Eliminate yourself and your own needs when brainstorming those of your employer. Here's a clue: the closer you stay to profitability in defining their needs, the more powerful the results will be.

Here is the $10M question. Do you communicate with your employer using words from the top side or the bottom side of the circle? It's pretty obvious with the Marketing Circleİ which side is the effective one: the bottom side. You get what you want by using the BOSOC (bottom side of the circle) with others. People are motivated to help you if you can meet their needs and express ideas in their terms, just as people react after they receive a favor.

Here's your final exam. Choose the more effective approach of the two.

To increase your budget:

1. I can't do X next quarter unless I get Y increase in funding.


2. I've figured out a way that we could find the money to cover X next quarter. Can I go over it with you?

1. I'm going to keep my head down, do a good job, work hard and they'll realize that I'm essential.


2. I see that the acquirer is interested in statistical modeling. Actually, that overlaps with my work and my interests. I'm going to see if I can go to some of the training in it that the new company offers.

You're in the process of doing favors for many people. You're helping your boss solve problems and save time. Every step you take helping your boss, focusing on corporate profitability, makes him/her, your company and you more successful. You're using the BOSOC to build your reputation and your options. Kudos.