Smart Business Magazine, August 2013

22 Smart Business Dallas August 2013 CLICK OR SCAN to read Michael Feuers blog on The Benevolent Dictator www benevolentdictator biz One of my favorite business books which also made it as a Broadway play and a big screen movie is The Wonderful Wizard of Oz written by L Frank Baum in 1900 My hero in this story is not the young orphaned Dorothy nor the Cowardly Lion the desperately in need of some WD 40 Tin Man nor even the Scarecrow in search of a brain Instead it is the Wizard To understand why the dubious Wizard is my favorite character one must get past the portrayal of him as scheming phony and at times nasty To appreciate the man behind the curtain recognize that he is a very effective presenter though at times this ex circus performer behaved a bit threatening OK he was a jerk but the point of this column is to take you down the yellow brick road on the way to the enchanted Emerald City and corporate success From this tale there is a lesson that one can say all sorts of things not be visible and yet still have a meaningful impact Another takeaway is that playing this role provides plausible deniability This absence of visual recognition is particularly beneficial in negotiating when you as the boss use a vicar aka a mouthpiece to speak on your behalf This allows you to have things said to others that you as the head honcho could never utter without backing yourself into a corner Another plus is you can always throw your mouthpiece under the bus if necessary of course with his or her upfront understanding that sometimes there must be a sacrificial lamb This is not only character building for your stand in but also many times presents an unprecedented opportunity for him or her to learn in real time Perhaps the Wizard was the first behind the curtain decision maker but today this role is used frequently in business and government In a similar vein the voice of Charlie from the well known 1970s TV series Charlies Angels was always heard but he was never seen Frequently there is much to be said for using anonymity to float a trial balloon just to get a reaction Think about a son having his mom test the waters by talking to dad before the son tells him he wants to drop out of junior high school to join the circus Maybe thats even how our former circus drifter turned Wizard of Oz got his start In the negotiating process it is important to have a fallback when the talks hit a rough patch by instructing your vicar to backpedal saying that he or she has just talked to the chief and the benevolent boss said I was overreaching with my request This also serves to build a persona for the boss behind the curtain as someone who is fair minded and flexible All the while of course its the boss who is calling the shots and maneuvering through the process without getting his or her hands dirty The value of using this clean hands technique is that it enables the real decision maker to come in as the closer who projects the voice of reason instead of the overeager hard charger who at times seems to have gone rogue It actually takes a bigger person to play a secondary role behind the curtain rather than always be in the limelight It also takes a hands on coach and counselor to maneuver a protégé through the minefields to achieve the objective However accomplishing the difficult tasks through others is true management and the No 1 job of a leader who must be a master teacher After you have guided a handful of up and comers a few times through thorny negotiations you will gain much more satisfaction than if you had done it yourself while engendering the respect and gratitude of your pupils They in turn will have learned by doing even though they were not really steering the ship alone The final step is to let the subordinate take credit for getting the big job done This will also elevate you to rock star status at least in his or her eyes Soon those who youve taught will emerge as teachers too and the big benefit is that you will populate your organization with a stellar team of doers not just watchers So forget about the Wicked Witch of the West and move backstage for the greater good of the organization The value of being the man or woman behind the curtain It can provide plausible deniability and build your team at the same time Michael Feuer co founded OfficeMax in 1988 starting with one store and 20000 of his own money During a 16 year span Feuer as CEO grew the company to almost 1000 stores worldwide with annual sales of approximately 5 billion before selling this retail giant for almost 15 billion in December 2003 In 2010 Feuer launched another retail concept Max Wellness a first of its kind chain featuring more than 7000 products for head to toe care Feuer serves on a number of corporate and philanthropic boards and is a frequent speaker on business marketing and building entrepreneurial enterprises The Benevolent Dictator a book by Feuer that chronicles his step by step strategy to build business and create wealth published by John Wiley Sons is now available Reach him with comments at mfeuer@ max wellness com TIPS FROM THE TOP MICHAEL FEUER