosperity will come your way.
Sometimes life will respond and bring your fast results even before you have made an effort. The
mere decision to act can attract a response from life.
Following this process is an example of the self-conceptive power of Mind to lead our lives, rather
than being led by the whims of Nature. To follow this self-directed method of improvement is to
follow the fundamental process of growth and accomplishment in life. If having more money,
wealth and prosperity is your goal, then following this process from beginning to end will be a
full-proof method for achieving that aim.
The Ultimate Solution: Using Spirit
The single most powerful way to attract more money in your life is to use the power of Spirit. If,
for example, you open yourself to the Higher Power before commencing an important activity,
substantial results -- including more wealth and prosperity are likely to quickly and abundantly
come your way. Often the results are simply overwhelming!
A woman, who was developing a school for children, was considering the price she was
willing to pay her friend to do the work. After a discussion, she secured the somewhat
lower price that she had hoped for. She then paid that amount so the work could begin.
However, shortly thereafter, she reconsidered, and decided to offer the entire situation
to the Higher Power. A very short time later, the engineer -- out of gratitude for being able
to build a school for children -- volunteered to return all of the money he charged!
If you open to the higher spiritual power before starting an event, or when in the midst of a
situation, life will respond dramatically in kind. If you also overcome a wanting attitude, life can
respond overwhelming.
In summary, we can say that anything that we do that increases energy, attracts money; while
anything that we do that depletes or squanders energy blocks money from coming our way.
Giving physical objects, systems, and people more attention, circulating money instead of
squandering it, paying off current and old debts instead of ignoring them, focusing on the work at
hand instead of the work you want to do, applying higher levels of cleanliness and orderliness in
your home or work, changing a negative attitude towards others or towards life, using soft and
reduced speech, being self-reliant and not depending on others for monetary help, moving
towards generosity, goodness, and gratitude, and opening to spirit to consecrate an event are all
powerful strategies for releasing energy, and attracting abundant money from life.
For additional thoughts on issues related to prosperity in life, click here.
Further Reading:
-For more on the topic of "life response" (You Can Make Life Respond), click here
-To read about how to create luck in your life, click here.
-To learn about what money means in terms of the development of our society, click
here.
THE GREAT SECRET:

Opening to the Force (i.e. Consecration)
by Roy Posner
Opening to the Force
Perhaps the greatest secret known to Man is the existence of a Power that when accessed can
attract instantaneous good fortune, solve any problem, enable ultimate success, and bring about
great joy and delight of being. By opening to this Power, to this spiritual Force before taking any
action or commencing any activity, one is likely to notice shortly thereafter a sudden change of
luck, as life begins to cooperate from every quarter, and sudden and abundant positive
responses from life come our way.
A man was trying to figure out a complex computer programming problem. He stopped
racking his brain, opened to this higher Power, and forgot about his problem. A minute
later, not only did a solution to his problem come to him, but the new insight suggested a
solution to a host of other related problems.
As we see, opening to the Force before commencing an act has the power to attract
instantaneous miraculousness from life, as problems are instantly solved, as new possibilities
and solutions suddenly enter our mind from out of nowhere, and as activities are completed in
the shortest period of time with the least effort, revealing an astonishing organization and
efficiency.
The process of bringing in this spiritual element to an act we about to undertake is what we call
consecration. By consecrating any act, activity, event, or circumstance, we enable the spiritual
Force to take over, bringing to bear its Infinite powers. In addition, rather than depending on our
own limited capacities, a consecrated act is suffused with the limitless Capacities of the Infinite.
Thus, even if we do not have the necessary skill, knowledge, or capacity in an activity, the Higher
Power will compensate for what we are missing.
And yet, even if we have the abilities to succeed in a given act, we still might not gain the
cooperation of life, as many things can still go wrong. A consecrated act, however, elicits the full
cooperation of life; as unexpected delays, breakdowns in equipment, and other difficulties that
are normally beyond our control are overcome.
One other unique quality of a consecrated act is that the results that come our way are
marvellously original and creative. Often the results include possibilities we never would have
imagined.
A woman had an x-ray done indicating a possible growth in her chest. She had faith and
decided to consecrate the return visit to the doctor. The doctor, completely baffled, told
her that his new reading of this very same x-ray (not a new one) revealed a completely
normal condition.
Finally, a consecrated act can affect not only our own selves, but many individuals -- such as
everyone in the local community, or the entire population of a state or a nation. If a person is
deeply interested in the problem that is affecting the collective, and consecrates the issue with
great intensity, life can respond overwhelmingly and eliminate the burden for the entire
community.
California was threatened by continuous energy shortages. There had been several brown
outs, and there was an imminent threat for more of the same in the coming days -- even in
the coming months and years. One individual took a great interest in this issue, and
educated himself on the subject from various sides. He then consecrated the problem
deeply. From that point on there was not a single outage, even a partial brownout for the
three years that followed.
Spiritual Results Too
Now we begin to see that by opening to the Force before commencing an act, not only do we
open our own selves to its powers -- including its ability to attract instantaneous abundance, its
wondrous creative faculties, and its capacity to gain the complete cooperation of life -- but it can
also be brought to bear on issues, situations, problems, and potentials affecting the collective.
In addition to these wondrous practical results - such as curing an illness, solving a scientific or
business problem, bringing a family together, or ending a drought - there can also be spiritual
results from a consecrated act, such as the arrival of a settled calm, or a profound stillness, or a
richness and fullness in our being. In other situations, there can arise a fresh, buoyant energy
that lifts the spirits, or a sense of harmony and unity amongst the participants, or, perhaps
greatest of all, a deep and abiding joy and delight of being felt within.
An instructor's class was going very poorly one morning. Nothing seemed to go right. He
then decided to consecrate the afternoon session by offering it to the higher Power.
Thereafter, every conceivable thing went right. In addition, a deep peace and a palpable
richness could be felt in the classroom throughout the remainder of the day.
This capacity of consecration to invoke sudden and abundant creatively practical and spiritual
response from life is indicative of the super-subtle, i.e causal nature of the Force. Though we can
all certainly invoke a wonderful response from life without consecration - e.g. by shifting our
wanting attitudes to the positive, or by taking a decided action that we were previously reluctant
to take - the results that come through the causal nature of consecration are even greater -greater in quantity, quality, and intensity. Moreover, the causal nature of the Force also brings
spiritual results, including experiences of Peace, Power, Knowledge, Truth, Love, Beauty, Delight,
Oneness, Unity, and Infinity. This is the case because the Force is an instrument of the Infinite
Spiritual Reality, which has all of these attributes inbuilt.
Solving Past Problems
In addition to consecrating a current act, situation, circumstance, or problem, you can also use
the Force to overcome past problems, including mistakes and errors made long ago. By
consecrating past problems, you rid yourself of the difficulties of the past so that they cease
burden you in the present.
A software programming company made a bid for work from a potential client, but had
trouble securing it because of the client's lack of funds, confusion in its future direction,
and other reasons.
One day, several months later, this same client surprisingly asked the programming
company back to submit yet another bid for work. This time before the first meeting for
the bid, the chief programmer for the software company consecrated the event, including
the offering of all past difficulties. At a meeting that followed, the client immediately gave
the job to the programming company. In addition, they asked that the programmer not
delay and begin the work instantly at the clients site! To top it off, when the lead
programmer did began that work, he noticed that everything flowed perfectly in the
development of the program. E.g., what would normally have taken days of effort was
completed in mere hours. In addition, there was also a feeling of serenity and ease
throughout that day.
When you consecrate past problems, misdeeds, mistakes, and wrong attitudes, their influence on
us in the present can instantaneously dissolve, and result in sudden and abundant positive good
fortune in the present. This is the case because the Force knows no limitations of time -- of past,
present, and future -- as it simultaneously abridges all three. Thus, it can overcome the
limitations that the past has over the present, even as it can attract the infinite abundance of the
future to the here and now. (See MSS article on Consecration of past problems)
Changing Yourself when Results Do Not Come
Though the results of consecrated actions and problems are truly remarkable, there are
instances where consecration will not produce any tangible results. This would naturally be quite
disconcerting for those who have faith in the power of the Force. Fortunately, however there is a
very simple explanation for this occurrence. It is that in certain situations the Force cannot work
its magic unless a corresponding limitation or weakness in our being is removed. As soon as we
discover and overcome the corresponding element that is wanting in our consciousness, a
previously consecrated effort will suddenly bear fruit.
An individual opened to the Force in order to consecrate a difficult situation he was having
with his boss. Though he offered the situation with great intensity, still there were no
results. He then thought about it, and came to the realization that for months he had
acted too weakly and indecisively in his relationship with his superior. As a result, he
decided to confront his boss directly about the issues that were in question. Because of
this decision and effort, not only were the current difficulties resolved, but also a very
painful neck problem that had been troubling him for six months instantly disappeared.
In instances where consecrated effort brings no obvious results, it is helpful to discover a
corresponding element within ones self that is wanting. Very often it is in our attitudes, though it
is often caused by our negative feelings, emotions, and opinions; by our misguided notions and
beliefs; and by our poor habits, missing skills and capacities, false actions, and other aspects of
our being. The overcoming of one's own limitation as it relates to the current act or issue one is
consecrating, enables the Force to move into action, releasing its wondrous and infinite powers.
In essence, the Force had been waiting for the necessary opening in our being in order to spring
forward into action.
From the Macro to the Micro
One of the more interesting aspects of consecration are the various levels at which it can be
invoked. Many individuals have the capacity to consecrate major events in their lives, such as an
important meeting with a client, or an upcoming marriage ceremony, or the first day of a childs
schooling. This should be the minimum effort. It takes more discipline however to consecrate less
critical activities, such as the work session one is about to begin, or the class one is about to
teach, or a drive one is about to take. These too will attract wonderful results. More challenging
still is to consecrate the very smallest of acts, such as brushing ones teeth or the placing of food
in the microwave for heating. And yet, consecrating even these minor activities have an
enormous power to attract wonderful results. This is the case because the Force does not make
distinctions between the infinitesimal and the very large, as it is ready to rush in with its infinite
powers wherever there is an opening.
Unattached Intensity
Yet another interesting aspect of consecration is that the more intense the consecration, (a) the
more likely life will respond outside ourselves, and (b) the greater will be the quality of the
response. By "intensity" we mean that our ardor for the Divine Help should be sincere,
passionate, deep, and full. Conversely, we need to be careful that our ego does not get in the
way of our consecrated effort. E.g., there should be no demand or insistence on a particular
outcome. Instead, we should accept the results that come, for the Divine is always looking out for
us, even if we initially misinterpret the results that come. In the end, an approach of unattached
intensity would be ideal; one that will tend to attract the greatest results in the shortest period
of time.
A consultant was working with a client. The discussions among the staff about an
upcoming project reached a fervent pitch, bordering on chaos. The consultant perceived
that he was now in a difficult situation, and the entire project was now in jeopardy. He also
perceived that another project he was working on was similarly endangered. As a result of
these turn of events, he fell into a state of agitation.
That evening he offered the problem to the Divine. He asked, with great intensity, that the
Divine Force should resolve this burden. "Oh Divine, here is my plight. [He then went on to
explain it in its details.] I offer the problem to you," he said. He then forgot the problem
and went to bed.
The next day when he met with the client, he was stunned that there was no further
discussion of the issue that had preoccupied everyone the previous day. He was also
amazed how everything seemed to go right during the days training session, as life
seemed to cooperate from all quarters. Perhaps most interestingly, he noticed that there
was also a palpable calm and silence in the room throughout the day
In this instance, we see that as a result of the consultants intense, yet unattached consecration,
there was a wonderful response, which took two forms -- the practical results that solved the
problem, as well as the spiritual results that permeated the atmosphere.
As we practice consecration on a regular basis, we will find that intensity and ardor -- as well as
patience, positive attitude, cheerfulness, and equality -- will always serve us well; just as
expectation and demand will delay or cancel the action of the Force.
Inner Orientation for Maximum Results
There is one other obstacles that we are likely to face in our effort to make consecration an
integral part of our lives. Once you take up the effort, there is a tendency for our lower
consciousness to fight back and insist on its old habits and routines. As a result, our efforts
towards consecrated action tend to thin out over time, and eventually stop. At that point, we
would need to regroup, begin again, and reestablish a new rhythm for consistent consecrated
action.
What then can we do to prevent the reoccurrence of the obstacles presented by the unevolved,
obstinate, unyielding, and inflexible lower nature? One answer is that we can move our center of
consciousness and frame of reference away from the surface of life to a deeper poise within.
From that status, we are less likely to find ourselves caught up in the intensities of the surface,
and thus we are less likely to lose our focus and interest in consecrating our actions. Through
meditation, concentration (i.e. inner, one-pointed focus), and other disciplines, we can shift our
moment-to-moment awareness away from the surface of life - from its bubblings, allures, and
intensities -- to a deeper state within. From that poise, we are more likely to feel that urge to
consecrate our actions, leading to ever-more frequent wondrous positive responses from life.
For additional thoughts on consecration from the Growth Online Knowledge Base,
click here
RELATED TOPICS
To read an article on how by opening to the Force we can enable control over life's
circumstances, i.e. invoke Luck, so that our plans to improve our life dramatically
succeeds, click here.
To review an interview in which the purpose and power of the Force behind this power of
consecration is revealed, click here.
To read an interview where we discuss Extraordinary Phenomena in Life, including the

topics of consecration and "life response" (to invoke rapid, even instantaneous positive
responses from life), click here.
To go to the Life Response Project site where we discuss in great detail the many facets of
the miraculous phenomenon of Life Response, click here.
To read about the sage Sri Aurobindo, whose philosophy advocates consecration to the
Force, click here.
To discover yet another power of consciousness -- the power of moving to the depths
within to enable right perception, knowledge, decision-making, etc, click here.
Develop a Strategic Plan
by Roy Posner
You set the direction for the company by developing a strategic plan. A strategic plan that is well
conceived and implemented can really energize the company to new heights.
You develop a strategic plan by creating a mission statement, establish your goals and business
values, develop strategies to carry out your goals and values, and then develop specific action
plans to implement each of the strategies you set forth. Finally you communicate this to your
staff, and have them implement the plan. This process is explained below.
1. Build Mission Statement
A company's mission defines its central purpose, sets forth its core values and long term goals,
and provides guidelines for its future growth. An effective mission statement helps a company
select which markets to focus on
identify which customers to seek
define new types of products and services for development
determine what kind of people to recruit
decide what type of organization to build
set challenging, but realistic long term financial goals
Mission statements can be brief or long. The important thing is that they clearly communicate to
managers and employees what they should know about the company's future direction. In
preparing a mission statement it is a good idea to begin by reflecting on what the company has
been in the past and is today, and then think about how it will be different in the future.
For example:
"XYZ Computers is a specialty retailer {Describe the Needs the company Aims To Satisfy]
of personal computers and Internet products and services {Describe the Products &
services the company wants to provide} serving the Napa Valley {Describe the
Geographic area the company wants to serve}.
Our mission is to become the best single source supply of integrated, customized,
Internet-ready personal computers and servers in the Napa Valley {Vision of what the
company wants to become}. In order to achieve this, we will expand our single store
location so we can offer a wider variety of mid to high end products, including Internet
servers, software, and communication devices {Overarching Goals that the company
aspires to achieve in the future}.
We will strive to make the retail experience of our customers a delight by exceeding both
their needs and expectations, by providing them with the most reliable and up to date
information on products and emerging technologies, and by offering a superior level of
customer service {Core Values that the company wants to implement in the future}."
(In defining your mission you might want to consider opportunities available to the company in
the marketplace.)
2. Define Business Values

A value is a belief, a mission, or a philosophy that is really meaningful to the company. An
example of a business value is: "Customer Satisfaction." Another example of a value is "Being
Ethical and Truthful." Every company has one or more values, whether they are consciously
aware of it or not. Another way of saying it is that a value is a statement of the company's
intention and commitment to achieve a high level of performance on a specific QUALITATIVE
factor.
In many recent business management books and journals, developing, adopting, and
implementing values has been identified as perhaps the single key in the success of high growth,
high profit companies. A passion for a value and its implementation into the daily activities of
work was identified by many as the single key to their business success.
For example, Merck, the pharmaceutical company became so successful in its field because the
company was so dedicated to the value of "high quality and purity of its drug products."
Because of this perceived value distributors felt secure carrying Merck products, and felt
confident recommending the products to their customers.
When defining a value, it's a good idea to try to describe it in detail. For example, a company
may adopt the value "Customer Delight." That's the value's name. The detailed description for
the value could be something like: "We recognize that in todays highly competitive market
providing excellent service is not sufficient to satisfy customers and ensure their loyalty. Our goal
is to convert the customers interaction with our company into a thoroughly and unforgettably
enjoyable experience." You are describing how the value can uplift a company in general, or
your company in particular.
(For more information on developing values, click here.)
3. Define Goals
Goals are the broad, primary quantitative results that management seeks to achieve in the plan.
These goals can include specific financial performance results that you seek to achieve, such as
higher revenues or higher profits (e.g. "Increase Sales). They can also include goals to increase
the energy level in the company (e.g. Improve leadership & direction), and to strengthen any of
the five engines (e.g. "Improve Organizational Efficiency" for improving the Organization engine,
or Develop new innovative line of products/services to improve the Technology engine).
When we state a goal in general terms, it may be difficult for people to know when or whether we
have achieved it. Each general goal can be broken down into sub parts and defined in
quantitative terms. These are usually are defined in terms of
a dollar value of money to be raised, earned or spent

a percentage improvement on any factor such as closing ratios or customer satisfaction
a measure of speed or time for completing a action such as new product launches
a specific date by which an important action or result will be achieved
Example Goals: "Increase Sales by 25% in Qtr1", "Increase Profits by 10% in Qtr1"
4. Develop Growth Strategies for Values and Goals

Values and goals tell us what we want to achieve. Strategies tell us how to achieve them.
Develop a series of strategies* to implement each of the goals and business values you have
established.
For example -Goal: "Increase Sales by 25% in Qtr1"
Example Strategy/Objective: "Expand Training Curriculum on Sales and Customer
Service."
Business Value: "Maximum Utilization of Resources"
Example Strategy/Objective: "Evaluate all Machinery for waste," "Sold all very old unsold
stock immediately"
Business Value: "Concern for People"
Example Strategy/Objective: "Evaluate and develop the best compensation methods,"
"Get feedback on how to improve things at all levels."
(For a listing of general strategies for business improvement, click here.)
*When you are confident in the strategy that you wish to implement for a goal, you can
then consider that strategy an objective (for the goal). Thus for each of your goals you
develop strategies, which when you are happy with you call your objectives for the goal.
5. Evaluate and Overcome the Company's Negative Propensities

To insure that your company successfully accomplishes your goals, you will need to insure that it
overcomes any internal negative habits, attitudes, values, etc. that could retard such growth.
Once you identify these negative propensities, you can incorporate them in your action plans for
improvement as explained below.
Examples:
-"People must get to work on time. Punctuality is a must for a 24/7 company."
-"Find out why we are unresponsive to customers."

-"Get people skilled in areas that are lacking."
How do you know which are the company's wanting propensities? We would suggest you
evaluate yourself against a series of questions to determine what is wanting in the company.
Evaluate the company on these (e.g. ask a few people their opinions on these questions), and
then incorporate plans for improvement in you action plans.
(Click here to see a list of those statements on which to evaluate the company. There are
corresponding statements for each of a retail, manufacturing, wholesale, and service business.)
6. Develop Action Plans to Implement Strategies/Objectives and Overcoming of

Negative Propensities
At this point you might want to reorganize your mission statement to insure that it includes your
latest new take on things.
You are now ready to convert your strategies/objectives, as well as your ideas to overcome your
negative propensities, into a set of time-bound actions for implementation. You then actually
carry out the actions. As actions are carried out you can then update progress on the actions,
and identify those areas requiring greater attention. Here is some of the information to include
for each action for strategy.
(Action) Name
For a given strategy/objective, or negative company propensity (e.g. "Evaluate all
Machinery for waste"), enter the action to do(s).
E.g. for the strategy/objective "Evaluate all Machinery for waste," enter the to do
"Evaluate staff's ability to evaluate machinery," and "Consult vendors on documentation
for assessing efficiency of machinery."
E.g. for he negative propensity "Get people skilled in areas that are lacking" enter the to
do "Have each project manager survey team members for lacking or deficient skills."
Start Date
Enter the start date for the action (e.g. 9/1/04).
End Date
Enter the expected completion date for the action (e.g. 1/1/05).
RP
Select the person(s) responsible for carrying out this action. (Mary Jones)
Current Status
Enter the latest status in your implementation of this action (e.g. "On Schedule").
Enter into a list all of your to do actions for each strategy/objective, and negative
propensities that you want to implement.
7. Communicate the Plan to the Staf

Tell appropriate groupings of staff what is required of them by distributing information of mission,
goals, values, strategies, negative propensities, and action plans to appropriate people. If
necessary gather further consensus.
8. Have Staf Carry Out Plan

Note: Make sure the staff has the proper skills to carry out the actions. Also be sure that job
positions are optimized, activities are optimized, and systems are optimized to carry out the
plan. For more on this, click here.
9. Revise The Plan

A strategic plan is not intended to be a static document cast in stone. As circumstances and
conditions change plans must be altered in order to take maximum advantage of emerging
opportunities and to respond to new challenges. After the plan has been prepared, a variety of
circumstances may arise requiring you to revise the content of one or more action actions. It is
recommended that you update all actions in the program at least once per month. The most
common form of revisions involve changes in the start and end date, and the creation or revision
of the content of actions.
Insuring Success
Some of the keys to a very successful outcome to your plan are:
Not biting off more than you can chew when developing your original goals and objectives.
Doing what can be done. I.e. not hoping to accomplish something to broad and wide.
Insuring that you have the resources, organizational prowess, finance, etc. to enable the
plan to work
Being honest about the company's negative propensities, and overcoming those areas
that the company is currently weak, and including it in your action to dos.
Having real commitment to the plan. I.e. do your REALLY want to do this. If not, there is
little chance for success.
A complete buy in by others to the plan
Staying focused on the plan and not drifting off into other areas causing the plan to get
diluted over time. This is very important!
An unfettered determination to carry out the plan, marked by intensity and focused hard
work.
Implementing values down the greatest detail of work (i.e. perfect execution of values)
A commitment by appropriate individuals to the start and finish dates of your action to
dos.
RELATED INFORMATION:
For the keys to business success, click here.
For important mini insights into business success, click here.
For a discussion of the process of personal growth accomplishment for a person

[essentially a strategic plan for the individual], which mirrors for the most part
the stages of the strategic plan, but with far more details and with more of the
fundamental philosophic basis, click here.
You can use Double It! strategic planning software from our sister company
Guru! Software to help you develop a strategic plan. For more information,
please click here.
Additional Thoughts
Strategic Plan Follows the Process of Business Growth and Development
Building a strategic plan is essentially a process by which the company grows and develops to
higher levels of functioning, accomplishment, success, and joy. A company is actually always
going through this process, whether unconsciously, or consciously as when it engages in a
strategic plan. For more information on this process of business growth and development, click
here.
How high should we am to improve ourselves?
The company should enter at the maximum level where it is positively organized, and do so with
full intensity. By "positively organized" we mean where the company has the full complement of
skills, knowledge, expertise, technology, energy, will, time, sales and marketing prowess,
financial stability, structure, job positions, levels of systemization, etc. etc. This is the firm's level
of efficiency. The company should then start at the maximum possible area (given the above
constraints) where it can more efficiently function; and then, on the way toward that
achievement, aim at the peak of what can be accomplished in the undertaking.
For example, one company wanted to take itself to a whole new extension of its current work; but
hadn't the skills, the infrastructure, the marketing reach, etc. to reach this level. Still executives
saw that it could take what he was currently doing to a much higher level within the constraints
of his current efficiency and organization. When the firm took the effort to provide the maximum
level of services at his current level of efficiency, work boomed. E.g. with the same effort the
company was able to perform the same services as before to a higher level audience directly
(without the intervention of other referral companies), enabling its revenues and profits to
quadruple. Life responded from all sides to his effort to do the maximum possible at the firm's
current level of efficiency.
What will then succeed for the firm is determined by its level of efficiency in life. The company's
level of efficiency is the plane of consciousness that it is currently organized at. Life will suddenly
and abundantly respond to an aspiration to take the company to a higher level within the
constraints of its current efficiency and organization.
Of course, the firm can raise that efficiency, and aspire for and achieve at an even higher level.
Still at each point the firm still must judge if it has all, or at least most of those elements of that
efficiency in place before the firm risks placing all of its bets on something decidedly new.
As the company then succeeds at a higher level at its current level of efficiency, the firm should
always aim for the highest achievement within that possibility of products and services offered.
That aspiration and will for the peak will get the company to that peak.
If, when the firm sets out on this journey, and it also sheds its negative propensities and values
related to the work, top management will see that they will acquire an energy in their
imagination which will in fact be the size of its accomplishment later on. You will see that life has
a way of responding quickly and abundantly by building a bridge between what is imagined and
what is accomplished.
Following the Inspiration of the Plan
-Excellent Planning gives Extraordinary Results when the mind moves away from the planned
details to its own inner Spirit which is Inspiration.
-Be ready with a consummate plan. Do not rely on it. Implement the plan trusting to the Spirit of
the Plan, which is inspiration. (MSS)
Business Evaluation

Here we present a list of statements by which you can evaluate your company. The statements
are grouped by type of business (retail, manufacturing, wholesale, and service, other). Consider
printing out the statements for your business type, distributing the statements to appropriate
staff, have them rate each statement on a scale of 1-10, tally up and average the scores (e.g. in
Excel), and determine which areas need the most improvement. Then develop a plan to improve
those areas that are most wanting in the company ASAP.
See assessment for this type of business: Retail | Manufacturing | Wholesale | Service
Q#
RETAIL BUSINESS EVALUATION

(top)
1 We are constantly taking fresh initiatives to contact all potential customers for
our products in our marketplace.
2 Our market strategy effectively differentiates us in the eyes of the customer.
3 We have an effective sales and marketing strategy to tap the most growing
markets.
4 Our store layout and merchandizing are designed to effectively promote our
products.
5 We are taking effective measures to improve our closing ratio on traffic
coming into the store.
6 We effectively utilize direct mail to attract new customers.
7 Our customers are extremely pleased by the quality and speed of service
which they receive from us.
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Q#

