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Strategies & Market Trends : Gorilla and King Portfolio Candidates
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To: Seeker of Truth who wrote (27021)6/28/2000 6:13:00 PM
From: DownSouth  Read Replies (2) of 54805
 
Malcolm, you have picked one undesirable practice (delayed, retroactive pay raises) as a reason that expectation should not be managed. I agree that that is a foolish way to fool the market. It is not managing expectations, however.

Managing expectations means, as any good sales geek knows, understanding your product, your company, your customers, and being clear to your clients (the market) about what can be expected immediately, in the near term, and in the long term. It means clearly adjusting this communication with your client as factors change. It means acknowledging problems and prescribing how those problems are being addressed. It means being conservative in setting performance expectations so that almost all surprises are good ones. It means delivering consistent messages to the client from all parts of the organization.
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