Firm Leadership Quotes

Real men don't dance to other people's tune, instead, they play for others to dance.

I trust that every animal here appreciates the sacrifice that Comrade Napoleon has made in taking this extra labour upon himself. Do not imagine, comrades, that leadership is a pleasure! On the contrary, it is a deep and heavy responsibility. No one believes more firmly than Comrade Napoleon that all animals are equal. He would be only too happy to let you make your decisions for yourselves. But sometimes you might make the wrong decisions, comrades, and then where should we be?

What makes life in Indian organizations difficult is the widespread prevalence of this very contemptuous pride. It stops us from listening to our juniors, subordinates and people down the line. You cannot expect a person to deliver results if you humiliate him, nor can you expect him to be creative if you abuse him or despise him. The line between firmness and harshness, between strong leadership and bullying, between discipline and vindictiveness is very fine, but it has to be drawn.

... we shoved out many hopes and fears into their hands, believing those hands were strong because they had firm handshakes. They failed us, always. There was no way they could not fail us - they were human, and so were we.

Every business can benefit from good quality management consulting services. Consultants are able to gather, assemble and utilize data in unique ways. Consultants also have perspectives that are likely to be unique compared to the perspectives you find internal to your business.

Employees in large, older firms often have difficulty getting a transformation process started because of the lack of leadership coupled with arrogance, insularity, and bureaucracy.

The world is changing. No matter what any of us is shopping for, we can find good products, good services, good solutions. We want to enjoy the experience of using those products, those services. This firm doesn't have a lock on brilliance. Your prospective clients can find that elsewhere. They want to enjoy the experience of implementing a brilliant solution in collegial and congenial partnership with teh people who brought it to them.

Sound managerial decisions are at the very root of their impending fall from industry leadership.

Modern survival psychologists have determined that this “social”—as opposed to “authoritarian”—form of leadership is ill suited to the early stages of a disaster, when decisions must be made quickly and firmly. Only later, as the ordeal drags on and it is necessary to maintain morale, do social leadership skills become important.

I have found that there are three key steps to identifying your own core personal projects. First, think back to what you loved to do when you were a child. How did you answer the question of what you wanted to be when you grew up? The specific answer you gave may have been off the mark, but the underlying impulse was not. If you wanted to be a fireman, what did a fireman mean to you? A good man who rescued people in distress? A daredevil? Or the simple pleasure of operating a truck? If you wanted to be a dancer, was it because you got to wear a costume, or because you craved applause, or was it the pure joy of twirling around at lightning speed? You may have known more about who you were then than you do now. Second, pay attention to the work you gravitate to. At my law firm I never once volunteered to take on an extra corporate legal assignment, but I did spend a lot of time doing pro bono work for a nonprofit women’s leadership organization. I also sat on several law firm committees dedicated to mentoring, training, and personal development for young lawyers in the firm. Now, as you can probably tell from this book, I am not the committee type. But the goals of those committees lit me up, so that’s what I did. Finally, pay attention to what you envy. Jealousy is an ugly emotion, but it tells the truth. You mostly envy those who have what you desire.

Courageous leaders face unpleasant and even devastating situations with equanimity, then act firmly to bring good from trouble, even if their action is unpopular. Leadership always faces natural human inertia and opposition. But courage follows through with a task until it is done.

To ensure that we are leading with our feet firmly planted on the soil of what is, we must live by the seven commandments of current reality: Thou shalt not pretend. Though shalt not turn a blind eye. Thou shalt not exaggerate. Thou shalt not shoot the bearer of bad news. Thou shalt not hide behind the numbers. Thou shalt not ignore constructive criticism. Thou shalt not isolate thyself. Attempting to lead while turning a blind eye to reality is like treading water: It can only go on for so long, eventually you will sink. As a next generation leader, be willing to face the truth regardless of how painful it might be. And if you don’t like what you see, change it.

As I have earlier noted, the most important things in life and in business can’t be measured. The trite bromide 'If you can measure it, you can manage it' has been a hindrance in the building a great real-world organization, just as it has been a hindrance in evaluating the real-world economy. It is character, not numbers, that make the world go ‘round. How can we possibly measure the qualities of human existence that give our lives and careers meaning? How about grace, kindness, and integrity? What value do we put on passion, devotion, and trust? How much do cheerfulness, the lilt of a human voice, and a touch of pride add to our lives? Tell me, please, if you can, how to value friendship, cooperation, dedication, and spirit. Categorically, the firm that ignores the intangible qualities that the human beings who are our colleagues bring to their careers will never build a great workforce or a great organization.

concentration of strength, activity, and a firm resolve to perish gloriously.

when women occupied a certain percentage of leadership roles in the organization—somewhere between 20 and 35 percent—the culture of the firm could dramatically shift.

The ladder of leadership can only stand firm on the grounds of integrity. Any other ground makes it unstable till it falls.

Good character does not assure worldly success, or triumph in statecraft, but it does provide firm grounding in victory and consolation in failure.

Whether you're the manager of a restaurant, a bar, a school, a construction company, an investment fund or a real estate management firm - leadership is critical to moving the business forward.

The lessons of these iconoclastic CEOs suggest a new, more nuanced conception of the chief executive’s job, with less emphasis placed on charismatic leadership and more on careful deployment of firm resources.

Undoubtedly the public is becoming aware of the methods which are being used to mold its opinions and habits. If the public is better informed about the processes of its life, it will be so much the more receptive to reasonable appeals to its own interests. No matter how sophisticated, how cynical the public may become about publicity methods, it must respond to the basic appeals, because it will always need food, crave amusement, long for beauty, respond to leadership. If the public becomes more intelligent in its commercial demands, commercial firms will meet the new standards. If it becomes weary of the old methods used to persuade it to accept a given idea or commodity, its leaders will present their appeals more intelligently. Propaganda will never die out. Intelligent men must realize that propaganda is the modern instrument by which they can fight for productive ends and help to bring order out of chaos.

Military leadership is a journey, not a destination. It is continually challenged, and must continually prove it self anew against fresh obstacles. Sometimes those obstacles are external events. Other times they are the doubts of those being led. Still other times they are a result of the leaders's own failures and shortcomings. Political power and influence are different. Once certain levels have been reached, there is no need to prove leadership or competence. A person with such power is accustomed to having every word carefully considere, and every whim treated as an order. And all who recognize that power know to bow to it. A few have the courage or the foolishness to resist. Some succeed in standing firm against the storm. More often, they find their paths yet again turned form their hopes for goal.

The line between firmness and harshness, between strong leadership and bullying, between discipline and vindictiveness is very fine, but it has to be drawn. Unfortunately, the only line prominently drawn in our country today is between the 'heroes' and the 'zeros'. On one side are a few hundred 'heroes' keeping nine hundred and fifty million people down on the other side. This situation has to be changed.

