Be consistent: they will start to squeeze you out. You need to develop not weaknesses, but strengths

School of Yuri Okunev

Hello friends. Yuri Okunev with you.

Today about the book

Batyrev Maxim: 45 manager tattoos. The rules of the Russian leader.

Main idea: I share the principles of people management that have been worked out.
Key points: 45 principles. See the list below.
How to apply: as a checklist to test the skills of a manager at home or employees. It is possible and as an interesting reading for the evening.

Will I reread: no, you can use a list of principles.

Is there material in the training card index or in the doubling list: list of principles, portrait of the head of department.

Impressions: the most positive. Easy to read. All examples from personal experience the author. Impressions like after a good conversation with an intelligent person.

Bonuses: by sending a letter to the address indicated in the book, you can get from Maxim his list: top 20 business books and a list of 45 films about business.

List of principles:

First, learn to play by the rules, then come up with your own;
Read, comprehend. Train the main muscle;
Letting go of the wrong strategies is a sign of strength;
What is obvious to you is not obvious to others;
Look for the strong, the weak will stick themselves;
Anyone can be forgiven for a mistake (under certain circumstances;
Don't do the work for your subordinates;
Don't negotiate with terrorists;
Clients are our everything;
And even in a pub, you are a manager!
Don't work with mentally disabled people;
Call things by their proper names;
Do what you preach;
The flock copies the leader;
Good should be rewarded and evil punished. Is always;
Teach - heal - wet;
You need to develop not the weak, but strengths;
The strong only respect strength;
Only like-minded people strengthen the team;
Do not discuss your decisions with subordinates;
Recognizing the specificity of death is similar;
Praise people;
Don't count on human gratitude;
The team is created only by common work;
The manager must be extreme;
Time is more important than ideality;
Protect the interests of your manager;
People will do when it is easier to do than not to do;
Growing people is your main goal;
Any idea you have can be questioned;
FIG analyst during the crisis;
There is no justice;
First we fight the consequences, then the causes;
Everyone is responsible for themselves;
Business coaching is evil;
Be consistent: they will start to squeeze you
Don't trust the people of dreams, trust the people of the goal;
Any ambiguity is interpreted as worse for you;
Any words you say can become a challenge;
A single conceptual apparatus improves controllability;
Discipline is the mother of victory;
Change the weak to the strong;
Do more than is necessary;
Do not be afraid when you are alone. Be afraid when you are zero;
Always remember: one day you will be fired.

Maxim Batyrev

45 manager tattoos. Russian leader's rules

All rights reserved. No part of the electronic version of this book can be reproduced in any form or by any means, including posting on the Internet and in corporate networks, for private and public use without written permission from the copyright holder.

Legal support of the publishing house is provided by law firm Vegas Lex.

Resolution: study, outline, comprehend, apply!

You need to read this book. Thoughtfully. Leisurely. If you are a leader or want to become one. If you are successful and if not very successful. Why? It was written by a PROFESSIONAL. The person who systematized and described his WAY. To success. Attention: not luck. To success.

You may be asking: what is success? And add: well, you know, this is such a complex concept ... Of course. You're right. But there is one sign that takes into account all the nuances. Successful person when asked are you happy, answers: Yes... He does not say: well ... happiness ... you know ... it is different for everyone ...

This is a book about management. There are millions of management books. But this book was written by a professional. And he described in it the rules, the effectiveness and significance of which he tested on himself. And so he has the right to share with you.

You may ask: what are the guarantees? None. For there is no technology that will allow you not to use your head. That is why I put such a resolution in the headline.

Management rules from Maxim Batyrev (he is known by the nickname Combat) are specific, practical, effective and well-grounded. They are based on the principles of effective management. Therefore, if you start using them, you will see: the work of your subordinates becomes more meaningful, responsible and effective.

Will these rules be easy to apply? Perhaps not. And it won't work out all at once. Because using any new skill requires changing your habits. But it is our current habits that prevent us from being in the desired point of the world. So…

However, there is another way. For example, sit under the tree and wait for Santa Claus. Or buy "pills of happiness", especially since there are a lot of sellers.

Is it enough to learn these rules to become an effective leader? No. There is no sufficient knowledge in management. The leader goes the way of the warrior... And he knows that the pinnacle of mastery is unattainable, but every day is given to us to get one step closer to it. And the master is not the one who reached the heights, but the one who is always on the way. Therefore, Maxim Batyrev is a master. And its rules deserve attention.

Perhaps some of the rules will scare the fine-minded and quivering leaders, who are eager to turn their structures into a flock of happy fluttering moths, joyfully and inspiringly working under the guidance of a wise and kind boss. And they regularly bring him buckets of nectar. If you are a bit like the described type, then this book is not worth reading for you. To avoid, as they say. Since there is not a word in it about any kind of "corporate values" with which many are trying to "feed" their companies in the hope of a result. I have read a lot of such documents. They all resemble a bad Bible translation. And none of them work. Which is quite surprising to the authors.

So, Maxim's rules work. If you will apply them, and not limit yourself to reading the text.

No part of this book may be reproduced in any form whatsoever without the written permission of the copyright holders.

* * *

Dedicated to my main teachers Valery Vladimirovich and Tatyana Vitalievna BATYREV

I ask you to consider any resemblance to real people an accident.

During the writing of the book, not a single person and not a single animal was hurt.

Resolution: study, outline, comprehend, apply!

You may ask: what are the guarantees? None. For there is no technology that will allow you not to use your head. That is why I put such a resolution in the headline.

However, there is another way. For example, sit under the tree and wait for Santa Claus. Or buy "pills of happiness", especially since there are a lot of sellers.

So, Maxim's rules work. If you will apply them, and not limit yourself to reading the text.

Do I agree with Maxim Kombat Batyrev in everything? No. Some questions I propose to solve in a different way. But for Maxim - the result, so his methodology must be studied. And as the great Confucius taught us, "... there are different ways to achieve a result."

In 2013, I celebrated the 20th anniversary of my work in the profession. I have trained many leaders. But when my technology is approved by the bosses - masters such as Maxim are a separate pleasure and a special pride.

Alexander Fridman,
consultant and business coach in the field of professional personnel exploitation

From the author

- Boomerang was invented in Australia. What would have happened if it had been invented in Russia?

- Why do we need a boomerang? We have a rake!

