a busy
executive or
division is not necessarily a
producing executive or
division. So if no products from him or
staff for whatever
reason, he's below
danger. You
don't have a head of
div or
org if you
don't have products coming off and
exchange occurring. Only these, not excuses or motions, tell the tale. You can get "
PR" and glowing (but
false) reports. You can get all sorts of things. But where are the products. So you
bait (tease) and
badger (nag) the head of
div (or
org) to
impinge on him (draw his
attention) until he snarls or cries or screams and spits out an out-
point. You
don't ask him like repetitive commands, "Why aren't you working?" You ask in many
ways "Where are the products?" and he'll eventually tell you an out-
point. Like "But I can't get out any products because they aren't products until they are back
home telling people how good we are so how can I. . . . " Or "I just keep
running around here and nothing happens." Or some other nonsense that is nonsense. That's his WHY. So you tell him, "
Look, you
don't get out products because you
don't think you can!" or "You are just trying to
look busy so you won't be
thought idle." And if you're
smart and on the
ball, that will be it. The
exec will
cognite and go into
smooth 2WC at once and you
got him out of the
Esto P/L
Series 13
state into a
confront. This is "
bait and
badger" to get him
broken out of non -
confronting. That's all that's
wrong with him really. He doesn't
look.
(HCO PL 24 Apr 72)