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Manage to Win

Learn how to reshape and reposition your company to meet tougher challenges and competitors, when to confront and when to retreat, how to assess risk and opportunity and how to move to seize opportunities and knock out the competition.



Revitalise your business and wrong-foot your competitors

This very practical book uses real-life case-studies and examples throughout the text. It also includes an extensive appendix of practical guidelines, numerous management tools and usable checklists to help you grow your business and it's managers from start-up to success.



  • Winning actions of managers

One: Revitalize your strategies, reinvent your managerial skills

  • Market Classifications
  • The Psychology of Applying Strategies and Tactics

Two: Estimate your chances for success

  • A 5-Step Process to Estimate Your Chances of Success
  • Corporate Culture
  • Business Intelligence
  • Data Mining
  • The World Wide Web and the Information Revolution
  • Knowledge Management

Three: Act with speed and decisiveness

  • Using Speed as a Strategy
  • Managing an Organization
  • Organizing for Speed and Quick Reaction
  • Applying Cultural Diversity

Four: Develop offensive strategies: your defining moment as a manager

  • Seven Applications to Enhance Your Management and Strategy Skills
  • Selecting a Market Segment
  • Using Field Ethnography to Select a Market Segment

Five: Energize your company’s potential, develop invincibility

  • Areas of Vulnerability and Invincibility
  • Business Ethics and Invincibility
  • Manage, Control and Deploy Resources

Six: Create an ongoing momentum among your employees – the opportunities are limitless

  • The Planning Process
  • Energizing Your Company
  • Developing Opportunities
  • Global Business

Seven: Strategies to activate profitable growth

  • Positioning a Product
  • The Power of the Indirect Approach
  • Competitive Intelligence
  • Developing a Competitive Intelligence System
  • Competitive Intelligence Applications

Eight: Lead by making strategic manoeuvres

  • Manoeuver – Turning Misfortune to Advantage
  • What, then, is Behind this Leadership Trait Called Heart?
  • Psychological Dimensions of Leadership

Nine: Manage by harnessing the full potential of your people

  • Orienting Front-Line Personnel With a Strategic Mindset
  • Responding to Opportunities
  • Determining Your State of Readiness
  • Applying Information Technology

Ten: Lead by signs, signals and movements

  • Techniques to Uncover Signs, Signals and Movements
  • Techniques to Guide Movements into Four Types of Markets
  • Interpreting Signs, Signals and Movements

Eleven: Manage by understanding the nature of markets

  • Competitive Strategies for Six Types of Markets
  • Leadership and Personnel Relationships

Twelve: Lead by employing agents – the manager’s lifeline to successful performance

  • Guidelines to Employing Agents
  • How Competitive Secrets Leak Out
  • Getting Employees to Talk
  • Intelligence and the Law

Thirteen: Implementing tactics: the hands-on test of leadership

  • Advertising
  • Sales Promotion
  • Sales Force
  • The Internet

Conclusion: looking ahead as you manage to win


  • Duties and Responsibilities of a Cross-Functional Team
  • The Strategic Business Plan Forms and Guidelines
  • Section 1: Strategic Direction
  • Section 2: Objectives and Goals
  • Section 3: Growth Strategies
  • Section 4: Business Portfolio Plan
  • Tactical Section
  • Section 5: Situation Analysis
  • Section 6: Opportunities
  • Section 7: Tactical Objectives
  • Section 8: Tactics and Action Plans
  • Section 9: Financial Controls and Budgets
  • General Electric Business Screen
  • Product Life Cycle


‘Throughout the growth phase of a company, managers need to be able to keep changing gears, sometimes from one hour to the next… the managers who learn to enjoy those gear changes are the managers who thrive. Manage to Win is perfectly positioned to help managers to do just that, to prepare them for the disruptive changes that come with growth, and to give them the tools to manage those changes successfully. Norton Paley’s premise is right on target.’

Paul Lee, (Former) CEO, BBC America

‘Norton Paley has once again captured the essence of winning management strategies. He’s taken a complex set of concepts and refined them down to an easy-to-understand guidebook for today’s busy manager. Norton’s plain English, common sense approach to managing in today’s ever-changing markets removes all of the pitfalls a manager would normally face without this wonderful insight. This book is a ‘must have’ for any manager intent on success.’

Edward J. Fred, CEO and President, CPI Aerostructures, Inc.

‘Leading an enterprise can be both exhilarating and terrifying, whether it’s a Fortune 500 corporation, an organic iced tea company, or the corner deli. Norton Paley’s insights on anticipating and outflanking the competition could prove invaluable to a manager facing key decisions.’

Seth Goldman, CEO and President, Honest Tea, #117 on Inc. Magazine’s 500 Fastest Growing Private Companies

‘Norton Paley has written a book extremely relevant for today’s modern leader. He couples new age business examples with time-proven theory, tactics and strategies to give a clear blueprint for success in an ever-changing world.’

Warren D. Krug, Vice President, Emerging Commercial Markets Group, Washington Mutual Bank


Norton Paley

Norton Paley lives and works in the USA and has over 25 years’ experience as a marketeer, lecturer and author. He has written several successful books and is a regular contributor to The Management Review and Sales and Marketing Management.

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