Insomnia: June 2005

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Think Like a Manager; Tips to Boost Morale

By Georgene Waterman
Question
I'm the branch manager of an acoustical materials company in Sacramento that has four locations throughout California. I was hired by the company five years ago as an installer. One year ago I was promoted to branch manager. This is my first management position.
    The owner of the company recently gave me my first performance evaluation as a branch manager. The evaluation reflected high marks in the areas of employee and customer satisfaction, but I was rated very poorly in the area of having "management thinking." When I asked the owner what he meant, he had a hard time explaining it to me. I want to improve in this area, but I need to know what it looks like so I can put a plan together to obtain this "management thinking." Can you help me?

Rest Assured...
Being a middle manager is one of the most difficult positions in an organization. Everyone knows what behaviors and thinking are expected from the president or owner and everyone knows those same expectations of the employees, but the middle manager is the one caught in the middle.
    Since the president isn't located at your branch, it's important that you represent him. Not only must you get the work at hand completed, but you must think strategically about the future needs of those same customers. How much time do you spend with those customers learning about their plans for the future? 
Continued...

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