PmUvxޜ @"Data.app1@ .12 3 7 ]Fęq|ּVQ\Make sure you can operate the fax machine, photocopy machine and report binding equipment. Never appear stressed in front of a client, a customer or you boss. Take a deep breath and ask yourself, In the course of human events, how important is this? KNever go into a meeting without knowing what you want the outcomes to be. If anticipating your first day of work doesn't stir feelings of excitement in your gut, it isn't the right job for you. Don't find out the hard way. PDon't check your luggage, and take only the essentials with you. Travel light. ]Always keep your passport and airline tickets in the same pocket of your suit or briefcase. 8Spend your department's budget as if it were your own. oThe days of the three-martini lunch are over - don't drink at lunch unless you don't plan to go back to work. eNo matter what you are told, a laptop computer will run on the battery for an hour and a half, max. XAt most, only half the time you spend on a plane will be productive: plan accordingly. UYou are never too old to change, learn a new job, start over, or try something new. %Take evening and extension courses. When interviewing, think about the people with whom you'd be working. Eight hours a day is a long time to spend with people you don't enjoy. QLife is choices: always choose to do what you will remember ten years from now. LBecome proficient in another language - or at least get the tapes and try. QMake a 'to do' list every day. Crossing things off the list is very satisfying. AUse commuting time well. Listen to National Public Radio, tapes you enjoy, or, if you can afford it, use a car phone to get things done. If using public transportation, read, do paper work or get mentally prepared for the day, but don't use a cellular phone. ARemember the story of the flood consultant who confidently told Saint Peter that he would tell the assembly of heaven about how he managed the great Johnstown flood of 1988... until he found out that Noah would be in the audience. Balance humility with expertise.$EVNtԨ`Ɛ[Don't surround yourself with people who are like you: strive for difference and diversity.%Never wear a tie with a stain on it.LBoil down your job far enough so that you can describe it to anyone easily.iIf Total Quality Management doesn't get results for your organisation in one year, it should be history.!Coffee and doughnuts are a meal.4If a job sounds too good to be true, it usually is.VA good source of names for initiatives and speeches are country-western album covers.dLearn what finished work looks like and then deliver your own work only when it looks the same way.NAct like the customer is king, even if no one else in your organisation does.Develop a network of friends and advisors on issues you are dealing with. Think of it as your own personal board of directors.FThe most successful people in business are also the most interesting.OAvoid being assigned for more than one year to the human resources department.*Learn how to involve people in your work.]Be honest with yourself about your strengths and weaknesses and govern yourself accordingly.BStay with something long enough to learn and make a contribution.>Bring your kids to the office so they can see where you work.J@iTable1ColA14ColA15ColB15 Index1ColA14!@ @ @e@Table1no: lesson: d@@6.A@6CE |vZ@IAlways know who your client or customer is - no matter what your job is.YBe nice to receptionists - they can help you. If they don't like you they can hurt you. ENever let your guard down around superiors - even when socialising. HBrag about someone to another person; that person is sure to find out. MSimplify, don't complicate - especially processes, procedures and policies. eNever take a problem to your boss without some solutions. You are getting paid to think, not whine. kSpend five minutes figuring out how to communicate the decision for every ten minutes you spend deciding. mBelieve that change can happen, even after overwhelming evidence says that things never seem to get better.  hLife in business is made up of ambiguous victories and nebulous defeats - claim them all as victories.  8Know what shoes to wear and keep them in proper shape.  LWhen waiting in a lobby for a meeting, or to meet someone, don't sit down.  XCarry telephone numbers with you - use the back of a calendar or an electronic gadget.  5Keep track of what you do - someone is sure to ask. ZRead the business and trade publications - so you understand trends and know buzz words. 'Don't promise what you can't deliver. Get to the office early. ENhJfMThe age of strategic planning is over... it is now the age of implementationFThose who do the work should have a say in how it is to be organised.NIt may not be a small world, but there is a small number of people who count.HLearn to recognise people who are bad medicine and stay away from them.Whatever initiatives you are communicating, remember to tell your audience three things: What it is and why, how it will affect them, and when they will know more.!Always ask why before proceeding[Don't create reports that sit on shelves. Reports should be a means to an operational end.vThe lifespan of any organisation's design is less than twenty-four months. Stay tuned if you don't like what you see..Don't listen to rock and roll in your office.Give informational interviews.fGraciousness always helps: when you have a visitor, always make sure you offer soft drinks or coffee.