1.

4 dl d ladr

Ladrul rntat r aun (tn-ntrd ladr mdl - L)

dlul d ladr dzvltat d n dar ralzaz n a ladrulu
manamntulu rr , ru au ranza. L t un mdl mlu, ar al
ur at adata rr tua. dlul t rrzntat raf rn darama lr tr
rur1, ar lutraz l tr rnablt rmar al ldrulu:
ndlnra arn (tak);
dzvltara ;
dzvltara ndvzlr (ndvdual);

Fura 2 Darama rnabltlr rmar al ldrulu

ura : tt://www.nadar..uk

aun ntrrn d ldr rfrtar la mnn a mdlulu va ava d

amna un mat aura lrlat du. ndlnra u u a arn t nal ntru
a mnn zuna , a d altfl ntru mtvara ndvzlr ntru a ata
dun frtul mam la lul d mun. at afrma, d, l tr lmnt mnnt
unt ntrdndnt, ar n ndl n ar far adu rra ntrbu n
nturara rlulu ldrlr.
dlul L rtaz trm d bn rnlr manamntulu mdrn. Ldr
manar d valar ar trbu tna tat l tr lmnt al mdlulu f aabl

1 Conform sursei http://www.businessballs.com/action.htm diagrama celor trei cercuri este unul dintre cele
mai cunoscute simboluri din teoria managementului.
 fla far dntr lmnt n fun d tuaa dat. rn nrrara unr lmnt
artular, aratrt un anumt tua u ar manarul au ldrul nfrunt,
mdlul at la ala n r rumtan, frnd rtv nu utl.

Rnabltal ldrulu n rart u ndlnra arn:

a. dfnra arn (dntfara ulu, btvlr drt);
b. dntfara rurlr nar (rur uman, r, tm ntrumnt;
.ntrumnt fnanar, tm d tlmunat, );
. tablra unu lan d aun ;
d. alara arnlr rulr - (dlar);
. valuara alt tm-ulu d ralzar a mun;
f. nfrmara mmbrlr rfrtr la rrl ralzat;
. valuara rfrmanlr ltv ndvdual n rart u lanul;
. autara lanulu;
. vrfara atnr ulu.

Rnabltatl ldrulu n rart u dzvltara :

a. tablt mun tandardl rfrtar la rfrman mrtamnt;
b. aur far mmbru al unat arnl rr, dar l
al rlr;
c. tablt mdul d abrdar a ;
d. mntrzaz mnn dlna, rtul t, ntrtata nntraz
aura btvlr;
e. antaz lunaz nfltl dfrnl d n;
f. valuaz mb mnna n fun d nta;
g. utn muna n , rara, rtul d aur un mral rdat;
h. dzvlt maturtata aabltata ltv/a ruulu - rt rrv
lbrtata d aun autrtata ;
i. nuraaz a n vdra atnr btvlr ulu mtvaz ruul
aur ntmntul unu mun;
 j. raz rlur d ladr n ntrrul ruulu (d . ntru anumt rt,
au ub-);
k. faltaz aura munar fnt att n ntrrul ruulu t n
a rvt munara ruulu u trrul;
l. dntf rzlv nvl d trann;
m. aur fdbak ruulu rfrtr la rrul ralzat; nulta u mmbr
, nuraaza fdbak-ul ntrbua atra.

Rnabltl ldrulu n rart u dzvltara ndvzlr:

a. nlra mmbrlr rnaltat, ablt, unt frt, nv,
btv tmr;
b. atara rnra ndvzlr rblm, rvr, lanur (. lanul d
dzvltar a arr);
c. tablra unr rnablt btv advat ntru far mmbru al
;
d. runatra frturlr du a rfrmanlr bnut;
e. nuraara, mtvara rltra ndvzlr rn ardara unr
rnablt ulmntat, rmvar au tatut;
f. dntfara, dzvltara utlzara aabltlr untlr frt al
mmbrlr ;
g. rtara mmbrlr ;
h. dzvltara mmbrlr rn an trann.

bltata d a fa tat at lurur, rum aurara lbrulu,

bnra rzultatlr ntat, dzvltara lr rtra rdutvt, rrznt
mblma unu ldr d u. n lu, nuraara nr mtvara utrn unt atrbu
mrtant al ldrlr. Efrturl ndrtat tr atfara nvlr ruulu au ndvzlr
zvr dn nva ldrulu d a ndln anumt arn.
nalza mrtamntulu ldrlr a rlvat ntr ldr a a t rla d
ntrdndn. ta ndu, a l urmaz. Dar ldrul dnd l un la fl d mult
d a a t aata dnd d ldrul u. Ed arln, mul ar a rut adu Untd
rln na lna d lutr, afrma la un mmnt dat ,,ldrul trbu rt
ard nrdr ubrdnalr. tr arnard, autrul r ,,Funtn f t Eutv,
un ubrdna dla tr manamnt autrtata d a lua dz ranzanal,
ltmznd n at fl, drtul atra d a- ndu afla n ubrdn.

