Glossary of Key Vocabulary


Time is not money. Money is money. If you don’t have time to spend it, of course, money is useless, a fact brought home to corporate executives when their plans for the weekend are canceled yet again. Next to money, though, time is of the essence. Important people in particular are impressed with the value of their time, and wasting it is their prerogative, not yours. Allow the following for each function you’re likely to encounter:

Chairman: In one-on-one conversations, complete your business in five minutes. At his salary, anything beyond that is exploitation of a commodity worth more per day than your apartment.

Other senior officers: Fifteen minutes, unless he or she throws you out or feels lonely and wants more. They need you to believe they are very busy. And they are. Delegating.

Vice presidents: Don’t worry about it. What’s a vice president worth these days? There are so many of them they can eliminate 40 percent and there are still enough to drain the bonus pool. They have some time because they just delegated what was delegated to them.

Directors, managers, and other professionals: They’re the ones who got delegated to. Don’t waste their time.

Assistants: If they’re typing or on the phone, leave them alone. If they’re not, pull up a chair and prepare to sit a spell. They can talk and the relationship-building you’re doing will be worth more than the friendship of ten vice presidents when you need to talk to the executive they work for.

For further information on the lessons contained here, refer to The Curriculum: Everything You Need To Know To Be A Master of Business Arts.


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