20 of 21 Suggestions for Success /H. Jackson Brown...

21 Suggestions for Success /H. Jackson Brown,Jr.

1. Marry the right person.

2. Work at something you enjoy and that’s worthy of your time and talent.

3. Give people more than they expect and do it cheerfully.

4. Become the most positive and enthusiastic person you know.

5. Be forgiving of yourself and others.

6. Be generous.

7. Have a grateful heart.

8. Persistence, persistence, persistence.

9. Discipline yourself to save money on even the most modest salary.

10. Treat everyone you meet like you want to be treated.

11. Commit yourself to constant improvement.

12. Commit yourself to quality.

13. Understand that happiness is not based on possessions, power, or prestige, but on relationships with people you love and respect.

14. Be loyal.

15. Be honest.

16. Be a self-starter.

17. Be decisive even if it means you’ll sometimes be wrong.

18. Stop blaming others. Take responsibility for every area of your life.

19. Be bold and courageous. When you look back on your life, you’ll regret the things you didn’t do more than the ones you did.

20. Take good care of those you love. for Success /H. Jackson Brown...

The Pursuit of WOW/Peters 283-284

284 What can we do together to make this place scintillation?

285 Working with reporters

• Change your story when the story changes.
• Don't get worked up about out-of-context quotes
• Return phone calls promptly
• The media is your customer
• Forget corporate guidance
• Take the long-term view. It's repeat business that counts on the commercial side
• Know that there are jerks in the media.
• Don't take your press releases seriously; the press doesn't
• Allow the media access to "real people"
• Say something fresh:

Consultative Selling/Mac Hanan 38-39

39 If you sell to manufacturing customers, you should create a correlated to the SIC classification system with a SPC Index for Standard Process Classifications.

This is the only way that your norms can act as shorthand representations of your ability to solve customer business problems; your norms for cost saved by reducing labor content or reducing scrap in a manufacturing operation, or your norms for revenues gained by speeding up product design and development cycle time in R&D.

Selling based on customer industry norms is commodity selling. Industry norms are commodities.

As a norm leader, you can offer customers a demonstrable advantage over their competitors by bringing them closer to your norms, which should be significantly superior to the industry average.

The City of Influence / Stewart 52-59

59 Relationship Arrogance is especially high among gladiators.

People can usually spot a gladiator a mile away because they view others as human bank machines whose sole purpose is dispensing money and opportunities to them.

When a person is constantly forecasting their return on investment, they become blind to the person behind the transaction and this blindness renders them incapable of building real relationships.

The Pursuit of WOW/Peters 273-283

283 Our top-gun designers, engineers, and marketers are pivotal players. But those whom we normally--and mistakenly--call 'the supporting cast' (service providers, order-entry clerks, distribution teams) deserve equal billings. Deserved or not (and it mostly is deserved), they'll end up influencing customer perceptions even more than those top guns.

The reality is that the true enemies of change are mainly managers fearful of losing power.

Consultative Selling/Mac Hanan 36-38

38 Your norms must average the aggregate values you contribute to a specific operation in a line of business or business function in the industry as the result of each application.

Applications must be equally specific.

The City of Influence / Stewart 50-52

52 Self-interest is the sole motivation of gladiators, and if they can't forecast a quick return on a relationship, they discard the relationship and move on. But what they don't understand is that every person has hidden influence they can't see.

When you begin to understand that everyone has hidden influence, there's a temptation to build a relationship simply to access it. Building relationship with this motivation is not a good idea, either, because you're still forecasting a return on your investment. People can sense that kind of thing and will instinctively distrust you.

19 of 21 Suggestions for Success /H. Jackson Brown...

21 Suggestions for Success /H. Jackson Brown,Jr.

1. Marry the right person.

2. Work at something you enjoy and that’s worthy of your time and talent.

3. Give people more than they expect and do it cheerfully.

4. Become the most positive and enthusiastic person you know.

5. Be forgiving of yourself and others.

6. Be generous.

7. Have a grateful heart.

8. Persistence, persistence, persistence.

9. Discipline yourself to save money on even the most modest salary.

10. Treat everyone you meet like you want to be treated.

11. Commit yourself to constant improvement.

12. Commit yourself to quality.

13. Understand that happiness is not based on possessions, power, or prestige, but on relationships with people you love and respect.

14. Be loyal.

15. Be honest.

16. Be a self-starter.

17. Be decisive even if it means you’ll sometimes be wrong.

18. Stop blaming others. Take responsibility for every area of your life.

19. Be bold and courageous. When you look back on your life, you’ll regret the things you didn’t do more than the ones you did.

The Pursuit of WOW/Peters 268-273

269 ...there are people you already pay you can get good advice from--your employees

Reinvent your company by reinventing your people.

272 Communication is essential to keep everyone on the same frequency.

273 It shifted my focus to the people instead from my own pain to trying to "make it". the company's emotional well-being has improved.

Consultative Selling/Mac Hanan 35-36

36 The norms you work with come into play as soon as you choose a category of performance you want to improve in a customer operation where you believe you can bring the contribution... At that point, you compare the customer's current performance against your norms.

A matrix for warehousing your norms on a industry-specific...For each line of business or business function that you sell to, enter the major operations within it that you affect across the horizontal axis and your major applications that can improve their performance down the vertical axis. Where each application intersects each operation, the matrix show your normal range of added value. Your norms that rank as a customer industry's best practices identify the categories in which you can be the category killer--the owner of the standard value of its outcome. Killer norms are your brands, your product line of high margin earners in return for their high added value.

The City of Influence / Stewart 46-50

52 Self-interest is the sole motivation of gladiators, and if they can't forecast a quick return on a relationship, they discard the relationship and move on. But what they don't understand is that every person has hidden influence they can't see.

When you begin to understand that everyone has hidden influence, there's a temptation to build a relationship simply to access it. Building relationship with this motivation is not a good idea, either, because you're still forecasting a return on your investment. People can sense that kind of thing and will instinctively distrust you.

18 of 21 Suggestions for Success /H. Jackson Brown...

21 Suggestions for Success /H. Jackson Brown,Jr.

1. Marry the right person.

2. Work at something you enjoy and that’s worthy of your time and talent.

3. Give people more than they expect and do it cheerfully.

4. Become the most positive and enthusiastic person you know.

5. Be forgiving of yourself and others.

6. Be generous.

7. Have a grateful heart.

8. Persistence, persistence, persistence.

9. Discipline yourself to save money on even the most modest salary.

10. Treat everyone you meet like you want to be treated.

11. Commit yourself to constant improvement.

12. Commit yourself to quality.

13. Understand that happiness is not based on possessions, power, or prestige, but on relationships with people you love and respect.

14. Be loyal.

15. Be honest.

16. Be a self-starter.

17. Be decisive even if it means you’ll sometimes be wrong.

18. Stop blaming others. Take responsibility for every area of your life.

The Pursuit of WOW/Peters 265-268

267 Everyone needs to find the way that works for them.

268 If you want to have a mentor, make sure that person is compensated.

Consultative Selling/Mac Hanan 34-35

35 You need only ask whether the customer want their operation to approximate your norms more closely. When you ask that question, you are proposing to sell in a consultative manner. When customers ask how they can make their operation come closer to your norm, they have begun to "buy" from you.

We are experienced in improving the contribution to profits made by your operation. Our norms show that managers who implement our solution can increase their revenue contribution or decrease their cost contribution by approximately $x within y period of time. How do these norms compare with your current performance? If performing closer to our norms can make your more competitive, what if we can work together the way we are proposing to achieve a $000 minimum improvement within the next 00 months?