not going anywhere

HowtoBecomeCEO

takethejobthatoffersthemostmoney.

Yourallotherbenefitsarebadonyoursalary

Thehigherpaidyouare,themorevisibletothetopmanagement

Themoremoneyyouarepaid,themorecontributionwillbeexpectedofyou

Iftwopeoplearecandidatesforapromotion,thehigherpaidpersonalways

getsthejob

Inbusiness,eyoumake,thebetteryouare

.

taffjobs,eklinejobs

Linejobsmakemoneyforyourcompanyandhavedirectrelationshipwithprofits

clude:salespeople,salesmanagers,productmanagers,plant

managers,marketingdirectors,obsinclude:laywers,

projectmanagers,dataprocessingpeople,R&D,officeadministrative.

keepcustomers

Whydosofewpeoplereallyworktogetandkeepcustomers?Becaudealing

ersrejectllers,theynegotiate,theymakeharsh

demands,theyexpecttheirneedstobefilled,andtheycanbefickle.

ysicallyfit

Yourbrainwillmakeyoumoney,butyourbodycarriesyourbrain.

thinghardandlonely

thingthatyou

llgiveyouafeelingof

toughness,mentallyprepareyouforthebattleof

business.

riteanastymemo

Neverwriteamemothatcriticizes,belittles,degrades,orishurtfultoacolleague.

Neverwriteamemothatiscynical,condescending,enda

lf-madeenemycouldshowupanywhere.

oronehoureveryday

Spendonehardhoureverydayplanning,dreaming,scheming,thinking,

own

outhowtoget

ntalstock.

adeskorworkingtable.

duaspecial―ideanotebook‖

Writedownallyourideas,plans,goals,anddreams.

’thaveadrinkwiththegang

rinkwithyourspouorwithafriend.

lofficeparties

rerequiredtogo,morethan

hebossforinvitingyou,neaskswhereyou

aregoing,tellthatpersonyouaremeetingyourspou,orparents,orfiancée,or

personaltrainer.

is―HowYa’Doin’?‖day

EveryFriday,takeoneofthepeopleyouneedouttolunchandask,―Howya’

doin’?‖eimportant

gearsinthemachine:peoplewhohelpgetyourjobdone.

liesofyourpeers’subordinates

portofyourpeers’teammatesis

upportofyouwillhelpyougetyourjobdoneevenifyourpeer

peerspeakswellofyou,

peerspeaks

poorlyofyou,herpeoplewilldistrusther,orthinklessofher,becautheythink

wellofyou.

erybodybytheirfirstname

ucethemto

people,tellingthevisitorwhatitistheotherfolksdothatisimportanttothe

company.

ze―one-line,good-job‖tours

Everyonceinawhilegetthehighestrankingpersonyoucantotourandvisit

thetourwriteoutasingle3‖x5‖indexcardforevery

ardwriteaone-ortwo-linereportofsomeachievementor

contribution—businessorpersonal—cardsas―cue

cards‖forthetopguy,sothathecanpersonallyandspecificallythankand

complimenteachperson.

Everybodywinsona―goodjob‖guywillenjoythenaturalpositive

feedbackfromyourpeople,ople

willlovetherecognitionandwillbemoremotivatedknowingtheyare

lectivepositivesofyourpeoplewill

beyouraccomplishment.

Don’tletanybodyinthecompanyknowyoudothis.

emorecall

salespersonwhomakesonemoresalescall,themarketrearcherwhodoesone

moreinterviewisgoingtobethebest.

45minutearlyandleave15minuteslate

Peoplewhoarriveatworklatedon’tliketheirjobs…atleastthat’swhatnior

’

ndingasignalthatyoucan’tkeepuporthatyourpersonallifeispoor.

’s250hoursa

getaheadquicklyworkingoneextramonthayear.

