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Breakthrough! by Steve LANCE, Paul KURNIT

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4

Build the Sale

PAUL HAD A client at Procter & Gamble (P&G) who rewarded risk taking. He believed risk taking could be activated at all levels of the organization, at any level of a person’s career. He was as disciplined and dedicated to the operating principles of P&G success as anyone else in the organization. But he rewarded the risk takers each year with what he called the Turtle Award. The plaque depicted a turtle on top of a roaring fire, with its head sticking out. It was humorous and treacherous. Stick your head out and get incinerated in the inferno or set fire to a brilliant idea. He encouraged his youngest charges with the opportunity for winning the award. And he made it very clear that the system was big enough, the checks and balances ...

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