Today every company is a gondola in the middle of a storm. You have to be forcing changes to survive and advance. These changes, for example, could be:
- create a new market, introduce a product, implement new processes, establish an alliance, reorganize new services, or achieve a certain expansion plan.
To organize and carry out these changes, the company has a team of managers and executives, each of whom is usually a successful, intelligent, hard-working person with a remarkable degree of experience and knowledge.
But the problem is not to introduce a change, but to successfully introduce a change. And what is required for this? Having many leaders at all levels who have internalized the assumptions of a Culture of Trust, responsibility and productivity. But those who are there are used to working and being skilled in the Culture of Fear, which has given such good results in the past. The evolution from a Culture of Fear to one of Trust is the great opportunity for change to increase productivity and ensure profitability.
The author has worked extensively with Directors and Management Teams of medium-sized companies. Over the past 30 years, you may have heard over 40,000 3-minute talks delivered to a wide variety of managers in many companies. One of the summaries of all that experience, are these 100 assumptions and the framework that make up all of them. Its reading and analysis by entrepreneurs or each and every one of the members of the Company's Management Committee, and those of the next level, who must also be entrepreneurs, can solve in a relatively simple way many of the biggest problems that currently may have a company. We are talking about a serious and professional approach; Of course, many companies are not interested in it. That is why he has written this document with 100 assumptions of success.Because a competent professional does not make mistakes due to his lack of logic; but for what you take for granted.
"There is no safer index of social failure than the absence of sound general ideas." Plato
100 assumptions of crisis and success in the company
one
Crisis assumption: Not my problem. The one that comes back that arrree.
Assumption of success: Yes it is my problem and I take charge.
In many companies, only changing this single first assumption would significantly enhance productivity and results.
two
Crisis assumption: You have to work and sell more.
Success assumption: You have to work and sell better.
Overcoming the crisis will not only require effort, but also the creation and internalization of new cultural anchor points.
The current ones no longer work or offer us security.
3
Crisis assumption: Everything is relative. I do not compromise. Each one does what he wants.
Assumption of success: I have principles. I do what I must. I keep my word.
Someone who thinks everything is relative can claim that a rapist, murderer, or drug dealer is ethically correct.
4
Crisis assumption: I don't get paid for thinking.
Assumption of success: I get paid for thinking.
They don't pay me to think it's a tremendously immoral assumption. The German National Socialists massacred six million Jews and Poles because they were paid not to think. This can only be said by someone who is, or considers himself, an executing arm. Unfortunately in the company there are managers hired to do that role; and it seems that they do it at ease.
5
Crisis assumption: The worker must work like a machine.
Success assumption: The person is poorly designed as a machine.
A machine transmits power, supports pressure, is constant, non-conflictive, predictable, measurable, repairable and replaceable. On the other hand, a person can become irritated, tired, confused, exhausted, and suffer; You can even regret and even blame yourself. But she can also intuit, contribute, imagine, team up, innovate and outdo herself, which she must do. The machines are all the same; technology repeats.
People are different and each one is capable of making a sensational and genuine contribution, which is the key to the issue.
6
Crisis assumption: Information is power.
Success assumption: Information is responsibility.
For many centuries to have information was to have power. But today with globalization, the internet, the need for teamwork and the need to increase productivity, things have changed. For example, in an operating room when the anesthetist puts the anesthesia on, he has the immediate responsibility to inform the surgeon. Similar cases are very common but since we do not see anyone's life at stake, we forget the responsibility to report, we begin to build a tower of Babel, and productivity falls.
7
Crisis assumption: I am smart and the others are stupid.
Success assumption: I am not a scoundrel. I respect myself and others.
Going smart is not being smart. This assumption creates a lot of crisis. It will be seen that all crisis assumptions are strongly linked to each other, as well as success assumptions. Either one is a supporter of one or the other; rarely from a heterogeneous mixture.
8
Crisis assumption: I want an easy job and make a lot of money.
Success Assumption: I want a challenging job to contribute.
9
Crisis assumption: Being practical and realistic, I speak the truth and I am objective since things are the way they are.
Assumption of success: I do not see things as they are, but as I am.
It is surprising how many managers make this mistake. The problem may be how I am.
10
Crisis assumption: I am like this.
Success assumption: I want to act like this.
Thus, it is only a trunk or a wardrobe. The person is defined by what can become; for its capacity for improvement and education. Whoever says I am like this considers himself a genius by birth, he is not willing to evolve and thinks that everyone should allow him his absurd arbitrariness.
eleven
Crisis assumption: A young person has to know English, ICT, geography and history.