’ttakeworkhomefromtheoffice

ur―invitationcredentials‖

Ineverycorporationthereis,atthetop,aninner,thegroup

thatultimatelydecidesonwhobecomesCEOandforhowlonghewillbein

notsimplyworkyour

etoacquire

thesamecredentialsthatcharacterizethointheinnercircle.

uperiorswhenyoutravel

―peoplefile‖

Besuretonoteinyourbookwhatthepeopledo:managementrecruiter,brand

manager,ixmonthsndanotetothepeopleyoudon’t

askpeoplefortheirbusinesscard;inevitablytheywillask

inpeople.

ndwrittennotes

reendlessoccasionsthatwarranta

handwrittennote:thank-you,prai,congratulations,regrets,foryourinformation,

thoughtyou’dliketoknow,ood

boxofexceptionalqualitycardsandenvelopes…with

ehandwritten

noteaweek…forstarters.

’tgetbuddy-buddywithyoursuperiors

sa

’’tletyour

ngbuddy-buddyisasubstitutionfortalentandit

isobvious.

eirproblems,plans,

personalities,idiosyncrasies,weakness,strengths,be

theretohelp,thefriendshipline.

Samethinggoesforyoursubordinates.

’thideanelephant

havebeenhidden,evenunintentionally,the

uknowthereisaproblem,agoof,a

snafu,anditisimportant,letyoursuperiorsandcolleaguesknowrightaway.

andexplainthe

bepossible

alsoveryimportanttopositionyourlfasanindependentreporter,incontrol.

entanglements.

ble:Practice―WACADAD‖

workingonprojectsthatare

plewhatthebigproblems

pyourproposals,

andgetproperdistributionofyourideas.

Don’twithaction,overandover.

RememberWACADAD―Wordsarecheapanddeedsaredear.‖

say―yes‖toaniorexecutiverequest

Alwayssay―Icandoit‖

guymightbesuggestingasolution,r,what

erwhattherequest,givehimmore

thanhewanted,soonerthanexpected,andwithyourowntouchofpersonal

whogetthejobdonearetheoneswhogetthetopjobs.

urpriyourboss

Yourbosswantstoappearincontrol,urpriyourboss,

hewillbegintomistrustyou.

urbosslookgood,andyourboss’sbosslookbetter

stchance

can’tgetpromotedunlessthereissomeoneto

herlookgoodimprovesherpromotability,andbecauyou

nowpromotable.

havemadeyourboss’sbosslookbetteryourentirepromotabilityequationwillbe

ss’tenmoreinterestedand

absolutelytrueif

yourbossisnotgoinganywhere.

Youmakethepeoplelookgoodbyanticipatingtheirneedsandproblemsand

thembydoingtheprojectandmakingsuggestionsasifyouwereintheirplace.

etagoodbossmakeamistake

Ifyourbossneedsmorefactstomakeadecision,boss

isillpreparedforameeting,bosshasaweak

prentation,beefitup.

Don’tlinkthepotentialmistakewithyourbosspersonally.

Corollary:Telleveryonewhoworksforyou—insideandoutsidethe

organization—yourboss

knowsyouhavethatrule.

elibraryonedayamonth

Organizeallyour―to-do‖

administrivia(paperwork,expenaccounts,reviews)rpeople

llyourfollow-upmemos,

customerletters,andthank-younotes.

Onegooduninterruptedworkdaywillenableyoutoaccomplishtentimesmore

lingofgettingsomuchdonewillemboldenyou,giveyou

anofbeingahead,incontrol,andwillmotivateyoutoworkhardonyour

regularresponsibilities.

hebooks

sAdamsbyRobertUpdegraff

fDiamondsbyRusllConwell

ofWarbySun-Tzu

kofFiveRingsbyMusashiMiyamoto

yCarlvonClauwitz

ncebyNiccoloMachiavelli

tt’sFamiliarQuotations

besBookofBusinessQuotationditedbyTedGoodman

pleteWorksofShakespeare

rtisingbyDavidOgilvy

AlsoRisbyErnestHemingway

berryFinnbyMarkTwain

ngbyThomasJefferson

oraDance

Dressforfootball,oradance,youdance.

