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  • 1. HOW TO BECOME CEO Presented by William Kritsonis, Ph.D Professor
  • 2. HOW TO BECOME CEO
    • The Rules for Rising to the Top of Any Organization
    • Written by
    • Jeffrey J. Fox
    • Presented by
    • William Kritsonis, PhD
    • Professor
    • Published by Hyperion, 114 Fifth Avenue, New York, New York 10011
  • 3. Always Take the Job that Offers the Most Money
    • Advantages of higher paying jobs:
    • Greater benefits , perquisites, bonuses, and subsequent raises.
    • Higher paid persons get the higher paid jobs.
    • Greater visibility to top management
    • Greater responsibility Opportunities to perform and show off talents.
    • Remember: Money is the scoreboard.
  • 4. Avoid Staff Jobs, Seek Line Jobs
    • Line jobs make money for your corporation.
    • Line jobs include: salespeople, sales and product manager, marketing directors, supervisors, and general managers.
    • Staff jobs are a stepping stone to other jobs.
    • Staff jobs include: lawyers, planners, data processing employees, R&D scientists, and all administrators.
  • 5. Don’t Expect the Personnel Department to Plan Your Career
    • Your career plan is not predetermined by the corporation.
    • Take responsibility in designing your own career plan.
  • 6. Get and Keep Customers
    • Customers are the lifeblood of any corporation !
    • Customers provide jobs for new products and applications.
    • Customers provide early warning signals of product quality and obsolescence.
    • Customers provide vision to the future.
  • 7. Keep Physically Fit
    • Ninety percent of aspiring executives are out of shape.
    • Your capacity for productivity is by good physical condition.
    • Being in good shape:
    • Enhances your energy level
    • Increases sleep and motivation
    • Decreases depression
  • 8. Do Something Hard and Lonely
    • Regularly practice a solitary task to increase
    • mental toughness.
    • Hard and lonely tasks include:
    • Studying late for a graduate degree
    • Running long distances in the early AM
    • Splitting wood
    • Working in the garden
  • 9. Never Write a Nasty Memo
    • A nasty memo criticizes, belittles, or degrades
    • a colleague.
    • A nasty memo gives your rivals a
    • smoking gun.
    • Spend your energy on positive pursuits.
  • 10. Think for One Hour Every Day
    • Spend one hour each day planning:
    • Goals
    • Options
    • Problems
    • Write down ideas at a scheduled time each day.
    • Keep written notes in a special “idea notebook.”
  • 11. Keep and Use a Special “Idea Notebook”
    • Buy a notebook that you like.
    • Keep it in one place.
    • Write down all ideas, plans, goals, and dreams.
    • Use the notebook to record yearly, monthly, weekly,
    • and daily “To Do” Lists.
  • 12. Don’t Have a Drink with the Gang
    • Avoid drinking with coworkers after work.
    • Avoid drinking at lunch. Instead, you work.
    • Avoid the before dinner cocktail party at meetings and seminars.
    • Avoid getting tipsy with coworkers—Signals weakness and lack of control.
  • 13. Don’t Smoke
    • Smoking can offend a non smoker who can
    • influence your career.
    • Smoking is a self-centered interest.
    • Smoking wastes time.
    • Avoid smoking expensive cigars.
    • Smoking gives the appearance of being in control
    • Save the celebration cigar for when you
    • earn it.
  • 14. Skip All Office Parties
    • An “office party” is not a social gathering.
    • Never attend a company picnic without your spouse.
    • Attend the party if the unwritten rule is
    • “ you must attend or you will offend”.
    • At company parties:
    • Drink only soda
    • Stay no more than 45 minutes
    • Thank the boss for the invitation
    • Leave at company parties.
    • Remember: Don’t mix business with pleasure.
  • 15. Friday is “How Ya’ Doin’?” Day
    • Take a person that you need out to lunch
    • each Friday and ask, “How ya’ doin’?”.
    • Choose a person not in your department—i.e. take the sales manager’s assistant to lunch.
    • Make one good ally in your company each month.
  • 16. Make Allies of Your Peers’ Subordinates
    • Gain support of your coworker’s teammates.
