It does not matter what you call it—management is defined by its workability! The Natural Laws of Management delves into the infinite number of errors made by managers unfamiliar with “the natural laws’ and more importantly, the most workable of “laws” easily understood and implemented.
“In the past 25 years, I have observed many a “management system.” You may be familiar with the work of Peter Drucker–“Management by Objectives”. I ran across a company that practices what I would call management by hope. “Are we going to have a better quarter? Dunno, I hope so!” “Will we get the order? Gee, I hope so!” And then there is what I call management by consequence. Employees do things for fear of what happens if they do not. Now that is a stress environment!
Indeed, L. Ron Hubbard equates such an environment with “being serious”, the enemy of creativity and motivation. In fact, he defines serious as “when interest is important because of penalty.” Of course, as business is a game, it should be fun and treated as a game, as “play with a purpose.” Indeed, Hubbard warns: “The more serious you take the game, the less chance there is of winning.”
Although the book is all about management alignment technology, I have provided quite a bit of information on the subject of sales (since I am celebrating my 50th year since my first sales experience-and I have been selling ever since). This excerpt is the start of the viewpoint that selling has gotten a bad reputation due to the fact that it is not observed or perceived even by the salesperson as a win-win affair. And it is….and the sale is made, to the degree that it is. (Those who go out exchange with their customer, soon no longer are in the sales industry as it becomes less and less “fun” (yes, providing a needed item or service is FUN) and more laborious (can I hear “Death of a Salesman” anyone?).
“Selling has a bad reputation. It’s come to mean, in some cases, “forcing something on someone that they don’t want and can’t afford.” That’s not selling. Selling has been a major force in the creation of American society. It’s been a vital link between the producer and the consumer. And the derivation of the word “sell” comes from an old English word sellen, which means “to get, deliver.” It’s the ability to place your product into the hands of the consumer on a rapid basis.
Excerpt from The Natural Laws of Management: The Admin Scale, Chapter 7, Page 32
Standard administration is a collection of truths. An excellent working definition for truth is “that which works. And that which works most broadly to that which it is applied.”7
If what you are using is not working, it is relatively untrue. Policies and procedures are the basic truths or guiding principles. Company and personal stability depends upon having such written “laws” available and known to all concerned.
The continuance of an organization and its leaders can be said to be entirely dependent upon the skill, training and integrity of those who handle the administrative lines, details and contacts of the group.
“THE BEST GUARANTEE OF STABILITY IS ADMINISTRATIVE SKILL.”8
7 “Truth” (definition), Hubbard, Modern Management Technology Defined.
8 Hubbard, “Stability,” Policy Letter of 20 September 1969, Organization Executive Course.
“The Admin Scale is used by executives in small businesses, CEOs of Fortune 500 companies, by artists, homemakers and athletes. In fact, a U.S. government study utilized this tool to plan the water sanitation system of a developing country.
“The Admin Scale is vital technology for greater productivity, better coordination and achieving group agreement.”