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Less Is More Paperback – December 30, 2003

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The Attacker's Advantage: Turning Uncertainty into Breakthrough Opportunities
Exponential change also offers exponential opportunities. How do you leverage change to go on the offense?

Editorial Reviews

From Publishers Weekly

One might imagine that with this title, Jennings (It's Not the Big That Eat the Small, It's the Fast That Eat the Slow) is setting out to proclaim the joys of downsizing and outsourcing. Fortunately, that's far from the case, as the author has instead assembled a lively and intelligent reminder of how businesses can cut out waste from the top to the bottom (e.g., if companies don't pay executives $80 million a year, they might not have to lay off 1,000 workers to improve the bottom line). Along with his research team of recent Princeton and Stanford grads, Jennings, who founded the media consulting firm Jennings-McGlothlin & Co., writes about a handful of organizations-e.g., Ryanair, IKEA, Lantech, Nucor-that seem to defy reality with their unbelievably impressive profits, productivity and employee loyalty. The book is written as efficiently as its subject companies operate, and Jennings conclusively proves a number of truisms: nothing improves worker loyalty and productivity like telling them the truth; don't hire people you'll have to lay off in a year; and don't lose focus. This plea for sanity in the post-Enron era will be a boon to managers struggling with inefficiency in their organizations.
Copyright 2002 Reed Business Information, Inc. --This text refers to the Hardcover edition.

From Library Journal

Jennings, author of the popular It's Not the Big That Eat the Small: It's the Fast That Eat the Slow and founder of the media consultancy firm Jennings-McGlothin & Co., has undertaken to teach companies how to increase their productivity. He draws upon the experiences of successful programs for enhancing productivity and explains how businesses can emulate these programs to improve their own profitability. Thousands of companies were investigated by Jennings's research team, and those selected were scrupulously examined to weed out overexposed companies or potential Enrons. Each research-based chapter highlights what is special about these companies-whether it be vision, commitment, communication, customer relations, efficiency, or organizational culture. The book is readable and entertaining as well as informative, and the current economic climate is sure to make it a welcome addition to the popular management literature. Recommended for public libraries with a business clientele as well as academic libraries with programs in business management.
Rona Ostrow, Lehman Coll. Lib., CUNY
Copyright 2002 Reed Business Information, Inc. --This text refers to the Hardcover edition.

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Product Details

  • Paperback: 272 pages
  • Publisher: Portfolio (December 30, 2003)
  • Language: English
  • ISBN-10: 1591840309
  • ISBN-13: 978-1591840305
  • Product Dimensions: 5.6 x 0.8 x 7.7 inches
  • Shipping Weight: 9.1 ounces
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (45 customer reviews)
  • Amazon Best Sellers Rank: #1,247,702 in Books (See Top 100 in Books)

More About the Author

Authority on Leadership, Growth and Innovation

Jason Jennings is a researcher and one of the most successful and prolific business and leadership authors in the world and his greatest thrill is helping lead individuals and companies to their full economic potential.

He began his career as a radio and television reporter and was the youngest radio station group owner in the nation. Later, he founded Jennings-McGlothlin & Company, a consulting firm that became the world's largest media consultancy and his legendary programming and sales strategies are credited with revolutionizing many parts of the broadcasting industry.

He traveled the globe in search of the world's fastest companies for his landmark book, It's Not the Big That Eat the Small - It's the Fast That Eat the Slow. Within weeks of its release it hit the Wall Street Journal, USA Today and New York Times Bestsellers Lists. Now published in 32 languages, USA TODAY named it one of the top 25 books of the year!

Next, he and his research teams identified the world's ten most productive companies for his bestseller Less Is More. That was followed by his next book, Think BIG - Act Small, which profiled the only ten companies in the world to have organically grown both revenues and profits by double digits every year for ten consecutive years. Like all his previous books it debuted on all the bestseller charts. His latest book, Hit the Ground Running - A Manual for Leaders reveals the tactics and strategies of the ten CEO's who created the greatest amount of economic value between 2000 and 2009.

His next book for his publisher Penguin Putnam, The Reinventors - How Extraordinary Companies Pursue Radical Continuous Change will be released May 12, 2012 and promises to reveal the secrets of those leaders and organizations that have successfully reinvented and transformed themselves. In total, Jennings and his teams have screened and studied more than 120,000 companies.

Along the way he found time to join forces with well known cardiologist Dr. John Kennedy and coauthor the 2010 Health, Mind and Body bestseller, The 15 Minute Heart Cure -The Natural Way to Release Stress and Heal Your Heart in Fifteen minutes a Day.

Critics call his books, "extraordinarily well researched, insightful, crisply written, accessible, intriguing and a vital resource for everyone in business," and USA TODAY calls Jennings one of the three most in-demand business speakers on the planet along with the authors of Good to Great and In Search of Excellence.

