Why i Dont Hire Briliant Men

7/29/2019 Why i Dont Hire Briliant Men

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SITTINGinmyofficelastweek,facingthemanwhomIhadjustfired,Ithoughtofthecontrastbetweenthatinterviewandourfirstone,nearlytwoyearsago!Thenhedidalmostallthetalking,whileIlistenedwitheagerinterest.LastweekitwasIwhotalked,whilehesulkedlikeapetulantchild.

"Yourcontracthassixteenmonthstorun,"Isaid."Mypropositionisthatwecancelitatonce,andthatIhandyouthischeckfortenthousanddollars."

Withashowofbravadohewavedthecheckaside.Hewouldholdmetotheletterofthecontractifitwerethelastthingheeverdid.

Itoldhimhehadthatprivilege,butIwassurehewouldseethefutilityofexercisingit.

"Letmereviewthesituationforamoment,"Icontinued:"YoucametousasgeneralsalesmanageronJanuary1st,1922,atasalaryoftwenty-fivethousanddollars.Itwasbyfarthelargestsalarywehadeverpaidinanyexecutiveposition;butyourrecordseemedtojustifyit.

"Thelettersyoubroughtspokeinthehighesttermsofyoursalesgenius.Theonlyquestionwhichtheydidnotanswertomysatisfactionwaswhycompanieswhichhadvaluedyousohighlyshouldeverhaveallowedyoutogetaway!WhenIvoicedthis,youstatedthattheymerelyhadbeenoutbidbytheircompetitors--andIacceptedyourstatement.Itwasn'tuntilyouhadbeenhereayearthatIlearn

edthetruth.Youareaquickstarter,butapoorfinisher--nofinisheratall,infact."

"Whotoldyouthat?"hedemanded.

"Nobodyneededtotellme.Ifounditoutfromyoureffectonourownorganization."

"Organization!"hesneered."Youhaven'tgotanorganization."

"Soyouhaveremarkedtomefrequently,"Ianswered;"andyoumayberight.Ourfolkshavemostlygrownupinourownbusiness;theyknowcomparativelylittleofthewayinwhichthingsaredoneinotherlines.That'swhatwewantedyouto

teachus,andyouwereverysurethatyoucould...Wewereallreceptive."

"Yes,youwere!"heexclaimedscornfully."YourfolkswerejealousfromthedayIarrived.Theysatbackanddaredmetoshowresults.Itoldyouthatsixmonthsago."

"Irememberyoudid,"Ireplied,"andmyanswerisjustwhatitwasthen.Youclaimtobeabrilliantsalesman,andyetyoufailedinthefirstessential.Youneversoldyourselftothepeoplewithwhomandthroughwhomyouhadtowork.Yousaytheywerejealous,butamanofyourintelligenceoughttoknowthattheanswertojealousyismodesty,hardwork--andresults.Thewouldhavejumpedonyourbandwagonfastenoughifyouhadmadethemseetheadvantageofit.Butafterwaitingaroundforthebandwagontostart,theyconcludedthatitwasn'tgo

ingtostart,anditneverhas.

"Youbroughtyourownassistants,andwepaidthemhighsalaries,"Iwenton."Youmovedourofficesawayfromtheplantandtooktheseexpensivequartersinthecenteroftown.Youweregivenasalesandadvertisingbudgetmorethantwiceaslargeasanywehaveeverhadbefore.EveryrequestyoumadeIgrantedaswhole-heartedlyasIknewhow,becauseIbelievedthatyourfreshideaswerewhatthisbusinessneeded.Buttwentymonthshavepassed,andthesalessimplyhavenotgrown.


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"That'sthestubbornfactwhichcan'tbeblinked;andnowit'scometoapointwhereImustchoosebetweenyouandmygoodoldwheelhorseswho,inspiteoftheirmediocrity,havesomehowmanagedtobuildaveryprofitablebusiness.

