What Got You Here Won't Get You There
Marshall Goldsmith

Summary

From one of the best executive educators and coaches on Wall Street, Marshall walks you through the tactics and techniques he's used to get high achievers to continue to be great employees and leaders at their companies

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Notes

People will do something only if it can be demonstrated that doing so is in their best interests as defined by their own values

The big four reasons successful people are the way they are is money, power, status and popularity

Figure out what matters to you

Sometimes stopping what we’re doing can be as crucial as proceeding

The higher you go, the more your problems are behavioural

Winning too much is the number 1 reason successful people get held back

Swallow your ego

Let people feel empowered by giving them ownership over their ideas

Anytime someone critiques your opinion, say ‘thanks, I appreciate the feedback’

Ask yourself, if you take any morally questionable action, would you want your mother to read it in the paper - Warren Buffet

Never start a sentence with ‘no, but or however’

Being smart turns people on, announcing it turns them off

Start sharing information and don’t withhold it

Give credit where it’s due

Stop blaming others for the choices you make

‘To gain a friend, let him do you a favour’ - Ben Franklin

Apologize for misgivings

If you have nothing to say, say thank you

• No matter what someone suggests to you, you’ll never learn less. You’ll always learn more or nothing

Less me, more others = success

For the goal obsessed, step back, take a breath and look

Information compulsion: the need to tell others something they don’t know, even if it’s not in their best interest

The root of problems in the workplace is information withholding or oversharing or emotion

When sharing, ask yourself: is it appropriate? How much should I convey?

Observational feedback is some of the best feedback you can get

• Make a list of people’s remarks about you
• From the found off: just watch people’s body language
• Complete the sentence

Apologize: say I’m sorry, I’ll do better and nothing else

When listening, engage in active listening and ask is it worth it

The ability to make a personal feel that when you’re with them, he or she is the most important (and only) person in the room is a skill that separates the great from the near-great

‘Listen, don’t interrupt, don’t finish the other person’s sentence, don’t agree with the other person, don’t use words no, but or however, don’t be distracted, ask intelligent questions and don’t prove how smart you are’

People don’t get better without follow-up

Successful people unequivocally always stack the deck in their favour

Monetize the result, create a solution

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