-Send thank-you notes to people who help you.sDon't get a reputation for being a climber or a political animal; get a reputation for always doing what is right.oHave your own document retention programme: if you haven't referred to a file in twelve months, get rid of it.ABeing in the right place at the right time is never an accident.nNever underestimate the ability of peple to develop strange interpretations of anything you write, say or do.ARemember the parable of the captain of the battleship steaming through the dark night who proudly insisted that the ship showing the light dead ahead give way...until the 'ship' identified itself as a lighthouse. It works in many organisational situations.E`aelm5`*Always plan your day while in the shower.GIf you think people don't know what you are really after, think again.Recognise that people from headquarters, particularly staff, never know what is going on. Ask the workers directly and you will learn a lot more.AFountain pens always leak. Always. They leak more on aeroplanes.iThe old model said that managers didn't do anything but manage; the new rules say that managers must do.Be sensitive about the language you use, especially gender specific titles. Know what the organisational norm is regarding titles like 'chairman'.JThe size of your office is not as important as the size of your paycheck.0Keep your desk clean and you will think better.It is true. Sometimes you'll be on a roll and everything will click; take maximum advantage. When the opposite is true, hold steady and wait it out.FDon't talk about your new car or big sailboard with peers or clients.FTrust is as important as competence and more important than affinity.Sometimes saying nothing and waiting until the other side makes a move is the best offense. The Japanese have perfected this strategy.*Money now is worth more than money later.tManage the paradox of being 100% committed to what you are doing while keeping an eye open for other opportunities.LFĂضl zuLearn the difference between Theory X and Theory Y and type A and type B and the definition of the Hawthorne effect.\Don't be afraid to ask the big question; other people are probably wondering about it, too.;Suggestion systems can work - don't be afraid to use them.zPick your friends carefully. The water cooler set may be accessible, but those who are there all the time always will be.yReduce all analysis to three bullet points: no one will take time to understand, pay attention to, or remember any more.GDon't have anyone on your team that you wouldn't trust with your kids.fWhen you get the entrepreneurial urge, go visit someone who has started a business - it may cure you.UWhenever executives start talking about competition, be prepared for cost reduction.0Do something good early in your new assignment.|Never be the last to leave a company going downhill: your personal market value declines with each additional day you stay.cCultivate a reputation for being reliable and hardworking, even if it means bucking peer pressure.pIf you have bad handwriting, buy a laptop and learn word processing. If you have good handwriting, do the same.cStrive to be an 'impact player', i.e. someone who makes a difference no matter what the situation.7Always arrive at work thirty minutes before your boss.jLike they say in boxing, 'Always finish stronger than you start.' People remember the end of the project.PYou can have fun nearly every day if you approach work with the right attitude.EVl|VE|zAlways push that little button that sends callers directly to your phone when you are not around. No one likes to wait six rings and then get a recording. %Go through an Outward Bound course. Give presentations that tell stories, not just provide data. }Never put more than twenty words on an overhead slide. Use graphics. If you want to lose an audience, show slides with columns of numbers. ~"Make time for life outside work. 2Buy good luggage and briefcases - people notice. 'Assume no one can/will keep a secret. FDR=ZaDon't eat garlic at lunch .bZRelationships change. Your one-time allies can become your nemeses. Remember who is who. cLLearn how to make proper introductions and then introduce people properly. dPAlways know how you perform - be honest with yourself and do better next time. eSAlways have an answer to the question, What would I do if I lost my job tomorrow? fyUse a spiral bound notebook to take meeting notes and record phone-mail messages. It will become your business journal. goMaintain your sense of adventure - there are things to do if your travels take you to Erie, Ohio in February. hYGet at least one article published per year that will garner recognition in your field. iaCreate a great opening to speeches and presentations - use it often or until you get sick of it.j#Complete surveys and return them. kODon't open or read any memo marked confidential unless it is addressed to you.9O#  l\A little self effacing humour can be an effective ice breaker; just don't use it too much. maNever assume you can keep major changes a big secret, because you can't. Employees always know. n[If you are in a focus group, make sure you can trust everyone before you speak your mind. oWhen the note on the refrigerator says it will be emptied this Friday, get your salad dressing. Cleaning the refrigerator is one corporate initiative that is always implemented. p'If you