Kritsonis ceo

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Kritsonis ceo

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

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