Chapter 13. Selling from the Fulcrum

Shift Happens

Congratulations! Whether you’ve realized it or not, by getting solid with your team and style in the first part of this book (“Get More Power”) and by adding unique and clear value to your company by working the Ignition Points in Part II (“Get More Purpose”), you’ve created a shift—a shift that has taken the fulcrum point you live on between management’s vision and the demands of the field and elevated it to a new and higher platform.

You’ve become an ignited manager.

To confirm the change, simply redraw your Manager’s Universe and consider your portfolio of projects. Have you expanded your universe and made your relationships more meaningful? Have you gained traction against serious issues that ...

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