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Completed Staff Work
WelcomeJack Yoest
Adjunct Professor; Business, Management, Marketing
[email protected] www.Yoest.com
Follow me on Twitter @JackYoest Please Sign In
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Why are we here?
1. What is Completed Staff Work?
2. Will I get greater job security?
3. How do I manage my manager?
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Tale of two Wheelers
Earle and Elmer
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Elmer Wheeler was a senior salesman.
Wheeler Dealer
Earle Wheeler was a senior executive.
Top of His Profession
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An American Tragedy; A Failure of CSW
• November, 1965
• Charles Cooper, a staffer
• Earle Wheeler, his boss
• The Big Boss
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Very Large Organization
Big Boss
Earle Robert
Charles Cooper Whiz Kids
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Earle vs Robert
Selling to The Big Boss
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The Big Boss buys Robert
Not Earle
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• Robert’s strategy failed.
• Earle’s strategy ultimately implemented.
• Robert admits he was wrong…
?
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• Earle Wheeler, Chairman Joint Chiefs of Staff
• Robert McNamara, SECDEF
• Lyndon Johnson, President United States
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What was the problem?
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Earle Wheeler could not sell like
Elmer Wheeler
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Elmer Wheeler
America’s #1 Salesman
1947
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Is it enough to have the right answer?
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1. Product Decision Memo
2. Price Political Capital
3. Place Messenger
4. Promotion Sales Presentation
Last King of Scotland, Idi Amin, President-for-Life of Uganda
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“You didn’t
persuade me”
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Your Team
Your Self
Your Boss
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I agree with you,
I want to do it…
now make me do it.
FDR
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1. What is Completed Staff Work?
Defined:
Decision memo
Signature ready
1. What is Completed Staff Work?
Where the Boss takes action,
by getting…
1. What is Completed Staff Work?
A Recommendation,
from…
1. What is Completed Staff Work?
Researched Options
based from…
1. What is Completed Staff Work?
Well Defined Problem
1. Deliver Completed Staff Work
• Research
• Options/Recommendations
• Signature ready
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1. What is Completed Staff Work?
Efficient: faster, better, cheaper.
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• 1. FOR DECISION:
• 2. PURPOSE:
• 3. OPTIONS:a. Option A
• Pros• Cons
• 4. BACKGROUND AND DISCUSSION:
• a. BACKGROUND. • b. FACTS.
• 5. IMPACT:
• 6. COORDINATION:
• CONCUR/NONCONCUR___________DATE__________
• 7. RECOMMENDATION: a. Option A
APPROVE _________DISAPROVE _______SEE ME ___________
• 8. The Point of Contact for this action is YOU
1. What is Completed Staff Work?
The staffer is an Individual Contributor
1. What is Completed Staff Work?
Individual Contributor’s Report Card
Work = Grade
1. What is Completed Staff Work?
Your Manager’s Report Card
Work + ___________ = Grade
1. What is Completed Staff Work?
Your Manager’s Report Card
Work + Network = Grade
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Report Cards
Individual Work = Grade
Manager Work + Network = Grade
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1. What is Completed Staff Work?
Happy Customers,
Happy Employees,
Happy Cash Flow.
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2. Will I have Greater Job security?
YES
Understand Your Boss
You were hired for your wisdom & judgment.
And your integrity.
Trust.
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Sunshine Cleaning
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Business Lie vsLife Lie
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2. Will I have Greater Job security?
a. Power as an employee.Understand Your Boss
S/He wants discipline,
But it’s not what you think…
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2. Will I have Greater Job security?
a. Power as an employee.
Understand Your Boss
US Army definition of discipline.
2. Will I have Greater Job security?
a. Power as an employee.Understand Your Boss
S/He wants two things from staffers:
Compliance
Initiative
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• Will I have Greater Job security?
b. Put me in coach – I’ll take that job.
Understand the “Commander’s Intent”
LBJ as story teller
• Will I have Greater Job security?
b. Put me in coach – I’ll take that job.
Control what we do, and
When we do it.
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• Will I have Greater Job security?
c. Boss not always right;
but s/he must always be happy.
Your boss is your customer.
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http://fuffer.wordpress.com/page/3/
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• 3. How Do I Manage My Manager?
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• 3. How Do I Manage My Manager?
a. Child-teen-adult responsibility matrix.
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• 3. How Do I Manage My Manager?
a. Child-teen-adult responsibility matrix.
Children: Stop, Start, Shut-up
Your boss wants them to grow up,
or go away…
• 3. How Do I Manage My Manager?
a. Child-teen-adult responsibility matrix.
Children
Teens: Suggest, Study, Support
Trust but verify.
• 3. How Do I Manage My Manager?
a. Child-teen-adult responsibility matrix.
Children Teens Adult: Symmetry
The Adult would do as the boss would do --
given enough time and talent.
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3. How Do I Manage My Manager?a. Child-teen-adult responsibility
matrix.
Adult: Symmetry
Teens: Suggest, Study, Support
Children: Stop, Start, Shut-up
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3. How Do I Manage My Manager?
b. Managers’ greatest two fears.
First Fear:
You will NOT do exactly as directed.
Second Fear:
3. How Do I Manage My Manager?
b. Managers’ greatest two fears.
Second Fear:
You WILL do exactly as directed.
3. How Do I Manage My Manager?
b. Managers’ greatest two fears.
Let’s not make the boss nervous…
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3. How Do I Manage My Manager?
c. Selling to the boss.
Good
Bad
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Elmer Wheeler
Sell the Sizzle
Not the Steak
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Words and phrases and actions
that move a decision maker
to make a decision.
3. How Do I Manage My Manager?c. Selling to the boss
What to do if your boss
doesn’t buy what you’re selling?
3. How Do I Manage My Manager?c. Selling to the boss
Rules of Engagement:
+ Recommendation
+ Persuasion
+ Support
3. How Do I Manage My Manager?c. Selling to the boss
Rules of Engagement:
Support
3. How Do I Manage My Manager?c. Selling to the boss
Support Your Boss and
3. How Do I Manage My Manager?c. Selling to the boss
Bad Boss decision?
A bad plan properly executed is better than
A good plan poorly executed.
3. How Do I Manage My Manager?c. Selling to the boss
Bad Boss decision?
Remember, You are a Professional
3. How Do I Manage My Manager?c. Selling to the boss
Bad Boss decision?
Fix it, make it right…make it work.
A football analogy.
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Summary
• Relationships
• Selling
• Working
• Empowering
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Please keep in touch,
[email protected] www.Yoest.com
Follow me on Twitter
@JackYoest
