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I combined my efforts of mastering details and absorbing responsibilities with linking them to the numbers -- to their costs/efficiencies. I wrote about this new phenomenon in my journal: "I measure everything by numbers now. It's a whole new world! A few months ago, I could not move forward without a boss or manager directing me. But now, my numbers-integrating mode puts me in an aggressive internally guided mode. With numbers as my guide, I target business advancements with bulls-eye accuracy. I move forward on my own, with great confidence, through my own creativity. Being a winner is fun!"
I told my brother, "Numbers ultimately drive the entire company -- the marketing, product/advertising development, operations, and personnel. You must make it second nature to measure everything by numbers. Also, you should embrace a numbers mini-day to learn about the marketing data, return on investment, costs to do procedures...even the littlest procedures in operations. The act of confronting the numbers may initially leave you staring at your desk, not knowing what to do. But that time is not wasted. You are learning how to break a code. Once successful, you will open your window to creativity.
"Schedule that numbers mini-day briefly, once a week at first. Slowly, over the next few weeks, you'll begin to uncover ways to penetrate that mini-day, new ways to accumulate, learn about, and understand numbers, new ways to gather data, new ways to know what your area of the business is telling you, new ways to use those numbers to elevate your area of the business...maybe even new ways to improve the service or product, eventually new ways to market it.
"You must study/calculate numbers/efficiencies in all areas of the company, including the numbers as they pertain to operations and to personnel -- the pay out to the payoff. So, set up that numbers mini-day at once. Get familiar with numbers, ask questions, do not be afraid of seeming naive. For, you'll soon know more, much more, than those blinded veterans of whom you ask the questions. You'll begin to see advancements they'll never see. Measuring everything by numbers, you may even rise to the top like Charles Nash. In any case, you will become a prosperous self-leader. With numbers as your guide, you no longer need external guidance. Notice your growing sense of independence."
I called my brother and family over for dinner a couple of weeks later. He brought a friend with him. After some small talk, I said to my brother and his friend, "Eric, you're going to get everything you want out of the rest of your life: money, success, romance. How can I possibly predict that? Because, by the time you leave tonight, you'll know how to knock over the only obstacle now standing between us and victory."
My statement got my brother's attention, and I continued: "Now, tell me, Eric, who gets the money and the glamour? Certainly not the ordinary working person. He or she works hard but never gets ahead. Leaders of the Establishment, by contrast, enjoy lots of easy money and power. I'm talking about many big-business leaders, union leaders, bureaucratic leaders, leading lawyers, leading journalists, and leaders of our land -- career politicians.
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