Contents
Why You Should Read This Book |
1 |
Executive Summary | 9 |
Establish Your Foundation | 11 |
#1 Systematic Power |
13 |
#2 Understand How You Make a Differece |
23 |
#3 Live It - Observe It - Improve It |
45 |
#4 Sanctuary |
53 |
Balance Your Workload |
61 |
#5 Success Plans |
63 |
#6 Pass The Baton on Job Responsiblities |
81 |
#7 Right Person - Right Job |
99 |
#8 Compensation That Pays |
117 |
Manage Your Performance |
135 |
#9 Listen More |
137 |
#10 Goals That Work |
149 |
#11 Halftime Reviews |
161 |
#12 Coach, Do Not Play |
183 |
The Miracle |
201 |
Step-by-Step to Success With People |
205 |
Resource List |
213 |
Appendix |
215 |
Excerpt
You can become a master of managing people. Masters still make
mistakes, but Masters accept that achievement is a disciplined
effort, an ongoing process, and a lifelong journey of learning.
It’s easy to become a master of your success with others if you
follow an effective system of managing people and continue your
learning process to further exploit the power of the proven system.
The first Desired Result of Success With People is Systematic
Power because a successful business is managed around systems
proven to be efficient, effective, and profitable. One of the most
important systems is how you manage people.
Managing others more effectively increases your company profits,
creates new career opportunities for you, and positively impacts
people who rely on you for leadership.
The starting point for your business systems must be how you
select, train, and manage your people because everything else you
attempt to accomplish is affected by these decisions.
Help your people understand the importance of leveraging systems
to build greater efficiency and effectiveness into all their activities.
Just as a vegetable garden is regular work and rewards (sowing
and reaping), continuously develop the capabilities of your people
and systems to achieve your objectives.
One added benefit of this system is it helps your company provide
high quality products and services delivered on time at a
competitive price. New knowledge gained from your system of
developing, selling and supporting your solutions provides
intellectual property for your team members to continue to
compete.
The benefits of this book are more than helping you increase your
income and your company to achieve higher profits. As a member
of a global economy, you are fighting for your way of
life.
A nation’s competitive edge is based on its ingenuity and
productivity. For hundreds of thousands of Americans this means
you must improve your productivity by managing people and
resources more effectively or your job is headed to a competitor or
overseas.
Why does Success With People emphasize a system rather than
just giving you 1001 ideas to manage people better?
Management tips are for people seeking an answer to a specific
employee management problem. For instance, you may have a
worker who is tardy often and you want to know how to motivate
him to show up to work on time. Or two workers aren’t getting
along and you need tips on how to mediate the situation. For
situations like these you need tips, ideas, and information that you
can implement within a system.
In contrast, a system is a series of actions proven to be effective at
achieving a task such as managing people. A system involves
tools, knowledge, software, equipment, and/or step-by-step
procedures. The key qualification of the system is it has
demonstrated itself to be successful. A proven system enables you
to achieve the maximum possible gain.
For example, have you ever considered the systems continuously
developed to maximize the profits of a quick serve restaurant, such
as a McDonald’s or Taco Bell?
Some quick serve restaurant chains are experts at training their
franchisees on business systems to maximize employee
performance, effectiveness, and profits. Recently I ran across a
businessman who used to work for a very well respected company
with about 3,000 employees. I asked him what he was doing now.
He explained he was working for another company, but part-time
he and his wife had purchased 9 Taco Bell franchise stores.
He went on to say prior to purchasing his first Taco Bell franchise,
he expected to bring a lot of business expertise to the organization.
He was surprised after they purchased the stores to discover none
of his knowledge was needed. Taco Bell does such a great job of
establishing proven systems to operate their stores there was
nothing upon which he could improve.
Furthermore, the systems established by quick serve restaurants
are always being reviewed, improved upon, and trained to the next
generation of managers. I remember being in a McDonald’s
restaurant years ago and hearing the manager talking with a
management trainee. He was saying the labor cost of the store the
prior month was a certain percentage, and it should be 2 percent
less. He then explained to the trainee the steps they would take to
bring that cost down so they were maximizing profits.
Sustained success is never simple. You have to work hard, but
more importantly work smart. The people who make the most
money long-term are typically disciplined people who’ve wisely
identified their system of success and work that system day after
day. They may not have invented the system for success, but they
apply it to their business, refine it, and continue to work and
improve the system.
In the book, Good to Great, Jim Collins identifies several
companies that grew substantially after years of very little growth.
One of the key reasons this happened was each company identified
how they made money most effectively and then worked the
system.
It’s important to recognize you have to use the entire system for
maximum effectiveness. You can’t pull off one piece and expect
great results. A true system is a chain of cascading events where
one feeds off the next.
