As a manager you have the challenge of revenue accountability and building a successful team. You have a choice to have effective or ineffective relationships with your team members. It’s best to show an interest in your subordinates as people with career ambitions. If they think you are willing to work at building a relationship to benefit both of you, they will provide more of what you want. If they think you are a revenue-generating machine (bill more, work more) with little regard for their well being, they will respond in kind. The relationship will be diminished to transactional terms based on short-term needs. This is prime territory for talent pool loss come better economic times. Value your staff and your revenue will grow through productive team players.

Clare Hefferren

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