A few years ago, I was working in the technical department of a big company that makes electronics. One day at a company party, a young guy about 24 years old, roughly my age, walked up to me and introduced himself. He was a new recruit and was working in business development. He was funny, charming and intelligent. Over the next 6 months, I would watch him ruthlessly work his way into management, jumping over the heads of people who had been there for years.
I’ll call him Saul and talk a bit about his methods, because they were efficiently effective. Being ruthless in business is like bringing a gun to a knife fight. People talk about cut-throat business, but actually business is pretty civilised and most people are quite nice to each other. So when a ruthless person comes along who is willing to just charge ahead and throw aside who ever stands in his way, for him it’s like taking candy from a baby. Or to put it in more realistic terms, taking a lot of money from a soft, slightly pudgy nerd. What I’d like to do is list those external attributes that I observed in Saul – and if you can decide if you would be capable of doing the same to be successful. 1. Choose your friendsSaul always had a lot friends, but he never stayed friends with people who had not moved up in the ranks with him. For example, when I first knew Saul, he was working as an entry level employee in a large company. He was friends with everyone. He got friendly with the boss, and 6 months later, he was a manager. His old friends said that Saul would walk by them, chatting and laughing with the managers, and it would be like they never existed. A core of Sauls strategy, as he once explained was this – you can’t have a million close friends. You need to have close friends that are at your stage in life and higher, and for that, you have to leave the ones that stayed behind back. When Saul needed something, he made sure that he gained as many friends in that particular area as he could. For example, when he made his play to get into management, he first became friends with his boss, and when his boss took him out, Saul got to know all the other managers, and became their friends. When Saul wanted to get to know women, he identified the crowd of fun cool guys who were in contact with the women, and he became their friend. Saul would never pretend to be your friend just so you would fix his computer or something short-term like that – he created relationships with the people who would bring him forward.
2. Make sure your outwards appearance is perfect
GTL – Gym, Tan, Laundry. Saul said that people will judge you immediately by your outward appearance, and the most profitable investment you can make is in good clothes, good shoes and a good body. He actually wears light make-up. It may seem vain, but this strategy gained him a lot of attention from women, and he would use women to climb up the ladder of success. To expand his contacts, he would use his clique of women to gain the attention of the men he was interested in. And for the women to be interested in him, he micro-managed his body and dressing to the smallest details. And let’s face it – have you seen many top management who look grubby? Being well-groomed seems to be an essential attribute of leadership. 3. Invest in your location
Saul spent an extra-ordinary percentage of his income on his home. He lived cheap and spent a large part of his income paying his rent in an expensive area, and furnishing his place really nicely. One of the most important things he would do then would be to invite people to his home, and when people came in, they would be visibly impressed, and his worth would rise dramatically in their eyes. Saul also had a network of a few locations he frequented where he knew the people and the staff. At any social gathering, Saul would work to navigate the group to these ‘safe’ territories, where he would then be in control of the situation. 4. Approach people and tell them what to do
Saul had no fear of approaching people and telling them what to do. Rather than sitting in his desk and waiting for things to happen, Saul would always jump at every opportunity to approach someone and either build a relationship with them, or to do something for them. For example, when new clients were brought on a tour of the company, he stood up and joined the entourage, chatting with the clients. The natural way he did this made it seem normal and accepted, and instantly got him noticed by the Vice President, who was leading the people around the office. 5. Keep your head when everyone else is getting caught up in the rush. Encourage others to lose their heads
Whenever there was a panic or something that required swift action, Saul would always sit back and wait. He would not jump into the fray before he was sure what exactly was going on – which led to the impression that he rarely made mistakes. On company outings, Saul would drink just a little, while encouraging everyone else to drink an excessive amount. This would result at some point in him taking over control of the group – and this was key to him assuming a de-facto leadership position a few weeks after entering the department. What this brought him
Saul, shortly after arriving at the company became one of the most popular employees in his department. He was regularly going out for drinks with the head of department, and after a couple of months, she promoted him to something with an office, I’m not sure what. Then she changed department, and because he had become the de-facto leader of the group, she recommended him for her job. He took over the job, and became close friends with most of the mid-level management. After a couple of months of hard-work, he threatened to transfer to another branch unless he would be promoted. He was promoted after a negotiation period. Now, five years later I heard he’s running a department with more than a thousand people below him. When people talk about him, they don’t dislike him, they are just awed by the way he aggressively moved ahead. By building relationships, and by ending relationships when they were hampering him, he was able to achieve a lot of what he had told me as he arrived that he wanted to achieve.