"Youcanstayhereuntilyourcontractexpires,butyouwillhavenofurtherresponsibilities.Thenewswillgetaroundthatyouaremerelyhangingon;andwhentheendcomesyouwillstepout,discredited,tolookforanotherjob.Oryoucanleavenowwithtenthousanddollars,whichistheadditionalpenaltyIamwillingtopayformymistakeinjudgment.Ifyougointheproperspirit,youarestillyoungenoughtoprofitbyyourfailure."

HEMADEalittlefurthershowofprotest,buthetookthecheck.

Iwonderwhatold-linecompanywillnextbedazzledbyhissalestalk;andwhatIoughttosaywhenthepresidentwritestoaskmewhywewerewillingtolethimgo.IfItelltheentiretruthitmayendhisbusinesscareer.Andthereisalwaysthehopethat,nexttime,hemayentermodestlyuponhisopportunityandproducerealresults.Forhehasthetalent;thereisnodoubtaboutthat.Heisundeniablyaverybrilliantman.

WhenIwasasmallboymyfatherboughtmetwopairsofshoes;oneattwoandone-halfdollarsandtheotheratfivedollars.

"Myson,"hesaid,"Iwantyoutowearthesetwopairsofshoesonalternatedays,andwatchthemcarefully.LateronIwillaskyoutotellmeaboutthem."

WithoutunderstandingatallwhathehadinmindIworethetwo-and-one-half-dollarpaironMonday,thefive-dollarpaironTuesday,andcontinuedtogivethemequalserviceforaboutsixmonths.AttheendofthatperiodIreportedthatthecheapershoeswerewornout.

"Howabouttheotherpair?"heasked.

"Heretheyare,"Ianswered;"I'vehadthemhalf-soledandtheyareasgoodasnew."

Henoddedhishead,asifhehadexpectedthisinformation.

"Iboughtthoseshoesforaspecialpurpose,"hetoldme;"andIwantthemtobealifelonglessontoyou.Therearejusttwogradesofcommoditiesintheworld:thebest--andtheothers.Myexperienceisthatitpaystobuythebest;andwhatappliestothingsappliesequallytomen.Pickoutthebestmenforemployers;andwhenyougetalonginlifepickoutthebestmenforemployees.nevermindwhatthepricemarkmaybe;thequestionis,whatservicewilltheydeliver,andhowlongwilltheywear?"

INEVERforgotthathomelyincident;butnotuntilyearslaterdidIunderstanditsfullsignificance.Thefive-dollarshoehasalotmorewearinitbecauset

herewasalotmoreworkinit.Evenfinematerial,carelesslyputtogether,willnotmakeafineshoe;butifmaterialwhichisofjustaveragequalityisfashionedwithspecialcareandattention,itwillresultinaquitesuperiorarticle.

Whatmyfatherwastryingtoteachmewasthis:GodAlmighty,infashioninghismostusefulmen,oftenworksslowlywithquitecommonstuff.NowandthenHeturnsoutaquickjobofsuperfinematerials--ageniuswhoreallydeliversthegoods.ButmostofHisbettergradelineisordinaryineverythingexcepttheextraeffort,anddoggeddetermination,whichhavegivenitafinertextureandfini


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sh.

Thisknowledge,asIsay,camemuchlater.WhenIsetoutinlife,itwaswiththeideathatifIcouldattachmyselftoexceptionalmen,andexceptionalmentome,myadvancementwouldbeassured.

Inmysophomoreyearincollegemyfatherdied.Oneofhisinsurancepoliciesoftwentythousanddollarswaspaidtome;thebalanceofhisestatewenttomymother.ItwouldhavebeenfarwiserifIhadcompletedmycollegecourse;butIwasambitioustomakeanimmediaterecord.

Asithappened,Ihadcomeundertheinfluenceofthefirstofmycostlycollectionofbrilliantmen.IwillcallhimCarroll.HewasfiveyearsolderthanIwasandamemberofmycollegefraternity.ButhehaddroppedoutattheendofhisfreshmanyearandwassupposedtobemakingagreatrecordwithawholesalegroceryhouseinNewYork.Weundergraduatesweredazzledbythesplendorofhisvisits.Heworefineclothes,smokedthebestcigars,andtalkedwiththeassuranceofasuccessfulmanoftheworld.

