how to become ceo (book by jeffrey j. fox) presented by dr. william allan kritsonis
TRANSCRIPT
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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HOW TO BECOME CEO
Presented by
William Kritsonis, Ph.D
Professor
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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HOW TO BECOME CEO
The Rules for Rising to the Top of Any Organization
• Written by
Jeffrey J. Fox• Presented by
William Kritsonis, PhDProfessor
Published by Hyperion, 114 Fifth Avenue, New York, New York 10011
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Always Take the Job that Offers the MostMoney
Advantages of higher paying jobs:
• Greater benefits , perquisites, bonuses, and subsequentraises.
• Higher paid persons get the higher paid jobs.• Greater visibility to top management
• Greater responsibility Opportunities to perform andshow off talents.
Remember: Money is the scoreboard.
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Avoid Staff Jobs, Seek Line Jobs
• Line jobs make money for your corporation.
• Line jobs include: salespeople, sales and productmanager, marketing directors, supervisors, and generalmanagers.
• Staff jobs are a stepping stone to other jobs.
• Staff jobs include: lawyers, planners, data processingemployees, R&D scientists, and all administrators.
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Don’t Expect the Personnel Department to
Plan Your Career
• Your career plan is not predetermined by thecorporation.
• Take responsibility in designing your own career plan.
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Get and Keep Customers
Customers are thelifeblood of anycorporation!
• Customers provide jobs fornew products and applications.
• Customers provide earlywarning signals of productquality and obsolescence.
• Customers provide vision to
the future.
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Keep Physically Fit
• Ninety percent of aspiring executives are out of shape.
• Your capacity for productivity is by good physicalcondition.
• Being in good shape:Enhances your energy level
Increases sleep and motivation
Decreases depression
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Do Something Hard and Lonely
• Regularly practice a solitary task to increase
mental toughness.
• Hard and lonely tasks include:
Studying late for a graduate degreeRunning long distances in the early AM
Splitting wood
Working in the garden
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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.
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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.”
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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.
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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.
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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.
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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 sodaStay no more than 45 minutesThank the boss for the invitation
Leave at company parties.
Remember: Don’t mix business with pleasure.
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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.
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Make Allies of Your Peers’ Subordinates
• Gain support of your coworker’s teammates.
• Teammates help scuttle deliberate or unintentional actsby your peers.
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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.
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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.
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Make One More Call
• Inches makes the difference between successful andaverage employees.
• Who does the best job?—
The salesperson who makes one more sales callThe copywriter who does one more draft
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Arrive Forty-five Minutes Early and LeaveFifteen 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.
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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.
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Earn Your “Invitation Credentials”
• Every corporation has a cosa nostra-- an inner,
special family.
• This inner group decides:
Who becomes CEOThe length of tenure
• Entrance credentials characterize those in the innercircle.
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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.
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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
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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 youroffice.
• Bring envelopes and stamps for handwritten follow-upnotes.
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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.
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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.
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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.
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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 surprisebusiness bankruptcies.
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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
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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
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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 wantedSooner than expected
With your own touch of ingenuity
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Never Surprise Your Boss
• Bosses dislike surprises—good or bad.
• No surprises keep your boss feeling in control.
• Surprising your boss leads to mistrust.
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Make Your Boss Look Good and YourBoss’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.
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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 homeworkGiving a heads-up briefing
Beefing up a weak presentation
• Avoid making personal your boss’s mistake.
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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 peoplefile.
• Write all correspondence (memos, thank you notes,customer letters, etc.)
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Add One Big New Thing to Your Life EachYear
• Broadens your horizons and prepares you for a topexecutive job.
• Examples of big new things:
Learn a foreign languageWrite a book
Make a list of things to accomplish in 10 years
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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 byTed Goodman
• The Sun Also Rises by Ernest Hemingway
• Huckleberry Finn by Mark Twain
• Anything by Thomas Jefferson
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“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. MollyNew Women’s Dress for Success by John T. Molly
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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
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Overpay Your People
• Underpaying decreases employee productivity.
• Do not people cost and expect to save money.
• Key to success: Hire fewer exceptional people allmaking money than more people at a lower payroll cost.
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“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.
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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
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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.
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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.
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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 pointingcowardice acts
rash decisions
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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 objectivesChoose simplest modeGather facts
(continued)
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Learn to Speak and Write in Plain English
Write a scattergram
Organize message
Write a zero draft
Write a first draftEdit to a one page final draft
Tailor language to audience
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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…
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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.
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Give Informal Surprise Bonuses
• Give bonuses for extraordinary work done.
• Give bonuses randomly to avoid drawing attention.
• Surprise bonuses increase employee motivation andinnovation.
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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.
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Ten Things to Say that Make People FeelGood
• “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
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The Glory and the Glamour Came after theGrunt work
• The visible parts of business success = The glamourbehind 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 recheckingTrial and error
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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.
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Haste Makes Waste
• Speedy decisions are risky
• Revocable decision: Changeable decision that is madequickly with less risk.
• Irrevocable decision: Non changeable decision thatinvolves more time and risk.
• Examples of revocable decisions:
Choosing office layout and advertising schedules
• Examples of irrevocable decisions:Choosing brand names, acquisitions, executive hires
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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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.
P h I h B i h Id N
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Put the Importance on the Bright Idea, Notthe 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 whocreated the idea.
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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Stay Out of Office Politics
• Rampant office politics symbolize a weak leader.
• Symptoms of office politics:
Fighting each other instead of competition
Currying favorWasting time
Implementing unfair and unclear reward systems
• Spend time creating and accomplishing—Not practicing
office politics.
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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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
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Emulate, Study, and Cherish the Great Boss
• Great bosses are rare.
• Traits of a great boss:
Sets challenging, fair goals
HonestFosters employee growth
Experienced
Hard-working
Smart• Model a good boss’s business behavior
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Don’t Go Over Budget
• Get the job done on time and within budget.
• Tight budgets promote creativity, ingenuity, andinventiveness.
• See a tight budget as a challenge.
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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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 beingpleasantly surprised.
A i t th Ch t A i ith
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Assassinate the Character Assassin with aSingle 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.”
Become a Member of the “Sho ldn’t Ha e
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Become a Member of the “Shouldn’t Have
Club”
• Avoid the “should’ve club” of risk adverse, non doers—”Ishould’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
The Concept Doesn’t Have to Be Perfect
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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.
Record and Collect Your Mistakes with Care
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Record and Collect Your Mistakes with Careand 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 andconfidence.
Live for Today; Plan for Tomorrow; Forget
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y; ; gabout 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
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Have Fun, Laugh
• Is your job not fun?--Change jobs or make it fun.
• A serious, pressured work environment leads to stressand inefficiency.
• A sense of humor = A successful executive
Treat Your Family as Your Number One
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Treat Your Family as Your Number OneClient
• 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.
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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No Goals, No Glory
• No goals, no win, no glory.
• Goals shape your plans, direct your energies, and focusyour 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.
Always Remember Your Subordinates’
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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.
Seeing the Job through the Salespeople’s
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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.
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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**
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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 peopleadministrators.
8/14/2019 How To Become CEO (book by Jeffrey J. Fox) Presented by Dr. William Allan Kritsonis
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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
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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 departmentsStrong circles of influence
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Do Not Get Discouraged by the Idea Killers
• Idea killers say, “we’ve tried that before,” “managementwon’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.