(top)
8 Our store signage and product merchandising are neat, attractive, frequently
varied, making it easy for customers to identify the features and price of
every product.
9 We utilize effective systems to follow-up on every sale and obtain customer
referrals.
10 We systematically monitor the impact of ads and promotions on store traffic
and sales to evaluate their effectiveness.
11 Our marketing plan provides for an appropriate level and blend of print, radio,
TV, other advertising to reach all potential customers in our market area.
12 The information that we give our customers is timely, accurate and
appropriate to satisfy their level of needs.
13 We effectively complement our in-store sales efforts with sales and marketing
efforts that reach a greater number and broader range of customers.
14 Every member of our sales staff knows how to listen to customers, win their
confidence, and make them feel happy about the products/services we offer.
15 All our sales people are alert, energetic and enthusiastic in the interactions
with customers.
16 Our sales people have clear sales targets that effectively motivate them to
exceed past levels of performance.
17 Sales managers frequently monitor and review individual performance with
each sales person and identify ways to improve their performance.
18 All our sales people are highly skilled in qualifying customers and closing
sales.
19 We have clear standards for customer service which are known and followed
by all personnel.
20 We strive to make the sales experience entertaining, enjoyable and delightful
for every customer.
21 We have a clear and in-depth understanding of the trends effecting consumer
demand, buying habits, and distribution in our industry.
22 Our store design, the conduct of our sales staff and the store environment are
appealing to youth and women.
23 We maintain an appropriate blend of mid and high end products to meet the
needs of our customers.
24 We eagerly and enthusiastically study new technologies in search of new
business opportunities.
25 Our product strategy effectively differentiates us from the competition in our
marketplace.
26 Our product strategy avoids unnecessary duplication of product lines.
27 We maintain an appropriate balance of inventory in each product category to
match our actual sales in that category.
28 Our product line integrates high margin product categories.
29 We continuously review the products we stock to add new faster moving
items and reduce investment in slower moving ones.
30 Every member of our sales staff possesses a high level of technical
knowledge about our product lines.
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Q#

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31 Our technicians possess a high level and a complete range of technical

knowledge and skills.
32 Our technical staff in service do every job right the first time.
33 Every member of our technical staff receives regular training.
34 All the demos in our stores are kept in fully operational condition.
35 Our sales people have the knowledge and skill to demonstrate the products
they sell.
36 We are entrepreneurial pioneers in marketing new technologies.
37 We effectively utilize computers to improve the speed and efficiency of all
aspects of our operations.
38 There is good communication and coordination between the sales force,
customer service, warehouse, purchasing and advertising departments.
39 We know exactly what products we have in stock and on order at all times
and this information is readily available to those staff who need it.
40 We have effective systems to monitor the satisfaction of our customers.
41 When customers inquire about the status of deliveries, installations and
repairs, we are able to immediately retrieve the information and reply.
42 We have the management structure and systems in place to provide cost
effective, high quality, timely service for our products and services.
43 We have a core team in place capable of effectively managing all aspects of
our business.
44 We effectively delegate responsibilities to people throughout the organization
and closely monitor their performance.
45 We assign clear responsibilities and levels of authority to people throughout
the organization.
46 There are standard written operating procedures for all recurring activities.
47 All activities of the company are carefully planned in advance and closely
monitored during implementation.
48 Routine operations, projects and paperwork are completed on schedule.
49 Decisions are taken and executed promptly.
50 We have effective purchasing system for managing inventory.
51 All file cabinets, offices, storage facilities, and warehouses are maintained in a
clean and orderly fashion.
52 Sales management provides strong, motivating leadership and effective
organizational discipline.
53 Recurring problems are dealt with by introducing new systems or by
improving existing ones.
54 We consciously recruit people with high energy levels.
55 Our recruitment systems and procedures enable us to effectively identify and
evaluate potential new employees.
56 We are highly successful in recruiting people with the right qualifications,
skills and personality to work effectively in our business.
57 We have an effective orientation and training program in place to bring new
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Q#

(top)
employees up to high levels of performance as quickly as possible.
58 We have an effective training program in place to continuously raise the skills

of experienced sales people.
59 We have an effective training program in place to continuously improve the
managerial, organization and interpersonal skills of all managers in the
company.
60 All our people work together harmoniously as a team without conflicts.
61 The pay scales and benefits offered by our company are sufficient to attract
and retain competent people.
62 We have performance based incentives in place that effectively motivate our
managers and staff to strive for high performance.
63 Our employees feel a high level of enthusiasm and job satisfaction.
64 We actively encourage the participation and initiative of our people to
improve the way we carry out all aspects of our business.
65 All employees receive regular job performance appraisals to help them
improve their performance and plan for their career development.
66 We give social recognition and personal attention to employees that do a
good job.
67 We have systems in place to capture ideas and suggestions generated at all
levels of the company, and procedures for evaluating and responding to
them.
68 The company encourages and supports the on-going education of all its
employees.
69 Our managers possess a high level of organizational and managerial skills.
70 The company has a clear standard for the number of hours of training which
each sales person should receive every year.
71 People within the company are self-disciplined in their work.
72 Our accounting system enables us to track all categories of recurring
expenses and compare them to past levels and industry norms.
73 We pay our bills on time.
74 We collect receivables on time.
75 Our inventory system enables us to accurately account for all products
without discrepancies.
76 We have a detailed budget for projecting and controlling expenditures.
77 Our accounting systems are updated daily and maintained up-to-date.
78 We utilize all possible sources of capital from banks, investors, supplier credit,
etc.
79 We utilize all possible means to help our customers finance their needs in a
cost effective manner.
80 We carefully control expenditures to minimize costs and eliminate waste of
any description.
81 We systematically control inventory levels to maximize turns.
82 When we give a quote for a sale, the price accurately takes into account our
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costs and the proper amount of gross profit for the sale.
83 We maintain active and close relations with our bankers.

84 Our pricing strategy enables us to maintain high margins on exclusive lines
and be competitively priced on non-exclusive brands.
85 All purchases of goods/services are routed through a central purchasing
department to ensure we buy at the best prices.
86 Our company is highly successful in evaluating credit risks and minimizing
bad debts.
87 In evaluating product lines we take into account the total annual gross margin
on each line.
88 Our financial people possess all the knowledge and skills required to carry out
their responsibilities effectively.
89 We carefully manage our cash utilization to maintain sufficient liquidity and to
invest surplus cash to maximize returns.
90 We are aware of enormous untapped potentials for the growth of the
business.
91 We have the energy needed to grow the company.
92 We are committed and enthusiastic about growing the company.
93 People in the company are energetic and hard working.
94 Customers are attracted by the energy they feel in our store.
95 Our employees feel a minimum of fatigue and burnout on the job.
96 Physical activities at the company are quick and brisk.
97 Fresh ideas are continuously being generated and encouraged.
98 There is a culture of positive thinking and a "can do" attitude throughout the
company.
99 Everyone in the company understands our mission and future direction.
100 Our company has clear goals and plans for its long term growth which are
understood and endorsed by our managers and employees.
101 There is clear direction of the goals and objectives coming from top
management.
102 The structure of our company (e.g. divisions, departments, processes, teams,
etc.) is right for the direction our company is moving in.
103 The activities of the company are highly organized and clearly defined.
104 Job positions in the company are highly organized, in terms of people doing
the right tasks, responsibility, and clarity of authority.
105 Systems in the company operate smoothly and efficiently.
106 The skill needs of people are constantly being evaluated.
107 People are getting the training they need to meet the skill needs they have.
108 There is excellent communication among people in our company.
109 There is excellent teamwork and cooperation among people in our company.
110 The quality of the products and services we sell is high.
111 Our company is fully systematized. The activities and systems in our
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company are fully organized and implemented.
112 There is good coordination between the various activities, functioning within
the company.
113 All activities have been systematized to insure that they are effectively
carried out.
114 We have a clear and effective marketing plan.
115 We are marketing to the right target market.
116 We have all of the information needed to have an effective marketing plan.
117 We are aware of the economic, social, governmental, international, and
industry forces affecting the market.
118 Top management has excellent attitudes toward, relations with, and interest
in the staff.
119 There is harmony between members of the staff.
120 There is plenty of scope given for individual initiative, enterprise, and
creativity.
121 There is fair compensation in terms of salary scale, employee benefits, bonus
and profit sharing, etc.
122 Each employee's talents are fully utilized.
123 Each employee is given the right amount of responsibility in their job.
124 We have regular staff meetings to discuss new employees, new products and
services, new procedures, and get employee feedback.
125 We offer a solid line of custom products/services that augment our standard
offerings.
126 Our employee work schedule is maximized for efficiency.
127 We have solid cash flow.
128 We offer products/services that meet the price range requirements of our
customers.
129 Our ads and promotions effectively attract potential customers.
130 Considering all factors, we have the right location to attract customers to our
business.
131 The company has a clear perception of its mission and central purpose.
132 The company has up-to-date plans for sales, marketing, products & services,
human resources, organization, and budget.
133 The company strives to achieve high company values, which are endorsed by
others, and are implemented in daily activities.
134 Our people feel closely identified with the interests of the company and are
eager for its growth.
135 People express a cooperative attitude throughout the company. There is an
appreciation of each others point of view.
136 People in the company always want to improve their performance, and take
pride in doing the best job possible.
MANUFACTURING BUSINESS EVALUATION
(top)
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1 We know exactly the profile, size, and composition of our customer base.
2 We are able to anticipate and respond to the changing needs of our
customers.
3 We have well designed and effective marketing materials.
4 Our customers are pleased by the service they receive from our company.
5 We always deliver products and services to our customers within the time
agreed upon.
6 The information we give our customers is timely, accurate and complete.
7 We closely observe the marketing strategies of other companies in our
industry.
8 Our systems for communication with customers provide for smooth and quick
exchange of information without misunderstandings.
9 Our sales staff and representatives possess a high level of sales and
marketing skills
10 Our company employs highly innovative marketing strategies
11 All our people have friendly attitudes and do everything possible to please
our customers.
12 We offer an effective coop program to support the advertising efforts of our
dealers.
13 We have well defined standards for customer service.
14 We have regular sales meetings to discuss performance, set targets and
develop new strategies.
15 We have effective systems and programs in place to support the introduction
and launch of new products.
16 Our showrooms, offices and other facilities open to the public are clean,
orderly and pleasing to the eye.
17 Our product strategy emphasizes those lines on which we are able to achieve
a dominant position in our marketplace.
19 Our service technicians possess a high level of technical knowledge and skill.
20 Our technical staff in service do every job right the first time.
21 We are continuously integrating all commercially-relevant, emerging
technologies related to our business.
22 Our customers are fully satisfied with the quality of the products we produce.
23 We deliver our products and services faster than the competition.
24 We maintain an accurate inventory system to assure the quick supply of
product to our dealers.
25 We are highly creative and innovative in improving and developing new
products and services.
26 The company utilizes the most advanced technologies to support easy and
regular communication with our customers.
27 We effectively use computers to improve the speed and efficiency of all
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aspects of our business.
28 Our product strategy effective differentiates us from the competition in the

market place.
our business.
30 The company is structured so as to minimize duplication of work and
maximize efficiency.
32 All operations of the company are carefully planned in advance and closely
tracked during implementation.
33 All departments of the company are well-coordinated, so that information and
work flow smoothly back and forth between departments.
34 There are standard written operating procedures for all routine recurring
activities.
35 Routine operations, projects and paperwork are completed on schedule.
36 Our managers delegate routine work so they can spend their time on key
issues to improve the performance of the company.
37 Decision-making is decentralized throughout our organization, so that
decisions are taken by the lowest level employee competent to do so.
38 Recurring problems are dealt with by introducing new systems or modifying
existing ones.
39 All files, cabinets, offices, storage facilities and warehouses are maintained in
a clean and orderly fashion.
40 Meetings are carried out in an effective and productive manner.
41 When something goes wrong it is easy to determine who is responsible and
accountable.
42 Our recruitment procedures enable us to effectively identify, evaluate and
check references on potential new employees.
of our sales people.
company.
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52 All of our employees receive regular job performance appraisals to help them
improve their performance.
good job.
54 The company encourages and supports the on-going education of all of its
employees
55 Our managers have a high level of organizational and managerial skills.
56 People within the company are self disciplined in their work.
59 Our receivables come in and are collected on time.
60 Our inventory system enables us to accurately account for all products and
accessories without discrepancies.
61 We have a detailed budget for planning and projecting expenditures.
bad debts.
66 All our people consciously strive to minimize costs and eliminate waste of all
descriptions.
67 All purchases are routed through a central department to ensure we buy at
the best prices.
68 The people in our accounting department posses all the knowledge and skills
required to carry out their responsibilities effectively.
69 We are aware of the enormous untapped potentials for the growth of the
business.
70 We have the energy need to grow the business.
72 People in the company are enthusiastic and hard working.
74 Physical activities in the company are quick and brisk.
company.
79 We have the right amount of production capacity in our plant and machinery.
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80 We are getting the right quality of production from our plant and machinery.
81 The condition of our machinery is up to the job.
82 Our production staff have the right amount of technical knowledge.
83 Our production staff have the necessary skills to do their job.
84 There is great innovation in research and development.
85 There is great innovation in our products/services.
86 The product development cycle of our products/services is fast enough to
meet the needs of the market.
87 There is an excellent match between the technology of our products/services
and the needs of the market.
88 Our financial systems, such as expenditure control, credit management, cost
accounting, and budgeting, are streamlined, efficient, and responsive.
management.
etc.) is right for the direction our company is moving in.
the right tasks, levels of responsibility, and clarity of authority.
93 System in the company operate smoothly and efficiently.
95 People are getting the training they need to gain needed skills.
98 The quality of our products and services is high.
100 The productivity of manufacturing is among the highest in the industry.
101 The productivity (i.e. capacity utilization) of our equipment is among the
highest in the industry.
102 Top management is fully aware of the importance of technology and is
continuously upgrading the facilities and equipment.
103 Our engineering/design group is highly creative and innovative in improving
and developing new products/services and new methods of manufacturing.
104 We have a procurement and inventory system that ensures the proper supply
of tools and materials required for the work.
105 We utilize a preventative maintenance program that minimizes breakdowns.
106 Production operations are well coordinated with our sales and customer
service staff.
107 We are constantly trying to reduce the production costs of our products and
services.
108 A high level of cleanliness is maintained on the shop floor and on all
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equipment.
109 Everyone of on our staff has been through basic training in quality control
procedures and is familiar with the company's quality standards.
the company.
111 All activities in the company have been systematized to insure that they are
effectively carried out.
113 We have a creative marketing plan.
114 We have the knowledge and skills needed to create an effective marketing
plan.
in the staff.
creativity.
128 People express a cooperative attitude throughout the company, and
appreciate. There is an appreciation of each others point of view.
WHOLESALE BUSINESS EVALUATION
(top)
1 We are constantly taking fresh initiatives to contact all potential customers for
our products in our marketplace.
2 Our marketing strategy effectively differentiates us in the eyes of the
customer.
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markets.
4 Our marketing materials effectively promote our products.

5 We are taking effective measures to improve our closing ratio on customer
sales.
6 We effectively utilize mailings to attract new customers.
7 Our customers are extremely pleased by the quality and speed of service
which they receive from us.
8 Our literature is, attractive, and frequently varied, making it easy for
customers to identify the features and price of every product.
9 We utilize effective systems to follow-up on every sale, obtain customer
referrals and assess customer satisfaction.
10 We systematically monitor the impact of ads and promotions to evaluate their
effectiveness.
11 Our marketing plan provides for an appropriate level and blend of print and
sales contact to all potential customers in our market area.
12 The information that we give our customers is timely, accurate and
13 We effectively complement our normal sales and marketing efforts with
efforts to reach a greater number and broader range of customers.
14 Every member of our sales staff knows how to listen to customers, win their
confidence, and make them feel happy about the products/services we offer.
with customers.
18 All our sales people are highly skilled in qualifying customers and closing
sales.
by all personnel.
for every customer.
21 We have a clear and in-depth understanding of the trends effecting consumer
demand, buying habits, and distribution in our industry.
22 Our literature and the conduct of our sales staff are appealing to youth and
women.
23 We maintain an appropriate blend of mid and high end products to meet the
needs of our customers.
25 Our product strategy effectively differentiates us from the competition in our
marketplace.
26 Our product strategy avoids unnecessary duplication of product lines.
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27 We maintain an appropriate balance of inventory in each product category to

match our actual sales in that category.
28 Our product line integrates high margin product categories.
29 We continuously review the products we stock to add new faster moving
items and reduce investment in slower moving ones.
31 Our sales people have the knowledge and skill to demonstrate the products
they sell.
32 We are entrepreneurial pioneers in marketing new technologies.
34 There is good communication and coordination between the sales force,
customer service, warehouse, purchasing and advertising departments.
35 We know exactly what products we have in stock and on order at all times
and this information is readily available to those staff who need it.
36 We have effective systems to monitor the satisfaction of our customers.
37 When customers inquire about the status of deliveries, we are able to
immediately retrieve the information and reply.
38 We have the company structure and systems in place to provide cost
effective, high quality, timely service for our products and services.
39 We have a core management team in place capable of effectively managing
all aspects of our business.
the organization.
42 There are standard written operating procedures for all routine and recurring
activities.
43 There is continuous planning going on in the company.
44 The planning in the company is of the highest order.
45 The planning process takes into consideration the input of people at all levels
of the company.
46 All file cabinets, offices, storage facilities, and warehouses are maintained in a
clean and orderly fashion.
47 Sales management provides strong, motivating leadership and effective
organizational discipline.
50 Our recruitment systems and procedures enable us to effectively identify and
evaluate potential new employees.
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of experienced sales people.
company.
good job.
levels of the company, and procedures for evaluating and responding to
proposals.
employees.
70 Our inventory system enables us to accurately account for all products
without discrepancies.
etc.
any description.
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78 Our pricing strategy enables us to maintain high margins on exclusive lines
and be competitively priced on non-exclusive brands.
79 All purchases of goods/services are routed through a central purchasing
department to ensure we buy at the best prices.
bad debts.
81 In evaluating product lines we take into account the total annual gross margin
on each line (gross margin x turns).
invest surplus cash to maximize returns.
business.
88 Customers are attracted by the energy they feel from us.
company.
95 We have regular sales meetings to discuss performance, set targets and
develop new strategies.
96 Our systems for communication with customers provide for smooth and quick
exchange of information without misunderstandings.
97 We have effective systems and programs in place to support the introduction
and launch of new products.
98 Our product strategy emphasizes those lines on which we are able to achieve
a dominant position in our marketplace.
99 Purchasing operates in a smooth and timely manner.
100 The products we order from our suppliers arrive in a smooth and timely
manner.
101 We always able to work out the best pricing from our suppliers.
management.
etc.) is right for the direction the company is moving in.
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104 The activities of the company are highly organized and systematized, with
little waste in time, effort, money, and materials.
107 The skill and knowledge of people are constantly being evaluated and
upgraded.
108 People are getting the training they need.
111 The quality of the products and services we sell is very high.
112 Company activities are systematized.
113 There is good coordination and integration between the various activities,
systems, and functioning within the company.
carried out.
116 We have a creative marketing plan.
117 We have all of the knowledge needed to have an effective marketing plan.
in the staff.
creativity.
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SERVICE BUSINESS EVALUATION
(top)
1 We are constantly taking fresh initiatives to contact all potential
clients/customers for our products and services in our marketplace.
2 Our marketing strategy effectively differentiates us in the eyes of the
client/customer.
markets.
4 Our literature and promotional materials are designed to effectively promote
our products and services.
5 We effectively utilize mailings, advertising, and other forms of marketing to
attract new clients/customers.
6 Our clients/customers are extremely pleased by the quality and speed of
service which they receive from us.
7 We have effective methods and systems to follow-up on every
project/case/job, assess client/customer satisfaction, and obtain
client/customer referrals
8 We systematically monitor the impact of ads and promotions on sales to
evaluate their effectiveness.
9 The information that we give our clients/customers is timely, accurate and
10 We know exactly who the target market for our products and services are is.
11 We have an excellent network of contacts who refer us business.
12 We know the best way to market our products and services.
13 We have the perfect quantity and mix of clients/customers for our products
and services.
14 We continuously and closely monitor the activity level of our
clients/customers, distinguishing between those that are active and inactive,
and those that have short term and long term work potential.
15 Every member of our sales staff knows how to listen to clients/customers, win
their confidence, and make them feel happy about the products and services
we offer.
with clients/customers.
19 All our sales people are highly skilled in qualifying clients/customers and
closing sales.
by all personnel.
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for every client/customer.
22 We have a clear and in-depth understanding of the trends effecting demand

in our professional area.
23 We maintain an appropriate blend of products and services to meet the needs
of our clients/customers.
25 Our product and services strategy effectively differentiates us from the
competition in our marketplace.
knowledge about our product and services.
27 We maintain continuous feedback from the client/customer on how we are
doing on the project/case/job, and respond in kind.
28 We excel at understanding the needs of our clients/customers.
29 We excel at providing effective solutions for the needs of our
clients/customers.
30 We are always able to focus on the issues that the client/customer deems
most important, rather than getting side-tracked by our own interests or
lesser issues.
31 We are entrepreneurial pioneers in marketing new products and services.
33 There is good communication and coordination between the sales force and
those performing the service.
34 We know exactly what products and services we are offering and this
information is readily available to those staff who need it.
35 We have effective systems to monitor the satisfaction of our
clients/customers.
36 When clients/customers inquire about the status of our products and services,
we are able to immediately retrieve the information and reply.
37 We have the management structure and systems in place to provide cost
effective, high quality, timely products and services.
our business.
the organization.
41 There are standard written operating procedures for all routine recurring
activities.
42 All activities of the company are carefully planned in advance and closely
monitored during implementation.
43 Routine operations, such as handling paperwork are completed on schedule.
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45 All file cabinets, offices, storage facilities, etc. are maintained in a clean and
orderly fashion.
47 We always complete each project/case/job in a manner completely
satisfactory to the client/customer.
48 We always complete the work for our clients/customers in a timely manner.
49 We have the most effective legal structure for our type of business.
50 When we undertake a project/case/job we are clear about the time and
resources required.
51 On any project/case/job we know if we are on or off schedule.
52 On any project/case/job we understand which are the critical elements from
the client/customers point of view.
54 Our recruitment procedures enable us to effectively identify and evaluate
potential new employees.
skills and personality to work effectively in our professional area.
of our people.
managerial, organization. and interpersonal skills of all managers in the
company.
improve the way we carry out all aspects of our work.
good job.
levels of the company and procedures for evaluating and responding to
proposals.
employees.
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74 Our inventory system enables us to accurately account for all products and
services without discrepancies.
etc.
any description.
80 Our project/case/job costing/estimating methods and systems accurately
reflects the actual cost needed to complete each project/case/job.
bad debts.
83 In evaluating products and services to purchase/utilize we always take into
account the costs (to maximize profitability) of the items.
invest in the future of the business.
business.
90 Clients/customers are attracted by the energy they feel from our people.
company.
97 We are able to differentiate between each project's/case's/job's anticipated
cost vs. its actual costs.
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98 Our billing system is clear, streamlined, and kept up to date.

99 Our fee structure is the most effective for our type of products and services
and our types of clients/customers.
100 We are constantly developing and providing products and services that are at
a higher fee or are at a more profitable level than what we have offered in the
past.
101 We have all of the necessary skilled people to effectively carry out our work.
102 Everyone is doing the work they should be doing.
103 There is excellent communication among our staff.
104 There is excellent communication between our staff and our
clients/customers.
105 We have made a real effort to market to potential clients/customers.
106 We are continuously undertaking fresh initiatives to develop new market
strategies, and then follow through on our plans.
107 There is clear direction of company goals and objectives coming from top
management.
etc.) is right for our company.
113 People are getting the training they need.
114 Employees feel there is a real future for them in the company.
116 The quality of products and services we provide is high.
118 A good number of our products and services are geared toward specific niche
areas that uniquely make us stand out in the market.
119 Our products and services distinguish themselves from the competition.
120 Our technical people have all of the knowledge and skills to create customer
satisfaction.
121 The job/project/case is always performed/delivered and completed for the
client/customer on-time.
122 Effective, smooth running systems enable every job/project/case to be
performed/delivered in an effortless manner.
the company.
carried out.
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110
126 Our marketing plan is continuously being appraised and improved to match
the needs of the market.
127 Our marketing plan incorporates the latest innovations and methods for
reaching the client/customer.
in the staff.
creativity.
135 Each employee has the freedom and authority to carry out their tasks.
137 Our employee work schedule is maximized for efficiency.
Additional Information:
Click here to see an article describing a number of powerful business strategies.

