title: A letter to the chief executive.
abstract: Beyond the recent accounting scandals, something is wrong with the way most companies are managed today. That's the message of this fictional letter from a board member to a CEO, written by Joseph Fuller, CEO of strategy consulting firm the Monitor Group. The letter highlights the challenges and complexities of running a business in today's uncertain environment. And while it avoids the facile bashing of U.S. executives so common these days, the missive nonetheless casts a harsh light on the flaws that have recently been exposed in the American management model. The letter addresses a single CEO and company, yet it is intended to speak to executives and boards everywhere: "It wasn't the recession that caused us to make three acquisitions in two years at very, very high prices; the need to fuel [unreasonable] growth did. Nor was it the recession that caused us to expand our capacity in anticipation of gaining market share; rather, it was our own overly optimistic sales forecasts that led us to that decision. Where did those forecasts originate? From line managers trying to fulfill profit goals that we created after meeting with the analysts. "The root cause of many of the problems that became apparent in the last 24 months lies not with the economy, not with September 11, and not with the dot-com bubble. Rather, it lies with that willingness to be led by outside forces-indeed, our own lack of conviction about setting a course." Restoring sound, strategic decision making--thinking that looks beyond tomorrow's analyst reports--will go a long way toward keeping those outside forces at bay, according to Fuller.
authors.forename: Joseph
authors.initials: J
authors.lastname: Fuller
mesh_terms: D000288:Administrative Personnel; D003132:Commerce / Q000458:organization & administration*; D003659:Decision Making, Organizational; D004651:Employment; D005376:Financial Management; D005544:Forecasting; D006801:Humans; D007857:Leadership; D017146:Models, Organizational; D014481:United States