l 5 mtnt funnal al mdlulu L - nma lr tr rur

l tr rur mdf n a rvt mrma n far mnut dn

far r, n far r dn far z. ta dnd d atvtl urnt, d , rum
d nvl ndvzlr mla. Zna d ntr a lr tr rur d va mdlulu, rn
nturara urmtarlr mtn funnal/fun:

Fura 3 mtnl funnal al mdlulu L

ura : tt://www.nadar..uk

1. lanfar utara nfrmalr, tablra btvlr, dfnra arnlr,

alara arnlr, tablra tandardlr;
2. ntrl mntnana tandardlr, aurara rrlr, luara dzlr;
3. unr ntrbul ndvdual, nuraar, rt d , rnlr,
aurara unu mral rdat;
4. nfrmar larfara arnlr lanurlr d aun, munara
mbrlr, frra fdbak-ulu;
5. valuara -fzabltata dlr, rfrmana, aut-valuar.

9.3.2 dlul lt
 dlul lt la d la rma ladrul t ur mrtant n
bnra unu avanta mttv n rart u ranzal nurnt.

Un E al unu dtrbutr lbal (mrt u amanuntul) dlara: ,,D-a lunul

tmulu am nvat uul man t fun ar dnd d a varabla
fundamntal: altata ladrulu. Da n andm bn, ralzm dfrnra fa d
mttr mar t rvar rdutabl. mralzm ala rdu, dunm d
aa tnl avm am ala numr d unt d vnzar. n l dn urm, ladr
dn ranzaa natr unt ar fa dfrna. vm armatv 200000 d anaa. n
daz rfrmana atra tablt dra? 300 d ldr dn man. ta dau
frm ranza natr nr anaa rz valar ntru lnt ntr. n
nnt, uul man natr bazaz abltata d a n dzvlta ntnuu
aatata d a ndu. Dunm un frt nmnat ntru a n dzvlta ldr, ntru a, n
l dn urm ata dtrmn atnra unr rfrman urar la nvl ltv.
Ladrul a dvnt avantaul ntru nurnal.

t rur dvn dn n ma mrtant da ar n vdr radtata u

ar mdul d afar ( nu numa) mb. mbara nu t nutat n n, na vtza
mltata mbrlr, da. ta r nnal, atfl rl mtdl ar
au funnat n trut, unt dt la mmntul atual ar mn vr f tr. mar art a
altlr n rur uman araz abltata manlr d a rund nlr
rvr ar urvn n mdu dnd n mar mur d aatata d ladr d ar
mana dun. a mult ar, nlara at rur at ar un n rl
uravtura man trmn lun. n Kttr un vtr ldr vr
rrznta ,,a ntrur unr man d u 2. u tat ata, t dmn d rnut
fatul ladrul dn vrful ramd rar nu t nurul mrtant (lad r u
L mar). Ladrul ntr-un n ma mdt (ladr r u l m) t d amna
nar la r nvl dn man.

2 John Kotter, Leading change, Ed. Harvard Business School Press, 1996
Sursa: www.leadershipandchangebooks.com
 n ntnuar t rzntat un ru d mana, rluat dn ,,
Ladr Ga - uldn Ladr aat fr mttv dvanta (2005) d Davd .
W Vn lnar. manat-v un ru d amn ntr- dur. rv rn lr.
mana-v vd ata. artata vd a dn urul lr. dntf at anumt
d a brv dtal rum atul ar alr, al lulu, lurl n ar t
rt flr t.. at at rtv unt fltar. u tat ata, da a n
uu, v aut nntrara aura atr dtal la alvara atra? -ar uta a at
dtal nu f ufnt. ntraa dur mdul nnurtr ar uta ava un mat
ndrabl. rn amnara atnt a mdulu, r rttr ar uta dtrmn
auzl ar nraz mblnavra alr. ata t abrdar lt a rblm.
Fart mult ranza afl ntr- atfl d ,,dur. u avut un u
nrm n a rvt tudul alr, alara unr ran ar uravz lul,
unr alt ran ar tudz lantl au ar mntrzz rtra alr. u tat
ata, ntraa dur afl ntr-un tadu d ddr. Fart un ldr au abltata d a
urava ntraa dur, ata mbtrn. Vtrul t nrt da nu unt luat
mur. nr ldr trbu nvt um a rva att mdul t dura ntru a
nl um fa flrl nflra a da rad. a mult, ata au nv
ntla ntraunl dntr at lmnt ntru a ra ra n lan ntru a mulna
rtra. brvnd dar a ata ar uta uta f bun ldr funnal (n nul ar
f dtna unu r, rtrn), n dar rn brvara dur, a mdulu t a
nunlr ntr lmntl atua, t f ata ldr lt.