Click here to learn about the power of business values.
Click here to see an article on the keys to business success.
Click here to see the main set of articles on business success at Growth Online.
Examine Double It! strategic planning software which includes a powerful system for
tracking employee evaluations, including the statements you see above.
The Power Of Business Values
by Roy Posner
factor.
implementing values has been identified as perhaps the single key in the success of many high
growth, high profit companies. A passion for a value and its implementation into the daily
activities of work was identified by many as the single key to their business success.
For example, Merck, the pharmaceutical company became so successful in its field because the
company was so dedicated to the value of "high quality and purity of its drug products". Because
of this perceived value, distributors felt secure carrying Merck products, and felt confident
recommending the products to their customers.
If we examine most companies, we will find a particular value propelled it to success. Here are
some examples:
-- Sears's commitment to customer trust (any product could be returned with a money back
guarantee from rural areas in the 19th century)
-- Apple Computer's and its belief in the values of ease of use and service to society (Apple
created the Macintosh computer to end people's fear of the computer)
-- Marriott's values of systemization and standardization (which enabled it to seamlessly
duplicate its standard model hotel hundreds of times across the country).
What a Value Consists of
When defining a value for your company, it's a good idea to try to describe it in detail. For
example, a company may adopt the value "Customer Delight." That's the value's name. The
description for the value could be something like: "We recognize that in todays highly
competitive market providing excellent service is not sufficient to satisfy customers and ensure
their loyalty. Our goal is to convert the customers interaction with our company into a
thoroughly and unforgettably enjoyable experience." You are describing how the value can uplift
a company in general, or your company in particular.
Which Values Should We Use?
Here's a list of values that we have found particularly powerful among the many companies we
have researched:
CONTINUOUS IMPROVEMENT
The desire and ability of the company to develop and incorporate ways to improve itself.
CUSTOMER DELIGHT
The positive emotional response and joy that the customer feels from interaction with the
company's people and products and services.
The most successful businesses have discovered a formula that goes beyond product and
service. Their business is providing delight to their customers by understanding their specific
personal interests, anticipating their needs, exceeding their expectations, and making every
moment and aspect of the relationship a pleasant -- or better yet, an exhilarating -- experience.
(Click here for more info.)
DEVELOPING PEOPLE
The desire and ability of the company to improve the lot of the employees working for it.
Businesses are most successful when the leaders are not merely concerned with their interests
(sales, profits, success), but with the concerns of the customers, and even more so to their own
employees. Total concern for employees brings the business to a state of unity, which can attract
infinite accomplishment. (Click here for more info.)
INNOVATION
The desire and ability of the company to venture into new, breakthrough areas of opportunity.
MAXIMUM UTILIZATION (OF RESOURCES)
The desire and ability of the company to improve its performance by full utilization of its current
resources.
COMMITMENT TO SOCIETY
The commitment of the company to focus on the social needs and aspirations of the society.
Their greatest growth occurs at moments when companies align the development of these
internal engines with the explosive emergence of new forces in society. Companies that can
attune their business strategies to reflect the evolutionary changes of society in several or all of
their growth engines (market, products and services organization, people, and finance) catch the
growing swell of the wave of social advancement. By synchronizing multiple waves of this
energy, they are catapulted forward and upward to levels ten times or more their previous
position.
(Click here for more info.)
We have also found the following values to be of great importance to a company:
Communications, Cooperation (Teamwork), Standardization, Systemization, Coordination &
Integration, Timeliness, Punctuality, Respect For The Individual, responsiveness, and
Integrity/Honesty.
For a more complete list of business values, including a description of each, click
here.
Implementing, Institutionalizing Values

Values are only as good as they are implemented into the company AT ALL LEVELS. Just to
describe a value in a mission statement or values statement is useless unless it is pushed down
into and implemented at all levels of the company. A value is thus institutionalized when it
saturates all aspects of the business; when it permeates all aspects of the company, eventually
without encouragement or enforcement; and when it systematically operates on its own through
all activities and job positions. When this is done, the value has an enormous potential to
energize the company, which leads to dramatically increased revenues and profits for the firm.
Anything less than the full saturation of values at all appropriate levels of the company will not
enable the value to bring the desired positive results.
To fully implement and thus institutionalize a value in a company the following steps need to all
occur:
1. SELECTION -- Choose the values that you are interesting in fully implementing in the
company.
2. COMMITMENT -- There needs to be a full commitment to implement the chosen values.
Senior and middle management, and other employees need to fully commit to those
values; commit to improving performance on those values.
3. STANDARDS -- A set of standards for each activity in the company needs to be
implemented for each value.
4. STRUCTURE -- The company needs to have the right structure (of job positions, divisions,
departments, etc.) to implement the values.
5. JOBS, ACTIVITIES & SYSTEMS -- The company must have clearly defined job positions,
activities, and streamlined systems to facilitate to implement the values. Values need to
be incorporated into every job position, activity, every system. Standard operating
procedures and even individual job position tasks need to be linked to these values.
6. EMPLOYEE RESPONSIBILITY -- The responsibility of each person to implement each
value must be clearly defined and understood (e.g. in their job orientation, in their job
descriptions, from their manager, etc.).
7. SKILLS -- Everyone must have the skills to achieve high performance on the values.
Everyone must have the skills they need to fulfill their responsibilities for the value. If
necessary, additionall training should be implemented to upgrade the skills for value
implementation.
For a full explanation of how to go through each of these steps to fully implement, i.e.
institutionalize one or more values, click here.
Levels of Value Implementation
There are actually three levels of success that we can measure value implementation. The first is
the acceptance of the values amongst management with the push of upper management. The
second is the acceptance of the values amongst management even without the pressure of top
management. The third is when each manager believes in the values of the company and
accepts it as their very own. While the first stage can happen fairly rapidly, the second and third
stages take a long time to develop, and indicate a mature company that can grow at very
accelerated levels.
EVALUATING YOUR COMPANY'S BUSINESS VALUES:

-Which values does your company believe in? (See full list of values.)
-Which values is the company weak in, and should probably adopt in the future?
-How are you going to adopt these values throughout the company? Are you really committed to
adopting them? Who will be in charge of adopting them?
-The ultimate power of values is the ability to express it in every detail and act that the company
performs. How can you apply the values you are currently implementing or wish to implement to
every activity, system, standard operating procedure, and job position in the company. Once you
figure that out, develop a plan to accomplish this, and implement the plan ASAP! You will be
tapping into the greatest secret of business success!
To see additional insights on Business Values from our knowledge base, click here.
For a more complete list of business values, including a description of each,

grouped by type of value (physical, organizational, and psychological), click
here.
To see an article on how providing customer delight is a key to business

success, click here.
To see an article on how commitment to people is the highest business value,

click here.
To see an article on how to tap into the emerging needs of society as a great
value, click here.
Business values, including most of the subjects addressed above, is discussed in

greater depth in the books The Vital Corporation, and The Vital Diference.
For information on how individuals express personal values, click here.
For a list of social (i.e. society's) values, click here.
To see how personal and business values express spiritual principles in the universe, click
here (Microsoft Word document)
To see dozens of other mini thoughts on the topic of Values, please click here.
These topics are covered:
What are Values? | The Power of Values; Values and Success
The Source of Values in Our Human Makeup | The Spiritual Source and Power of
Values
Other Growth Online Articles, Content Related to Values | Specific Personal Values
NEW!
Values are powerful determinants of human accomplishment, progress, fulfillment and evolution.
Discover the power of values and how to apply them to elevate your life and your world
New Insights on Personal, Business, and Society's Values
Keys to Dramatic Business Success
by Roy Posner
Though there are many factors that are key to creating business success, our analysis over the
years indicates that the most successful companies have followed the following principles.
Follow the Process of Accomplishment
What enables companies to make giant leaps and great improvements in a short period of time?
Is there a process that can be learned that we can follow that will bring about radically
accelerated growth, profitability, and success in a company? We think there is. Develop core
goals, strategies, and values at the top, see that they are fully committed to among top
executives and managers, and then insure that they are communicated to and have the full
endorsement of everyone in the company.
(for more on this topic, click here)
Core Values
Implement your core business values in every system, activity, and operating procedure, down to
every act in the company. Especially powerful values are Continuous Improvement, Customer
Delight, Developing People, Maximum Utilization of Resources, and Innovation.

Organize and Systematize Everything
Make everything spotless and orderly in the company. Insure all job positions are well defined, all
standard operating procedures are defined, and activities are clear. Turn every activity in the
company into a system. Then coordinate systems to one another.
Coordinate Organization Components
Make your organization more "dense" by coordinating departments (or divisions, teams, and
other components) with one another. For each department (or other component) think about
how it can be coordinated with every other department (e.g. R&D with Sales, HR with R&D, etc.,
etc.). Then implement the best coordination ideas.
Commitment to People
Treat everyone in the company as family. Do everything you can to improve the morale, input,
skills, energy, career, aspirations, and personal growth of every employee.
Customer Delight
Do anything and everything possible to please the customer.
Awareness of Opportunities
Life is continuously throwing up new opportunities in every industry for those who have the eyes
to perceive them. It does not require a visionary's genius, just an open mind and a will to see.
New opportunities are constantly emerging because society is continuously evolving, and the
rate of social development is greater today than at any prior time in recorded history.
Do everything in your power to be aware of, understand, and take advantage of the opportunities
in the marketplace.
Align with Aspirations of Society
The greatest growth occurs at moments when companies align the development of these internal
engines with the explosive emergence of new forces in society.
Understand the social aspirations and energies of the society around you, and make an effort to
align your business with those energies.
Personal Growth of Highest Management -- Often the greatest limitations to a company's

growth is the limited capacities and character of its owners, and top officials. If they grow the
possibilities for the company are endless.
OTHERS:
Determine Strengths and Weaknesses
Examine the strengths and weaknesses of the company and make a total commitment to
overcome the most important weaknesses. One approach is to examine the strength and
weaknesses of each of the five growth engines -- market, products & services, organization,
people, and finance.
Openness
Be completely open to change, new opportunities, and new direction. Leave dead attitudes,
habits, and opinions behind.
Unfailing Success
Follow through on every valid initiative (goals, plans, etc.). Consider if there is a positive,
emotional attitude, and the persevering, unflagging effort to see that the initiative is carried out.
Overcoming Problems
Think of negatives as positives. Look at problems as opportunities for improvement, change,
growth.
ADDITIONAL INFO
-To review a number of insights into business success, click here.
-To review additional strategies for business success for each of the five major growth engine -market, products and services, organization, people, and capital -- click here.
The Process of Business Growth & Development
by Roy Posner
What enables companies to take giant leaps, enable great improvement in a short period of
time? Is there a process that can be learned that we can follow that will bring about radically
accelerated growth, profitability, and success in a company? We think there is.
The conscious concerted efort to take the company to the next level of
accomplishment, and then move it in that direction, organize the efort, and execute
it through acts is the process of how businesses make very rapid, vast leaps in growth
and development.
Actually all companies are undergoing this process all the time, though it is happening
unconsciously on its own, over a long period of times, with zigs and zags along the road to
accomplishment. By consciously making this effort, we put the process in our own hands,
enabling us to accelerate the growth and development of the company to levels limited only by
our imagination.
Let's then detail the steps of this process of business growth and development.
STARTING POINT/CURRENT ENERGY

The business has saturated the current forms, levels of its existence with energy and is
ready to create new forms, move to higher levels for its excess, surplus energy.
VISION, DECISION DIRECTS ENERGY INTO FORCE FOR ACCOMPLISHMENT

There is a compulsion among leaders and others in the company to move it to the next
level. Perhaps there's a new opportunity in society or in the industry for the company, or
the company has a general aspiration for improvement, increase sales, profits, market
share, etc. In other words, with excess energy at its current level the company is moved to
go to a higher level based on external or internal opportunities or aspirations. This in turn
leads a vision of what it wishes to be or go or become, which is turned into a decision to
make it happen. This directional stage converts the excess, surplus energy into a force for
accomplishment.
ORGANIZED FORCE TURNS ENERGY INTO POWER FOR ACCOMPLISHMENT

The newly directed energy then has to be channeled through organization that can
convert the directed energy into productive results and power. Organization determines
who will do what, when it will be done, how it will be done and in what sequence so that
managements vision, goals, and values, are directed through potential strategies and
plans of action, thus densifying, developing, formulating, expanding the original vision,
intent.
The more the strategies, plans, and other organizing formulations are addresses through
company systems, activities, jobs, divisions, departments, et al (i.e. the company's
structure) the greater the power that is released for achievement at the next higher level.
EXECUTION BY PEOPLE TURN POWER INTO RESULTS (i.e. Profitability, Growth, Quality)
Finally, the results achieved by this directed and organized force depend on the attitudes
of its people, and the knowledge and skills of individuals to carry out specific acts to
implement management goals, values, strategies, and action plans. Perfectly carried out
acts, through the knowledge-filled and skilled execution of the company's people is the
final trigger that propels it to the next plateau of achievement and success.
Click icon below to see the energy flow diagram.
Companies that have consciously followed this process have seen rapid, unprecedented levels of
growth and or profitability.
Companies however normally squander and disperse most of their energy, leading to low
profitability, growth, and quality. Click icon below to see the dispersion of energy diagram.
Unfailing Success
There's one other important point to be made. To insure that the company's movement to the
next highest level is in fact accomplished, there needs to be psychological commitment and
desire for the endeavor, unrelenting effort to accomplish it, and complete, persevering follow
through to see that things are carried out as intended.
Often companies begin the process of moving to the next level, but don't follow through, either
because of lack of commitment, lost interest, lack of effort, or the missing perseverance to see it
through. If one overcomes these limitations then one creates the conditions for unfailing success
in moving to the next level and unprecedented levels of accomplishment and success for the
company.
YOUR COMPANY:
-Is there an overflowing of energy in the company at its current level of accomplishment that
could lead to a new level of growth and development, or is there a struggle to stay at its current
level? (If the latter, why is that the case, and what can be done to improve the situation?)
-If there is an overflowing of energy in the company at its current level of accomplishment, what
are the opportunities available in society, the marketplace, or the aspirations among people in
the company that would lead it the next level of accomplishment?
FURTHER READING:
-To review a detailed description (with examples) of the process of business growth and
development click here. (MIRA)
-To see how Chrysler followed a process of growth to turn a down and out company to an
extremely profitable one within a few years in the 1970s and 80s, click here. (MIRA)
-To learn how to develop and execute a strategic plan to consciously control the process of
growth and development for your company, click here.
-The process of personal growth and social growth and development are similar to the process of
business growth and development. If you wish, click on these links to see how.
-To read an interview on how we can learn to create infinite accomplishment, success, and joy for
ourselves, our businesses, for society by following growth and development processes that
mirror the process by which the universe was created from the One, click here.
For additional thoughts about the process of business growth and success, click here.
RESOURCES:
-Guru! Software's Double It! strategic planning software works from this premise by taking the
company through a process of development that can the company to unprecedented levels of
profitability and success.
The Process of Personal Growth
and Accomplishment
by Roy Posner
Personal Growth Center | Growth Online Home
You can consciously follow a process that will enable you to quickly bring about your hearts
desire. Rather than wait around for life to dictate its terms through Natures slow course, we can
instead consciously take the inner initiative, and attract life to us, fulfilling our deepest desires in
no time. In following the process, we not only accomplish what we set out to do, but we do so
through instances of the wondrous phenomenon of life response. As we direct the course of our
lives in this way, we truly begin to see that we can move the outer life from within. And as these
experiences multiply, we begin to see that we can truly become the Masters of life, that we are
beginning to experience a whole New Way of Living.
I. Understanding the Process

II. The Process in Terms of Energy
Flow
III. A Practical Real World Example of
the Process
Use this section as a tool to implement
your own plan for greater achievement in
life!
-Download a Microsoft Word form to
create your own personal strategic plan!
New
I. UNDERSTANDING THE PROCESS

Normally when we make progress in life it is because life presses on us to move forward. Rarely
is it as a result of our own conscious choice and initiative. Over the long course of our lives such
forced progress occurs in unpredictable ways, sometimes through happy, but often through
unhappy experiences; even catharsis. Surely this is not the most efficient way to progress in life.
And yet that is the way the overwhelming majority of us progress in life. We call such inefficient,
unpredictable, life-meandering progress "unconscious growth."
On the other hand, conscious growth is the ability to use the power of our minds to selfconceptualize that which we wish to become, and then follow a process that enables us to turn
that wish into great results and achievement. If we understand this process, and ardently follow
its methods in our lives, we can achieve at ten times the level we are now achieving and we can
do it with one tenth the effort, and in one tenth of the time. That is the overwhelming efficiency
of following the process of growth and accomplishment, as opposed to our current inefficiency of
growth and progress.
Then what does this dynamic, self-conscious process of personal growth and accomplishment
consist of?
Direction: Vision/Mission and Goals
The self-conscious process of growth and accomplishment begins with our vision of that which we
want to become or attain, that will, in effect, enable us to move to the next highest level or
plateau in our lives. Perhaps that vision comes from something we have learned, or from
something that has come into our field of awareness or to our attention, or something that we
believe in or see the possibility of achieving. This formulation of our vision of possibility is the
starting point of the process. For example, an individual can imagine himself more prosperous
and happier in life.
We can then further develop that vision into a series of specific goals that we want to achieve.
Goals are the further amplifications and enhancement of that vision.
Organization: Development of Strategies
The process continues when we organize that vision, and its corresponding goals into a power for
achievement. This is done by clarifying and amplifying our goals into smaller formulations, which
take the form of strategies to implement our goals and time bound action steps to carry our the
strategies. E.g. the individual who wanted to double his income decided to achieve this by
offering specific new consulting services to his clientele and by learning new skills to support the
new services he wants to provide. These were then the two strategies that would enable his goal
to come true. That person then developed specific time bound actions to dos to make that
happen, by setting a time schedule for acquiring the skills, appointments for meeting with
clients, and so forth.
Implementation and Results
The process of growth and accomplishment culminates in the implementation phase. This is
where we actually carry out the specific time bound action to dos that will enable our vision to
become realized. In this stage we carry out these to dos through our greatest level of skill, and
with the highest and most positive attitudes we can bring to bear to the effort. We then make a
determined, persevering, and unflagging effort to see that all of the details of our plan are
carried out. The result is that our original vision, its corresponding quantitative and qualitative
goals, and the specific strategies and action to dos are accomplished, enabling great
achievement, success, and happiness in life.
-------This then is the process of growth and accomplishment that begins with one's self-conception, a
vision, and culminates in great material results. This process is in fact the very same process that
enables all creation to occur in life, and is also the very same process by which the universe
manifest from a Divine reality. It is a process of creation that releases the infinite potential of
life.
DIRECTION
Vision
V
Goals
V
ORGANIZATION
Development of Strategies
Development of Time Bound
Actions To Dos
V
IMPLEMENTATION
-Execution of action to dos
(through high skills, positive
attitudes; and determined,
persevering unflagging effort)
V
GREAT RESULTS, DELIGHT OF
BEING
II. THE PROCESS IN TERMS OF ENERGY FLOW

[editing point] From our observation we have seen that the end product that we obtain in this
process is the culmination of a process of converting energy into material, observable,
measurable results. To see how energy is converted into results in the process, let's examine one
individual's conscious application of the process that enabled him to create great
accomplishment and success in life.
Let's review a brief theoretical example of how one person made the effort to move to the next
level of accomplishment by following the process described above:
Starting, Excess Energy
R is a software instructor and database developer who has attained a solid, if unspectacular level
of success in his profession. He is ready to move onto the next level in his career, to the next
level of success in life.
Because of this intensity of aspiration we can say that he has developed excess energy at the
current level of achievement in his life and is eager and ready to move to a higher level of
success and prosperity. He is determined to make the change, and has decided to take up the
effort in full. That is, his energy at the current level is spilling over, enabling the possibility of the
utilization of that extra energy for a new level of accomplishment in his life.
Energy Directed as Force for Accomplishment
First he considers what it is he wants to achieve - e.g. what the opportunities are, where he
wants to go, what he wants to become. This is his vision. His vision is that he wants to take his
instructor career to a higher level of technical training, and, correspondingly, wants to use this
knowledge to enhance his database development and programming efforts as well. In addition,
he wants to become a developer of enterprise database solutions provider, charging at a rate
twice as high as his current rate. He then turns them into a set of practical goals for
achievement. As a result of this aspiration for accomplishment, the excess energy is made
available for use; i.e. it is released and put into play. When he then makes the decision that this
vision and the specific goals is what he would like to accomplish, then the energy is harnessed,
directed, intensified into a force for accomplishment.
KEY!: The key here is that he really needs to want to accomplish that vision; he needs to
intensely want to see it come about. That is his intention.
Force of Energy Organized into Power for Accomplishment
He then proceeds to organize the goals into a series of practical strategies to accomplish them.
For example, our instructor comes up with several strategies to become a technical trainer and
enterprise database develop. In developing our strategies for the goal we should consider our
level of skills and knowledge to accomplish the goal, our level of personal organization, our
attitudes about securing the work, and other "inner" factors. E.g. To become a technical trainer
one needs to ask if one really want to become one, whether one has the skills to become one,
etc. Then we can include that in our strategies. (To make this later self-evaluation of his inner and
outer capacities to achieve the goal much easier, he reviews and considers the following
strategies for great success in life.)
Next R begins to develop a set of specific time bound action to dos to carry out his strategies,
and then carries them out with a relentless, persevering attitude. In his case, he does so by
scheduling various classes and other self-training to gain the skills necessary for the position/skill
levels he wants to rise to. He also schedules to contact companies who can offer him training
opportunities in his new skills.
This organizational plan of strategies and action to dos has the effect of further focusing his
energies, turning his current directed force of energy into an even more intense focused power of
energy for accomplishment.
Energy as Power Ready to Become Substance as Accomplishment
He then makes a vigorous, unrelenting, and persevering in his effort to carry out the time-bound
action to dos in his plan. (Reminder: His intention to really want what he envisions to come about
-- i.e. the degree of intention -- is critical.)
A short time later, he begins to see results in the form of an unexpectedly rapid response of
offers of work from his contacts for technical training and database consulting at higher rates of
pay. At that point the invisibly gathered energy that had become a power now has manifest as
material results, completing the energy conversion process. The original excess energy was
directed into a force, organized into a power, and converted into a material reality. Also, to insure
on-going execution of his plan, he analyzed and evaluates his progress to insure he is on track,
and whether he needs to make certain adjustments -- e.g. in his skills, or attitudes, or other
areas -- to insure prefect execution of results.
The Miracle of Life Response
On other interesting point in terms of results. A number of offers that come to him seem to have
nothing directly to do with his efforts; i.e. they seem to come out of nowhere. In particular, an old
friend and associate calls out of the blue with a business opportunity in training. Then suddenly
an old client calls with a big job. And yet another training company offers him a position, when it
wasn't even a company he had contacted. In other words, he has experienced a number of
seemingly miraculous responses from life that seem on the surface to have no direct causality
with what he has done, yet somehow mysteriously seems to relate to his effort from his side. We
call this instantaneous miraculous phenomenon, where life suddenly responds out of all
proportion and in no seemingly logical way "life response." It is an astounding secret
phenomenon of life that he has experienced as a result of following the process of personal
growth and accomplishment, of energy conversion to its completion. We can perhaps call it the
icing on the cake. Actually it is the secret benefit of following the process of creation. Perfectly
following the process results in sudden, abundant, and miraculous positive responses from life
that defy all of our perceptions of logic, cause, and effect, and space and time. We are thus
propelled into the infinite possibilities of life. We will have acquired the greatest "efficiency" of
life which gives us the greatest result with the least effort in the shortest period of time.
Within a month our instructor/programmer is doing work that is paying him at the rate three
times higher than he was before. He is also very energized by the new type of work because it is
more interesting, absorbing, and challenging to him. Perhaps best of all he is filled with an even
greater energy, and he continually feels happy and joyful. He is experiencing the greatest delight
of existence.
After an initial positive effort, he notices that he has slacked off a bit, and is not fully following
through on his initial intent. He notices he needs to reengage his vital/emotional will for the
endeavor. This is a critical point. He sits quietly and contemplates his vision and purpose in the
effort, which reenergizes him enabling him to commit more than ever to his plan. Work pours in,
opportunities come from every quarter. He's back on track with more energy and joy than ever.
Over time he finds many clients, and achieves great success in his work and career. In fact, he
has far exceeded his original intentions. He has moved to the next level of success and
accomplishment in life.
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essays on human
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Assimilation and Integration

Over time he begins to fully assimilate and integrate the skills he has acquired. They are now
second nature to him. Even the need to be persevering has become second nature. It has
become an additional physical skill of life for him. Whenever he wants to take his life forward he
instinctively knows to make a relentless, persevering effort to achieve it. He doesn't even think
this; he just does it. Throughout the course of his life he sees that whenever he wishes to
accomplish anything his body, his being just has a passionate, intense will to see it come about.
He follows that instinct, which enables him to improve himself in so many other facets of his life.
In essence the higher level skills, higher position, higher income, and the instinct to make a
persevering attitude eventually became assimilated and integrated into his personality as values
that he believes in. For example, he has come to fully embody the personal values of "continuous
improvement" and "hard work." Our hero has completely integrated these values into his
personality and nature, thereby completing the cycle of the process of human growth and
accomplishment.
At his new level of functioning he is filled with energy. Perhaps at some point that energy too will
over-flow, and he will be ready for another growth, another level of progress to even greater
levels of success, achievement, and joy in life. He will continue his journey of personal growth,
even personal evolution in life.
The diagrams below show the process of energy flow that ends in abundant results. It begins
with Direction, which takes the original energy one has, and turns it into a directed force for
accomplishment. The direction is then Organized, which turns the force into a Power for
accomplishment. When it is implemented, the energy is turned into vast Results of
accomplishment, success, and joy, fulfilling the original vision and goals in spades.
Summary of Energy Flow Process
(Vision to Manifestation)
Details of Energy Flow Process

(Vision to Manifestation and Beyond)
[Excess staring Energy]
V
DIRECTION
Vision/Mission
V
Goals
[Aspiration puts excess energy
into play;
the intention and decision to
implement
derects the energy into a force
for accomplishment]
V
ORGANIZATION
Development of Strategies
Development of Time Bound
Actions To Dos
to accomplish the strategies
[the force turned into a
focused power
for accomplishment]
V
IMPLEMENTATION
Execution of action to dos
(through high skills, positive
attitudes; and determined,
persevering unflagging effort)
V
GREAT RESULTS, DELIGHT OF
BEING
[execution moves energy to
material formation]
V
ASSIMILATION & INTEGRATION
-All is second nature
-Able to improve in related areas
of life
-Full acceptance of related values
[Solid block of energy in
person built up
at new level of success]
A FEW STEPS FURTHER

The Sub Processes of Self-Conception, Self-Limitation, and Self-Absorption
There are a number of sub processes that are always going on when undertaking the overall
process of growth and accomplishment. Among them are the process of self-conception, selflimitation, self-concealment and absorption, and others. E.g. when we set our direction we are
essentially conceiving that which we wish to be. This is the process of self-conception. The
process of self-limitation applies when I decide that I can't undertake everything in life at once to
raise my status; I have to choose those few things that I can undertake now. In this way I am
limiting myself, not allowing a too wide and broad approach. This focus is essentially the process
of self-limitation. I also self-limit myself when I don't get distracted into undertaking other things,
losing the focus of my original intent. The process of self-absorption applies when I focus and
concentrate on the work at hand, the vision, goals, and objectives, blocking out all other
influences.
It is the power of self-limitation and self-absorption that is necessary to accomplish a great work.
It centralizes all of one's scattered interests and energies into a directed pinpointed force for
accomplishment.
Sub-processes in the Process of

Personal Growth & Accomplishment
Self-Conception
when we set our direction we are essentially
conceiving that which we wish to be.
Self-Limitation
when I decide that I can't undertake
everything in life at once to raise my status; I
have to choose those few things that I can
undertake now. In this way I am limiting
myself, not allowing a too wide and broad
approach.
Self-Absorption
when I focus and concentrate on the work at
hand, the vision, goals, and objectives,
blocking out all other influences.
How high should I aim to improve myself?

