Chapter 2

Know what you’re trying to do

This chapter makes the age-old point that if you don’t know what port you’re sailing to, then any wind is a fair wind.



Before you start this chapter try these on for size. Have a think and write down answers to them.

  1. An urgent issue has cropped up with one of your customers. Its solution seems pretty straightforward. There is a meeting where your boss and the customer both utter the line, ‘We don’t have time to plan it – just go do it!’ What’s your first move?
  2. You’ve nearly completed an order for a customer when he phones you to ask for ‘one little extra’ but still with delivery as originally agreed. The ‘one little extra’ is actually reasonably significant. You are new to the company. The ...

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