Success assumption: A young man has to know what to do with his life.
12
Crisis assumption: In a company, institution, and even in the government cabinet, the key to success is determined by the work program, strategies, and organization.
Assumption of success: The key to success is determined by a person
In a company, institution, and even in the government cabinet, what is decisive are the values, beliefs, and assumptions of people, and generally only one. One person is the one who makes all the difference.
13
Crisis assumption: I'm a really competent, smart, and capable guy. They don't appreciate me for what I'm worth.
Success assumption: Maybe I should check my level of humility.
My self-esteem must be good, but so must my self-criticism. Be careful with the respect I owe to others, with listening better and planning and preparing better without improvising as much.
14
Crisis assumption: Trust involves appreciating and taking into account the opinion of others.
Assumption of success: Trust implies the ability to become vulnerable.
Trust implies abandoning yourself in the hands of the other, and being willing to accept failure, because the other can be wrong. Hence the importance of knowing him very well.
fifteen
Crisis assumption: A person's mindset depends on their intelligence.
Success assumption: A person's mindset depends on their behavior.
In principle, the mentality does not obey an intellectual process. It depends on the acquired habits.
16
Crisis assumption: It is good to live freely.
Assumption of success: It is good to live with freedom and responsibility.
17
Crisis assumption: I am fair and objective.
Assumption of success: One can promise to be sincere; not fair or objective.
18
Crisis assumption: I lose a lot of time because I plan badly.
Assumption of success: I lose a lot of time because I don't know myself.
Planning things that later one is not able to do, indicates that it is unknown. Who knows himself makes few mistakes in life. That process towards maturity is the knowledge process par excellence. The most important, and also the most difficult.
19
Crisis assumption: You learn to do what you study.
Success assumption: You learn to do what you do.
One learns to swim by swimming, to write by writing, to be fair by being…
twenty
Crisis assumption: Obscurantism originates from attacking principles.
Assumption of success: Obscurantism originates from putting the false into circulation.
twenty-one
Crisis assumption: The beliefs and assumptions that each one has are an opinion.
Success assumption: A person's assumptions define their intimate identity.
They are not simply an opinion, but an experiential posture. They radically determine the meaning it gives to life. And to defend them you can be willing to fight even to the death if necessary
22
Crisis assumption: Who works well, does it for the family, the company, the money, their boss and recognition.
Assumption of success: Whoever works well, does it only by himself.
2. 3
Crisis assumption: Crisis means insufficient production.
Success assumption: Crisis means insufficient productivity growth.
Crisis means insufficient management, change, teamwork, design, innovation, responsibility and learning. In a word, insufficient productivity (or perhaps a better increase in insufficient productivity).
Productivity is effectiveness for efficiency; Both at the person, institution or nation level.
Efficacy means knowing what to do; do what must be done.
Efficiency means performance; to do it well, that is, to know how to do it.
Everyone has a problem with both. At high levels, managers often have the problem more with efficiency, and at operational levels rather with efficiency. There is no worse thing than doing very well what we should never have done. It is preferable to do what must be done, even if it is done regularly.
The quality of life and the degree of well-being of a society is adequate when there is a constant growth in productivity. It does not mean working harder, harder or with more effort (or more technology), but working smarter. In that case, as if by magic, social problems of all kinds begin to disappear (unemployment, robberies, absence of children, xenophobia, divorces, nationalist demands, drug addiction, etc.) And vice versa, when productivity stagnates, the bubble social problems of all kinds, even the most unsuspected, begin to grow and it is not possible to stop them by any procedure, or with any type of political regime, or by changing the constitution 50 times.
Every nation, sector, institution or company is condemned for life to having to constantly increase its productivity to maintain the welfare state and a uniform profitability. If that increase is lacking, all its members will be subjected to a real process of decapitalization, impoverishment and loss of hope.
The causes that improve productivity:
- The innovation and continuous improvement in the work that all the institutions are doing, which is the main engine of progress, of the demand for employment and of the reduction of costs. Continuous learning and training, especially that of children and more basic, until the advanced of the professional and even that of the retiree. We do not mind insisting that the most important is that of children, a rigorous analysis of the reality of things, with the absence of ideologies, demagogues, abstract and absurd theories. That is, with a realistic anthropological ethical approach.
