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}\viewkind1\viewscale100\margl0\margr0\margt0\margb0\deftab80\dntblnsbdb\expshrt
n\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg1}{\bkmkend Pg1
}\par\pard\ql \li3666\sb0\sl-1000\slmult0 \par\pard\ql\li3666\sb0\sl-1000\slmult
0 \par\pard\ql\li3666\sb0\sl-1000\slmult0 \par\pard\ql\li3666\sb0\sl-1000\slmult
0 \par\pard\ql\li3666\sb513\sl-1000\slmult0 \up0 \expndtw0\charscalex97 \ul0\nos
upersub\cf1\f2\fs87 First, Break All the Rules \par\pard\ql \li5978\sb0\sl-724\s
lmult0 \par\pard\ql\li5978\sb444\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0
\nosupersub\cf2\f3\fs63 Book Summary \par\pard\ql \li5312\ri4742\sb51\sl-900\slm
ult0\tx6320 \up0 \expndtw0\charscalex97 TECH 621C Fall 2008 \line \tab \up0 \exp
ndtw0\charscalex95 Dr. Bertoline \par\pard\sect\sectd\fs24\landscape\paperw15840
\paperh12240\pard\sb0\sl-240{\bkmkstart Pg2}{\bkmkend Pg2}\par\pard\ql \li5724\s
b0\sl-1000\slmult0 \par\pard\ql\li5724\sb373\sl-1000\slmult0 \up0 \expndtw0\char
scalex96 \ul0\nosupersub\cf1\f2\fs87 Introduction \par\pard\ql \li1653\ri1740\sb
719\sl-760\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u822
6?\u8239?\ul0\nosupersub\cf2\f3\fs63 The book is based on research conducted by

\line \up0 \expndtw0\charscalex97 the authors while working for the Gallup \lin
e \up0 \expndtw0\charscalex98 Organization. \par\pard\ql \li1653\sb190\sl-724\sl
mult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0
\nosupersub\cf2\f3\fs63 They surveyed over one million employees \par\pard\ql \
li2187\sb36\sl-724\slmult0 \up0 \expndtw0\charscalex97 and 80,000 managers in ov
er 400 companies. \par\pard\ql \li1653\ri1320\sb175\sl-750\slmult0 \up0 \expndtw
0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\
fs63 Their conclusions summarized in the book is a \line \up0 \expndtw0\charsca
lex96 result of their research into what the world\u8217?s \line \up0 \expndtw0\
charscalex97 greatest managers do differently. \par\pard\sect\sectd\fs24\landsca
pe\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg3}{\bkmkend Pg3}\par\par
d\ql \li5091\sb0\sl-1000\slmult0 \par\pard\ql\li5091\sb373\sl-1000\slmult0 \up0
\expndtw0\charscalex96 \ul0\nosupersub\cf1\f2\fs87 A Few Examples \par\pard\ql \
li1653\ri1798\sb719\sl-760\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\c
f3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 The greatest managers do n
ot believe that a \line \up0 \expndtw0\charscalex97 person can achieve anything
they set their \line \up0 \expndtw0\charscalex98 mind to. \par\pard\ql \li1653\r
i1643\sb160\sl-760\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs
63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 They do not try to help the person
overcome \line \up0 \expndtw0\charscalex98 their weaknesses. \par\pard\ql \li16
53\sb190\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63
\u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 The consistently ignore the Golden Ru
le. \par\pard\ql \li1653\sb176\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\n
osupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 They play favor
ites. \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-24
0{\bkmkstart Pg4}{\bkmkend Pg4}\par\pard\ql \li4029\sb0\sl-1000\slmult0 \par\par
d\ql\li4029\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf
1\f2\fs87 A Few More Examples \par\pard\ql \li1653\sb688\sl-724\slmult0 \up0 \ex
pndtw0\charscalex96 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf
2\f3\fs63 Talented employees need great managers. \par\pard\ql \li1653\ri1288\s
b153\sl-680\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u82
26?\u8239?\ul0\nosupersub\cf2\f3\fs63 How long employees stay and how productiv
e \line \up0 \expndtw0\charscalex97 they are is determined by their relationship
\line \up0 \expndtw0\charscalex98 with their immediate supervisor. \par\pard\ql
\li1653\sb124\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4
\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Great managers characteristics:
\par\pard\ql \li2365\ri1731\sb119\sl-600\slmult0 \up0 \expndtw0\charscalex97 \u
l0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Demands disciplin
e, focus, trust, a willingness to \line \up0 \expndtw0\charscalex98 individualiz
e. \par\pard\ql \li1653\ri1647\sb138\sl-700\slmult0 \up0 \expndtw0\charscalex97
\ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 If a comp
any is bleeding people it is bleeding \line \up0 \expndtw0\charscalex98 value. \
par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmk
start Pg5}{\bkmkend Pg5}\par\pard\ql \li4361\sb0\sl-1000\slmult0 \par\pard\ql\li
4361\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf1\f2\fs
87 The Measuring Stick \par\pard\ql \li1653\ri1358\sb719\sl-760\slmult0 \up0 \ex
pndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf
2\f3\fs63 Measuring the strength of a workplace can be \line \up0 \expndtw0\cha
rscalex98 simplified into 12 questions. \par\pard\ql \li1653\ri1225\sb160\sl-760
\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\
ul0\nosupersub\cf2\f3\fs63 These questions capture the most information \line \
up0 \expndtw0\charscalex98 and the most important information. \par\pard\ql \li1
653\ri1913\sb132\sl-770\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\
f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 They measure the core element
s needed to \line \up0 \expndtw0\charscalex96 attract, focus, and keep the most
talented \line \up0 \expndtw0\charscalex97 employees. \par\pard\sect\sectd\fs24\
landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg6}{\bkmkend Pg6}\
par\pard\ql \li5607\sb0\sl-1000\slmult0 \par\pard\ql\li5607\sb373\sl-1000\slmult
0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf1\f2\fs87 12 Questions \par\pard
\li1653\sb0\sl-609\slmult0\par\pard\li1653\sb43\sl-609\slmult0\fi0\tx2187 \up0 \

