[From Dag Forssell (941128 1315)]
I have recieved some critique and some encouragement from posting version
1.0. And an inquiry! At the moment, I plan to mail 200 of this version
tomorrow to heads of small manufacturing companies in Southern and
Northern California as a test mailing. Comments are still appreciated.
Lars, Thanks for inquiry. I'll send you a fax tonight with details.
···
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Purposeful Leadership letterhead
Lars Christian Smith November 28, 1994
11 Rue Wasserklapp
L-5681 Dalheim, Luxembourg
Dear Mr. Smith:
Would you be curious about an explanation of "people problems" that meets
an engineer's criteria for clarity and practical usefulness?
You know that in the physical engineering sciences, a few basic
principles of nature explain everything. You visualize the structure and
interactions beneath the surface of a large number of separate phenomena
once you know universal principles, and you can manage engineered
processes better. Without validated principles, you work with
observation, trial and error, anecdotal descriptions, and rule of thumb
prescriptions.
The same is true with people problems. We have lacked a scientific
concept of human nature that actually fits the way human beings work, and
depend on statistically inferred "facts," anecdotal experience, and
prescriptions of what to do in every situation. A new concept can now
explain the structure and interactions beneath the surface of a large
number of separate human experiences. Knowing the principles of this
concept, you can manage relationships better. 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. Smith November 28, 1994 Page 2.
*I am looking for a few good student-pioneers*
Mr. Smith, you are listed in the California Manufacturers Register.
Perhaps you fit the profile of my ideal PCT-student:
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, when you evaluate new developments.
*How 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. PCT provides diagnostic tools which help you
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 appro
ach 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.
I would like an opportunity to share the new concept and show you how to
apply it.
Sincerely,
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Comments welcome. Best, Dag