The consequences of improving productivity are:
- Social welfare. Quality of life. More children, fewer divorces, greater family integrity. Less violence, less ignorance and less poverty in all its forms. Greater knowledge and better educational level. More to be each to his own without talking about what is not known or sentencing about what you do not have experience. Greater confidence. Fewer victims of demagogues and revolutionary politicians. Less ideological pressure and less political lies. Optimal use of all kinds of resources. Higher levels of real income, greater wealth for all. The sharp reduction in social inequalities, impossible by any other known procedure, is perhaps one of the greatest advantages.
The causes that worsen productivity:
- Bad example and excessive demagoguery of politicians and intellectuals, who betraying their condition, forge through the media numerous mediocre beliefs that lead to division and general impoverishment. Excessive short-term pressure. Search for the ball. Profitable desire at all costs. Corruption. Outcrop of a perverse capitalism. Large and growing social differences Ineffective steering systems. Abundance of low-skilled jobs Bad working conditions Much unemployment. Widespread longing for a comfortable and safe job (impossible today). To much fear.
The consequences of worsening productivity are:
- Social suffering through widespread unemployment and increased social dangerousness. Suffering through loss of competitiveness, poverty and acquisitive loss in all its forms. Progressive disaster of an increasingly deteriorated environment in every way.
24
Crisis assumption: Managers and professionals are paid to create stability and keep things in order.
Assumption of success: Professionals are paid to create instability and disorder (innovation and change).
This improvement in productivity should occur in: companies, hospitals, universities, NGOs, town halls, foundations, ministries, public offices of all kinds. And it must also occur at all levels.
25
Crisis assumption: Organization and results are good; no changes are necessary.
Assumption of success: This is precisely why improvements are needed now.
If a watch or mechanism works well, of course it is preferable not to touch it. But a human organization of any kind, never goes well on its own and there is always the threat of mismatch. Without a doubt, when the organization and results are good, it is when changes are most easily made.
26
Crisis assumption: I'll believe it when I see it.
Success Assumption: I'll see it when I create it.
27
Crisis assumption: The essential factors of production are capital and labor.
Success assumption: Currently, 2012, the essential production factor is knowledge.
By the way, if knowledge is not constantly evolving and perfecting, it ceases to be knowledge and is simply pedantic. Knowledge resides in the head of the employees. It is not owned by the shareholders. And it is not accounted for in the asset. Today we talk a lot about the knowledge society; and we do well. But we are not talking about the society of responsibility; and we do wrong. Because that one doesn't work without it.
28
Crisis assumption: On a specific problem we must all have an opinion to find the solution.
Assumption of success: An expert must comment on a specific problem.
Of course it is necessary that the expert is, and that he is also responsible. If your opinion is mixed with that of the inexperienced and does not know theory, in the end we have a mess. Although there are problems that it is preferable to solve in a participatory way, it is deeply rooted in our culture to believe that any problem is best solved if everyone participates.
29
Crisis scenario: A boss must always be told good news.
Assumption of success: You have to speak frankly to a boss.
You have to be able to go into your boss's office and tell him: we are doing this wrong for this and this, and you have to do it this way.
30
Crisis assumption: Functions, work, tasks are delegated.
Assumption of success: Strictly speaking, authority is delegated only with everything it means.
31
Crisis assumption: A good strategic approach, based on good analysis, with good processes, work programs, policies, systems, technologies and a correct organizational design, guarantee a Culture of Trust.
Assumption of success: A Culture of Trust is only guaranteed by the spirit in which the chief executive works.
The traditional Culture of Fear is not productive at all. A good Culture of Fear, like the one indicated here, in the
In case of crisis, it is much better, but it is still not a Culture of Trust, which is the only one that is truly competitive. Be careful, because this assumption is critical.
32
Crisis assumption: A company director runs a company.
Assumption of success: A company director, only manages people.
No one runs a company, a factory, a process, or a government cabinet. Only people are directed. Either he elevates his spirit, he respects his dignity and improves his behavior, or he directs nothing at all.
33
Crisis assumption: We have major problems with the market, products, services and distribution.
Success assumption: We have major problems with innovation and productivity.
3. 4
Crisis assumption: The crisis is remedied with credit and easy access to money.
Assumption of success: The crisis is remedied only by increasing productivity.
35 years ago when the author was a professor of Financial Management one of the important issues was who was creditable. He was the one who managed it properly and created value. But today everyone indiscriminately wants to have access to it; and that is a mistake.