expndtw0\charscalex96 \ul0\nosupersub\cf6\f7\fs53 \u8226?\u8239?\tab \up0 \expnd

tw0\charscalex96 \ul0\nosupersub\cf7\f8\fs53 1. Do I know what is expected of m
e at work?\par\pard\li1653\sb34\sl-609\slmult0\fi0\tx2187 \up0 \expndtw0\charsca
lex96 \ul0\nosupersub\cf6\f7\fs53 \u8226?\u8239?\tab \up0 \expndtw0\charscalex96
\ul0\nosupersub\cf7\f8\fs53 2. Do I have the materials and equipment I need to
do\par\pard\li1653\sb1\sl-483\slmult0\fi534 \up0 \expndtw0\charscalex96 my work
right?\par\pard\li1653\sb55\sl-609\slmult0\fi0\tx2187 \up0 \expndtw0\charscalex
96 \ul0\nosupersub\cf6\f7\fs53 \u8226?\u8239?\tab \up0 \expndtw0\charscalex96 \u
l0\nosupersub\cf7\f8\fs53 3. At work, do I have the opportunity to do what I do
\par\pard\li1653\sb1\sl-507\slmult0\fi534 \up0 \expndtw0\charscalex96 best every
day?\par\pard\li1653\sb51\sl-609\slmult0\fi0\tx2187 \up0 \expndtw0\charscalex96
\ul0\nosupersub\cf6\f7\fs53 \u8226?\u8239?\tab \up0 \expndtw0\charscalex96 \ul0
\nosupersub\cf7\f8\fs53 4. In the last 7 days, have I received recognition or\p
ar\pard\li1653\sb1\sl-483\slmult0\fi534 \up0 \expndtw0\charscalex96 praise for d
oing good work?\par\pard\li1653\sb56\sl-609\slmult0\fi0\tx2187 \up0 \expndtw0\ch
arscalex96 \ul0\nosupersub\cf6\f7\fs53 \u8226?\u8239?\tab \up0 \expndtw0\charsca
lex96 \ul0\nosupersub\cf7\f8\fs53 5. Does my supervisor, or someone at work, se
em to\par\pard\li1653\sb1\sl-483\slmult0\fi534 \up0 \expndtw0\charscalex96 care
about me as a person?\par\pard\li1653\sb55\sl-609\slmult0\fi0\tx2187 \up0 \expnd
tw0\charscalex96 \ul0\nosupersub\cf6\f7\fs53 \u8226?\u8239?\tab \up0 \expndtw0\c
harscalex96 \ul0\nosupersub\cf7\f8\fs53 6. Is there someone at work who encoura
ges my\par\pard\li1653\sb1\sl-507\slmult0\fi534 \up0 \expndtw0\charscalex96 deve
lopment?\par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl240{\bkmkstart Pg7}{\bkmkend Pg7}\par\pard\ql \li5607\sb0\sl-1000\slmult0 \par\p
ard\ql\li5607\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\
cf1\f2\fs87 12 Questions \par\pard\ql \li1653\sb626\sl-678\slmult0\tx2187 \up0 \
expndtw0\charscalex86 \ul0\nosupersub\cf8\f9\fs59 \u8226?\u8239? \tab \up0 \expn
dtw0\charscalex97 \ul0\nosupersub\cf9\f10\fs59 7. At work, do my opinions seem
to count? \par\pard\ql \li1653\ri2249\sb123\sl-580\slmult0\tx2187 \up0 \expndtw0
\charscalex86 \ul0\nosupersub\cf8\f9\fs59 \u8226?\u8239? \tab \up0 \expndtw0\cha
rscalex97 \ul0\nosupersub\cf9\f10\fs59 8. Does the mission/purpose of my compan
y \line \up0 \expndtw0\charscalex98 make me feel my job is important? \par\pard\
li1653\sb59\sl-678\slmult0\fi0\tx2187 \up0 \expndtw0\charscalex96 \ul0\nosupersu
b\cf8\f9\fs59 \u8226?\u8239?\tab \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf9
\f10\fs59 9. Are my co\u8208?workers committed to doing quality\par\pard\li1653
\sb1\sl-547\slmult0\fi534 \up0 \expndtw0\charscalex96 work?\par\pard\li1653\sb41
\sl-678\slmult0\fi0\tx2187 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf8\f9\fs
59 \u8226?\u8239?\tab \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf9\f10\fs59 1
0. Do I have a best friend at work?\par\pard\li1653\sb34\sl-678\slmult0\fi0\tx2
187 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf8\f9\fs59 \u8226?\u8239?\tab \
up0 \expndtw0\charscalex96 \ul0\nosupersub\cf9\f10\fs59 11. In the last 6 month
s, has someone at work\par\pard\li1653\sb1\sl-547\slmult0\fi534 \up0 \expndtw0\c
harscalex96 talked to me about my progress?\par\pard\li1653\sb61\sl-678\slmult0\
fi0\tx2187 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf8\f9\fs59 \u8226?\u8239
?\tab \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf9\f10\fs59 12. This last ye
ar, have I had opportunities at\par\pard\li1653\sb1\sl-547\slmult0\fi534 \up0 \e
xpndtw0\charscalex96 work to learn and grow?\par\pard\sect\sectd\fs24\landscape\
paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg8}{\bkmkend Pg8}\par\pard\q
l \li3925\sb0\sl-1000\slmult0 \par\pard\ql\li3925\sb373\sl-1000\slmult0 \up0 \ex
pndtw0\charscalex97 \ul0\nosupersub\cf1\f2\fs87 Small group discussion \par\pard
\ql \li1653\ri1282\sb719\sl-760\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosuper
sub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Review all 12 questio
ns and discuss why these \line \up0 \expndtw0\charscalex98 questions might be im
portant. \par\pard\ql \li1653\ri2106\sb160\sl-760\slmult0 \up0 \expndtw0\charsca
lex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Sha
re personal experiences of working and \line \up0 \expndtw0\charscalex97 how you
might answer some of these \line \up0 \expndtw0\charscalex98 questions. \par\pa
rd\ql \li1653\ri3710\sb160\sl-760\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosup
ersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Summarize and prese
nt your group\u8217?s \line \up0 \expndtw0\charscalex98 discussions. \par\pard\s

