CHAPTER 19

Great Relationships Require Great Results

“However beautiful the strategy, you should occasionally look at the results.”

–WINSTON CHURCHILL

It’s easy to make excuses, particularly when others are skeptical. We’ve both experienced times when naysayers told us to lower our expectations. One or the other of us had been told not to expect:

People to embrace a new process

“Those” people to be able to perform at that level

To sell that product in that rural market

To get that job without direct experience

To make an impact too quickly

That kind of motivation to work in a union environment

The vice president to wear that costume

Those famous writers to respond to my email

And the people who told us these things were wrong. ...

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