Join Amazon Prime and ship Two-Day for free and Overnight for $3.99. Already a member? Sign in.

It's Not What You Say...It's What You Do and over 300,000 other books are available for Amazon Kindle � Amazon�s new wireless reading device. Learn more

Quantity:

More Buying Choices

52 used & new from $0.72

Have one to sell? Sell yours here

Share with Friends

Share your own customer images

Search inside this book

Start reading It's Not What You Say...It's What You Do on your Kindle in under a minute. Don�t have a Kindle? Get yours here.

It's Not What You Say...It's What You Do: How Following Through At Every Level Can Make Or Break Your Company (Hardcover)

by Laurence Haughton (Author) "One day, executives at a multinational company presented their annual operating plans (AOPs) and budgets to the top brass..." (more)
Key Phrases: much accountability, Home Depot, Wall Street Journal, Time Warner (more...)

4.8 out of 5 stars See all reviews (10 customer reviews)

List Price:	$24.95
Price:	$19.96 & eligible for FREE Super Saver Shipping on orders over $25. Details
You Save:	$4.99 (20%)

In Stock.
Ships from and sold by Amazon.com. Gift-wrap available.

Want it delivered Monday, July 13? Choose One-Day Shipping at checkout. Details

27 new from $2.98 24 used from $0.72 1 collectible from $24.95

Also Available in:	List Price:	Our Price:	Other Offers:
Kindle Edition (Kindle Book)		$14.97
Paperback			Order it used!

Frequently Bought Together

Customers Who Bought This Item Also Bought

Made to Stick: Why Some Ideas Survive and Others Die

by Chip Heath

4.6 out of 5 stars (281) $16.50

Six Disciplines for Excellence: Building Small Businesses That Learn, Lead and Last

by Gary Harpst

4.7 out of 5 stars (19) $10.17

The Future of Management

by Bill Breen

4.4 out of 5 stars (38) $21.56

Thinking for a Living: How to Get Better Performances And Results from Knowledge Workers

by Thomas H. Davenport

4.1 out of 5 stars (16) $23.36

Think Big, Act Small: How America's Best Performing Companies Keep the Start-up Spirit Alive

by Jason Jennings

4.8 out of 5 stars (18) $16.47

› Explore similar items

Editorial Reviews

From Booklist
Haughton, a management consultant, presents stories of managers who have learned how to achieve excellence in thoroughness and reliability under the toughest competitive conditions. After extensive research, the author concludes that the key to corporate success is that whatever the objective, it must be executed flawlessly and everyone in the organization must understand the mission and assume responsibility for its success. In the author's view, commitment to follow through or the lack of it can make or break a company. He advises managers to like and listen to their staff and give them decision authority, although he warns against being rule-bound and unfair. His suggestions may appear elementary, but they bear repeating in our global marketplace where competition is fierce and companies often do not treat their employees as valuable assets that are critical not only to corporate survival but also to success. While an infomercial for Haughton's consulting practice, the book nevertheless offers important lessons for today's managers. Mary Whaley
Copyright © American Library Association. All rights reserved

Review
Advance Praise for It’s Not What You Say… It’s What You Do

“Laurence Haughton delivers a very relevant message in a world too often filled with promises made without the commitment to deliver. Facts are friendly and people are perceptive. If the facts don't support your claims and people see a lack of commitment to do what you say you will do – disaster is just around the corner.”
--Bill Zollars, Chairman, President & CEO, Yellow Roadway Corporation

“Brilliantly conceived and executed...a must read…BIG ideas jump off every page!”
--Jason Jennings, author of Less Is More

Praise for the National Bestseller It’s Not the Big That Eat the Small… It’s the Fast That Eat the Slow

“Powerful and refreshing… their snappy narrative moves and jabs.”
–Business Book Review

“This book is jammed with tactics for eliminating speed bumps along the road to changing the world.” –Guy Kawasaki, author of Rules for Revolutionaries
--This text refers to the Kindle Edition edition.