rad ndlunat, ladrul funnal rtza funnal/tn a

ldrlr a ft n ntrul atn. ranzal au ft truturat n urul unr unt lmntar
rum vnzr, marktn, rtar/dzvltar, rdu, tnla nfrma, rur
uman fnan t. Ldr funnal vd at dln ndndnt una fa d alalt.
tfl, un tnr ablvnt al Faultat d arktn dun d anumt rtv aura
ralt; d-a lunul lr atru an d faultat -a dzvltat un t d aradm, au altfl
u, a ft nvat rva luma rntr- lntl d marktn. n altat d ldr n afar,
ata va vda rblml u ar va nfrunta a rblm d marktn. D amna, va
labra lu d marktn. at mdaltat d ndr (,,nd t b) blaz
aatata ldrulu d a abrda rblm ntr- manra lt.
rblma ladrulu funnal t aa , n l dn urm, ata tnd
tranfrm ntr-un ladr dfunnal. ar unt auzl at tranfrmr? n na
autrlr D. . W V. lnar auzl at dfunnalt unt urmtarl3:
Ladrul funnal at auza rdtat n ndr dar n a rvt
trutura. Rdtata ntltual rfr la naatata ldrlr funnal d a nd n
afara ar d rtz atun and abrdaz rblm u un rad rdat d mltat.
brdardara funnal a nrat trutur ranzanal rd dar ranzal au
ft ntrut ltul unr dartamnt ar nu ntrtaz. ata a faltat
rntar r ntrr (,,nward lkn) a ladrulu, ada ruat d atvtl
ntrn dntr-un anumt dartamnt rum rztn n faa rvr d a lura n afara
ranlr dartamntulu. n nn, ldr ranzal ata dvn ma un
rtv la mbrl dn mdul trn au mbrl rfrtar la vlua nvlr
lnlr .
Ladrul funnal ublnaz analza rura n rzlvara rblmlr.
ta ml fatul n rzlvara un rblm rur la dmunra at n ma
mult r la rzlvara atr r al rblm. at abrdar a rblmlr ar
utltat rdat, nraz rzultat fart bun atun nd varabll rblm nu unt
fart numra. u tat ata, aat mtd t ma un fnt n azul unr
rblm ml.
Ladrul funnal favrzaz rara un trutur rar rd,
aratrzat d nntrara dzlr la nvlul t-manamntulu. n trut, ldr rau
rmva baza rtz tn, atfl r rau ar urau trtat ara
rar. Dzl rau, n nral, luat d afla n vrful ramd rar, dar
ata dnau untnl nar ntru a lua a ma buna dz. t mdl, ar -a
buurat d un arar u n trut, a dvnt rblm n ndl n ar mdul d
afar ntmran a dvnt ma ambuu ma ml.

3 Weiss, David S. ; Molinaro, Vince; The Leadership Gap - Building Leadership Capacity for Competitive
Advantage,Edit. John Wiley & Sons Canada, Ltd. ,2005, pag 36
 Rnald Hftz uraz rtza tn alzat d ar dun ldr
funnal dvn dn n ma lmtat ntr-un mdu dn n ma ml un
da aat alzar trt a rat ldr ar t abrda dar rblm d rdn tn 4.
t n d rblm unt aratrzat d numrul rtrn d varabl lu, atfl d
l ma mult r t frmula runur lar. Ldr nraz lul baza rtz
rn. mlmntara lu ralzaz rn rtara utr frmal autrt
d ar dun n ntrrul ranza.
maur mltata mdulu rt, rtza tn, alzat a ldrlr
funnal dvdt a f nufnt. Ertza rna atra nu ma t rund
mbrlr ar ud ntr-un rtm rad. D amna, rtara utr frmal t
lmtat, ntrut ldr atual trbu bazz abltata d a un ntrbrl trvt
d a nfluna takldr ntru a aun la un nn rfrtr la l ma bun dz
dr d aun.
Ladrul lt nu t abrdar d tul au/au a ladrulu lt vru
ladrul funnal. Dn ntr, at nt run abrdar d tul / ar valdaz
ladrul funnal n nttul ntlr ladrulu lt. Nl n n a
rvt ldr rzntulu ruun att ntlra man d anamblu t a rlr
mnnt. ta trbua dtn att mdul nnurtr dura t a
lantl. n ntrat, ladrul funnal raz dtm nutl, rn abrdara d tul
au/au. D mlu, d-a lunul un rad ndlunat, ranzal au ndrat
rnabltata fa d mdu rblm d tul au/au. manl nu utau bn
rft n ala tm aum rnabltata fa d mdu. n nn, mara
martat a manlr a tarat nntrz aura bnr rfmanlr fnanar
nr rnabltata fa d mdu. tualmnt, datl rblm unt ttal dfrt, ar
aata datraz n mar art lla n var ar a dtrmnat manl aum
ata rnabltat. n at nd, ladrul lt nfrunt u urmtara
rvar: ra un mdalt ar rmt bnra rfmanlr d rdn fnanar
avut n vdr, n ndl aumr rnablt fa d mdu.
n na lu Vn lnar t f dntfat urmtarl aratrt al
ladrulu lt:

4 Ronald A., Heifetz, Leadership Without Easy Answers, Harvard Press, 1994, p. 98
 Ladrul lt urmrt bnra unu anumt lbru. D l ma
mult r, ranzal ntmn dfult dar nu ru trz un lbru ntr
dfrtl d d afar. ta nntraz, d mlu, nu d, abrdar t.
abandnaz mlt rtul. n unl azur, at n rtv dvd a f trm
rzultatul t dzatru. Nu rarr, ntml a ranzal rvn la vl rdur
du anumt rad, n urma atu r, navnd dt d ufrt. brdara lt
ublnaz mrtana mnnr lbrulu.
Ladrul lt runat fatul luma afl ntr- rtuu
mbar. Ldr lt trbu ab attudn flbl u rvr la mdul d afar.
ta trbu rva n rmann r trr brv att mbrl dn mdu
t l ar ntrvn la nvlul numatrlr/lnlr. at abrdar ml fatul
ldr lt trbu <rtz> ranza flbl, aabl raund rad
mbrlr. D amna, ata trbu f n flbl att n a rvt mdul
d a nd t d a ana.
Ladrul lt lbraz rtva vrtal u a rzntal.
rtva rzntal aura man bazaz abltata d a rv ranzaa a un
tm d lmnt ntrdndnt. Dzl
trbu f luat la dfrt nvlur, ar
munara atra (a d altfl a tututr
nfrmalr) trbu ralzz n ambl
nur: d la nvlul rar urr la nvlul
rar nfrr, rum d la nvlul rar
nfrr la l urr.
 Fura 4 - rtva vrtal vru rtva rzntal
ura: Ladr Ga - uldn Ladr aat fr mttv dvanta5

Ladrul lt ralzaz nun ntr lmnt rn analzara

rblmlr a varabllr ntrdndlr tnt ntr ata. Ladrul funnal
laz n a rvt analza dmunra ntrulu n rl mnnt. rn
ntrat, ladrul lt runat varabll unt ntrrlat mbara un
varabl atra du n mbara tuturr lrlalt varabl. Ladrul lt urmrt
nttzar, a r n rrznt abltata d a dntfa anumt tar dn mdul d
afar dn ntrrul ranzalr u autrul rra bn man d anamblu
lar6. nttzara bazaz ntu ratvtat ndu la rtv ntratv
aura ranza.

l a lmnt al abrdr ladrulu lt

n ntnuar t rzntat raf mdlul d ladr ru d Vn

lnar Davd W n ,, Ladr Ga - uldn Ladr aat fr
mttv dvanta. dlul a ft labrat att baza unr rtr ntrrn d
autr, t baza un rn d duz d an n dmnul nultan ( rblm
d ladr rur uman) nlbaz a lmnt ar dfn al t d ladr
nar n nul mdu d afar:

5 Weiss, David S. ; Molinaro, Vince; The Leadership Gap - Building Leadership Capacity for Competitive
Advantage,Edit. John Wiley & Sons Canada, Ltd. ,2005, p.141
6 Sheth, Jagdish;Sobel, Andrew; Clients for life, New York: Fireside Books Inc. 2000, p.23
 Fura 5 dlul lt d ladr
ura: Ladr Ga - uldn Ladr aat fr mttv dvanta7

1) Ladr n rlaa u ln at lmnt t a d rztn a

mdlulu, dar rara rntr tr lnt t vtal ntru uul ranza. at
llalt lmnt al mdlulu ntrbu la rara atu lmnt ntral.
2) trata nral a man
3) ultura ranzanal valrl man ata unt mnfatv atun
nd mrtamntl ldrlr al tuturr anaalr unt dat d ultura ranzanal
d valrl ndvdual
4) Ladrul ranzanal - alnaz anrnaz ntraa ranza n
vdra nntrr aura rr d valar ntru ln atnr trat nral
5) Ladrul lr nntraz aura frmr unr ruur d luru
mtvat rdutv rum aura ndrumr nlr mmbrlr atra
6) Ladrul rnal nntraz ldr - n t n drt ata
dvn. Ladrul rnal ruun abltata ldrlr d a rflta aura mdulu n
ar rt ladrul rtara ntnt a atua.

7 Weiss, David S. ; Molinaro, Vince,op.cit, p.48