Onenight,followingtheinitiationceremoniesatthefraternityhouse,hedrewmeintoacornerandaskedmeaboutmyplans.Ihadnoplan,Ianswered,excepttofinishmycourseandtotakethebestjobthatcamealong.

"You'lljustbewastingtwoyears,"hesaiddecidedly."You'vegoteverythingth

atcollegecangiveyou,exceptadiploma.Lookatme.I'mjustasmuchacollegemanasthoughIhadhungaroundherefouryears;andcomparedwithmyclassmatesI'vegotathree-yearsstartinbusiness.I'vebeenwatchingyoueversinceyouentered,andIthinkyouhavethestuff.

"I'llmakeyouaproposition,"hewentonconfidentially."Thebigfutureinthegrocerybusinessisinchainstores."(Inwhichhewasright,ashassubsequentlybeenproved.)"Iknowthebusiness;youhavetwentythousanddollars.Iknowacitywherewecanbuytwogoodlittlestoresforthatamountincash,andpayoffthebalanceoutoftheprofits.Whenwegetthosetwogoingright,we'llbuyanother,andanother,untilwehaveabigchain.It'sasure-firefortune.Youthinkitoverforafewdays,andifyouwanttohookupwithme,letmeknow."

Iwasflatteredbyhisinterest,soIthoughtitover.Thatis,Iindulgedinwhatyoungmenfrequentlymistakeforthought.Inimagination,Isawmynameoverthedoorandmyselfinafineglassofficelookingoutandwatchingclerkstakinginmoney.Ihad,inanticipation,thethrillofbuyingonestoreafteranotherandgoingfromtowntotownontoursofinspection.Itickledmyfancywiththeideaofcomingbacktocollegeandlettingtheboysconsultmeasanexperiencedmanofaffairs.Andhavingfinishedthisprocessof"thinking"IwiredCarrollthatIwasreadytojoinhim.

WEBOUGHTourtwostores;therewasnotroubleaboutthat.Wehungoutthesignswhichmyimaginationhadpictured,washedthewindows,rearrangedthegoods,paintedthedeliverywagonsabrightredandworkedlikeTrojans.Wemadeprogres

s--quiteencouragingprogress.Oneofthefinetraitsinhumannatureisthedesirewhichalmosteverydecentmanhastohelpyoungmendowell.Thesecondmonthwebrokeeven.Thethirdmonthwebegantoshowasmallprofit.

Everythingmighthavegonewellforusifithadn'tbeenforCarroll'sbrilliance.Hewalkedintotheofficeonenightandsatdownwithanairofimmensesatisfaction.

"We'reonourway,Jimmy!"heexclaimed."I'vejustbeenovertoBoonevilleandgotanoptiononthebeststorethere."


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"Howarewegoingtofinanceit?"Igasped."We'reshortofworkingcapitalasitis,andIdon'tseehowwecanspreadoutourtimeanythinner."

"LeavethattoyourUncleDudley,"hecried,withawaveofhishand."I'vebeenovertothebank,andthey'rewillingtotakeachanceonus.Itwillbeatightsqueezeforafewmonths;butwe'llmakeit.Andasforspreadingourselvestoothin,don'tyouevermakethemistakeoftyingyourselfdowntothisdesk.Nobodygetsanywherebydoingalltheworkhimself.We'lltakeFerguson"(referringtooneofourclerks)"andmakehimmanagerhere,whilewestepovertoBoonevilleandbreathethebreathoflifeintothatdearoldtown."

Hisenthusiasmwascontagious.Wesatuphalfthenightfiguringandplanning,andbyoneo'clockwehadalreadymovedon,inimagination,fromBoonevilletothetwoadjoiningtowns.IfYouThinkStraight,YouCanSpeakStraight

"ONEofthefivethingsIfindoutbeforeIemployaman,"saystheauthorofthisarticle,"iswhetherhecantalkandwriteeffectively.Thismayseemastrangerequirement,butithasbeenaveryusefulone.Ifwecouldunscrewthetopofmen'sheadsandlookin,manyofourproblemswouldbeeliminated,forwecouldseewhatsortofthinkinggoesonthere.