See all Editorial Reviews

Product Details

Hardcover: 256 pages
Publisher: Broadway Business (December 28, 2004)
Language: English
ISBN-10: 0385510411
ISBN-13: 978-0385510417
Product Dimensions: 9.3 x 6.4 x 1.1 inches
Shipping Weight: 1.2 pounds (View shipping rates and policies)

Average Customer Review: 4.8 out of 5 stars See all reviews (10 customer reviews)

Amazon.com Sales Rank: #673,035 in Books (See Bestsellers in Books)

Would you like to update product info or give feedback on images?

Inside This Book (learn more)

First Sentence:
One day, executives at a multinational company presented their annual operating plans (AOPs) and budgets to the top brass. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
much accountability

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Home Depot, Wall Street Journal, Time Warner, Bill Zollars, New York, Union Square, Harry Levinson, One Minute Manager, Sister Mary Jean Ryan, Watson Wyatt, Yellow Transportation, American Airlines, Hire Attitudes Over Experience, Jody Hoffer Gittell, Pella Corporation, Scott Fischer, Toyota Production System, Yellow Roadway Corporation, Academy of Management Executive, California Management Review, Garcia Media, Lynne Heitman, Mount Everest, North America, The Levinson Letter

New!
Concordance | Text Stats

Citations (learn more)

This book cites 14 books:

The Southwest Airlines Way by Jody Hoffer Gittell on page 200, and page 228
Charles Schwab by Vault Reports on page 4, and Back Matter
King Henry (Structural Readers) by William Shakespeare on page 182
The Fifth Discipline: The Art & Practice of the Learning Organization by Peter M. Senge on page 102
First Class Killing by Lynne Heitman on page 228

See all 14 books this book cites

What Do Customers Ultimately Buy After Viewing This Item?

	66% buy the item featured on this page: It's Not What You Say...It's What You Do: How Following Through At Every Level Can Make Or Break Your Company 4.8 out of 5 stars (10) $19.96
	23% buy Think Big, Act Small: How America's Best Performing Companies Keep the Start-up Spirit Alive 4.8 out of 5 stars (18) $16.47
	12% buy Hit the Ground Running: A Manual for New Leaders 4.8 out of 5 stars (11) $8.81

Explore similar items

Tags Customers Associate with This Product

(What's this?)

Click on a tag to find related items, discussions, and people.

business(2)

execution(2)

leadership(1)

management(1)

See all 5 tags...

Help others find this product — tag it for Amazon search

No one has tagged this product for Amazon search yet. Why not be the first to suggest a search for which it should appear?

Customer Reviews

10 Reviews

5 star:		(9)
4 star:		(0)
3 star:		(1)
2 star:		(0)
1 star:		(0)

Average Customer Review

4.8 out of 5 stars (10 customer reviews)

Share your thoughts with other customers:

Create your own review

Most Helpful Customer Reviews

13 of 13 people found the following review helpful:

5.0 out of 5 stars "Potential" means "you ain't done it yet." (Darrell Royal), March 18, 2005

By	Robert Morris (Dallas, Texas) - See all my reviews (TOP 50 REVIEWER) (REAL NAME)

Previously, Haughton co-authored with Jason Jennings a book which I admire very much, It's Not the Big That Eat the Small...It's the Fast That Eat the Slow, in which he and Jennings explain how to use speed to achieve and then sustain a decisive competitive advantage in business. In this volume, Haughton focuses on the importance of follow-through which he asserts (and I agree) often determines success or failure in a competitive marketplace, whatever its nature and extent may be. He insists that what makes or breaks an organization is NOT the result of finding (or not finding) the perfect strategy; rather, contrary to conventional wisdom, success or failure is determined by the nature and extent of follow-through at every and all levels of an organization.

Haughton's conclusions and assertions are based on extensive research (his and others,' duly cited) to explain disfunctions common to most organizations. For example, a situation cited in a research study conducted by Ohio State University's Fisher College of Business:

"Half of all the decisions a company makes in order to solve some problem or take advantage of some opportunity will fall through the cracks in less than two years...not because of uncontrollable factors like a recession, unexpected cost hikes or any other outside factors but simply from a lack of follow-through." In this context, there appears to be what Jeffrey Pfeffer and Robert I. Sutton characterize as the "Knowing-Doing Gap." How to prevent or overcome it? Haughton identifies four "building blocks," the components crucial to effective follow through:

1. Having [begin italics] a clear direction [end italics] so everyone understands where they're headed in no uncertain terms.
2. Matching [begin italics] the right people [end italics] to every goal.
3. Getting off to a great start with plenty of [begin italics] buy-in [end italics].
4. Making sure everyone maintains their momentum by increasing [begin italics] individual initiative [end italics].