When not traveling the world on research, in search of adventure, and doing eighty keynote speeches each year, Jennings and his family split their time between the San Francisco bayside community of Tiburon, California and their lodge, Timber Rock Shore on a small lake in Michigan's northern peninsula where they share the environment with native moose, bear, deer, wolves and soaring eagles.

Customer Reviews

If you read Jennings's first book, you will thoroughly enjoy this one.
I'd recommend this book to anyone who owns a business, manages a business or aspires to own or manage.
Jason Jennings book presents a compeling alternative with well articulated case studies.
Lauren Andrews

Most Helpful Customer Reviews

66 of 67 people found the following review helpful By Peter Lorenzi on June 4, 2003
Format: Hardcover
Perhaps because of, or even in spite of, positive reviews aplenty from other Amazon reviewers, I found this book disappointing and confusing. A comment in the Introduction caught my attention. Jennings writes "we were eager to avoid Tom Peters' embarrassment when a number of excellent companies sagged badly soon after publication..." Quick Google searches on three (there were more companies; I just did three) Jennings-commended companies (The Warehouse, Ryanair, and Nucor) read more like embarrassments as well.
To be specific:
The June 4, 2003 New Zealand Herald reported that "The Warehouse founder Stephen Tindall has stepped back into the company's day-to-day operations, leading a scheme dubbed Project Urgency to fix its Australian problems. ... Tindall is leading Project Urgency. Its aim, as the name suggests, is to give the Australian operation a rapid makeover."
At the same time, Ryanair had its own problems. Per the web report: "Europe's fast-growing low-fare airline, dropped as much as 14.7 percent Tuesday after the low-fare airline said it expects lower fares and yields this year will pressure its profit margin." The book may provide an explanation: Jennings lauds attention to customer service and satisfaction and chastises those who fail to respond to customers. As Jennings ironically notes: "Other than cheap airfares, customer service at Ryanair is nonexistent." Queried by Times of London reporter as to the paper receiving "more complaints concerning Ryanair's customer service than any other airline," Ryanair's CEO response: "We don't screw them every time we fly them." Nice attitude.
A third featured company, Nucor, also turned south about the time Jennings went to press: Nucor's stock price dropped by half between mid 2002 and early 2003.
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9 of 9 people found the following review helpful By gfagen on November 11, 2002
Format: Hardcover Verified Purchase
A great study of how business should be run. Stay true to yourself, your employees and your customers and success will be yours. This book highlights companies from widely ranging industries and shows that "common sense" always trumps complicated process. If you read Jennings's first book, you will thoroughly enjoy this one. An easy and entertaining read. This book does what most don't.....get you thinking and start applying paradigm shifting practice right away.
In the age of ENRON, MCI, Arthur Anderson and the DOTCOM bust, this book proves that the true maxums of successful and long lasting business have always applied. Truth, Honesty, and Integrity.
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14 of 16 people found the following review helpful By Robert Morris HALL OF FAMETOP 500 REVIEWERVINE VOICE on January 28, 2003
Format: Hardcover
This is the second of two books by Jennings which I have recently read, the other being It's Not the Big That Eat the Small...It's the Fast That Eat the Slow. His focus in this volume is on eight companies which "use productivity as a competitive tool in business." He set out to learn how they got that way and which lessons can be learned from them which "any company could follow." He and his research associates examined more than 4,000 companies, settled on a short list of 100, and then reduced it to the top eight outstanding performers. The criteria for evaluation and selection included revenue per employee, return on equity, return on assets, and operating income per employee. Next, questions were posed such as "Has the company been overexposed?" and "Might this company pull an Enron?"
Prior to the final selection, several pit bulls (cleverly disguised as CPAs) sank their teeth into the companies' public data with the admonition to "take it apart, put it back together again, and provide as much assurance as possible that each of the companies was strong and likely to endure." Here are the eight: IKEA, Lantech, Nucor, Ryanair, SRC Holdings, World Savings, Yellow Freight, and The Warehouse.
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7 of 7 people found the following review helpful By A Customer on December 1, 2002
Format: Hardcover
My preconception about this book was that it would be the usual stuff of cutbacks and running lean operations. I found to my delight a very entertaining, quite well written account of a number of real world success stories, companies that far exceed their respective industries' performance standards by staying focused on what is really important. The example companies apply the most striking logic and simplicity in the tests and standards they apply to themselves and their businesses. And as for cutbacks, the book makes clear that cutbacks are just not part and parcel of companies that have shown over time they know what they are doing and where they are going. These top performers ask what resources they need and then execute flawlessly in ways, as recounted by Jason Jennings, that increase your awareness as to what is truly important in business today. Read for yourself and draw your own conclusions, but I can assure you it will make you think about what passes for conventional business wisdom. Thumbs up from this reviewer.
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