Pfeffer J (2011) Can Nice Guys Finish First? Harvard Business Review
HBR'southward fictionalized case studies present dilemmas faced past leaders in existent companies and offer solutions from experts. This one is based on research by Jeffrey Pfeffer.
Adam Baker had been bothered all twenty-four hour period by the blunt message his boss and mentor, Merwyn Straus, had delivered to him on the phone that morning: Adam was non the right guy to atomic number 82 their company's latest venture.
"That door isn't open to you" was how Merwyn had put it. It was one of those comments that sting a bit at first but inflict much more pain as time passes. So now, in considerable distress, Adam was driving from downtown Washington to the suburban Maryland headquarters of Straus Event Specialists (SES), where he served, for all intents and purposes, as COO. He wanted Merwyn, his CEO, to explicate in person why this door that Adam cared then much most was airtight.
At age 32, Adam considered himself to be at the commencement of his career, still emerging from the cocoon of his impressive education. When friends described him, they invariably mentioned that he had graduated at the tiptop of his prestigious Northward Carolina MBA program and so became the youngest person e'er to serve on the business school's board of trustees. To hear them talk, yous'd recall he was the number one golden boy at a school that produced a lot of golden boys and girls. But he wasn't a golden male child—not actually. And he knew that was part of his appeal.
Adam Baker was, like his name, barely noticeable. He was dark-haired, soft-spoken, and on the short side, with a thick neck. He looked like a third-stringer on a high school football team—which he had been. Yet everyone knew him and everyone loved him.
He'd achieved this condition by existence not the loudest or funniest guy in the room but the most outgoing, someone who could instantly put yous at ease. At parties—he attended and threw a lot of them—people flocked to him. This was especially truthful on formal occasions, which the true aureate boys hated almost as much as they hated being sober. They would follow him around the wide verandas and brick patios equally though he provided shelter. All the while he would chatter—not proverb anything very scintillating but always being true and down-to-world.
He knew that he fascinated people—that strangers said behind his back, "That petty guy was picked for the schoolhouse's board? That little guy was the CEO of a company in his twenties?" When they got to know him, they saw that he was the complete package: smart, loyal, present.
"Present" was an important concept for him. He would testify up, practise the work, solve problems, fulfill expectations—just as he'd done growing upwards in a pocket-size firm outside Charlotte, with his iii younger siblings, their tranquility, imperturbable female parent, and their unfathomable begetter, whose presence created as much tension as his sudden absences.
It was therefore natural for Adam to respond to Merwyn'due south painful remark by jumping into his automobile and racing to the main offices of SES, one of the world's biggest event-planning businesses. He wanted to talk to his boss in person.
He found Merwyn in the blueprint department, asking typically probing questions near a model of a convention-floor setup. His warm smile when Adam arrived seemed to betoken that nothing had inverse between them. Had Adam misheard the annotate virtually "that door"?
Once inside the CEO suite, Merwyn asked Adam where he'd been that morning when they'd talked. Adam said he'd been downtown, looking at ane of the boutique backdrop that would be part of the hotel chain SES was investing in—the new venture Adam hoped to run. The company was to exist a 33% owner with two other investors.
Merwyn nodded. He was thin and spry, with wiry white hair. "I know y'all actually intendance about this venture," he said.
"Very much and then," Adam said. "That's why I'm here."
The new business was to exist built around an existing string of five urban hotels in Washington, Baltimore, and Philadelphia. Adam had been the kickoff to notice that the chain was up for auction—at a fairly reasonable price, given its potential value. Although SES had never been in the hotel concern, he'd persuaded Merwyn that the acquisition would exist a practiced fit and then rounded upward the other investors, one of whom was a swain B-school trustee.
From the beginning, Adam had hinted that he would like to lead the new chain. And so he had begun actively lobbying for the position. He knew, because he made it his business organization to know, that the partners were split on his candidacy. His fellow board fellow member favored it; the other, although he apparently respected Adam's competence, was inclined to oppose him because of his youth. Merwyn was the swing vote.
"I love hotels," Adam said. "I'chiliad ready to atomic number 82. I can do this."
"It'south not about loving hotels," Merwyn said. "It'due south not near love or passion or dedication, all of which you have in spades. The hotel concern is tricky, and it'south not your area of expertise."
"You know how speedily I learn," Adam said.
Merwyn paused. "Truthful," he said. "There's nada I give y'all to do that you don't primary in 24 hours. Only the hotel business isn't only catchy. It's brutal."