Easier said then done? Of course. Haughton knows that and provides in the first three chapters several specific, practical suggestions as (1) to "how to turn vague, general, or conflicting expectations into clear, specific, and coordinated targets -- even if you're the manager stuck in the middle between headquarters, and customers," (2) "how to quickly connect the dots between what people say and what they really want, without them telling you in an overt of explicit manner," and (3) how to formulate and then implement "a system for thinking things through more thoroughly (even under tight deadlines) and fine-tuning your directions with tactics prone to [begin italics] succeed [end italics]." The balance of this book provides addition information, observations, and suggestions -- as well as countless anecdotes, real-world examples, and executive profiles -- which will help decision-makers in any organization (regardless of size or nature) to flourish.

Chapter 7 offers especially valuable material. In it, citing Anand Sharma's simple four-step strategy, Haughton explains how to outmaneuver the CAVE people (i.e. citizens against virtually everything) who rigorously -- and cleverly -- oppose all change initiatives which threaten what, in Leading Change, Jim O'Toole calls "the ideology of comfort and the tyranny of custom." (Please see pages 107-121 in It's Not What You Say....) Of great value, also, is Haughton's discussion of Leslie Robertson (a structural engineer who helped design the World Trade Center) and James Crowe (CEO of Level 3 Communications) in the book's final chapter. Both offer compelling examples of those who understand that follow-through is a way of life, not a strategy. As Haughton explains when concluding his book, "All managers must be willing to expose themselves (like Robertson and Crowe) and say, 'The robustness and stamina of the follow-through is my responsibility. All our promises have my name on them.' "

Those who share my high regard for this brilliant book are urged to check out the aforementioned Pfeffer and Sutton's The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action and O'Toole's Leading Change; also Clayton M. Christensen, Erik A. Roth, and Scott D. Anthony's Seeing What's Next: Using Theories of Innovation to Predict Industry Change; and Marco Iansiti and Roy Levien's The Keystone Advantage: What the New Dynamics of Business Ecosystems Mean for Strategy, Innovation, and Sustainability.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

3 of 3 people found the following review helpful:

5.0 out of 5 stars SOLID ADVISE ON GETTING BEYOND PLANNING!, February 27, 2005

By	Gerry Stern "Stern's Management Review Online" (Culver City, CA United States) - See all my reviews (REAL NAME)

Lack of follow-through is a leading cause of company failure. This book tells the stories of a unique group of managers who have mastered the art of making things happen: execution.Their stories and the lessons learned are presented around four building blocks which are the components crucial to following through: 1) having a clear direction, 2) matching the right people to every goal, 3) getting started with lots of 'buy-in,' and 4) ensuring everyone maintains momentum by increasing individual initiative. How these four keys to follow-through are achieved forms the substance of this work. In the book you'll find the author addresses how to overcome a variety of obstacles to getting things done. The author spotlights what works and what does not in real-world situations. A solid, practical book providing down-to-earth guidance for managers seeking to get people into action and keep them moving forward.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

2 of 2 people found the following review helpful:

5.0 out of 5 stars It's All About Action, May 6, 2006

By	Kevin Eikenberry "Remarkable Leader" (Indianapolis, IN USA) - See all my reviews (REAL NAME)

Some books titles draw me in immediately. Such was the case with this book - I mean would anyone disagree with this title?

Even so the book sat on my shelf for quite awhile. Once I picked it up, I read it in about a day and a half.

It's that good.

The book is built on four building blocks - the cornerstones the author identifies to creating greater follow-through in any organization.

- Clear Direction
- The Right People
- Buy-in
- Individual Initiative

I love that Haughton uses the phrase building blocks, because that is what they are. He reminds to forget quick fixes, but rather to get back to the basics. Then he gives us ideas and examples of what we can do that will predictably create projects and initiatives that will create results, rather than disappointments.

This is a book about personal leadership accountability and how to create an organizational expectation of higher accountability. In other words, this is a book about getting greater results. Read it and you will get many ideas on how to do just that.

