Strategy and the Fat Smoker; Doing What's Obvious But Not Easy [Hardcover]

David H Maister (Author)

Book Description

Publication Date: January 2, 2008

We often (or even usually) know what we should be doing in both personal and professional life. We also know why we should be doing it and (often) how to do it. Figuring all that out is not too difficult. What is very hard is actually doing what you know to be good for you in the long-run, in spite of short-run temptations. The same is true for organizations. What is noteworthy is how similar (if not identical) most firms' strategies really are: provide outstanding client service, act like team players, provide a good place to work, invest in your future. No sensible firm (or person) would enunciate a strategy that advocated anything else. However, just because something is obvious does not make it easy. Real strategy lies not in figuring out what to do, but in devising ways to ensure that, compared to others, we actually do more of what everybody knows they should do. This simple insight, if accepted, has profound implications for 1. how organizations should think about strategy 2. how they should think about clients, marketing and selling and 3. how they should think about management. In 18 chapters, Maister explores the fat smoker syndrome and how individuals, managers and organizations can overcome the temptations of the short-term and actually do what they already know is good for them.

Editorial Reviews

Review

Knowing what your company needs to do is relatively obvious: the test for us all is actually making it happen. David Maister reminds us remorselessly of this painful truth and then, through anecdote, metaphor and case history, more than compensates by showing us how to turn empty aspiration into hard reality. (Sir Martin Sorrell, CEO, WPP) --Sir Martin Sorrell, CEO, WPP

Strategy and the Fat Smoker is a masterpiece - a rare blend of wisdom, experience, and humility. Every manager, and anyone who works in a professional services firm, ought to read this lovely book. (Robert I. Sutton, Stanford Professor and co-author of The Knowing-Doing Gap.) --Robert I. Sutton, Stanford Professor and co-author of The Knowing-Doing Gap.

David Maister has built a career on giving unerringly wise advice to those of us in the business of advising and leading. He offers the reader the motivation, tools and wisdom to achieve more than we might ever have thought possible. This is essential reading for anyone determined to succeed. (Paul A. Laudicina, Managing Officer and Chairman of the Board, A.T. Kearney) --Paul A. Laudicina, Managing Officer and Chairman of the Board, A.T. Kearney

About the Author

David Maister is widely acknowledged as one of the world's leading authorities on the management of professional service firms. For 25 years he has acted as a consultant to the most prominent professional firms around the world, on a wide variety of strategic and managerial issues. Prior to launching his consulting practice in 1985, he served on the faculty of the Harvard Business School. He is the author of the bestselling books Managing the Professional Service Firm (1993), True Professionalism (1997), The Trusted Advisor (2000), Practice What You Preach (2001) and First Among Equals (2002.)

Product Details

• Hardcover: 288 pages
• Publisher: The Spangle Press (January 2, 2008)
• Language: English
• ISBN-10: 0979845718
• ISBN-13: 978-0979845710
• Product Dimensions: 9.2 x 6.4 x 0.9 inches
• Shipping Weight: 1.3 pounds (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (16 customer reviews)
• Amazon Best Sellers Rank: #249,634 in Books (See Top 100 in Books)

More About the Author

David H. Maister, one of the world's leading authorities on the management of professional service firms, is the author of several successful books, including Managing the Professional Service Firm, True Professionalism, and Practice What You Preach, and coauthor of The Trusted Advisor.

Customer Reviews

Most Helpful Customer Reviews

17 of 17 people found the following review helpful:

5.0 out of 5 stars One of the most useful strategy books in print, January 3, 2008

By 

J. Shaffer "Jim Shaffer" (USA) - See all my reviews
(REAL NAME)   

This review is from: Strategy and the Fat Smoker; Doing What's Obvious But Not Easy (Hardcover)

David Maister has written another very readable, logical, practical book that's brimming with common sense. It's for leaders who could use a Dutch uncle's bony index finger in their sternum to remind them of what they already know but don't have the focus and discipline to do day after day.

As a management consultant for the past 25-plus years, I've watched leaders struggle with defining, clarifying and implementing business strategies. They struggle because it's not easy work. It's like dieting or quitting smoking and staying with it. It's hard work.

Drawing on the diet/smoking analogy, Maister offers up useful ways to think about strategy--starting with having the right mindset. To this he introduces tools, techniques and processes to make strategy work...this time.

He's so usefully blunt with that bony index finger. "Real strategy lies not in figuring out what to do, but in devising ways to ensure that, compared to others, we actually do more of what everybody knows they should do." So, strategy is not just about strategy, but execution.

And commitment and resolute focus. "You can't achieve a competitive differentiation through things you do 'reasonably well most of the time.'"

And discipline. "The necessary outcome of strategic planning is not analytical insight but resolve."

And knowing when to say no. "Strategy is deciding whose business you are going to turn away."

Maister covers the gamut, from building ownership and accountability in the strategy (consequences for non-compliance), avoiding temptation, creating rules to live by, clarifying expectations and roles for leaders and overcoming obstacles that I have seen leaders struggle with over the years.

Of all the business books that flood the market these days, Strategy and the Fat Smoker stands out for its practicality, common sense and long-term usefullness. It's already a dog-eared reference book on my bookshelf.

Jim Shaffer
Jim Shaffer Group

27 of 31 people found the following review helpful:

5.0 out of 5 stars Sure to become a classic, January 3, 2008

By 

Michael A. Dewitt "Mike DeWitt" (Scottsdale AZ) - See all my reviews
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This review is from: Strategy and the Fat Smoker; Doing What's Obvious But Not Easy (Hardcover)

Length:: 6:24 Mins

A look inside what will likely be the best business book of 2008. David Maister has collected decades of experience into what may be seen as the ultimate management BS detector. He shreds fads and provides common sense advice to people who are serious about improving leadership, management, and customer relationship capabilities. We'll look at each section and the content and format that makes this book so special.

6 of 6 people found the following review helpful:

4.0 out of 5 stars If you are a lawyer, accountant, consultant or architect (or work for them) you need to buy this book this book now! Right now!, January 17, 2008

By 

Jeff Scurry (Chicago, Illinois) - See all my reviews
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This review is from: Strategy and the Fat Smoker; Doing What's Obvious But Not Easy (Hardcover)

It's a new year and you want to lose weight. You know what to do. Odds are, however, that you will not do it.

So it goes with professional service firms strategies. Every firm knows what to do but they just don't do it. Why? Because they aren't sick. Once they have that first heart attack things will change.

That is the central point David makes in this great book. He makes the point simply and effectively and this is a must read for every person who lives by the billable hour.

Heads of firms should skip straight to the chapter titled "The Chief Executive's Speech." Take it, put it on some note cards and give it the next beginning of the fiscal year all-hands meeting. This is what you should be saying instead of the things you've been saying before.

I hope to hear that some firm has ditched their current strategy and replaced it with David's. That firm will make more money than their competition.