ect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg9}
{\bkmkend Pg9}\par\pard\ql \li4862\sb0\sl-1000\slmult0 \par\pard\ql\li4862\sb373
\sl-1000\slmult0 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf1\f2\fs87 What Ab
out Pay? \par\pard\ql \li1653\sb626\sl-678\slmult0 \up0 \expndtw0\charscalex96 \
ul0\nosupersub\cf8\f9\fs59 \u8226?\u8239?\ul0\nosupersub\cf9\f10\fs59 Pay will
not take a company very far. \par\pard\ql \li1653\ri1594\sb123\sl-580\slmult0 \u
p0 \expndtw0\charscalex97 \ul0\nosupersub\cf8\f9\fs59 \u8226?\u8239?\ul0\nosuper
sub\cf9\f10\fs59 Need to be competitive to attract talent but pay \line \up0 \e
xpndtw0\charscalex96 is not a determining factor. \par\pard\ql \li1653\ri1981\sb
129\sl-570\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf8\f9\fs59 \u822
6?\u8239?\ul0\nosupersub\cf9\f10\fs59 The manager, not the pay, benefits, perks
, or a \line \up0 \expndtw0\charscalex97 charismatic corporate leader was the cr
itical \line \up0 \expndtw0\charscalex98 person in building a strong workplace.
\par\pard\ql \li1653\sb41\sl-678\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupe
rsub\cf8\f9\fs59 \u8226?\u8239?\ul0\nosupersub\cf9\f10\fs59 The manager was the
key. \par\pard\ql \li1653\sb42\sl-678\slmult0 \up0 \expndtw0\charscalex97 \ul0\
nosupersub\cf8\f9\fs59 \u8226?\u8239?\ul0\nosupersub\cf9\f10\fs59 These workers
also had higher levels of \par\pard\ql \li2187\ri2518\sb0\sl-560\slmult0 \up0 \
expndtw0\charscalex96 productivity, profit, retention, and customer \line \up0 \
expndtw0\charscalex97 satisfaction. \par\pard\sect\sectd\fs24\landscape\paperw15
840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg10}{\bkmkend Pg10}\par\pard\ql \li2
369\ri1701\sb886\sl-960\slmult0\tx3609 \up0 \expndtw0\charscalex97 \ul0\nosupers
ub\cf10\f11\fs79 Link Between Employee Opinion & \line \tab \up0 \expndtw0\chars
calex98 Business Unit Performance \par\pard\ql \li1653\sb315\sl-724\slmult0 \up0
\expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersu
b\cf2\f3\fs63 People leave managers and not companies. \par\pard\ql \li1653\sb1
76\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226
?\u8239?\ul0\nosupersub\cf2\f3\fs63 Turnover is mostly a manager issue. \par\pa
rd\ql \li1653\ri2098\sb150\sl-780\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosup
ersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 If you have a turno
ver problem look first to \line \up0 \expndtw0\charscalex98 your managers. \par\
pard\ql \li1653\ri1128\sb137\sl-760\slmult0 \up0 \expndtw0\charscalex97 \ul0\nos
upersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Employee\u8208?fo
cused initiative are important, but \line \up0 \expndtw0\charscalex98 the immedi
ate manager is more important. \par\pard\sect\sectd\fs24\landscape\paperw15840\p
aperh12240\pard\sb0\sl-240{\bkmkstart Pg11}{\bkmkend Pg11}\par\pard\ql \li5404\s
b0\sl-1000\slmult0 \par\pard\ql\li5404\sb373\sl-1000\slmult0 \up0 \expndtw0\char
scalex96 \ul0\nosupersub\cf1\f2\fs87 Accountability \par\pard\ql \li1653\ri1590\
sb719\sl-760\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8
226?\u8239?\ul0\nosupersub\cf2\f3\fs63 A business leader driving a company towa
rds \line \up0 \expndtw0\charscalex98 greatness should: \par\pard\ql \li2365\ri1
802\sb143\sl-660\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55
-\u8239?\ul0\nosupersub\cf5\f6\fs55 First hold each manager accountable for he
r/his \line \up0 \expndtw0\charscalex98 employees say to the 12 questions and \p
ar\pard\ql \li2365\ri1535\sb132\sl-670\slmult0 \up0 \expndtw0\charscalex97 \ul0\
nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Second to help each
manager know what actions \line \up0 \expndtw0\charscalex96 to take to earn Stro
ngly Agree responses from \line \up0 \expndtw0\charscalex97 her/his employees. \
par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmk
start Pg12}{\bkmkend Pg12}\par\pard\ql \li1899\sb0\sl-908\slmult0 \par\pard\ql\l
i1899\sb501\sl-908\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf10\f11\
fs79 There is an Order to the 12 Questions \par\pard\ql \li1653\sb0\sl-632\slmul
t0 \par\pard\ql\li1653\sb168\sl-632\slmult0 \up0 \expndtw0\charscalex99 \ul0\nos
upersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 What do I get? \p
ar\pard\ql \li2365\sb61\sl-471\slmult0 \up0 \expndtw0\charscalex98 \ul0\nosupers
ub\cf11\f12\fs41 -\u8239?\ul0\nosupersub\cf12\f13\fs41 1. Do I know what is ex
pected of me at work? \par\pard\ql \li2365\ri1970\sb105\sl-380\slmult0\tx2820 \u
p0 \expndtw0\charscalex98 \ul0\nosupersub\cf11\f12\fs41 -\u8239?\ul0\nosupersub\
cf12\f13\fs41 2. Do I have the materials and equipment I need to do my work \l
ine \tab \up0 \expndtw0\charscalex97 right? \par\pard\ql \li1653\sb47\sl-517\slm

ult0 \up0 \expndtw0\charscalex99 \ul0\nosupersub\cf13\f14\fs45 \u8226?\u8239?\ul

0\nosupersub\cf14\f15\fs45 What do I give? \par\pard\ql \li2365\sb40\sl-448\sl
mult0 \up0 \expndtw0\charscalex99 \ul0\nosupersub\cf15\f16\fs39 -\u8239?\ul0\nos
upersub\cf16\f17\fs39 3. At work, do I have the opportunity to do what I do be
st every day? \par\pard\qj \li2365\ri2003\sb105\sl-360\slmult0\tx2820 \up0 \expn
dtw0\charscalex99 \ul0\nosupersub\cf15\f16\fs39 -\u8239?\ul0\nosupersub\cf16\f17
\fs39 4. In the last 7 days, have I received recognition or praise for doing \
line\tab \up0 \expndtw0\charscalex97 good work? \par\pard\qj \li2365\ri1376\sb10
4\sl-380\slmult0\tx2820 \up0 \expndtw0\charscalex99 \ul0\nosupersub\cf15\f16\fs3
9 -\u8239?\ul0\nosupersub\cf16\f17\fs39 5. Does my supervisor, or someone at w
ork, seem to care about me as \line\tab \up0 \expndtw0\charscalex97 a person? \p
ar\pard\ql \li2365\sb44\sl-448\slmult0 \up0 \expndtw0\charscalex98 \ul0\nosupers
ub\cf15\f16\fs39 -\u8239?\ul0\nosupersub\cf16\f17\fs39 6. Is there someone at
work who encourages my development? \par\pard\ql \li3077\ri2231\sb45\sl-360\slmu
lt0 \up0 \expndtw0\charscalex98 \ul0\nosupersub\cf17\f18\fs35 \u8226?\u8239?\ul0
\nosupersub\cf18\f19\fs35 These questions address the issue of your individual
self\u8208?esteem and \up0 \expndtw0\charscalex98 worth. \par\pard\sect\sectd\fs
24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg13}{\bkmkend P
g13}\par\pard\ql \li1899\sb0\sl-908\slmult0 \par\pard\ql\li1899\sb501\sl-908\slm
ult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf10\f11\fs79 There is an Order
to the 12 Questions \par\pard\ql \li1653\sb0\sl-632\slmult0 \par\pard\ql\li1653
\sb168\sl-632\slmult0 \up0 \expndtw0\charscalex99 \ul0\nosupersub\cf4\f5\fs55 \u
8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Do I belong here? \par\pard\ql \li2365\
sb61\sl-471\slmult0 \up0 \expndtw0\charscalex98 \ul0\nosupersub\cf11\f12\fs41 -\
u8239?\ul0\nosupersub\cf12\f13\fs41 7. At work, do my opinions seem to count?
\par\pard\ql \li2365\ri1488\sb105\sl-380\slmult0\tx2820 \up0 \expndtw0\charscale
x98 \ul0\nosupersub\cf11\f12\fs41 -\u8239?\ul0\nosupersub\cf12\f13\fs41 8. Doe
s the mission/purpose of my company make me feel my job \line \tab \up0 \expndtw
0\charscalex97 is important? \par\pard\ql \li2365\sb45\sl-471\slmult0 \up0 \expn
dtw0\charscalex98 \ul0\nosupersub\cf11\f12\fs41 -\u8239?\ul0\nosupersub\cf12\f13
\fs41 9. Are my co\u8208?workers committed to doing quality work? \par\pard\ql
\li2365\sb29\sl-471\slmult0 \up0 \expndtw0\charscalex99 \ul0\nosupersub\cf11\f1
2\fs41 -\u8239?\ul0\nosupersub\cf12\f13\fs41 10. Do I have a best friend at wo
rk? \par\pard\ql \li1653\sb156\sl-632\slmult0 \up0 \expndtw0\charscalex99 \ul0\n
osupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 How can we all
grow? \par\pard\ql \li2365\ri1525\sb100\sl-400\slmult0\tx2820 \up0 \expndtw0\cha
rscalex98 \ul0\nosupersub\cf11\f12\fs41 -\u8239?\ul0\nosupersub\cf12\f13\fs41 1
1. In the last 6 months, has someone at work talked to me about \line \tab \up0
\expndtw0\charscalex96 my progress? \par\pard\ql \li2365\ri2008\sb117\sl-380\sl
mult0\tx2820 \up0 \expndtw0\charscalex98 \ul0\nosupersub\cf11\f12\fs41 -\u8239?\
ul0\nosupersub\cf12\f13\fs41 12. This last year, have I had opportunities at w
ork to learn and \line \tab \up0 \expndtw0\charscalex96 grow? \par\pard\ql \li16
53\sb192\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55
\u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Great managers focus on the first 6 q
uestions. \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\s
l-240{\bkmkstart Pg14}{\bkmkend Pg14}\par\pard\ql \li2310\sb0\sl-1000\slmult0 \p
ar\pard\ql\li2310\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosuper
sub\cf1\f2\fs87 The Wisdom of Great Managers \par\pard\ql \li1653\ri1637\sb719\s
l-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8
226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Most great managers differ in many respe
cts \line \tab \up0 \expndtw0\charscalex98 except one. Great managers believe:
\par\pard\ql \li2365\sb166\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosup
ersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 People do not change that
much. \par\pard\ql \li2365\ri1847\sb145\sl-660\slmult0\tx2945 \up0 \expndtw0\ch
arscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Do n
ot waste time trying to put in what was left \line \tab \up0 \expndtw0\charscale
x98 out of a person. \par\pard\ql \li2365\sb164\sl-632\slmult0 \up0 \expndtw0\ch
arscalex96 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Try
to draw out what was left in a person. \par\pard\ql \li2365\sb148\sl-632\slmult0
\up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub

\cf5\f6\fs55 That is hard enough. \par\pard\ql \li1653\sb212\sl-724\slmult0 \up

0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupers
ub\cf2\f3\fs63 This is the foundation for their success. \par\pard\sect\sectd\f
s24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg15}{\bkmkend
Pg15}\par\pard\ql \li4185\sb0\sl-1000\slmult0 \par\pard\ql\li4185\sb373\sl-1000\
slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf1\f2\fs87 Revolutionary In
sight \par\pard\ql \li1653\sb0\sl-520\slmult0 \par\pard\ql\li1653\ri2428\sb217\s
l-520\slmult0\tx2312 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 \u8
226?\u8239?\ul0\nosupersub\cf5\f6\fs55 This insight explains why great managers
do not \line \tab \up0 \expndtw0\charscalex98 believe that everyone has unlimit
ed potential. \par\pard\ql \li1653\sb68\sl-632\slmult0 \up0 \expndtw0\charscalex
98 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Why th
ey do not help people fix their weaknesses. \par\pard\ql \li1653\sb8\sl-632\slmu
lt0 \up0 \expndtw0\charscalex98 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\n
osupersub\cf5\f6\fs55 Why they insist on breaking the Golden Rule. \par\pard\ql
\li1653\sb48\sl-632\slmult0 \up0 \expndtw0\charscalex98 \ul0\nosupersub\cf4\f5\
fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Why they play favorites. \par\pa
rd\ql \li1653\ri1513\sb141\sl-520\slmult0\tx2312 \up0 \expndtw0\charscalex97 \ul
0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 It explains
why great managers break all the rules of \line \tab \up0 \expndtw0\charscalex98
conventional wisdom. \par\pard\ql \li1653\ri1616\sb136\sl-526\slmult0\tx2312\tx
2312\tx2312 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u823
9?\ul0\nosupersub\cf5\f6\fs55 It also explains why the more than 9,000 differen
t \line \tab \up0 \expndtw0\charscalex97 systems, languages, principles, and par
adigms \line \tab \up0 \expndtw0\charscalex96 offered in the last 20 years to ex
plain management \line \tab \up0 \expndtw0\charscalex97 and leadership have fail
ed. \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{
\bkmkstart Pg16}{\bkmkend Pg16}\par\pard\ql \li3428\sb0\sl-1000\slmult0 \par\par
d\ql\li3428\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex94 \ul0\nosupersub\cf
1\f2\fs87 What Great Managers Do \par\pard\ql \li1653\sb0\sl-520\slmult0 \par\pa
rd\ql\li1653\ri1782\sb217\sl-520\slmult0\tx2312 \up0 \expndtw0\charscalex98 \ul0
\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 The manager r
ole is to reach inside each employee \line \tab \up0 \expndtw0\charscalex99 and
release his unique talents into performance. \par\pard\ql \li1653\sb68\sl-632\sl
mult0 \up0 \expndtw0\charscalex98 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0
\nosupersub\cf5\f6\fs55 This is best done one employee at a time. \par\pard\ql
\li1653\sb8\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs
55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 In this sense, the manager role is
the \u8220?catalyst\u8221? role. \par\pard\ql \li1653\sb48\sl-632\slmult0 \up0
\expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub
\cf5\f6\fs55 The catalyst role relates to the first 6 questions. \par\pard\ql \
li1653\ri2532\sb141\sl-520\slmult0\tx2312\tx2312 \up0 \expndtw0\charscalex97 \ul
0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 To have empl
oyees answer positively to these 6 \line \tab \up0 \expndtw0\charscalex97 questi
ons a manager must be able to do these \line \tab \up0 \expndtw0\charscalex98 ac
tivities very well \par\pard\ql \li2365\ri2096\sb130\sl-460\slmult0\tx2927 \up0
\expndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 -\u8239?\ul0\nosupersub\cf1
9\f20\fs47 Select a person, set expectations, motivate the person, \line \tab \
up0 \expndtw0\charscalex98 develop the person. \par\pard\ql \li2365\sb34\sl-540\
slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 -\u8239?\ul0\n
osupersub\cf19\f20\fs47 These are the 4 core activities of the catalyst role. \
par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmk
start Pg17}{\bkmkend Pg17}\par\pard\ql \li2766\sb0\sl-1000\slmult0 \par\pard\ql\
li2766\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex94 \ul0\nosupersub\cf1\f2\
fs87 The Catalyst Role: Question 1 \par\pard\ql \li1653\ri1202\sb719\sl-760\slmu
lt0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239
?\ul0\nosupersub\cf2\f3\fs63 At work do I have the opportunity to do what I \li
ne \tab \up0 \expndtw0\charscalex98 do best every day? \par\pard\ql \li2365\sb16
6\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239
?\ul0\nosupersub\cf5\f6\fs55 You must know how to select a person for the job.