So read it . . . and hold yourself accountable for putting what you learn into action.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

Share your thoughts with other customers: Create your own review

› See all 10 customer reviews...

Most Recent Customer Reviews

5.0 out of 5 stars Excellent. Much better than "Execution"
Quoting the conclusion of "The Everygreen Project" in the Introduction, the author made his theme loud and clear: "it matters very much though that whatever you choose to... Read more

Published on July 3, 2007 by ServantofGod

5.0 out of 5 stars A refreshing, enjoyable book to read with great examples
Too often I find that I have to push myself to get through business books, but Laurence's book combines an easy reading style, engaging examples, and relevant practicals to keep... Read more

Published on March 9, 2006 by William Barberg

3.0 out of 5 stars Close the Gap, What A Company Can Do, What Really Happens.
To be a successful business, you must have a clear direction with the right people who have the abilities to do the job wholeheartedly. Read more

Published on June 7, 2005 by Betty Burks

5.0 out of 5 stars Getting it done
Great customer service is based on emapthy but how do you teach empahty to service workers? Haughton's chapter of Reading Between the Lines does it. Read more

Published on May 26, 2005 by Richard G. Foss

5.0 out of 5 stars Excellent Guidance for CEOs and Managers
Laurence Haughton has hit a home run with this book. A combination of insight and memorable stories make this a key primer for both executives and managers. Read more

Published on May 24, 2005 by Alexander T. McMahon

5.0 out of 5 stars Too much accountability, How can that be?
A must for managers, CEO's, and business entrepreneurials in 2005. "It's not what you say, It's what you do" is a compelling and unique read detailing new ideas to ensure follow... Read more

Published on February 12, 2005 by Dave La Pouple

5.0 out of 5 stars Destined to be a bestseller
Liked the writing style--the author uses real-life examples to support easy-to-understand principles/building blocks to achieving success on business initiatives. Read more

Published on January 19, 2005 by Charles D. James

› See all 10 customer reviews...

.jsOffDisplayBlock { display: block; } .jsOffDisplayInline { display: inline; } .jsOffVisibility { visibility: visible; } .jsOnDisplayBlock { display: none; } .jsOnDisplayNoneBlock { display: block; } .jsOnDisplayNoneInline { display: inline; } .jsOnDisplayInline { display: none; } .jsOnVisibility { visibility: hidden; } .jsOnDisplayBlock { display: none; } .jsOnDisplayInline { display: none; } .jsOnVisibility { visibility: hidden; }

Customer Discussions

Beta (What's this?)

New! See all customer communities, and bookmark your communities to keep track of them.

This product's forum (0 discussions)

	Discussion	Replies	Latest Post
	No discussions yet

Ask questions, Share opinions, Gain insight

Start a new discussion

Topic:

First post:

Receive e-mail when new posts are made

Prompts for sign-in

[Cancel]

Guidelines

Active discussions in related forums

Discussion	Replies	Latest Post
business Get Rich Cheating	0	8 days ago
business Decision Options	0	16 days ago
business A funny, nonfiction blog about work	1	16 days ago

The Business community

Latest activity 4 minutes ago

8,446 customers have contributed 6,684 products, 1,061 lists & guides and more...

› Explore the community

The Leadership community

Latest activity 4 minutes ago

6,730 customers have contributed 4,462 products, 758 lists & guides and more...

› Explore the community

Explore more

› See all Customer Communities

› Your communities

Product Information from the Amapedia Community

Beta (What's this?)

Be the first person to add an article about this item at Amapedia.com.

› See featured Amapedia.com articles

Listmania!

Management & Leadership: A list by Virginia T. King
Books I intend to read: A list by Rags Srinivasan "Rags"
Business Leadership: A list by Tom Hayes

Create a Listmania! list

Look for Similar Items by Category

Up to 50% Off Chocolates

Save up to 50% on gourmet chocolates from Ghirardelli, Godiva, Leonidas Belgian Chocolates, and more from Amazon Gourmet.

Big Savings in Books

Find great titles at fantastic prices in our Bargain Books Store.

Be Fire Safe

A properly installed and maintained smoke alarm is the smartest, easiest, and most inexpensive way to protect your household from fire deaths and injuries.

›Shop smoke alarms now