Completed Staff Work Welcome Jack Yoest Adjunct Professor; Business, Management, Marketing JYoest@NVCC.eduJYoest@NVCC.edu Follow.

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WelcomeJack Yoest

Adjunct Professor; Business, Management, Marketing

JYoest@NVCC.edu 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,

JYoest@NVCC.edu www.Yoest.com

Follow me on Twitter

@JackYoest