Chapter 9

Managing Up

Jim, a high-energy director of marketing, had barely unpacked the boxes in his new office when, one by one, his six direct reports delivered their lists of must-have budget requests. Dianne, an introverted leader, was the exception. After researching Jim’s background, she asked for time on his calendar the week after he settled in. At the meeting, they discussed common interests around sports, and then she asked what questions Jim had about her department. He had a few, and in the next hour, Dianne showed herself to be a knowledgeable resource. When the time came for Jim to make budget decisions, Dianne’s requests were approved. She is—and remains—a key resource for her boss.

Renowned management expert Peter Drucker famously ...

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