No B.S. Ruthless Management of People and Profits: No Holds Barred, Kick Butt, Take-No-Prisoners Guide to Really Getting Rich

345 Pages·2008·6.97 MB·English

by  Dan S. Kennedy

book is a and more importantly, a
implement anyone with employees. Staff is
often the Achilles heel in the clinics I manage and those owned
by doctors I advise. Utilizing Dan's solid advice has allowed me
to successfully manage 55 employees while opening new busi-
nesses and achieving record growth in all of them. Each and
every book in Dan Kennedy's series has commanded
my undivided as they should yours."
Chris Tomshak,
• CEO, HealthSource Inc., national franchisor of chiropractic and weight loss clin-
ics, with over 60 offices
"Dan Kennedy has done it again. He sets the record straight
on real life utilization of people and increasing profits."
Ed O'Keefe
• President, DentistProfits.com
• Consultant, coach, marketing systems provider to over 4,000 dental practices
RUTHLESS
MANAGEMENT
OF PEOPLE & PROFITS
NO HOLDS BARRED
KICK BUTT
TAKE NO PRISONERS
GUIDE TO REALLY
GETTING RICH
Dan Kennedy

Press
Publisher
Cover Design: David Shaw
Production and Composition: Eliot House Productions
© 2008 by Entrepreneur Media Inc.
All rights reserved.
Reproduction or translation of any part of this work beyond that permit-
ted by Section 107 or 108 of the 1976 United States Copyright Act without
permission of the copyright owner is unlawful. Requests for permission or
further information should be addressed to the Business Products
Division, Entrepreneur Media Inc.
This publication is designed to provide accurate and authoritative informa-
tion in regard to the subject matter covered. It is sold with the understand-
ing that the publisher is not engaged in rendering legal, accounting or
other professional services. If legal advice or other expert assistance is
required, the services of a competent professional person should be sought.
Library of Congress Data
Dan 1954-
No B.S. ruthless management/by Dan Kennedy.
p. B.S. series)
978-1-59918-165-3 paper)
Management. 2. Supervision of employees. I. Title. II. Title: No BS
ruthless management.
HD31.K4544 2008
207051574
Printed in Canada
12 11 10 09 08 10 9 8 7 6 5 4 3 2 1
Contents
Preface: Something Talk

Us
C H A P T E R 2
The True Nature of the
Employer-Employe Relationship 9
"Ownership Mentality" Is 11
The Requirement of "Accurate Thinking," 14
C H A P T E R 3
Shelby's Excuse List
C H A P T E R 4
The Willy Syndrome Moves
to Management 21
C H A P T E R 5
The Program 25
NO Ruthless Management of People & Profits
C H A P T E R 6
The Two Most Crucial Management Decisions of 27
The Premise, 28
We Can Get Even Clearer by Dehumanizing the Equations, 34
38
C H A P T E R 7
They AL Go Lame 39
Why and How I Fired Myself, 42
C H A P T E R 8
The Worst Number in Busines Is 47
The Happy Delusion That Bad Things Happen
Only to the Other Man's Business, 49
C H A P T E R 9
Hire Slow, Fire Fast 5
C H A P T E R 10
Critical Factor How to Find Useful
Employees and Vendors by Scott Tucker 59
No Excuses, 62
How to Hunt, 63
C H A P T E R 1 1
Leadership Is Vastly Over-Rated
C H A P T E R 12
Marketing the Master, All Others Servants 79
C H A P T E R 13
Mice at Play
Called a Workplace for a Reason, 88
C O N T E N T S
NO Ruthless Management of People & Profits
C H A P T E R 14
Out Smoking a 99
My for Surveillance, 101
C H A P T E R 15
The Holiday Inn Telephone Warning System
C H A P T E R 16
Thieves Like Us
The Secret of Situational Ethics, 112
There's Only One Way to Plug the Holes, 116
You'd Better Start Counting All the
Never Stop, 123
C H A P T E R 17
Broken Windows, Broken Busines 127
Magnificent Obsession, 129
A Word about Moral Authority, 132
C H A P T E R 18
On the Other Hand, Good Enough
Is God Enough
Establish the Best Standards for Your Business, 134
Finding the Magic GE-Spot, 136
C H A P T E R 19
My Busines Is
C H A P T E R 20
How to Manage at the Speed of Now and Beyond
by Dr. Charles W. Martin, D D S , M A G D , F IADFE 147
Personal Clarity, 148
C O N T E N T S
NO Ruthless Management of People & Profits
What You See Is What You 149
Making Your Picture Happen, 149
Strategy, 150
Profit, 153
C H A P T E R 21
How to Make Every Employee's
Job a Profit Center
C H A P T E R 22
Create Better Jobs So You Can
Demand More (and Fire Faster) 157
C H A P T E R 23
Exceptions to Al the Rules
C H A P T E R 24
Fairnes Be Damned
C H A P T E R 25
To the Winers, the Spoils
C H A P T E R 26
When Bonuses Become Obligations 169
How to Assemble Your Bonus Plans, 172
C H A P T E R 27
Motivation by Measurement by Bil Glazer
Method 1: Measure Everything That's
Important and Post It, 177
Method 2: Catch People Doing Things Right, 181
C H A P T E R 28
Is a Happy Workplace a Productive 185
Fun, 187
CONTENTS
Ruthless Management of People & Profits
C H A P T E R 29
Hire the 191
C H A P T E R 30
Managing the Sales Proces
The Biggest Improvement You Can Make as Manager
and as Sales Manager: Stop Accepting Less
Than You Should Get, 199
The Human Factor: If You Are Going to Have Salespeople
in Your Employ, Pick Carefully and Manage Tough, 200
Right Sales System Right Salespeople
Outstanding Success, 203
C H A P T E R 31
Maximizing the Value of Your Sales and
Marketing Personel by Mask 205
Five Foolproof Secrets to Follow-Up 209
The Five Secrets Combined Have the Strength of 500, 216
C H A P T E R 32
Managing Sales Professionals Past
Their Mental Hurdles by Michael Miget
The Fallacy of "The Carrot Principle," 219
How Much Money Are You Losing Every
Month to Your Mental 220
C H A P T E R 33
The Top Secret Mision 25
C H A P T E R 34
Ruthles Management of Word of Mouth 29
C H A P T E R 35
Activity Masquerading as Acomplishment 235
CO N T E N T S
NO Ruthless Management of People & Profits
The Lesson of My First Storyboard, 241
Don't Tell Me about the Labor
Me the Baby, 242
The Last and Most Important Lesson about This, 243
Being Unflinchingly Accomplishment Oriented, 245
C H A P T E R 36
The Sped Imperative 247
C H A P T E R 37
How to Ruthlessly Manage a Rapidly
Growing Busines by Chris 25
Profits Trump People, 256
Crusading for Your Cause, 257
Focus Is Freeing, 258
Enable Emerging Entrepreneurs, 259
Handle Chaos and Honor Change, 262
Hire Blank Slates and Winners, Not Whiners, 263
Final Thoughts, 264
C H A P T E R 38
How They Should Comunicate with You 267
How to Communicate with You about Problems, 268
C H A P T E R 39
How to Hold Metings 273
The Best Meeting May Be No Meeting, 274
If You Feed They Might Move In, 275
Insist on Outcomes, 276
C H A P T E R 40
Friendly as Long as You Fed Them 279
CO N T E N T S