Applying TOC (Theory of constraints) in sales leadership - special focus: selling to key accounts:

Dieter Legat

My purpose for being

After a rich professional life both as business manager and consultant I see my purpose for being in passing on what I learnt - especially in my speciality "Operational leadership" - to business leaders. I am especially interested to help start-ups and SMBs to be successful in this new world of fast coming waves of opportunity.

Personal stuff

I was born 1938 in Graz (Austria), am married, with two daughters and four grandchildren. I am an avid biker, skier and photographer and live in Vienna, Austria.


Professional life

I studied petroleum engineering at the University of Leoben, Austria and then continued as Assistant at the Institute of Mathematics. In that role I worked with computers for the first time – which was the beginning of my career in computer business. In 1964 I started to work for AEG-Telefunken (then a GE OEM) and then joined Honeywell (Computer Operations Europe). In 1974 I moved to Hewlett Packard. There, I enjoyed a career in sales management and quality management, where I had the honor and pleasure to guide the European computer business unit to win the HP President’s Quality Award, awarded by the late Lew Platt, then HP President and CEO.

My last assignment before retiring from HP was operational planning manager for HP’s global accounts business. In that job I started to apply TOC (theory of constraints) methods to sales organizations - with special focus on selling to key accounts.

During my time at HP, as part of my job, I consulted with many companies, sharing HP practices in operational leadership.

Top management consultant

After retiring from HP in 2001 I began a second career as top management consultant, specializing in TOC (theory of constraints) based operational leadership. In this role, I served top management of more than 30 companies from small start-ups to large multinational corporations in information technology, finance, machine engineering, and pharmaceuticals.

Teaching

For several years, I also taught operational leadership in a FIBAA[1] certified postgraduate course for business managers, at the University of Graz, Austria.

Books

Towards a sustainable world (by Bernard Lietaer)

In January 2019 Bernard Lietaer, world through leader on complementary currencies, awarded me an enormous honor: on his deathbed, he dictated his last book to Helga (his partner) and me. I finalized this book with three other experts and it is published in November 2019.

The message of this book is twofold:

  1. Sustainability of any living system is the result of balancing that system’s efficiency and resilience. This recently found law is valid for mankind as an entirety, as well as any other such system. It serves as the overall frame for all efforts to achieve a sustainable world, like for instance UNESCO’s projects
  2. We, leaders of this world, must bring about three massive paradigm shifts to make our world sustainable, which today it is not:
  • Balance our present myopic focus on efficiency (e.g. our monocultural monetary system) by increased diversity (e.g. mixed culture woodland , complementary currencies)
  • Balance our cultural values from presently emphasized patrifocal positions (grabbing, “whats in it for me“) with an equally strong matrifocal position (caring, “whats in it for others”) and
  • Balance our presently „centralized“ approach to information by granting individuals their human right of personal property of information, instead of censoring information for profit or for political power.
This message is by far not just academic. It is essential for the sustainability of mankind. It must be heard, taken to heart and practiced everywhere on our globe.

Unblock the power of your sales force!

In 2002 with my partner and long time HP colleague at HP Bill Woehr we wrote the book Unblock the power of your sales force!, which introduces the theory of constraints for the domain of sales leadership. The book was also published in German and Japanese.


[1] Foundation for international business administration accreditation