The Goal – Chapter 31 – Defending Performance and a Promotion

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Hilton Smyth’s interrogation opens the chapter.  Rogo avoids taking the bait on multiple taunts and attempts to explain what he has done to turn around the plant.


“Activating a resource and utilizing a resource are not synonymous.”

This is similar to the highlight of Chapter 25 – “What you’re saying is that making an employee work and profiting from that work are two different things.”

Work for the sake of work is misguided.  It feeds vanity metrics.

Page by Page

P258 – “The goal of UniWare is to make money. Agreed?”

Alignment statements like this are required all too often in corporate meetings.  Smyth even jumps on Rogo’s baited first statement about the goal being cost cutting.

P259 – “Activating a resource and utilizing a resource are not synonymous.”

Frustration is energy without focus.  Asking for activity when the goal of that activity is unclear is wasteful.  Watching colleagues pursue useless tasks is a great frustration.

P260 – “I knew you wouldn’t leave without seeing me.”

If Bill Peach knew this, why didn’t he ask for the time?

P261 – “He basically refused to listen. He continues to claim that as long as cost of products increase, profits eventually have to go down.”

Rogo was patient.  Smyth’s lack of listening and stubbornness is common.

P262 – “Congratulations, Alex; you will be the one to replace me.”

P263 – “I think that every sensible person should want to learn how to manage his or her life.”

Jonah counsels Rogo on applying the Theory of Constraints to his personal life.

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