don't know the answer, say so. @]l`VtQiOwn stock in the company for which you work, but make sure not all the stock you own is in one company. RSeek rotational assignments, especially if one will put you in a key operational role or close to the seat of power in operational headquarters.S0Read What colour is your parachute? every year.TThe true test of whether you (and your company) are customer-driven is how you set priorities. If the question How will this affect my customers? Is always the first one asked, the chances are good the organisation is customer driven. U*Never in your life say, It's not my job. VTRead your job description but never be restricted by it. Do what needs to be done. W%Maintain a three-year rolling plan. X4Be known as someone who enhances customer service. YPWhen working on the computer, save the document you are working on frequently. ZkIf someone says you are not strategic, try to figure out what that means and then tell him to go to hell. [~Don't ever ask colleagues if they dye their hair. Don't ever tell them that they look bald or fat - or that they look tired. \GIf your desk faces the door, don't look up every time someone passes. ]CTake vacations and long weekends. Never let vacation time expire. ^HStrive to me known as a Rainmaker, People Developer and Decision Maker _Go only on those training classes that will help you. Avoid those that will be a waste of time. Good training classes will expose you to new and exciting ideas. `rWhen giving a talk or presentation, always consider what you thought you wanted your audience to walk away with. dF ^uz]AMIf you even think you are vulnerable, you should probably find another job. BTRead In search of Excellence - the companies are dated, but the principles are not.C}Understand the skills and abilities that differentiate you from everyone else. Whenever you have the opportunity, use them. D)Learn how to use a spreadsheet program. EIKeep a toothbrush and toothpaste in your desk and use them after lunch. F=Long hours don't mean anything - results count, not effort. GHappy workers don't always make good workers, but good workers make for happy workersFocus your efforts on getting yourself and others to work well. HTMaintain outside interests - volunteer in not-for-profits and stay physically fit. I7Write down good ideas - they get lost like good pens. JFWorry about implementation rather than strategy - it's harder to do. KJLearn how to run a meeting well, and learn how to prepare a good agenda. LRejoice in the successful completion of projects and major activities. Remember how it felt to put that calculus text away, knowing you'd never have to open it again. MuUnderstand the core of the business and bond with it. Don't take a job with Nintendo if you don't like video games. NrKnow the perceptions people have of you. If people see you as a whiner or too political, change that perception. OKDevelop a point of view about success - your own and your organisation's. PThe buzz words from Total Quality Management are here to stay for a while. Get to know what Continuous Process Improvement and six sigma mean. D֎V֌<1;Return calls within 24 hours. Never leave one unanswered. 2eIf you are going to complain about something, have a solution in mind and make clear what you want. 3ADevelop friends in the executive search-and-placement business. 4JBuy clothes that will last a long time - lean towards wools and cottons. 5\If travelling on the corporate jet, know what the seating protocols are before you get on. 6%Learn to read financial statements. 7eKnow how to write business letters and send them - including thank you letters and proposal letters.8@In all sales situations seek clarity - is it sold or isn't it? 9DDevelop a high tolerance for ambiguity - you'll be more satisfied. :MLearn to remember people's names. If your memory is poor, develop a system. ;DAt all costs, avoid dotted-line or ambiguous reporting situations. <Always have an agenda. =@Don't hang your diplomas in your office unless you are an M.D. >Learn how to give first rate presentations so that the message you're trying to deliver is the same one the audience receives. ?=Be comfortable around senior managers, or learn to fake it. @Treat your time as if someone is paying for it - someone is. .Learn the difference between benchmarking and best practices.*Try to figure out who's making decisions.M'Playing with the lights' means a lot of activity where nothing will happen./Call home every night when you're on the road.Beware of a false sense of activity - i.e. you're too busy to go to the bathroom but you're not sure what all your work will add up to.Action follows intent: if you intend to lose weight, act like you are on a diet. If you intend to be customer- or quality-driven, act that way.If the 'answer' to an organisational issue is already delared or known, test the answer before you waste time coming up with a new one.Most problems can be lumped into three types: organisational, process, or cultural. Although they are not unrelated, know which is which. Understanding the category will help you derive solutions.yBefore you get retrained for a new job, make sure where the training will get you and that you will learn something new.KReal change in any organisation usually happens due to an outside impetus.2Read the fine print in early-retirement packages.