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I suppose it just depends on the way you are wired and what you want out of life. I’d be curious to know if anyone that knows Saul genuinely loves him — no infatuation, not obsession, but a real deep caring for him. On the flip side of that, I wonder if Saul gives a shit if anyone loves him and just wants to make sure his 7-series BMW is new every year… if that is what really keeps him getting out of bed in the morning, more power to him.
A lot of people really liked Saul, both guys and girls. I don’t know if anyone “loved” him.
I don’t doubt that this guy did what you say he did and benefited from it, but just reading this, I know that this guy, his approach, and his priorities, are not something I would encourage people to mimick.I think the one thing about his approach that I definitely endorse is investing disproportionately in relationships with people who are at your level and the next levels you want to achieve. But, there is nothing admirable or likeable about treating your old friends like they don’t exist.Long story short, be really, REALLY good at what you do, and most of these things won’t matter. I have 3-ft dreads, wear worn jeans to most of my business meetings, and while peoples’ initial impression of me might require more outstanding performance on my part, I leave those meetings with the respect of my colleagues and superiors, and the fact that I stayed true to myself earns more respect from them and the people I manage than the transparent behavior of people who do things just to impress people.One last thing to keep in mind is, when you’re promoted from within, the people you just left behind are usually now your subordinates. If you stepped on them or ignored them to get where you are, good luck getting peak performance out of them after the fact.
“…his approach, and his priorities, are not something I would encourage people to mimic.”Neither would Saul.
I wonder if Saul even likes himself. Maybe Saul is driven to succeed in a material sense to compensate for deep insecurities. Just like Tony Montana, the movie character you compare him to, I’m guessing all the money in the world won’t make Saul a happy man.
[* Happy to see this brought up and would love to see more on the subject of ruthless behaviour in business (mainly between companies) so max, ball in your court.]But I must say something on the other comments. Being a ruthless fighter in business, in no way, makes you less happy than anyone else. I personally know two people who achieved exceptional success at a young age following these and similar techniques. They are both happily married, very well off financially and are having a blast (one here and one in NY).This kind of attitude reminds me of when poor people remark that all rich people are unhappy. Statistically true ? Never proven. Makes you feel better ? Hell yes !
“Ruthless: having no pity : merciless, cruel “Being a tough fighter is one thing, being a ruthless fighter is another. Where do you draw the line? Deceit? Fraud? Murder? To be truly ruthless everything and everyone is fair game. Ultimately this type of behavior will catch up with you, even if it’s only in your own head. Just because your so-called ruthless friends appear happy, doesn’t mean they are. It would make sense they continue the pattern of lying and projecting an image rather than being honest with themselves and others. I’m not saying being rich makes one unhappy, but certainly being ruthless (in the true sense of the word) on a consistent basis will.
Great post. Even if we aren’t going to all be like Saul, there is still a lot that we can learn from him.
Whether you believe he is happy or not, as the author said he accomplished everything he set out for. Obviously it was to be in control and be wealthy. He did all that while maintaining friends he needed at that time. It is all in how you view life. Are your new friends happier then your old ones? More true to you? No, friends come and go, people move, change jobs, etc… I’m sure Saul would still speak with the subordinates under him it’s just the frequency that he did it. In the end I’m sure he is very happy because he does manage to keep a group of friends whether they are old friends or new friends. Just my two cents
I think an important distinction needs to be made here. Saul’s tactics may make him a successful “corporate” climber, but were he running a business, he’d fail miserably. Discarding relationships like that will eventually put you under. Respect others always and work to earn (and keep) their respect no matter their station or career trajectory. You never know when you might be useful to one another in the future.
Jimmy is on to something, but you made the wrong point. The ‘you never know when they might be useful’ claim is just a huge what if. Just today I heard someone preaching about the 80/20 principle that 80% of your profits come from 20% of your clients. It was followed promptly with the suggestion to cut the 20% of your least desirable clients (low margins/big hassles). He and many others would posit that cutting the dead weight would make you more efficient, productive and ultimately, profitable.
I think leadership/ ambition/ power lies in your genes/ your psychological structure/ your natal chart (whatever). Some people have and some people don’t. If you’re one of the sheep you can read all the advise in the world, you’ll stay as one of the sheep.