    • Teammates help scuttle deliberate or unintentional acts by your peers.
  • 17. Know Everybody by Their First Name
    • Learn everybody’s full name.
    • Find out what they do and their job’s importance.
    • Introduce visitors to other employees and explain their job’s importance.
  • 18. Organize “One-Line, Good-Job” Tours
    • Get the highest ranking officer to tour
    • your department and thank each employee.
    • Make up cue cards—One or two statements
    • of an employee’s achievements.
    • Everybody wins on a “good-job” tour.
  • 19. Make One More Call
    • Inches makes the difference between successful and average employees.
    • Who does the best job?—
    • The salesperson who makes one more sales call
    • The copywriter who does one more draft
  • 20. Arrive Forty-five Minutes Early and Leave Fifteen Minutes Late
    • Be first on the job— always arrive early.
    • Leave fifteen minutes late to ensure your
    • hard-working reputation.
    • Get ahead on your work--Arrive early and leaving late.
  • 21. Don’t Take Work Home from the Office
    • If you always take work home you are:
    • Not managing your time properly
    • Boring
    • Wasting your precious leisure hours
    • Remember: No real work is done at home.
  • 22. Earn Your “Invitation Credentials”
    • Every corporation has a cosa nostra-- an inner,
    • special family.
    • This inner group decides:
    • Who becomes CEO
    • The length of tenure
    • Entrance credentials characterize those in the inner circle.
  • 23. Avoid Superiors When You Travel
    • If flying with an executive, be sure to:
    • Avoid clever conversation—You are judged on results.
    • Avoid creating an overly industrious image.
    • Sit in a different section.
    • Best option—Fly by yourself.
  • 24. Eat in Your Hotel Room
    • Breakfast and dinner in your room saves time, money, strengthens your individuality, stretches your workday, and extends your office.
    • Hotel room activities include:
    • Planning your day
    • Setting daily objective
    • Writing e-mail
  • 25. Work, Don’t Read Paperbacks, on the Airplane
    • Have specific objectives for each trip.
    • Plan your work according to the allotted time
    • Carry a small stapler.
    • Bring a large prestamped envelope to send to your office.
    • Bring envelopes and stamps for handwritten follow-up notes.
  • 26. Keep a “People File”
    • Obtain a large address book or a notebook computer.
    • Keep a file of people you meet, work with,
    • and get to know.
    • Use a pencil to record notations.
    • Obtain a business card for file.
    • Keep a backup copy in a safe place.
  • 27. Send Handwritten Notes
    • Handwritten notes make you stand out.
    • Handwritten notes are non digital and personal.
    • Handwritten notes include thank-yous, congratulations, regrets, for your information, etc.
    • Send one handwritten note per week.
    • Make sure notes include cards and envelopes.
  • 28. Don’t Get Buddy-Buddy with Your Superiors
    • Remain business associates and not friends.
    • Do not to cross the line between business
    • and friendship.
    • Know your boss and/or subordinates’ problems, plans, personalities, strengths and weaknesses, and idiosyncrasies.
  • 29. Don’t Hide an Elephant
    • Avoid becoming a “hider”.
    • Become a “discoverer” and expose the problem immediately.
    • Turn a big problem into an opportunity to shine.
    • Always act in control of the situation.
    • Classic Elephants: Watergate, Vietnam, and surprise business bankruptcies.
  • 30. Be Visible: Practice “WACADAD”
    • Prove your abilities with action —”Words are cheap and deeds are dear.”
    • Work on visible projects.
    • Examples of visible activities include:
    • Presentations to senior management
    • Instructing a training class
    • Speaking before the sales force
  • 31. Always Take Vacations
    • Your department should function without you.
    • Always plan vacation in advance
    • Never cancel or leave a phone number
    • Inform superiors of trip in advance
    • Take a vacation to:
    • Increase chances of meeting helpful people
    • To observe new business practices and trends
    • To think and plan
  • 32. Always Say “Yes” to a Senior Executive Request
    • Always say “I can to it” when a top executive asks.
    • Listen carefully to the request.
