Sam Palmisano’s 4 questions

During Sam Palmisano’s tenure, I.B.M. has been a textbook case of how to drive change in a big company — when so much of the study of business innovation focuses on start-ups and entrepreneurs.

Here is a glimpse of the thinking behind some of the major steps I.B.M. has taken under Mr. Palmisano’s leadership, based on interviews with him.

He says his guiding framework boils down to four questions:

• “Why would someone spend their money with you — so what is unique about you?”

• “Why would somebody work for you?”

• “Why would society allow you to operate in their defined geography — their country?”

• “And why would somebody invest their money with you?”

Mr. Palmisano formulated those questions in the months after he became C.E.O. in March 2002. His predecessor, Louis V. Gerstner Jr., recruited to I.B.M. in 1993, had already pulled the company out of a financial tailspin, first reducing the size of the work force and cutting costs, and then leading a remarkable recovery.

This info is extracted from a news article following change of CEO of IBM.

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About Roshini
I am a Leadership coach, with a passion to grooming leaders, and making leaders out of junior professionals. I love to help working women find the most required Work/Life Balance. I believe every human being has the power to shape his destiny and want to help as many people as can be to discover their inner potential.

One Response to Sam Palmisano’s 4 questions

  1. Pingback: Using Palmisano’s questions « Esteem Mind – Executive Coach Program in India

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