The Executive Rule & The “Middle Line”

CEOs and GMs ask me: can you help us increase revenue and improve the top line? Can you help cut cost and improve the bottom line?

My answer is, “yes! We can help you grow your top line! And we can improve your bottom line too!”

“How?” they ask. “It’s simple. We will help you improve your top line and your bottom line by focusing on your point of leverage­, your middle line.

In a challenging environment, leaders create breakthroughs or crash. For company leaders, the next worst thing to facing a tough business environment is creating their own lethal downward spiral. Unfortunately, that is exactly what some leaders are doing right now, destroying their business rapidly. No one wants to fly into the ground, but good pilots make terrible mistakes. How do I know? I have seen it. In this environment, leaders who are not aware of the impact of incongruent communication increase the damage by creating stress, fear and disengagement in their teams. In the desire or need to increase productivity they produce hyper-active or frozen environments, both leading to catastrophic productivity loss.

The carpenter’s rule is – “Take care of the edges and the middle will take care of itself.” The executive rule is opposite – “Take care of the core (the middle) and the bottom line will take care of itself.”

Your core is your middle line. The middle line hides your breakthrough potential to dramatically improve your top and bottom lines. In our rapid “mid-line workshop”, we ask: how are you in “the middle”? How are you in “the middle” with your people? How you are in “the middle” with your clients? How well are your people coping and managing in these challenging times? Do you bring out the best in people or are they more stressed and anxious around you? Do you help clients with their greatest source of pain? Do they know how to make the most of your products and services?

We are the experts of the mid-line. We help you focus on the great multipliers of your business – the key leverage points that generate results, grow your top line and improve your bottom line. Here are six mid-line factors that determine organizational and business results: great leaders and teams:

1. Cultivate relationships of trust
2. Develop creative solutions
3. Produce rapid alignment
4. Build leadership capabilities
5. Create effective execution
6. Generate energy and commitment

If you are absolutely serious about helping your teams raise the bar and turn challenges to opportunities – if you are committed to realize your goals call or write us to find out about a “mid-line inventory” and a rapid “mid-line workshop” for your team or entire organization. This innovative discovery workshop customized for your team will generate rapid results to help you improve your top and bottom line. We work with you to discover the best solution for your teams and business. The workshop can help you:

* Realign activities to capitalize on new opportunities.
* Free up and repurpose resources.
* Accelerate go-to-market strategy.
* Clarify decision rights, roles, responsibilities and objectives.
* Create rapid alignment and collaboration.

The “mid-line workshop” can be customized for large and small groups for half-day sessions or a series of shorter sessions. We’ll work with you to adapt the optimal format for your needs. And yes, we will improve your top and bottom line!
© Aviv Shahar

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