35
Crisis assumption: People, professionals, employees and workers are all the same.
Assumption of success: People, professionals, employees and workers are all different.
Seen a lion, seen all. But seen a person, we have hardly seen anything; and even after a lifetime, not everything has been seen. No two people have the same fingerprints, heartbeats, blood tests, mental processes, skills, ways of thinking, working,… The key to success, and to increased productivity, is exactly knowing, appreciating and accentuate those differences. Where everyone thinks alike, no one thinks much.
36
Crisis assumption: Technology generates leadership.
Assumption of success: Leadership generates technology.
37
Crisis assumption: It does not matter What difference does it make!
Assumption of success: Nothing in life does not matter.
Even crossing the street at the crosswalk or in the middle of the street doesn't matter.
38
Crisis assumption: Overcoming a difficult challenge is a matter of knowledge and technology.
Assumption of success: Overcoming a difficult challenge is above all a matter of spirit.
An organization, institution or even a nation sometimes has to face a severe crisis that is a difficult challenge. It is possible to think that overcoming this challenge is a matter of knowledge, technologies, organization, money, credits, legislation, debt balance,… It is a mistake. Overcoming that difficult challenge is first and foremost a matter of spirit. Not in the purely religious sense, which is not excluded, but also in the sense of self-awareness, personal self-improvement, cultural change, or whatever you want to call it, which causes an internalization and a transfer of energy from the external to the internal plane for create growth and give an effective response. Believing that the problem is outside of us, in Europe, or somewhere, or the lack of ICT, or something, leads us directly to failure.
39
Crisis assumption: I am a popular and charismatic leader. I have many followers.
Assumption of success: I give an example. I work with honesty, imagination and courage.
The leader who seeks popularity disperses in a thousand different directions. It does a little bit of everything and is totally ineffective. The charismatic considers himself an enlightened man who knows everything, is back, and does not need to evolve or learn anything; when he leaves he always leaves a sinking ship. Nor does he who has followers ensure that he is a good leader; He can have them because he pays them, or because he cheats them, or because they are afraid of him. All of these models are leadership of the worst kind. An effective leader is characterized by setting an example and doing what he should; even if its personal charm is not particularly attractive.
40
Crisis assumption: Teamwork requires dialogue, consensus and tolerance.
Assumption of success: Teamwork requires self-discipline, training and responsibility.
41
Crisis assumption: He is a good Director because his economic results are good.
Assumption of success: He is a good Director because his results and his behavior are good.
42
Crisis Assumption: The key to overcoming the crisis is in skills.
Assumption of success: The key to overcoming the crisis is in habits.
Although everyone is talking wrongly about Management Skills, the key to overcoming the crisis is in habits. Skill is the ability to put intelligence into play to know how to do something. Habit, the ability to bring into play the will to want to do something. Skills are techniques and tools and represent a short-term commitment. Habits is culture.
Of all the possessions that a person can have, body, intelligence, home, car,… good habits, virtues, it is the most perfect way to have, since then you have what is self-perfecting.
43
Crisis assumption: The behavior of a collaborator depends on how the boss sends and organizes it.
Assumption of success: The behavior of a collaborator is necessarily a reflection of that of his boss.
Always, behavior generates behavior.
44
Crisis scenario: I go with my tongue out all day. I have a time management problem.
Assumption of success: I go with the tongue out all day. I have a leadership problem.
Time is a totally inelastic variable. The problem is always mentality; when you modify it you will arrive where you always were, and you will see it for the first time.
Four. Five
Crisis assumption: The authority, you have to command. To tell the other what to do.
Assumption of success: The authority, is had to obtain that the other wants to act well.
In the final analysis, anyone with authority has it above all to educate. It is a responsibility, not a privilege.
46
Crisis assumption: The Director is there to organize the others, and so the organization works.
Assumption of success: The Director is to be the spirit of the organization and the voice of his conscience.
Most amateur managers feel that they are there to organize others and tell them what to do, even though this is a relatively minor managerial role. The collaborator is usually older, often knows what to do better than the boss, and does not need advice. Sometimes the Director perceives that his organization has problems to improve its operation and that it should boost its productivity. He does not realize that his way of seeing the problem is the real problem; and that the problem is not in the failure of others, but in their own; and that the behavior to be modified is not that of others, no matter how hard they try, but that of themselves.
47
Crisis assumption: The position of a senior manager is insecure, so you must shield your contract.
Assumption of success: The position of a top manager is insecure for what a leader must be.
