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Presented by

William Allan Kritsonis, PhD

Professor of Educational Leadership
The University of Texas of the Permian Basin
The Rules for Rising to the Top of Any Organization

Written by

Jeffrey J. Fox
Presented by

William Allan Kritsonis, PhD

Professor of Educational Leadership
The University of Texas of the Permian Basin
Published by Hyperion, 114 Fifth Avenue, New York, New York 10011
Always Take the Job that Offers the Most
Advantages of higher paying jobs:
Greater benefits , perquisites, bonuses, and subsequent
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.

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
Staff jobs are a stepping stone to other jobs.
Staff jobs include: lawyers, planners, data processing
employees, R&D scientists, and all administrators.
Dont 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.
Get and Keep Customers

Customers are the

lifeblood of any

Customers provide jobs for

new products and applications.
Customers provide early
warning signals of product
quality and obsolescence.
Customers provide vision to
the future.
Keep Physically Fit

Ninety percent of aspiring executives are out of shape.

Your capacity for productivity is by good physical
Being in good shape:
Enhances your energy level
Increases sleep and motivation
Decreases depression
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
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.
Think for One Hour Every Day

Spend one hour each day planning:

Write down ideas at a scheduled time each day.
Keep written notes in a special idea notebook.
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.
Dont 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
Avoid getting tipsy with coworkersSignals weakness
and lack of control.
Dont 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.
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: Dont mix business with pleasure.

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 departmenti.e. take the
sales managers assistant to lunch.
Make one good ally in your company each month.
Make Allies of Your Peers Subordinates

Gain support of your coworkers teammates.

Teammates help scuttle deliberate or unintentional acts
by your peers.
Know Everybody by Their First Name

Learn everybodys full name.

Find out what they do and their jobs importance.
Introduce visitors to other employees and explain their
jobs importance.
Organize One-Line, Good-Job Tours

Get the highest ranking officer to tour

your department and thank each employee.
Make up cue cardsOne or two statements
of an employees achievements.
Everybody wins on a good-job tour.
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
Arrive Forty-five Minutes Early and Leave
Fifteen Minutes Late
Be first on the jobalways arrive early.
Leave fifteen minutes late to ensure your
hard-working reputation.
Get ahead on your work--Arrive early and leaving late.
Dont Take Work Home from the Office

If you always take work home you are:

Not managing your time properly
Wasting your precious leisure hours

Remember: No real work is done at home.

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
Avoid Superiors When You Travel

If flying with an executive, be sure to:

Avoid clever conversationYou are judged on results.
Avoid creating an overly industrious image.
Sit in a different section.
Best optionFly by yourself.
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
Work, Dont Read Paperbacks, on the
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
Bring envelopes and stamps for handwritten follow-up
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.
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.
Dont 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
Dont Hide an Elephant

Avoid becoming a hider.

Become a discoverer and expose the problem
Turn a big problem into an opportunity to shine.
Always act in control of the situation.
Classic Elephants: Watergate, Vietnam, and surprise
business bankruptcies.
Be Visible: Practice WACADAD

Prove your abilities with actionWords 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
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
Always Say Yes to a Senior Executive
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
Never Surprise Your Boss

Bosses dislike surprisesgood or bad.

No surprises keep your boss feeling in control.
Surprising your boss leads to mistrust.
Make Your Boss Look Good and Your
Bosss Boss Look Better
Improving your bosss promotion chances leaves a
vacancy for you.
Your bosss boss is always the key to assure your
promotion chances.
Make your bosss boss look good by anticipating their
needs and problems.
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 bosss mistake.
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
Write all correspondence (memos, thank you notes,
customer letters, etc.)
Add One Big New Thing to Your Life Each
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
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
Dress for a Dance

If you Dress for business, you do business

Dress for successYour dress = your personality.
Buy a book on how to dress in business, such as:
Dress for Success by John T. Molly
New Womens Dress for Success by John T. Molly
Overinvest in People

Hiring the best people Great return on investment.

Overinvest in salary and emotional currencypraise,
encouragement, freedom.
Corporate leaders should never be anti-people.
Hire according to the three Is
I for integrity
I for intelligence
I for the I can to it attitude
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.
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.
Be a Flag-Waving Company Patriot

Show total commitment to your company and

to its products and services.
Use your companys products and promote them.
Buy company stock.
Never be cynical about your company
Find and Fill the Data Gaps

Identify what you dont know and what your

company doesnt know.
Get the facts. Talk to customers and users.
Homework, Homework, Homework

Avoid the rocking chair syndromelots of movement,

but no real productivity.
Find the facts and cover all the bases.
Do your homework!
Homework precedes a successful project.
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
finger pointing
cowardice acts
rash decisions
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

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
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
Be a Credit Maker, Not a Credit Taker

A credit maker gives 100 percent credit for work done.

A credit taker assumes responsibility for others work.
A credit taker is insecure, dishonest and known to all.
Give Informal Surprise Bonuses

Give bonuses for extraordinary work done.

Give bonuses randomly to avoid drawing attention.
Surprise bonuses increase employee motivation and
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.
Ten Things to Say that Make People Feel
Thank you
That was a first-class job you did
I appreciate your effort
I need your help
I am glad you are on the team

Remember: Always be sincere

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:
Weekend travel
Checking and rechecking
Trial and error
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.
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
Pour the Coals to a Good Thing

Never change the formula for successOnly

add improvements.
A good example of a good thing investment
Disneys legendary Mickey Mouse.
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.
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 accomplishingNot practicing
office politics.
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

Emulate, Study, and Cherish the Great Boss

Great bosses are rare.

Traits of a great boss:
Sets challenging, fair goals
Fosters employee growth
Model a good bosss business behavior
Dont Go Over Budget

Get the job done on time and within budget.

Tight budgets promote creativity, ingenuity, and
See a tight budget as a challenge.
Never Underestimate an Opponent

Opponents are:
Rival managers
Buying committees
Appearance or reputation can be misleading.
Never underestimating an opponents intelligence, skill,
dishonest, and cunningness.
Overestimating your opponent may lead to being
pleasantly surprised.
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:
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 Shouldnt Have
Avoid the shouldve club of risk adverse, non doersI
shouldve done that or I wouldve done that.
Join the shouldnt have club of doers and risk takers
Gee, I shouldnt have done that.

Remember: No guts, no glory

The Concept Doesnt 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
and Pride
See mistakes as learning tools.
Record in your idea notebook:
Causes of mistakes
How to handle the same event again.
Acknowledging mistakes signals security and
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
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
Treat Your Family as Your Number One
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.
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.
Always Remember Your Subordinates
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 Salespeoples
Selling is key to the corporation.
A salesperson has direct contact with the customer.
A successful executive spends time in the sales field.
Be a Very Tough Heller Seller

Learn to sell like hell

To be a salesperson that sells:
Determine customers needs
Determine how product will satisfy customer needs
Develop persistence and tenacity
Make sales calls necessary to get the order**
Dont Be an Empire Builder

Get the job done with less--less people and less money.
Promotions and power go to producers, not to people
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:

Remember: Avoid getting paper-trapped

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
Do Not Get Discouraged by the Idea Killers

Idea killers say, weve tried that before, management

wont buy it, we cant afford it, or it wont work.
Idea killers nourish the status quo.
Idea people build businesses.
Fight the idea killers by making your ideas work.

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