Joke from KVN

They say that everyone wants to write a book. At the same time, there are a thousand reasons why this should be done “later”. The last time, a couple of years ago, I came up with this reason: I do not have enough convincing arguments for managers (as I call executives, not salespeople) to buy this book.

Becoming a winner in all-Russian competitions « Commercial Director of the Year 2012 ”(conducted by Salecraft),“ Manager of the Year 2012 ”(organized by the International Academy of Management and the Moscow Government) and entering the TOP-1000 best managers of the country according to the Kommersant Publishing House, I found such arguments. For example: Chto Do Consult, of which I am one of the directors, has become the undisputed leader in its industry for the fifth year in a row.

We have not always been leaders, and I have not always been a director. Consultant for strategic management organizations Tigran Harutyunyan says that my success is not a classic case for world practice: I managed to achieve it in just eleven years, without connections, kickbacks, European education, but with a thousand mistakes, a hundred falls and serious tests such as four hours of sleep a day in for several years.

Why would a top manager write a book? Not to a consultant who will sell his name and services thanks to her, and not to a business owner who will thus promote his company? Top manager - why?

For example, because we have practically no domestic books that hired managers write for hired managers. At the same time, we have several orders of magnitude more hired managers than owners and consultants.

This is the first thing.

Secondly, this book is because you need to be able to be grateful. Those people from whom you learn both good and bad. Teachers, managers, employees and loved ones.

Everything that is described here took place within one organization - in the company "What to do Consult", which turns 20 in 2013. The book shows our organization from the inside - with all the difficulties, problems, internal cuisine. Sometimes it happens: you read about a cool company, and it rolls a lump to your throat, it becomes disgusting from pretense and falsehood. Everything is true here. Here is about fate with its twists and turns and about how we went straight together.

I tried very hard to read it easily, as I hate cautionary stories like “how to become a successful / billionaire in 24 hours” or books of ready-made management recipes. After all, even if you absolutely accurately reproduce all the technologies and methods from such books, they will not work in the absence of a solid foundation on which your company and your division are built. And the foundation is, first of all, the principles by which you do business. In this book, I call the principles tattoos, since they were forever imprinted on me after various events that took place in my life. From a blow to the jaw to waterfalls of women's tears. These are my rakes, these are my bumps, these are mine tattoo... My manager Olga Firsovna Samokhina says that in this book I bare my managerial heart to the reader and that not everyone can decide to take such a step.

The title of each chapter is tattoo, left for a long memory by the lessons that the fate of the manager taught me and other sharp turns of life. They will never disappear from my memory, like real tattoos - from the body, and they always accompany me.

My main goal is to explain why you have to do business in exactly the way described here if you want to be successful. Behind each new chapter lie meaningful actions, someone's pain, anguish, joys, successful and unsuccessful experiences, ups and downs, layoffs and leadership, and most importantly - the desired result.

And further. I know that this book will be read by people who have a dissenting opinion about anything. There are enough of them everywhere. So, if you have a desire to criticize me, to argue with me, then you do not need to do this. This is my experience, this is my life, this is my path, and I think they are correct. I have no claims to be an expert or the ultimate truth, and I do not impose my opinion on you. But I know for sure: any person is always in one of only two states - protection or learning. Reading this book, you can learn, but you can swear.

I'm finishing. Before you start looking at my tattoos, I will remember one of my favorite sayings. This was said by Leonardo da Vinci.

All people are divided into three types:

Those who see

Those who see when they are shown

Those who do not see.

I wish you to see always and everywhere!

1. First, learn to play by the rules, then come up with your own

Workers should wear light clothing and footwear to dance evenings. Dancing in work and sportswear is prohibited.

Dancing in a distorted form is prohibited.

The dancer must perform the dance correctly, clearly and equally well with both the right and left foot.

A woman has the right to politely express her displeasure at the man's failure to comply with the prescribed distance of three centimeters and demand an explanation in a courteous manner.

Smoking and laughing should be done in designated areas.

Rules of conduct for dance evenings, USSR, 1974

In some not very memorable book on business (I apologize in advance to the author), I read a particularly memorable example on the topic of how wonderful it is to break established rules. Since I don't remember the author and the source, I will convey the meaning of what I read close to the text:

Breaking the rules is great! Only those who break the rules can truly pursue outstanding results... Let's take a look at my statement using the example of Hollywood. It has long been known that Hollywood has a formula for success that generates hundreds of millions of dollars at the box office. This formula consists of three components:

1) the film should not run for more than two hours;

2) the film must have a happy ending;

3) the main character must stay alive in the end.

And then James Cameron appeared on the stage with "Titanic" - a film that changed the entire film industry! He broke every possible rule!

1) the film runs for almost 3.5 hours;

2) in the end, almost all the characters die, including ...

3) ... the main character.

As you know, this film was the first in history to gross more than a billion dollars at the box office around the world and still continues to hold the first position in the ratings!

Learn from James Cameron! He didn't follow the rules and won!

When I read this, I was angry.

Guys, what are you doing ?! But what about Terminator, Aliens, True Lies?

All these films, thanks to which Cameron became famous, hits that broke box-office records, were shot according to the rules of Hollywood! Is not it so?

I am not just annoyed, but enraged by a trend that has been traced over the past few years and clogs the brains of the younger generation: “You don’t need to study! Bill Gates and Steve Jobs had no education and they became billionaires! Universities and schools do not give anything! "

And nothing that they plowed like the damned for twenty hours a day? It's okay that they were geniuses, that such people can be counted on one hand. one hands - and there are several billion of us on the planet?

The new-fashioned wave - the “Business Youth” community asserts: “Don't work for your uncle! Open your companies, guys! Here is a sixteen-year-old girl Olya from Syktyvkar started cleaning windows - and now she earns 40,000 rubles every month! "

And what will become of Olya in five years ?! She won't learn anything! She will wash windows all her life!

But what about the development of the mind, whipping up your own imagination, the formation of personal beliefs based on basic knowledge? ..

Sometimes it reminds me of a strange kind of genocide - intellectual. Sometimes it's even scary what will happen to those who are now fourteen or fifteen, in ten years.

I am deeply convinced that in any society one must first learn to play by the rules, and I constantly repeat this to my employees who are looking for “magic buttons” for success.

And the boxing section taught me this, which I got into at the age of fourteen.

... Back in 1995, after another series of "Rocky", I decided that it was time to become a boxer.