"Lackingthatprivilegehowever,wehavetojudgebywhatcomesoutofthemindthroughthetongueandfingers.Ifyouwriteandspeakneatlyandaccurately,it

isbecauseyourthinkingisorderly;ifyourexpressionisforceful,thethoughtbackofitmustbeforceful.Butifyoublunderforwords,punctuateincorrectly,spellincorrectly,andexpressyourselfclumsily,I'msuretobelieveyoumindisclutteredandill-disciplined.

"Thecontinualuseofslangexpressionsisanevidenceofmentallaziness,andIwillnothireamanwhodependsuponslangtoexpresshismeaning.Itisasubstituteforexactthinking."

Foranothersixmonthsthesunseemedtobeshininginatallourwindows.Weputonmoredeliverywagons,tookanoptiononmorestores,laidinlinesofgoodswhichhadneverbeencarriedbefore,andreveledinthejoysofbigbusiness.

Thenthethinghappenedwhichwasinevitable;wecamesmashupagainstinventorytimeandfoundthatwehadbeeninsolventforweekswithoutknowingit.Plentyofmoneywaspassingthroughourhands;butnotenoughstuck.

Wemadeanassignment,turnedovereverycentwehadintheworldandtrailedsadlybacktoNewYork,whereIfoundajobasaclerkforoneofthejobbersfromwhomwehadboughtgoods.

Carroll,crushedtoearth,rosebrilliantlyagain.Iheardofhimnextasoneofthepromotersofanewprocessfortreatingrubber.Itlastedafewmonths,andexploded.Variousenterprisesfollowed,andmylatestinformationabouthimisthatheispracticingtheprofessionof"IndustrialManagement."IshouldthinkitmightbeagoodprofessionforCarroll.Heisabademployerforhimself,but

hecouldputalotofgingerintosomebodyelse'sbusiness,iftheothermanknewthetrickofhandlingandproperlydiscountingbrilliantmen.

Well,Iwenttoworkbehindahighdeskcopyingorders.AfterawhileIwasgivenachancetosell;andtenyearslater,attheageofthirty-five,Iwasgeneralsalesmanager.Atthistimetheownerofthebusinessdiedandwassucceededbyhisson,amanaboutmyownage.IwillcallhimAdams.HeannouncedimmediatelythatIwastobevicepresidentandgeneralmanager,andmadeaprivatearrangementwithmebywhichIwasabletopurchasesomeofthestock.


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"Idon'twanttobetieddownbydetails,"heexplained."Youknowthatendofthings.Iwanttobefreetoworkonbigdealsandthinkoutplansforthefutureofthebusiness.Fatherwasadarnedgoodmaninhisday,buthegotprettyconservativetowardtheend.YouandItogetherwilldobigthings."

IOUGHTtohavebeenwarned;forwhilethevoicewasthevoiceofmynewboss,thewordswerethewordsofmyoldpartner,Carroll.Indeed,thetwomenwerecuriouslyalike--bothhandsome,magneticchapswithafacilityformakingquickfriendships.

Iwasstillyounginexperience,however,andIenteredintothenewarrangementwhole-heartedly.Butdisillusionmentcameswiftly.OurprincipalcustomerwalkedintotheofficeoneafternoonandaskedforMr.Adams.

"Hehasn'tbeenintoday,"Isaid."Hemaycomelater."

"Maycome,"repeatedthebigfellowwithunpleasantemphasis."Hehadadefiniteappointmentwithme,andI'vetraveledahundredmilestokeepit."

IliedasnimblyasIcould:Mr.Adamshadbeencalledawayunexpectedly,Isaid.Hetoldmeabouttheappointmentandwouldmakeeveryefforttogetback.Probablyhewouldcomewithinthenexthalf-hour.

Butthecustomerrefusedtobemollified.HewaitedinAdams'sofficeforexactlythirtyminutes;thenhestalkedout.