Indeed, the position of chief executive of the company is the most devilishly difficult to perform and the most insecure. It is true that you need assurances. But they are assurances that the top manager has to find positively in himself, his own leadership, self-control, self-development and honesty. The bad thing is when that security looks for it in an unfairly disproportionate retribution, in the shielding of the contract, in a golden parachute and in other privileges. It is probable that such a manager will end up being a drag on the evolution of the company, something that surprisingly the Board of Directors usually allows. Today, the securities and guarantees were carried away by the wind.
48
Crisis assumption: The Director has all the answers and everything is in his hands.
Assumption of success: Today, 2012, that is neither possible nor desirable.
Who really believes this crisis situation today, has a company about to disappear. For things to work, an effective manager must have collaborators who know much more about many things than he does, and who are capable of taking responsibility and working as a team.
49
Crisis assumption: For a professional with responsibility, it is obvious and obvious what their priorities are.
Assumption of success: For a professional, the priorities are neither obvious nor obvious.
In the past, in the job description, the priorities were clear. But today, 2012, things have become very complicated, and for any professional with a certain level of responsibility, what is expected of him is no longer so clear. In all likelihood, your boss doesn't know either, since he has his own homework. What is expected is that the collaborator himself is capable of establishing it. And the collaborator will only know what is expected of him, if he himself stops for a few hours, thinks and decides what should be the task on which he should concentrate. And if you don't, neither will he know your priority; You will find yourself doing a little bit of everything, wasting time and wasting time on others.
fifty
Crisis assumption: Let me explain so that you understand me.
Assumption of success: The smart thing is to understand before being understood.
51
Crisis assumption: Effectiveness is a matter of knowledge, effort, technology, experience and intelligence.
Success assumption: Efficiency is a matter of habit.
If you have the right habits, logically you are more effective the more knowledge, effort,… Without the right habits, knowledge or intelligence, can be counterproductive.
52
Crisis assumption: The fact that a manager or professional is effective is very interesting, good and convenient.
Success assumption: For a professional to be effective is ethically and morally necessary.
The fact that a manager is ineffective is an irresponsibility for which he would have to be held accountable. But how many managers know what specific habits are necessary for effectiveness? The 8 habits of Covey, very psychologically acute, are necessary to know.
53
Crisis assumption: Completely honest communication is desirable.
Success assumption: Absolutely honest communication spoils the relationship.
A dose of diplomacy and frankness are equally necessary.
54
Assumption of crisis: A first executive of the company to be a leader must spend a lot of time knowing the economic - financial - commercial situation and the evolution of all kinds of indexes.
Assumption of success: A first executive to be a leader must spend a lot of time communicating face to face.
A leader, more than analyzing financial statements, studying trends, knowing markets, understanding deviations and the like, which is necessary, interacts with many people, not through email but personally, face to face, listening with eyes to collaborators, clients, suppliers, competitors and consultants.
55
Crisis assumption: My boss tells me everything I have to do. Directs me well.
Assumption of success: My boss develops me and carries responsibility. Directs me well.
56
Crisis assumption: A boss has to make his employees happy.
Assumption of success: A boss has to get his colleagues to do a great job.
57
Crisis assumption: A good professional organizes his work around what he likes.
Success assumption: A good professional organizes his work around what he should.
A professional who organizes his work around what the body asks of him is irresponsible. You have to stop to think about what to do; and then do it.
58
Crisis assumption: To engage a collaborator, you must be well informed.
Success assumption: To engage a collaborator you must know him well.
In order to engage a collaborator, strengthen his team feeling, delegate him well and motivate him, he must have the right skills, establish agreed objectives with him and inform him well.
But although all this is good and necessary, we believe that the most important and difficult thing is to know him very well. Often one may not even know one's children well.
59
Crisis assumption: The environment is of relative importance.
Assumption of success: The environment is of radical importance because it is the great educator.
Crisis means powerful influence of the media in the formation of mediocre convictions to which we are subjected with impunity. (In a country the quality and the political and media situation is almost entirely parallel).
60
Assumption of crisis: The Culture of Fear in companies and institutions is inevitable.
Correct assumption: All fear immobilizes, breeds lies and obscures intelligence.
To overcome the crisis and create jobs, the great opportunity is to evolve collectively from a Culture of Fear to one of Trust. It is certainly difficult because fear is too deep-rooted. But evolution is possible.
61
Crisis Assumption: Each employee is a cost center.