When I rode the first time on a bus to a neighboring city for the first boxing lesson, I imagined, as in reality, the ring, the title of the absolute world champion, thousands of fans, hands stretching the champion's belt over his head, the unhappy face of my opponent, and beautiful women lining up for an autograph.

Mom and dad, after much persuasion, found money for real men's sports, and even bought me new sneakers. I went into the gym, saw a group of senior comrades boxing in the ring (in a real ring!), A dozen punching bags, stern male faces with flat noses and a hefty trainer. Everything was like in a movie.

“Hey newbie! Let's get in line! " - shouted to me.

There were twenty-five of us. I expected that they would give us punching bags and begin to teach us how to hit correctly, but we were forced to run around the ring. Sixty circles.

Then the coach said that we are free and can go home.

Of course, I was discouraged by this development of events, but I thought it was a test of strength, and came next time. We were forced to run sixty laps and another ten to crouch. And we were not taught to beat the villains again.

The third time it was the same as the second, and the fourth it was the same as the third, plus 10 laps running, but only backwards.

I was indignant and annoyed. How so? Where is my championship belt ?! Where is the staging of blows to the jaw? Where is the instruction on how to insert the mouthguard correctly and spit it into the bucket that the assistant coach is holding next to you ?!

After the fifth time, I broke down and went to the coach.

- Something I do not understand, is there a section of runners around the ring or a real men's club?

- We are developing a breathing apparatus. Before you can be taught anything, boys, you need to learn how to breathe.

- I can breathe, let’s teach me how to box!

- Wait, everything should be in order.

- I want gloves and a sparring partner. Teach me to fight, not run!

The coach smiled, called the squat boy, whispered something in his ear and said that in the next lesson he would spar with me.

Before the fight, I reviewed Rocky again, setting myself up for the main battle in life, kneading my fists, crunching my knuckles, twisting my head, jumping up like a real boxer, imagining how I would one day stand on a pedestal and shed a tear to the anthem of Russia ...

And here it is, this moment! The coach, grinning slightly, put on gloves for me, laced up my helmet and put a real mouth guard in my mouth. I was not used to it, but I knew that every real boxer went through this. Ring, give me a ring!

Twenty-four pairs of eyes out nursery group followed me with envious glances. My opponent looks calm, he is not wearing a helmet - that means you have to hit in the jaw right away!

I run up to him, swinging like an ancient Russian hero in an open field. Hit. Oh, there is no rival, he is already jumping from behind and smiling. Ah well! Will you run from me? On you!

... Again he is not.

In general, this went on for about five minutes, after which I felt a slight dizziness and wild thirst. I couldn't breathe in this fucking helmet, my gloves were heavy, and my legs were generally leaden. As you can imagine, none of my blows reached the target.

And then out of nowhere my opponent appears in front of me and hits me with his right hand, which for some reason looks terribly like a reinforced concrete beam. Although the sympathetic comrades watching me told me that he only kicked me lightly, I did not think so. At the moment I fell into the ring, I thought that a freight train had run over me.

This was my last fight and a good lesson for those guys who supported me at first and didn't want to either. just run around the ring. After that, they suddenly changed their minds and ran their marathon with great joy.

Since then, I have a tattoo on my jaw "First learn to play by the rules, then invent your own."

The boxer did not come out of me, but I remembered the lesson for the rest of my life. Wherever I went since then, I learned to play by the rules of the system, trying to understand the nature of those rules and the motives behind them.

It's the same in business. In life too. You cannot earn a million at once if you have not learned how to earn a ruble. You cannot become a director if you have not led the department. You cannot attract many clients if you have not learned to understand what drives them. Etc.

You should always learn to play by the rules and not look for magic buttons.

Even if James Cameron personally tells you how to break the rules, you are unlikely to get "Avatar".

And the likelihood that you Steve Jobs, is 1: 7,021,836,029.

2. Read, comprehend. Train the main muscle

How to develop your imagination if you are fed ready-made images all the time?

Doublethink means knowingly believing in a lie, knowing that it is a lie!

Examples from everyday life: “I have to be beautiful to be happy”, “I need surgery to become beautiful”, “I must be thin, famous, fashionable” ...

Young men are taught that girls are whores, females, things. They can be beaten, humiliated ... This is a marketing holocaust!

Round the clock, all our life, the powers that be dull us! Therefore, in order to protect ourselves from the penetration of this stupidity into our thinking, we must learn to read!

We must spur our own imaginations, develop our minds, defend our beliefs, believe in them! We must be able to do this in order to preserve and preserve our own personality.

"Teacher for the change". Teacher's monologue in front of students

They say that collecting is not normal. I am very insane in many ways. You can even say that I am a fetishist. And one of my strongest addictions is books.

All my adult life I have been reading. Unambiguously thanks to the parents, for which I am very grateful to them.

I remember how in the first grade those comrades were amazed who tested us under the hourglass for speed reading: the paragraphs that had to be read in a minute, I finished by the middle of the deadline.

The fifth grade in the city library ended with the children's literature that I had not read. I had to switch to "adult" books.

My parents signed me up to four or five periodicals, which I swallowed the same day they were dropped into the mailbox.

I remember when I was studying at a military school, the surprise of my fellow students. I was the only cadet subscribing newspapers, and I swallowed books one by one. In senior years, we were given as much as 1,200 rubles of scholarships, and we had to go to Moscow, to publishing houses, because it turned out cheaper. Extremely pleased with myself, I brought back stacks of books and happily nailed another shelf to the wall of a small room in the dormitory. My roommate was, alas, not happy.

But when I got a job, I had no desire to read professional literature. I tried honestly, and nothing worked: I perceived the advice of the authors of business literature as an attempt to teach me how to live. Me! A twenty-two-year-old, "adult" man with "colossal life experience", some unfamiliar uncles and aunts are trying to teach how to live! Fuck they!

My first boss, NA, was very active in insisting that I read a business book on negotiation. I remember very well that it was a book by Asya Barysheva, a well-known business sales coach. I had to force myself, because the pressure of the leader turned out to be stronger than the reluctance to learn from strangers.

Looking ahead, I will say: ten years later, by the time her third book, Adult Sales, was published, Asya was already a good friend of mine. She devoted an entire chapter to the work of the unit I lead.

Chips, tools and tricks I worked from that book, my first sales started, and, of course, I began to swallow professional literature without chewing. My library grew exponentially, and books on business turned into a drug.

