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Running the Gauntlet by Jim Eber, Jeffrey W. Hayzlett

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Chapter 6Change the mood, change the culture, then move on to people and processes. Remember: you can’t be cool and look like Elmer Fudd!

I was riding the subway in New York City one afternoon when a sixtysomething gentleman sat down across from me. At first glance, he looked successful—nice tie, jacket, and slacks; a distinguished head of white hair. But then I began to process the details. Everything about this guy read success … 10 or 20 years ago. Today his look read “better days behind me.” His shirt and tie may have been expensive when he bought them, but now they were frayed and spotted. His pants and jacket were worn, if not threadbare, in places. He needed a haircut and a more careful shave.

Did I know this man? It doesn’t matter. I ...

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