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How to Become CEO
The Rules for Rising to the Top of Any Organization
by Jeffrey J. Fox
Hyperion 1998
162 pages
Leadership
Strategy
Sales & Marketing
Corporate Finance
Human Resources
Technology
Production & Logistics
Small Business
Economics & Politics
Industries & Regions
Career Development
Personal Finance
Self Improvement
Ideas & Trends
All employees, on all levels of any organization, must recognize that the customer
keeps the organization in business.
Stay out of ofce politics. Dont be a gossip or make unkind remarks about others.
Go to work to work. Avoid ofce parties. Dont drink with co-workers.
Let those in your organization know that you value them by learning their names
and something about their lives.
Keep yourself physically t to help you stay mentally alert.
Listen carefully to others.
Learn how to work hard and think reectively.
Always do more than you are asked to do. Always say yes to the requests of
upper management.
Carefully observe strong, effective leadership and emulate what you learn.
Plan your own career; dont expect the personnel department to plan it for you.
8 8 8 8
How to Become CEO Copyright 2001 getAbstract 2 of 5
Review
How to Become CEO
Writing in succinct and serviceable language, Jeffrey R. Fox presents protable
information for anyone aiming for the top of the corporate world. Anyone in the work
force, at any level, can use and appreciate his litany of commandments. Applying these
suggestions appropriately and sincerely will help you succeed in your personal and
professional life. Some of the commandments may surprise you. Many of them will
make you reect on what your mother taught you. Frequently, the suggestions challenge
and encourage you to make positive life improvements and to enhance your interactions
with your colleagues. The authors no-nonsense presentation is an easy read. Each
commandment entry is brief and to the point. getAbstract.com recommends this book
to those who want to rise to the top, and be appreciated and respected by others in the
process.
Abstract
Career Decisions and Career Moves
The Chief Executive Ofcer (CEO) of any organization determines the organizations
progress and success. Whether you are just starting to climb the corporate ladder or are
already at the top, consider the following commandments.
Always take the job that offers the most money If you already have a job, always
take the transfers, assignments, and promotions that offer the most money. Your future
bonuses and raises will be salary based, so start strong. A high salary makes you
visible, so you can demonstrate your abilities. When two employees are considered for
the same promotion, almost always the higher-salaried employee will be granted the
promotion, regardless of talent or contributions. It is easier for companies to promote
the higher paid employee, and the promotion of the higher paid employee conrms the
wisdom the management.
Human Resources wont plan your career Know what you want. It is your responsibility
to develop and modify your plans. Your career growth is your responsibility. You must
determine what skills and aptitudes are needed to rise to the top of the company ladder.
The human resources department will not plan for you.
Get and keep customers In any company, the customer is indeed the king. Everyone
on all levels in any corporation should be working to satisfy the customer. Customers
can be demanding, ckle, and sometimes harsh. On the other hand, they provide ideas
for product improvement, for new products, and for product quality. Every present and
future CEO must recognize that in any business, the customer is the king maker, as well
as the king.
Do not be discouraged by the idea killers Idea killers operate at every level in any
corporation. They say, it wont work, weve tried that before, or we cant afford
that. Do not be frustrated or give in to their negativism. Be a positive-thinking idea
person. Use the idea killers unrelenting negativism as a springboard to make your ideas
work better.
In business,
money is the
scoreboard. The
more you make,
the better youre
doing. Simple.
To know your cus-
tomers is to know
your future. When
the phone rings,
twelve people
ought to dive to
answer it.
How to Become CEO Copyright 2001 getAbstract 3 of 5
Push products, not paper Many modern organizations are caught in the red-tape
trap of rules, forms, task forces, and out-dated policies called bureaucratic creep.
Use the resources of time, money, people, and facilities in the marketplace, not in
lling out forms, writing monthly reports, and reading meeting and trip reports. To
improve a company, implement innovative ideas, embrace prudent improvements, and
exercise entrepreneurship.