You should enter at the maximum level where you are positively organized, and do so with full
intensity. By "positively organized" we mean where you currently have the full complement of
skills, knowledge, energy, will, time, finance stability, systemization, personal organization, etc.
etc. This is your current level of efficiency. You should then start at the maximum possible area
(given the above constraints) where you can more efficiently function; i.e. aim for the peak and
highest achievement within your current capacity. If you have the skills to be a sales person aim
to be the highest sales person, but don't aim to be sales manager unless you are sure you have
all of the elements that will enable you to accomplish that.
Here's a fuller example: For example, one individual wanted to take his career to a whole new
extension of his current work; but hadn't the skills, the infrastructure, the marketing reach, etc.
to reach this level. Still he saw that he could take what he was currently doing to a much higher
level within the constraints of his current efficiency and organization. When he took the effort to
provide the maximum level of services at his current level of efficiency, work boomed for him.
E.g. with the same effort he was able to perform the same services as before to a higher level
audience directly (without the intervention of other referral companies), enabling his income to
quadruple. Life responded from all sides to his effort to do the maximum possible at his current
level of efficiency.
What will then succeed for you is determined by your level of efficiency in life. Your level of
efficiency is the plane of consciousness that you are currently organized. Life will suddenly and
abundantly respond to an aspiration to take yourself to the highest level within the constraints of
your current efficiency and organization.
Of course, you can raise that efficiency, and aspire for and achieve at that even higher level. Still
at each point you still must judge if you have all, or at least most of those elements of that
efficiency in place before you risk placing all of your bets on something decidedly new.
If, when you set out on this journey (and you also shed all of your negative propensities
(attitudes, habits) and negative values related to the work), you will see that they will acquire an
energy in your imagination which will in fact be the size of your accomplishment later on. You will
see that life has a way of responding quickly and abundantly by building a bridge between what
you imagined in your energized consciousness and what is accomplished.
Factors that Determines Your

Level of Efficiency:
Your level of knowledge and

skills
Your level of awareness of
what is possible
What you believe you are

capable of rising to
Your intensity of aspiration
Your level of strength
Your level of organization
Your current level of energy
The quality of your attitudes
The values you believe in
If you are deficient in any of these you need to raise them to raise your level of efficiency. (Click
on each to determine how. You can even make that part of your plan. E.g. one of your goals could
be to increase your level of organization in life. (Then come up with the details to make that
happen in your plan.)
Utilizing Spiritual Powers in the Process
We see how we are using the power of mind to direct, organize, and accomplish in our lives. The
process begins with our power of self-conception, gains the sanction of our emotions, organizes
the details including those aspects of ourselves that need improvement, and then carrying out all
of the details of the plan. Mind directs, and the vital/emotional, and physical aspects of our being
follow. Mind directed is an evolutionary development and capacity of the human individual.
Beyond this he can also utilize the inner and spiritual powers beyond mind proper to overcome
the limitation so time and space in this process; i.e. we can accomplish at ten and 100 times our
goals, in a fraction of the time, with the minimal outer effort, if one learns to marshal the inner
spiritual forces and powers in life. It is a further development of how the inner can move the
outer. Mind moving the outer is a first example of this. Moving within to the depths of one's being
one leans to move the outer world from within, bringing the infinite into the finite, and abridging
space and time. We still follow the process outlined above, but now we have additional
instruments to vastly expand the scope of the results we can achieve in life.
III. A PRACTICAL REAL WORLD EXAMPLE OF THE PROCESS
Use the Following Information as a Tool for Your Own Achievement!

If you wish you can copy the contents of the information shown below, paste it into Microsoft
Word (or similar), and then develop there your own personal growth plan, filling in the tables with
data relevant to your own aspirations and needs.
Below we present one practical approach for turning an individual's vision into a reality. We take
one person's vision and see how she organizes it into a series of actions that when carried out
ends its great accomplishment. Once you see understand this example, you can follow the same
process for yourself.
In this example one individual will essentially following the process of growth and
accomplishment which begins by the release of energy that comes from an interest in an area of
life, the establishment goals that give direction to the that energy, and the effort at organizing
the goals into strategies and action to dos that turn the directed energy into a power for
accomplishment.
STEP 1: DIRECTION
Your Vision/Mission and Goals
Chris Johnson is a writer with expertise in the areas personal and business growth and
development. She is also a project management software developer, trainer, and consultant. She
is based in Northern California, USA. She is ready to go through the process of growth and
accomplishment in this round of her life.
To do this she will need sense something new that she wants to become. This will release new
energy in her being. Then she will need to give direction to that aspiration, which will turn that
new energy into a directed force. To direct that energy into a force she will need to develop a
plan that expresses a vision of what her aspiration is, express that vision as a set of goals, and
then express those goals in terms of practical strategies, and specific time-bound action to dos
that she will carry out.
Here is a summary of Chris's statement of vision/mission, and goals.
Chris Johnson's Direction

(by developing a Vision/Mission, and Goals
VISION/MISSION
What I aspire for and wish to accomplish
I want to earn $100,000 per annum. This will provide me with amenities
like a home, a garden, insurance, flexibility of movement, travel, ability
to do business from various locals, etc.
GOALS
The specific goals I have to enable this vision
A. (Primary) Write and publish book on personal growth.
B. Build up my Desktop and Server training and consulting.
Summary of Process So Far

In the above process Chris's energy has been released as a result of her aspiration to achieve
something. That energy is turned into a force by a directed (i.e. organized) plan that expresses -the overall aspiration of that which she wishes to become, i.e. the vision/mission, and the
quantitative and qualitative goals she wishes to accomplish.
STEP 2: ORGANIZATION OF THE DETAILS

-Strategies for implementation
-Action To Dos
A. Still she needs to turn her gathered, focused energy into a power for accomplishment. That is
brought along by further organizing her mission/values and her goals through specific strategies
to be accomplished. (Thereafter (in Step 3) she can turn them into action to dos to be carried
out.)
Key Factors
When developing her strategies, she considers several of the key factors that enable for success
in accomplishing any goal, including her level of skills and knowledge, her level of organization,
etc. She evaluates these factors, and realizes that she is deficient in two of these factors (her
level of skill and her level of personal organization), and makes it into a strategy to accomplish
the goal.
Personal Values Too
She also develops several strategies that reflect personal values, which can really energize her
goal. She perceives that her book should be at a level that her readers will enjoy, will learn from,
and can be used to improve their lives. This strategy is key to developing a very a successful
book from which she can derive both great financial and emotional benefit. (Also see business
values.)
In the table below, Chris lists out the strategies she will to carry out her goals.
Chris Johnson's organization of the Details

(1. by Developing Strategies)
STRATEGIES
The strategies I will employ to accomplish my goals
Goals, Strategies per Goal:
A. (Primary) Write and publish book on personal growth.

o 1. Complete first draft by fall of 2005
o 2. Spend 50%+ of my time for its accomplishment. 2-4 hours per
day conceptualizing, writing, editing.
o 3. Read one or two book on writing techniques for non-fiction. (It
is a missing skill from among the key factors that enable success.)
o 4. She needs to reevaluate her priorities, putting of certain
personal interests, less important activities and work in order to
accomplish this goal. (It is the better organization of her time; taken
from among the key factors that enable success..)
o 5. Have the book really reflect the interests of the reader; be at a
level that they learn from enjoy, and derive great benefit from in
their lives. (This in essence expresses various values that can really
energize the goal.)
B. Keep developing my Desktop and Server training and consulting.
o 1. Continue perfecting, market, and have abundant sales in my
Server 2003 training
o
2. Perhaps ofer onsite training/consulting in Server to

complement desktop training
(If this is a business plan, you might consider the following business strategies for accomplishing
your goal.)
B. Now Chris needs to turn her strategies into time-constrained action to dos, and make a full,
determined and persevering effort to carry them out. When she does so with all positive
attitudes, her vision is achieved in spades.
Below we see that Chris has added specific time bound action to dos to several of her strategies.
Chris Johnson's organization of the Details

(2. by Developing Action To Dos for Strategies)
ACTION TO DOS
The time bound actions steps I will schedule to carry out the strategies
Goals, Strategies, Action To Dos per Strategy
A. (Primary) Write and publish book on personal growth. (Goal)

o 1. Complete first draft by fall of 2005
ACTION TO DOS
Use Microsoft Project
Track completion of parts and distribution
of book project (do periodically)
Establish milestone completion dates for all
parts, and subsequent events
o 2. Spend 50%+ of my time for its accomplishment. 3-4 hours
per day conceptualizing, writing, editing.
ACTION TO DOS
Commit to 2 hours of writing, editing of new in

morning; 2-3 hours of editing old in the
afternoon
STEP 3: IMPLEMENTATION
Carrying Out Action Plan To Dos, and Monitoring and
Analyzing Progress to Enable Perfect, Overwhelming Results
Now Chris needs to carry out her action to dos by making a determined, persevering effort. All
her attitudes related to the project must be positive.
Once she begins to carry out the time-bund action to dos, she needs to monitor the progress she
has made. Included in that analysis is whether she is on schedule, if there are things that are
hindering her, including her own psychological state, whether the conception of what should be
done is right, whether there is the necessary level of focus, etc. and also monitors how she has
been doing so far in carrying them out. Here is a progress report on how she has implemented
several of the action steps..
Chris Johnson's Implementation

(by Carrying Out Action To Dos & Monitoring Progress)
EXECUTION/ MONITORING OF PROGRESS
The carrying out of the action steps and the monitoring of progress
Goals, Strategies, Action To Dos, and Progress:
A. (Primary) Write and publish book on personal growth. (Goal)

o 1. Complete first draft by fall of 2005 (Strategy)
ACTION TO DO
Use Microsoft Project
Track completion of parts and distribution
of book project (do periodically)

Establish milestone completion dates for all
parts, and subsequent events
PROGRESS -- Takes persistence of efort over the
course of the project
2. Spend 50%+ of my time for its accomplishment. 3-4 hours
per day conceptualizing, writing, editing. (Strategy)
ACTION TO DO
Commit to 2 hours of writing, editing of new in
morning; 2-3 hours of editing old in the
afternoon
PROGRESS -- So far so good
INSURING UNFAILING SUCCESS

(critical!)
Regardless of the field or level or unique circumstances, there are three essential conditions for
unfailing success in any activity:
Total commitment: Your decision, determination and desire to accomplish should be total and
complete, to the point that it releases the full energies of your personality and generates an
overflowing enthusiasm to convert that determination into action.
Energy is the basis for all accomplishment. Human energy is released when your mind, emotions
and vital personality fully endorse and eagerly pursue the same goal. Where there is inner
conflict or hesitation or where you act out of an understanding or accepted ideal that the
emotions do not fully endorse, the release of energy will be limited and therefore the results will
be limited too. Total commitment is based on total knowledge and understanding of the
requirements of the act and the role of both helpful and opposing forces.
Positive opinions and attitudes: All your thoughts, opinions, attitudes and motives
concerning the activity should be fully positive. By positive we mean free of all negative
elements, such as a limited or prejudiced view of a matter, over-assertive opinions, distain for
others, self-doubt, reluctance, not taking responsibility, laziness, procrastination, holding to false
beliefs, not listening to others, not thinking for one's self, dishonesty, impatience, selfishness,
irritation, impatience, fear, etc.
Example: A man who wanted to increase the sales of his company utterly failed to do so, though
he made considerable effort in his attempt to penetrate the market. Then he realized that his
view about the market was limited; that he could sell his products globally not just locally. In
essence, he gave up a limiting attitude about possibility. As a result, life responded to his change
of consciousness nd within six months his company's sales had doubled!
Perfect execution: Make an exhaustive and complete physical effort. Achievement in any field
requires an enormous investment of energy and painstaking physical execution. Unfailing
success requires that the energy be full and the execution perfect. You cannot achieve unfailing
success if your actions fall short in terms of the skill or effort or perseverance required for
achievement in this field.
FINAL RESULTS
As a result of carrying out her action to dos, she has directed energy has manifested as great
results in life; far exceeding her original intent. (Life responds far in excess of one's original
intention if one follows this process, and it occurs in the shortest of periods of life.) She finds that
she has vastly improved her situation, making $250k per annum in the first year, and $1.25M in
the second year, where just a few years back she made $40k per year. She has a wonderful new
home with a large garden, and she has all of he security she could ever have asked for. She has
also become a world renowned trainer in her field. Needless to say her clients are also very
pleased with her work (e.g. her students are often contacting her letting her know how much
their productivity has increased in their work). In addition, she now has chartered in great detail
the process that enabled her to achieve this success, and she believes she has personally made
a great growth in her life.
Download a Microsoft Word form to create your own personal plan for improvement!
1) Download a form with sample data in it to see how to build a plan of personal
improvement.
2) Download a form without data in it to build your own plan of personal
improvement from scratch.
(We recommend you download both so you see an example and to build your
own plan.)
(NOTE: After clicking above link (in Internet Explorer), be sure to first select the
Save button to store it on your computer. )
Afterward: Further growth, development, and evolution

After a while many of her perspectives and values change about a number of things in life, which
changes her fundamental perspective of things in a number of areas of life. It also moves her to
make further changes in other areas. (e.g. she realizes that she is often not punctual in many
facets of her life; she is not always truthful, covering up her deficiencies, etc.) Over time she
changes these as well. As a result Chris Johnson is well on the road to great personal growth,
development, and even evolution.
As a result of going through this process Chris has now become a more developed and evolved
individual. She will now have the inner and outer propensities to take her life to even greater
heights, to feel even great joy and delight of being..
A FEW STEPS FURTHER

Perfecting the Work
Once you have accomplished the vision to a lesser or greater degree write down all of the major
activities involved in your work. Now write down the details of what is involved in each activity.
Consider how you can perfect these activities and sub-details. Then write up an action plan for
perfection and carry it out. See if you do not rise to the top of your field or to the highest level of
achievement in your designated area of interest.
Creating LUCK in Your Life through Spirit

Though you can implement your plan perfectly you still may not succeed, because there is no
guarantee that life will cooperate with you. To insure life's cooperation, i.e create "Luck," you
need to the support of a higher power. Find out more.
STRATEGIES FOR UNDERTAKING THE PROCESS OF GROWTH AND ACCOMPLISHMENT IN

LIFE
Ask yourself these questions -- What do you really want? What are your priorities in life?
Where do you want to go? What do you want to accomplish? Remember it is ultimately
your choice to decide where you want to go. If you are ready, then follow the process of
growth above to carry out your will for accomplishment.
Consider how you can take your life to the next level of accomplishment, success, and
happiness. Consider an opportunity, idea, skill, professional improvement, personal value
that can take you to the next level in your life.
Then follow the above steps in the process of personal growth to see it through.; from
vision, goals, decision, determination, organization of the details Including your limitations
relative to the desired outcome, to the carrying out of these particulars, which ends in
manifestation of great results and joy in life.
For additional thoughts on the process of personal growth & accomplishment, click
here.
RELATED TOPICS
To see a document that compares the process of development for society and
for the individual, click here. New
To read an interview where the process of energy conversion for an individual,

business, and society are explained, and even compared to the process by
which the universe was created, click here.
The process of growth in business is also similar to the process of growth for the individual.
Click here to find out more.
The process of growth for society is also similar to the process of growth for the individual
and businesses. Click here to find out more.
The process of creation of the universe itself from a Divine Source is also similar to the
process of growth for the individual. Click here to find out more.
To review another example where an individual in a company makes the effort to improve
himself in a weak area of his life by following this process, click here.
Process of Growth and Accomplishment (Mother's Service Society)

Describes in outline form the process by which individuals grow and accomplish in life. If
we follow the process consciously it occurs quickly, otherwise it takes a lifetime if then. To
see click here.
Business: Utilizing Business Values

Overview, Summary | Definition & Meaning | Power of Values |
Values and Money, Prosperity
Keys to Implementing Values | Values as Spiritual Skills |
Miscellaneous | Specific Values
Also See: Personal Values | Values in Society
Overview, Summary
(top)
Summary of Values in Company
The greatest potentials for the growth of any company are generated by a commitment to
high corporate values.
By values, we mean the qualitative goals which the company strives to achieve in all its
activities.
Values release and direct energy, motivate people, generate profits and promote non-stop
expansion.
Values are the key to energizing the five growth engines of a company; market, products &
services, organization, people, and finance.
Values raise the quality of corporate energies and elevate work to a higher level.
There are three types of values-physical, organization and psychological-which differ in the
level and intensity of the energy they release. (MSS)
Utility of Values in Business:
Values release energy because they motivate people.

Values motivate people to work together collectively.
Values are like ever-receding or never-ending goals. The higher the values, the more the
energy and effort required to achieve and sustain them. The more you pursue them, the
greater the energy they release and put into action.
Quality of performance on every job, every activity, and every act can be accurately
assessed in terms of values.
Companies which rated their implementation of key corporate values the highest also
reported the highest levels of revenue growth and profitability in their respective
industries.
Improving corporate performance on a single value can virtually transform the way a
company functions.
Values are the most powerful way to release and harness the company's latent, unutilized
energies for growth. (MSS)
Redefining the Lost Ideal, Value After it Fades

-When organisations fail, they move away from their original Ideals.
-National and international movements generally start with an idea. It becomes the Ideal. As
days pass, the practical dominates and the ideal goes to the background.
To constantly renew the intellectual content of a movement is to renew its vigour. Had [the]
Congress [part of India] defined what it meant by Prosperity [which it earlier espoused] and how
it was going to achieve it, she would not have deteriorated within thirty or forty years after
Independence.
Any movement, national or international, will do well to fill its life with the needed intellectual
content when it finds itself on a downward turn. That organisation will become dynamic if that
content goes with a plan of action. Anyone who thinks of filling his life with both will see the
SPIRIT moving towards him without his invoking it. (MSS, extracted)
ARTICLE on the Importance of Business Values for a Company
ARTICLE: A List of Important Business Values

Personal Values for Individual Achievement
ARTICLE on Personal Values
Thoughts on Values in Society
MSS Articles on Values

The Secret of Values
Definition & Meaning of Values

(top)
Definition of Business Values

Values are the operational qualities that companies seek to achieve or maintain in their
performance. (MSS)
Definition of Business Values

By values, we mean the qualitative goals which the company strives to achieve in all its
activities. (MSS)
Definition of Values for a Company

factor.
Values Reflect Highest Thought

Personal values for an individual, business values for the company, and social values of the
society are a reflection of the highest principal of mind and thought, and may even be part of the
spiritual domain. Values release tremendous potential for success, accomplishment, and
happiness.
Pursuit of Ideal
The highest levels of corporate intensity are achieved when a company accepts the greatest
challenge of them allthe pursuit of an ideal, the striving toward a high value, the quest for
excellence. (MSS)
Values in Company
The single most important force in the company for progress, accomplishment, success, and joy
is its business values.
Core Values
Values
Since Tom Peter's book In Search of Excellence the interest in values, especially the value of
freedom and concern for the employee has exploded in companies. It is the first stage away from
the ordinary functioning of business. It enables a power in the company to grow beyond the
usual approach.
Values the Heart of the Corporate Personality

At the heart of the corporate personality is a deeper psychic center, consisting of the companys
most cherished beliefs, values, and true mission, which give lifelong direction to the activities of
the corporation. (MSS)
The Psychic Center of the Company
The "psychic center" of a company is its values and direction. The more developed these are, the
greater the capacity to achieve. When the psychic is implemented by following the process of
creation from conception to results, the company can achieve infinitely; the company becomes
the leader in the world in its field. If it also opens itself to the Force, it revolutionizes the world,
such as through a never before seen product or service.
The Soul of a Business is Its Values
Think of business values as the soul of the company. Just as we can reach into our deepest parts
and discover our soul and True Self within, enabling us to discover our deepest purpose in life, so
too a company can discover its own soul center and purpose where its business values lie.
Power of Values
(top)
Power of Values
The deepest poise for an individual, business, or society are its values. When values are
implemented or are newly developed, then outer circumstances can change ten times faster
(and better) than merely trying to change things on the surface. (MSS)
Benefit of Values
We consider lower costs, more access to money, better products, more technology, etc. the key
to advancement, profitability, and success in business. Though these should not be
underestimated, business values -- like customer delight, deep concern for the well being of
employees, maximum utilization of resources, innovation, tapping into the emerging
opportunities of society, etc. -- have 10 to 100 times as much power to produce such results.
Values in Work
Values are lifelines. They have great power. In business one value everyone appreciates is the
quality of the product. Every businessman as well as every customer knows fully well the value
of quality. If you look at any company and find it is making steady progress, certainly it will be
adhering to values. If two companies in the same industry are making small and great progress,
surely the latter company will be following higher values. Even one great value fully followed can
give extraordinary results. Some of the values that are meaningful to business are: safety,
security of job, family feeling, constant progress, reliability, honesty, efficient after-sales service,
maximum use-value of product, courtesy, friendliness, ideals in work, trustworthiness, quality
product and loyalty. (MSS)
Power of Business Values

-Values release and direct energy, motivate people, generate profits and promote non-stop
expansion.
-Values elevate our work from the level of mere physical activity to the level of organized
efficiency, emotional involvement and mental creativity. (MSS)
Values Raise Work to Spiritual Plane

Values which are skills of the Spirit expressed in physical work raise the work from the physical
plane to the spiritual plane.
(MSS)
Values Perfect Work

Work that expresses values becomes perfect work. (MSS)
Power of Values
Energy in each plane [physical, vital, mental, spiritual] matures into skill of work in a single act
and yields its full result to the individual when values and discipline are called into play. (MSS)
Business Values and Energy

Values are the most powerful way to release and harness the company's latent, unutilized
energies for growth. Values upgrade the quantity and quality of energy available by harnessing
organizational energies-the power of authority, freedom, systems, coordination and
communication-and psychological energies-our interest, excitement, enthusiasm, pride,
emotions, innovation and inspiration. (MSS)
Power of Values in Action
Values multiply the power of action and its results. Values express in physical acts, in attitudes
and in thoughts. Each has its own power.
We all know that a skilled act generates greater results than an unskilled one. The skilled worker
carpenter, painter, accountant, salesman, lawyer, physicianproduces a more useful,
beneficial or beautiful result in a shorter period of time with less waste. What is not often
recognized is that skilled work expressing values produces far greater results.
The master chef may find his finest dish rejected when he fails to serve it on a clean platter. The
skilled driver who lacks the value of punctuality may cause his employer to miss a crucial
meeting or a great opportunity. The clever accountant who lacks the value of orderliness can
misplace an important document or even a customers payment, as an accountant in a public
sector transport company once misplaced a draft for a crore of rupees. The brilliant arguments of
a skilled advocate may fail to persuade when the judge that knows he lacks the value of
truthfulness. The dynamic, visionary businessman who lacks the value of taking the other
persons point of view may fail to win the favour of a big customer or the support of his own
people at a crucial moment.
Values exist in an ascending series of planes, each higher plane being more powerful than the
one before it. Physical values express in how carefully and reliably we handle material things.
Vital values express in how pleasantly, harmoniously, generously we relate with other people.
Mental values express in honesty, truthfulness, trustworthiness and idealism. Spiritual values
express our faith, sincerity, patience, perseverance, goodwill and self-giving. Every act is a
universe which can express many values. The more it expresses, the greater its power and
effectiveness. (MSS)
Personal Values and the Argument for Life Response