Atfive-thirtythateveningAdamsburstinandbegantounfoldsomenewandsplendidplan.Itwasdramatic--astrokeofgenius.Butfortwomeninourcircumstancesitwasimpossible.WhenhehadfinishedIpouredthebadnewsoftheBigCustomer'scalloverhimlikeabucketofcoldwater.Atonce,allhisenthusiasmdiedout;hewassocontritethatIcouldn'tpossiblybeangrywithhim.

"That'sarottenshame,"heexclaimed."Iforgotallaboutit.I'llwritetheoldbearaletterandlaymyselfhumblyinthedust."

Andwritealetterhedid--amasterpiece--withdelicatereferencetotheBig

Customer'syearsofdealingswithhisfather,andaprofoundapology.Betterthanthat,hetookatrainandarrivedintheCustomer'sofficeahalf-houraftertheletter,comingbackwiththebestorderwehadevershippedout.

Hewasbrilliant,therewasnodenyingit,andsolovablethatIvaluehisfriendshipto-daymorethanthatofalmostanyothermanintheworld.ButIcouldn'tstandhiminthebusiness;Idecidedthatwithinthefirstyear,andwehadashowdown.

"Oneofusshouldgo,"Isaidinthecourseofthehardestinterviewofmylife."EitherI'llsellmyinterest,oryousellmeyours."

"Idon'tseewhy,"heanswered;andhehadthelookofafavoritepuppywhohas

beenscolded."Ithoughtyoulikedme."

"Likeisn'tastrongenoughword,"Isaid."Iloveyou,andyou'rebrilliant.ButI'macommonplaceplodder,andsoareallouremployees.Moreover,thisisaploddingkindofbusiness,wherethemoneyismadebypinchingpennies.You'reaboutasmuchathomeinitasJ.P.Morganwouldberunningabarbershop.

"Youconceiveabigidea,getthewholeorganizationontiptoestocarryitout,andthenyouloseinterestandgooffonanewtangent.Youthinkeverybodyelse'smindoughttofunctionasswiftlyasyourown,soyouarealternatelyoveren


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thusiasticandover-depressed.Onedayyoucarrysomepoordevilupintoahighmountainandmakehimthinkhehasachancetobecomegeneralmanager.Thenextdayyoublowhimupfornotdoingsomethingwhichyouthinkyoutoldhim,butwhichyouactuallyforgot.Youarealwaysliving,inimagination,aboutsixjumpsahead.

WITHAdamsoutofourbusiness,itgraduallysettleddown.Thatisaterriblephrase,Iknow,butitdescribesoursituation.Wenolongerhadthebrilliantemotionalmomentswhichhehadinspired;wedidn'tattemptanyverydaringexploits;butattheendofeveryyearwehadmoremoneyinthebankthanwehadwhileheranthings.

Afterthat,Ineverhiredabrilliantmanfromoneofourcompetitors,norlistenedtothesiren-tonesof"experts"whopromisedtodoubleourvolume--untilIencounteredthetwenty-five-thousand-dollarbeautyIhavementionedatthestartofthisstory.EveryyearIpickedupahalf-dozenliveyoungfellowswhoseemedtohaveacapacityforhardwork,andshovedtheminatthebottomofthepile,lettingthemmaketheirwayuptothebetterairandsunlightatthetop--iftheyhaditinthemtodoit.

ForatimeItriedpickingtheseyoungstersoutofthecolleges.Butmyexperiencewithcollegemenwasnotfortunate.IfIselectedgoodstudents,Ifoundtoooftenthattheirleadershiphadbeenwonbydoingverywellwhattheirteachers

hadlaidoutforthem.Theyhaddevelopedafinecapacityfortakingorders,butnotmuchinitiative.IfIhiredathletes,toomanyofthemseemedtofeelthattheirlifeworkwasdone;thattheworldowedthemalivinginexchangeforwhattheyhadachievedforthegrandoldschool.Also,thereisnotmuchsocialdistinctioninthegrocerybusiness.Youngladies--andtheirmothers--aremuchmorethrilledbybondsthanbybutterandeggs.