(Try to make your hobbies into a career.Own your career.hLearn the paradoxes of organisation work, like growing the organisation while maintaining cost control. IBe a supporter of the latest fad, but don't build your career around it.B ?0-~P|`p ,B 0 !"#$%&'()*+,-./0123456789:;<=>?B?p}~B?`./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_pqrstuvwxyz{|B?P@ABCDEFGHIJKLMNOPQRSTUVWXY Z [ \ ] ^_`abcdefghijklmnop q!r"s#t$u%v&w'x(y)z*{+|,}-~B  012345678 9 : ; < =>?!"#$%&'()*+,-./0123456789:;<=>?B= -./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghiZ[B0      !"#$%&'() * + , -./0123456789:;E,I~F궸D0ZIf you are placed on a Total Quality Team, do something worthwhile; don't redesign forms.1tAlways get a title and sufficient money going into a company; promises about future potential are aways overstated.2There are work clothes, school clothes and church clothes. Don't mix them up. The focus at work should be the organisation, not your socks.39Don't expect to make money in the boat or wine business.4DPerformance evaluations take place every day, not every six months.5?Ask questions at company meetings, but don't embarrass anyone.6Job security does not exist.7KWhen giving a presentation, don't read the slides and don't use a pointer.8[The concept of entitlement is disappearing fast. You have to earn employment and benefits.9oEmployees always know what's going on in a company. When making announcements assume no one will be surprised.:UIf you order a drink, name the label you want. Don't just say, 'I'll have a scotch.';VEliminate guilt: don't cheat on expense reports, taxes, benefits, or your colleagues.<RLet the business shape the organisation, not the organisation shape the business.=A good raise is 10 percent.>FUD is the IBM acronym for an illness called Fear, Uncertainty and Doubt. If you have it, it will probably last for a while, but fight it any way you can.?SThe organisation most of us grew up with is gone. Corporate chaos is here to stay.@OOOO'! "Arial$#Fu=!6ܦLRemember that almost all business is painfully simple. Strive to demystify.:Keep the good pens in your desk, otherwise you lose them.]The person who spend all of his or her time at work is not hardworking, he or she is boring.rDon't confuse extensive documentation of a situation with insight, and don't confuse a spreadsheet with analysis.Most autocratic executives are like the man behind the curtain in the Wizard of Oz: they are really more human than the wizards they are trying to be.WCreate work teams wih the best available talent, regardless of function or background.eTeamwork will become more and more important. Learn what it is and how to become a good team member.rIn projects and meetings prepare rigorous lists of things to do with dates - learn to use tools like GANT charts.Watch a big reorganisation closely. It will broadcast what will be important in the company. Remember, 'same old horses, same old glue.'Just because you are in business and have a family doesn't mean you can't be in shape - it actually makes it even more important.tDon't get hung up on whether you're working on a vision or a mission or goals or objectives - do what is important.yKnow when you are at your best - morning, night ,under pressure, relaxed - and schedule and prioritise work accordingly.nIf you're put in a spot where you are the process consultant, keep the meeting moving and know your audience.Don't create layers.hAlways have a beginning, middle, and end, whether it is a presentation, a meeting, a memo, or a letter.MDon't be a process consultant without having some content knowledge as well.@^AnXLearn what the differences between marketing, sales, public relations, and advertising.GThere is a marketing element to everything you do in any organisation.aCustomers don't care how you are oganised - they care most about responsiveness, cost and speed.~The best mission statement ever written is that of Federal Express: To deliver the package the very next morning, regardless.)Never sacrifice quality to make numbers.PDon't be internally focussed. Learn what is important to customers and clients.oEvery change initiative will have an impact on other parts of the organisation; know what the impact might be.qUnderstand the difference between what the organisation says and what it does will help focus on basic problems. Work elimination should accompany job elimination - someone needs to pay attention to the balance, i.e. with job elimination, work elimination should also occur. Work on problems, not symptoms. Morale itself is never a problem; something is happening that causes low morale, which creates a problem. >Don't sell anything in the office, except Girl Scout cookies. 