At Growth Online, we address many subjects related to personal, spiritual, business, and
societys growth and evolution. We even address the ultimate transformation of humanity
through the power of the spirit. Interestingly, however, the most popular articles at the site have
been on the topic of personal values. We know that in the last 25 years, values have been a
recognizable and much appreciated subject that has moved to the forefront of life whether in
the classroom or the boardroom.
And so it was then quite surprising that one of our readers informed us that though he
appreciates our articles on personal values, he questions our advocacy of the phenomenon of
Life Response at the site. After all, the reader posits, personal values are something that has
intellectual weight and is worthy of serious consideration, whereas life response is something
ethereal and unproven. Implicit in the remark is that we should not mention life response in the
same breath as personal values.
100 years ago, virtually no one in the commercial sector had heard of, or even seriously
considered the notion of utilizing values in the workplace. To succeed in business, one needed
grit, steel, strength, capacity, and plenty of resources. Likewise, workers needed to be hearty,
dutiful, and capable of doing the job. Other factors, such as an employees honesty, the
companys integrity, the workers personal safety, etc. were absent from the dialogues of
commerce. Rather, work was organized around goals to be achieved within a time period at a
certain cost so that the customer got what he wanted. Adhering to values was considered too
subjective -- even effeminate -- to be worthy of managements attention. And yet, today we are
beginning to see that values are well on the way to revolutionizing many areas of society. Of late,
it seems to be on the lips of everyone; from every sphere and field of life.
Fortunately, in the last 100 years we have seen a gradual movement away from an empiricaloriented commerce to a more values-oriented approach. What was subjective then -- i.e. values
-- has become the objective and concrete now. What was beyond minds conception then has
now been accepted as a rational and effective method for uplifting all aspects of life. For
example, leaders of corporations now engage in strategic planning in which the values of the
company -- such as integrity, customer delights, maximum utilization of resources, etc. -- are
integrated into its mission statement. No longer are values for the intellectuals or college
professors or elites. Values are now lauded as being of great utility throughout society, whether
in business, government, education -- even amongst youth. In fact, a good one-half of the
readers of our articles on personal, business, and societys values at Growth Online are college
students and teenagers! What was once subjective and not supported by an intellectual
foundation has now percolated up through society, and has begun to be accepted as part of the
new objective reality.
The concept of Life Response is undergoing the same process of acceptance. It is admired by a
few, not heard of or understood by nearly everyone, and disparaged by several. It is in one sense
the new subjective, the new functioning of life that appears to not have that necessary
intellectual weight -- a questionable process of life, without logical, rational, or scientific
underpinnings. The truth is that the life response phenomenon is simply a more subtle
functioning of life than personal values, and therefore escapes the modern intellectual mind. It is
more difficult for the average person to fathom because it requires us to go a level deeper in
consciousness to perceive its startling workings. Just as we have moved from the empirical to the
subtle to perceive the great utility of values, we need to go deeper still to see the overwhelming
power of the life response phenomenon. Life response is, in case you didnt know, is the
condition where life instantaneously changes with sudden good fortune due to a change in a
habit, emotion, or attitude on our part. It is a miraculous-like phenomenon that can shape the
way we look at life in 21st century -- even as we began to appreciate values at the end of the 20 th.
If you consider for a moment the great benefits that values bring us, then youll appreciate the
even greater power of life response. Values, for one, energizes every act engaged in -- increases
its effectivity and efficiency perhaps on an order of ten times. If, for example, I speak with the
customer with great respect and a caring attitude, then not only will I more likely get the order,
but my firm will develop a positive reputation that will cause many to flock to us, catapulting our
firm to the top of its field. How does one measure success in such situations? Is it a factor of 2 or
5 or 10 times? We do not really know the full affect of implementing values in our lives because
the results generated have not been well understood, documented, and measured -- save for
certain pioneer studies such as Jacobs and Macfarlanes The Vital Corporation, a profound book
that explores the power of values in the business environment.
Though great, we should keep in mind that values bring about unprecedented success over time.
E.g. applying the value of quality of service has catapulted many companies to the top of their
fields in the years and decades that followed. Other corporate values like commitment to the
well being of its people or focusing on the emerging needs of society have done the same;
rocketing companies to the pinnacles of success. Life Response, on the other hand, can literally
change the conditions of life in a single moment -- overcoming limits of space and time, and
what we believe is possible. It is miraculous-like phenomenon that overwhelms all previous
notions of how life works. E.g., imagine that you change an emotion, and then suddenly two
minutes later you receive the biggest order in your companys history, seemingly out of
nowhere! It is no wonder that the modern intellectual mind is skeptical. Worse still, in rejecting it
outright, the modern Mind never bothers to determine if it is a real phenomenon of life to begin
with! In other words, it abandons its own empirical scientific methods in ascertaining if the
phenomenon exists!
Fortunately, Mind -- which was not highly developed in man until recent times -- has begun to
shed its past folly and moved towards logic and reason. More recently still, it has begun to see
that we cannot just measure cold fact and say that is the entire truth of things; that when
considering any object of inquiry, we must also accept other influences in the human equation,
including the effect of our attitudes, emotions, beliefs, and other factors. Mind is thus becoming
more subtle in its outlook and understanding, and thus more capable of perceiving the variety of
possibilities that life presents us. One result has been Mans recognition of the value of values -that they are not subjective, as once believed, but do objectively influence our lives; often with
great power.
Mind is capable of going deeper still. It can be centered in a deeper poise in the depths of
consciousness within. From there, mind can perceive new truths and unfoldings beyond the mere
material facts. From an inner poise of calm and mental silence, Man opens to new forms of
perception -- including the utilization of insight, illumination, vision, intuition, and revelation.
Anchored within, one can look out into the world and perceive the subtle workings and unfoldings
of life. In particular, from that witness consciousness we begin to perceive the phenomenon of
life response in action. Experiencing its power on a regular basis, it becomes to us as objective to
us as any empirical or scientific fact.
When we look back 100 years from now, we will see how limited our current view of objectivity is.
We will see that it is objective to include the power of values in any analysis of success. And we
will see that it is objective to include the workings of the life response phenomenon when
evaluating the flow and processes of life. Mostly, values and life response will be objective to us
because we will be able to summon up its power at will. It will be the very stuff of our daily lives.
Except this life will exceed the old way by a factor of a hundred or even a thousand, as we are
able to bring the infinite potentials of life instantaneously into the here and now.
Values as Spiritual Skills

(top)
Values
Values, which are really spiritual skills, can raise the results of work a hundred-fold or more.
(MSS)
Values as Skill of Higher Mind

Values can be described as the skill of higher mind (spirit). (MSS)
Untitled
"The Universe comes to us as values" --Sri Aurobindo
Values from Divine Source

All values ultimately are manifestations of the Divine and derive from a common source. (MSS)
Values as Spiritual Skills

Though Spirit in its original splendour is a high goal, its values of honesty, loyalty, truthfulness,
cleanliness, and silence are what we can now know and follow. By adhering to these values
seriously, one can bring the power of Spirit to bear upon life. Values, which are really spiritual
skills, can raise the results of work a hundred-fold or more. (MSS)
Untitled
The attitude that helps us acquire VALUES is the attitude that there lies a SPIRIT behind
everything. (MSS)
Article on How Values are Spiritual Skills

http://www.motherservice.org/Essays/TheSecretofValues.html
Widening Our Universe, Our Values
Sri Aurobindo says that the universe comes to us as values. Whatever values we seek is our
universe. In this way, our conception of the universe can be widened. Our experience of our
universe too can constantly increase. (MSS, slightly modified)
Values
Values are higher consciousness that enables a movement to the next higher plane.
Powers of Spirit Known in Mind through Values

The body is unconscious. It has no sense of values. The vital has emotions, feelings, attitudes,
and skills of living. If the vital endorses a value one day, it can oppose it the next because it is
unstable. The middle mind is the seat of values and sentiments. However, even the mind does
not have to have any values it believes in. In spirit values truly take shape. In spirit one can
come to know spiritual powers that can be adopted as values of Oneness, Truth, Knowledge,
Power, Delight, Love, Beauty, Infinity, etc. Values in mind are spiritual skills that incorporate
spirit's powers through mind's thought felt through the vital's emotions.
Values and Powers of Spirit

We can devise a list of spiritual powers, including Harmony, Unity, Oneness, Perfection,
Gratitude, Self-Givingness, (spiritual) Peace, Equality, (divine) Beauty, (divine) Love, Truth,
Integral Knowledge, and others. We know of practical values in life like honesty, self-reliance,
openness, tolerance, organization, maximum utilization, attention, continuous improvement,
simplicity, respect for the individual, etc. We can associate each human value to their
appropriate spiritual power.
Spirituality Translated as Values

Spirituality can be translated as values of the work place: exhausting our potential, paying the
greatest attention, using the available technologies to exhaustion, avoiding and eliminating
unavoidable waste by appropriate systems, saving every minute of Time that could be saved,
etc. (MSS)
Values and Money, Prosperity

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Values and Prosperity

How can someone working in an office or factory become vastly prosperous? No one will deny
now that education is the foundation of todays prosperity. Money that issues out of physical
labour is better earned when education, a mental tool, is added to it. I advocate the next higher
TOOL. It is seated in the Spirit as skills. Values are spiritual skills.
Whatever your vocation, when you add values to it, you will see Prosperity in abundance is the
result. Honesty, integrity, truthfulness, fairness, and justice are higher values. Punctuality,
politeness, pleasantness, record keeping, orderliness, soft speech, cleanliness, accuracy,
precision, workmanship, and thoroughness are physical values. Perfection is the wider term that
covers both. Be where you are. Do what you are doing. Add values to your work. Go on adding
them in quantity and quality. You will reach the heaven of Prosperity. (MSS)
Power of Values to Earn Money

Earning money is an act, like any other act of winning the elections, passing an exam, etc. The
components of an act are energy that comes from interest, goal that gives the direction,
organisation from which power issues, and skills that convert that power into results.
Each component goes to decide the quantum of money earned, but the earning itself depends on
the harmonious functioning of all these components. None of these components can be missed
or supplied in half-measure. When all the components are adequately present and harmoniously
functioning, the result, the amount of money earned, is decided by the values of each
component. This is so because values are spiritual.
One who is earning Rs.10,000 or 1,00,000 a month can raise that income five fold, if he
introduces values at every stage and gently raises them to their maximum. By this approach a
company that is marginally losing will at once become marginally profitable. The profits can be
raised further by raising the values or organising better or employing any other method the
company needs.
There is no work where values do not arise. Attention, organisation, comprehension, integrity,
truthfulness, etc. are just a few of the values we know. The list can be endless.
A family presided over by a person whose priority is his own wants practices selfish values. If he
decides to meet the needs of all others before meeting his own needs, he practises selfless
values. Or, he may decide to practise Self-giving, which means going all out to meet everyones
needs which lie within the ambit of his duty or not. Soon he will witness a burst of income.
Owners of companies taking such an approach will discover the ORDERS for which they have
been searching all over, like a needle in a haystack, will start coming on their own.
Values are spiritual. They can earn a vast quantity of good money. (MSS, slightly modified)
Keys to Implementing Values

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Implementing, Institutionalizing Values
Values are only as good as they are implemented into the company AT ALL LEVELS. Just to
describe a value in a mission statement or values statement is useless unless it is pushed down
into and implemented at all levels of the company. A value is thus institutionalized when it
saturates all aspects of the business; when it permeates all aspects of the company, eventually
without encouragement or enforcement; and when it systematically operates on its own through
all activities and job positions. When this is done, the value has an enormous potential to
energize the company, which leads to dramatically increased revenues and profits for the firm.
Anything less than the full saturation of values at all appropriate levels of the company will not
enable the value to bring the desired positive results.
To fully implement and thus institutionalize a value in a company the following steps need to all
occur:
1. SELECTION -- Choose the values that you are interesting in fully implementing in the
company.
2. COMMITMENT -- There needs to be a full commitment to implement the chosen values.
Senior and middle management, and other employees need to fully commit to those
values; commit to improving performance on those values.
3. STANDARDS -- A set of standards for each activity in the company needs to be
implemented for each value.
4. STRUCTURE -- The company needs to have the right structure (of job positions, divisions,
departments, etc.) to implement the values.
5. JOBS, ACTIVITIES & SYSTEMS -- The company must have clearly defined job positions,
activities, and streamlined systems to facilitate to implement the values. Values need to
be incorporated into every job position, activity, every system. Standard operating
procedures and even individual job position tasks need to be linked to these values.
6. EMPLOYEE RESPONSIBILITY -- The responsibility of each person to implement each
value must be clearly defined and understood (e.g. in their job orientation, in their job
descriptions, from their manager, etc.).
7. SKILLS -- Everyone must have the skills to achieve high performance on the values.
Everyone must have the skills they need to fulfill their responsibilities for the value. If
necessary, additionall training should be implemented to upgrade the skills for value
implementation.
For a full explanation of how to go through each of these steps to fully implement, i.e.
institutionalize one or more values, click here.
Implementing Values
The real power of values come from implementing them in every corporate activity.
The implementation of values can be institutionalized in a company by a five step process:
making a real commitment to the values, setting clear quantifiable standards, assigning
responsibility for achieving the values, creating the right systems for achieving and
monitoring performance on them, and training for all the necessary skills and attitudes.
Accessing Quality of Performance in Terms of Business Values

The quality of performance on every job, every activity, and every act can be accurately
assessed in terms of values. (MSS)
Levels of Value Implementation
There are actually three levels of success that we can measure value implementation. The first is
the acceptance of the values amongst management with the push of upper management. The
second is the acceptance of the values amongst management even without the pressure of top
management. The third is when each manager believes in the values of the company and
accepts it as their very own. While the first stage can happen fairly rapidly, the second and third
stages take a long time to develop, and indicate a mature company that can grow at very
accelerated levels.
Endless Power of Business Values
Values can never be fully and finally achieved. The achievement of better quality and improved
teamwork today is no assurance that they will still be better tomorrow, any more than cleaning a
room today ensures that it will remain clean tomorrow. Values are like ever-receding or neverending goals. The higher the values, the more the energy and effort required to achieve and
sustain them. The more you pursue them, the greater the energy they release and put into
action. (MSS)
Never Ending Potential of Business Values
Values like honesty, safety, service are also goals are permanent goals that can never be fully
attained or maintained but serve as a standard of perfection to strive for at every moment in
every activity. For this reason they appear more vague than specific objectives but are actually
far more powerful. The constant effort of an organization to realize high values in action is a
powerful lever for releasing latent energies and converting them into intensity. (MSS)
Perfect Values
Perfect values are recognized only when they are perfect, not while they are partial. What makes
a value perfect is its highest reach is unblemished. An absence of compromise all along makes
for perfection. Unless values are perfect they come to nothing (with a few exceptions). (MSS)
Perfection in Values that Invokes Great Response from Life
Perfection in values elevates work to a higher level, from the physical to the mental level
or from the mental level to the spiritual level and invokes the higher power to express in
our work.
Perfection of a single value evokes powerful responses from life. E.g. perfect cleanliness
attracts money from endless sources. Perfect accuracy and quality can lead to exponential
expansion, Harmony attracts high opportunities 100 times greater in magnitude than the
present operations.
When the lowest level worker fully understands, appreciates, takes interest and feels pride
in achieving perfection in the smallest, least significant, routine action, only then it can be
said the company has full embraced and implemented a values. At that point life will
respond abundantly.
For the response to be great not just once, but ongoing, the perfection of the value must
be a habit in the culture of the company (MSS, extracted, somewhat paraphrased)
Gradations of Bringing Out Its Ultimate Power when Implementing a Value

The higher the level of consciousness of the worker involved in implementing a value, the
greater the results. Here is a scale from minimal to greatest power of consciousness of a worker
to bring great results through implementation of a value:
Hard work in strict obedience to instructions. (minimum power)

Greater employee awareness and interest in the work
Elevating the level of the physical skills
Overflowing enthusiasm to raise the quality of the work.
Emotional commitment and determination to achieve perfection.
Clear mental plans for achieving perfect execution of values in the work
A sentimental attitude among those who work that accepts achievement of the values as
personally important to them.
A clear mental conception regarding the power of values and the process by which they
can release the Infinite powers of life in the finite. (MSS)
Ways to Evaluate Values

Values can be evaluated in terms of energy, force, power, skills, results, enjoyment,
accomplishment, progress, Time, Space, matter, life, mind, spirit, the twelve aspects of the Spirit
and every known aspect of life. (MSS)
Miscellaneous
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Values in a Strategic Plan
In developing a strategic plan for the future direction of the company, one considers the vision of
where one wishes the company to go, and in particular expresses them as qualitative and
quantitative objectives. The qualitative objectives are in essence the company's existing or
future values that it wishes to implement in its plan.
Business Values & Employee Motivation

-Values motivate people to improve individual performance on their own jobs.
-Values release energy because they motivate people. (MSS)
Specific Business Values:

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Value of Commitment to People/Respect for the Individual

(Click here to see entries)
Value Customer Delight
(Click here to see entries)
Valuing Maximum Utilization of Resources

Value of Maximum Utilization of Resources
Maximum Utilization of Resources is the desire and ability of the company to improve its
performance by full utilization of its current resources.
Maximum Utilization of a Resource
Lets face it, we live in a throwaway society. We use something, and when that resource is
depleted, we discard it for a hopefully available replacement. In these situations, we are normally
more concerned with the results that come from using the resource, than any interest in
extracting the maximum use out of it. However, if we were to become more conscious, and make
full use of that resource, not only will we increase efficiency, productivity, and save money, but
we are likely to attract sudden and abundant good fortune in the form of more money, more
sales, greater opportunities - even more of that resource!
One company that was about to run out of an essential raw materials required for the
manufacturing of welding electrodes discovered that their only supplier was shutting down. In
response to this challenge, the manager decided that not a single particle of the resource should
be wasted. To that end, even the shop floor was swept clean in order to garner even the smallest
traces of the resource. Remarkably, two days later, the managing director of a company that
supplied that resource suddenly arrived - from a thousand miles away - to visit the unit. On
recognizing the managers problem, he had his own supplier immediately dispatch the needed
material directly to the desperate company! In another situation, a consultant advised the
proprietor of a company to clean a machine, despite the fact that it was not being used for any
purpose. Though he questioned the utility (and sanity!) of this advice, the proprietor took up the
consultants suggestion. A day or two later, the proprietors cousin arrived on the scene, and was
attracted to the newly cleaned machine. He asked the proprietor if he could have it for a new
enterprise he was contemplating. In the months that followed, the machine turned into a
veritable cash cow, producing substantial income for both the cousin and the proprietor!
The moral of the story is the same as the previous one -- when you maximize the use of a
resource, you attract sudden good fortune. Maximizing the use of a given resource is to value the
object in of itself - i.e. to perceive its own unique individuality and being. When you make the
most out of a resource - whether it is an object, material, time, energy, or capacity - life can
respond suddenly and abundantly to your efforts.
Maximum Use and Life Response

When you utilize your current resources to their maximum, life has a way of suddenly responding
with good fortune.
Maximum Use of Resources

One way we to give attention to things is by adopting the personal value of maximizing the way
you use your current resources, such as money, materials, and time. Here's an example of how
one manufacturer applied the value of maximum utilization of a limited resource, which resulted
in a very favorable situation for the company:
"In the manufacture of welding electrodes, Low Carbon Ferro Manganese is one of the main raw
materials. The manufacturer who was supplying us suddenly informed that their plant is shut
down for maintenance and that there will not be any supply from them for the next two months.
It is an expensive material so the stock holding was minimum. There are only very few
manufacturers of this item and they are all located at far away places. We had little time to
arrange supply from other sources. The stock on hand was sufficient for 5 days of production
only. We decided that not a particle of LCF should be wasted and alerted all the workers to be
extra careful. The shop floor was swept thoroughly and all the spilled material were collected,
screened and used.
Within two days, Managing Director of a company manufacturing LCF in Orissa (which is about
1300 kilometers away from Pondicherry) visited our unit, over the phone (from Pondicherry) he
instructed his plant to dispatch material to us. From the previous supplier we were buying the
material against payment. Where as this company offered us a credit of 30 days. We did not
negotiate any terms with them. They themselves agreed to supply at the same price. We were
frank in telling them the precarious situation we were in. In spite of knowing our weak situation,
they did not take any undue advantage. We are continuing with them."
Superstition of Waste
Experts in management know that avoiding avoidable waste changes a losing company into a
profit-making one. Waste becomes a source of prestige and status, especially with the newly rich.
To them the capacity to waste is a sign of assured abundance. It is a superstition. (MSS)
Strategies for Eliminating Waste
We carefully control expenditures to minimize costs and eliminate waste of any

description.
All our people consciously strive to minimize costs and eliminate waste of all descriptions.
The activities of the company are highly organized and systematized, with little waste in
time, effort, money, and materials.
Gas in Cars Wastage

Not having vehicles that use petroleum get the maximal miles per gallon is to avoid maximum
utilization of that resource. Can we likewise list ways we can maximize the use of a resource?
Maximal Use of Money

Money -- like energy, money, water, and electricity -- is a resource. Maximizing its use can invoke
overwhelmingly powerful responses from life, including the return of lots more money and other
closely related benefits. How can we then maximize our use of money? Here are several
strategies.
Common Sense
On Common Sense
Common Sense is COMMON to more than one factor, or to all factors, which means the primary
coordination within one factor is extended to all factors that are outside. (MSS)
The Great Secret: Organization
by Roy Posner
Of all the topics at this site, who would of thought that organization would be considered the
great secret of business success? Organization is usually considered a rather dry topic that often
leaves the reader disinterested or bored. However, at Growth Online we have discovered what
makes organization in a company so compelling. A company's organization is an ever-changing,
dynamic, living organism. If we can see organization in that light, then we can learn to
understand it, shape it, and improve it.
One definition of organization in a company is that capacity of a company to expand what an
individual can do alone infinitely in space and time. Organization can also be explained as the
means that enables the other four growth engines of the company -- market, technology, people,
and finance -- to exist, and to expand endlessly with least effort. Without organization the full
creative potentials of the other four components of the company could never be realized.
Then how does organization in a company grow more efficient and effective, more powerful and
creative? Our research indicates that organization itself consists of three basic building blocks.
They are Job Positions, Activities, and Systems. The key to the growth of organization lies in
understanding how each of these subunits of organization develops, and how they interact with
one another to form an organic whole.
Job Positions
Activities
Systems
Job Positions
Structure -- The first thing to consider is if the structure of jobs in the company are right for
today's business and for your plans for tomorrow. Therefore, its worth doing a serious analysis of
whether or not the structure of your company contains the right makeup and balance of job
positions.
Authority -- Second we need to examine whether each job position in the company is matched by
a level of authority for the person in that job to carry out the tasks contained within the job. In
addition, the person filling the job needs to clearly know who he or she is to report to (for the
overall job and for each task in the job).
Distribution of Tasks -- Third, one needs to examine whether the job tasks that are assigned to
the individual are the right tasks for that position. Perhaps some tasks for a job should not be
included in the job, or some tasks may need to be added to the job, or some may simply need to
be delegated to another job position (especially less important tasks involved in the job).
Therefore, an analysis of the content of every job position the company is also worthy of a
detailed analysis in the company.
Right People, Training -- Fourth, once job positions in the company are properly allocated, and job
tasks for individual jobs are maximized for efficiency, individual job positions need to be filled by
the right people, and each person trained to the hilt for that job.
Activities
An individual person carrying out a task is an act, which is perhaps the minutest subunit that
exists in a company. Individual acts are linked to one another in chains of acts called activities.
Like jobs, activities can be continuously improved throughout the organization as well. Each
improvement to an activity releases fresh energy and makes the organization more effective.
Therefore, reviewing the major activities in a company is a highly worthwhile endeavor. For
example, many high tech manufacturing companies are reviewing their product development
activities, thereby maximizing the speed of products and services to market, as well as the
efficiency and quality of their products and services. Therefore, a thorough activities analysis can
simultaneously make the company more efficient and effective, releasing great energy and
prosperity.
Make a list of all of the activities in your company (such as selling, accounting, manufacturing,
human resources, information technology, etc.). Then determine (e.g. through research,
interviews, etc.) how each of the critical activities can be upgraded or reorganized. Then
implement your plan for improvement. Follow this up with improvements of less critical activities.
Systems
The ultimate building block of organization is systems. Systems are simply mechanisms that
automate activities, or interlinking activities. Systems posses the power to carry out activities
much more quickly, precisely and regularly than individuals can perform them on their own. The
productivity of an organization is determined by the extent to which routine and recurring
physical activities are systematized and turned into standard operating procedures.
Systemization doesn't just make activities work more efficient; it makes people more relaxed and
cheerful at work because the activities almost "take care of themselves." In fact, the happiest
people are often in companies that have turned most or all activities in the company into
corresponding systems.
Think about systems in your company (e.g. computerized bookkeeping, email, sales tracking,
sales analysis, manufacturing, credit checking, etc.). Then think about the following questions.
Do you have systems in place for every major activity in the company? Which activities needs to
be systematized? How should they be systematized? And then there are the existing systems.
How can they be upgraded to the next level of efficiency?
Coordinating and Integration
The ultimate truth of organization is the ability of the three building blocks to work together. The
real power of organization arises from its capacity for coordination and integration of people,
activities, and systems. When departments and divisions move from isolation to coordination and
integration, the real power of organization is released. Coordination and integration are the
advanced tools of organization.
When people job positions are more coordinated with one another, when activities are more
integrated and coordinated with one another (e.g. selling to accounting, manufacturing to
information technology, and endless other connections), and when systems are interrelated (e.g.
accounting and bookkeeping to sales tracking, or sales tracking to manufacturing, etc.), the real
power of organization is released. This coordination and integration can lead to explosive energy
and vitality in the company.
Take the idea of integration of systems. Suppose there are 25 systems in a company with a
minimum of coordination and they are all coordinated to a maximum extent, the same staff can
accomplish twice or thrice more. To give a simple example, in a college if the timetable of the
dozen departments is not coordinated, i.e. if each department has its own time table, the two
year course will extend to five years and twice as many classrooms must be built.
(By the way software programs and/or Internet sites are a powerful tool to organize activities into
systems. they can also be used to integrate and coordinate existing systems together. For
example, a project management program could be used to coordinate the schedules of the
different department in this example.)
So ask yourself the following questions about your company. How can you better coordinate and
integrate tasks among job positions? How can you better coordinate and integrate activities in
the company to one another? How can you better coordinate and integrate systems in the
company to one another?
Summary
Organization is a living organism that can be energized to effect every and any thing related to
it. The secret to keeping an organization alive and youthful is to keep it operating at its
maximum capacity and to keep increasing that capacity by constantly upgrading the building
blocks of organization (job positions, activities, and systems), and then coordinating and
integrating the subunits that make up that building block. In addition, organization is maximized
when top management develops a vision and mission, including clear objectives and business
values, which are well communicated by top management to the staff, and well executed by the
employees in the company.
STRATEGIES
1. Establish clear job descriptions for every job position and create a system whereby the
responsibilities and authority of each position are clear to other people in the company.
2. Analyze the job positions of executives, managers and supervisors to identify job position
tasks that can be delegated to lower levels and the conditions necessary to make that
delegation effective.
3. Conduct an analysis of major activities in the company such as selling, advertising, order
taking, invoicing, product development, project management, purchasing, maintenance,
customer service, dispatch, etc. to identify ways to increase the speed, reduce the cost,
eliminate unnecessary steps and improve the quality of these activities. Afterwards extend
the analysis to minor activities as well.
4. Turn every activity in the company into one or more systems.
5. Assess the effectiveness of important systems in the company in terms of their speed,
manpower requirements, quality of work and cost of operation. Identify steps to improve
their performance on these variables.
6. Consider all the ways you can coordinate and integrate existing activities to one another,
and then systems to one another.
To see Growth Online's Knowledge Base Thoughts on Business Organization, click