When the leader grows, the organization grows.

When the leader goes wayward, the organization goes wayward.

I firmly believe in education and the bright future that is always promised to the youth or the young and old generation.

The courageous attitude of a leader awakens the dormant attitude of followers. The dormant attitude of a leader weakens the passionate attitude of followers. Leadership determines everything.

Corporate elites said they needed free-trade agreements, so they got them. Manufacturers said they needed tax breaks and public-money incentives in order to keep their plants operating in the United States, so they got them. Banks and financiers needed looser regulations, so they got them. Employers said they needed weaker unions—or no unions at all—so they got them. Private equity firms said they needed carried interest and secrecy, so they got them. Everybody, including Lancastrians themselves, said they needed lower taxes, so they got them. What did Lancaster and a hundred other towns like it get? Job losses, slashed wages, poor civic leadership, social dysfunction, drugs. Having helped wreck small towns, some conservatives were now telling the people in them to pack up and leave. The reality of “Real America” had become a “negative asset.” The “vicious, selfish culture” didn’t come from small towns, or even from Hollywood or “the media.” It came from a thirty-five-year program of exploitation and value destruction in the service of “returns.” America had fetishized cash until it became synonymous with virtue.

transformational leadership)44 generates more social capital—the bonds of trust that help employees get more work done at a lower cost than employees at other firms. Hivish employees work harder, have more fun, and are less likely to quit or to sue the company.

The Marxist truth of democratic centralism is that the Party directive coming from higher leadership must be carried out. Because the Party’s highest leader is he who has firmly established himself as a Marxist through a long period of movements and theoretical debates.

This is preeminently the time to speak the truth, the whole truth, frankly and boldly. Nor need we shrink from honestly facing conditions in our country today. This great Nation will endure as it has endured, will revive and will prosper. So, first of all, let me assert my firm belief that the only thing we have to fear is fear itself—nameless, unreasoning, unjustified terror which paralyzes needed efforts to convert retreat into advance. In every dark hour of our national life a leadership of frankness and vigor has met with that understanding and support of the people themselves which is essential to victory. I am convinced that you will again give that support to leadership in these critical days.

My own view – speaking as a historian rather than citizen – is that as long as Pakistan exists there will be Hindu fundamentalists in India. In times of stability, or when the political leadership is firm, they will be marginal or on the defensive. In times of change, or when the political leadership is irresolute, they will be influential and assertive.

Integrity: The leader’s life and words match. Justice: The leader rejects dishonest gain. Convictions: The leader’s values won’t allow him or her to accept bribes. Positive focus: The leader refuses to dwell on destructive issues. Pure: The leader disciplines his or her mind to remain clean and pure. Secure: The leader is firm, stable in his identity and source of strength. The Maxwell Leadership Bible

company needs to be able to articulate exactly what it does, whom it serves, and against whom it competes. Why? Because all employees should be made to feel like salespeople or ambassadors for the firm, and they cannot do this without a fundamental understanding of an organization’s business. More important, without this understanding, employees cannot connect their individual roles to the overall direction of the larger organization.

Hitler’s style of leadership functioned precisely because of the readiness of all his subordinates to accept his unique standing in the party, and their belief that such eccentricities of behaviour had simply to be taken on board in someone they saw as a political genius. ‘He always needs people who can translate his ideologies into reality so that they can be implemented,’ Pfeffer is reported as stating. Hitler’s way was, in fact, not to hand out streams of orders to shape important political decisions. Where possible, he avoided decisions. Rather, he laid out – often in his diffuse and opinionated fashion – his ideas at length and repeatedly. These provided the general guidelines and direction for policy-making. Others had to interpret from his comments how they thought he wanted them to act and ‘work towards’ his distant objectives. ‘If they could all work in this way,’ Hitler was reported as stating from time to time, ‘if they could all strive with firm, conscious tenacity towards a common, distant goal, then the ultimate goal must one day be achieved. That mistakes will be made is human. It is a pity. But that will be overcome if a common goal is constantly adopted as a guideline.’ This instinctive way of operating, embedded in Hitler’s social-Darwinist approach, not only unleashed ferocious competition among those in the party – later in the state – trying to reach the ‘correct’ interpretation of Hitler’s intentions. It also meant that Hitler, the unchallenged fount of ideological orthodoxy by this time, could always side with those who had come out on top in the relentless struggle going on below him, with those who had best proven that they were following the ‘right guidelines’. And since only Hitler could determine this, his power position was massively enhanced.

Earth (481-640) People with this personality type are likely to become successful leaders. You tend to be more disciplined and careful at planning tasks. Loyalty and trust are important equations in your relationships hence they prove to be your strength in hard times. You respect others and keep people united which makes people flourish under your leadership. Earth signs are efficient decision makers hence always remain firm on the step they took.

In his penetrating book The Halo Effect, Philip Rosenzweig, a business school professor based in Switzerland, shows how the demand for illusory certainty is met in two popular genres of business writing: histories of the rise (usually) and fall (occasionally) of particular individuals and companies, and analyses if differences between successful and less successful firms. He concludes that stories of success and failure consistently exaggerate the impact of leadership style and management practices on firm outcomes, and thus their message is rarely useful.

What will make me happy? This is a simple question. And you sure know the answer to it. But you don’t wish to ask this question to yourself, because you fear confronting the truth. Because the answer entails making tough choices, firm decisions. So, you keep postponing asking yourself the question, postponing your Happiness. But when you do ask yourself this question – what will make me happy – and go to work on your answer, then your fears evaporate, courage takes over; resilience kicks in, doors open and Life, your kind of happy, Blissful Life, embraces you and takes you into its fold! This is how Life works. This is how you choose your Happiness.

the command’s “true basis lies in the earnest cooperation of the senior officers assigned to an allied theater. Since cooperation, in turn, implies such things as selflessness, devotion to a common cause, generosity in attitude, and mutual confidence, it is easy to see that actual unity in an allied command depends directly upon the individuals in the field…. Patience, tolerance, frankness, absolute honesty in all dealings, particularly with all persons of the opposite nationality, and firmness, are absolutely essential…. [T] he thing you must strive for is the utmost in mutual respect and confidence among the group of seniors making up the allied command [Eisenhower’s italics].” Eisenhower practiced what he preached. No matter how wearing his duties or how grim the military outlook, by act of will Eisenhower as supreme commander “firmly determined that my mannerisms and speech in public would always reflect the cheerful certainty of victory.” His British colleague and sometime rival Bernard Montgomery conceded that Eisenhower’s “real strength lies in his human qualities…. He has the power of drawing the hearts of men towards him as a magnet attracts the bits of metal. He merely has to smile at you, and you trust him at once. He is the very incarnation of sincerity.” Omar Bradley noted more succinctly that Eisenhower’s smile was worth twenty divisions.