Assumption of success: Each employee, depending on how they are directed, will be a cost center or a profit center.
62
Crisis assumption: Companies fail due to lack of knowledge.
Success assumption: Companies fail due to lack of behavior.
When things go wrong, people often mistakenly believe that it is a matter of lack of knowledge, that they are essential. But business failures have always been due to lack of leadership, information flow, motivation, delegation, teamwork, learning, and innovation. In a word, of behavior. This is especially important today, 2012, as the evolution of all circumstances puts incredibly strong tensions on every company.
63
Crisis assumption: The information I need to work is on the computer screen.
Assumption of success: The information I need is on the direct contact line.
The professional of a company may believe that the information he needs to work properly is on the computer screen, the internet, or in financial, commercial, marketing or trend evolution reports. In reality the essential information is in the line of fire; in the direct contact area with customers, with the product and with the service. Information always exists, but may not come up for good or bad will; and you have to go for it fairly directly without getting bogged down by data or reports.
64
Crisis assumption: The strategy has to be detailed, precise and exact.
Success assumption: The strategy has to be clear and understood by everyone.
Only what is simple, differentiating and understood by everyone works. (Although getting to deduce it may not be easy).
65
Crisis assumption: A good entrepreneur first of all has a good flash of genius.
Assumption of success: A good entrepreneur above all has discipline, rigorous systematics and habits.
66
Crisis assumption: The economic purpose of the company is to make a few earn money.
Assumption of success: The economic purpose of the company is to make everyone earn money.
It is one thing to seek to maximize Shareholder Profit, and quite another to maximize Value Added (which is made up of wages, more social security, more taxes, more dividends, more self-financing, more interest on all types of debts, more rents, plus amortization). The sum of all the Added Values of all the companies and businesses in the nation are the Gross Domestic Product.
67
Crisis assumption: A good collaborator is one who does what he is told perfectly.
Assumption of success: A good collaborator is one who addresses himself well.
It is equivalent to saying the one who assumes responsibility and informs his boss well.
68
Crisis assumption: The clients I know are the good ones. I have been working with them for 10 years.
Success assumption: Today, 2012, that's why those customers are no longer the good ones.
69
Crisis assumption: It is impossible! Let's leave it.
Success assumption: Is it impossible? Let's review. Here is the key to the new business.
70
Assumption of crisis: An excellent organization is the one that is limited to knowing how to make the products and provide the services proper to its function.
Assumption of success: In addition to the above, you must know how to do many other things well.
71
Crisis assumption: Success consists of achieving objectives.
Assumption of success: Success is a self-perfected state of mind.
And it includes achieving goals.
72
Crisis assumption: To be competitive, you need cheap labor.
Correct assumption of success: To be competitive you must be increasing productivity.
In other words, having knowledge, organization, equipment, innovation and design. The continuous increase in productivity is the only thing that makes a company competitive. Today it no longer works with workers.
73
Crisis assumption: In the nation, district, sector, company, the scarcest of all resources is economic.
Correct assumption of success: The scarcest resource is managerial capacity.
The key is not in the money, which is a consequence, but in the ability to organize work, all other resources, and increase productivity.
When there is managerial capacity, there is development and prosperity regardless of how poor the environment may be; And if there is no such capacity, there is poverty, no matter how rich the environment is.
74
Crisis assumption: Since the purpose of our company is to create satisfied customers, what we are most concerned about here is treating customers well.
Assumption of success: Since the purpose of our company is to create satisfied customers, what concerns us most here is treating the Employees well.
75
Crisis assumption: The important thing is that the customer sympathizes with the seller.
Success assumption: The important thing is that the seller sees the customer sympathetically.
Why don't you think about it a second time?
76
Crisis assumption: When you work well, you don't need the typical evaluation of performance or the evaluation of professionals' attitudes.
Assumption of success: Assessment of attitudes and performance is always necessary.
In an excellent organization of Culture of Trust, scarce in our country, they evaluate both personally and anonymously those from above to those from below and those from below to those from above. There is a mutual demand for responsibilities. (And the best anonymous reviews are obtained by those above). There are real cases.
77
Crisis assumption: The boss failed and left. Let's promote one of your collaborators as a substitute.
Assumption of success: In principle it is preferable not to promote the collaborator of a boss who failed.
78
Crisis assumption: Business and organizational decisions are made coldly with the logic of reason.
Correct assumption of success: Business and organizational decisions are made from the heart.