here.
RELATED TOPICS
To learn about the importance of organization for an individual, please click here.
To review a more detailed analysis on the above discussion of the great secret of
organization in the book The Vital Corporation, please click here. (MIRA)
To learn about how organization is a measurement of social development and evolution,
click here.
To learn about how the Internet is the ultimate example of organization, and thus a driving
force of social development and evolution, click here.
Customer Delight
by Roy Posner
As one ecstatic customer recently wrote to the president of an audio video retailer in Cleveland,
Ohio after coming back for his third major purchase, "It is truly a pleasure to walk into a store
where the people know your name, know your style, your tastes and your expectations."
When a company communicates an enthusiasm for doing business and a love of service,
clients/customers tend to reciprocate the feeling. If your clients/customers are satisfied with the
service they receive from your company, that is a good place to start, but its just the beginning
of the path at the foot of the mountain. These days, it takes a lot more than satisfaction to stand
out from the pack and keep clients/customers eagerly coming back for more.
"We sometimes forget we are selling entertainment," says a retailer in Amarillo, Texas. "The
emotional end of the business needs lots of attention. We must be exuberant and communicate
this enthusiasm to the customer. Many times we tend to get lost in the business aspects and
forget why people are coming to us."
Another retailer in Raleigh, North Carolina understands the relationship between enjoyment and
achievement. Talking to him, you can see that he enjoys what he does. He attributes his success
to an incessant focus on the value of customer service. "Customers are our best friends. They are
always right. You have to try to exceed their expectations. Its really fun to try." Among other
things, he sends fruit baskets to customers who buy big systems. Since he founded his company
in 1978 he has never had a down year. Sales were up 25% in 1995 and another 34% in 1996. His
profits are strong too.
YOUR COMPANY:
-How can you provide real customer delight in your company?
-What marketing, sales, customer support changes can you make to create customer delight?
-How can you make your people happier, so that they in turn can make the client/customer
happier?
For additional thoughts about a company's commitment to the value of customer

delight, click here.
Unlimited Opportunities In The Marketplace
by Roy Posner
Life is continuously throwing up new opportunities in every industry for those who have the eyes
to perceive them. It does not require a visionary's genius, just an open mind and a will to see.
New opportunities are constantly emerging because society is continuously evolving, and the
rate of social development is greater today than at any prior time in recorded history.
Stop for a while and think about it. What social changes in the past have created new
opportunities for companies in your industry? What further changes are taking place today that
may generate new opportunities for your industry in the future?
What are the opportunities now emerging in your industry as the result of developments in
technology, life style, social attitude, organization, law or politics, devaluation of the dollar, and
so on? Where is the company positioned on the wave of opportunities.
There are a number of things your company can and should do to foster the awareness and
develop the perception of newly emerging opportunities. For example1. Encourage your clients/customers to speak out, and LISTEN to what they say. What do they
like? What would they like better? What are their problems? EVERY PROBLEM IS A POTENTIAL
OPPORTUNITY.
2. Keep abreast of the latest developments in your industry through conferences, seminars, and
trade journals.
3. Do not restrict your exposure to your own industry. Keep informed and observe trends and
developments in closely and distantly related industries that could conceivably have an impact
on your business.
4. Read the newspaper for social trends and changes in life style, not just for hard news. Imagine
what the future could be if these trends continue.
5. Closely monitor the new initiatives of competitors.
Finally, develop specific, time-bound action plans to implement any of the above strategies to
foster awareness of new opportunities in the marketplace.
For additional thoughts on Unlimited Opportunities in the Marketplace, click here.
-To learn about how to tap into the rising aspirations of society to create infinite growth and
profitability, click here.
-This topic is further discussed in the book The Vital Corporation. (MIRA)
Business Growth & the Aspirations of Society
The greatest potentials of business lie in tapping into the emerging needs and
aspirations of society. When a company catches that wave, it opens to the infinite in
life, and becomes the pioneer institution in society.
(Excerpted from an article by Mira International)
"Over the past quarter century we have studied the process of corporate growth and formulated
a comprehensive theory to explain how and why some companies are able to grow rapidly and
keep growing. We have presented detailed illustrations of that process in two management books
entitled The Vital Difference and The Vital Corporation. There we have identified five internal
combustion engines that can drive the growth of any business and outlined strategies to
energize each of them. The five engines include: the relationship the company forges with the
external market, which is potentially as wide as the needs of society itself; the technology or
know-how it applies to produce and delivery products and services; its capacity to attract and
retain talented people, releasing their energies and tapping their capacities; the creativity and
efficiency with which the company manages capital; and the capabilities of its organization the
structures and systems it employs to harness all these resources to meet social needs.
Each of these engines represents an unlimited reservoir of potential energy and creativity
accessible to every business. Each releases maximum productive power only when it develops in
a balanced manner with the other four. The power of any of these five can combine to generate
epoch-making success or, if managed poorly, epoch-making failure. Microsoft has used all these
levers in its rise to eminence in the global software industry.
But the greatest growth occurs at moments when companies align the development of
these internal engines with the explosive emergence of new forces in society. Society
constantly throws up new waves of energy that generate opportunities in different fields. At
times of dramatic social change, these fresh energies forge fundamental shifts in the five
external engines of society from which the internal engines of each business derive. New
markets emerge, as the overnight delivery business did in the 1970s. New technologies spread
like wildfire, as the automobile did after 1910 and the computer after 1980. New ways of
managing people release far greater energy and creativity than before, as the Silicon Valley style
of management has elevated productivity of an entire industry and infiltrated revolutionary ideas
into traditional industries. New systems for generating and managing capital accelerate business
development, as the growth of venture capital has over the past quarter century. New forms of
organization proliferate, as mail order did at the turn of the century, franchising did from the mid1950s and Internet has during the last decade.
Companies that can attune their strategies to reflect the evolutionary changes in
several or all of these engines catch the growing swell of the wave of social
advancement. By synchronizing multiple waves of this energy, they are catapulted
forward and upward to levels ten times or more their previous position. Companies that
adapt to one major shift, such as advancing technology or an expansive market, rise rapidly for
some time and then level off, fall back or even disappear, as countless personal computer
startups did in the early 1980s. Companies that jump a little too soon or too far get caught and
crushed under by the advancing momentum, while those that are slow to adapt may miss the
opportunity altogether.
It is no coincidence that AT&T, Ford and Sears went on to rank among the largest corporations in
the world. That is a natural consequence of the way they tuned their internal engines to the
surging tide of social progress...
During periods of radical change, a product that symbolizes peoples social aspiration
or a company that aligns its purpose with societys growth or an individual who
envisions the evolutionary need of the hour can rise phoenix-like out of nowhere to
become the focal point for releasing enormous social energy and projecting it in a
new direction. Usually this process is unconscious and therefore partial. But it can also be done
consciously and comprehensively. In this case the results can be nothing short of miraculous.
Doing it consciously requires a theoretical knowledge of the process of social evolution as well as
a practical knowledge of how to formulate appropriate strategies that synchronize with the live
movement of that evolution."
For additional thoughts about a company's commitment to the emerging aspirations

of society, click here.
Additional Info:
To review an article about business opportunities in the marketplace, click here.

To review strategies for energizing the market for you company, click here.
To review an article of the role of the pioneering individual to foster growth in the society
click here -- click here.
For more on the five growth engines of a business, click here.
Five Growth Engines
by Roy Posner
Every business consists of five components essential for its existence, survival and growth -market, products and services (technology), organization, people, and finance. Take away any
one of these components and the company ceases to function. Each of these five possesses
unlimited potentials that can be tapped to transform the component into an engine to drive the
growth of the company. The maximum achievement results when all five components are
energized and developed in a balanced and harmonious manner.
Where the accumulated energy of the company is the fuel for growth, the five engines utilize the
fuel and drive it to growth and profitability. Just as more energy in the company provides more
fuel for combustion, so to the well-being of each of the engines determine the final outcome.
Together the fuel and the power of the five engines drive the company to growth and prosperity.
The stronger the combustion the more powerful the results.
Let's DEFINE each of these five engines more closely.
1. MARKET: This component includes the company's relationship with existing and potential
clients/customers, its knowledge of changing needs and opportunities in the market, the
way it identifies and reaches its clients/customers, the quality and speed of service it
provides, marketing, advertising, and the selling and management skills its possesses.
2. PRODUCT AND SERVICES (Technology): This component refers to the capacity of the
company to deliver products and services. It includes the range and quality of
products/services it markets, the technical knowledge and skill of sales and service staff,
and the level of technology incorporated in its products/services and utilized to carry on
business.
3. ORGANIZATION: This is the component that holds everything together and forms it into a
4. PEOPLE: This component covers the energies, abilities, skills, and attitudes of employees
that can be harnessed for growth. People and companies grow together. Those companies
that provide maximum opportunities for their people to grow, find maximum opportunities
for their own growth.
5. FINANCE: This component defines the way in which the company manages, monitors and
utilizes capital resources for its growth. It includes the quality of systems and skills for
accounting, budgeting and financial management, cash and credit management, control
over purchasing and inventory, access to capital.
Balancing The Five Engines

The performance of a company is determined by the extent to which it utilizes its potentials. A
business achieves maximum performance when each of its five engines is fully developed, and
when all five are developed in a balanced and harmonious manner. When the development of
the components is uneven, the weaker components prevent full utilization of the capacities of
the stronger ones.
For example, a company with a good reputation in the market or excellent products will not be
able to fully leverage these strengths if its people lack critical skills or its organization cannot
respond quickly to growing market demand (as shown in the accompanying on-screen graph).
We can also see that the company is as strong as its weakest engine (as indicated by the black
bar across the following chart).
YOUR COMPANY:
-Review the definitions of the five engines above again. Then think about how your company
rates on each of the engines based on the definition. Be sure to indicate where there are
problem areas at your company (within the engine definition). Try to get other people's feedback
in making the determination.
-What changes can the company make to overcome the problem areas? How should it be done?
When should it be done? Who should do it?
-Make the changes ASAP!
-To see a list of strategies to improve each of the five growth engines, click here.
FURTHER READING:
-To review a more detailed explanation of the five growth engines from the book The Vital
Corporation, please click here. (MIRA)
RESOURCES:
-Guru! Software's Double It! strategic planning software works from this premise in evaluating
the health of the company.
Personal Growth of Highest Management
by Roy Posner
Over the years we have witnessed an interesting pattern when evaluating the ultimate success
of companies. When it came down to brass tacks it was the personality, character and values of
the chief executive or leader of the company that ultimately determined it's success. For
example, one leader had us evaluate his company from stem to stern only to find out that it was
the leader's reluctance to lead the company in the first place that was the root of the problems of
the company. Another leader at another company had excellent leadership qualities and a firm
idea of the direction of the company, but was too lazy to carry it out. Yet a third was filled with
energy, determination, and ambition, yet was too reluctant to delegate authority to others,
creating great confusion in the company. In all these instances the company and the people in
that company suffered as a result of a personal shortcoming of the top leader.
Each individual has a unique set of habits, opinions, attitudes, values, level of organization, skills,
knowledge, strength, and energy that together make up his or her character. It is often
something lacking in the character of the leader that is the chief obstacle in the operations of a
company. This is naturally more true of a small business where the leader is the company in one
sense. Even in a larger company the original character weakness of the original leaders can carry
forward over decades in the company's underlying culture.
Perhaps the greatest thing a leader can do is identify his or her weakness, and then make a
concerted effort to overcome it. If, for example, a leader is weak, he needs to find out why and
become stronger. If he is bullish and insensitive he may need to give up the reigns or have more
compassion. If he is disorganized he must become organized. If he is lacking in leadership skills
he must acquire these. Whatever character flaw one possesses must be overcome, for one's own
sake and for the sake of the company and its staff.
As we have witnessed countless times in the past, any leader, manager or owner can grow as an
individual, helping the company grow in the process. In fact, in the Personal Growth Center of
Growth Online we describe (with many real world examples) how individuals can develop and
grow as people, leading to great personal success and happiness, as well as great success and
profitability for the businesses they run. Some specific topics we address are one's personal
organization, level of effort, psychological strength, level of energy, real desires for
accomplishment, personal values, level of giving, level of skills and knowledge, and personal
attitudes (a big one!).
Business Growth
General Theory
Follow Process of Growth and Accomplishment
Strategizing
Higher Levels of Organization
Utilize Business Values
Products and Services
Customer Satisfaction ("Customer Delight")
Opportunities in the Marketplace
Aligning with Aspirations of Society
Commitment to People
Solid Finance
Perfection in Work
Personal Growth of Highest Management
Higher Consciousness and Business Success
Business: General Theory
Potentials of Growth and Development | Five Growth
Engines | Leadership
Potentials of Growth and Development

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You Become that Which You Believe You Can Become
An individual, a business, a government is limited only by its beliefs. A fast growing, out-of
control business can become a model of organization and stability and still grow at an
astounding rate. A giant lumbering company can double its revenues in a few years or less.
We assume that small fast growing companies cannot easily gain control of its self, or that large
companies with a long track record steady growth cannot all of a sudden be energized for
spectacular growth. Could it be that this is only a mental belief? That if one were to change the
belief, the reality could change? Could it be that you are what you believe in, and you become
what you believe you can become? If this is true, and we think it is, any company can be
energized to double its profits and/or revenues in two years or less, or become anything it wishes
in the timeframe it wishes.
Cause of Prosperity
Prosperity is the result of intelligent industry which comes from education. (MSS)
Business Growth vs. Development

Business growth is an extension at the same level -- e.g. another hotel is added to a hotel chain.
Business development is movement to a higher level -- e.g. a hotel chain that decides to cater
specifically to the Internet traveler, or one that suddenly gives priority to the needs of its
employees.
Business growth is horizontal extension. Business development is vertical evolution.
A salesperson who visits more of the same type of store is normally creating horizontal growth. If
the salesperson went to a new type of store or begins to control his contacts with a computerized
system, then that would be development.
Sometimes development can seem like more of the same. E.g. if the motel chain was previously
reluctant to expand into new markets because of some bias, then the overcoming of the bias and
extending into these areas is vertical development. The overcoming of the attitude is the source
of the development, not the added locations in itself.
Factors that Determine a Company's Development
CONSCIOUS, SUBCONSCIOUS SELF-CONCEPTION Businesses develop as a result of a selfconception that is sometimes conscious, often subconscious. A noted instance of
conscious self-conception was Fred Smiths idea for establishing Federal Express.
ASPIRATION -- The development of a business is fueled by the aspiration of its people. The
aspiration of the owners and leaders is a critical determinant of how far and how fast the
business grows.
REQUISITE ENERGY SURPLUS -- Surplus energy is an essential condition for business
growth. Only in the presence of surplus capacity can new activities be supported. The
same is true in business. Companies struggling for survival or to meet the minimum
requirements of their customers lack the excess capacity needed to plan and initiate new
activities or elevate their functioning to a higher level of organization.
PIONEER INDIVIDUAL -- New modes of activity are introduced in a company by pioneering
individual initiatives that are imitated and disseminated by others, diffuse through the
company, and are eventually accepted and integrated with the normal functioning of the
company.
AUTHORITY -- Authority is a fundamental principle of organization that is essential to the
survival and development of companies. Corporate authority is expressed more and more
through the discipline of impersonal rules, systems, coordination of activities, policies,
corporate culture and values that determine the effectiveness with which surplus energy is
converted by a business into productive power, rather than by top down personal exercise
of authority by a management hierarchy.
TECHNOLOGY, KNOWLEDGE, & SKILLS -- Social know-how in the form of technology,
practical knowledge and skills determines the conversion of productive power into
material results in business.
PRODUCTIVITY OF RESOURCES -- The productivity of a companys resources is not subject
to any inherent limits. It depends on the attitudes, information, knowledge, organization
and skills creatively applied i.e. on powers of mind.
ATTUNING TO SOCIETYS NEEDS -- Companies develop by attuning themselves to the
direction, trends and changing needs of the wider society of which they are a part in each
of these five major areas. This relationship is especially apparent in larger national and
multinational corporations whose development is often closely tied to parallel
developments in the societies in which they function.
ORGANIZATION -- Companies depend for their development on three levels of organized
infrastructurea physical organization of production, transportation, communication, etc.;
a social organization of legal, financial, commercial, and educational systems and
institutions; and a mental organization of information, technology and knowledge. All three
are needed for the achievement of progressively more complex forms of BUSINESS
activity.
VALUES -- Values represent that highest form of organization for directing human energies
in constructive and productive activities. The quality and height of the values set the limits
on the magnitude of developmental achievements. (MSS, somewhat modified)
FULFILLING POTENTIAL -- The utilization of business development potential depends on the
companys level of awareness, aspiration, organization, values, knowledge and skills.
Horizontal and Vertical Makeup of Company

Horizontally a company is made up of its five components -- market, technology (products and
services), organization, people, and finance. These are the engines of growth. The fuel and
energy for growth is its vertical aspect which begins with top management's values, mission,
values, and goals, which are communicated and executed down throughout the organization by
knowledgeable and skilled people.
Untitled
Commerce has brought science to the masses through technology. (MSS)
Factors of Potential in Business

In the 60s, [the Indian concern] Pondicherry Milk Society was losing money. The government was
willing to close shop. Someone suggested that the Cooperative Bank Secretary was a dynamic
man and he could turn it into a profit-making concern. That officer rose to the expectation of his
admirer and made the Milk Society a great success. What was the secret? Inside the various
sections of the Milk Society there was plenty of potential - money, human resources,
opportunities, advantages of the market, organisational strength, etc. - which when drawn upon,
a losing concern becomes a profitable one. (MSS)
Tending To All Areas of a Company's Strength Simultaneously

In every company there are about a hundred areas of strength - reputation, loyalty, credibility,
thoughtfulness, resourcefulness, dynamism, etc. - each of which was prominent at one time. At
any given time, any company focuses ONLY on one resource. In practice, it is one project. All the
others recede to the background and are gradually forgotten.
It is true of any family or any individual. Anyone who realises such potentials and exercises his
mind to DRAW upon them will let his life or his companys life grow exponentially. The strength is
within. (MSS)
Success is for Those Who Dare and Act in An Aggressive (Seemingly Oppressive)
Market
Work goes to China from USA in pursuit of low cost. Jobs are lost in the USA. The small US
manufacturer goes out of business.
The nation faces this crisis. The national association of tool manufacturers is called NTMA,
National Tool Manufacturing Association. They are of all sizes, from $2 million to $20 million. A
few of the companies are worth between 70 and 100 million dollars.
In the view of the NTMA members, this crisis is a disaster and a misfortune. We see it as the
greatest opportunity for the members. How can that be told to them?
Even if we manage to speak it out to them, of what use is this sterile philosophy? Can we make
them see that this is an opportunity and inspire them to act on that basis? The facts are on our
side. We addressed their conference five years ago and earlier seventeen years ago. Out of the
2000 members, we have interviewed 40 or 50 of them. Several of them who were doing 2 or 3
million five years ago are now at 7 or 10 million dollars. That is a fact. But there is another side
to that fact.
Several others have closed shop. Many others are frightened of the prospect of closing. The
interviews clearly show that the MARKET is aggressive, but expanding. Those who rise to the
occasion of aggressiveness are caught by the wave of expansion and move from two million to
ten or twenty.
Those who are timid, and cling to their old ways are wiped out by the aggressively changing
market. Success is for those who dare and act. (MSS, edited)
Five Growth Engines

(main)
Five Growth Engines of Business
There are five components to a business that are its engines of growth. They are market,
technology (products and services), organization, people, and finance. Most fast growing
companies are weakest in the organization component.
A company is only as strong as its weakest component.
Horizontally a company is made up of its five components -- market, technology (products and
services), organization, people, and finance. These are the engines of growth. The fuel and
energy for growth is its vertical aspect which begins with top management's values, mission,
values, and goals, which are communicated and executed down throughout the organization by
knowledgeable and skilled people.
Five Growth Engines
Every business consists of five components essential for its existence, survival and growth -market, products and services (technology), organization, people, and finance. Take away any
one of these components and the company ceases to function. Each of these five possesses
unlimited potentials that can be tapped to transform the component into an engine to drive the
growth of the company. The maximum achievement results when all five components are
energized and developed in a balanced and harmonious manner.
Where the accumulated energy of the company is the fuel for growth, the five engines utilize the
fuel and drive it to growth and profitability. Just as more energy in the company provides more
fuel for combustion, so to the well-being of each of the engines determine the final outcome.
Together the fuel and the power of the five engines drive the company to growth and prosperity.
The stronger the combustion the more powerful the results.
Five Growth Engines Detailed
The five engines of growth for a company are:
1. MARKET: This component includes the company's relationship with existing and potential
clients/customers, its knowledge of changing needs and opportunities in the market, the
way it identifies and reaches its clients/customers, the quality and speed of service it
provides, marketing, advertising, and the selling and management skills its possesses.
2. PRODUCT AND SERVICES (Technology): This component refers to the capacity of the
company to deliver products and services. It includes the range and quality of
products/services it markets, the technical knowledge and skill of sales and service staff,
and the level of technology incorporated in its products/services and utilized to carry on
business.
3. ORGANIZATION: This is the component that holds everything together and forms it into a
4. PEOPLE: This component covers the energies, abilities, skills, and attitudes of employees
that can be harnessed for growth. People and companies grow together. Those companies
that provide maximum opportunities for their people to grow, find maximum opportunities
for their own growth.
5. FINANCE: This component defines the way in which the company manages, monitors and
utilizes capital resources for its growth. It includes the quality of systems and skills for
accounting, budgeting and financial management, cash and credit management, control
over purchasing and inventory, access to capital.
The performance of a company is determined by the extent to which it utilizes its potentials. A
business achieves maximum performance when each of its five engines is fully developed, and
when all five are developed in a balanced and harmonious manner. When the development of
the components is uneven, the weaker components prevent full utilization of the capacities of
the stronger ones. For example, a company with a good reputation in the market or excellent
products will not be able to fully leverage these strengths if its people lack critical skills or its
organization cannot respond quickly to growing market demand. The company is as strong as its
weakest engine.
ARTICLE on the Five Growth Engines of Business Success
Leadership
(main)
Executives Follow the Inner Requirements of the Employer
Executives in a private establishment do not go by the rules laid down, the speeches given, by
the tone of those speeches and what the top actually desires.
Very readily they tune themselves to the real inner requirements of the employer. When
Khrushchev announced liberalisation in the USSR, he still behaved like Stalin and the rank and
file treated him as Stalin. (MSS)
Managers vs. Leaders

-The distinction between managers and leaders is of paramount importance in the modern
business environment. Simply defined, managers direct, leaders inspire. Managers demand
respect and exercise authority. Leaders respect others and enhance their freedom for individual
initiative. Managers promote efficient execution of routine activities. Leaders release and direct
the energy of the organization to propel it into higher levels and wider circles of accomplishment.
Effective managers promote horizontal expansion of the activities over which they exercise
control. Inspiring leaders promote vertical development and creative initiative, even in areas
over which they have no organizational power. Efficient managers insist on strict adherence to
policy and procedure. Dynamic leaders strive to maximize energy, commitment, effort and
resourcefulness.
Managers often mistake the submissive behavior of subordinates as an accurate reflection of

their own worth. Perceptive leaders know their own weaknesses and know that others know them
too.
Almost anyone can exercise authority when the power to enforce obedience is placed in his
hands by virtue of his position within an organization. Great leaders are those who generate the
power for accomplishment by the strength of their own personalities in circumstances where
organizational authority does not exist and obedience cannot be enforced. Strong managers
enjoy the use of power and feel energized by exercising their authority. Insightful leaders
understand that the only one who feels energized by the exercise of authority is the one who
exercises it.
-Can one man and a handful of followers make such a difference to the life of an organization or
a
nation? They can and they do. Every great accomplishment is the result of one or a few people
who rise above the ordinary to perform extraordinary deeds. What makes them extraordinary? It
is not their talent or strength. It is their attitude and determination. What can motivate men to
such an attitude and determination? Neither the power of authority, nor the force of
compulsion, nor the threat of punishment. It can only be accomplished by acts that are self
chosen in an atmosphere of freedom in pursuit of a challenging and inspiring goal that unites and
benefits all rather than divides and deprives.
The true essence of leadership is to create that atmosphere of freedom, project that inspiring
goal and motivate people by determination and example to the highest conceivable levels of
accomplishment. For such a leader and followers, anything is possible. (MSS)
Great Leadership & Emotional Intelligence

-What makes a leader great? A commanding presence? Technical brilliance? The drive to work 80
hours a week? Or spending thirty minutes each day in self-reflection? The answer is selfreflection. Follow that up with highly trained listening skills, persistent optimism and a bit of
empathy and you have a leader who's not only great, but superb.
-A steady stream of research over the past decade has consistently identified emotional
intelligence as a much more powerful predictor of professional success than intelligence or
expertise. Highly emotionally intelligent managers retain workers and encourage the productivity
and innovation that make a company shine. Instead of trying to micromanage, effective leaders
bring people together and inspire them.
-You must create an environment where people feel valued to be creative.
-Individuals' self-interest diminishes empathy and limits ability to see the big picture.
-The most capable leaders demonstrate modesty and even shyness, giving credit to the
organization and their co-workers before themselves.
-The self-management aspect of emotional intelligence includes acting with honesty and
integrity, especially in difficult situations. Executives must be flexible, and know when to walk
away.
-An executive who surrounds himself with 'yes' men, creates a morally neutered environment.
The emotionally intelligent leader, in contrast, is aware of others' feelings and is willing to admit
mistakes.
-Emotionally intelligent executives maintain accountability and are committed to ethical business
practices while they increase a company's profits. (East Bay Business Times, extracted)
Business: The Process of Growth
& Accomplishment
Process of Business Growth and Accomplishment