POLLARD had known better, but instead of pulling rank and insisting that his officers carry out his proposal to sail for the Society Islands, he embraced a more democratic style of command. Modern survival psychologists have determined that this “social”—as opposed to “authoritarian”—form of leadership is ill suited to the early stages of a disaster, when decisions must be made quickly and firmly. Only later, as the ordeal drags on and it is necessary to maintain morale, do social leadership skills become important. Whalemen in the nineteenth century had a clear understanding of these two approaches. The captain was expected to be the authoritarian, what Nantucketers called a fishy man. A fishy man loved to kill whales and lacked the tendency toward self-doubt and self-examination that could get in the way of making a quick decision. To be called “fishy to the backbone” was the ultimate compliment a Nantucketer could receive and meant that he was destined to become, if he wasn’t already, a captain. Mates, however, were expected to temper their fishiness with a more personal, even outgoing, approach. After breaking in the green hands at the onset of the voyage—when they gained their well-deserved reputations as “spit-fires”—mates worked to instill a sense of cooperation among the men. This required them to remain sensitive to the crew’s changeable moods and to keep the lines of communication open. Nantucketers recognized that the positions of captain and first mate required contrasting personalities. Not all mates had the necessary edge to become captains, and there were many future captains who did not have the patience to be successful mates. There was a saying on the island: “[I]t is a pity to spoil a good mate by making him a master.” Pollard’s behavior, after both the knockdown and the whale attack, indicates that he lacked the resolve to overrule his two younger and less experienced officers. In his deference to others, Pollard was conducting himself less like a captain and more like the veteran mate described by the Nantucketer William H. Macy: “[H]e had no lungs to blow his own trumpet, and sometimes distrusted his own powers, though generally found equal to any emergency after it arose. This want of confidence sometimes led him to hesitate, where a more impulsive or less thoughtful man would act at once. In the course of his career he had seen many ‘fishy’ young men lifted over his head.” Shipowners hoped to combine a fishy, hard-driving captain with an approachable and steady mate. But in the labor-starved frenzy of Nantucket in 1819, the Essex had ended up with a captain who had the instincts and soul of a mate, and a mate who had the ambition and fire of a captain. Instead of giving an order and sticking with it, Pollard indulged his matelike tendency to listen to others. This provided Chase—who had no qualms about speaking up—with the opportunity to impose his own will. For better or worse, the men of the Essex were sailing toward a destiny that would be determined, in large part, not by their unassertive captain but by their forceful and fishy mate.

Leaders nourish and uphold the culture of an organization. They make choices that inevitably limit the size and scope of activities that the organization undertakes. A good leader will only work in a firm where there is clear and effective governance to protect the culture, philosophy and investment discipline of the firm. The most effective leaders create a non-hierarchical environment in which idea sharing is encouraged, and diligent execution is rewarded. They also establish a solid foundation, a durable framework, and processes for successfully managing an organization that can maintain these qualities. And last, a great investment leader has a zero tolerance policy for breaches of integrity. By integrity, we mean not only honesty and fulfillment of fiduciary obligation, but process integrity.

In Spain an exceptionally favourable situation, more favourable than in Russia before the October 1917 revolution, there was no party or leadership capable of making a correct estimate of the situation, drawing the necessary conclusions, and the workers firmly to take power. All that was necessary in the situation was to explain to the workers the real relationship of forces, the necessary and vital steps and to show them how their leaders and organisations stood in the way. Power was in the hands of the workers, but it was not centralised or organised. Committees, Juntas or Soviets, the name does not matter, should have been organised in every factory and district, elected by the workers, housewives and all sections of the working population, including the peasants and of course the workers’ militias. These in turn should have been linked by delegates to form area, regional and an all national committee. This could have formed the framework of a new regime pushing aside the contemptible and powerless government and establishing the dictatorship of the proletariat.

for the Labour Party – splendid news. That increasingly leftward bound organisation is in process of splitting, and Shirley Williams,fn31 Roy Jenkinsfn32 etc. will found a new Social Democratic Partyfn33 (this oddly repeats events in Oxford circa 1940 when I was chairman of the leftward bound Labour Club and Roy Jenkins led a group to found a new Social Democratic Club. How right he was!). It’s a pity about the Labour Party but given the whole scene the split is best. It is now official Labour policy to leave the Common Market and NATO! And unofficially are likely to abolish the House of Lords instantly and have no second chamber, abolish private schooling etc. And of course (this is perhaps the main point) to have the leadership under the control of the executive committee (and Labour activists in the constituencies) substituting party ‘democracy’ for parliamentary democracy. I blame Denis Healey and others very much for not reacting firmly earlier against the left. A crucial move was when the parliamentary party elected Michael Foot, that wet crypto-left snake, as leader instead of Denis. Now Denis and co. are left behind, complaining bitterly, to fight the crazy left. Shirley still hasn’t resigned from the party so it’s all a bit odd! ‘On your bike, Shirl,’ the lefty trade unionists shout at her!

I probably won’t be seeing you again, will I? I mean, I know the others might come back, but you…” He trails off, but picks up the thought again a moment later. “Just seems like you’ll be happy to leave it behind, that’s all.” “Yeah, you’re probably right.” I look at my shoes. “You sure you won’t come?” “Can’t. Shauna can’t wheel around where you guys are going, and it’s not like I’m gonna leave her, you know?” He touches his jaw, lightly, testing the skin. “Make sure Uri doesn’t drink too much, okay?” “Yeah,” I say. “No, I mean it,” he says, and his voice dips down the way it always does when he’s being serious, for once. “Promise you’ll look out for him?” It’s always been clear to me, since I met them, that Zeke and Uriah were closer than most brothers. They lost their father when they were young, and I suspect Zeke began to walk the line between parent and sibling after that. I can’t imagine what it feels like for Zeke to watch him leave the city now, especially as broken by grief as Uriah is by Marlene’s death. “I promise,” I say. I know I should leave, but I have to stay in this moment for a little while, feeling its significance. Zeke was one of the first friends I made in Dauntless, after I survived initiation. Then he worked in the control room with me, watching the cameras and writing stupid programs that spelled out words on the screen or played guessing games with numbers. He never asked me for my real name, or why a first-ranked initiate ended up in security and instruction instead of leadership. He demanded nothing from me. “Let’s just hug already,” he says. Keeping one hand firm on Caleb’s arm, I wrap my free arm around Zeke, and he does the same. When we break apart, I pull Caleb down the alley, and can’t resist calling back, “I’ll miss you.” “You too, sweetie!” He grins, and his teeth are white in the twilight. They are the last thing I see of him before I have to turn and set out at a trot for the train.

