1. Completed Staff Work Welcome Jack Yoest Adjunct Professor; Business, Management, Marketing JYoest@NVCC.eduJYoest@NVCC.edu www.Yoest.comwww.Yoest.com Follow me on Twitter @JackYoest Please Sign In

2. Completed Staff Work Why are we here? 1. What is Completed Staff Work? 2. Will I get greater job security? 3. How do I manage my manager?

3. Completed Staff Work Tale of two Wheelers Earle and Elmer

4. Completed Staff Work Elmer Wheeler was a senior salesman. Wheeler Dealer Earle Wheeler was a senior executive. Top of His Profession

5. Completed Staff Work An American Tragedy; A Failure of CSW November, 1965 Charles Cooper, a staffer Earle Wheeler, his boss The Big Boss

6. Completed Staff Work Very Large Organization Big Boss Earle Robert Charles Cooper Whiz Kids

7. Completed Staff Work Earle vs Robert Selling to The Big Boss

8. Completed Staff Work The Big Boss buys Robert Not Earle

9. Completed Staff Work Robert’s strategy failed. Earle’s strategy ultimately implemented. Robert admits he was wrong… ?

10. Completed Staff Work Earle Wheeler, Chairman Joint Chiefs of Staff Robert McNamara, SECDEF Lyndon Johnson, President United States

11. Completed Staff Work What was the problem?

12. Completed Staff Work Earle Wheeler could not sell like Elmer Wheeler

13. Completed Staff Work Elmer Wheeler America’s #1 Salesman 1947

14. Completed Staff Work Is it enough to have the right answer?

15. Completed Staff Work 1.Product Decision Memo 2.Price Political Capital 3.Place Messenger 4. Promotion Sales Presentation

16. Last King of Scotland, Idi Amin, President-for-Life of Uganda

17. Completed Staff Work “You didn’tYou didn’t persuade me”persuade me

18. Completed Staff Work Your Team Your Self Your Boss

19. Completed Staff Work

21. I agree with you, I want to do it… now make me do it. FDR

22. Completed Staff Work 1. What is Completed Staff Work? Defined: Decision memo Signature ready

23. 1. What is Completed Staff Work? Where the Boss takes action, by getting…

24. 1. What is Completed Staff Work? A Recommendation, from…

25. 1. What is Completed Staff Work? Researched Options based from…

26. 1. What is Completed Staff Work? Well Defined Problem

27. 1. Deliver Completed Staff Work Research Options/Recommendations Signature ready

28. Completed Staff Work 1. What is Completed Staff Work? Efficient: faster, better, cheaper.

29. Completed Staff Work 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

30. 1. What is Completed Staff Work? The staffer is an Individual Contributor

31. 1. What is Completed Staff Work? Individual Contributor’s Report Card Work = Grade

32. 1. What is Completed Staff Work? Your Manager’s Report Card Work + ___________ = Grade

33. 1. What is Completed Staff Work? Your Manager’s Report Card Work + Network = Grade

34. Completed Staff Work Report Cards Individual Work = Grade Manager Work + Network = Grade

35. Completed Staff Work 1. What is Completed Staff Work? Happy Customers, Happy Employees, Happy Cash Flow.

37. Completed Staff Work 2. Will I have Greater Job security? YES Understand Your Boss You were hired for your wisdom & judgment. And your integrity. Trust.

38. Completed Staff Work Sunshine Cleaning

39. Completed Staff Work Business Lie vs Life Lie

40. Completed Staff Work 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…

41. Completed Staff Work 2. Will I have Greater Job security? a. Power as an employee. Understand Your Boss US Army definition of discipline.

42. 2. Will I have Greater Job security? a. Power as an employee. Understand Your Boss S/He wants two things from staffers: Compliance Initiative

43. Completed Staff Work 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

44. 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.

45. Completed Staff Work

49. Will I have Greater Job security? c. Boss not always right; but s/he must always be happy. Your boss is your customer.

50. Completed Staff Work

51. http://fuffer.wordpress.com/page/3/

52. Completed Staff Work 3. How Do I Manage My Manager?

53. Completed Staff Work 3. How Do I Manage My Manager? a. Child-teen-adult responsibility matrix.

54. Completed Staff Work 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…

55. 3. How Do I Manage My Manager? a. Child-teen-adult responsibility matrix. Children Teens: Suggest, Study, Support Trust but verify.

56. 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.

57. Completed Staff Work 3. How Do I Manage My Manager? a. Child-teen-adult responsibility matrix. Adult: Symmetry Teens: Suggest, Study, Support Children: Stop, Start, Shut-up

58. Completed Staff Work 3. How Do I Manage My Manager? b. Managers’ greatest two fears. First Fear: You will NOT do exactly as directed. Second Fear:

59. 3. How Do I Manage My Manager? b. Managers’ greatest two fears. Second Fear: You WILL do exactly as directed.

60. 3. How Do I Manage My Manager? b. Managers’ greatest two fears. Let’s not make the boss nervous…

61. Completed Staff Work 3. How Do I Manage My Manager? c. Selling to the boss. Good Bad

62. Completed Staff Work Elmer Wheeler Sell the Sizzle Not the Steak

63. Completed Staff Work Words and phrases and actions that move a decision maker to make a decision.

64. 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?

65. 3. How Do I Manage My Manager? c. Selling to the boss Rules of Engagement: + Recommendation + Persuasion + Support

66. 3. How Do I Manage My Manager? c. Selling to the boss Rules of Engagement: Support

67. 3. How Do I Manage My Manager? c. Selling to the boss Support Your Boss and

68. 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.

69. 3. How Do I Manage My Manager? c. Selling to the boss Bad Boss decision? Remember, You are a Professional

70. 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 analogyA football analogy.

71. Completed Staff Work Summary Relationships Selling Working Empowering

72. Completed Staff Work Please keep in touch, JYoest@NVCC.eduJYoest@NVCC.edu www.Yoest.comwww.Yoest.com Follow me on Twitter @JackYoest