1Work for a company where pay equals performance. EThe fastest way to create organisational change is to change people.DThe best thing about training is the people you meet in your class.VIf you learn and apply even one idea from a training session, it has been worthwhile.EThe hard part of any process is determining who decides who decides.F-Z ZuEh@'Always carry a thin, cheap calculator.AWhen travelling internationally, read a simple travel guide in advance and carry a quick reference guide to currency exchange.BgTechnology cannot solve all problems. It can only make the real work cheaper, faster and less tedious.C}Reducing costs, increasing competition, or providing more training are usually not the solutions to organisational problems.DEDon't work on weekends - work longer during the week if you have to.ECompanies like UPS may not do everything right but they sure keep their trucks clean and their people courteous. There is a lesson in paying attention to details like people and trucks.FXDon't smoke. Especially don't hang around out front of the building with other smokers.GLIf you receive a customer complaint letter, give him or her what she wants.H'Take a good presentation skills class.IIf you get a bad review, mke sure you understand what genuinely needs to be improved upon, as opposed to your boss's perception of how bad things are.JMake decisions in a timely fashion, even if you are not 100 percent certain that it's the right decision. Not deciding is a decision, too.K.The fewer polices and procedures, the better.L\If the result of a meeting is a form, it was a meeting that produced the wrong deliverable.MyWhen giving presentations, read the audience continuously. Change the tenor, subject, or speaker if you are losing them.NiHanging around in an office lobby will give you a flavour of what it's like to work in the organisation.O^Don't carry huge calendars with all the gizmos and gadgets. They will label you as a staffer.\G.r] |%ixP3Focus on what peers and supervisors will remember.QoPreparing budgets and anything related to them is a necessary evil but a good use of anyone's time and energy.RRemember what Stanley Marcus said: 'You achieve customer satisfaction when you sell merchandise that doesn't come back to a customer that does.'SNever pay a relative to fix your car. Never fix your relative's car. The car will work better if it's taken to a shop. The same holds true for doing taxes, writing resumes, developing business plans, public relations, and all other business functions.T8Always sit at the conference table - never by the wall.UNConstructing a matrix can create a powerful picture. Use it whenever you can.VnFollow Stephen Covey's suggestion of knowing how to distinguish between what is important and what is urgent.WVCareer planning is an oxymoron: the most exciting opportunities tend to be unplanned.XTreat everyone in the organisation with respect and dignity whether it be the janitor or the president. Don't ever be patronising.YLearn to enjoy the present and don't be too future orientated. Your life will probably not change dramatically once you move from a grade 9 to a grade 11.ZPast performance is the best indicator of future performance. Remember this whenever a leopard claims to have changed its spots.[`Be wary of slogans like 'The future is Here', or 'Excellece through People.' Look for the beef.\]Regardless of his tone and style, Tom Peters is almost always right. Read what he's written.]Children are a source of truth and ideas. The icebreaker to use in an intense meeting was developed by a six-year-old: 'Raise your hand who's mad.'^6Be loyal to your career, your interests and yourself._ADon't use the speaker phone unless you are on a conference call.WD-Yp!`All employees - including the management - want to know three things when they show up for work: What's my job? How am I doing? and, How does my contribution help serve the organisation's mission?aFLearn to stand up in front of a room and take notes at the same time.bIf your job isn't going well, change jobs before you even think about taking your frustations out on your co-workers, your family, or yourself.cCAlways know the answer to the question, 'What business are we in?'dJIf you write a customer complaint letter, tell the company what you want.eDon't confuse the organisation chart with who does what. Real activity often takes place between the organisation chart lines.fDDon't treat peope like they are dead if they get fired or laid off.g2Use the word 'paradigm' no more than once a week.hWritten visions, missions, and goals are not as important as knowing what you are supposed to do when you show up in the morning.ihWhen someone tells you these are the best years of your life, believe it and act accordingly. They are.S@O&Y>@\cefd\c efd.AMF*%vH\nRRi\!fNever travel first class if your customer and boss don't, even if you've used a cheap upgrade coupon."Don't try to save money on travel expenses if it means you'll lose a productive minute working on whatever you are travelling for.#5Don't make people feel bad when they make a mistake.$Never complain about jet lag.%(Read the same book the boss is reading.&Training is often seen as a reward and a sign that the organisation is willing to invest in you. Take advantage of it, but be realistic about what you will really learn.'dDon't expect that things will be different back at the ranch after you finish a training programme.(1The best training is provided by your customers.)#Be direct but not confrontational.*CNever try to accomplish more than three things in any one meeting.+Get assigned to a project team working with external consultants. You may learn something and protect your job at the same time.,#Globalisation is really happening.NEVER CONFUSE A MEMO WITH REALITY (A Little Book of Business Lessons)by Richard A. Moran, adapted for the Psion by Richard Lyon.THE ESSENTIAL HANDBOOK FOR ANYONE IN THE BUSINESS OF BUSINESS`F<>#"=`-(Support recycling. Avoid wasting paper..RLearn the definition of outsourcing and find out whether or not you are a target./XDrink coffee and drive, or talk on the phone and drive, but don't do all three at once.//4 ?uT+O;JCM=.71B+&L  }GvY#ig_ecmaokډ8)