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[From Dag Forssell (941124 1045)]
I am gearing up to promote again. This time I'll write to
presidents of small ($1-5 million sales) manufacturing companies in
California. I figure these companies have a modest number of
employees, and the president (highly likely to be an engineer) cannot
delegate everything to trainers and Human Resource people.
I am sharing this for the purpose of getting constructive criticism --
always resisted but often useful upon consideration. The letter is
addressed to Rick with thanks for his contribution.
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Purposeful Leadership letterhead
Richard Marken November 24, 1994
Control Systems Group
10459 Holman Avenue
Los Angeles, CA 90024
Dear Mr. Marken:
Would you be curious about an explanation of "people problems" that
meets an engineer's criteria for clarity and practical usefulness?
Are you satisfied with the "explanations" and prescriptions offered
in management seminars today? Running a company, department or team
has been more difficult than it needs to be because we have lacked
a concept of human nature that actually fits the way human beings
work.
You know that in your field of engineering, a few basic principles
of nature explain everything. It is easy for you to visualize the
structure and interactions beneath the surface of a large number of
separate phenomena once you know those principles. Knowing the
principles of nature, you can manage engineered processes better. The
same is true with people problems: A few basic principles of human
nature can explain the structure and interactions beneath the surface
of a large number of separate human experiences. Knowing these
principles, you can manage human relationships better. You must have
a valid concept to see the underlying order or confusion prevails.
A clear concept has been developed. Dealing with people no longer has
to be complex and confusing, a matter of luck, a gift, or something
best left to specialists.
When you study _Perceptual Control Theory (PCT)_, you learn an in-
depth explanation of why people do what they do. You get a new
perspective on things like:
*What you can learn*
How to develop and sustain teamwork.
How to resolve conflict with mutual satisfaction.
How to conduct coaching performance reviews.
How to write a vision and mission statement that fits
the way people think.
How to sell without manipulation for mutual benefit.
How to develop and sustain personal relationships.
*Results*
Results were documented in a manufacturing group of 120 people made
up of 60 assemblers and 60 support staff. The performance of this
group was ordinary, with various delays early in the month and
overtime late in the month to make up for them. The Operations
Manager applied the insights of PCT to focus on the single goal of
completing work orders on schedule and resolve resulting conflicts.
In seven months, the measure of the goal went up from 23% to 98%.
Overtime was reduced from 12% to 3%. Quality went up by a factor of
5. Work in process inventory fell by a third. Productivity went up
21%. Customer satisfaction, sales and morale went up. The group won
"site of the month award" 11 out of the following 12 months. Total
savings added up to about 1.5 million dollars a year.
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Mr. Marken November 24, 1994 Page 2.
*I am looking for a few good student-pioneers*
You might be interested if you are personally involved as leader of
your organization, and are looking for better ways to resolve
conflicts and improve initiative, cooperation and productivity. You
expect yourself to understand what is going on beneath the surface.
You do not hesitate to change your understanding when you find a
better explanation. You rely on your own reasoning, not opinions of
others.
*How to learn more*
Mr. Marken, you have several options if you want to learn more.
1) Personal introduction:
In a one day presentation to you or a small group, I will present
the first half day of the _Management application_ seminar module
in an informal question and answer format to explain and
demonstrate the basic concept. We can then discuss the
application(s) of PCT you are most interested in. With PCT you
can analyze any people problem you are concerned about.
2) Self-study:
The 20 page _PCT Introduction and Resource Guide_ is available
free on request. The introduction features comments on PCT by
Russell T. Ackoff, Carl R. Rogers and Thomas S. Kuhn. A history
of purpose and intention in psychology shows how we suffer from
historic mistakes. Hard-hitting introductory essays by the
creator of PCT, William T. Powers, are also included. Literature
available from several publishers is shown, with order forms. The
enclosed two pages with order form featuring Purposeful
Leadership are excerpted from this guide.
The book _PCT: Introduction and Applications to Management and
Leadership_ is a collection of articles published in the
_Engineering Management Journal_ along with working papers.
Together, these papers introduce a consistent rationale and
approach to the practice of management and leadership. Seminar
program information is included, and PCT is discussed as an
emerging "hard" science.
The video _PCT supports TQM_ reviews results from use of PCT in
manufacturing, a demonstration of simple control, role plays, and
comments on TQM.
3) Purposeful Leadership seminar:
Once you have decided that PCT makes sense to you, and want to
share it with your staff, seminar modules for larger groups are
available.
Sincerely,
Dag Forssell
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Best, Dag