Management and other people's knowledge
Management can be defined as "getting things done through
others." To be a manager you must be an expert at persuading
and influencing others to work in a common direction. This is why
all excellent managers are also excellent low-pressure salespeople.
They do not order people to do things; instead, they persuade them
to accept certain responsibilities, with specific deadlines and
agreed-upon standards of performance. When a person has been persuaded
that he or she has a vested interest in doing a job well, he or
she accepts ownership of the job and the result. Once a person
accepts ownership and responsibility, the manager can step aside
confidently, knowing the job will be done on schedule.
In every part of your life, you have a choice of either doing
it yourself or delegating it to others. Your ability to get someone
else to take on the job with the same enthusiasm that you would
have is an exercise in personal persuasion. It may seem to take
a little longer at the beginning, but it saves you an enormous
amount of time in the completion of the task.
A key form of leverage that you must develop for success is other
people’s knowledge. You must be able to tap into the brain
power of many other people if you want to accomplish worthwhile
goals. Successful people are not those who know everything needed
to accomplish a particular task, but more often than not, they
are people who know how to find the knowledge they need.
What is the knowledge that you need to achieve your most important
goals? Of the knowledge required, what knowledge must you have
personally in order to control your situation, and what knowledge
can you borrow, buy, or rent from others?
It has been said that, in our information-based society, you
are never more than one book or two phone calls away from any piece
of knowledge in the country. With on-line computer services that
access huge data bases all over the country, you can usually get
the precise information you require in a few minutes by using a
personal computer. Whenever you need information and expertise
from another person in order to achieve your goals, the very best
way to persuade them to help you is to ask them for their assistance.
Almost everyone who is knowledgeable in a particular area is
proud of their accomplishments. By asking a person for their expert
advice, you compliment them and motivate them to want to help you.
So don’t be afraid to ask, even if you don’t know the
individual personally.
Here are two things you can do immediately to put these ideas
into action.
First, multiply your output and rewards by persuading other people
to do the job for you and do it well. Delegation is the key to
personal leverage.
Second, identify the most important knowledge you need to do
an excellent job and then concentrate on finding and using that
knowledge.
The person who can find the knowledge in others is often more
valuable than the person who possesses it.
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