    • Give the boss:
    • More than she/he wanted
    • Sooner than expected
    • With your own touch of ingenuity
  • 33. Never Surprise Your Boss
    • Bosses dislike surprises—good or bad.
    • No surprises keep your boss feeling in control.
    • Surprising your boss leads to mistrust.
  • 34. Make Your Boss Look Good and Your Boss’s Boss Look Better
    • Improving your boss’s promotion chances leaves a vacancy for you.
    • Your boss’s boss is always the key to assure your promotion chances.
    • Make your boss’s boss look good by anticipating their needs and problems.
  • 35. Never Let a Good Boss Make a Mistake
    • A good boss is essential for climbing the
    • ladder of success.
    • Help your boss avoid making hurtful mistakes by:
    • Doing their homework
    • Giving a heads-up briefing
    • Beefing up a weak presentation
    • Avoid making personal your boss’s mistake.
  • 36. Go to the Library One Day a Month
    • Going to the library:
    • Increases motivation to work harder
    • Enhances self-control
    • Organize administrative tasks and update your people file.
    • Write all correspondence (memos, thank you notes, customer letters, etc.)
  • 37. Add One Big New Thing to Your Life Each Year
    • Broadens your horizons and prepares you for a top executive job.
    • Examples of big new things:
    • Learn a foreign language
    • Write a book
    • Make a list of things to accomplish in 10 years
  • 38. Study These Books
    • Obvious Adams by Robert Updegraff
    • The Bible
    • The Art of War by Sun-Tzu
    • The Prince by Niccolo Machiavelli
    • The Forbes Book of Business Quotations Edited by Ted Goodman
    • The Sun Also Rises by Ernest Hemingway
    • Huckleberry Finn by Mark Twain
    • Anything by Thomas Jefferson
  • 39. “ Dress for a Dance”
    • If you Dress for business, you do business
    • Dress for success—Your dress = your personality.
    • Buy a book on how to dress in business, such as:
    • Dress for Success by John T. Molly
    • New Women’s Dress for Success by John T. Molly
  • 40. Overinvest in People
    • Hiring the best people Great return on investment.
    • Overinvest in salary and emotional currency—praise, encouragement, freedom.
    • Corporate leaders should never be anti-people.
    • Hire according to the three “I’s”—
    • “ I” for integrity
    • “ I” for intelligence
    • “ I” for the “I can to it” attitude
  • 41. Overpay Your People
    • Underpaying decreases employee productivity.
    • Do not people cost and expect to save money.
    • Key to success: Hire fewer exceptional people all making money than more people at a lower payroll cost.
  • 42. “ Stop, Look, and Listen”
    • A good president must Stop, Look, and Listen
    • before acting.
    • Listening is a learned art and essential for
    • business success.
    • Listening = wisdom and intelligence.
  • 43. Be a Flag-Waving Company Patriot
    • Show total commitment to your company and
    • to its products and services.
    • Use your company’s products and promote them.
    • Buy company stock.
    • Never be cynical about your company
  • 44. Find and Fill the “Data Gaps”
    • Identify what you don’t know and what your
    • company doesn’t know.
    • Get the facts. Talk to customers and users.
  • 45. Homework, Homework, Homework
    • Avoid the “rocking chair syndrome”—lots of movement, but no real productivity.
    • Find the facts and cover all the bases.—
    • Do your homework!
    • Homework precedes a successful project.
  • 46. Never Panic---or Lose Your Temper
    • Nothing gives one person so much advantage over another as to remain cool and unruffled under all circumstances---Thomas Jefferson
    • In a heated situation, tell yourself to “stay calm.”
    • Signs of panic:
    • temper tantrums
    • immobilization
    • finger pointing
    • cowardice acts
    • rash decisions
  • 47. Learn to Speak and Write in Plain English
    • Poor communication = loss of time and money.
    • Be “to the point”.