"And I'm not brutal?"
"Thankfully, no. You're not. That's why the door is airtight. I'm deplorable."
Just Let Information technology Go
"You lot know why he said that, don't you lot?" Adam's friend Kaleeb asked. They were standing at the railing of Kaleeb'south second-floor deck in Georgetown. The dominicus was down and the evening was chilly, but Adam felt he needed to be outside. His sweater was keeping him warm, every bit was the mixture of Jim Beam and Coke that he was drinking. Kaleeb's wife, Sarah, was inside—on the phone, as e'er. Right after the wedding, she'd taken a job with a existent estate powerhouse. Kaleeb had followed a very unlike career road, becoming a fundraiser for the Newseum.
"My age," Adam said.
"And—"
"And Tallyrymple," Adam said with a sigh. "That'south going to haunt me forever."
"Everybody has failures."
Afterward business organization school Adam had followed the herd into investment banking just immediately became bored by it. He knew he should wait for a job in a field he could relate to, but he couldn't figure out what that might be. Kaleeb—or was information technology Sarah?—had pointed out how much Adam enjoyed delighting his friends past staging imaginative parties. The idea clicked, and Adam started to focus on a career in event planning. The sector intrigued him in part because it didn't attract the all-time and the brightest. Amazingly, his start recruitment interview resulted in a CEO job. At historic period 27 he was running Tallyrymple, a Raleigh-based outfit that staged high-end parties for a long listing of wealthy clients. But it was a horrible experience. Within a year the visitor was facing bankruptcy.
"Merwyn is central to your network at present," Kaleeb said. "Don't ruin that relationship."
"I wasn't prepared for that kind of competition," Adam said. Tallyrymple had go embroiled in a turf war with an aggressive visitor that didn't distinguish between upstanding and unethical beliefs: It used cash payments and threats of exclusion to secure deals with food-service providers and talent agencies. Adam went into overdrive to aggrandize his network of potential referrers and clients, merely time and over again he plant that he'd been beaten to the punch. Merwyn Straus had eventually bought Tallyrymple at a bargain price and captivated it, hiring a moderated Adam in the process.
"Merwyn saved you," Kaleeb said. "That's why he'due south so protective. He doesn't want to run across anything similar that happen to you once more."
"Overly protective, maybe."
"I think you should allow it go," Kaleeb said. "You lot've got your whole career ahead of you. You love working for Merwyn, and he thinks you walk on water. You lot've got a great gig at SES. Merwyn is central to your network now—don't ruin that human relationship. Retrieve what we e'er used to talk near back in B-school? Keep growing the network, keep growing the network, keep growing the network."
Inside, Sarah slammed down the phone and cursed, only by the time she'd come up out to the deck, she was all smiles. "I practice love a good fight," she said, referring to whatever work-related drama she had been dealing with. "Now, what were y'all talking about?"
Call in Your Mark
"Merwyn said what?" Sarah asked when Adam told her the story. "That is the most condescending, infantilizing thing I e'er heard." She managed to say this with a lilt in her voice and a sparkle in her eye.
Adam was at a loss for words. How could he begin to explain the depth of his respect and admiration for Merwyn, who was teaching him everything at that place was to know well-nigh the result-planning business concern—and who constantly sang Adam'southward praises and promoted his career?
Adam looked at Kaleeb, who signaled with a nod that he understood completely: Sarah just didn't get it nigh mentors and protégés.
"I remember when yous introduced me to him," Sarah said, "and he told me all virtually how you're like a son to him, apathetic apathetic blah."
"Sarah, please," Kaleeb said. "Talk about something else. I'k getting Adam another drink."
"At that place'south null wrong with beingness treated like a son," Adam said.
"No, of class non—as long as he recognizes when you're all grown up." She put a hand on his arm. "Adam, we dear you lot. We want the best for you. But you take to exist more aggressive. Be articulate about who you are. Virtually what you desire. Merwyn may be condescending, but he's a skilful guy. That's why you like him. He'due south fair and square. He'south a fair dealer. He may be the fairest human in the land!" That radiant smile again. "You can use his fairness to your advantage."
Adam gently separated himself from her. "I don't desire to take advantage of him. I don't want to take reward of anyone."
"Mind to me," she said. "Who discovered that sorry old chain of roach hotels and saw what information technology was really worth—you or him? Who did all the due diligence nearly the health violations and the labor issues and the back taxes—you or him?"
"OK, OK."