The conscious concerted effort to take the company to the next level of accomplishment, and
then move it in that direction, organize the effort, and execute it through acts is the process of
how businesses make very rapid, vast leaps in growth and development.
Actually all companies are undergoing this process all the time, though it is happening
unconsciously on its own, over a long period of times, with zigs and zags along the road to
accomplishment. By consciously making this effort, we put the process in our own hands,
enabling us to accelerate the growth and development of the company to levels limited only by
our imagination.
Consciously Following the Process
Companies that have consciously followed the process of growth an accomplishment have seen
rapid, unprecedented levels of growth and or profitability.
Follow the Process of Accomplishment
What enables companies to make giant leaps and great improvements in a short period of time?
Is there a process that can be learned that we can follow that will bring about radically
accelerated growth, profitability, and success in a company? We think there is. Develop core
goals, strategies, and values at the top, see that they are fully committed to among top
executives and managers, and then insure that they are communicated to and have the full
endorsement of everyone in the company.
Process of Growth for the Individual, Business, Society, Universe, Creation
The Individual
The individual decides to or is compelled to develop physically through higher skills, vitally
through higher attitudes, mentally through higher forms of knowledge, understanding,
conception, and perception; spiritually through the connection to the inner self, soul, through
higher levels of mind (higher mind, illumined, and intuitive), all the way to connection to the
Supramental realms. In all these cases the urge to move to the next level reflects the process.
Business
The business through its own self-conception or is compelled to move to a higher level of
functioning, which is supported by its plan to carry out and execute its aspiration to the next
level through the its organization and skills of its people.
Society
The society decides to consciously or is compelled to move from physical survival to vital
interaction, commerce, etc. to mental organization and the emergence of the individual, and on
to spiritual unity of life.
The Universe
The universe fulfilled at the physical level of inert matter is compelled to animate, to move, to
become life, and animated and sensation-based life is compelled to develop Mind, and ultimately
to go beyond mind to spirit (Supermind). (Each aspect is involved in the other).
Stages of the Process of Business Growth and Accomplishment
There are a number of stages in the process of business growth and accomplishment. They are:
STARTING POINT/CURRENT ENERGY

The business has saturated the current forms, levels of its existence with energy and is
ready to create new forms, move to higher levels for its excess, surplus energy.
VISION, DECISION DIRECTS ENERGY INTO FORCE FOR ACCOMPLISHMENT

There is a compulsion among leaders and others in the company to move it to the next
level. Perhaps there's a new opportunity in society or in the industry for the company, or
the company has a general aspiration for improvement, increase sales, profits, market
share, etc. In other words, with excess energy at its current level the company is moved to
go to a higher level based on external or internal opportunities or aspirations. This in turn
leads a vision of what it wishes to be or go or become, which is turned into a decision to
make it happen. This directional stage converts the excess, surplus energy into a force for
accomplishment.
ORGANIZED FORCE TURNS ENERGY INTO POWER FOR ACCOMPLISHMENT

The newly directed energy then has to be channeled through organization that can
convert the directed energy into productive results and power. Organization determines
who will do what, when it will be done, how it will be done and in what sequence so that
managements vision, goals, and values, are directed through potential strategies and
plans of action, thus densifying, developing, formulating, expanding the original vision,
intent.
The more the strategies, plans, and other organizing formulations are addresses through
company systems, activities, jobs, divisions, departments, et al (i.e. the company's
structure) the greater the power that is released for achievement at the next higher level.
EXECUTION BY PEOPLE TURN POWER INTO RESULTS (i.e. Profitability, Growth, Quality)
Finally, the results achieved by this directed and organized force depend on the attitudes
of its people, and the knowledge and skills of individuals to carry out specific acts to
implement management goals, values, strategies, and action plans. Perfectly carried out
acts, through the knowledge-filled and skilled execution of the company's people is the
final trigger that propels it to the next plateau of achievement and success.
Unfailing Success
To insure that the company's movement through the process of accomplishment to the next
highest level is in fact accomplished, there needs to be psychological commitment and desire for
the endeavor, unrelenting effort to accomplish it, and complete, persevering follow through to
see that things are carried through as intended.
Often companies begin the process of moving to the next level, but don't follow through, either
because of lack of commitment, lost interest, lack of effort, or the missing perseverance to see it
through. If one overcomes these limitations then one creates the conditions for unfailing success
in moving to the next level and unprecedented levels of accomplishment and success for the
company.
Untitled
A plan that follows the process of business growth will only be as successful as your true desire
to implement it. Without this true desire at each step along the way, it is essentially worthless.
Untitled
If you can carry forth your deepest aspirations, i.e. the deepest spirit that enabled the plan at
each point along the way, rather than just the mere execution of the plan itself, you will vastly
succeed. Check at each point if you feel the deepest aspirations behind the plan. Otherwise,
abandon it, for it ill produce little. What you really wanted is what really accomplishes.
The Process of Creation for Individual, Business, Society, the Universe, the Absolute
The individual decides to or is compelled to develop physically through higher skills, vitally
through higher attitudes, mentally through higher forms of knowledge, understanding,
conception, and perception; spiritually through the connection to the inner self, soul,
through higher levels of mind (higher mind, illumined, and intuitive), all the way to
connection to the Supramental realms. In all these cases the urge to move to the next
level reflects the process.
The business through its own self-conception or is compelled to move to a higher level of
functioning, which is supported by its plan to carry out and execute its aspiration to the
next level through the its organization and skills of its people.
The society decides to consciously or is compelled to move from physical survival to vital
interaction, commerce, etc. to mental organization and the emergence of the individual,
and on to spiritual unity of life.
The universe fulfilled at the physical level of inert matter is compelled to animate, to
move, to become life, and animated and sensation-based life is compelled to develop
Mind, and ultimately to go beyond mind to spirit (Supermind). (Each aspect is involved in
the other).
The Absolute, Divine through a process of self-conception and for the purpose of Delight
creates the ensuing level, the Many, the universe and cosmos.
How Vast Energy for Accomplishment is Released through Decentralization of

Aspiration in Firm
-Accomplishment issues from energy converted into power through direction and organisation.
-Energy issues from aspiration, determination to accomplish.
-When the CEO aspires, the company acquires minimum energy.
-Aspiration arises through a goal accepted. Intensity generated by endeavouring to reach the
goal is aspiration.
-The further down in the organization the aspiration is released, the greater is the energy of the
whole. Aspiration of the CEO is monarchy. Aspiration of the workers is democracy.
-When each individual employee aspires, the company acquires maximum energy.
-The aspiration of the individual is always for his own fulfillment in and through the work and for
that of the company in the measure he identifies himself with it. It is released by acquiring skill,
etc. seeking recognition is psychological aspiration, to raise his status is social aspiration. (MSS)
Self-Limitation in Action
When you set limits on what you should do, it enables growth. Marriott hotels defines limits on
what each outlet can do, which enables growth.
Business: Strategizing
Developing a Strategic Plan

conceived and implemented can energize the company to the pinnacles of success
You develop a strategic plan by creating a mission statement, establishing your goals and
business values, developing strategies to carry out your goals and values, and then developing
specific action plans to implement each of the strategies you set forth. Finally you communicate
your plan to your staff, and have them implement the details of the plan.
Untitled
A plan will only be as successful as your true desire to implement it. Without this true desire, it is
essentially worthless.
Untitled

-Be ready with a consummate plan. Do not rely on it. Implement the plan trusting to the true
essence and Spirit of the Plan, which is inspiration. (MSS, slightly modified)
strategic plan.
ARTICLE on the How to Develop a Strategic Plan in Business
How High Should the Company Aim to Improve Itself?
Insuring Success
Some of the keys to a very successful outcome to your strategic plan are:
plan to work
work.
dos.
Business: Strategizing
Developing a Strategic Plan

conceived and implemented can energize the company to the pinnacles of success
You develop a strategic plan by creating a mission statement, establishing your goals and
business values, developing strategies to carry out your goals and values, and then developing
specific action plans to implement each of the strategies you set forth. Finally you communicate
your plan to your staff, and have them implement the details of the plan.
Untitled
A plan will only be as successful as your true desire to implement it. Without this true desire, it is
essentially worthless.
Untitled

-Be ready with a consummate plan. Do not rely on it. Implement the plan trusting to the true
essence and Spirit of the Plan, which is inspiration. (MSS, slightly modified)
strategic plan.
ARTICLE on the How to Develop a Strategic Plan in Business
Insuring Success
Some of the keys to a very successful outcome to your strategic plan are:
plan to work
work.
dos.
Business: Higher Levels of Organization
Overview | Cleanliness & Orderliness | Organizational
Components of Company
Systemization | Coordination & Integration | Authority | Misc.
(Efficiency, etc.)
Overview
(top)
Definition of Organization
Organization is the component that holds everything together and forms it into a living whole.
Organization consists of the structures, systems, policies, procedures and activities of a business,
the manner in which it exercises authority, takes decisions, communicates, coordinates and
integrates its activities.
Definition of an Organization
o
o
Organisations are bringing together activities so that in their coordinated action, they
would produce a greater result.
It would be more accurate to say that organisation is to bring together SYSTEMS to work in
union rather than activities. (MSS)
Understanding Organization by Conceiving Its Absence

Observe a child at 8 or 12. He is under the parental direction that has taken the direction of
schooling. School organises the child's energies. Remove the parental direction. Now you see the
role of organisation. It is evident.
A man at 40 is under his own direction i.e. discipline. Remove the discipline in one year, a middle
class man will be in the slum. One in the slum has al the slum opportunities. By organization, he
becomes a middle class person.
The role of organising can be seen in an office, school, army, family, etc. when it is removed.
Conceive of the first occasion when organization was introduced at first and compare it with the
unorganised state. (MSS)
Nature of Physical, Vital, Mental, Spiritual Organizations

Organisations exist at the physical, vital, mental levels. [and spiritual levels beyond]
PHYSICAL ORGANISATION -- In a physical organisation, disparate individuals are brought
together under the will of a single individual, who alone prevails. Here all decisions rest
with that single individual. Violation of his will resulted in death (in earlier times), now in
dismissal. The member acts on physical written instruction. In a physical organisation,
we get all the benefits of an organisation, but the benefits are minimal. The benefits of
ease of operation, saving of time, avoidance of the same operations, saving of money and
greater results. A good number of our organisations are (currently) physical organisations.
VITAL ORGANISATION -- A vital organisation does not differ very much from a physical
organisation. Here violation is not punished by death, but by ostracism. Instructions are
mostly oral, understood by the members. The finest of vital organisations is that where the
members anticipate the bosss will and act readily. Written instructions are often there,
sometimes they follow. This organisation requires enthusiasm, devotion, dedication.
Members act is if they are one single body. One can venture to say the results are ten
times greater than the physical organisation. Speed is its most characteristic trait.
Punishment is ostracism, dismissal, and humiliation. Skills required here are inclusive of
physical skills, but essentially are vital skills of relationship, especially human relationship.
Cooperation is the central strategy, but coordination is essential. Speed here is seen as
the elimination of any gap in movement.
MENTAL ORGANISATION -- The modern world functions by mental organisation. Here the
exactness is to the minute. Each level of organisation is inclusive of all previous levels, but
more efficiently. Planning is rational. It anticipates results by Time, Space and quality and
quantity of results. What rules here is NOT the boss, but the RULE. Rule is to be obeyed.
Violation results in loss of promotion, reputation, but not dismissal or liquidation. Records
are the life blood in a mental organisation. What is not recorded is not admissible fact,
even if the tangible results are there.
SPIRITUAL ORGANISATION -- Self-givingness. Recognition of the inner value of the awakened
Spirit. The spiritual organisation is meant only for those who have transcended all the
previous levels. At the spiritual level, there occurs a reversal, the punishment becomes
reward. Personality is the determinant. Personality determines how much it wants to
receive. To build up ones personality, one needs a spiritual organisation. Here it is useful
to remember the 12 aspects of the Spirit Infinity, Eternity, Unity, Truth, Goodness,
Consciousness, Power, Beauty, Love, Joy, Silence, Peace.
o
Strategies: Strategies vary as organisations vary. In the physical organisation, it is

obedience, in the vital organisation it is conformity, in the mental organisation it is the
obedience or adherence of the written instruction. In the Spiritual organisation, the
strategy is self-giving. In any organisation, we find an old mixture of all these strategies
giving sporadic results.
Recognition: One recognises the physical organisation by an order of the boss, the vital
organisation by the intention of the boss, the mental organisation by the written order. In
the Spiritual organisation it is recognised by the inner value of the awakened Spirit that
gives the recognition. (MSS, somewhat reorganized)
Impersonality Enables Organization

Making the personal authority into impersonal policy, system, procedure is organisation. (MSS)
Organization to Institution
Power is greatest and most efficient where its exercise is automatic, subconscious as in the
bodys autonomic nervous system and in the systems of a company. Very true. At this stage,
society calls it culture, tradition, custom, way of life. We say at this stage organization changes
into institution. (MSS)
GM's Power of Organization
In the first quarter of the 20th century, FORD ruled the automobile world as a colossus. Still Ford
retains its height in a great measure. Sloan was an executive who joined General Motors, which
was a distant second in the industry. Sloan rose to become the chairman of GM. He had an
instinct for ORGANISATION composed of systems. Fords pride was technology and lower price.
Systems in Ford were secondary. Steadily GM outstripped Ford and maintained that lead. It was a
singular achievement of Sloan. (MSS)
Organization Strategies for Improvement

Here are a few organizational strategies for business improvement:
Establish clear job descriptions for every position, and create a system whereby the
responsibilities and authority of each position are clear to other people in the company.
Analyze the jobs of executives, managers, and supervisors to identify tasks that can be
delegated to lower levels and the conditions necessary to make that delegation effective.
Conduct an analysis of major activities in the company (such as selling, order taking, etc.)
to identify ways to increase speed, reduce cost, eliminate unnecessary steps, and improve
quality. Also, insure there are systems for every activity.
Asses the effectiveness of important systems in the company (e.g. accounting, budgeting,
personnel, information, planning) in terms of their speed, their personnel requirements,
quality of work, cost of operations, and whether fully being utilized.
Try to coordinate and integrate any two systems to create a powerful organization.
[GLOBAL STRATEGY FOR VALUES] Apply the value to every activity (and sub-activity); to
every system (including every procedure), and to every job position task (and sub-task) in
the company.
Implement organizational values such as coordination, integration, discipline, freedom,

standardization, teamwork, and communications.
Determine whether we can innovate any new systems that will further improve our
performance. Determine if there are systems successfully employed by other companies
that could be used by our company.
Free Market Competition, Unhealthy Competition, & How Companies that are
Organized, Attuned to the Needs of Society that Survive It
The free market is the surest mechanism to ensure economic democracy. USSR tried command
economy administered by the State. It only stifled growth.
The rules of the market are a powerful antidote to the greed of men.
Before the private phone companies entered the market in India, phone calls were costly and
service was poor. One paid Rs 24 for a three-minute STD call to Madras from Pondicherry. Phone
repairs had to wait for days and demanded several reminders. Still the workmen had to be paid
extra.
Now when the competition is allowed, service is readily available and call charges are more than
halved.
Competition is necessary for keeping the market healthy. Even such a competition turns
unhealthy often. Those who are flush with money reduce the price of the product below the cost
price with a view to wiping out the smaller fries in the market. They die in vast numbers and
quickly too.
In a field where there are about a hundred small producers, unhealthy competition wipes out
most of them, sometimes all of them, except one or two.
Coca-cola faced such opposition from Pepsi Cola. Each year the cola wars have their own season.
Smaller fries quickly vacate the field.
Competition ensures fair price to customers. It stimulates the opposition to become efficient. The
unhealthy price wars are ruinous to cash-starved companies. Also, ill-organised companies cave
in under the mighty blow of an adversary armed with efficiency, enormous capital and
unscrupulous motives.
Is it all? Is there something beyond it? As usual, there is more than meets the eye.
A fully ORGANISED company cannot die whatever the competition is, however unscrupulous they
are. Organisation is health, vitality. It is healthy irrespective of the environment.
There are various levels of organisation. The company that faces stiff competition will survive if it
is organised enough to survive in the environment. A company that is integrated with the society
will be vibrant.
Any society is moving on certain lines. On those lines, the society will carry great force, as the
Indian society is moving towards greater education and greater prosperity.
To minister to THOSE needs consciously is to be vibrant. That vibrancy is a vibration of growth.
Strong competition will stimulate that vibrancy.
At a time when companies are dying like flies crushed by the competition, a vibrant company will
find itself growing. Competition is a welcome stimulus for an organised, vibrant company.
Forty new entrants in the scooter market twenty years ago struck terror in the heart of Bajaj.
That year, he grew 100 percent. (MSS)
The Survival of a Company and Its Inner Organization
Thousands of companies sprout and fold up before long. Hundreds of companies have survived a
hundred years or even two or three hundred years. Their secret is the quintessence of organised
commercial activity. He who lives in tune with nature lives a long life and it is a healthy life, too.
Ones external life can be in tune with the environment. His inner life too can be of the same
vibration of the external surroundings. That inner life is known as character. Personality is a
better description.
These are words of psychology. In the field of work, the same will be described as structure. In
the language of business, they are known as inner organisation and outer organisation. A
company whose inner organisation is sound cannot die, however much the market changes.
There can be competition, but this company will survive it.
There can be chaos in its outer functioning but its inner vitality will be intact and will not permit
this company to die as others who are not organised. Organic farming has proved that those fed
on its produce are immune to epidemic or endemic diseases. Organic farming ORGANISES the
inner Personality with vitality. That company which is well organised and is full of inner vitality is
invincible.
In 1979 when Chrysler contracted a record loss and consequent debt, the world unanimously
pronounced its winding up. Some of us here in the Society gathered information about the
company and found it had inner original vitality but the outer functioning was in utter confusion
and chaos. Our conclusion was if right decisions were taken, there was no reason Chrysler would
fail. We were observing the company with interest.
We had a slender correspondence with the company. The one line letter of Lee Iacocca gave us a
further insight. We felt that the company would not only survive, but prosper. When it turned the
corner and released the US government from its guarantee, Chryslers sales reached $23 billion
from the previous $11 billion. On the Fortune 500 list, she moved from the 23rd position to the
11th rank. (MSS)
ARTICLE on How Organization is the Great Secret of Business Success
Cleanliness and Orderliness

(top)
Cleanliness in Business Enables Life Response
Often the very first thing we tell our business clients is to clean or organize some aspect of their
business one level higher. We actually ask them to do that before anything else! That gets an
immediate life response (e.g. money comes in out of nowhere, good news arrives, etc.), which
gains the client's trust.
Cleanliness in Business
McDonald's restaurants is a prime example of the power of absolute cleanliness; how it can
overcome mediocrity of product, and propel the company to the pinnacles of success, to the top
of its industry.
The first sight unseen advise that a consultant gave to his client was to clean up and make more
orderly the center, one level higher. Everything that he advised after that turned out to be
anticlimactic to the results received from that initial instruction.
Untitled
Make everything spotless and orderly in the company.
Additional Entries Related to the Individual
Organizational Components of Company
(top)
Company Organization
The organization of a company consists of three basic building blocks. They are Job Positions,
Activities, and Systems. The key to the growth of organization lies in understanding how each of
these subunits of organization develops, and how they interact with one another to form an
organic whole.
Organization of a Company
The subunits for organization in the company are structure, individual job positions, activities,
and systems. The more organized these are, the more organized the company is.
Job Positions
Re: Job Positions:
Structure -- The first thing to consider is if the structure of jobs in the company are right for
today's business and for your plans for tomorrow. Therefore, its worth doing a serious analysis of
whether or not the structure of your company contains the right makeup and balance of job
positions.
Authority -- Second we need to examine whether each job position in the company is matched by
a level of authority for the person in that job to carry out the tasks contained within the job. In
addition, the person filling the job needs to clearly know who he or she is to report to (for the
overall job and for each task in the job).
Distribution of Tasks -- Third, one needs to examine whether the job tasks that are assigned to
the individual are the right tasks for that position. Perhaps some tasks for a job should not be
included in the job, or some tasks may need to be added to the job, or some may simply need to
be delegated to another job position (especially less important tasks involved in the job).
Therefore, an analysis of the content of every job position the company is also worthy of a
detailed analysis in the company.
Right People, Training -- Fourth, once job positions in the company are properly allocated, and job
tasks for individual jobs are maximized for efficiency, individual job positions need to be filled by
the right people, and each person trained to the hilt for that job.
Activities
An individual person carrying out a task is an act, which is perhaps the minutest subunit that
exists in a company. Individual acts are linked to one another in chains of acts called activities.
Like jobs, activities can be continuously improved throughout the organization as well. Each
improvement to an activity releases fresh energy and makes the organization more effective.
Therefore, reviewing the major activities in a company is a highly worthwhile endeavor. For
example, many high tech manufacturing companies are reviewing their product development
activities, thereby maximizing the speed of products and services to market, as well as the
efficiency and quality of their products and services. Therefore, a thorough activities analysis can
simultaneously make the company more efficient and effective, releasing great energy and
prosperity.
Make a list of all of the activities in your company (such as selling, accounting, manufacturing,
human resources, information technology, etc.). Then determine (e.g. through research,
interviews, etc.) how each of the critical activities can be upgraded or reorganized. Then
implement your plan for improvement. Follow this up with improvements of less critical activities.
Systems
The ultimate building block of organization is systems. Systems are simply mechanisms that
automate activities, or interlinking activities. Systems posses the power to carry out activities
much more quickly, precisely and regularly than individuals can perform them on their own. The
productivity of an organization is determined by the extent to which routine and recurring
physical activities are systematized and turned into standard operating procedures.
Systemization doesn't just make activities work more efficient; it makes people more relaxed and
cheerful at work because the activities almost "take care of themselves." In fact, the happiest
people are often in companies that have turned most or all activities in the company into
corresponding systems.
Think about systems in your company (e.g. computerized bookkeeping, email, sales tracking,
sales analysis, manufacturing, credit checking, etc.). Then think about the following questions.
Do you have systems in place for every major activity in the company? Which activities needs to
be systematized? How should they be systematized? And then there are the existing systems.
How can they be upgraded to the next level of efficiency?
Systemization
(top)
Systemization in Business
The most organized companies systematize every activity. Beyond that they coordinate and link
existing systems to one another. This creates a dense "neural net" creating a tremendous
underpinning for success.
Organize and Systematize Everything

Insure all job positions are well defined, all standard operating procedures are defined, and
activities are clear. Turn every activity in the company into a system. Then coordinate systems to
one another.
Companies Should Computerize Fully
Any company that fully computerizes uses all available computer programmes cannot escape
expanding five to ten times. Computer companies will be seen not using computerization in their
own administration. (MSS)
The Company Can Become a Complete Fully Alive Organism
You can move a company from an organization to a complete organism where every part is
maximized. Complete computerization can enable this so no part is left behind.
Organisation is the first stage of which organism is the final stage.

The postal system is an organisation; the human body is an organism.
An organism consists of many organs each of which functions as an organisation.
It is possible to coordinate not cooperate the functions of all the internal organs of a
body.
Such a coordination can be extended from their central function to their cellular function.
Cooperation is to function at different points to move collectively to the same goal.
Coordination is the capacity to function in response to each move of a different organ
appropriately.
The company is dead in parts, alive in other parts, of course negatively.
Negative existence means it exists enough for survival, not to make profits.
To revive the dead parts is to revive the whole organisation.
Computerisation prevents compartmentalization.
Any company that fully computerizes uses all available computer programmes cannot
escape expanding five to ten times. Computer companies will be seen not using
computerization in their own administration.
A company is organised in all parts but expresses only one part that it chooses, as the
energy is limited.
Presently companies expand by the market-drive, not driven by the founders energy.
In a client we can computerize fully and that it will do the work fully.
We can bring him to a realisation that he can drive the company on his own, instead of
letting the market drive it.
Computerisation can make a dead organisation LIVE. (MSS, slightly modified)
Companies Should Computerize Fully

Any company that fully computerizes uses all available computer programmes cannot escape
expanding five to ten times. Computer companies will be seen not using computerization in their
own administration. (MSS)
The Company Can Become a Complete Fully Alive Organism
You can move a company from an organization to a complete organism where every part is
maximized. Complete computerization can enable this so no part is left behind.
Organisation is the first stage of which organism is the final stage.

