Performance-expectations Management

“Expecting the world to treat you fairly because you are a good person is a little like expecting the bull not to attack you because you are a vegetarian.”


–Dennis Wholey

Snapshot 8.1

You are a junior sales manager in PQ Inc., an IT services company. Your team’s function is to scout around the international scene and generate new business. One day, your boss tells you about a potential French customer, whose infrastructure service is in the market for off-shoring and he asks you to come up with a feasibility report on the bid. ‘Do whatever needs to be done,’ he instructs you tersely and disappears on an unrelated foreign trip.

This is the first time you have been tasked with such a major responsibility. ...

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