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Music, Medicine and Trout

Oil painting of Franz Schubert
by Wilhelm August Rieder (1875)

Lunch time talk with my business partner who was a doctor for many years drifted into our founder Sir Stamford Raffles suffered from syphilis which is a STD and he also kept a Chinese mistress in Singapore.

The composer of "The Trout" Franz Peter Schubert in my previous article on Omega-3 died a bachelor of syphilis. Some music historian attribute his death to typhoid perhaps to remove the shame attached.

For those who are familiar with classical music, please skip the next two paragraphs as I explain the nomenclature.

Why label great classical works with monolithic and unimaginative titles? Having a meaningful name "The Trout" is a rare honour. The technically correct name is Piano Quintet in A major D.667 and lets unravel the actual name. Piano Quintet means a Piano accompanied by a String Quartet. Quintet is a root word for 5 and therefore 5 performers. A string quartet; quartet meaning 4; normally consists of 2 Violins, Viola and Cello but Schubert had one of the two violins substitued with a double bass in this case. The line up would be Piano, Violin, Viola, Cello and Double Bass. The D.667 is a reference number and most commonly used as Opus except for some composers like Schubert and Bach. A WvO or Posth means no reference attached or done posthumously after the death of the composer.

The next piece to unravel are the movements. Most pieces come in 3 or 4 movements. The transition from one movement to another can be punctuated with a pause or can be stringed together with no pause. Have attended concerts where some audience clap inappropriately between movements. If unsure, follow the crowd in your next visit to a concert. The label attached to each movement normally indicates the speed, mood and other special instructions. The Trout has 5 movements in our piece are I Allegro vivace, II Andante, III Schrezo: Prestissimo, IV Andantino - Allegretto, V Allegro guisto. Most of these words are Latin in origin. Some popular musicians attach titles like Andante Cantabile without reference the composer and title which shout of their possible lack of knowledge in classical music.

The maxim dead artists are worth or cherish more after their death hold true in this piece. The piece was written when he was 22 years old but was only published 10 years later or one year after his death. The piece was commissioned by a weathy music lover Sylvester Paumgartner. In current context, it means a for profit work where the artists gets funding ( and directions ) from the customer.

Jeremy Siepmann have this to say about this work "..irresistible piece of such infectious good humour....(how a) tightly structured quartet conjure up such a crystal clear aquatic picture" which explains the special name of The Trout. Perhaps you are more more ready to dive into the entire 5 movements now and enjoy it in the process.

Trout like most oily fish is a good source of Omega-3 as opposed to whitefish. Oily fish have oil in many parts of their body and contain an avergae of 30% more oil than whitefish which only have oil in their liver.

Lastly, for the more adventerous, these are highly recommended recordings gleaned from Gramophone Classical Music Guide.

1. James Levine, Gerhard Hetzel, Wolfram Christ, Georg Faust, Alois Posch. DG 431 783-2GH DDD
2. Christian Zacharias, Leipzig Quartet (Andreas Seidel, Ivo Bauer, Matthias Moosdorf ) Christian Ockert. MDG 307 0625-1 DDD

Peter Lye aka lkypeter
lkypeter@gmail.com Safe Harbor. Please note that information contained in these pages are of a personal nature and does not necessarily reflect that of any companies, organizations or individuals. In addition, some of these opinions are of a forward looking nature. Lastly the facts and opinions contained in these pages might not have been verified for correctness, so please use with caution. Happy Reading. Peter Lye (c) Peter Lye 2014

Photos: Wikipedia(r)Creative Commons Attribution-ShareAlike License

"META" Censorship-To Singapore with Love by Tan Pin Pin

Explaining 'meta-data' is like double talk as it literally means data about data. It is fine to be

confused for the moment as the concept shall unveil itself by the end of this piece or I would be in trouble.

The Book

The latest spin in Singapore's chapter of cyber space revolves around the media regulator Media Development Authority (MDA) decision to attach a Not Allowed for All Rating (NAR) to the 2013 film "To Singapore with Love" by Tan Pin Pin. NAR is the apex rating meaning fully banned without exceptions and possession can be criminal as well.

Statement from MDA on their rationale for the NAR is as follows; "MDA has assessed that the contents of the film undermine national security because legitimate actions of the security agencies to protect the national security and stability of Singapore are presented in a distorted way as acts that victimised innocent individuals"

The NAR news went viral quickly on Internet with a plethora of varied comments. Some in

Tan Pin Pin

coarse to the more refined academic and poetic language. Language aside, the contents of the discourse runs through a common vein. Allow it to be screened and let the public be the final arbitrator of truth privately and not collectively as opinions are not likely to be uniform.