The postal system is an organisation; the human body is an organism.
An organism consists of many organs each of which functions as an organisation.
It is possible to coordinate not cooperate the functions of all the internal organs of a
body.
Such a coordination can be extended from their central function to their cellular function.
Cooperation is to function at different points to move collectively to the same goal.
Coordination is the capacity to function in response to each move of a different organ

appropriately.
The company is dead in parts, alive in other parts, of course negatively.
Negative existence means it exists enough for survival, not to make profits.
To revive the dead parts is to revive the whole organisation.
Computerisation prevents compartmentalization.
Any company that fully computerizes uses all available computer programmes cannot
escape expanding five to ten times. Computer companies will be seen not using
computerization in their own administration.
A company is organised in all parts but expresses only one part that it chooses, as the
energy is limited.
Presently companies expand by the market-drive, not driven by the founders energy.
In a client we can computerize fully and that it will do the work fully.
We can bring him to a realisation that he can drive the company on his own, instead of
letting the market drive it.
Computerisation can make a dead organisation LIVE. (MSS, slightly modified)
Additional Entries Related to the Individual
Coordination and Integration

(top)
The Power of Coordination
Coordination is to alter our work in such a way that another persons work will be
facilitated. The sugar mills scheduling its crushing operation in time with the farmers
cutting the cane is coordination.
Coordination creates a new opportunity that spreads to the end of the world.
For personal progress one can coordinate his various faculties or talents.... To locate ones
faculties - Memory, Intelligence, Imagination, Patience, Capacity, etc. - and intelligently
coordinate them will raise one in his career to the position he would normally achieve at
the time of retirement.
An industry which tries to consciously coordinate with the different wings of the society
will soon spread all over the state or the nation.
Thoughtful coordination generates new institutions all over. (MSS, extracted)
Coordination in a Company
The highest performing companies are those that have the highest level of coordination, up,
down, sideways throughout the company. It is a great organizational value to implement, with
maximum power. Consider how you can coordinate any thing at any level -- activities, systems,
projects, jobs, communication, learning, planning, feedback, news, results, etc. etc.
Coordination
Coordination is to see one thing in terms of another.
Coordinate Organization Components
Make your organization more "dense" by coordinating departments (or divisions, teams, and
other components) with one another. For each department (or other component) think about
how it can be coordinated with every other department (e.g. R&D with Sales, HR with R&D, etc.,
etc.). Then implement the best coordination ideas.
Linking Systems, Disciplines as Higher Organization

Just as linking any two systems in a business (e.g. sales and r&d) can dramatically improve it, so
to a great scientific breakthrough can more readily come about by the coming together of two
very different disciplines (e.g. genetics with computer science, biology with chemistry, biology
with oceanography -- e.g. to create hydrogen fuel --, even biology with psychologist, and many
others). This same idea holds true for any two work disciplines. In essence, linking two systems is
a particularly powerful way to create greater, more dense organization; which means faster,
greater, richer development and evolution.
Coordinating and Integration
The ultimate truth of organization is the ability of the three building blocks to work together. The
real power of organization arises from its capacity for coordination and integration of people,
activities, and systems. When departments and divisions move from isolation to coordination and
integration, the real power of organization is released. Coordination and integration are the
advanced tools of organization.
When people job positions are more coordinated with one another, when activities are more
integrated and coordinated with one another (e.g. selling to accounting, manufacturing to
information technology, and endless other connections), and when systems are interrelated (e.g.
accounting and bookkeeping to sales tracking, or sales tracking to manufacturing, etc.), the real
power of organization is released. This coordination and integration can lead to explosive energy
and vitality in the company.
Take the idea of integration of systems. Suppose there are 25 systems in a company with a
minimum of coordination and they are all coordinated to a maximum extent, the same staff can
accomplish twice or thrice more. To give a simple example, in a college if the timetable of the
dozen departments is not coordinated, i.e. if each department has its own time table, the two
year course will extend to five years and twice as many classrooms must be built.
Multiplier Efect of Integration of Sectors
The integration of two or more sectors of social activity, organization or technology leads to a
multiplication of their productive power, as the combination of computer and
telecommunications has given rise to the Internet which integrates multiple functions including
news delivery, education, commerce, and entertainment. (MSS)
Value of Integration Reflects Higher Integration

The value of integration -- such as in business where it enables smooth operation vertically
between different levels of the organization in terms of plans, decisions, and priorities -- is an
aspect of how each part of the Whole of a thing can see its relationship to other parts. This
integral relationship is one aspect of having the integral knowledge of a thing, reflective of the
integral knowledge and life one perceives from truth consciousness.
Also See Harmony, Oneness, Unity
Authority
(top)
Keys to Delegation of Authority
One part of organisational effectivity is that the AUTHORITY has moved down from the top and
functions at various low levels on its own.
Authority is effectively delegated. Delegated authority defines the personality of the worker. He
is thus enthused, energised, and motivated because what he does he sees as his own
achievement.
In India, it is still at the conceptual stage. Top management pays lip service to delegation.
Executives in a private establishment do not go by the rules laid down, the speeches given, by
the tone of those speeches and what the top actually desires.
Very readily they tune themselves to the real inner requirements of the employer. When
Khrushchev announced liberalisation in the USSR, he still behaved like Stalin and the rank and
file treated him as Stalin.
If you are presiding over a vast organisation, and you are genuinely interested in delegating
authority, you will see that it is very hard for you to persuade the executives to act as you wish.
People are not used to freedom. They can be licentious. You cannot easily persuade people below
to act on their own. They will, time and again, do what you had wished long ago.
Suppose you successfully persuade them, you will witness the entire organisation becoming lax
and no one taking any substantial responsibility.
It is an art to delegate authority and it is a science of management to make that delegated
authority have the desirable effect on productivity. It is not enough to instruct.
It is necessary to train. Before training your executives, look into yourself. See how much you are
HAPPY to part with the authority vested in you.
There will be a wrench in giving it up. Let it be a true desire that is translated into action through
instructions followed by training. (MSS, slightly edited)
Trading Management Authority for Work Authority as Employee Enthusiasm in

Company
Management believes in authority. Exercise of authority does work. There is an alternative
method, which is better. Release the enthusiasm of the worker. Then authority will be
superfluous. Train the enthusiasm into a skill. In that case, no supervision will be necessary at all.
Each will be conscious of his own skill. In such an atmosphere it is not easy to make the worker
leave the factory at the closing hour.
It is the authority of work which is far better than the authority of the management. There is
something even greater than the work. It is the Spirit of the work. (MSS)
Authority, Delegation, and Freedom in Company
-Power issues from authority, the capacity to control and direct energy.
-Power is personalized authority. The ego taking joy in the capacity to control and direct energy,
authority becomes Power and taste of power.
-Power expresses impersonally through policy, systems, procedures. (Making the personal
authority into impersonal policy, system, procedure is organisation.)
-Power is exercised personally through the decisions of managers at all levels.
-Power of the organization increases only in the measure authority is delegated down from owner
to CEO to executives to lower levels. (Usually it is wrested collectively in a revolution, individually

by a Rebel. Man concedes it when the climate changes)
-The delegation must be by example not compulsion. (The CEO can be educated to delegate, i.e.
he can see the overwhelming advantage. Education is mental discipline, i.e. self-compulsion.)
-Delegation of power is achieved only through freedom. (Revolution is by destruction. Evolution is
by education in freedom.)
-Power is greatest and most efficient where its exercise is automatic, subconscious as in the
bodys autonomic nervous system and in the systems of a company. (MSS)
Impersonality Enables Organization

Making the personal authority into impersonal policy, system, procedure is organisation. (MSS)
Levels of Authority at Planes of Matter, Life, Mind, and Above

-The leader must know when to be detached and when to assert authority. For each level of
consciousness/activity, there is a corresponding status of the leader.
Matter subconscious -- survival -- routine matters should be handled through system and
procedure authority delegated to a system.
Life conscious execution of work -- growth areas requiring conscious discrimination and
choice should be handled through conscious exercise of authority by managers. (The lower
the level it can be handled, the more efficient and powerful the organization. The
corresponding poise of the CEO here is that of the Witness who consents and supports and
intervenes only as and where necessary.)
Mind planning & organizing -- development in areas in which the organization is not yet
fully conscious or in which thinking and analysis are required to formulate strategy through
exercise of authority by Management Committee. (When the mind of the worker exercises,
organisation at his level emerges, which is the last word in efficiency. CEOs exercise is
least efficient. Management committee does it better. The very best is the worker thinking
about the work. He then becomes the CEO. Ford became Ford by such thinking.) Even
here, the objective should be to impart the perspective and attitude of the pioneer/leader
to executives/editors so they will take development initiatives on their own.
Supermind evolution in areas in which the organization is unconscious of the potential,
the leader as pioneer must lead purely on the strength of his own knowledge and faith.
The goal is to move all decisions to the lowest level at which they can be competently
taken. (MSS)
From Authority of Ego to Impersonal Authority of the Company

-Exercise of power is irresistibly attractive to the ego. (Now it is the ego of CEO. Let it move down
to the ego of others. When the ego dissolves, it will be an explosion. Decision moving down
expands in arithmetic progression as it is still exercised by the ego at a lower level. Sears
expanded by serving the ego of the customer. Walmart serves lesser egos. Still, it is ego. When
the ego of the last person dissolves, the organization will acquire the subconscious efficiency.)
-Organization is most effective where power is exercised impersonally with the minimum of
egoistic assertion. (Moving away from the ego is to move towards impersonality.)
-This is best achieved when the leaders of the organization subject themselves to the impersonal
authority of the organization. (They do so under compulsion, not by themselves.) The owner
surrenders his authority to the company management.
-Whoever exercises authority, it is the authority of the company that is exercised. (The US
president, the police officer and the court all exercise authority of the society.)
-It is not the authority of the boss that needs to be protected and reinforced, but the authority of
the company the power to fulfill its aspirations. (MSS)
Non-Imposition of Will
Question: As a CEO of a company, one knows that imposing one's will over others is often
necessary to move forward. How goes one avoid this assertion (which often results in conflict and
disharmony) and still have the power and respect nesessary to to drive accomplishment?
Answer: Authority is essential for accomplishment. Imposing one's will without personal egoistic
assertion achieves results with a minimum of reaction in other people. Imposing one's will with
egoistic assertion evokes maximum conflict, disharmony and is detrimental to work. Since any
disturbance has a negative consequence and any act expresses ego, Silent Will is more powerful
than external initiative because it avoids stirring up other people. (MSS)
Power Acting in Freedom Leads to Abuse
Where POWER acts in freedom, man is uncompromising. [E.g.] The employer will be merciless if
there is no law restraining him and if the workers are timid and unorganised.
The workers will not be reasonable if the courts take their side. How far these expressions of
power - assertions - will go has been seen in different decades. When the situations change, it
will be a sight to see the parties on their own switching sides and becoming rational. (MSS)
Authority Types in a Social Entity
-Social authority (e.g. the pressure of the boss or management or the ruler) is better than no
authority.
-Organizational authority (e.g. the authority of procedural rules in a system in a company) is
better than social authority.
-Personal authority (e.g. of the individual worker, such as a programmer) is better than
organizational
authority.
At that point the social entity evolves from an organization to an institution, i.e. it is a matured
organization. The Internet may be an example of this.
Authority in Organization & Institution
An authority should give way to an impersonal organization. E.g. from "I (or we) said you should
do this," to the fact that there is a system setting out the rules for doing this, which furthermore
you can actively participate in. The culmination of this is when that organization matures into an
institution, where there are no signs of authority; authority is vested in and emanates completely
from the individuals.
From Authority to Authority of Afection

In one's family or company where there is an established degree of good-will relax the authority
a little. Replace it by the authority of affection, or other high or deep concern, attention,
appreciation, etc. for those individuals. Watch then how the external discipline of authority gives
way to inner self-discipline based on these higher values. See the positive energy rise, and good
fortune come one's way. Continually moving life from the external compulsion of authority to self-
discipline through higher values is the evolutionary progress we seek. (MSS, paraphrased and
expanded on)
Also See Thoughts on Leadership
Misc.
(top)
Efficiency
Efficiency
To achieve more with less is efficiency. (MSS)
The Greatest Efficiency
The greatest "efficiency" gives us the greatest result with the least effort in the shortest period of
time. (MSS)
Building Efficiency
-Efficiency comes from experience.
-Expertise raises efficiency.
-Doing simultaneously works that are done successively saves time, energy and money. (MSS)
Efficiency
Efficiency is the means by which the goal of prosperity is realized. (MSS)
Efficiency
Efficiency is to enhance the volume of results. (MSS)
Efficiency & Plane of Consciousness
The company's level of efficiency is the plane of consciousness that it is currently organized at.
Efficiency of Organizations
As we rise in the scale of organisations, from physical to vital to mental to spiritual the efficiency
rises from one to infinity. Infinity means it is the infinity of the personality. Personality is the
determinant. (Paraphrase of MSS)
Raising Work from Physical to Spiritual
Raising the efficiency is in other words raising the work from the physical to the Spiritual, which
is evolution. (MSS)
Scale of Efficiency
It is possible to create a comprehensive scale of efficiency as determined by energy, direction,
organisation, values at the physical, vital, mental, spiritual levels so that we will have before us
hundreds of paths of efficiency rising from below. (MSS)
what is accomplished. (MSS)
Efficiency, Silence, Silent Will
Efficiency is sought after in execution. To achieve more with less is efficiency. Participating in a
wedding for the conduct of which three lakhs of rupees was spent by someone who wanted to be
known as rich, one visitor explained to his friend how things were unorganised. Lack of
organisation demands greater expenses. Planned execution, organised arrangements save Time.
Time saved is money saved. He explained how the same work could have been done in two
lakhs, which was self-evident to the listener. Efficiency comes from experience. Expertise raises
efficiency. Doing simultaneously works that are done successively saves time, energy and money.
Coordination is to see one thing in terms of another. In a function like a wedding, we hear from
friends, Had you told me, it could have been done cheaper. We realise that we never thought of
such a help. To be informed is to be efficient. To think of one work from the point of view of other
works makes it efficient.
Quantum physicists are turning management consultants extending the theory of chaos to
decision-making. The army is known for its efficiency. War brings out ones best. In a family, a
crisis releases all the energy. There are occasions when a three-day work is done in one day,
even half a day, as everyone evinces interest and offers cooperation. There is something that
raises the efficiency of Efficiency. It is the power of Silence. What we know of efficiency and all its
great aspects belong to the surface mind. It is governed by Time, Ego and thought. Our Mind has
a depth. It is Timeless and Egoless. It is not governed by Thought, but is ruled by Silence.
Achieving efficiency makes one tense. Acting in SILENCE makes us quiet, generating quiet
efficiency. One may wonder how to act silently? Achieve efficiency and raise its level. Suppose
you are shifting your factory and the engineers, by their best efforts, have planned to do it in six
months and some experts have saved two weeks out of it, you have a good occasion to practise
SILENT WILL. The work is divided into six or ten categories. Each category subdivides into two or
three parts. Each such part will split into forty or a hundred steps. If you are the CEO or the
owner, go through each of these categories, parts and steps mentally. You will be surprised to
see new ideas arising in the mind. Maybe five and a half months can still be reduced to five
months. Do not speak out your thoughts. Be SILENT. The shifting will be done in four months. You
can go further. Dont dwell on it in your mind. It will be inner silence. Every thought you have not
expressed will be expressed by someone and get incorporated in the project. It is very powerful.
Outer circumstances will be dramatically changed. The 5 months or 4 months will be reduced
to four weeks. SILENCE is powerful. It achieves what cannot be achieved. It strengthens
Efficiency. (MSS)
Inner Efficiency
When you live within in the depths you live your greatest "efficiency" in life. Your efficiency is
your ability to create great results with the least amount of effort in the shortest period of time.
Efficiency of Following the Process of Growth
Conscious growth is the ability to use the power of our minds to self-conceptualize that which we
wish to become, and then follow a process that enables us to turn that wish into great results
and achievement. If we understand this process, and ardently follow its methods in our lives, we
can achieve at ten times the level we are now achieving and we can do it with one tenth the
effort, and in one tenth of the time. That is the overwhelming efficiency of following the process
of growth and accomplishment, as opposed to our current inefficiency of growth and progress.
(MSS)
Skills of Efficiency
Efficiency arises by man learning the skills of efficiency till they become capacity to accomplish.
(MSS)
Efficiency
o
o
Results are physical, but far greater than the sum of the individuals work, working alone.
We call the greater result efficiency. (MSS)
Mind of Worker as Last Word in Efficiency

When the mind of the worker exercises, organisation at his level emerges, which is the last word
in efficiency. (MSS)
The Skills of Efficiency
Efficiency arises by man learning the skills of efficiency till they become capacity to accomplish.
(MSS)
Linguistic Efficiency
Shortening the length without loss of sense is linguistic efficiency. (MSS)
Business: Optimizing Products & Services
Three Levels of Relating to the Market to Develop Your Market & Products
The market exists at three different levels.
1. At the first level, the market consists of a finite number of recognized needs, and
companies compete to meet those needs. If your company approaches the market from
this point of view, its growth is confined to the already established needs of the market.
2. At the second level, the market consists of needs which exist, but are unrecognized by
society and companies, and therefore are unmet. Companies grow by recognizing those
unfulfilled needs, creating a general awareness of them and then meeting them. What are
the unrecognized needs in your industry? What new dimension or incremental
improvement can you add to an existing product or service that will meet a latent need of
society or your customers and create a new market that does not now exist?
3. Not every company can create a new product or a new market. But the third level of
market is open to all. There is in every industry a gap between what the market actually
needs or wants and what companies perceive it wants. That gap represents fertile
untapped ground for any company that can become more conscious of the market's real
wants.
When is the last time you really and systematically asked your customers about their
preferences? If it was not today or yesterday, perhaps you should ask again. Put yourself
on the other side of the counter and looking at things from the customer's point of view."
The effort required is one of careful observation, perception, and thoughtfulness.
Four Levels of Relating to the Customer to Develop Your Market & Products
There are four levels by which you can relate to the customer. Each successive view of the
customer has more potential than the previous ones to open the market for you.
1. First and most commonly, companies relate to the customer from the point of view of the
product. I have a product to sell. Anyone who buys it is my customer. Companies with this
view have a very limited idea of who their customers are, what their needs are or how to
attract more of them. They rely on the product to do that.
2. Look at the customer as a member of society. Identify the social characteristics of the
customer and think of ways to meet the needs of specific social groups.
3. Look at the customer simply as an individual. Recognize the needs and preferences that
any individual would have and cater to them.
4. relate to the customer, not merely as an individual who shares much in common with
everyone else, but as a unique individual who has unique needs, preferences and identity.
Products and Services Strategies for Improvement
Here are a few product and service strategies for business improvement:
Improve the technology of our products/services by adding one new dimension to it.
Attune our products/services to meet a psychological need of the client/customer, so that

it provides greater enjoyment, security or educational value.
Examine every technology our company employs and identify ways to reduce cost.
Match our products/services as closely as possible with the needs of the market.
Make improvements in our organization (structure, activities, systems, job positions,

procedures, rules, regulations) that will improve the development and operation of our
technology (including product/services).
Introduce new or improved technologies internally that will improve the functioning of our
own organization.
Become fully knowledgeable about all new emerging technologies that are directly or
indirectly related to our business.
Identify and adapt new technologies to better meet the needs of our customers.
Work closely with our vendors to introduce new products/services.
Continuously expand and upgrade the product/service knowledge and technical expertise
of our people.
Make an effort to completely satisfy existing and potential clients/customers.
Make our clients/customers happier by making our employees happier. If we show more
interest in our employees, thereby making them happier, they will interact better with our
client/customers.
Determine what our unique strengths are, and develop products/services that incorporate,
or further incorporate these strengths.
Implement the value "Quality" in every possible area.
Untitled
[Re: the development of products] If you start to work on something, and the time is right, pieces
come in from the periphery. It just comes together. (Steve Jobs)
Quality of the Product = Quality of the Management
W. Edwards Deming became famous in the field of management as an upholder of Quality. No
one paid heed to him in the USA. So, he migrated to Japan, and made Japanese industry
challenge the US. After that, the US industrialists sought him. W. Edwards Deming said, Quality
is not difficult to achieve, but to convince the management is difficult. The industrialist, the
CEO, the Board, all do not want to change, but want the Quality of the product to rise. The truth
is that the Quality of the product is the Quality of the management. As you are, so is the product.
Man and his product are one, they are united. They cannot be separated. But, Mind can think
clearly only when they are held apart. (MSS)
Business: Customer Satisfaction
Customer Delight
To put yourself in touch with the spirit of what the client wants to accomplish is the heart of the
value and principle of "customer delight."
Customer Delight
Business Boom in West and Knowing What Customer Wants

Business in the West is booming. One of the reasons is they have changed their opinion about
the customer. Originally the idea was the customer should buy what is sold or produced. Now
they find out what the customer wants and produce it. Sales have boomed. (MSS)
Your Client's Agenda
Deferring your own agenda to the lead of the client's is a form of the spiritual method of "taking
the other person's point of view." At the mental level it is recognition of their interests and needs.
At the vital level it is an emotional association with their will and intent, and at the physical level
it is to act and do what needs to be done. This is in the descending scale of conception,
perception, and sensation.
Discovering the Client's Needs

If you follow to the nth degree what the client requires, and take appropriate action for every
need, you will be constantly be making new discoveries, which will give you a new knowledge,
widen your horizons, and, as a result, energize you.
After all the True and Full energy is beyond your own self. It is made full through the Other,
including the others around you that you interact and associate with, as well as the Divine Other
above and within which provides ultimate discovery, knowledge, energy, and joy.
Developing the subtle sense to perceive everything the client needs is an important
consideration. As you live more in the depths, that subtle perception will grown, and you will pick
up on even the minutest hints of client needs, which is very likely to be the opening of their
greater needs, and your corresponding great success and joy!
Four Levels of Relating to the Customer to Develop Your Market & Products
There are four levels by which you can relate to the customer. Each successive view of the
customer has more potential than the previous ones to open the market for you.
1. First and most commonly, companies relate to the customer from the point of view of the
product. I have a product to sell. Anyone who buys it is my customer. Companies with this
view have a very limited idea of who their customers are, what their needs are or how to
attract more of them. They rely on the product to do that.
2. Look at the customer as a member of society. Identify the social characteristics of the
customer and think of ways to meet the needs of specific social groups.
3. Look at the customer simply as an individual. Recognize the needs and preferences that
any individual would have and cater to them.
4. relate to the customer, not merely as an individual who shares much in common with
everyone else, but as a unique individual who has unique needs, preferences and identity.
Three Levels of Relating to the Market to Develop Your Market & Products
The market exists at three different levels.
1. At the first level, the market consists of a finite number of recognized needs, and
companies compete to meet those needs. If your company approaches the market from
this point of view, its growth is confined to the already established needs of the market.
2. At the second level, the market consists of needs which exist, but are unrecognized by
society and companies, and therefore are unmet. Companies grow by recognizing those
unfulfilled needs, creating a general awareness of them and then meeting them. What are
the unrecognized needs in your industry? What new dimension or incremental
improvement can you add to an existing product or service that will meet a latent need of
society or your customers and create a new market that does not now exist?
3. Not every company can create a new product or a new market. But the third level of
market is open to all. There is in every industry a gap between what the market actually
needs or wants and what companies perceive it wants. That gap represents fertile
untapped ground for any company that can become more conscious of the market's real
wants.
When is the last time you really and systematically asked your customers about their
preferences? If it was not today or yesterday, perhaps you should ask again. Put yourself
on the other side of the counter and looking at things from the customer's point of view."
The effort required is one of careful observation, perception, and thoughtfulness.
On "Demanding" Customers
When you consider a customer demanding, remember that what is being demanded is likely to
be the very services, features, qualities, etc. that satisfy customers that follow.
Untitled
The Westerner discovered that pleasing the customer increases business. Though selfish, it is
another mans point of view, a spiritual idea, as the Spirit considers the other mans profit as
ones own welfare. (MSS)
March 30, 2006

Business Development Tips for Associates
Holland & Hart's Mark Beese has an excellent summary of business

development tips for associates, which he presented during today's Web seminar, "The Senior
Marketer's Perspective: How Associates Can Excel at Business Development in 2006."
The program was presented by the Professional Business Development Institute ("PBDI"). Check
out PBDI's upcoming programs at www.PBDI.org. Mark has 18 years' experience with
architecture and law firms and is Holland & Hart's law firm's "Marketing Guy" (that's his official
title!). He and Jan Dubin, Director of Client Relations for DLA Piper offered a feast of business
development ideas. Mark identified 5 kinds of rainmakers that associates can become:
Example 1: Relationship Rainmaker: 1st attorney in firm to make 7-figure compensation. As
an associate he made a list of 50 people he knew, or could know, who would be outstanding
clients. He built relationships with them over time. Many became leaders in business, politics
and community, who trusted him for both legal work and referrals.
Example 2: Specialization Rainmaker: Associate specialized early on in employment law for

small and mid-sized companies in rural west. Started road-show seminars, e-mail newsletters,
and built relationships with HR managers throughout state. He wrote, spoke, and attended SHRM
and industry events to develop a reputation and build a strong book of business before he was a
partner.
Example 3: Entrepreneur Rainmaker: Two associates saw an industry trend with low density
of lawyers. They quickly developed an expertise in financing, permitting, etc and got very
involved in industry events, resulting in new clients and matters for them, and the firm. Shows
enthusiasm, energy, and focus fast track to Partner.
Example 4: Networker Rainmaker: Associate gets very involved in local and state politics,
community service, and pro bono work, developing a network of business and government
leaders along the way. People trusted associate resulting in new work and clients for him and
the firm.
Example 5: Roadie Rainmaker: Associate takes specialty to a different geographic location
where the office and city has fewer lawyers, setting up meetings, seminars, and networking
events with current and potential clients. She has two offices in two cities, growing work for
entire group.
For the rest of his ideas, see the Leadership for Lawyers blog.
March 30, 2006 | Permalink

Recruitment Stategies

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Strategies for Business Growth

The Business Center | Growth Online Home

Examine management's assumptions, perceptions, predispositions about the

Evaluate new opportunities in the market--in terms of acquisitions, new

"Attract" the market to us - by immediately implementing cleanliness &

Products & Services Strategies

Improve the technology of our products/services by adding one new dimension

Attune our products/services to meet a psychological need of the

Make improvements in our organization (structure, activities, systems, job

Introduce new or improved technologies internally that will improve the

Work closely with our vendors to introduce new products/services.

Continuously expand and upgrade the product/service knowledge and technical

Make an effort to completely satisfy existing and potential clients/customers.

Make our clients/customers happier by making our employees happier. If we

Implement the value "Quality" in every possible area.

Conduct an analysis of major activities in the company (such as selling, order

Asses the effectiveness of important systems in the company (e.g. accounting,

Try to coordinate and integrate any two systems to create a powerful

Implement organizational values such as coordination, integration, discipline,

Recruit people with a high level of energy and good health.

Link compensation directly with performance for every job.

Introduce profit-sharing or equity programs to make our people "owners" of the

implement its values.

Establish formal and informal programs to give social recognition to high

Recognize and reward individual efforts to improve the functioning of our

Give our people personal attention.

Strive to provide our people with continuous opportunities to increase their

Provide regular, on-going training for every employee

Maintain clear and effective two-way communication with all employees.

Implement psychological values such as respect for the individual, personal

Determine of our company is exploring and taking advantage of every

Determine what can be done to improve accuracy and timeliness of accounting

Determine how our company can utilize financial information as a positive

Determine what type of indicators we can develop as positive motivating tools to

Determine what can we do to generate a more positive attitude in our company

Keep expenditure within or below budgeted levels.

"Attract" money to us - by immediately implementing cleanliness & organizing

The Highest Value: Commitment To People

Strategies to Instantly Attract Money into Your Life

(for more on this topic click here)

Wasting, Squandering Funds

For additional thoughts on issues related to prosperity in life, click here.

THE GREAT SECRET:

To read an interview where we discuss Extraordinary Phenomena in Life, including the

Develop a Strategic Plan

select which markets to focus on

identify which customers to seek

define new types of products and services for development

determine what kind of people to recruit

decide what type of organization to build

set challenging, but realistic long term financial goals

2. Define Business Values

a dollar value of money to be raised, earned or spent

a specific date by which an important action or result will be achieved

4. Develop Growth Strategies for Values and Goals

5. Evaluate and Overcome the Company's Negative Propensities

-"Find out why we are unresponsive to customers."

6. Develop Action Plans to Implement Strategies/Objectives and Overcoming of

7. Communicate the Plan to the Staf

8. Have Staf Carry Out Plan

9. Revise The Plan

For the keys to business success, click here.

For important mini insights into business success, click here.