Be visible: practice WACADAD Work on projects that make you visible. Teach
training classes, work on managements pet projects, present proposals, and speak to
the sales force. Dont talk about how good you are at something, show it by your
actions. Practice WACADAD (words are cheap and deeds are dear). Few people in an
organization actually implement new ideas, so those who do become visible and sought
after to produce more ideas. Seek out avenues to make yourself visible and work hard to
execute outstanding presentations.
When Things Go Wrong
Dont hide an elephant Do not try to hide problems, mistakes, or errors. Report any
irregularity to administrators and colleagues immediately. The longer you wait, the more
severe the problem becomes. A problem can be turned into an opportunity to improve
and grow. First, identify and explain the problem, then estimate what damage may have
been caused. Suggest viable solutions. Ask for help.
Never write a nasty memo Do not write any angry, unkind, cynical, or negative memos.
The recipient could become an enemy. In the constant uctuations of business life, this
enemy could resurface at any time in the midst of job changes or company changes and
affect your raises and promotions. Use your words, time, and energy positively.
Never panic or lose your temper Strong leaders do not panic, have tantrums, make
accusations, or get angry. These reactions show panic and lack of control. To stay in
control, you must rst control yourself. If a colleague makes an accusation or cruel
comment, do not respond. Certainly, do not respond in anger, even if your anger is
justiable. Train yourself not to panic or get angry. Continually tell yourself to stay calm.
If you have ten seconds to respond to a situation, contemplate for nine.
Staying Healthy
Keep physically t Being t enables you to think better, rest better, and work longer
and harder. When you are in top physical condition, your spirits will be higher and you
will feel more motivated. You will be more productive and energetic. You will end your
day with energy to spare.
Dont smoke To be successful in business, it is crucial to think of others and their
needs; smoking interferes with this. Smoking is generally offensive to nonsmokers.
Smoking during business exchanges exhibits your self-centered interests and tobaccos
control over your life.
Maintaining Mental Acuity
Do something hard and lonely Doing something solitary and difcult will prepare you
for the battle of business. Study and read late at night, go for a jog before dawn, read War
and Peace, plant a garden. Those who achieve great things have practiced solitary hours
of unrewarded labor.
Executives reor-
ganize companies,
eliminate jobs, and
excuse the chaos
by saying they are
two or three levels
closer to the
customer. Bunk!
There are no
barriers between
anyone in the cor-
poration and the
customer.
People who feel
good about them-
selves and their
jobs will contribute
at high levels.
Customers are
the lifeblood of any
company.
How to Become CEO Copyright 2001 getAbstract 4 of 5
Think for one hour daily Spend one hour each day, at the same time and place,
thinking about your plans, dreams, options, ideas, and goals. Write down your thoughts
in a notebook. Do not try to do your planning while you are shaving, driving, or jogging.
Dont try to do planning at work, where you could be interrupted.
Your Social Life
Dont have a drink with the gang Do not go for drinks with others in your company.
Getting drunk or tipsy with those in your work shows out of control behavior and
weakness.
Skip all ofce parties A business is a business; do not mix business life with social
life. Do not attend ofce parties or gatherings. Do not criticize parties, just give polite
excuses and dont go. Do not attend company picnics if you cannot take your spouse. If
you are mandated to attend a company social function, then go, but drink only soda and
stay for forty-ve minutes. Make polite excuses and leave.
Ofce Strategies
Know everybody by name Learn the full names of those with whom you work. Know
something about their families and lives. Know what they do in their job and why their
job is important to the organization. If you do this in a sincere manner, you will be
a successful leader. A good way to exercise this skill is to take visitors (friends, job
candidates, and executives) on a tour of the facility. During the tour, introduce them to
the workers and tell the visitor why each worker is important to the organization.
Always say yes to a senior executives request If a high-level executive asks you to
do something, always respond positively. Listen carefully to the request, and then get the
job done. Always do more than you are asked, sooner than was requested, and with some
innovative, personal touch.
Arrive early and leave late Come in 45 minutes early; leave 15 minutes late. Be rst
on the job. Arriving early tells those in authority that you like your job and gives you a
psychological edge. Dont stay hours after work; this is detrimental to your family and
personal life. Arriving early and leaving fteen minutes late conveys the message that
you are a hard and loyal worker, but still enables you to have time for your family.
