Newsgroups: bit.listserv.csg-l
Date:         Fri, 20 Nov 1992 05:24:00 GMT
From:         Dag Forssell <0004742580@MCIMAIL.COM>
Subject:      Promoting PCT, Version 13

[From Dag Forssell (921119.2100)]           Ray Jackson (921118)

Re: WHY A THEORY-BASED LEADERSHIP PROGRAM

>I hope you find these comments encouraging and useful.

I do indeed. Praise in general does not help. Specific suggestions do.
You gave me many here. I have used several.

I have some trouble with the 2-dimensional metaphor. It has an
engineering meaning. I have taken your intent, but not the metaphor. See
below.

Your rewrite is 50% Mary, 50% original. I have taken a careful look by
highlighting Mary's in yellow and yours in blue. You are a good editor,
writer and you demonstrate understanding. Well done.

>In its elaborated form, a Hierarchy of Perceptual Control Theory ...

This seems wrong, however. You don't have a hierarchy of theory. Back to
Mary or strike the hierarchy part. Why confuse the issue. Talk PCT only.

What quotes from Kuhn do you have in mind? What do you present?
-----------------------------------------------------

Below is version 13 (lucky number?) of solicitation letter for CEO. This
is the first version to directly address some likely concerns up front.
Comments appreciated as always. Note: Only two pages. No enclosures.

-----------------------------------------------------------------
PURPOSEFUL LEADERSHIP                                 Dag Forssell
      (Logo)                                          Address etc.



William T. Powers, Salesman                           November 19, 1992
PCT Manipulators, Inc.
73 Ridge Road CR 510
Durango, Co 81301

Dear Mr. Powers:

The recent article: ALLIED-SIGNAL'S TURNAROUND BLITZ (Fortune, Nov 30)
recounts a success story of corporate revolution and turnaround. It
spells out several issues important to the revolution. I have grouped
them in three categories:

1)       QUALITY/PRODUCTIVITY:

Issues:  Total Quality immersion. Quality should be routine; no
         bureaucracy.

Comment: The absence of a clear overall framework of understanding for
         TQ makes it hard to teach. "Perceptual Control Theory" (PCT)
         offers a framework for understanding TQ, and for the people
         issues of TQ. Quality is one dimension of perceptual control and
         must be a routine result. It cannot be "controlled" by any
         bureaucracy.

2)       PEOPLE:

Issues:  Human Resources top to bottom review. Culture change. Depth of
         talent available. Employee wants. Curriculum. Training with real
         problems.

Comment: The absence of a clear and valid theory of psychology in our
         society makes people issues complex for all of us. PCT offers
         a psychology based on clear, detailed and tested engineering
         concepts. Theory and practice go hand in hand. This theory sheds
         new light on focus group results, training curriculum and
         leadership. It explains the essence of empowerment.

3) SPEED:

Comment: An in depth understanding of PCT gives you the capability to
         evaluate and consolidate training programs, reduce confusion and
         save time.

PCT offers a new explanation of how the mind works; why people do what
they do. When you and your associates understand PCT and decide that it
makes sense, you will look at yourself and others in a different way. You
will know what can and cannot be done in harmony with others. This
understanding and our methodology leads to cooperation. Productivity,
quality, relationships and satisfaction will all improve.

PCT can explain a wide variety of phenomena of everyday experience
because it goes beyond the predominant focus on cause and effect to
explain the consistency of outcomes through varying means.


William T. Powers         November 19, 1992                      Page 2


Understanding people no longer has to be complex and confusing, a matter
of luck or a gift. PCT can be taught in simple form with a comprehensive
management application in one day and in more detail with leadership
applications in three.

The new perspective does not invalidate any wise common sense observation
or practice. It does provide an enhanced understanding of seemingly
intractable problems. It gives you new diagnostic tools and shows why
cookbook rules for behavior (programs which tell you what to do under
certain circumstances) do not always work.

We provide step-by-step explanations of all aspects of Perceptual Control
Theory with complete, clear illustrations and many participative
demonstrations.

Participants learn a universal, simple and easy to remember methodology
we call Teaching Effectiveness, based on the theory in an obvious way,
that helps them think and deal effectively with real people problems as
they occur.

Applications that follow directly from this approach are: conflict
resolution; performance reviews; team development and non-manipulative
selling. Role play practice with a real problem and class discussion of
experiences are provided for each of these.

Applications where the theory provides insight are: leadership
understanding; goal structuring; vision & mission statements; a framework
for total quality management.

A participant commented:

  We have had quality management training. We were taught to focus on the
  problem rather than the person. You have plugged a big hole for me by
  showing me how to deal with people problems rather than avoid them.

People trained in the technical sciences appreciate the scientific
approach and elegant simplicity of the theory, and everyone is able to
begin applying the principles as soon as they understand the model and
have had some instruction and practice.

A personal meeting to demonstrate the concept and explain the theory
would be best, but I will be pleased to send you your personal selection
of introductory material. You may request an audio tape with script to
explain the nature, background and content of our programs. It includes
an active do-it-yourself demonstration of the basic concept. The
demonstration allows you to find out if your associates can recognize
simple control in action. (I bet they can't). You may also choose from a
selection of papers. This material will allow you to evaluate the
validity of this information and its potential impact on PCT
Manipulators, Inc. Just give me a call.

You may find the demonstration enlightening and entertaining. This
win/win program will increase the understanding and effectiveness of
anyone who deals with people.

Mr. Powers, if you are striving for a corporate revolution, my revolution
can support and accelerate yours. I would like an opportunity to show you
how.

Sincerely,

Dag Forssell
------------------------------------------------------------

The condescending part of my draft, deleted yesterday:

A revolutionary CEO:

Strives for rapid improvement.
Accepts personal responsibility.
Voices personal convictions.
Questions conventional wisdom and
breaks with it where it is wrong.
-----------------------------------------------

Keep them comments coming - on the net.

Control well, Dag
Comments: Gated by NETNEWS@AUVM.AMERICAN.EDU