Then the reason is able to provide all the justifications that are required.
79
Crisis assumption: The professional must be paid according to his effort.
Correct assumption of success: The professional should be paid according to their results.
80
Crisis assumption: The principal's biggest problem is raising the stock price.
Success assumption: The manager's biggest problem is his lack of respect for employees.
This assumption, like many others, are based on real anecdotes occurred to the author dealing with managerial problems. Professionals in the category are very upset that their boss's biggest concern is strange, rather than creating a strong and competitive team.
81
Crisis assumption: ICT investment is always good.
Success assumption: Investing in ICT is good only if you know how to work intelligently with them.
It should not be taken for granted.
82
Crisis assumption: The first most important data regarding CSR is usually the volume of investment to protect and care for the environment.
Assumption of success: The first data referring to CSR should be the company's salary range.
The ratio of the total compensation of the chief executive, including shares, to that of the most novice employee, must be a maximum of 15 or 20 to 1 before taxes. On the order of 12 to 1, after. If the ratio were 50 or more to 1 (there are 200, 500 and even it is known that 5000 to 1), there is no one who believes that this manager cares the least about commitment, teamwork, responsibility or quality of customer service. In that company, if you talk about CSR, they are kidding you. An abusively disproportionate fan may have had economic justification; but it certainly has neither ethics nor morals, which is what conditions a Culture of Trust. And that distributive injustice is the cornerstone that gives rise to the great scandals that followed;The Boards of Directors are not bad for allowing it.
83
Crisis scenario: Here we crush providers. Firewood to the monkey.
Success assumption: Here we respect suppliers.
This is the second touchstone, after an equitable salary range, that shows good CSR. We are not just talking about how good the world would be if we were all good, but about productivity. A smart buyer always treats his supplier well; All professionals throughout their journey leave a trail, and as if at the whim of fate, they often end up finding it. So a professional always acts well, even if he does not act well.
84
Crisis assumption: This year you have to earn more money than the last. You have to grow.
Assumption of success: This year you have to work better, innovate and be more productive.
85
Crisis assumption: The true CSR respects above all the environment, ecology and sustainability.
Success assumption: True CSR respects a pregnant woman much more.
86
Crisis assumption: The CSR of an institution is determined above all by good management practices.
Assumption of success: CSR is determined above all by the personal quality of the chief executive.
The CSR of an institution is determined above all by the level of leadership, commitment, values and responsibility of the chief executive, no matter how much they do to avoid it or to downplay its importance. Although investments may be necessary, the best way to be socially responsible, not to pollute, and to be a good influence on the neighbors in every way, is by far to have a company with a Culture of Trust, which is said soon. When everyone works with imagination and courage, problems are overcome by doing wonders, difficult even to imagine.
87
Crisis assumption: We need short-term results.
Success assumption: We need short, medium and long-term results.
Short result means interest in money. Medium and long means interest in people.
88
Crisis scenario: We are great. We are full of ideas. We ooze wisdom.
Assumption of success: Our problem, and to which the crisis is due, is not due to our notable ignorance. But because we think we know everything.
89
Crisis assumption: It already works great.
Assumption of success: It is we, and not the competition, who make it work better.
90
Crisis assumption: We must make a profit by reducing turnover and increasing margins. For example, earn 100% on 10 sales.
Success assumption: We must make profit by reducing margins and increasing turnover.
For example, earn 10% on 100 sales.
By the way, the erroneous assumption of this point, which supposes a remarkable ambition, supposes one of the biggest causes of business failure.
91
Crisis assumption: The current situation of our crisis is new.
Success assumption: Our mistakes are literally historical.
You complain about the aggression of external enemies. If the danger of the barbarian invasion disappeared, wouldn't we Romans be exposed to fiercer civilian internal aggression? You complain about poor harvests, famines, drought and decreased production of slaves. But isn't our worst hunger and blatant misery due to our rapacity, the rising price of the wheat trade, the desire for excessive profit? (San Cipriano, Ad Demetrianum. 1st century).
92
Crisis assumption: Everything must be decided and modified by majority.
Assumption of success: It is not possible to modify by majority neither the law of gravity, nor the multiplication table, nor the natural law.
There was a society that agreed by consensus on the mass murder of Jews.
93
Crisis assumption: Productivity is not about politics.
Success assumption: Productivity and politics are inseparable mentalities.
