Getting What You Want: Reference

FOUR CORNERSTONES OF COMPETENCE
SKILL EFFECTIVITY
THE THREE R'S OF BUSINESS

FOUR CORNERSTONES OF COMPETENCE

1. One must have a core competence. For a technical person/business, this is your profession or your product.

 2. One must be able to sell this competence. There are a lot of engineers painting houses.

 3. One must have someone to sell it to. One must have the skills to develop and maintain business relationships. These skills can be taught, even to engineers.

 4. One must deliver this competence you sold to someone, to his or her expectations. If you do not deliver to your customer’s expectations, you loose their trust, and don’t get a chance again. This is Project Management.

 On top of these cornerstones, is Motivation. Motivation is what drives you around the cycle, and makes you want to expand your core competence. Without Motivation, all the other skills are worthless.
 

This basic "skill effectivity" can be expressed as: "The Skill has a direct effect on someone(s)".
 
 

Skill	x	Effect	x	On Someone
Technical		Informational		Self
Communication		Affecting the result		Intimate / Team
Relationship				Group
Management
Motivation

Effect:

Informational: = Filling the data banks, often tactical issues

affecting the results: = Making things happen, often strategic issues

Someone:

Self: = Your personal experience

Intimate / Team = one-on-one interactions and small group interactions, where "connectedness" is important

Group* = Large number of people, where individual connectedness is not expected
 

You can have a lot of corporate knowledge, but if it is not implemented in standards, expert systems, and benchmarking, it will not be used consistently.

 You can have a great education, and a PhD in whatever, but without a good engineering feel and common sense, you SHOULD be painting houses.

If Colin Powell were in the room, the group will do what he wants, without him saying anything. He controls and communicates through his body language (presence).

 A typical mistake: "Our sales are lousy, let's send everyone to a presentation class".

Theory of Reality:

There is a reality. It is market driven.
It is not what you "hope, want or wish" it to be.
It is not the way things "appear" to be, it is they way things are
Find out what it is, work with it, or it will work against you.

Theory of Relativity:

Values are relative. These include honesty, success, and hard work.
Technology is relative. 500 years ago, a nail was "high tech".
Opportunities are relative. They come and go.

Theory of Relevance:

Some things are relevant to your goals, some are not.
Do not work on the irrelevant things, unless by conscious choice.

Ref: Ringer

---

Morgan Group LLC / 20 Rowes Wharf, Suite 504 / Boston, MA 02110
617 342 1561 V / 617 342 1560 F