dispatches from the new world of work

Event: Fortune

Fortune Small Business Growth Summit, in Atlanta, is the event of the day. In the promotional material for the event, Tom's piece is referred to as "Going Global, Getting Lean." You can download the PPT file here. Let us hear from you if you were there!

Cathy Mosca posted this on 10/21/08.

Comments

This is the second time I've seen a slide stating "Give Good Tea", but I don't know the context or point of this slide. Anyone have any insight on this? Thanks

Posted by Bill B. at October 22, 2008 10:34 AM

I was there thanks the magic of the Internet. Entertaining and thought provoking as always. I always enjoy hearing Tom speak.

"Give good tea" referred to what Gen. Norman Schwarzkopf did in the first Gulf War. He sat down with foreign leaders and established friendships that helped him advance the US cause. Tom's lesson is, establish rapport. Give good tea. More bluntly, Tom says the answer of improving relationships and finding out how to improve things is, do lunch. Invite somebody to lunch that you never go to lunch with. You'll benefit from learning their perspective.

Posted by Leonard at October 22, 2008 1:04 PM

Thanks for that explanation Leonard. It is so true and reminds me of one of my greatest ever management lessons. I was 16 years old many centuries ago and working in my first job in healthcare. The hospital boss – who was approaching retirement - would regularly go and spend a tea break with the hospital porters. Whenever he asked them to do something they seemed willing and happy to do it for him. On the other hand I noticed other more junior bosses who spent most of the time tucked away in the comfort of their warm offices never got the same sort of response from the porters. The work would be done of course but it would be done grudgingly as if under duress. Amazing what results having a cuppa with some workers will deliver.

Simplicity and good manners as far as I can tell – so why don’t all managers do it?

Posted by Trevor Gay at October 22, 2008 4:15 PM

We watched Tom via the webcast. Tom said that women make better salespersons than men so, since we have the data to prove that statement, I thought we could provide the statistical evidence to support it.

Who Makes Better Salespeople - Men or Women?

http://www.omghub.com/salesdevelopmentblog/tabid/5809/bid/7054/Who-Are-Better-Salespeople-Men-or-Women.aspx

Posted by Dave Kurlan at October 22, 2008 10:44 PM

Hi, Tom,

I was not there but heard about it from Verne Harnish's team. Hopefully next year I will give a talk on "Going Global, Sustaining Global :-).

Hope all is well,
Laurel

Posted by Laurel Delaney, Chicago, IL at October 23, 2008 6:15 PM