Be More Than a Yes Man

Everyone has a love/hate relationship with yes men. You love the fact that they agree with you and make you feel smart / you hate the fact that the result of their immediate "yes" usually results in the disastrous.

On the flip side, there's the cautious advisor - the person who initially pulls back the reigns, tells you all the problems with your ideas, and makes you feel like maybe your idea was not so smart.

Its obvious which we say we want, but I'm afraid most of us naturally gravitate toward the yes man. It just feels better to be around them.

I find this especially true in new relationships with clients. Its tempting to do exactly what they say they want - "sure we can build your house with the bathroom in the kitchen, that's a great idea". Wrong. Pitch/Sell/Offer your best product and ideas and don't just settle for what the customer wants in the immediate. Doing exactly what they want is not always what will have the greatest impact.

James Carville applied this masterfully in the 1992 Clinton campaign. He was serving as campaign manager at the time and Clinton (then Bill) was all over the place with his message - he had no real focus. During a meeting, James wrote a phrase on a white board meant to reign Bill's message in - "It's the economy, stupid." Looking back, Clinton is most remembered for the economic success the U.S. had during his presidency. So Carville not only gave President Clinton focus, he gave him the council that would provide Clinton with the best long-term results. He was no yes man.

I take as a two-fold charge:

1. look for the people who will challenge me and make sure I'm letting them audit my decisions
2. offer my best advice to people with more in mind than just making them feel good.
   

Be the expert.