english - Gazelles

28 MASTERING THE ROCKEFELLER HABITSto split. The Sell circle splits into separate sales and marketing functions,requiring different personalities to head up each. (As a sidenote, the key measurable for marketing or business development islead generation.) The Make or Buy circle splits into separate operationsand R&D functions (or their equivalents—all firms should havesome form of R&D). And the Keep Good Records circle splits intoseparate accounting and finance departments. On the left side of themodel, growing firms tend to develop more specific functional areasfocusing on employees, (HR is the old term); focusing on customers,whereby the organization starts to create customer-focused teams tocomplement possible product-focused teams; and focusing on shareholderswhere public firms develop specific shareholder-relationsdepartments.In summary, the Right People Doing the Right Things Right modelencompasses the fundamental decisions leaders must make to successfullydrive any business. The rest of the book provides specifictools for addressing each of these areas.Copyright 2002 © por Verne Harnish