the rivalry between the big and little states almost tore the convention apart. Their dispute was over whether the legislative branch should be proportioned by population or by equal votes per state. Finally, Franklin arose to make a motion on behalf of a compromise that would have a House proportioned by population and a Senate with equal votes per state. “When a broad table is to be made, and the edges of planks do not fit, the artist takes a little from both, and makes a good joint,” he said. “In like manner here, both sides must part with some of their demands.” His point was crucial for understanding the art of true political leadership: Compromisers may not make great heroes, but they do make great democracies. The toughest part of political leadership, however, is knowing when to compromise and when to stand firm on principle. There is no easy formula for figuring that out, and Franklin got it wrong at times. At the Constitutional Convention, he went along with a compromise that soon haunted him: permitting the continuation of slavery. But he was wise enough to try to rectify such mistakes. After the Constitutional Convention, he became the president of a society for the abolition of slavery. He realized that humility required tolerance for other people’s values, which at times required compromise; however, it was important to be uncompromising in opposing those who refused to show tolerance for others. During his lifetime, Benjamin Franklin donated to the building fund of each and every church built in Philadelphia. And at one point, when a new hall was being built to accommodate itinerate preachers, Franklin wrote the fund-raising document and urged citizens to be tolerant enough so “that even if the Mufti of Constantinople were to send a missionary to preach Mohammedanism to us, he would find a pulpit at his service.” And on his deathbed, he was the largest individual contributor to the building fund for Mikveh Israel, the first synagogue in Philadelphia.

Earth (481-640) People with this personality type are likely to become successful leaders. You tend to be more disciplined and careful at planning tasks. Loyalty and trust are important equations in your relationships hence they prove to be your strength in hard times. You respect others and keep people united which makes people flourish under your leadership. Earth signs are efficient decision makers hence always remain firm on the step they took. Fire: (400-300) Fire people are smart enthusiastic and energetic to be around. You are very competitive and curious, and more often very passionate about your goals and desires. Trusting people with a job or any important personal task is hard hence making emotional connections are difficult for you. making friends or getting a lover, your life is full of drama and there’s always a lot happening around you. You are intelligent and always find new ways to do things Water (160-320) Water people are kind and empathetic but sensitive. And you sometimes tend to become people pleasers. being quite impulsive and always in a hurry, you make decisions haphazardly. Water people are shy and introverted while partying around with friends on a weekend would be the last thing you want to do. You dread small talk and expressing yourself to a group of people is quite a demanding job. People feel relaxed in your presence you bring out the best in them. Decision-making can be demanding and you are sometimes regretful of overthinking and hence not capable of finding a firm decision. Air: (0-160) You have quite an entrancing personality. People are naturally drawn towards you and find your company comforting and friendly. Air signs are naturally smart and quite efficient in their workplace. While using your challenges and opportunities wisely you are likely to have great careers. you are good at advising your colleagues. But being bound in a relationship sometimes doesn’t seem to help you, rather you respect open free yet intimate emotional connections. Air people who are artistic and creative always look at things from a unique lens. So now you know your element.

Evie shook her head in confusion, staring from her husband’s wrathful countenance to Gully’s carefully blank one. “I don’t understand—” “Call it a rite of passage,” Sebastian snapped, and left her with long strides that quickly broke into a run. Picking up her skirts, Evie hurried after him. Rite of passage? What did he mean? And why wasn’t Cam willing to do something about the brawl? Unable to match Sebastian’s reckless pace, she trailed behind, taking care not to trip over her skirts as she descended the flight of stairs. The noise grew louder as she approached a small crowd that had congregated around the coffee room, shouts and exclamations renting the air. She saw Sebastian strip off his coat and thrust it at someone, and then he was shouldering his way into the melee. In a small clearing, three milling figures swung their fists and clumsily attempted to push and shove one another while the onlookers roared with excitement. Sebastian strategically attacked the man who seemed the most unsteady on his feet, spinning him around, jabbing and hooking with a few deft blows until the dazed fellow tottered forward and collapsed to the carpeted floor. The remaining pair turned in tandem and rushed at Sebastian, one of them attempting to pin his arms while the other came at him with churning fists. Evie let out a cry of alarm, which somehow reached Sebastian’s ears through the thunder of the crowd. Distracted, he glanced in her direction, and he was instantly seized in a mauling clinch, with his neck caught in the vise of his opponent’s arm while his head was battered with heavy blows. “No,” Evie gasped, and started forward, only to be hauled back by a steely arm that clamped around her waist. “Wait,” came a familiar voice in her ear. “Give him a chance.” “Cam!” She twisted around wildly, her panicked gaze finding his exotic but familiar face with its elevated cheekbones and thick-lashed golden eyes. “They’ll hurt him,” she said, clutching at the lapels of his coat. “Go help him— Cam, you have to—” “He’s already broken free,” Cam observed mildly, turning her around with inexorable hands. “Watch— he’s not doing badly.” One of Sebastian’s opponents let loose with a mighty swing of his arm. Sebastian ducked and came back with a swift jab. “Cam, why the d-devil aren’t you doing anything to help him?” “I can’t.” “Yes, you can! You’re used to fighting, far more than he—” “He has to,” Cam said, his voice quiet and firm in her ear. “He’ll have no authority here otherwise. The men who work at the club have a notion of leadership that requires action as well as words. St. Vincent can’t ask them to do anything that he wouldn’t be willing to do himself. And he knows that. Otherwise he wouldn’t be doing this right now.” Evie covered her eyes as one opponent endeavored to close in on her husband from behind while the other engaged him with a flurry of blows. “They’ll be loyal to him only if he is w-willing to use his fists in a pointless display of brute force?” “Basically, yes.