\par\pard\ql \li2365\ri2120\sb145\sl-660\slmult0\tx2945 \up0 \expndtw0\charscale

x97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 You must kn
ow how much of a person you can \line \tab \up0 \expndtw0\charscalex98 change. \
par\pard\ql \li2365\ri2143\sb140\sl-660\slmult0\tx2945 \up0 \expndtw0\charscalex
96 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 You must kno
w the difference between talent, \line \tab \up0 \expndtw0\charscalex97 skills,
and knowledge. \par\pard\ql \li2365\ri1540\sb140\sl-660\slmult0\tx2945 \up0 \exp
ndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs
55 You must know which of these can be taught and \line \tab \up0 \expndtw0\cha
rscalex98 which you must hire. \par\pard\sect\sectd\fs24\landscape\paperw15840\p
aperh12240\pard\sb0\sl-240{\bkmkstart Pg18}{\bkmkend Pg18}\par\pard\ql \li5997\s
b0\sl-1000\slmult0 \par\pard\ql\li5997\sb373\sl-1000\slmult0 \up0 \expndtw0\char
scalex92 \ul0\nosupersub\cf1\f2\fs87 Question 2 \par\pard\ql \li1653\ri1601\sb71
9\sl-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63
\u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 In the last 7 days, have I received r
ecognition \line \tab \up0 \expndtw0\charscalex98 and praise for good work? \par
\pard\ql \li2365\ri1706\sb143\sl-660\slmult0\tx2945 \up0 \expndtw0\charscalex96
\ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 As a manager, y
ou have only one thing to invest: \line \tab \up0 \expndtw0\charscalex97 your ti
me. \par\pard\ql \li2365\ri1775\sb140\sl-660\slmult0\tx2945 \up0 \expndtw0\chars
calex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Whom yo
u spend it with, and how you spend it, \line \tab \up0 \expndtw0\charscalex98 de
termines your success as a manager. \par\pard\sect\sectd\fs24\landscape\paperw15
840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg19}{\bkmkend Pg19}\par\pard\ql \li5
997\sb0\sl-1000\slmult0 \par\pard\ql\li5997\sb373\sl-1000\slmult0 \up0 \expndtw0
\charscalex92 \ul0\nosupersub\cf1\f2\fs87 Question 3 \par\pard\ql \li1653\ri2510
\sb719\sl-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\
fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Does my supervisor, or someone a
t work, \line \tab \up0 \expndtw0\charscalex98 seem to care about me \par\pard\q
l \li2365\ri2026\sb143\sl-660\slmult0\tx2945 \up0 \expndtw0\charscalex97 \ul0\no
supersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Driven by your ability
to develop the employee \line \tab \up0 \expndtw0\charscalex98 and have empathy
for people. \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb
0\sl-240{\bkmkstart Pg20}{\bkmkend Pg20}\par\pard\ql \li5997\sb0\sl-1000\slmult0
\par\pard\ql\li5997\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex92 \ul0\nosu
persub\cf1\f2\fs87 Question 4 \par\pard\ql \li1653\ri2151\sb719\sl-760\slmult0\t
x2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0
\nosupersub\cf2\f3\fs63 Does someone at work seem to care about \line \tab \up0
\expndtw0\charscalex98 me? \par\pard\ql \li2365\sb166\sl-632\slmult0 \up0 \expn
dtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs5
5 Someone that encourages development \par\pard\ql \li2365\sb168\sl-632\slmult0
\up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub
\cf5\f6\fs55 Someone that helps them get promoted \par\pard\ql \li2365\sb148\sl
-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul
0\nosupersub\cf5\f6\fs55 Set up each person for success \par\pard\ql \li1653\sb
212\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u822
6?\u8239?\ul0\nosupersub\cf2\f3\fs63 Four core activities of the \u8220?Catalys
t\u8221? role: \par\pard\ql \li2365\sb152\sl-632\slmult0 \up0 \expndtw0\charscal
ex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Select a p
erson \par\pard\ql \li2365\sb168\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0
\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Set expectations \p
ar\pard\ql \li2365\sb148\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosuper
sub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Motivate the person \par\pa
rd\ql \li2365\sb188\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\c
f4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Develop the person \par\pard\sec
t\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg21}{
\bkmkend Pg21}\par\pard\ql \li2250\ri1488\sb820\sl-1040\slmult0\tx6728 \up0 \exp
ndtw0\charscalex96 \ul0\nosupersub\cf1\f2\fs87 Managers are not just leaders in
\line \tab \up0 \expndtw0\charscalex89 waiting \par\pard\ql \li1653\ri2198\sb192
\sl-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \

u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 The most important difference between

a \line \tab \up0 \expndtw0\charscalex98 great manager and a great leader is foc
us. \par\pard\ql \li1653\sb190\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\n
osupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Great managers
look inward. \par\pard\ql \li1653\sb196\sl-724\slmult0 \up0 \expndtw0\charscalex
97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Great
leaders look outward. \par\pard\ql \li1653\ri2117\sb147\sl-760\slmult0\tx2330 \u
p0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosuper
sub\cf2\f3\fs63 It is possible for a great leader to be a poor \line \tab \up0
\expndtw0\charscalex98 manager and vice versa. \par\pard\ql \li1653\sb170\sl-724
\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\
ul0\nosupersub\cf2\f3\fs63 Few people excel at both. \par\pard\sect\sectd\fs24\
landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg22}{\bkmkend Pg22
}\par\pard\ql \li5470\sb0\sl-1000\slmult0 \par\pard\ql\li5470\sb373\sl-1000\slmu
lt0 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf1\f2\fs87 The Four Keys \par\p
ard\ql \li1653\sb468\sl-724\slmult0 \up0 \expndtw0\charscalex96 \ul0\nosupersub\
cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 When selecting someone, t
hey \ul0\nosupersub\cf21\f22\fs63 select\u8233?for \par\pard\ql \li2187\ri1491\s
b7\sl-760\slmult0 \up0 \expndtw0\charscalex94 \u8233?talent\u8233?\ul0\nosupersu
b\cf2\f3\fs63 not simply experience, intelligence, or \line \up0 \expndtw0\chars
calex95 determination. \par\pard\ql \li1653\ri1967\sb140\sl-760\slmult0 \up0 \ex
pndtw0\charscalex95 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf
2\f3\fs63 When setting expectations, they \ul0\nosupersub\cf21\f22\fs63 define\
u8233?the \line \up0 \expndtw0\charscalex91 \u8233?right\u8233?outcomes\u8233?\u
l0\nosupersub\cf2\f3\fs63 not the right steps. \par\pard\ql \li1653\ri2320\sb160
\sl-760\slmult0 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf3\f4\fs63 \u8226?\
u8239?\ul0\nosupersub\cf2\f3\fs63 When motivating someone, they \ul0\nosupersub
\cf21\f22\fs63 focus\u8233?on \line \up0 \expndtw0\charscalex94 \u8233?strengths
\ul0\nosupersub\cf2\f3\fs63 not on weaknesses. \par\pard\ql \li1653\ri1665\sb16
0\sl-760\slmult0\tx2330\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f
4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 When developing someone, they
help them \line \tab \up0 \expndtw0\charscalex97 find the right fit not simply t
he next rung on \line \tab \up0 \expndtw0\charscalex96 the promotion ladder. \pa
r\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkst
art Pg23}{\bkmkend Pg23}\par\pard\ql \li5322\sb0\sl-1000\slmult0 \par\pard\ql\li
5322\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf1\f2\fs
87 The Right Stuff \par\pard\ql \li1653\sb0\sl-724\slmult0 \par\pard\ql\li1653\s
b24\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u822
6?\u8239?\ul0\nosupersub\cf2\f3\fs63 You cannot teach talent. \par\pard\ql \li1
653\ri3247\sb147\sl-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupers
ub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Talents are the drivin
g force behind an \line \tab \up0 \expndtw0\charscalex98 individual\u8217?s job
performance. \par\pard\ql \li1653\sb210\sl-724\slmult0 \up0 \expndtw0\charscalex
97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 If it
is a talent it will come easily for a person. \par\pard\ql \li1653\ri2193\sb147\
sl-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u
8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 If it is a talent it will be stimulatin
g and not \line \tab \up0 \expndtw0\charscalex98 tedious. \par\pard\sect\sectd\f
s24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg24}{\bkmkend
Pg24}\par\pard\ql \li3053\sb0\sl-1000\slmult0 \par\pard\ql\li3053\sb373\sl-1000\
slmult0 \up0 \expndtw0\charscalex94 \ul0\nosupersub\cf1\f2\fs87 Skills, Talents,
& Knowledge \par\pard\ql \li1653\ri1323\sb719\sl-760\slmult0\tx2330\tx2330 \up0
\expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersu
b\cf2\f3\fs63 The best managers are adept at seeing talent \line \tab \up0 \exp
ndtw0\charscalex97 in a person then putting them in a position to \line \tab \up
0 \expndtw0\charscalex98 be successful. \par\pard\ql \li1653\ri2014\sb160\sl-760
\slmult0\tx2330\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \
u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 An important distinction to be made is
that \line \tab \up0 \expndtw0\charscalex97 skills, knowledge, and talents are
distinct \line \tab \up0 \expndtw0\charscalex98 elements in a person\u8217?s per