According to my own assessment, most of these or those of my personal achievements are associated with what I have read, and with the subsequent reflection, which quickly turns into action.

Nevertheless, very, very many people did not understand why I spend 1,000–3,000–5,000, and sometimes even 10,000 rubles a month on books. They literally twisted my finger at my temple and said that I was crazy. Yes, I really was. But people who did not read always stayed somewhere behind, in place, continuing to twist their finger. And those who read, grew up with me by leaps and bounds. And I was very glad that I managed to hook on this drug several dozen people.

Do you know what is the most interesting? Many, starting to read, say: "What a fool I was that I did not start earlier!"

And I admit it honestly: books are investments that return.

All the money spent was returned in a couple of months ...

Once Igor Mann held a seminar in our company. He said that he reads everywhere and now in his piggy bank about six hundred books on business. Then I fired up and decided to break his record. I read the 600th when I was a little over thirty years old.

The books were tightening. Need to learn how to conduct trainings? I studied the works of clever people and extracted something of my own from ten books. Need to learn how to interview? I bought publications for journalists and turned knowledge into skills. Study the issue of leadership? Staff recruitment? Delegation? Motivation? Copywriting? Blogging? Dozens of volumes, thousands of pages on each issue!

Once a photo of my bookcase, posted on the Mann, Ivanov and Ferber Facebook page, won a bookcase competition, for which I was presented with a couple of books signed by the authors.

At work, the wardrobe with sagging shelves did not look very attractive, and we created the library of our company from these books - let the employees read and develop.

Nevertheless, not everyone was able to infect by personal example. Quite a few people didn't want to read. Until now, I sometimes hear strange phrases like: “What can I read there? Life will teach me "... Or: “For our Russian business, all these American models never fit ".

I still believe that people who do not even try to start reading have just come up with a steel alibi, which they use to cover up their own weakness and laziness.

Although there are other, special people. They just read. I met one of these comrades a few years ago and for a long time could not understand why books pass through him like water through a sieve. It turned out that this person reads business literature like an ordinary book. And he does not comprehend the information received at all. Doesn't even reflect on what he read. I read it and that's it.

I could not even imagine that people can read differently from me. But when I met this man - and he, you know, just raised his intellectual level and turned into a good theorist - then I got a tattoo: "READ AND CONSTRUCT WHAT HAS BEEN READ!"

It was this reading that helped me. If I had not applied ideas and chips from someone else's successful business experience, I would give up on the third book and stop reading. I would have convinced myself, like others, that “there is no point,” and quit.

But even this is not the most important thing.

A complex text will come now, but I ask you to strain. What is written next is very serious.

Communicating with many people, I came to the conclusion that the level of intelligence and creativity is in direct proportion to the quality and quantity of stimuli that our brain receives. Like any muscle, any muscle develops through exertion. The more and more often we use our creative "muscle", or, more simply, the brain, the stronger it will become. In short, the brain needs to be trained.

It's probably no secret to anyone that no living system (human body, collective, country, tree, cauliflower) can remain in a neutral state. It either degrades or develops. No other is given. It can develop exclusively from exposure external factors, or incentives. If there is no incentive, the system begins to degrade. At the same time, incentives can also be destructive if they are of poor quality. A poor-quality stimulus for the human brain can be, for example, "Dom-2" on TNT, or for the stomach - semi-finished products with the addition of an infinite amount of carcinogens.

Lack of incentives leads to the death of the system. This is the essence of evolution: everything that does not find application in us, nature simply takes back. Some fish living in the depths of the ocean do not have eyes. The reason is that these fish do not use their eyesight, and everything that is not used gradually atrophies. And vice versa: everything that we use and constantly train is filled with strength.

This means that what more people reads books about sales, communications, management, marketing (yes, about anything!), the more often he comes up with new ideas for business, for personal efficiency.

And therefore, every day such people are getting better at the essence, in the meanings, in the logic of what they are passionate about. And this, in turn, happens because the brain responds to the stimuli we give it.

In short, a brilliant idea just can't come to mind.

Now about the quality of incentives.

Recently in Chief Time magazine I read a short story about academician Natalya Petrovna Bekhtereva. This is the scientific director of the Institute of the Human Brain of the Russian Academy of Sciences.

The essence of the article was as follows. SCIENTIFICALLY ESTABLISHED what happens in the brain under a variety of influences.

When a person starts to do something new, the whole brain first turns on, which begins to work actively. Gradually, its various areas begin to turn off, and only those necessary for the current operating activities... Therefore, if a person has been engaged in "stereotypical" activities all his life - for example, he stands behind a conveyor belt and does not read anything new, but free time plays dominoes, then only two parts of the brain are involved: one is responsible for the conveyor, and the other for the dominoes.

So now the most important thing. The rest of the brain atrophied.

And at 40, this person will never be able to learn foreign language... This part of the brain, underloaded with stimuli, got used to not working over the years - and stopped working.

Here is an excerpt from an article about Natalia Bekhtereva: “When I worked with patients with memory difficulties and asked them:“ Do you read a lot? ” - "Yes, all the newspapers." And then all the newspapers we had were almost the same, and I answered: “If you don’t read something else, then I don’t envy your old age”. You need to practice at least a variety of reading. "

If you want you to have strong arms, you need to pump the muscles in your arms.

If you want to have strong legs, you have to run and squat.

If you want to think quickly, make decisions quickly and make discoveries, you need to pump the most important muscle in the body - our precious brain.

Reading professional literature, you begin to understand the concepts and meaning of doing business. And you get stronger.

About the rules of communication with colleagues and the principles of achieving success in a career. Every chapter Maxim Batyrev calls tattoos, which in the form of real scars on the body left a mark on his life.

Tattoos are a set of rules, principles and life experience of the author. As a sales manager, Maxim passed the stages career ladder and rose to a managerial position. In the book, the head of the company tells how to act in certain situations and what effect tattoos have had on him. They manifest themselves in joy, pain, luck, experience, rise and fall, dismissal, leadership and relate not only to the management of subordinates, but also teach meaningful actions in business. The author claims: if a person remembers about tattoos, he will be able to avoid unpleasant situations and achieve the desired result.

Maxim Batyrev (Combat) - a well-known manager in Russia and a member of the board of the firm "Chto Delat Consult". According to the publishing house "Kommersant", Batyrev is included in the Top 100 best Russian managers, and the International Academy of Management and Volny economic society Russia recognized him as "Manager 2012". In 2014, his book “45 tattoos of a manager” became a bestseller and won the e-letter 2014 literary award in the category “Business Book of the Year”.

