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Business Rule #23:
Don’t Just Delegate, Keep Score
April 1, 2005
(PAGE 3 of 3)
In short, she could have observed what was happening with her people, considered what they needed, and given specific direction to each of them. If she were a great manager, she would have also reminded each person individually why their role was crucial to the success of the group.
Donald Trump narrowed his firing targets to Chris, who purportedly threatened Alex, and Stephanie, the Project Manager. In business, if you lose your cool, you generally lose the game. No one wants their boss questioning their emotional stability. Yet, even though he identified Chris as a loose cannon and said there was no place in his organization for someone with anger issues, Trump fired Stephanie instead—in part, for her failure to delegate the Brooklyn delivery.
What made Magna’s marketing successful is that they had a plan: to sell large orders to local banks and offices nearby…and they followed through. What’s more, Project Manager Bren Olswenger let everyone on the Magna team know exactly what they needed to do. Two of them cooked, while the other two team members sold and delivered.
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Net Worth also had a plan: to sell to the dorms. Since students and pizza are a natural combination, they seemed to be onto something. In spite of George Ross’s skepticism, Net Worth might have found enough hungry students to win. If only they had tried. But without explicit direction, the models didn’t know which dorm to visit. So they didn’t visit any. The team made do with the foot traffic on the street, rather than actively soliciting business from the neighborhood.
As a manager, it’s not enough to have a plan and to give your team the tools needed to achieve your goal. You have to make sure each member knows what is expected of him personally. Delegating is difficult. Some people don’t like to be told what to do. But you can’t let that derail you. If you focus your team on their common objective and let each of them know how important his individual job is to achieving it, most teams pull together.
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In business, if you lose your cool, you generally lose the game.
