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The Hardball Mind-Set

Live at the Rock Face. You — not just your assistants or vice presidents or salespeople — have to truly understand your customers and your marketplace.

Don’t Know. Having the courage to admit ignorance or asking the simplest of questions — “Why?” or “Who are our customers?” — can lead to winning insights.

Build a Truth-Telling Network. Hardball doesn’t mean managing down. It means building a team of people who aren’t afraid of the truth, even if the truth hurts.FCS