formance. \par\pard\ql \li1653\ri2103\sb140\sl-760\slmult0\tx2330 \up0 \expndtw0

\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\f
s63 Skills and knowledge can be taught; talents \line \tab \up0 \expndtw0\chars
calex98 cannot. \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard
\sb0\sl-240{\bkmkstart Pg25}{\bkmkend Pg25}\par\pard\ql \li4219\sb0\sl-1000\slmu
lt0 \par\pard\ql\li4219\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex96 \ul0\n
osupersub\cf1\f2\fs87 Three Kinds of Talent \par\pard\ql \li1653\sb0\sl-724\slmu
lt0 \par\pard\ql\li1653\sb24\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nos
upersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Striving\u8208? e
xplains the motivation of a person. \par\pard\ql \li1653\ri2096\sb147\sl-760\slm
ult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u823
9?\ul0\nosupersub\cf2\f3\fs63 Thinking\u8208? explains how a person thinks and
\line \tab \up0 \expndtw0\charscalex98 makes decisions. \par\pard\ql \li1653\ri3
226\sb197\sl-740\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\
f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Relating\u8208? explains who
a person trusts, \line \tab \up0 \expndtw0\charscalex98 confronts, ignores \par\
pard\ql \li1653\sb0\sl-780\slmult0 \par\pard\ql\li1653\ri1135\sb267\sl-780\slmul
t0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?
\ul0\nosupersub\cf2\f3\fs63 You cannot teach talent you can only select for \li
ne \tab \up0 \expndtw0\charscalex98 talent. \par\pard\sect\sectd\fs24\landscape\
paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg26}{\bkmkend Pg26}\par\pard
\ql \li6799\sb0\sl-1000\slmult0 \par\pard\ql\li6799\sb373\sl-1000\slmult0 \up0 \
expndtw0\charscalex97 \ul0\nosupersub\cf1\f2\fs87 Habits \par\pard\ql \li1653\sb
0\sl-540\slmult0 \par\pard\ql\li1653\sb200\sl-540\slmult0 \up0 \expndtw0\charsca
lex98 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosupersub\cf19\f20\fs47
Most habits are our talents. \par\pard\ql \li1653\sb160\sl-540\slmult0 \up0 \e
xpndtw0\charscalex98 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosupersub
\cf19\f20\fs47 They are enduring. \par\pard\ql \li1653\sb120\sl-540\slmult0 \u
p0 \expndtw0\charscalex98 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosup
ersub\cf19\f20\fs47 They make you. \par\pard\ql \li1653\sb160\sl-540\slmult0 \
up0 \expndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosu
persub\cf19\f20\fs47 If you are habitually assertive, habitually emphatic, or
\par\pard\ql \li2294\ri2140\sb0\sl-580\slmult0 \up0 \expndtw0\charscalex97 habit
ually competitive, you are going to have a hard time \line \up0 \expndtw0\charsc
alex98 changing these habits. \par\pard\ql \li1653\ri1639\sb96\sl-570\slmult0\tx
2294\tx2294 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8
239?\ul0\nosupersub\cf19\f20\fs47 Over time, through reflection, you might cha
nge your values \line \tab \up0 \expndtw0\charscalex97 and learn a more positive
and productive way to apply your \line \tab \up0 \expndtw0\charscalex98 talents
. \par\pard\ql \li1653\sb135\sl-540\slmult0\tx2294 \up0 \expndtw0\charscalex86 \
ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239? \tab \up0 \expndtw0\charscalex97 \ul
0\nosupersub\cf19\f20\fs47 This approach relies on self awareness, rather than s
elf \par\pard\ql \li2294\sb40\sl-540\slmult0 \up0 \expndtw0\charscalex96 denial,
to help you become more effective. \par\pard\sect\sectd\fs24\landscape\paperw15
840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg27}{\bkmkend Pg27}\par\pard\ql \li4
687\sb0\sl-1000\slmult0 \par\pard\ql\li4687\sb373\sl-1000\slmult0 \up0 \expndtw0
\charscalex93 \ul0\nosupersub\cf1\f2\fs87 Attitude and Drive \par\pard\ql \li165
3\ri3591\sb719\sl-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub
\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 It is very difficult to
change a persons \line \tab \up0 \expndtw0\charscalex98 dominant attitude. \par\
pard\ql \li1653\sb190\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub
\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 A person\u8217?s drive i
s not changeable. \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pa
rd\sb0\sl-240{\bkmkstart Pg28}{\bkmkend Pg28}\par\pard\ql \li3166\sb0\sl-1000\sl
mult0 \par\pard\ql\li3166\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex97 \ul0
\nosupersub\cf1\f2\fs87 Define the Right Outcomes \par\pard\ql \li1653\sb0\sl-54
0\slmult0 \par\pard\ql\li1653\sb160\sl-540\slmult0 \up0 \expndtw0\charscalex97 \
ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosupersub\cf19\f20\fs47 Focus
people toward performance. \par\pard\ql \li1653\sb80\sl-540\slmult0 \up0 \expnd
tw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosupersub\cf1

