First Break All the RulesWhen asked to list the most important factors for considering a job number one and two was having the right tools and the information to do the job well. Income was down the list a bit. The best selling book – First Break All the Rules – does a great job highlighting this reality.

Knowing your key strategic indicators – the things that you need to measure to determine you are on the right track to meeting your business objectives – and then routinely sharing and updating this information with your team is a terribly empowering practice. If you want buy in from your staff, make sure they know what the game is and how they can win it.

From a marketing standpoint, make sure they know where revenue comes from, profit comes from, leads come from. Make sure they can spot your ideal customer, recite your core marketing messages and play a part in crafting your advertising and pr initiatives. You don’t have to pull every employee in on every decision, but you will find tremendous benefits from holding monthly or quarterly “key indicators” training with your entire team.

A game gets really boring is you don’t know how to win!

If you really want to take this whole information sharing thought to the next level check out the Great Game of Business and the Gathering of Games. This is Jack Stack’s Open Book Management Conference. Here’s a short interview I did with Jack at the Inc 500 Awards.

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John Jantsch

John Jantsch is a marketing consultant, speaker and author of Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine and the founder of the Duct Tape Marketing Consultant Network.
  • Hi John,

    Thanks for the book recommendations. I will be sure to check it out. I am also ordering your book as well and looking forward to reading it.

  • Sam

    Hi John,

    Thanks for the book tip. Just wanted to ask, this may be silly, but the book was written in 1999. That seems like a long time ago but are the ideas in this book are still highly relevant?

    It sure sounds like it would be and I don’t imagine you would recommend it otherwise, but just wanted your take on it.

    I guess what I’m saying is, did it lead to any worthwhile books on the same topic that might be based on more recent research?



  • Sam,

    Although the book was written a few years back, the info is still relevant. Actually timeless…

  • John Jantsch


    I agree with Matt’s take – the ideas in this book are timeless. I suspect that the big change is in how people go to work, many more virtual and at home workers for companies, but what people want and need to succeed will never change.

  • John Jantsch

    Thanks Jacob – I hope you take the book’s suggestions and turn them into action.

  • Looks to be a great read. I’ll check it out. New to your blog. Looks great and I look forward to much more valuable recommendations and posts in the future!

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  • Sam

    Thanks John and Matt.

    My earlier question about the relevance of this book being 9 years old has been completely dispelled. The book is fantastic. One of the most useful books about Management I’ve ever read.

    Only wish I read it 2 years ago! However, I’m anticipating this book put into action, will improve my management techniques so much.