Perhaps, the dispensation of communism, race and religion can polarize Singapore into disarray has passed. Singaporeans have grown up and no longer an immature populace requiring paternalistic oversight by the government to keep us safe from harms way.

Not withstanding these, I tend to support that some government operations have to be covert for national interest and even USA acknowledges this. However, these agencies like Secret Service, CIA, FBI and Homeland Security are accountable to a very select and small Congress oversight committee. They do have some form of blank cheque but large cheques will be scrutinized by the oversight committee after the fact as many of these covert operations are time sensitive.

The dictum today's news is tomorrow's history is even embraced by Lee Kuan Yew. He recognized this in his memoir mentioning that most probably some doctoral candidates might choose to research the dispensation on Singapore and Lee Kuan Yew during his rule.

Finally, the raison d'etre for this piece is to facilitate the explanation of the concept of Meta Data. So please do not attach any political affinity to this piece and the author.

There is no denying that chatter ( Meta Data) about the film and its rating by the government most probably generated more and varied materials than the film itself. Some of my friends in sales and marketing went so far as "Dirt Sells" by way of free news print acreage. People are curious by nature. Banning it will generate more curiosity. Perhaps law makers should consider censoring 'Meta Data' if there is ever such a phrase or even possible.

Peter Lye aka lkypeter
lkypeter@gmail.com Safe Harbor. Please note that information contained in these pages are of a personal nature and does not necessarily reflect that of any companies, organizations or individuals. In addition, some of these opinions are of a forward looking nature. Lastly the facts and opinions contained in these pages might not have been verified for correctness, so please use with caution. Happy Reading. Peter Lye (c) Peter Lye 2014
Wikipedia®Creative Commons Attribution-ShareAlike License

Ebola-An Economic & Political Solution?

The 1995 movie "Outbreak" by Morgan Freeman portrayed an Ebloa like outbreak but is manufactured in Hollywood so take it with a pinch of salt. The six month old Ebola crisis which started in Guinea, has spread to Liberia and Sierra Leone and claimed about 2,100 lives. It caught the attention of the world but not serious enough move them to response at the requisite level. This is important as the solution to the problem might lie in the economic and political sphere than medicine.

The SARS outbreak in 2003 grabbed global attention with a quick world-wide clarion call coordinated by WHO. The response to Ebola had been tardy and half hear-ted thus far. Voices of politicians have been anything but lip service literally.

The reason could be manifold one of which is “The long and ugly tradition of treating Africa as a dirty, diseased place” written by Laura Seay and Kim Yi Dionne for The Washington Post. The global community must rid itself of this old dictum and rise to the occasion by embracing all human lives as equal. ( but some are more equal than others; punt intended from Animal Farm).

Ebola’s historical mortality rate is close to 90% according to WHO but experts are reporting rates in the neighborhood of 60%-80% in the field this time round. This could be due to better care. In comparison, SARS actual mortality rate for the 2003 outbreak was only 9.6%.

Both diseases have some commonality. Proven preventative (vaccine) and therapeutic treatments are not available. Only supportive care to help the body fight the disease is available.

A number of drugs are in various stages of development but nowhere near human trial. Some quarters propose deploying them into the field immediately with little to loose in view of such high mortality. Some objections seem valid but others sound frivolous.

Firstly, it could kill the patient and unleash dangerous novel disease. There is no Bio-Safety-Level (BSL) facility in the field and accidents might lead to catastrophic outcomes.

Scientist that live in glass houses are even voicing that there is no means to construct proper double blind trial test and therefore the outcome is of limited future scientific value.

The supply is limited and cannot be increased quickly. Decisions on who gets the drug might be a sociological nightmare.

The administrators or politicians at FDA in USA do not want a binding precedent that drug companies might exploit in future. The affected 3 African countries' equivalent “FDA” are primordial and grossly lacking in scientific capabilities and they are unlikely to be the road block.

The real life field situation is akin to the movie “Outbreak” but the similarity ends with the solution. The “Index” primate was located in a remotely improbable drama fueled by the imagination of the script writer. The extracted anti-gen works like an elixir in delivering an almost instant cure. The anti-gen was mass produced and distributed and the day was saved by Morgan Freeman. We are not witnessing such solutions in Africa.