9\f20\fs47 The manager is totally responsible for this. \par\pard\ql \li1653\r

i2126\sb134\sl-500\slmult0\tx2294 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf
20\f21\fs47 \u8226?\u8239?\ul0\nosupersub\cf19\f20\fs47 This is why great mana
gers are skeptical about handing all \line \tab \up0 \expndtw0\charscalex98 auth
ority down to people. \par\pard\ql \li1653\ri1678\sb104\sl-520\slmult0\tx2294 \u
p0 \expndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosup
ersub\cf19\f20\fs47 The key is to define the right outcomes then let each pers
on \line \tab \up0 \expndtw0\charscalex98 define their own route toward those ou
tcomes. \par\pard\ql \li1653\sb104\sl-540\slmult0 \up0 \expndtw0\charscalex97 \u
l0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosupersub\cf19\f20\fs47 This e
ncourages employees to take responsibility. \par\pard\ql \li1653\ri1926\sb77\sl520\slmult0\tx2294 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 \u8
226?\u8239?\ul0\nosupersub\cf19\f20\fs47 To focus people on performance, you m
ust define the right \line \tab \up0 \expndtw0\charscalex98 outcomes and stick r
eligiously to those outcomes. \par\pard\ql \li1653\sb104\sl-540\slmult0 \up0 \ex
pndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 \u8226?\u8239?\ul0\nosupersub\
cf19\f20\fs47 This will result in self aware and self reliant employees. \par\
pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstar
t Pg29}{\bkmkend Pg29}\par\pard\ql \li4582\sb0\sl-1000\slmult0 \par\pard\ql\li45
82\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf1\f2\fs87
Focus on Strengths \par\pard\ql \li1653\sb0\sl-724\slmult0 \par\pard\ql\li1653\
sb24\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u82
26?\u8239?\ul0\nosupersub\cf2\f3\fs63 Great managers do: \par\pard\ql \li2365\r
i2248\sb149\sl-660\slmult0\tx2945 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf
4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 Focus on each person\u8217?s stre
ngths and manage \line \tab \up0 \expndtw0\charscalex98 around their weaknesses.
\par\pard\ql \li2365\sb164\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosu
persub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 They do not try to fix w
eaknesses. \par\pard\ql \li2365\sb168\sl-632\slmult0 \up0 \expndtw0\charscalex97
\ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 They do not tr
y to perfect each person. \par\pard\ql \li2365\ri1635\sb145\sl-660\slmult0\tx294
5 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersu
b\cf5\f6\fs55 They do everything they can to help each person \line \tab \up0 \
expndtw0\charscalex98 cultivate their talents. \par\pard\ql \li2365\ri1455\sb140
\sl-660\slmult0\tx2945 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 \u8239?\ul0\nosupersub\cf5\f6\fs55 They help each person become more of who the
y \line \tab \up0 \expndtw0\charscalex98 are. \par\pard\sect\sectd\fs24\landscap
e\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg30}{\bkmkend Pg30}\par\pa
rd\ql \li3973\sb0\sl-1000\slmult0 \par\pard\ql\li3973\sb373\sl-1000\slmult0 \up0
\expndtw0\charscalex94 \ul0\nosupersub\cf1\f2\fs87 Break the Golden Rule \par\p
ard\ql \li1653\sb0\sl-700\slmult0 \par\pard\ql\li1653\ri2360\sb8\sl-700\slmult0\
tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul
0\nosupersub\cf2\f3\fs63 The best managers break the Golden Rule \line \tab \up
0 \expndtw0\charscalex95 every day. \par\pard\ql \li1653\ri1927\sb137\sl-680\slm
ult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u823
9?\ul0\nosupersub\cf2\f3\fs63 They treat each person differently based on \line
\tab \up0 \expndtw0\charscalex98 their talents and unique behaviors. \par\pard\
ql \li1653\ri1791\sb160\sl-680\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\n
osupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 The best manage
rs spend most of their time \line \tab \up0 \expndtw0\charscalex98 with their be
st people. \par\pard\ql \li1653\sb124\sl-724\slmult0 \up0 \expndtw0\charscalex97
\ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 The best
managers find ways to make their \par\pard\ql \li2330\ri1118\sb0\sl-700\slmult0
\up0 \expndtw0\charscalex96 employees successful and run interference for \line
\up0 \expndtw0\charscalex97 them when necessary. \par\pard\sect\sectd\fs24\land
scape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg31}{\bkmkend Pg31}\pa
r\pard\ql \li5891\sb0\sl-1000\slmult0 \par\pard\ql\li5891\sb373\sl-1000\slmult0
\up0 \expndtw0\charscalex96 \ul0\nosupersub\cf1\f2\fs87 Stroke Egos \par\pard\ql
\li1653\ri1711\sb719\sl-760\slmult0\tx2330\tx2330 \up0 \expndtw0\charscalex97 \
ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Humans cra

ve attention and great managers \line \tab \up0 \expndtw0\charscalex96 go out of

their way to pay attention to their \line \tab \up0 \expndtw0\charscalex97 best
people. \par\pard\ql \li1653\ri1876\sb160\sl-760\slmult0\tx2330\tx2330 \up0 \ex
pndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf
2\f3\fs63 As a manager you are always on stage so no \line \tab \up0 \expndtw0\
charscalex97 act is neutral and no news is never good \line \tab \up0 \expndtw0\
charscalex98 news. \par\pard\ql \li1653\ri1602\sb140\sl-760\slmult0\tx2330 \up0
\expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub
\cf2\f3\fs63 Communicating and paying attention to your \line \tab \up0 \expndt
w0\charscalex98 best people is the surest way to excellence. \par\pard\sect\sect
d\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg32}{\bkmke
nd Pg32}\par\pard\ql \li3483\sb0\sl-1000\slmult0 \par\pard\ql\li3483\sb373\sl-10
00\slmult0 \up0 \expndtw0\charscalex93 \ul0\nosupersub\cf1\f2\fs87 Avoid \u8220?
Average\u8221? Thinking \par\pard\ql \li1653\sb0\sl-520\slmult0 \par\pard\ql\li1
653\ri1712\sb217\sl-520\slmult0\tx2312 \up0 \expndtw0\charscalex97 \ul0\nosupers
ub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Great managers use exc
ellence as their barometers \line \tab \up0 \expndtw0\charscalex98 to judge perf
ormance. \par\pard\ql \li1653\ri1271\sb160\sl-520\slmult0\tx2312 \up0 \expndtw0\
charscalex97 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs
55 Great managers know that only people who are ever \line \tab \up0 \expndtw0\
charscalex96 going to reach excellence are already above average. \par\pard\ql \
li1653\ri2236\sb124\sl-540\slmult0\tx2312 \up0 \expndtw0\charscalex97 \ul0\nosup
ersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Focus on your best
performers and keep pushing \line \tab \up0 \expndtw0\charscalex96 them towards
excellence. \par\pard\ql \li1653\sb64\sl-632\slmult0 \up0 \expndtw0\charscalex98
\ul0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Average
thinking actively limits performance. \par\pard\ql \li1653\ri1598\sb84\sl-540\sl
mult0\tx2312 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u82
39?\ul0\nosupersub\cf5\f6\fs55 Avoid performance evaluations that put a ceiling
on \line \tab \up0 \expndtw0\charscalex98 performance. \par\pard\ql \li1653\ri2
073\sb137\sl-520\slmult0\tx2312 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\
f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Define excellence vividly qua
ntitatively then push \line \tab \up0 \expndtw0\charscalex96 everyone towards ex
cellence. \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\s
l-240{\bkmkstart Pg33}{\bkmkend Pg33}\par\pard\ql \li3200\sb0\sl-1000\slmult0 \p
ar\pard\ql\li3200\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex96 \ul0\nosuper
sub\cf1\f2\fs87 Manage Around Weakness \par\pard\ql \li1653\sb0\sl-632\slmult0 \
par\pard\ql\li1653\sb112\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosuper
sub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 Poor performance must
be quickly confronted. \par\pard\ql \li1653\sb188\sl-632\slmult0 \up0 \expndtw0
\charscalex98 \ul0\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\f
s55 Most poor performance can be traced to the \par\pard\ql \li2312\ri2352\sb5\
sl-660\slmult0 \up0 \expndtw0\charscalex97 company not providing the tools or in
formation \line \up0 \expndtw0\charscalex98 necessary for success or personal ca
uses. \par\pard\ql \li1653\sb144\sl-632\slmult0 \up0 \expndtw0\charscalex98 \ul0
\nosupersub\cf4\f5\fs55 \u8226?\u8239?\ul0\nosupersub\cf5\f6\fs55 There are onl
y 3 routes to help a person succeed: \par\pard\ql \li2365\ri1429\sb111\sl-580\sl
mult0\tx2927 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf20\f21\fs47 -\u8239?\
ul0\nosupersub\cf19\f20\fs47 Devise a support system\u8208? manage around weakn
esses and \line \tab \up0 \expndtw0\charscalex98 focus on strengths. Example pa
ge 169. \par\pard\ql \li2365\sb134\sl-540\slmult0 \up0 \expndtw0\charscalex98 \u
l0\nosupersub\cf20\f21\fs47 -\u8239?\ul0\nosupersub\cf19\f20\fs47 Find a comple
mentary partner \par\pard\ql \li2365\sb140\sl-540\slmult0 \up0 \expndtw0\charsca
lex98 \ul0\nosupersub\cf20\f21\fs47 -\u8239?\ul0\nosupersub\cf19\f20\fs47 Find
an alternative role \par\pard\sect\sectd\fs24\landscape\paperw15840\paperh12240\
pard\sb0\sl-240{\bkmkstart Pg34}{\bkmkend Pg34}\par\pard\ql \li5863\sb0\sl-1000\
slmult0 \par\pard\ql\li5863\sb373\sl-1000\slmult0 \up0 \expndtw0\charscalex97 \u
l0\nosupersub\cf1\f2\fs87 Assignment \par\pard\ql \li1653\ri1932\sb719\sl-760\sl
mult0\tx2330\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u82
26?\u8239?\ul0\nosupersub\cf2\f3\fs63 Look for articles that rank or describe g

