Stop Whining--and Start Winning by Frank Pacetta
Author:Frank Pacetta
Language: eng
Format: epub
Publisher: HarperCollins
Published: 2000-01-15T00:00:00+00:00
Using the Weed Whacker
I have to ask this question before we go any further: Have you done any of this stuff yet?
Weâve been at it now through nearly eight chapters. I hate the thought that even one reader is giving me a New York nod. Yeah, I know. Youâve been too busy. Things have been really wild around the office. Maybe next week.
Is it procrastination?
Is it laziness?
It is complacency?
Is it fear?
If youâre still with me, I must be making a little bit sense. Either that or you like Italian food and youâre hoping Iâll print some of my motherâs favorite recipes. Donât hold your breath. Those are going in the sequel, to be titled Bella Deals, Bella Meals.
Iâll make it easy. Just close your eyes, run a finger back across the last couple of pages, and stop anywhere. Whatever item in the review your finger is on, do it. Or Iâll choose one for you: Cut down barriers.
My favorite. I could spend every day just cutting down barriers. Have chain saw, will travel. Barriers are to a business what weeds are to a garden. Thereâs always a fresh crop even in the most successful, well-run businesses. Because they proliferate so fast, barriers will get so thick that they will choke an organization. You spend all your time climbing over them, working around them, digging under them that thereâs no time for productive work. Barriers crowd out your cash crop.
I know a businessman who spent seventeen years growing barriers. At first, he was full of energy and talent. Heâd leap those barriers with a single bound. But the business grew, and so did the barriers; getting over them started becoming harder and harder. Occasionally, heâd crash. No problem, the guy was good. Heâd get back under control, but the barriers kept growing. Today, he is in his early forties, totally burned out, and looking to sell his company.
Have I got you interested in barrier busting? Kind of? Okay, go to the Joe DiMaggio of your organization. Everybodyâs hero, the home-run hitter. Ask her what slows her down (and Iâm not kowtowing to the PC-gender policeâin many of my organizations itâs been Ms. DiMaggio who hits the ball out of the park day after day). Sheâll have a long list. Take notes, flag three of themâthe easy onesâand get rid of them.
But donât run off just yet. Before you leave, ask her, âIf I cut down these three barriers, will you give get me an extra 20 percent?â You may have to negotiate down to 10 percent, but your star is going to do a deal. She knows what itâs worth to get rid of the barriers, even if you donât. Hold out for the biggest number.
âI need twenty, Sharon. Youâre going to be jet propelled with this stuff cleared out of the way. Plus, Iâm going to work on the rest of the list too.â
Does this sound too crass and undignified? Please. Leadership is a dirty business. Thereâs nothing wrong with a quid pro quo.
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