Who is the 45 Manager Tattoos book for?

For ordinary employees who seek to better understand their leaders;
For those who are planning to become a manager or are already one;
For everyone who wants to be successful professionally.

What are the benefits of 45 Manager Tattoos?

The control rules from the Combat are practical and effective. They will help you make meaningful decisions, manage your employees, and be accountable for your employees. Will the proposed rules be easy to use? Most likely no. Not everything works out right away. Any business requires patience and work on your habits. The difference is that some learn from mistakes, while others reject them.

After reading the book "45 manager tattoos" you will learn:

that weak personalities stick on their own, and you need to look for strong companions;
that the “customer is always right” rule brings success for the company;
who the author calls moral invalids and how they interfere in life and business;
how to assemble a team of like-minded people;
why subordinates should not know about decisions made by management;
that justice does not exist and how to deal with it;
that coaching is detrimental to business;
how to create your own rules of the game and make competitors bend under them;
how to overcome fear of dismissal.

The book of 45 manager tattoos is divided into 45 chapters. The title of each chapter is a tattoo left over from a life lesson learned. Is it enough to learn these rules to become an effective leader? No. Rules work if you apply them rather than just reading the text.

Maxim Batyrev - About the author

Maxim Batyrev - a well-known Russian manager, winner of the "Commercial Director of the Year" and "Manager of the Year" awards, author of the bestseller "45 Manager Tattoos".

Maxim's career is a prime example of brilliant vertical growth. Passed the way from an ordinary specialist to a top manager of a large Russian company... The publishing house "Kommersant" included Maxim in the TOP-1000 of the best managers in Russia.

Manager tattoos

Tattoo 1. First, learn to play by the rules, then come up with your own
The author is convinced that one should always learn to play by the rules and not look for “magic buttons” for success. You cannot earn a million at once if you have not learned how to earn a ruble. You cannot become a director if you have not led a department. Boxing taught him this.

As a fourteen-year-old boy and inspired by the movie "Rocky", he dreamed of fame as a boxer, but in training he had to run around the ring, developing a breathing apparatus. Once he objected to the coach and got into sparring with an experienced partner, he quickly fizzled out and remembered for the rest of his life that first you need to understand the nature of the rules and the motives for which they were adopted, and only then come up with your own.

Tattoo 2. Read, comprehend. Train the main muscle
According to Maxim Batyrev, most of his personal achievements are associated with the books he read and the subsequent reflection, which quickly turns into action. He is convinced that books are investments that return. If you want strong arms, swing the muscles in your arms. If you want strong legs, run and squat. If you want to think quickly, make decisions quickly and make discoveries, you need to pump the most important muscle in the body - the brain.

Tattoo 3. Abandoning the wrong strategies is a manifestation of strength
There is an opinion that deviating from the outlined strategies is a weak position. The author fundamentally disagrees with this. You need to be able to change strategy, turn off the path, look for other patterns of behavior, try something new, sometimes step back if you cannot achieve what you want in the usual way. Changing strategies, including abandoning a previously chosen one, can lead to great results.

To abandon the wrong strategy is to show common sense, take control of the situation, put on the brakes in time and win in the long run.

Tattoo 4. What is obvious to you is not obvious to others
This tattoo appeared on the very first day of Maxim's work at the What to Do Consult company and later became Rule No. 1 of his management style. Before that, he had not worked for a day in a commercial organization, but then he had to immediately get involved in the work process, about which he did not have any the slightest clue... Go to negotiations with a client, fill out a report, issue an invoice, send it by fax ... He was ashamed to ask clarifying questions, but his intuition let him down at that moment. The first working day almost became the last.
The rule "What is obvious to you is not obvious to others" he considers important for the leader of any link.

Tattoo 5. Look for the strong, the weak will stick themselves
Thousands of people will walk around you and complain about life. They want you to help them solve their problems or give them moral support. Better yet, you become like-minded people. It's hard to do, and easy to complain.
Maxim tells a story about two colleagues: the first was constantly whining about how bad everything was, and when the boss threatened them with dismissal, if there were no sales by the end of the month, he immediately gave up. Maxim turned for help to another colleague, a successful sales manager, and he so charged him with vitality, positive energy and success that Maxim brought the client on the last day probationary period... And he stayed to work in the company for many years.
The author is convinced that meetings with the strong must be sought, they must be sought, one should be equal to them and take an example. The weak will find you on their own.

Tattoo 6. Everyone can be forgiven for a mistake (under certain circumstances)
Probably, every person has cases for which one is truly ashamed. The author also had such a case. During the negotiations, competitors offered a potential client a big discount. Maxim could offer similar conditions only by violating strict internal rules. Yielding to the temptation and pressure of his leader, he did it and signed the agreement. But six months later, the head of the company became aware of this deal and other similar ones, committed by Batyrev's colleagues. Everyone was fired. Except for Maxim. He was the only one who believed that he himself had made a mistake, did not blame others and was ready to do everything to correct this mistake. Since that moment, Maxim Batyrev has been protecting the interests of business for many years, fanatically monitors compliance with the very rules and regulations and makes every employee "from the cradle" know and follow these standards.

Tattoo 7. Don't do work for subordinates
Performing work for subordinates is a classic mistake of all managers who “grew up from the bottom.” The main recommendation: find the “golden mean” by being able to abandon previous experience. At the same time, do not confuse it, it can come in handy at any moment.

Tattoo 8. Don't negotiate with terrorists
Any employee who threatens you in any way can be considered a terrorist in business. Special lovers of such threats are units or personnel with unique functionality.

Tattoo 9. Customers are our everything
Any business depends on customers, but not everyone remembers this. The company in which the author worked for many years is super client-oriented. And this is a great merit of her general director, Pavel Mikhailovich Gorislavtsev. If the question is urgent and concerns the client, then you can interrupt any conversation, meeting, and even a meeting of the company's board.

Tattoo 10. And even in a pub you are a manager!
The behavior of a manager in a drinking establishment is a broad topic. Key point: the manager must organize the work and leisure of his employees, if he is around. Starting with the control of the joint payment of the bill and ending with the organization of delivery of all participants to their homes at the end of the evening. The author highlights the main points.