Stay out of ofce politics Out of control ofce politics point to an ineffective leader.
Do not be sucked into ofce politics. Go to work to work. If someone starts to tell you
something but warns, its condential, walk away. Do not gossip; do not say bad things
about anyone.
Keep a people le From your rst day on the job, keep a notebook, computer le,
or address log of the names, numbers and addresses of all the people you meet. Make
notes about what they do. If you keep a paper record, use pencil since numbers frequently
change. Ask everyone you meet for a business card; they will most likely ask you for
yours. Maintain this people le your entire career.
Being a Boss
Emulate, study, and cherish the great boss Exemplary bosses are uncommon. A great
boss is never preachy, harsh or critical. Great bosses are honest, hardworking, smart,
Your brain will
make you money,
but your body car-
ries your brain.
The better your
physical condition,
the greater your
capacity for pro-
ductive, unrelent-
ing work.
Having ambition
to better yourself,
to be a contributor,
to make a differ-
ence, to grow pro-
fessionally, to be
more successful,
or to become CEO
of an organization
is good.
Regularly practice
something Spartan
and individualistic.
Do something that
you know very few
other people are
willing to do. This
will give you a feel-
ing of toughness,
a certain self-elit-
ism. It will mentally
prepare you for the
battle of business.
How to Become CEO Copyright 2001 getAbstract 5 of 5
open-minded, fair. A great boss will nd ways to praise people. Observe how these
bosses manage problems and deal with people. Practice their methods.
Over-invest in people Strong leaders know that people make things happen. When
hiring, hire the best. It is better to hire one strong, qualied worker at $60,000 than two
average workers at $25,000 each. Give efcient and effective workers praise, freedom,
trust, and encouragement. Workers give back what they are given. If you trust and
respect them, they will trust and respect you. Hire workers with the three Is
integrity, intelligence, and an I can do it attitude. Over-invest in this kind of worker.
You will receive a wonderful return on your investment.
Stop, look, and listen Strong leaders listen, listen, listen, and think before speaking.
They are observant. They dont make snap decisions. Listening is difcult for energetic,
aggressive people, but you can learn. Heed body language, so you hear what is not
being said. You must be able to interpret what others are saying with their hands, their
frowns, and their eyes. Listen to everyone: salesmen, competitors, suppliers, customers,
co-workers, colleagues, visitors, and supervisors. Learn to be a good conversationalist.
Treat all people as special Treat people as individuals. Outstanding managers make
others feel as if they are: asked, not questioned, overpaid not underpaid, measured
not monitored, people not personnel, sold on what to do not told, instrumental not
instruments, workers not worked, and contributors not costs.
Be polite with everyone Use good manners, all the time, with everyone. Be gracious.
Never pull rank. Never wear your bosss stripes. Hear your mothers voice in your ear:
dont swear, dont put your feet on the furniture, be on time, say please and thank
you, introduce people clearly, dont waste other peoples time, return messages, and
dont keep people waiting. Dont put your briefcase on a conference table. Treat your
ofce, everyone elses ofce, salespeoples cars, and all company belongings as if they
were yours. Courtesy is good business.
About The Author
Jeffrey J. Fox, a graduate of Harvard Business School, is the founder of Fox & Co., Inc., a
marketing consulting company. Fox is the winner of Sales and Marketing Management
Magazines Outstanding Marketer Award and the National Industrial Distributors Award
as the Nations Best Industrial Marketer. Fox has been featured in The Wall Street
Journal and Business Marketing.
Buzz-Words
Bureaucratic creep / Customer is king-maker / Idea killers / Stop, look, listen /
WACADAD (Words are cheap and deeds are dear)
Learn every-
bodys name and
know something
about them.
Coming in forty-
ve minutes early
and leaving fteen
minutes late is an
hour a day. Thats
two hundred fty
hours a year or
31 days. You can
get ahead quickly
working one extra
month a year.