On Becoming a "Go-Giver"

by Mike Bruce

Over the Labor Day holiday, I read the book The Go-Giver, a business parable modeled after the style of the well-known book Who Moved My Cheese by Spencer Johnson. The Go-Giver tells the tale of a salesman named Joe, desperate to close a major account he has been targeting, or else he will risk missing his quota for the third quarter in a row. The trick is that he only has seven days. Joe seeks out an infamous, but mysterious sales consultant named The Chairman, who Joe hopes can proved the clout and leverage needed to land the deal.

Without spoiling the plot, I found myself agreeing with each of the principles that The Chairman gave to Joe. Principles that all InScopers should be applying. All of them worked, but not in the way that Joe had anticipated. I'll list the principles below, but leave it to you to read the book and discover what happened in the end with Joe, his major account, and his quota.

Principles, according to The Chairman

The Law of Value:
Your true worth is determined by how much more you give in value than what you take in payment.

The Law of Compensation:
Your income is determined by how many people you serve and how well you serve them.

The Law of Influence:
Your influence is determined by how abundantly you place other people's interests first.

The Law of Authenticity:
The most valuable gift you have to offer is yourself

The Law of Receptivity:
The key to effective giving is to stay open to receiving.


Are you willing to apply these principles and become a "Go-Giver"?