    • Guidelines for better communication:
    • Write necessary correspondence
    • Choose specific objectives
    • Choose simplest mode
    • Gather facts
    • (continued)
  • 48. Learn to Speak and Write in Plain English
    • Write a scattergram
    • Organize message
    • Write a zero draft
    • Write a first draft
    • Edit to a one page final draft
    • Tailor language to audience
  • 49. Treat All People as Special
    • Excellent managers make people feel that they—
    • are asked, not questioned…
    • are over paid, not underpaid…
    • are measured, not monitored…
    • are people, not personnel…
    • are sold on what to do, not told…
    • are instrumental, not instruments…
    • are workers, not worked…
    • are contributors, not costs…
    • are needed, not heeded…
  • 50. Be a Credit Maker, Not a Credit Taker
    • A credit maker gives 100 percent credit for work done.
    • A credit taker assumes responsibility for other’s work.
    • A credit taker is insecure, dishonest and known to all.
  • 51. Give Informal Surprise Bonuses
    • Give bonuses for extraordinary work done.
    • Give bonuses randomly to avoid drawing attention.
    • Surprise bonuses increase employee motivation and innovation.
  • 52. Please, Be Polite with Everyone
    • Use good manners with everyone.
    • Be gracious
    • Never pull rank
    • Never smoke at meetings or meals
    • Never let visitors or clients wait in lobby
    • Always say “please” and “thank you”
    • Always introduce yourself and others clearly and slowly.
  • 53. Ten Things to Say that Make People Feel Good
    • “ Please”
    • “ Thank you”
    • “ That was a first-class job you did”
    • “ I appreciate your effort”
    • “ I need your help”
    • “ Congratulations”
    • “ I am glad you are on the team”
    • Remember: Always be sincere
  • 54. The Glory and the Glamour Came after the Grunt work
    • The visible parts of business success = The glamour behind the scenes.
    • The invisible, day-to-day toil = The grunt work.
    • The grunt work precedes the glory.
    • Some examples of grunt work:
    • Homework
    • Weekend travel
    • Checking and rechecking
    • Trial and error
  • 55. Tinker, Tailor, Try
    • 97% of people in all companies fear change.
    • Be an innovator--It catches attention!
    • Tinker with and tailor new ideas to specific needs.
  • 56. Haste Makes Waste
    • Speedy decisions are risky
    • Revocable decision: Changeable decision that is made quickly with less risk.
    • Irrevocable decision: Non changeable decision that involves more time and risk.
    • Examples of revocable decisions:
    • Choosing office layout and advertising schedules
    • Examples of irrevocable decisions:
    • Choosing brand names, acquisitions, executive hires
  • 57. Pour the Coals to a Good Thing
    • Never change the formula for success—Only
    • add improvements.
    • A good example of a good thing investment—
    • Disney’s legendary Mickey Mouse.
  • 58. Put the Importance on the Bright Idea, Not the Source of the Idea
    • Good innovators always listen to the ideas of others.
    • Idea sources include customers, children, competitors, cab drivers, etc.
    • What matters is who implements the idea-- Not who created the idea.
  • 59. Stay Out of Office Politics
    • Rampant office politics symbolize a weak leader.
    • Symptoms of office politics:
    • Fighting each other instead of competition
    • Currying favor
    • Wasting time
    • Implementing unfair and unclear reward systems
    • Spend time creating and accomplishing— Not practicing office politics.
  • 60. Look Sharp and Be Sharp
    • A little vanity is good.
    • Avoid faddish or cheap clothes.
    • Avoid a pale, unhealthy look
    • Have a bright smile
    • Practice good grooming
    • Remember: Be up. And smile
  • 61. Emulate, Study, and Cherish the Great Boss
    • Great bosses are rare.
    • Traits of a great boss:
    • Sets challenging, fair goals
    • Honest
    • Fosters employee growth
    • Experienced
    • Hard-working
    • Smart
    • Model a good boss’s business behavior
  • 62. Don’t Go Over Budget
    • Get the job done on time and within budget.
    • Tight budgets promote creativity, ingenuity, and inventiveness.
    • See a tight budget as a challenge.
  • 63. Never Underestimate an Opponent
    • Opponents are:
    • Competitors
    • Rival managers
    • Buying committees
    • Appearance or reputation can be misleading.
    • Never underestimating an opponent’s intelligence, skill, dishonest, and cunningness.
    • Overestimating your opponent may lead to being pleasantly surprised.
