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I once heard somebody say that Leadership = Selling. It struck me as odd because I had never heard somebody say that before. While the reverse is not true (selling is not always leadership), I’ve come to the conclusion that leadership is very much about selling your ideas. If you want to build a great [...]

In mathematics, there’s a concept and symbol known as delta. It is represented by the following greek letter Δ that looks like a triangle. In this context, delta = change. If sales were $100 million last year, and $110 million this year, we would say the delta is $10 million. Management consultants will use the [...]

To improve in your career, you need feedback. You need to know what you’re doing well and what you need to work on. The #1 reason new associates get fired at McKinsey is the inability to take feedback. Yes, it is that important. It also makes a lot of sense. The only way to grow [...]

Whether you’re the CEO of a company or the CEO of your career, it’s your job to create value for others and to capture some of the value you create. In the case of running a company, you create a product that customers value. Customers are so excited to receive the value your product provides [...]

Much of getting what you want in life involves getting what you want from other people. Do you want a job? You need to convince the other person to give you one. Do you want a promotion? You need to convince your boss to give you one. Do you want a higher income? You need [...]

In your life and career, you will have multiple opportunities to make high leverage relationship decisions. Whom will you choose as your boss? With whom will you partner to start a company? Whom will you marry? For many of us, the number of times we will make these decisions in a lifetime can be counted [...]

Fault = You created a problem due to an error you made. Responsibility = It’s your job to fix the problem. For most individual contributor roles, it is your responsibility to fix any mistakes that were your fault. I call this 1:1 responsibility to fault ratio. You clean up any messes you make. However, as [...]

I just completed a trip around the world in 27 days. After traveling 27,500 miles (approximately 44,000 km.), and through 10 airplane trips, I learned a few things that I’d like to share with you. During my trip, I held meetings with members of my Inner Circle mentorship program in Madrid, Taipei, Dubai, Beijing, and [...]

You can be one of two kinds of employees: 1) A person who can follow rules; 2) A person who can follow rules of thumb. The second type of employee is infinitely more valuable. A rule is a specific set of actions to be taken in a specific set of situations. "If this dial exceeds [...]

In industry, a person’s skill set can be described using one of two metaphors: the letter “I” and the letter “T.” A person with “I-shaped" skills has very deep skills in a single domain. This vertical line in the letter “I” represents this depth in a single area. In contrast, the person with “T-shaped" skills [...]

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