It’s not always so easy, it turns out, to identify your core personal projects. And it can be especially tough for introverts, who have spent so much of their lives conforming to extroverted norms that by the time they choose a career, or a calling, it feels perfectly normal to ignore their own preferences. They may be uncomfortable in law school or nursing school or in the marketing department, but no more so than they were back in middle school or summer camp. I, too, was once in this position. I enjoyed practicing corporate law, and for a while I convinced myself that I was an attorney at heart. I badly wanted to believe it, since I had already invested years in law school and on-the-job training, and much about Wall Street law was alluring. My colleagues were intellectual, kind, and considerate (mostly). I made a good living. I had an office on the forty-second floor of a skyscraper with views of the Statue of Liberty. I enjoyed the idea that I could flourish in such a high-powered environment. And I was pretty good at asking the “but” and “what if” questions that are central to the thought processes of most lawyers. It took me almost a decade to understand that the law was never my personal project, not even close. Today I can tell you unhesitatingly what is: my husband and sons; writing; promoting the values of this book. Once I realized this, I had to make a change. I look back on my years as a Wall Street lawyer as time spent in a foreign country. It was absorbing, it was exciting, and I got to meet a lot of interesting people whom I never would have known otherwise. But I was always an expatriate. Having spent so much time navigating my own career transition and counseling others through theirs, I have found that there are three key steps to identifying your own core personal projects. First, think back to what you loved to do when you were a child. How did you answer the question of what you wanted to be when you grew up? The specific answer you gave may have been off the mark, but the underlying impulse was not. If you wanted to be a fireman, what did a fireman mean to you? A good man who rescued people in distress? A daredevil? Or the simple pleasure of operating a truck? If you wanted to be a dancer, was it because you got to wear a costume, or because you craved applause, or was it the pure joy of twirling around at lightning speed? You may have known more about who you were then than you do now. Second, pay attention to the work you gravitate to. At my law firm I never once volunteered to take on an extra corporate legal assignment, but I did spend a lot of time doing pro bono work for a nonprofit women’s leadership organization. I also sat on several law firm committees dedicated to mentoring, training, and personal development for young lawyers in the firm. Now, as you can probably tell from this book, I am not the committee type. But the goals of those committees lit me up, so that’s what I did. Finally, pay attention to what you envy. Jealousy is an ugly emotion, but it tells the truth. You mostly envy those who have what you desire. I met my own envy after some of my former law school classmates got together and compared notes on alumni career tracks. They spoke with admiration and, yes, jealousy, of a classmate who argued regularly before the Supreme Court. At first I felt critical. More power to that classmate! I thought, congratulating myself on my magnanimity. Then I realized that my largesse came cheap, because I didn’t aspire to argue a case before the Supreme Court, or to any of the other accolades of lawyering. When I asked myself whom I did envy, the answer came back instantly. My college classmates who’d grown up to be writers or psychologists. Today I’m pursuing my own version of both those roles.

HR can and should serve as advisors to organizational leadership to develop strategic workforce plans that link to the organization’s strategic plan to ensure that the right people are on board so that the firm can meet its objectives and fulfill its mission. HR partners with line management to provide development opportunities to maximize the potential of each and every employee. HR advises management on total rewards programs (compensation and benefits) and rewards and recognition programs designed to minimize costly employee turnover and to maximize employee engagement and retention.

Stand firm in the faith The next charge is to stand firm. A common theme of leadership is the need to be steadfast and stable. Be resolute, especially in your convictions. Plant your feet shoulder length apart so that you can’t be easily blown off course. But stand firm in the faith. Stand on what is solid (Matthew 7:24- 27). Take a stand on the rock of absolute truth in a sandy world without absolutes. To stand firm in the faith you have to know the faith. You have to be grounded in the scriptures. You have to be truth-driven, scripture- soaked and washed. You have to know and articulate the Gospel. You’re only able to stand firm and put off the fear of man when you are informed by the fear of God. You need a dogged tenacity, a voraciousness for the truth of the word of God marked by a red-hot devotional life. Ransack your Bible, tear through it with urgency and let it work your soul out and work into the DNA of who you are. You need that spiritual stability. Remember how Jesus responded when he was tempted by Satan — He went to scripture. Again and again He said, “It is written...” To stand firm in the faith, you have be able to call on scripture when you’re under attack. Think of it in the context of hand to hand combat in the military. When you’re standing firm, you’re able to take a punch. You’ve got your dukes up. You’re alert and watching. You’re dodging and weaving. You’re steady and able to fight. That’s the picture Paul’s giving. In his letter to the Ephesians, he adds the context of doing this in the “whole armor of God”: “Therefore take up the whole armor of God,” he writes, “that you may be able to withstand in the evil day, and having done all, to stand firm” (Eph. 6:13).

As the old-school approach of command-and-control leadership fades, companies in all industries will inevitably move in the same direction as these tech firms, and try to tap into the deeper passions of employees.

define integrity as having firm and well-articulated principles and acting in a manner that is consistent with them. Integrity is a key ingredient of trust: If your team can’t predict how you’ll behave with relative accuracy, they will feel uneasy.

So the real goal here should be to illustrate for our children the attributes of both great leadership and faithful following. They should see us setting realistic (but maybe difficult) goals, and working hard toward them. They should see us being visionaries who are anchored firmly in reality. They should see us steadily plodding, faithfully working on things in a realistic way. They should see us laboring hard to make a beautiful life for them while not losing sight of them in it.

Comrades,” he said, “I trust that every animal here appreciates the sacrifice that Comrade Napoleon has made in taking this extra labour upon himself. Do not imagine, comrades, that leadership is a pleasure! On the contrary, it is a deep and heavy responsibility. No one believes more firmly than Comrade Napoleon that all animals are equal. He would be only too happy to let you make your decisions for yourselves. But sometimes you might make the wrong decisions, comrades, and then where should we be? Suppose you had decided to follow Snowball, with his moonshine of windmills — Snowball, who, as we now know, was no better than a criminal?

Be a member of the 4 F club with others. Be seen as Fair, Firm, Friendly and having Foresight.

GE’s Borch, for one, read the profit-and-loss statements of all his departments every year and told them to stop spending on paper clips. Budgeting and control were at least one part of leadership, but such immersion in detail has its obvious limitations.

To maximize return on investment is an inadequate statement of purpose. It fails to accomplish the paramount responsibility of leadership—to provide meaning and inspiration to those who are expected to follow. The mass of people within our corporations are not primarily motivated by maximizing private gain. Many firms are structured as if they were….

Leadership for peace may make less exciting reading than leadership for war but for those who truly love peace – and freedom – the story of Martin Van Buren’s presidency deserves a new telling. He was firm in his dedication to protecting the nation and the Constitution; he was equally firm in his belief that involving the nation in unnecessary war would destroy republican virtue and ideology.

The merchant-capitalists knew, though, that changes would have to be made if the English colony was ever to be anything other than a wilderness that devoured men and money with equal ease. Determined to make Jamestown successful, the rich and powerful men who comprised the leadership of the Virginia Company decided to send a large fleet of ships and several hundred settlers—more than had ever been sent before—to Virginia with adequate supplies to place the settlement on a firm footing at last. Of course, sending enough supplies and settlers to guarantee—as much as possible—success in Virginia was an expensive proposition.

The phenomenon I’m describing, rooted so firmly in that primal human drive for self-preservation, probably doesn’t sound surprising: We all know that people bring their best selves to interactions with their bosses and save their lesser moments for their peers, spouses, or therapists. And yet, so many managers aren’t aware of it when it’s happening (perhaps because they enjoy being deferred to). It simply doesn’t occur to them that after they get promoted to a leadership position, no one is going to come out and say, “Now that you are a manager, I can no longer be as candid with you.” Instead, many new leaders assume, wrongly, that their access to information is unchanged. But that is just one example of how hidden-ness affects a manager’s ability to lead.