The solution to the Ebola epidemic in Africa is right in front of us.

Firstly, it has been proven that with better supportive treatment, the mortality rate goes down drastically. This has been proven to a small extent by the few cases that were repatriated back for treatment. Although we cannot be totally sure of the outcome, we are definitely sure that this course of action have little or no risk but might drain the treasuries as air dropping military field hospitals and personnel is not going to be cheap. Politicians are unlikely to support this because of Not In My Backyard (NIMBY) as the R0 or the measure of infectiousness is low and therefore remote possibility of Ebola reaching their shores unlike SARS which has a higher R0. In addition, if it does, the collateral damage is minimal as it is easily contained with good health infrastructure.

Secondly, there is proof to support Ebola as an orphan disease. Since its discovery in 1976, the number cases is not exactly small but the patients are mostly the poor in Africa with limited capability to pay for the drug. There is limited incentive for drug companies to invest in. Other funding channels to fund or co-fund such initiatives are government, charitable foundations and NGOs. Even with such assistance, it is not easy to attract talent into such specialties in enough numbers to support a viable infrastructure for such work.

The process from Bench to Bed is an insidiously long process because drugs are becoming more complex and harder to test for efficacy, safety and many other factors. Man kind cannot be so myopic and be directed by $ alone.

We might not have a medical cure for Ebola but as a global community, we do have the means to arrest this outbreak by putting enough resources and change cultural norms in Africa. The will to do so by politicians might be weaker as it seems that Africa had brought this upon her self.

Cloudy Computing

Cloud Computing was controversial in its infancy but has gain credibility quickly as advantages over main stream computing gain cloud.

The recent leakage of nude pictures of some celebrities like Jennifer Lawrence and Kate Upton from Apple iCloud has delivered major set backs to Cloud Computing.

The prospect of Cloud Computing has indeed turn more cloudly.

Perhaps Cloudy Computing might be a more appropriate name at this stage or consider a better name for Cloud Computing. by Peter Lye

Gaza War-Proxy in the making

Watching reported causalities mount as diplomatic cease fire effort falls on deaf ears is gruelling. The bigger concern is the possibility of the conflict growing into a global scale polarized upon the axis of religion.

USA Secretary of State John Kerry has openly admitted he has no political leverage to ask Israel to cease fire while HAMAS continue flying missiles into Israel. The defensive missiles for the Iron Dome to neutralise incoming missiles in flight is provided by USA to Israel.

On the other side of the equation, although HAMAS is openly criticised by most Muslim countries, they seems to be gaining sympathisers from fellow Muslim around the world starting with humanitarian aid. Such humanitarian aid can turn to both military and militant very quickly.

USA must calibrate her support for Israel even if they see this as an opportunity to eliminate HAMAS. God forbid ( of various incarnation ) for this conflict to turn into a world war divided between Muslim and that rest of the world.

I am glad that in Singapore, cabinet ministers are already preempting this possibility with our Muslim population though the possibility is very remote as Singapore Muslims are a thinking lot.

Peter Lye aka lkypeter
lkypeter@gmail.com Safe Harbor. Please note that information contained in these pages are of a personal nature and does not necessarily reflect that of any companies, organizations or individuals. In addition, some of these opinions are of a forward looking nature. Lastly the facts and opinions contained in these pages might not have been verified for correctness, so please use with caution. Happy Reading. Peter Lye (c) Peter Lye 2014

Coaching in Asia- Mind over Matter on Stigma

What is coaching? Eminent coach Jeffrey T Sooey; President of JTS has categorically stated being a coach is NOT equivalent to being a consultant, guru, expert, psychologist or friend. This is important as coaching has been closely associated rightly or wrongly with psychotherapy, psychiatry or sanity.

This is important in Asia because in general, psychology, psychiatrist and sanity are viewed narrowly in a binary manner or either sane or insane instead of a continuum. To combat this, Institute of Mental Health in Singapore started an Early Psychosis Intervention Programme to overcome the stigma and get patients to seek help earlier for better outcomes. In the same vein, one should also seek coaching earlier as you never know how it can help unlock the potential in you.

In a nutshell, coaching is supportive in nature involving training, teaching and development to reach professional or personal goals. It is more developmental rather than therapeutic as described above.