"Who beginning said that SES should buy the concatenation? Who wouldn't take no for an answer when Merwyn hemmed and hawed? Who went out and constitute partners to share the gamble? Who did the deal, nailed information technology down, made information technology work? You!"
"And so what?" Adam asked impatiently.
"He owes y'all—that's what." There was a flash of anger in her eyes. "In my world, when you lot owe, you pay. And my world is no different from Merwyn's. He knows he owes y'all."
"I'm not going to pressure him," Adam said.
"Why not? He's expecting information technology. Believe me. Adam, you lot tin can't keep letting the game come to you."
"He doesn't retrieve I'm gear up to exist the CEO," Adam said. "I'm too immature. I've got this past—"
"You make it sound like yous served time, for cripes' sake. You did nothing wrong. You got manhandled by trailer trash. A admirer rises above such things."
Kaleeb had returned; he handed Adam a fresh beverage and rolled his eyes at his wife. She threw her arms up in mock capitulation. "OK, aye, Merwyn will be annoyed if you call in your marker. If that's all that matters to yous, don't ask him. Merely proceed this in mind: If he's such an impeccably upright guy, a true straight shooter, and you practice ask him—if you actually make the case that you built this bargain yourself, so he owes yous large time—he'll say aye."
She took the drink from Adam, sipped information technology, and put it dorsum into his hand. "Only retrieve on that," she said.
Don't Say It
The post-obit twenty-four hour period seemed strangely hushed to Adam, equally though someone had turned downwards the principal volume. Everything looked staged—the window washers on the scaffolding in front end of the bank, the man sitting stiffly on the park bench. It was the same way at headquarters. No one seemed to be really doing whatsoever work—everybody appeared to be pantomiming. Adam exchanged a quick glance with Merwyn'due south assistant and was wordlessly shown into the CEO suite.
Now everything was existent over again. The volume came back up. Merwyn looked at Adam warily. "You've got something yous want to say?"
"I only wanted to review that bargain with you—the hotel bargain. How it came virtually."
Merwyn closed his eyes. "I know where you're going with this," he said. "I'thou not surprised." He continued slowly and deliberately. "I'm fully enlightened that if information technology weren't for you, the new venture wouldn't be. And I remember we're going to brand a lot of money on those hotels. So in a sense I'm indebted to y'all—perchance more securely indebted than cash could ever compensate you for. Yous might even say that out of gratitude I should grant yous any wish you have—such equally making you CEO of the new company."
Merwyn looked squarely at Adam. "Yeah, I will grant you whatsoever wish. But permit me merely say what I know for a fact: You are a perfect number two—brilliant, farsighted, empathetic. Only that doesn't mean the CEO chore is a skillful fit for you. The more I see you in activity and recollect about your history, the more I'g convinced that door shouldn't be open to yous."
He added, "So that's why I accept one wish. Do you want to know what it is?"
Adam nodded, feeling numb.
"My wish right at present is that you will non ask me to grant yous the wish you're thinking of."
There was a long silence as they stared at each other. Merwyn was the first to speak. "So?" he asked, arching an eyebrow.
Should Adam enquire Merwyn to make him CEO of the new venture?
The Experts Reply
Marshall Goldsmith is a leading executive educator and coach. His 30 books include What Got Yous Here Won't Get You There and Mojo.
No, Adam shouldn't enquire for the CEO chore. Only before I explain why, allow me address three of import issues in this case.
The first is whether Adam wants to get the CEO job or wants to exist the CEO. In that location'south a difference. Does he want the championship so that he tin can have more status, or would he notice the office meaningful and fulfilling? Being a CEO is a tough chore. Yous have to brand hard decisions. Yous take to watch what you say in every meeting. If Adam is mainly after the title and the status, he won't exist successful. He may not be able to tell whether he really wants the task until he gets more experience as a line manager. Simply for argument's sake, permit's assume he does desire to be the CEO.
That brings united states of america to the 2d consequence: Is he suited for the job? He probably does have some weaknesses. He may not be decisive, for example. And he has failed once. So what? I've seen over and over again in my career every bit an executive jitney that near all leaders tin can change their behavior, and the ones who are intellectually and technically qualified tin be adult to become great CEOs.
Merely that's not the terminate of the story. This case report is not simply near Adam. It's likewise about Merwyn. The third key upshot is whether Merwyn would requite Adam a fair run a risk in a leadership role. I don't recall he would. Even if he allowed Adam to take the CEO job, I doubt that he would permit Adam succeed.