- When everyone pays for himself - this is normal. Payment disciplines people and makes them more careful about the choice of food and drinks. The solution is simple: place the first order for everyone and pay the total bill immediately. Then everyone can order anything in addition to themselves.
- No conversations like "Until six I am your boss, and now I am a drinking companion and friend." You are the commander. And the reputation you have built over the years can be ruined in one evening. As long as your employees are around, you work.
- There are two types of bosses: those who are respected by the relatives of employees, and those who are hated. If you want to get into the second category, then be sure to have a booze on payday.
And one more thing: never enter into salary negotiations, career growth and other similar issues at public festivities. Say that you are ready to return to the question tomorrow. 80% of employees do not come the next day.

Tattoo 11. Do not work with moral invalids
One of the most important tattoos of the author - never work with people if they themselves do not consciously want to change and believe in themselves.

Tattoo 12. Call a spade a spade
Many managers are afraid to tell an employee that they are performing poorly. And when it comes to dismissal, they throw a bag of reproaches on the employee's head. This is the wrong approach. People should clearly understand what the leader wants from them and what the leader is not satisfied with. It is important to give feedback: to praise when there is a reason, and not to be silent when the results are unsatisfactory. This creates a certain coordinate system. It is clear what is good and what is bad. And with a coordinate system, it's always easier to work.
Such conversations are not easy, and there is always a risk that a person will be offended, but will be transformed literally the next day. Remember the importance of calling a spade a spade, it helps you make the right decisions.

Tattoo 13. Do What You Preach
All talk about double standards begins with the fact that the leader himself does not follow the rules that he requires employees to follow. And this is not just ugly, but truly destructive. You can't force employees to read books if you don't even open them yourself. You cannot force an employee to comply with the dress code if you yourself wear jeans. You cannot force an employee to come on time if you yourself are late for work. The boss is always judged. Words should not be at odds with deeds, otherwise you will be considered a weak leader or worse, a liar.

Tattoo 14. The flock copies the leader
Don't expect it to be otherwise. We are talking about the so-called indirect education, expressed in micro-emotions, energy, attitude to tasks. Employees, based on your emotions and reactions, are able to identify important and unimportant things for you. And what is important to you is important to them, because you are their leader. You give them the standard of correct behavior, the standard of morality, the standard of willpower, the standard of beliefs.
The leader always changes the culture and trends in his unit, because the pack copies the leader. If you want to understand what kind of manager you are, look at the employees who have been working with you for more than six months.

Tattoo 15. Good should be rewarded and evil punished. Is always
The author considers this principle to be one of the most important in the work of a manager. Employees test the manager for strength on a daily basis. Any violation you deliberately unnoticed is the first sign that "all windows will be broken" soon.

Tattoo 16. Teach - heal - wet
“Teach - heal - soak” in essence - the stages of work with each employee to complete any task. By and large, all leaders are divided into three types: each prefers a certain action. Maxim suggests using the tattoo in stages:

- Learn. As smart as your employee may seem, it is vital for you to make sure that he understands the task the way it needs to be. Remember tattoo # 4? What is obvious to you is not obvious to others.
- Treat. This stage begins if the rules are agreed upon, the employee understands the task correctly, but still does not complete it. How many times to treat? Suppose the first time is an accident, the second is a coincidence. But the third is a pattern. Warn on the second case of "treatment" that it is the last. And then something unpleasant will happen.
- Get wet. Punish an employee. It can be anything, as long as the subordinate experienced personal suffering and it never occurred to him not to complete the task. This stage, in fact, is the only one where your power is needed. In all other cases, it is better not to use it, but to negotiate normally with people.

Always act exclusively in this order, and everything in your managerial life will be great!

Tattoo 17. You need to develop not weaknesses, but strengths
When an example is before your eyes successful person, having achieved the career heights of which you only dream so far, there is a great risk of starting to copy some traits, doing it literally. But the fact that one is his chip, the other is not his strongest side. Often this behavior looks unnatural and looks like a clownery. Instead, focus on your strengths and focus on developing them. What to do with weaknesses? The author advises to minimize losses (not to get into situations where you can expose your shortcomings).

Tattoo 18. The strong only respect strength.
Do not work with the strong at all or become stronger than them. There is no third. In an undeclared power war, negotiation often fails. And then it is necessary to demonstrate strength, to rebuff the unmanageable employee and put him in his place. Be adamant and draw a clear line between what you should be doing and what you will not tolerate under any circumstances. Your employee can do what he wants and where he wants, but not with you. Here you are the leader, and if opinions differ, he will have to take your side. Not ready - let him leave right now.

Tattoo 19. Only like-minded people strengthen the team
The author is convinced that a team of people with the same views on business, results, approaches to work, and most importantly - on common goals is many times stronger and more productive. When working with people who have a different opinion, you will constantly expend energy to overcome resistance. Even if there is only one such person, he will slow down the whole team. Work with like-minded people! It's more effective this way. Checked!

Tattoo 20. Do not discuss your decisions with subordinates.
One of the worst sins of a leader is trying to discuss with his subordinates decision... Don't be tempted. You may not find support for a fresh idea from the team, but the job is already done. This does not add credibility to the leader.

Tattoo 21. Recognition of the specificity of death is like
Do you have a "specific" business? Do you work in a “specific” department? Forget about it. The client absolutely always wants the best quality for less money. Both the VIP client and the smallest one. Even if he has nothing to compare with, he still wants cheaper than you offer. Each of the clients also wants guarantees and instant solutions to their issues. And the specificity has nothing to do with it.
Recognition of the specifics is akin to surrender: you will always have an excuse and the temptation to shift the blame for any of your failures to some special circumstance that others do not have. From his own experience, Maxim Batyrev was convinced that only those departments and companies in which the stereotype of “specificity” were eliminated are selected from bad results.

Tattoo 22. Praise people
Praise is building a coordinate system. The employee will focus on what they are being praised for, whether you like it or not. The main thing is to praise people only for what you yourself think is right. And do this until the employees themselves learn to praise themselves for the things that you think are right. This rule works not only in business, but in any new situation where you learn new things. Everyone wants to do what they are praised for, and try less to do what they are catastrophically unable to do. Plus, praise is a totally free tool to motivate people. Use it!

Tattoo 23. Do not count on human gratitude
One of the principles of Maxim Batyrev is to return goodness, good deeds and investments that they invest to people. He helps his managers who spend resources on him, parents who put a lot of effort into him, subordinates who achieve results not only for themselves, but also for the company. He spends time, effort, energy, but does not expect gratitude, "does good and throws it into the water."