Leaders require courage of the highest order -- always moral courage -- and often physical courage as well. Courage is that quality of mind that enables people to encounter danger or difficulty firmly, without fear or discouragement.

Software development company HCL Technologies takes it one step further by inviting executives to create a Failure CV. To enter the firm’s highly coveted internal leadership program, applicants are required to list some of their biggest career blunders and then explain what they’ve learned from each experience.

Delete, delegate, de-spec, and defer.

The key insight was that when serving the BoP, the firm does not start from the cost to determine the price; rather it has to start from what price the BoP consumers are willing to pay and work backwards to the cost at which the firm has to produce.

Knowing how to manage requires one to know how to start a movement rather than just to follow it. And one must take a firm position when necessary.

An indifferent student at Groton, Harvard College, and Columbia Law, Franklin ostensibly was following an expected path for a member of the privileged class by joining an old, conservative Wall Street law firm.

that leadership is more crucial in coping with disruptive technologies than with sustaining ones, and that small, emerging markets cannot solve the near-term growth and profit requirements of large companies.

But we believe this transformation is about more than technology; it’s about the need to become a different kind of company. As we discuss in detail in later chapters, confronting this threat does not involve spinning off an online business, putting a laboratory in Silicon Valley, or creating a digital business unit. Rather, it involves a much deeper and more general challenge: rearchitecting how the firm works and changing the way it gathers and uses data, reacts to information, makes operating decisions, and executes operating tasks.

The ability to make rational decisions is limited, or bounded, by the extent of people’s information. To broaden employees’ understanding, a firm should promote a tradition of teamwork and interdependence and develop future leaders by rotating them among work assignments in different departments and geographic locations. In order to reduce structural secrecy, there may be short-term opportunity costs, but the long-term benefits are significant.12 Firms must think about long-term greed and what it means. Through actions and training, leaders must explain the pressures on short-term thinking and how the firm resolves the conflicts of short- and long-term goals. Potentially conflicting or confusing organizational goals, such as putting clients first while also having a duty to shareholders, require strong signals from leadership as to what is acceptable and unacceptable behavior. These nuances cannot be left to statements of principles; they must be modeled by leaders’ actions each day. Leaders must understand that external influences can shape the culture. For example, there are competitive, technological, and regulatory pressures. Responses to them can have unintended consequences, including drifting from principles. This can increase the probability of an organizational failure. An organization needs to understand to what extent models impact behavior, decisions made by business leaders, and organizational culture. For example, boards of directors of public companies should ask questions if earnings per share (EPS) estimates are too consistent with analysts’ estimates. They should ask whether the firm is managing to models or to what is in the best long-term interests of the firm. Leaders get too much credit and too much blame. Leaders need to uphold the firm’s shared values—and that is a key component to leadership.13 But too little emphasis is given to the organizational elements that shape behavior or provide an environment for leadership or change. An organization’s structure, incentives, and values last longer and have more impact than those of individual leaders. Usually when there is a change or loss or failure there is a tendency to blame one thing or one person, when typically there are complex organizational cultural reasons. It is the duty of leaders and board members to examine what is responsible, not who is responsible.

The twin threats of deforestation and fire prompted the private and public sectors to act. Large firms like Weyerhaeuser began fire prevention programs and invested in sustainable yield research. The federal government instituted measures to conserve the nation's forests in 1891 with passage of the Forest Reserves Act. Under the leadership of President Grover Cleveland and later President Theodore Roosevelt, the federal government set aside 12.5 million acres in forest reserves in Washington, more than 25% of its total land mass.

The courage to see the Infinite Game—to see the purpose of business as something more heroic than simply making money, even if it’s unpopular with the finite players around us—is hard. True Courage to Lead holds the company and its leadership to a much higher standard than simply acting within the bounds of the law. Only when organizations operate on a higher level than federal, state and local laws can we say they have integrity. Which, incidentally, is the actual definition of integrity—firm adherence to a code of especially moral or artistic values: incorruptibility. Indeed, the pursuit of a Just Cause is a path of integrity. It means that words and actions must align. It also means that there will be times when leadership must choose to ignore all the voices calling for the company to serve the interests of those who don’t necessarily believe in the Cause at all.

We are moving from an era of core competencies, differing from firm to firm and embedded deep in each organization, to an age shaped by data and analytics, powered by algorithms and hosted in the computing cloud for anyone to use.

So, first of all, let me assert my firm belief that the only thing we have to fear is...fear itself — nameless, unreasoning, unjustified terror which paralyzes needed efforts to convert retreat into advance. In every dark hour of our national life a leadership of frankness and of vigor has met with that understanding and support of the people themselves which is essential to victory. And I am convinced that you will again give that support to leadership in these critical days. from 1933 inaugural Address.

Salesforce.com, a $1 billion software firm that has pioneered software as a service, has been making the shift from the logic of addition to the logic of multiplication. They enjoyed a decade of outstanding growth using the old idea of “throwing resources at a problem.” They addressed new customers and new demands by hiring the best technical and business talent available and deploying them on the challenges. However, a strained market environment created a new imperative for the company’s leadership: get more productivity from their currently available resources. They could no longer operate on outdated notions of resource utilization. They started developing leaders who could multiply the intelligence and capability of the people around them and increase the brainpower of the organization to meet their growth demands.

The Trump administration is an unmitigated catastrophe, and the responsibility rests entirely at his feet, the predictable outcome of assigning organizational leadership to a man of weak morals. What is more regrettable is that his faults are amplifying our own. I believe firmly that whatever benefits we may have gained from individual Trump policies are vastly outweighed by the incalculable damage he has done to the fabric of our republic. I cannot yet say who will turn the ship, but four more years of Trump could very well sink it.

Be firm and fixated on your goal but, be free and flexible in your goings.

