Winning Now, Winning Later

Apply intellectual rigor to business decisions to achieve short- and long-term results.

Many business leaders believe that hitting short-term goals and investing in the long term are mutually exclusive. They wonder, for example, if they can achieve their projected quarterly numbers – a short-term objective – while also paying attention to long-run performance. Considering the immediate and future implications of a business decision requires intellectual rigor; it necessitates broadening your decision-making frame of reference beyond the factors immediately in front of you.

If those at the top act as role models for this intellectual mindset and expect others to meet that standard, it will permeate throughout the organization. Former Honeywell CEO David Cote believes leading is fundamentally an “intellectual activity.” He urges leaders to become “scholars” of their organization, and to invest time researching and understanding their businesses.

Spend time with people at every level, in particular those at the front line. Ask probing questions – and expect well-argued and considered answers. Request numbers to back up proposals...