From personal experience, the author affirms that when one studies the history of productivity, which is very interesting, without wanting or wanting it, one finds himself involved in essential political considerations in which he does not like to see himself, nor can he evade as he wishes. They are unavoidable and require a posture and a clear answer. For example, the Berlin Wall was not brought down by both politics and the tremendous difference in productivity that existed on either side. (These last assumptions with a political face are intentionally written for entrepreneurs and company managers, since they also provide them with ideas).
94
Crisis assumption: In national politics, the laws, for example abortion, education for citizenship, euthanasia, historical memory, gender equality, and the like are established on the one hand. And on the other hand, the economic crisis, debt and unemployment originate.
Assumption of success: Productivity is above all a culture that integrates everything.
If the laws that are established significantly attack the dignity of citizens, as in our case, the national culture that is formalized is fear, and what we suffer is a regression.
For example, one consequence is that in Spain the number of young people under 20 years of age has been halved in two decades, and currently a third of all women of childbearing age do not want to have any children. The terrible prejudices and aberrations that these social conquests with the name of progressives suppose, and their harmful effect on innovation and productivity, are devastating for the welfare state and our future. And they establish the real scope of the crisis.
95
Crisis assumption: The welfare state is a paradise where everything is fine, everything is shared among all because we are all the same, and without anyone having to work.
Assumption of success: It turns out that it is necessary to work and increase productivity.
In this world, to achieve the welfare state and suppress unemployment, it turns out that you have to work. And if above all they are to reduce inequalities, it is necessary to increase productivity. Acting like Robin Hood by taking money from the rich to give it to the poor, never worked in any country and at any time. (Not even with a bloody revolution; and there were many for this reason).
96
Crisis assumption: The crisis is motivated by subprime mortgages, the construction crisis, indebtedness, lack of credits,…
Assumption of success: The crisis is of values. We have forgotten the dignity of the person.
Those reasons may be the triggers. But the real crisis in Spain is motivated by legislation created by ignorant and revolutionary politicians who go from geniuses to life. They have not respected the dignity of the person, and have caused a cultural sweep that has left us stunned.
They want to redesign a new type of person, something that Hitler already tried. He's put us all to work like the one in a quarry pounding gravel with a mallet.
They have forgotten the nature of the person, natural law and old-fashioned ethics, which is what continues to function. And productivity.
97
Crisis assumption: Here we are all just as good. What am I saying good, we are all equally great!
Assumption of success: We are all different.
That of equality is one of the most devastating and impoverishing assumptions that have managed to sneak in a group of nefarious politicians. Any type of effective organization is subject to the discipline of evaluation. The results that each one obtains are known and what is capable of doing and what is not is known; their successes and failures. Especially from top managers. Conversely, any walled and opaque organization is an inadmissible burden. (For example, not only are universities almost all the same, but worse, the vast majority of university students are, too. Young people have little idea how interesting and fun it is to do excellent and difficult work. contribute to social improvement).
98
Crisis assumption: Employees need a secure job, CPI hikes, and a host of other guarantees.
Assumption of success: Today, 2012, the guarantees and assurances are over.
The employee must be clearly spoken: today, 2012, no one can be guaranteed either job security, salary increases, or seniority benefits. But they must be able to ensure their training, good leadership, respect, responsibility and a good opportunity for development. Security is only within oneself. On the other hand, the security that should concern us and that we must ensure is that of our elderly, sick and disinherited of fortune.
99
Crisis assumption: Politicians must act to resolve the crisis.
Success assumption: Politicians can do little directly.
Politicians can do quite a bit, directly, to resolve the crisis. The IBEX 35 companies can hardly do anything either. The crisis can only be resolved by the 1.5 million companies in Spain, if the conditions are created for them to dare to pull the car, because they are willing to.
100
Crisis assumption: Politicians can do nothing to resolve the crisis.
Success assumption: Politicians can do a lot, but indirectly.
Directly ruling politicians can effectively do little, except patch a little, and badly, by varying taxes, public spending, monetary policy, and international agreements.
Where politicians can do a lot and achieve great results is indirectly, setting an example, respecting the dignity of the people, acting with honesty, great austerity, and legislating accordingly. It is all they can do; and it is a lot. It would convulse us. In fact, it is the most important and urgent thing to do to resolve the crisis. (Note that deep down crisis is crisis of authority).
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YOUR TURN
Once you have read and reread the 100 assumptions of crisis and success, reflect on the change that you must make to your job. More specifically: What more important thing should I stop doing? What more important thing that I don't do should I do?
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