Completed Staff Work

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• Completed Staff Work

Welcome Jack Yoest Adjunct Professor Business,
Management, Marketing JYoest_at_NVCC.edu
www.Yoest.com Follow me on Twitter _at_JackYoest
Please Sign In
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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?

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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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• Roberts strategy failed.
• Earles 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
• Americas 1 Salesman
• 1947

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• Is it enough to have the right answer?

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• Product Decision Memo
• Price Political Capital
• Place Messenger
• 4. Promotion Sales Presentation

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Last King of Scotland, Idi Amin,
President-for-Life of Uganda
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• You didnt
• 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

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

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

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

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

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• 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 ___________

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

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• 1. What is Completed Staff Work?
• Individual Contributors Report Card
• Work Grade

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• 1. What is Completed Staff Work?
• Your Managers Report Card
• Work ___________ Grade

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• 1. What is Completed Staff Work?
• Your Managers 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 vs Life 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 its 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.

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• 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 Ill take that job.
• Understand the Commanders Intent
• LBJ as story teller

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• Will I have Greater Job security?
• b. Put me in coach Ill 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

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

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• 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

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

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• 3. How Do I Manage My Manager?
• b. Managers greatest two fears.
• Lets 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.

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• 3. How Do I Manage My Manager? c. Selling to the
  boss
• What to do if your boss
• doesnt buy what youre selling?

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

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

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

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• 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.

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

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• 3. How Do I Manage My Manager? c. Selling to the
  boss
• Bad Boss decision?
• Fix it, make it rightmake it work.
• A football analogy.

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• Summary
• Relationships
• Selling
• Working
• Empowering

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• Please keep in touch,
• JYoest_at_NVCC.edu www.Yoest.com
• Follow me
  on Twitter
• 
  _at_JackYoest