The Chinese Experience

(c)Peking University

We shall examine how coaching was already in existence in ancient time by examining the famous “Romance of the Three Kingdoms” written by Liu GuanZhong around 14 century as a non-fiction. It was set against the backdrop around the end of Han Dynasty and start of Sui Dynasty. Between these two dynasties, China went through a period of disunity and the Three Kingdoms was a part of this chaotic era. Though it was written as a novel, it had a strong dose of historical fact embedded to qualify as one of the great four great writings of Chinese literature therefore reflective of the culture of that era. The significant characters of interest are advisors Zhuge Liang and Sima Yi together with their masters Liu Bei and Cao Cao respectively.

The plot is thick, complex and long but the important plots here were the four main castes. The two leaders by way of benevolent Liu Bei and villain Cao Cao and their advisers Zhuge Liang and Sima Yi. In today’s context we could equate both Zhuge Liang and Sima Yi as having played the role of coach to their leaders. It was very evident that the advisers were not part of the line of authority and served in staff role giving them a more objective perspective. In coaching lingua franca, we would put them as not belonging to the system. Their primary role was to ensure the success of their masters and they were trusted and highly regarded by their masters. They do not hold direct executive power in most instances save for short period of time when the situation was dire. This distinction is important as coaches that cross this line to be part of the system normally do so with non-optimal outcomes if not managed carefully.

“The Art of War” widely attributed to Sun Tzu is another prime example. Although the authorship is still highly debated amongst scholars in light of new archaeological findings. This discourse is not important to us as there is common agreement that it existed way before the “Romance of the Three Kingdoms”. This book has reached renowned status globally and has been translated into many languages and adopted by many modern management schools and practitioners. Sun Tzu was a military advisor and/or general to King Hule of Wu State and highly regarded as an advisor to the King. It is interesting that the legacy he left behind in this book has served as a virtual coach to the many readers of his book who internalized the dictum appropriately. In the contentious chapter 11 of his book, he states the leader must be "serene and inscrutable" and capable of comprehending "unfathomable plans" which was against many modern thinking that the leader must stay in touch with ground zero. This truism was most probably why a leader needs a coach. A coach can apply frameworks more independently being NOT a part of the system and therefore able to help the leader see the forest from the trees better as both aspects are equally important.

Modern US Government

In modern government like USA, the President is surrounded by many advisors specializing in different areas like homeland, security, economics etc, as well as secretaries. A key differentiator between these advisors and the secretaries surrounding him lies in the fact that the advisors are non-executive in nature whereas those of the secretaries are executive in nature either directly or by fiat. By doing so, these advisors are also playing the role of a coach being detached from the system itself and having less issues when it comes to conflict of interests.

The “realization of what you are lacking is the beginning of knowledge” and coaching might bridge that all important divide standing between you and your goals in both the corporate and/or personal arenas. So what is stopping you from calling a coach and examine what a difference coaching can make to you and your key men and make a difference in your organization.

Peter Lye aka lkypeter
lkypeter@gmail.comSafe Harbor. Please note that information contained in these pages are of a personal nature and does not necessarily reflect that of any companies, organizations or individuals. In addition, some of these opinions are of a forward looking nature. Lastly the facts and opinions contained in these pages might not have been verified for correctness, so please use with caution. Happy Reading. Peter Lye
(c) Peter Lye 2014

The Great Singapore CPF (pension) Discussion.

Source: CPF.GOV.SG

Dr. TOH Chin Chye as a pioneer batch of PAP ministers spoke in parliament in 1984 that "The fundamental principle is this. The CPF is really a fixed deposit or a loan to the government, which can be withdrawn at a fixed date when the contributor is 55 years old." It ought to generate more questions about his reason for this passionate statement on CPF and went to far as to say "It is as simple as this, that the CPF has lost its credibility, the management of it. This is fundamental."

I am happy to say that current government still recognizes the gravity of this fundamental as 55 years old withdrawal lamp post is still there but might not shine as brilliantly as in the past.

For the fortunate few that can meet both the special and medisave minimum sums ( which will be S$155,000 and S$40,500 for special and medisave account respectively as 1st July2014 ), it is not that bad as they can still withdraw remaining amount above the minimum sums. They can collect the minimum sum when they hit 65 years old not as a lump sum but as a monthly annuity. Previous rule allows full withdrawal.

For others who do not meet these minimum sum requirements, the government has made a good gesture in allowing withdrawal up to S$5,000 or whatever is in your CPF if your balance is less than S$5,000.

