Cultivating an external focus

• Why is it important for a leader to have an external focus?
• Because managers are concerned with execution - this means coordinating internal resources to achieve an efficient output.
• Leaders, on the other hand, need to initiate change.
• They strive to differentiate the organization from its competitors.
• This is only possible if the leader keeps a close eye on the total environment - activities of key customers and competitors.
• What percentage of your time has an internal focus?
• If it is higher than 50% your focus might by primarily managerial.
• How can you free up your time for a more external focus?
• If you feel trapped by a need to react to urgencies rather than deal with what is strategically important, how can you expect to lead?
• Cultivating an external focus is mainly about setting aside time on a regular basis to tap into an intelligence network on all external forces that can impact the competitive success of your business.
• What intelligence gathering can you delegate to others?
• How can you encourage a stronger external focus in your team?
• How can you enlist the cooperation of key customers or partners?