reat \line \tab \up0 \expndtw0\charscalex97 companies by any measure and summari
ze \line \tab \up0 \expndtw0\charscalex98 your findings. \par\pard\sect\sectd\fs
24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg35}{\bkmkend P
g35}\par\pard\ql \li3061\sb0\sl-1000\slmult0 \par\pard\ql\li3061\sb373\sl-1000\s
lmult0 \up0 \expndtw0\charscalex94 \ul0\nosupersub\cf1\f2\fs87 Create Heroes in
Every Role \par\pard\ql \li1653\sb0\sl-700\slmult0 \par\pard\ql\li1653\ri2844\sb
8\sl-700\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63
\u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 It takes between 10 and 18 years befo
re \line \tab \up0 \expndtw0\charscalex98 world\u8208?class competency is reache
d. \par\pard\ql \li1653\sb101\sl-724\slmult0 \up0 \expndtw0\charscalex96 \ul0\no
supersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 You must find wa
ys to keep employees \par\pard\ql \li2330\ri1927\sb0\sl-700\slmult0 \up0 \expndt
w0\charscalex97 motivated and focused on developing their \line \up0 \expndtw0\c
harscalex98 expertise. \par\pard\ql \li1653\ri2163\sb113\sl-680\slmult0\tx2330\t
x2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0
\nosupersub\cf2\f3\fs63 Defining graded levels of achievement for \line \tab \u
p0 \expndtw0\charscalex96 every role is an extremely effective way of \line \tab
\up0 \expndtw0\charscalex97 doing so. \par\pard\ql \li2365\sb120\sl-632\slmult0
\up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub
\cf5\f6\fs55 Allied Brewers example, page 187. \par\pard\sect\sectd\fs24\landsc
ape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg36}{\bkmkend Pg36}\par\
pard\ql \li3876\sb0\sl-1000\slmult0 \par\pard\ql\li3876\sb373\sl-1000\slmult0 \u
p0 \expndtw0\charscalex94 \ul0\nosupersub\cf1\f2\fs87 Performance Feedback \par\
pard\ql \li1653\ri1346\sb719\sl-760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \
ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Great mana
gers devise a regular performance \line \tab \up0 \expndtw0\charscalex98 feedbac
k system. \par\pard\ql \li1653\ri2095\sb160\sl-760\slmult0 \up0 \expndtw0\charsc
alex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Fe
edback is provided in private and one\u8208?on \line \up0 \expndtw0\charscalex98
\u8208?one. \par\pard\ql \li1653\ri1609\sb140\sl-760\slmult0\tx2330 \up0 \expnd
tw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f
3\fs63 You need to build a personal relationship but \line \tab \up0 \expndtw0\
charscalex98 not necessarily best friends. \par\pard\ql \li1653\ri2202\sb160\sl760\slmult0\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u822
6?\u8239?\ul0\nosupersub\cf2\f3\fs63 You must get to know your employees and \l
ine \tab \up0 \expndtw0\charscalex98 care about them. \par\pard\sect\sectd\fs24\
landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg37}{\bkmkend Pg37
}\par\pard\ql \li6048\sb0\sl-1000\slmult0 \par\pard\ql\li6048\sb373\sl-1000\slmu
lt0 \up0 \expndtw0\charscalex91 \ul0\nosupersub\cf1\f2\fs87 Miscasting \par\pard
\ql \li1653\sb688\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3
\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 Great managers understand th
at \par\pard\ql \li2330\ri1143\sb29\sl-660\slmult0 \up0 \expndtw0\charscalex96 u
nderperforming employees have talents that \line \up0 \expndtw0\charscalex97 do
not match their role. \par\pard\ql \li1653\sb148\sl-724\slmult0 \up0 \expndtw0\c
harscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs6
3 It is not a matter of weakness, stupidity, \par\pard\ql \li2330\ri1909\sb9\sl
-660\slmult0 \up0 \expndtw0\charscalex97 disobedience, or disrespect but a matte
r of \line \up0 \expndtw0\charscalex98 miscasting. \par\pard\ql \li1653\ri1359\s
b156\sl-690\slmult0\tx2330\tx2330 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf
3\f4\fs63 \u8226?\u8239?\ul0\nosupersub\cf2\f3\fs63 They use language like \u82
20?This isn\u8217?t a fit for you, \line \tab \up0 \expndtw0\charscalex95 let\u8
217?s talk about why.\u8221? or \u8220?You need to find a \line \tab \up0 \expnd
tw0\charscalex96 role that plays more towards your strength.\u8221? \par\pard\se
ct\sectd\fs24\landscape\paperw15840\paperh12240\pard\sb0\sl-240{\bkmkstart Pg38}
{\bkmkend Pg38}\par\pard\ql \li3180\sb0\sl-1000\slmult0 \par\pard\ql\li3180\sb37
3\sl-1000\slmult0 \up0 \expndtw0\charscalex96 \ul0\nosupersub\cf1\f2\fs87 Perfor
mance Management \par\pard\ql \li1653\sb0\sl-724\slmult0 \par\pard\ql\li1653\sb2
4\sl-724\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf3\f4\fs63 \u8226?
\u8239?\ul0\nosupersub\cf2\f3\fs63 Four characteristics used by great managers:
\par\pard\ql \li2365\sb172\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosu

persub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 The routine is simple. \

par\pard\ql \li2365\sb168\sl-632\slmult0 \up0 \expndtw0\charscalex97 \ul0\nosupe
rsub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 The routine forces frequen
t interactions. \par\pard\ql \li2365\sb168\sl-632\slmult0 \up0 \expndtw0\charsca
lex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupersub\cf5\f6\fs55 The routi
ne is focused on the future. \par\pard\ql \li2365\ri2026\sb109\sl-680\slmult0\tx
2945 \up0 \expndtw0\charscalex97 \ul0\nosupersub\cf4\f5\fs55 -\u8239?\ul0\nosupe
rsub\cf5\f6\fs55 The routine asks the employee to keep track of \line \tab \up0
\expndtw0\charscalex98 their own performance and learning. \par\pard\sect\sectd
\fs24}