On the reverse, the government has also liberalized the usage of CPF for home purchases ( both public and private ), various types of investment, education and healthcare. From a funding standpoint, I disagree with Dr. Toh's analogy of equating CPF to a fixed deposit. With such liberalizations, CPF have a more challenging and less predictable cash flow that on all reasonable counts must lead to a lower rate of return.

The government might want to consider shifting the annuity payout age to 55 to coincide with the magical number as oppose to the current 65. My guess for the 55 and 65 reference points are these. Firstly, population is aging rapidly compounded by sharp fall in birth rate. Secondly, life expectancy has also increased with better healthcare.

Shaving 10 years off an annuity will result in lower monthly payout but it will cover more members. The current average life expectancy of 80.2 and 84.6 for men and women respectively is an AVERAGE and does not show its distribution. Some might not live to 65 to enjoy the payout. Perhaps DOS should release this information.

If we put these two counter weights on a balance, it might not be so bleak. However, I do take issue with the almost unilateral bull dozing manner in it's implementation and the failure to explain the rationale and facts more succinctly.

In retrospect, CPF might have served its purpose as a retirement fund if kept purely as such without allowance to fund housing, healthcare and education. We are too deep into it making. Even if CPF wants to change course, grandfathering will be difficult and complex even if the heart is willing but the soul is weak.

Peter Lye aka lkypeter

lkypeter@gmail.com

Safe Harbor. Please note that information contained in these pages are of a personal nature and does not necessarily reflect that of any companies, organizations or individuals. In addition, some of these opinions are of a forward looking nature. Lastly the facts and opinions contained in these pages might not have been verified for correctness, so please use with caution. Happy Reading. Peter Lye

CEO as Super Salesman

It’s not uncommon for CEO to spend substantial part of their time with customers but is it really essential and healthy? The answer is a resounding yes but with lots of caution as if wrongly done, it can send the business southbound. Here are some of the guidelines starting with the don’ts first. Not being negative but mistakes can be more costly. We have substituted the term Sales for Account as it better describe the function in current dispensation.

· Business relationships are inherently B2B or B2C and not personal

Business relationships have three dimensions. The formal, personal and proxied.

It is important that to have a mix of the three to cement business relationships. If highly leveraged on the personal, key man issues might arise should CEO depart. Customers might follow CEO or competitors might chance upon such moments of vulnerability to pinch your customer and raid your business.

For companies with substantial brand equity that is tightly associated with the CEO like Steve Jobs at Apple, the new CEO would have a larger pair of shoes to fit into like Tim Cook. Otherwise substantial brand equity will be an upside. If you carry a name card with emblems of names like McKinsey or Goldman Sachs, half the battle is already on your plate.

Whilst personal dimensions ( both directly personal or proxied ) are important in business, the core of business relationships are still formal in nature and ought to be conducted with such end in mind. The personal and proxied should be view as a means to the end and not the end in itself.

· The ‘Buck Stops Here” Syndrome

This is borrowed from a phrase that inhabits the desk of US President Truman in the oval office. If CEO’s involvement is beyond ceremonial to operational, should a major issue arise, it reaches end point prematurely as the CEO who presents the end point is there for the picking. The Buck Stops Here has it use ( and abuse ).

In technology focused business, it is not uncommon to see CEOs behind computers ( not as a tool for their actual job ) performing what is essentially an engineer’s job. Bill Gates spent almost his entire first day back at Microsoft as an adviser in Feb 2014 trying to install Windows 8.1 upgrade on his PC. To add injury, he also had the new CEO Satya Nadella in tow. Perhaps it is cheaper and more cost effective to have the contractors upgrade the windows in his new corner office for a better view. It is so essential to apply the right type and level of resource to problems.

Decision ought to be made at the right level. Illustrations abounds of how senior people making ill advised decisions that ought to be made at levels which are better armed with field situations and relevant operation doctrines.

· Negotiations

This is a very sinful trap CEOs or senior executives fall into repeatedly for reasons like stealing the thunder from the account team. For meetings to negotiate deals which are almost or already in the bag, CEOs ought not to be present. Should customers demand better pricing or more favourable terms and conditions, it can be declined or deferred on the basis that it is outside the sand box of those present. Such reasons go down easier with customer as it sounds as if those present want to help but is constrained. The customer might even be sympathetic about it.