Washington isn’t a nest of vipers. Really. It’s a city of mostly well-intentioned people who, like the rest of us, sometimes cut corners out of expedience, self-interest, or, quite possibly, the greater good. It’s a city defined not by its cardinal sins, but by its venal ones. For every bug-eyed backbencher who insists Mexican immigrants are all al-Qaeda sleeper agents, or every slick lobbyist clamoring to sign an energy company that drenched half of Puget Sound in unrefined crude, there are thousands of far more relatable individuals committing much less conspicuous, and more ethically muddled, offenses: the congressman who votes for a discriminatory bill that won’t go anywhere to earn political capital so he or she can defeat their challenger who would bring a much more harmful agenda to Washington; the reporter who holds off on a story about a senator’s special interest fundraiser to stay in the lawmaker’s good graces for a larger piece about malfeasance among congressional leadership; the political staffer who holds their tongue when a colleague cashes out at a lobbying firm because they, too, might one day want to stop working eighty hours a week while making $45,000 a year. All

oan Hilliard could feel the smile on her face as she stepped from her car. Not the best wheels, but they were hers, a token of four years spent working in a brokerage firm. Joan had always wanted to be a teacher, but she had finished college at the wrong time. To her great disappointment, she couldn’t land a teaching position. She had still wanted her own classroom but decided that any job was better than nothing. The brokerage firm paid well, and she felt better for the experience. She had learned about herself, how to work with other adults, and what life at work was all about. Above all, she felt more confident. She had learned to cope in a demanding and stressful adult environment. That experience ought to help in a classroom of kids. She was delighted to get a teaching assignment at Pico School. It looked like a friendly place from the outside. The surrounding neighborhood was in decline, but Pico boasted green lawns, welltrimmed shrubbery, and large, lattice-paned windows. Built in the 1950s, it had the architectural charm that Joan remembered from the schools of her childhood. As she walked through the arched entryway, she noticed the vaguely familiar smells of new wax and summer mustiness. As she turned down the corridor leading to the principal’s office, she ran into a tall, broad-shouldered man with hands on hips, scrutinizing the newly polished sheen on the floor. This had to be the custodian, admiring his work before hundreds of students’feet turned it into a mosaic of scuff marks. As she moved closer, he looked up and smiled as if he had

All of us long for success throughout our lives, but we should long to see greater significance later in life and not see it wasted on our younger years. Success, in and of itself, is a heavy burden to bear; to bear it without a firm foundation of maturity and strong character can lead to great personal destruction. I

It is, indeed, one of the basic moral blindspots of American conservatism that its intellectual and leadership energy have never been focused in a proactive way on America's racial-caste legacy. This represents a fundamental moral crisis of modern American conservatism.... American conservatives typically ignored the authoritarian and violent racial-caste practices and values arrayed against black Americans in southern states where the vast majority of blacks live. On the other hand, American conservatives have, throughout this century, often embraced freedom movements elsewhere in the world --in Europe, Latin America, East Asia-- but always firmly resisting a proactive embrace of the black American civil rights movement as a bona fide freedom movement fully worthy of their support. So it is in the shadow of this dismal record of mainstream American conservatism vis-a-vis black Americans' long and arduous quest for equality of status that new black conservatives have emerged.

It’s like the mom who told the little kid to sit down in the grocery cart at the supermarket. He kept standing up and she kept telling him to sit down. Finally she reprimanded him firmly enough that he sat down. She heard him whisper to himself as he was scrambling down, “I may be sitting down on the outside, but I’m standing up on the inside!” When

Getting to fifty-fifty is incredibly complex and nuanced, requiring many detailed solutions that will take decades to fully play out. To accelerate the process, change needs to start at the top. Like Stewart Butterfield, CEOs need to make hiring and retaining women an explicit priority. In addition, here is the bare minimum of what we can do at an individual and a systemic level: First of all, people, be nice to each other. Treat one another with respect and dignity, including those of the opposite sex.That should be pretty simple. Don’t enable assholes. Stop making excuses for bad behavior, or ignoring it. CEOs must embrace and champion the need to reach a fair representation of gender within their companies, and develop a comprehensive plan to get there. Be long-term focused, not short-term. It may take three weeks to find a white man for the job, but three months to find a woman. Those three months could save three years of playing catch-up in the future. Invest in not just diversity but inclusion. Even if your company is small, everything counts. And take the time to educate your employees about why this is important. Companies need to appoint more women to their boards. And boards need to hold company leadership to account to get to fifty-fifty in their employee ranks, starting with company executives. Venture capital firms need to hire more women partners, and limited partners should pressure them to do so and, at the very least, ask them what their plans around diversity are. Investors, both men and women, need to start funding more women and diverse teams, period. LPs need to fund more women VCs, who can establish new firms with new cultural norms. Stop funding partnerships that look and act the same. Most important, stop blaming everybody else for the problem or pretending that it is too hard for us to solve. It’s time to look in the mirror. This is an industry, after all, that prides itself on disruption and revolutionary new ways of thinking. Let’s put that spirit of innovation and embrace of radical change to good use. Seeing a more inclusive workforce in Silicon Valley will encourage more girls and women studying computer science now.

Authenticity and courage in leadership make us more credible. When we are credible, we make true connections. Let's be brave and stand firm with the decisions we make.

There is a time to stand firm and enforce rules and there is a time to give ground and allow the rules to bend. Finding that balance is critical for leaders to get maximum effectiveness from their team.

This degradation of trust in leadership has firmly implanted itself in the minds of employees, too: A 2019 Harvard Business Review survey found that 58 percent of employees trust a complete stranger more than their own boss. Pause. Read that sentence again. Your employees trust a stranger more than you!

The research reported in this book supports this latter view: It shows that in the cases of well-managed firms such as those cited above, good management was the most powerful reason they failed to stay atop their industries [when confronted with disruptive changes in technology and market structure]. Precisely because these firms listened to their customers, invested aggressively in new technologies that would provide their customers more and better products of the sort they wanted, and because they carefully studied market trends and systematically allocated investment capital to innovations that promised the best returns, they lost their positions of leadership. What this implies at a deeper level is that many of what are now widely accepted principles of good management are, in fact, only situationally appropriate. There are times at which it is right not to listen to customers, right to invest in developing lower-performance products that promise lower margins, and right to aggressively pursue small, rather than substantial, markets. This book derives a set of rules, from carefully designed research and analysis of innovative successes and failures in the disk drive and other industries, that managers can use to judge when the widely accepted principles of good management should be followed and when alternative principles are appropriate.

First, if firms are to be capable of exploiting existing business models and reconfiguring existing assets in ways that allow them to explore into the future, leadership is critical. As we will see in subsequent chapters, this ability needs to be nurtured; if it is not protected, it can easily be lost. A second important theme deserving of our attention is that of organizational alignment and how the capabilities needed to explore and exploit are fundamentally different. What it takes for a firm to win in mature markets is almost the opposite of what is required for new markets and technologies. Worse, success at exploitation almost always makes it harder for firms to succeed at exploration. We quickly summarize these lessons before offering a more formal framework in Chapter 8.