  • 64. Assassinate the Character Assassin with a Single Phrase
    • Beware of the character assassin.
    • The character assassin lives by the motto, “the truth is not hard to kill,” but “a lie well told is immortal.”
    • Two vulnerable traits of an assassin:
    • Obvious
    • Attacks everyone
    • Use one single phrase to assassinate the character assassin: “Of course, with Mr. X, no one is spared.”
  • 65. Become a Member of the “Shouldn’t Have Club”
    • Avoid the “should’ve club” of risk adverse, non doers—”I should’ve done that” or “I would’ve done that.”
    • Join the “shouldn’t have club” of doers and risk takers—”Gee, I shouldn’t have done that.”
    • Remember: No guts, no glory
  • 66. The Concept Doesn’t Have to Be Perfect, but the Execution of It Does
    • Waiting for the perfect time or perfect product
    • or perfect way Nothing.
    • Execute the concept with meticulous attention to detail.
    • Excellence of execution Success.
  • 67. Record and Collect Your Mistakes with Care and Pride
    • See mistakes as learning tools.
    • Record in your “idea notebook”:
    • Mistakes
    • Causes of mistakes
    • How to handle the same event again.
    • Acknowledging mistakes signals security and confidence.
  • 68. Live for Today; Plan for Tomorrow; Forget about Yesterday
    • Do not rekindle yesterday--It is past history.
    • Get on with today--It is whatever you want it to be.
    • Plan for the future
  • 69. Have Fun, Laugh
    • Is your job not fun?--Change jobs or make it fun.
    • A serious, pressured work environment leads to stress and inefficiency.
    • A sense of humor = A successful executive
  • 70. Treat Your Family as Your Number One Client
    • Put your family 1st place to work.
    • Schedule your family on your calendar.
    • Put family activities on “To Do” list.
    • Respond to your family as you do your job
    • or an important client.
  • 71. No Goals, No Glory
    • No goals, no win, no glory.
    • Goals shape your plans, direct your energies, and focus your responses.
    • Record goals in “idea notebook”—
    • Business and Life goals
    • Use 25, 10, 5, and 1 year timetables.
    • Create a yearly, monthly, weekly, and daily
    • “ To Do” list--record a plan to reach goals.
  • 72. Always Remember Your Subordinates’ Spouses
    • A spouse can be an:
    • Important ally
    • A virulent enemy
    • Always thank spouse for their support.
    • Arrange a “weekend for two” for a job
    • well done.
    • Invite spouse to dinner with a colleague.
  • 73. Seeing the Job through the Salespeople’s Eyes
    • Selling is key to the corporation.
    • A salesperson has direct contact with the customer.
    • A successful executive spends time in the sales field.
  • 74. Be a Very Tough “Heller Seller”
    • Learn to sell like hell
    • To be a salesperson that sells:
    • Determine “customer’s” needs
    • Determine how “product” will satisfy customer needs
    • Develop “persistence” and “tenacity”
    • Make sales calls necessary to get the order**
  • 75. Don’t Be an Empire Builder
    • Get the job done with less--less people and less money.
    • Promotions and power go to producers, not to people administrators.
  • 76. Push Products, Not Paper
    • Corporations encourage the “bureaucratic creep”— steady growth of red tape.
    • Corporations need innovators and prudent risk takers—
    • internal entrepreneurs.
    • Typical corporate entrepreneurs are:
    • informal
    • anti-policy
    • anti-procedure
    • Remember: Avoid getting paper-trapped
  • 77. To Teach Is to Learn and to Lead
    • Always accept a chance to teach others:
    • What you do
    • Why you do it
    • How you do it
    • Good preparation and practice = A good presentation
    • A good presentation creates:
    • A reputation for being an expert in your field
    • Familiarity with other company departments
    • Strong circles of influence
  • 78. Do Not Get Discouraged by the Idea Killers
    • Idea killers say, “we’ve tried that before,” “management won’t buy it,” “we can’t afford it,” or “it won’t work.”
    • Idea killers nourish the status quo.
    • Idea people build businesses.
    • Fight the idea killers by making your ideas work.