During my career as account director in a product company, I have declined some invitations by business partners to be present at customer meetings for the same reason. Agents can use my absence more effectively than my presence by deferring or declining such request to the principal.

· Product Centred Events

Events that are centred mainly on features, performance and products/services road maps are not meant for customer’s CEOs or senior executives. The occasion should be graced by your CEO or senior executives by way of a keynote address and maybe during the Q&A or break session. The engagement should kept in the macro or social dimensions and the account team should preferably to there to control the engagement.

The CEO can play a very vital and key role in sales and some of the functionaries might include these.

· Man of Last Resort

There will be situations where critical deals at hand are resting on shaky ground. Such lost can impact business substantially in terms of short term survival and future strategic advantage where the CEO might be the only Man of Last Resort in turning situations around. Such situations should be far and few in between and if it recurs often, something is amiss especially if it occurs mainly with particular account manager or departments without an underlying reasons. Examples would include global accounts ( for which I spent a good part of my career in ) that manages relationships with the most important customers. Escalation in such accounts are more prevalent. The more forward looking business will assign an executive sponsor for each of these accounts from his senior management team. This would provide a more intimate business relationship and escalations can be handled more efficiently.

Even in Man of Last Resort situations, the account team ought to brief the CEO on the field situations and having an account plan as a living document is so important and valuable. It seems to be the bane of many account team perhaps because of the perception that it would make them more dispensable. My personal observation says otherwise that it might be a ticket to the next level.

The possible end points of the meeting should be rehearsed as not every meeting involving the CEO might result in closure. This would help the account team and CEO to conduct themselves appropriately having rehearsed the tango on the possible outcomes and strategies ahead of time. Curve balls will always abound and it is precisely this reason why an executive brief for the CEO is necessary to reduce such risks.

· Connecting

Some business relationships are top down and forged at upper levels between the executives and executed thereafter. It would be an account team’s dream if most deals are constructed as such but in reality, most deals are fought tooth and nails at ground zero.

These connections are increasingly more important as silo vendor providing products and services are transforming into supply chain or outsourcing partnerships. Such engagement involves both extensive and intensive partnerships between the businesses. Sometimes to the extend of Siamese twins cannot happen without senior executive sponsorships. A good example is the relationship between Apple and Foxconn where Foxconn is treated as Apple’s production department but wearing Foxconn emblem.

It should be the account team function to cement the relationship between the businesses in generating engagements between the senior executives of both businesses. Questions prevail on how high the connection should be. The appropriate level would most probably be plus one or two levels above the working relationship. If the product/service is photocopying/printing solution, it will not be wise and appropriate to involve their CEO. The support/approving levels and the height of the organization structure are also key inputs on the appropriate level to engage to.

Account team must manoeuvre with care not to offend customer. Customer must be reassured that it is not to bypass them which can be disastrous. For this reason, it is best done with care and proper advisement. This is certainly not for the rookie or faint hearted.

Having addressed the dos and don’ts, the attention will shift to how to address situations that are already in trouble or are headed towards trouble.

For M&As or the likelihood of such, the CEO and key staff might be given a retention bonus to make it worth their while to stay around to aid the transition. For the purpose of succession planning, the retiring CEO or key staff can be offered an outcome based bonus on retirement.

For business owners cum CEOs that plan to monetised their business by selling, it might seems to fool hardy to make himself less indispensable as it might translate into a lower retention bonus for himself. On the other hand, a business with less key man issues might attract a higher valuation so a balance is needed here.

Insurance company has also ‘develop this market’ with products such as key-man insurance that pays on occurrence of measurable and documentable events pertaining to key-man. Such policies do not fully repair the damage but money does make difficult situations more bearable and can be used to fund resources to repair the damage.

CEO time is not only very costly and precious, it is also not easily expendable and many business as well as CEO might actually not realise. Methods such as having Co-CEOs have at best produced mixed results and not widely adopted. In some cases, 1+1 might amount to less than 2 but at times can dip below 1 due to conflicting directions from two heads.

Account team must manage the CEO engagement with customers prudently and CEOs have to go down hard on the account team with tough love and challenge them on the value proposition before agreeing to the meeting. Last but not least, CEOs ought not be above the law or rules in this case and observe the ground rules themselves.

Peter Lye aka lkypeter

lkypeter@gmail.com

The Chinese Experience (c)Peking University

Modern US Government

The Chinese Experience

(c)Peking University