Important Warning Before you raise a red flag and say, “I can’t do this,” remember: being shy about sharing your strengths can result in not getting offers. If you get offers, they will be at lower salaries. For example, I have a friend, who I’ll call Jonathan. I coached him on the value of achievement stories. I also recommended him to a staffing firm. He told me later that they never called him back. They never called him back, because he never spoke of his achievements. Staffing firms are paid to provide great candidates to prospective employers. If someone can’t promote themselves — if someone cannot explain why they are a great candidate — they’ll never get a call back, whether it’s from a staffing firm, a hiring manager, or anyone else. While I understand that my friend probably views Achievement Stories as bragging, I overcame this hurdle. When I talk about accomplishments, I say: “I’m blessed with the ability to…” “I’ve been fortunate enough to…” “Leadership appreciates how…” “Co-workers appreciate how…” This is an ideal way to communicate your achievements, because hiring managers prefer humble candidates. But they do want to hear about your achievements.

What If I Don’t Want To Brag? I’ve mentioned this before and I’ll mention it again because it is critical… Before you raise a red flag and say, “I can’t do this,” remember: being shy about sharing your strengths can result in not getting offers. If you do get offers, chances are they will be at lower salaries. I have a friend who I’ll call Jonathan. I coached him on the importance and value of achievement stories. I also recommended him to a staffing firm. He told me later that after his interview, the staffing firm never called him back. They never called him back, because he never spoke of his achievements. Staffing firms are paid for providing great candidates to prospective employers. If someone can’t promote themselves — if someone cannot explain why they are a great candidate — they’ll never get a call back, whether it’s from a staffing firm, a hiring manager or anyone. While I understand that my friend probably views Achievement Stories as bragging, I overcame this hurdle by describing my accomplishments this way: “I’m blessed with the ability to…” “I’ve been fortunate enough to…” “Leadership appreciates how…” “Co-workers appreciate how…” This is an ideal way to communicate your achievements because hiring managers prefer humble candidates.

People suffer more from their own firm principles but never from their doubts.

The very best employee owners are not followers. They are believers. They are collaborators not caring who gets the credit. They are financially responsible yet motivated. They have high expectations for their boss, for their firm, and for themselves. They think in the long run. They hustle and are customer-focused. They are a diverse representation of the American melting pot. They are proud of where they work. They are ready for accelerated leadership in a world of exponentially faster growth.

Christian leaders are not Jesus’ top generals. They are under-shepherds helping the flock enjoy and feed on God, out of which flows firm and secure faith: ‘Not that we lord it over your faith, but we work with you for your joy, because it is by faith you stand firm’ (2 Corinthians 1:24).

Russia is America’s Ghost of Christmas Future, a harbinger of things to come if we can’t adjust course and heal our political polarization. In the late 1980s and 1990s, Russia entered a promising period of democratization that was ultimately weakened by political upheavals and attempted coups, overwhelmed by economic crisis, and undermined by declining opportunity. Vladimir Putin was the first populist president of a major country in the twenty-first century. He came into the presidency at the end of 1999 promising to make Russia a great power again, blazing a restorationist political trail at home and abroad. Putin set a personalized, bravura style of leadership that others, including Donald Trump, sought to emulate. And over the next two decades Putin rolled back Russia’s democratic gains to firmly entrench himself in the Kremlin. First he served as president, then as prime minister, and then as president again. Each time he made adjustments to Russia’s political system, until finally, in 2020, he amended the constitution. In theory, Vladimir Putin can now stay in power until 2036. Under the guise of Putin strengthening the state and restoring its global position, Russia slowly succumbed to authoritarianism.

Take whatever job you can at one of those companies. Don’t worry too much about the title—focus on the work. If you get a foot in the door at a growing company, you’ll find opportunities to grow, too. Just whatever you do, don’t become a “management consultant” at a behemoth like McKinsey or Bain or one of the other eight consultancies that dominate the industry. They all have thousands upon thousands of employees and work almost exclusively with Fortune 5000 companies. These corporations, typically led by tentative, risk-averse CEOs, call in the management consultants to do a massive audit, find the flaws, and present leadership with a new plan that will magically “fix” everything. What a fairy tale—don’t get me started. But to many new grads, it sounds perfect: you get paid incredibly well to travel around the world, work with powerful companies and executives, and learn exactly how to make a business successful. It’s an alluring promise. Parts of it are even true. Yes, you get a nice paycheck. And yes, you get plenty of practice pitching important clients. But you don’t learn how to build or run a company. Not really. Steve Jobs once said of management consulting, “You do get a broad cut at companies but it’s very thin. It’s like a picture of a banana: you might get a very accurate picture but it’s only two dimensions, and without the experience of actually doing it you never get three dimensional. So you might have a lot of pictures on your walls, you can show it off to your friends—I’ve worked in bananas, I’ve worked in peaches, I’ve worked in grapes—but you never really taste it.” If you do choose to go that route and find yourself at one of the Big Four or the other top six firms, then that is of course your choice. Just know before you go what you want to learn and the experiences you need for your next chapter. Don’t get stuck. Management consulting should never be your endpoint—it should be a way station, a brief pause on your journey to actually doing something. Making something. To do great things, to really learn, you can’t shout suggestions from the rooftop then move on while someone else does the work. You have to get your hands dirty. You have to care about every step, lovingly craft every detail. You have to be there when it falls apart so you can put it back together. You have to actually do the job. You have to love the job.

A star business is the leader in its market niche To be the leader simply means that it is bigger intheniche than any other firm. We measure size by sales value (also known as revenues or turnover). If the venture has sales of $1 million and there is nobody whose sales in the same niche reach $1 million, then it is the leader. Note that ‘leadership’ is objectively defined by sales, and has nothing to do with competing claims about ‘being the best’ or being most highly rated by customers, which are difficult to judge and not as important anyway. The thing that matters most is how customers in the niche vote with their money. Has a question just popped up in your mind? ‘Ah,’ you may say, ‘but how do you define what the market niche is?’ That is indeed a profound question, and I will answer it with several examples throughout the book. It is possible to get the definition of the niche wrong - as I sometimes have. But the basic idea is very simple. For a niche to be a separate market, it must have different customers, different products or services and a different way of doing business from the main market or other market niches. Finally, the ranking of competitors is different in a valid market niche - the leader in the niche is different from the leader in the main market. If there is no difference in how competitors fare in the niche versus the main market, the niche is not really different.

AI is becoming the universal engine of execution. As digital technology increasingly shapes “all of what we do” and enables a rapidly growing number of tasks and processes, AI is becoming the new operational foundation of business—the core of a company’s operating model, defining how the company drives the execution of tasks. AI is not only displacing human activity, it is changing the very concept of the firm.

When a business is driven by AI, software instructions and algorithms make up the critical path in the way the firm delivers value.

Imperfect, weak AI is already enough to transform the nature of firms and how they operate.

To be measured is to be calm, deliberate and firm.

When leaders stand firmly for what they believe in, they persuade their followers to stand with them.

Dear Leader, You need a firm surface before you can step on that ladder. Leadership is like that. You need stable followers to go higher.