Dressforbusiness,youdobusiness.

vestinpeople

t,motivate,train,andrewardthebestpeople.

ted,

respected,opleaccordingtothree―I‖s:

―I‖forintegrity.―I‖forthe―Icandoit‖attitude.―I‖forintelligence.

yyourpeople

Ifapersonshouldbepaid$5.00,payher$5.75insteadof$vestment

returns20%oncapital,wouldyoucutinvestment?Ofcournot,youwould

increayourinvestment.

,look,andlisten

Listeningisverydifficultforaggressive,energetic,steners

ingiquatedwithwisdomand

intelligence.

g-wavingcompanypatriot

Ifyouwanttobepresidentofyourcompany,youmustcommityourlftotallyto

yourcompanyandtoitsproductsorrvices.

dfillthe―datagaps‖

Inbusinesswhensomeonesays―Ithink‖or―webelieve‖or―it’smyopinion‖

thatmeanstheydon’fywhatyoudon’tknowandwhatyour

organizationdoesn’re―datagaps‖.

customersandurs.

rk,homework,homework

Avoidthe―rockingchairsyndrome‖–lotsofmovement,buttheyarenotgoing

thenitty-grittydetailsofexecution.

rkpreordainsit.

anic…orloyourtemper

Tempertantrums,immobilization,unwisnapdecisions,fingerpointing,and

actsofcowardiceareallsignsofpanic.

Ifacolleaguemakesanunkindcommenttoyou,donotrespond,butitisOKto

tractorswillnyour

etangry.

ospeakandwriteinplainEnglish

llpeopleasspecial

ditmaker,notacredittaker

Givepropercreditandyouwillbecomeknowasacreditmaker,assomebody

whogetsthingsdone,oplewillworkveryhard,

astheyknowtheywillbefairlyrecognized.

formalsurpribonus

Don’’tevenpublishthebonus

gular.

,bepolitewitheveryone

therpeople’sbelongingsasiftheywere

’tkeeppeopleholdingonthe

syisgoodbusiness.

ngstosaythatmakepeoplefeelgood

Practiceandremembertosaythefollowing:

Plea

Thankyou

Yourememberwhoinwhere(anintroductionofsomeonetosuperior)

Thatwasawonderfuljobyoudid

Iappreciateyoureffort

Ihearnothingbutgoodwordsaboutyou

Iamgladyouareontheteam

Ineedyourhelp

Youcertainlyearnedanddervethis

Congratulations

ryandtheglamourcomeafterthegruntwork

ecoalstoagoodthing

Ifyoufindagoodthing,nomatterhowprosaic,old,ortriedandtrue,pourthe

coalstoit.

tofofficepolitics

arpandbesharp

attractiveappearance.

le.

e,study,andcherishthegreatboss

’tgooverbudget

nderestimateanopponent

ceptdoesn’thavetobeperfect,buttheexecutionofitdoes

andcollectyourmistakeswithcareandpride

Recordtheminyourideabookandyouwillnevermakeitagain.

ourfamilyasyournumberoneclient

rememberyoursubordinates’spou

jobthroughthesalespeople’yes

lls.

ytoughHellerSeller

Tobeasalespersonwholls,youdonothavetohaveanoutgoingpersonalityor

etodothefollowing:

Determineyourcustomerneeds

Determinehowyourproductwillsatisfyyourcustomer’sneeds

Developanunshakableattitudeofpersistenceandtenacity

Makethesalescall

Askfortheorder

Bepreparedtomakeasmanysalescallsasarenecessarytogettheorder

’tbeanempirebuilder

Getthejobdonewithless

etdiscouragedbytheideakillers

bignewthingtoyourlifeeachyear

TobequalifiedtobeaCEO,youmustbebroad-gauged,widelyread,andhave

istofthethingsyouwanttodointhenextten

usayyouaretoooldtolearntennis,youaresayingyoudon’t

havethecapacitytogrow,expand,on’thavethetime,

howwillyouevergetthetimetohandleabiggerjobwithtwicethe

responsibility?Demonstrateyourabilitytogrow!