“What I’d like to do is list those external attributes that I observed in Saul – and if you can decide if you would be capable of doing the same to be successful.”Saul’s characteristics you have outlined have no association with being truly successful. He is the type of manager that has no clue how the products or services his business is meant to produce are made, nor does he care. He’s too busy with his career to think twice about it. Maybe you can make a few extra bucks following the Saul model in the short run, but long term you will just end up another brainless VP who’s days are spent moving from one bullshit session to another. Not to mention the company is likely to suffer from his inept management. Remember in “The Prince” Machiavelli didn’t actually tell you how to be a good prince. He just told you how to stay in power. What a fraud. What a loser. What a net negative to our society.
After reading this I almost feel like “Saul” wasn’t cut throat but more intelligent and willing to make the moves he had to while trying to get ahead. It even mentions in the end of the article on how he isn’t even disliked but looked at as a person of inspiration and people are awestruck at his drive. I imagined this article to be like he got people fired and hundreds of people were screwed over because of his actions. Seems like hard work and due diligence was properly rewarded in this scenario.
There’s a lot of money in Saul’s approach. There’s also a lot of emptiness when Saul ultimately realizes that all that power drains his soul.
I know people like this and even those that go way beyond what he did to get ahead and stay ahead. I think it’s either part of your nature or it isn’t there is no easy way to “learn” or “mimic” this behavior. He doesn’t sound so ruthless…more smart than anything else.
People complain about people on welfare. Saul produces nothing and grabs the lion’s share. We need to introduce all managers to Mme. Guillotine.
Did this company improve or suffer as a result of this person being in power? I think this important point is missing from this article.Aggressive social climbing, may work in the short term, but without hard work I think this will ultimately be a negative strategy.
I am with Jimmy on the leaving friends behind thing…that is just not right in my eyes. But gaining new friends…can always help. I think it’s very situational though.
I know people like Saul in real life. While its a lot to do with priorities, I would find it hard to take the route Saul did, simply because it would contradict with my soul and personality.Ruthless, yes, but treating friends and relationships merely as ladders to get me ahead along with using cheap tactics to compensate for insecurities and cover up flaws is something that’s just selfish. I completely disagree that this is the only way to get ahead in business.
Max, this fellow Saul doesn’t sound particular ruthless, just very polished at social manipulation. When I think of ruthless, I think of unethical and under-handed.
Madonna said this is how she got ahead, more or less. In an interview, she said she stepped on people along the way to climb the ladder, lost a lot of friends or left them behind (and quite pissed off), backstabbed her old band, and always made new friends to get ahead.
That’s it. I’m off to get me some blush and a nice cherry red lipstick …
Fuck the soul. The point is to rise in rank for more money. “Friends” and others come and go and are just part of the social facade and game we all play. Cut the bullshit and keep pimping.
There’s absolutely no point in arguing whether Saul’s tactics are something to recommend. They *work*. There’s no point in finger-wagging moralizing, either, because, again, they *work*.It’s a far greater pleasure to play their game, better, and win, with all your values intact. As Mr. Dreadlocks pointed out, it’s totally doable. You just have to decide how much effort you’re willing to put into it.
Also: Saul’s an amateur. (Oooh, a middle manager! How… exciting.) Read a biography of Franklin Roosevelt or any other great man to see a real pro at work. You can do it all without being a jackass, if that’s what makes you happy. And if you’re too lazy to read FDR’s bio, read “How to Win Friends & Influence People.” And if you’re too lazy to do that, give up.
huh? either this Guy is a real sociopath or this post is social engineering once again, and it’s actually reads like social engineering. But @max, great post I love reading your post, one always learn from them, your first 4 points are very suitable to products and business, if you forget about the text under those points (the saul stuff =noise), the rest is very helpful.@Amy , there’s a point on arguing about Saul , it’s called Ethics, we don’t always do what work and not care about the rest, just imagine a world with many saul’s….yeah, you get a really bad place to leave.