SoItookmostofmyrawmaterialfromourdeliverywagons,orotherplacesrightathand.Outofthishard-muscled,hard-headedstuffIhavebuiltabusinessthathasmademerichaccordingtothestandardsofourlocality,andhasbuiltmodestfortunesforatleasttwentyothermen.Moreimportantthanthat,ithasstoodforcleandealingandafaithfuladherencetothebestbusinessethics.Evenourhottestcompetitors,Ithink,arewillingtograntusthat.

READINGbackoverwhatIhavewrittenIamquiteconsciousthatitisanindictmentofmyself,aswellasofthebrilliantmenwithwhomIhavebeenassociated.Anyreadermightfairlysay,"Hewastoomediocretoappreciateanythingbetterthanmediocrity."

Thatcriticismmaybejustifiable,forIammediocre.ButthepointIhaveinmindisthis:Businessandlifearebuiltuponsuccessfulmediocrity;andvictorycomestocompanies,notthroughtheemploymentofbrilliantmen,butthroughknowinghowtogetthemostoutofordinaryfolks.

Iwastalkingnotlongagowiththepresidentofoneofthebiginsurancecompan

ies.

"Thereisnotasinglebrilliantmaninourorganization,"hesaid."Iamnotbrilliantmyself.Iamjustanaveragechapwhostartedinpeddlingpolicies,and--knowingmyownlimitations--feltthatImustputinacoupleofhours'extraworkeverydayinordertoholdmyownagainstmycompetitors."

Inoneofourlargestcitiesisanewspaperwhichissaidtoearnnearlyamilliondollarsayear.Itwasonthevergeofbankruptcywhenthepresentownerpurchasedit.Hehasmadeitpracticallyadailynecessitytothebusinessmenofhi


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scity--complete,accurate,dependable.

Onedayaverytalentedjournalistjoinedthestaffinapositionofconsiderableresponsibility.Hehadbeeneditorofasmallernewspapernotedforthebrightnessofitsstyle;andinthefirsteditorialcounselhevolunteeredasuggestion.

"Youhavemadeamarveloussuccessofthisproperty,"hesaidtotheproprietor."Nobodywouldthinkofsuggestinganychangeinthenewspolicies.Butwon'tyouletmehiretwoorthreereallybrillianteditorialwriterswhomIhaveinmind?Evenyoumustadmitthatthereisroomforimprovementonyoureditorialpage."

"What'sthematterwiththeeditorialpage?"theproprietordemanded.

"Why,it'sso--socommonplace."

Theproprietorwassilentforamoment.Thenhesaid:

"Mydearsir,theaveragebusinessmaniscommonplace."

Thereisagreatdealofencouragementtomeinthatstatement,andIfindthesamesortofencouragementinreadingbiography.Whohavebeenthedoersofimportantdeeds?...Geniuses?...Yes,someofthem.Butnotamajority,byany

means.

NomancontributedmoretothewinningoftheWorldWarthanLordKitchener,whowasoneofthedullestboysthateverenteredaschool.Allstudieswerehardforhim,withoneexception:hewasremarkablygoodinarithmetic.Capitalizingthatonepointofstrength,helearnedtohandlemeninlargenumbersandtomakeaccurateestimatesofthestrengthofhisownforcesandthoseopposedtohim.Whenbrilliantmenweretalkingaboutasix-monthswar,hebluntlyprophesiedathree-yearswar,andforcedtheAlliestoprepareforit.

CharlesDarwin,whorevolutionizedscientificthought,wassounpromisingasaboythathisfatherpredictedhewouldbeadisgracetothefamily.JamesRussellLowellwassuspendedbyHarvardfor"continuedneglectofhiscollegeduties."

Neitherofthemshowedanyyouthfulbrilliance;theymaturedgraduallyintoeminencebytheslowprocessofdiligenteffort.

SIRISSACNEWTONsatonenightatdinnerbesideaveryattractiveandvolubleyounglady.

"MydearSirIsaac,"sheexclaimed,"howdidyoueverhappentodiscoverthelawofgravitation?"

"Byconstantlythinkingaboutit,madam,"her"dearSirIsaac"muttered.

Inthatbluntanswerliesthesubstanceofmyexperience,andwhatIbelieveto

betherealsecretofbusinessachievement.