Tattoo 24. The team is created only by common work
Teambuildings and corporate events, according to the author, are not particularly effective in building an effective team. Distributing paints and brushes to all employees and painting a two-hundred-meter fence together is much more effective for building a team than playing bowling together. Because doing together always implies the participation of everyone, a personal area of responsibility, a visible personal result of labor and a visible overall result.

Tattoo 25. The manager must be extreme
Employees value managers the most for their ability to personally resolve issues. It is the ability to work as if there is no one behind you, to make maximum personal efforts to resolve issues that distinguishes good manager from bad.

At the end of 2008 broke out financial crisis, and Maxim's company had a hard time. In order not to give people despair, he again began to communicate with clients, showing by personal example: even at such a time it is possible to sell, and a crisis is not only threats, but also opportunities. This motivated the employees tremendously. At the end of the year, they had 1.5 times less sales than planned. Their competitors had no sales at all.

Tattoo 26. Time is more important than ideality
In business, it is not the one who thinks over the details and better prepared that wins, but the one who took the risk and did it first. Let it be "crooked", let it be not fully thought out, let the mistakes be corrected along the way, let it be necessary to apologize to the clients, but it is vital for you to get ahead of everyone and then loudly declare your triumph. Otherwise, you will lose. The "Time is more important than ideality" tattoo helps the author to make decisions in the face of uncertainty. Finding a way out in situations when nothing is clear is one of the main competencies of modern managers.

Tattoo 27. Protect the interests of your leader
Protecting the interests of your leader is not a principle or a belief. It's a skill. It needs to be learned like riding a bicycle. It is much easier to criticize other people's decisions and resent new problems. Instead, try to understand the leader's motives, to understand them, to understand - and start helping him. At the end of the day, you have a common goal - business development. It is completely ineffective to spend additional resources on persuasion, explanations, and sometimes a showdown. It is better to take the manager's side right away, think about how to help him in this situation, and complete the task quickly and well.
Leadership tip: When choosing which employee to assign to the manager role, take this skill as one of the criteria. It cannot be lost or forgotten. It is imprinted forever.

Tattoo 28. People will do when it's easier
to do than not to do
One of the management rules that works flawlessly. The idea is simple: if a task is not completed once after a time, then the subordinate needs to create conditions under which it will be easier for him to complete this task than not to complete it. Then the employee, choosing between two evils, will choose the lesser, and the probability of completing the task will increase significantly.

The author was convinced more than once that this rule works. And when I first came to Germany, I was amazed that there is a whole country where this approach elevated to a national cult. He found out that the Germans do not violate traffic rules, it is unprofitable for them. If you exceed the speed of only 20 km / h three times, you will be deprived of your driving license for three months, if you are caught driving, you will be sent to prison. You can get the right back after the idiotten test, which is always preceded by 40 sessions with a psychologist lasting one hour and costing 100 euros each. Multiply yourself. In a word, they create such conditions for drivers in the country that next time it will be easier not to break the rules than to break them. Everyone knows about this and is so afraid that there are almost no violations on the roads. This is effective management.

Tattoo 29. Grow people - this is your main goal
People need to be given opportunities and hope. Do not be afraid that you will be "hooked". If you are strong, grow people, show excellent results in your work, then your best employees can really be perceived as a replacement for you. And you can really be replaced by these employees. This is precisely the meaning of managerial work. This is what will allow you to grow further. Moreover, the grown substitute is the only condition under which you grow yourself. The people who work with you are your main asset. You cannot work in business, all the time accumulating something or someone around you. In business, investment and asset movement are valued.

Tattoo 30. Any of your ideas can be questioned
Even if the idea is good and correct, be sure to expect it to be questioned. The reason doesn't matter. Before proposing anything new to your colleagues (and clients), prepare for objections and think about which arguments are best to give.

Tattoo 31. FIG analyst during the crisis
Imagine that on a sinking ship, the captain opens a large map, naval charters and begins to think about the reasons why his ship is sinking instead of saving people. Silly, isn't it? At such a moment, one cannot delve into the past, only actions and only forward. Never look back if you are caught in a quagmire. Any analytics, any reporting, any verification is a step into the past, a step back. Any action aimed at overcoming the crisis is a step into the future, a step forward.
Eastern samurai have a phrase: "If you don't know what to do, take a step forward." If you are in a crisis, if it is hard for you, if you do not have enough strength and you want to give up everything - follow the rule of the samurai - take a step forward.

Tattoo 32. Justice does not exist
People with a heightened sense of universal injustice are the most serious destroyers in your company. "Fairness" is the most serious manipulation, and you can tell your opponent about this from the very start. V commercial organizations there can be no social justice. The one who works well, brings more profit, makes more significant and significant decisions, is responsible for the most important processes, makes a greater contribution to the movement and development of the organization, should earn good money.
The author advises to remember: in your company, in your department, justice is you. As you decide, it will be fair. Do not explain yourself to such people, they still will not understand you and will not agree with you.

Tattoo 33. First we fight the consequences, then the reasons
Too often, managers struggle with causes, not effects. Maxim Batyrev fundamentally disagrees with this approach. He gives an example of actions from the training of Tigran Harutyunyan. If you get sick and your snot is flowing, before you develop a comprehensive treatment program and go to the pharmacy for medicines, and then make a plan for the next year to buy new winter boots and manage healthy way life, you need to find a handkerchief and blow your nose. So it is in business. First eliminate the consequences and only then move on to the causes.
The author is convinced that if he had not been guided by this logic, his fighters would never have studied their product and would not have been the coolest ConsultantPlus sellers in the country.

Tattoo 34. Everyone is responsible for himself
Maxim holds an unpopular opinion: everyone is responsible for himself. He builds his own life, sets goals that can be both completely mundane and completely grandiose. But he does it himself.
RESPONSIBILITY = ACTION. Moreover, the actions are proactive. If we talk about work, then each employee has his own responsibility. The manager is responsible for creating the conditions for normal work employee (transfer of experience, material and intangible motivation etc). The responsibility of the employee is to use the created conditions for the good of the company. If he does not do this, he is inactive - he is irresponsible. And that's just his choice.

Tattoo 35. Business coaching is evil
The author has nothing against coaching as a separate direction of gelstalt therapy, but categorically does not accept it in business, considering it anti-management. This is a good technique for unlocking a person's inner potential, but in personnel management it works against the company. A cold approach to the functionality of employees increases the efficiency of their work.