That's considering Merwyn has decided that Adam is a poor leader. He is non trying to coach or aid him—he believes that Adam is a hopeless instance. If the boss writes yous off, you are unremarkably done. At best, your odds of success are dramatically lowered. Believing that Adam lacks the wherewithal to be a CEO, Merwyn would be looking for signs of failure on his part—and we all tend to discover what nosotros are looking for. That's why I would advise Adam not to enquire for the job.
Instead, he should proceed to piece of work difficult in his current role at SES. Information technology's a tough job market place out there—he shouldn't cut off his nose to spite his confront by leaving precipitately. But he also shouldn't experience whatever obligation to stay with SES over the long term. He has made enough of money for the company, and his time to come success will always be express there. He needs to find a new place where he won't have the baggage that he carries at SES. He could starting time by investigating Thousand&A functions in large organizations—places where he'd have an opportunity to move into a line manager role. That way he could see whether he likes being a boss, and he could improve his leadership skills.
We all stereotype people to some extent. We have a tendency to put people in boxes—to say, "That'south but the way they are." But some managers take information technology to an extreme, refusing to see that employees tin change and that shortcomings aren't the issue of incurable genetic defects. Unless an employee has "fast runway" written all over him, these managers withhold challenging roles and useful feedback.
If y'all've got a director similar that, your choices are limited. You can try to get him or her to take a broader view of your potential—an uphill boxing if e'er there was ane—or you can movement on and look for a dominate who will give you a real chance to succeed.
Merwyn has decided that Adam is a poor leader. If the boss writes yous off, you lot are normally done.
Richard C. Kessler is the president and CEO of the Kessler Collection, a group of 10 bazaar hotels in the southern and western U.S. He is a former president and chairman of Days Inns of America.
Adam should ignore Kaleeb's advice to play it prophylactic and follow Sarah'southward recommendation to press for the job of CEO.
In the early 1970s I was in a somewhat similar situation. Having looked at a lot of corporate jobs and realized I wouldn't be happy in a big visitor, I became the right-hand man for Cecil B. Mean solar day, who started Days Inns. Just I was never the typical number two. Cecil hated getting involved in operations, then I always had a lot of responsibility. It was the perfect position—I'm not a proficient follower, and autonomy is very important to me. When he asked me to get the CEO of Days Inns of America, in 1975, it was a natural transition for me. Although Adam is much more of a number ii guy than I was, I think he could do the job he's looking for. He's obviously smart, he has integrity, he's fired up about the new hotel concatenation, and he has some leadership skill. As for whether he's tough enough, that's oftentimes overemphasized in business organisation. The toughest managers aren't e'er the all-time leaders, and people who announced to lack a hard edge may turn out to have the qualities you really need in a CEO.
In fact, y'all never know what kind of leader a person can be until you put him in a position of responsibility and say-so. I hear military officers talk about this. You lot don't know who will be the hero when things get hairy. People who claim to be assuming and fearless ofttimes don't come through in the moment of truth. I've seen information technology happen in the Kessler Collection: People with the background and résumés to be winners could not pull it off. So someone who was perceived as weak became the hero.
Adam seems like the kind of person who would ascent to the occasion. He'southward loyal and "present." To me, that means he shows up wherever and whenever he's needed. And he's not selfish. The all-time businesspeople I've known are the antithesis of selfish. They're people you similar to exist around.
But in that location'southward another reason Adam should push button for the CEO job: The do good to Merwyn. Merwyn obviously cares a lot about Adam; he actually likes him, and he wants the best for him. His feelings for Adam are making him overprotective, merely the new hotel concatenation could be a large win for both of them. When the concatenation has go a huge success under Adam'south leadership, Merwyn will say that allowing Adam to find fulfillment equally a leader was one of his biggest accomplishments. So if Adam refrains from pressing his advantage, he volition be shortchanging Merwyn likewise as himself.
I'm not saying that he should be pushy and irritating. He should inquire in a dainty fashion, and he should acknowledge Merwyn's misgivings. He should propose that Merwyn go chairman of the new venture and that someone who's highly experienced in the hotel business be put on the board. He should say, in effect, "I know I've got a lot to acquire, so let's go this right." Then I would bet on Adam to succeed.
If Adam refrains from pressing his reward, he volition be shortchanging Merwyn as well as himself.
A version of this article appeared in the December 2011 upshot of Harvard Business organization Review.
Source: https://hbr.org/2011/12/can-nice-guys-finish-first
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