SosureamIofthesoundnessofthisphilosophythatIhavefiveverysimplerulesforhiringmen,whicharetheoutgrowthofit!Hashegoodhealth?Somemonthsagoanewspapercollectedfromahundredyoungmenalistofthequalificationstheywouldseekinthegirlstheyhopedtomarry.Thelistdifferedwidely,asmaybeimagined.ButatthetopofalmosteveryonewaswrittentheassetwhichIputfirstinmen--goodhealth.Withoutitthebestmanintheworldislikelytobecomepessimisticinhisoutlook,andtobreakwhenheisneededmost.Withit,evenmediocritycanforceitselfbyunusual


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effortintosomethingfineanduseful.Generallyspeaking,Iwouldratherhaveamanwhowasbornfrail,andhasovercomehisfrailtybycarefulliving,thantakeonewhosenaturalstrengthhasneverknownitslimits.Theathlete,likethegenius,frequentlydisappoints;whilethemanwhohashadtofightforhishealthknowshowtovalueandpreserveit.Hashesavedsomemoney?Idon'tcarehowmuch,orhowlittle,buthemusthavesavedsomething.Attimes,thisdemandmayseemharsh.Amanwillsay,"Ihavehadparentstolookafter,"or"Ihavehadbadluckwithaninvestment,"or,"Itrustedafriendwhofailedme."ToallsuchexcusesIamsympathetic,butIdonotrelent.Ianswer,"Thatistoobad,butthinkwhatitmeans.Youhavelivedtwenty-fiveorthirtyyearswithoutmakingaprofitonyourlife;howcanIexpectthatyouwillbeaprofit-makerforme?"Doeshetalkandwriteeffectively?Thismayseemastrangerequirement,butithasbeenaveryusefulone.Ifwecouldunscrewthetopofmen'sheadsandlookin,manyofourproblemswouldbeeliminated,forwecouldseewhatsortofthinkinggoesonthere.Lackingthatprivilegehowever,wehavetojudgebywhatcomesoutofthemindthroughthetongueandfingers.Ifamanwritesandspeaks"neatly"itisbecausehisthinkingisorderly;ifhisexpressionisforceful,thethoughtbackofitmustbeforceful.Butifheblundersforwords,andusesphraseswhichexpresshismeaningclumsily,Ibelievehismindisclutteredandill-disciplined.Doeshefinishwhathestarts?Geniusesalmostneverdo.IlookverycriticallyintolittlethingsrespectingthemenIhire;thedetailsoftheirdress,theirhandwriting,theirrecordoftyingupajobandleavingnolooseends.Thebigge

stmenofmyacquaintanceinbusinessare"detailmen"toanamazingdegree.Oftenthepresidentofacompanyistheonlymaninitwhoknowsthelittlethingsabouteverydepartment.Finally,ofcourse,Ilookforcourage.GeneralGrantwasaratherslow-wittedman,andafailureinmiddlelife.ButhewontheCivilWar;andtheprincipleonwhichheproceededwasthattheenemywasprobablyjustasmuchscaredashewas.Napoleon'smottowas"Whenindoubt,attack."Iliketothrowsomethingratherhardatayoungman,andseehowsquarelyhemeetsit.Forwithcourageandthehabitofgoingforwardhecantravelalongway.Hewillpassmanymenmorebrilliantthanheis.Theiractivemindscanalwaysseetwosidestoeveryquestion;andtheystandstillwhilethedebategoesoninside.

THESEarequitesimplerules.Theyeliminatethegeniusquiteassurelyasthey

eliminatetheunfit.NoEdisoncouldeverqualify;noLincoln,either,withhissoiledlinendusterandhishabitofinterruptingimportantbusinesswithfunnystories.Iamsorrytoforegothecompanionshipofsuchmeninmyratherdingybuildinghereinthewholesalegrocerydistrict.ButIcomfortmyselfwiththethoughtthatCromwellbuiltthefinestarmyinEuropeoutofdullbutenthusiasticyeomen;andthatthegreatestorganizationinhumanhistorywastwelvehumblemen,pickedupalongtheshoresofaninlandlake.

Why i Dont Hire Briliant Men

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