At the heart of coaching is the idea that a person is not an empty vessel that needs to be filled, but more like an acorn, which needs to create a fertile environment so that it sprouts and later becomes an oak tree.

Tattoo 36. Be consistent: they will start to squeeze you
Any of your decisions, rules or instructions is perceived as restricting the freedom of your subordinate. Therefore, they will try to squeeze you out. There will be hundreds and even thousands of ways NOT to complete your tasks. Everyone will be looking for loopholes to stay comfortable. And most importantly, you will be tested for strength every day. There are only two options: either the subordinates will break you and everything will return to normal, or you will be able to build what you want.
Tip: be unwavering and consistent. People respect consistency. The inconsistency is laughable and shows the weakness of power.

Tattoo 37. Do not believe people of dreams, believe people of purpose
The author divides everyone into “people of purpose” and “people of dreams”. "Dream people" practically do not take action and very rarely associate their current activities with their own aspirations. Unlike people, goals who know for sure: all today's actions move them forward, even a millimeter. People of the target always know what they want, who they will be, with whom and where. They are constantly in search of opportunities, which is why they practically do not need management. Maxim Batyrev calls such people supermen and believes that there are no more than 10% of them. If you have such people subordinate to you, consider that you are very lucky: the people of the target would work well without you, work well with you, and in the future they will work well anyway with whom. Be the person of purpose and manage the people of your dreams. Without managing it, there is no way.

Tattoo 38. Any ambiguity is interpreted as worse for you.
People tend to develop worst-case scenarios in their heads when they don't have definite answers. And they usually think out not in favor of the employer. Try not to allow ambiguities in your work, make sure that ordinary employees have the opportunity to receive the correct information firsthand. Encourage feedback by setting up anonymous mailboxes and responding to them from time to time. So you will keep your finger on the pulse and will be able to tell subordinates about the real state of affairs in time, dispelling their fears and filling the voids with your influence.

Tattoo 39. Any of your words can become a task
Even in a moment, thrown words at a subordinate can turn into a task that you are obliged to demand a report on. To induce something, and then not ask about fulfillment, means to demotivate the employee. And the more influential your role in the organization, the more forcefully you strike with your indifference.

The author considers it extremely important to allow people to fulfill their main need - to be supermen in our eyes. The person who completed the task you set or even a simple request should receive praise, feel a sense of pride in himself and his actions. And the person who “scored” and did not do what you asked him to do should feel embarrassed and ashamed for letting down his leader. These are the moments when people begin to understand that their leaders have really strong power.

Tattoo 40. A single conceptual apparatus improves controllability
Maxim Batyrev is convinced that the effectiveness of a unit directly depends on how well people understand each other. The more in common you have, the better the contact and the faster your employees accept tasks. For this, it is important to create and maintain a single conceptual apparatus and develop synchronously in a single conceptual field.

In his company, he uses a number of tools to do this. These include employee viewing of movies useful for business, and mandatory reading of selected business literature (newcomers, after a six-month probationary period, even take an exam on books they have read). Sometimes, in order to evoke certain emotions and actions of employees, he quotes the heroes of the films, and colleagues know exactly what he means.

Tattoo 41. Discipline is the mother of victory
Maxim Batyrev is adamant in everything that concerns discipline. He believes that disciplinary indulgence by managers leads to a direct decrease in performance. He calculated this empirically: he somehow parsed two-year-old explanatory notes from employees who were late more than two times in two weeks. And I was surprised to find that none of these subordinates already worked for the company.

In his opinion, being late is the first signal for the head of any department: with the same repetitive discipline situation, the probability of failure to complete tasks is close to 100%. Because being late is a litmus test of your attitude to your current job. If you want your unit to be combat-ready, demand iron discipline. From everyone, including yourself.

Tattoo 42. Change the weak to the strong
If you see that your employees are underperforming, underperforming, postponing tasks for later and working from time to time, say goodbye to them. Any indulgences to the "poor" are not good for the business. Of course, you need to give a person the opportunity to improve, but not after he has already lost his authority in the eyes of successful colleagues. Do this ahead of time. And then strong people will know that it is possible and necessary to work with you.

Tattoo 43. Do more than you need to
Not all good staff- good leaders. Especially for subordinates who want to grow vertically, Maxim once made a portrait of an ideal candidate for a managerial position, so that applicants know what to strive for. It can also be obtained by writing to Maxim at [email protected] with the theme "Portrait". One of the principles that allow you to become a manager: "Do more than necessary."

When Maxim Batyrev is faced with a choice of whom to appoint new position- a person who worked well, like many others, or an employee who worked well, but did more than necessary - he always prefers the second option. The calculation is simple: he expects him to behave in the same way, but in the role of a manager.

An important point: to do more than is strictly necessary only in those moments when you cope with your main tasks. Maxim professes this principle in his life. His active life position and fast-paced career have proven that by doing more than necessary, you create an advantage for yourself against the background of others.

Tattoo 44. Do not be afraid when you are alone. Be scared when you are zero
Everyone wants to work with strong managers. With those who win awards, he himself can go to the client, if necessary, do something that will make him proud of his boss. Do you want to be a strong manager in the eyes of your subordinates? Then do not be afraid to make decisions, take responsibility for them, throw yourself new challenges, become an example and a source of inspiration for your colleagues. Be the one who is ready to go out and say, "I'll do it!" - and do so until you get what you want.

Tattoo 45. Always remember: one day you will be fired.
Everyone is fired. Even Lee Iacoccu. Even Steve Jobs from own company... We can only postpone this moment. But it will still happen sooner or later. Maxim decided to write about this separately so that the reader would not relax. In the book, he mentions a speech by Steve Jobs to Stanford University graduates in 2005 (watch on YouTube if you haven't), where he talks about death as a cause of change and the best way avoid thinking that you have something to lose.

Job change is one of the main shocks that a person experiences in his life. That is why to own dismissal you need to be mentally prepared. For many years, Maksim Batyrev says to himself the same phrase early in the morning: "Today I can be fired." Thinking about it became as imperative as brushing your teeth in the morning. Thoughts help to tune in to the working day, correctly paint a list of tasks and tone up better than any coffee. Thus, he creates himself the motivation for survival.
Remember, our time is limited and you have to catch everything. Remember that today is not a rehearsal for real life. This is real life.