luv ya Max! (Grinch voice), but to me this is not being ruthless, this is just doing what needs to be done to get what you want. and that is an essential attribute needed for an entreprenuer to be successful.say you have to go out in the field and sell your product to prospects. you can’t be held back by thoughts that you might offend someone by selling to them, you’ve got to get money to survive. some of Saul’s concepts work in this situation: first impressions count – so dress successfully and it will help you.another concept is hang out with people at your level and above. i’ve heard that before in self help & motivation books. you act in a similar manner to your 5 closest friends. so if you want to be more outgoing, social, successful, you’ve got to get connected with someone at that level. this will force you to pull yourself up to that level, so your new level friends will like you. people like other people who are just like them. so fake it until you make it.still another concept: no fear. if you let your immagination create thoughts of fear and failure, then you’ll never be the successful business owner. leadership has followers because it makes them feel safe. “here is someone who will guide us, protect us, keep us safe”. then people in power recognize that leadership, and want to reward it, either through promotions or a purchase. when someone buys your product, they are rewarding your leadership, because your product or your presentation of it won the race against all the other competitors.everyone has moral and opinions and mental contructs of what is correct or shameful, but the reality is, “You gotta do what you gotta do, to get what you wanna get”. and in the end if you have what you want, you’re happy. and that’s what counts for YOU.
Wow, your observation skills are very good – you know exactly what Saul did at every point.
American Psycho anyone? I respect the desire to “get ahead” but to where? And in the end you will be in the same place as everyone else,dead. Isn’t life about living it and sharing it with people you love and respect? If Saul’s “friends” knew that he was using them as commodities I wonder how far he would have gotten. Probably just as far since all his “friends” were doing the same thing I suspect. Look around. Isn’t the reason we are in the mess we’re in because of greed? The minute you put yourself above someone else you have lessened your humanity. OH yeah, that’s right, humanity has nothing to do with business; business is about money and power.
This reminds me a lot of the book 48 Laws of Power by Robert Greene, Saul’s behavior is almost point for point perfect. Greene also wrote another book called The Art of Seduction, that deals more with the seducing of women. Both books are very interesting, albeit a tad creepy. One can easily look around in ones social circle and see aspects of all these elements (yet rarely all of them) naturally emerging from various people in different capacities. Some people are more naturally friend makers, yet never get ahead. Some people always have lots of women, but aren’t that intelligent or capable at work. These books distill aspects of human nature and communication which have evolved both socially and personally to meet survival demands. I.E. if a child’s parents ignore them then they either learn how to make deep connections with other friends or not- people who come from good families do not need as “deep” of friendships perhaps… The problem with trying to adopt or assume any of these behaviors which have not evolved naturally within oneself (I say this because I have tried) is that eventually things don’t feel “full” or “right” as though the edges of ones psychoanalytic frame are not supported by the center- there is a rift in reality which is both interesting but destabilizing, which then I decided to abandon these false behaviors, and resume my more whole-real-self. If this Saul is a real person, and he exhibited all of these traits, then perhaps he evolved to posses them all naturally- like that rare child that evolves to be a Mozart, John Lennon, Hitler, Oppenheimer, or Obama- thus he probably doesn’t feel any guilt or even posses an accurate awareness that he doing these things which seem so out of the norm. The trick then lies, I believe, along the lines of what Amy Hoy mentions above “they work.” Once you impregnate your mind with these ideas, test them out, and realize that “they work” how do you naturally cultivate them within yourself as you go through life, so you are more successful, more well liked, etc without losing yourself?
Saul has an incredibly manipulative talent, plus guts and lots of balls. And HE’S MEAN! I’m 2 considerate of other people’s feelings to take in those steps. But actually I’m doing fine juggling technicalities with reality of what sells and what doesn’t. A sure building block well suited for my age and ability.
Another factor to keep in mind is the organization. An organization’s management that values skill… You know, it is mostly because of a person’s ‘people management skills’ that they get promoted up to manager level- because managers *manage* people. That is one of their primary responsibilities.When the manager spoke to Saul, he/she must have felt that he is comfortable with people and is likable. And that is what is required in a manager. So, naturally Saul was on their mind when they had a management vacancy.
Perhaps David – is his real name
Saul is as real as your Mom!From grade 1 he was liked. All his friends trust him.When you are in the presents of Saul, you feel like you’re going to be all right no matter what, and you were. He worked very hard and sacrificed a lot.In my 37 years of knowing him, he didn’t disapoint his family. That’s what matters. Lov u bro
Meh. This is too “the game” for me to buy seriously. Saul’s little tricks works in the company of sheep. Throw him into a den of other hungry type-a personalities and not only will this shit backfire but it’ll absolutely doom him from advancement in that company. I know because I work in one of those environments. Politics works, but do it behind the scenes. The shit Saul does (wearing light makeup wtf? – GTL? Jersey shore?) would garner him a nice title of King Douche and everyone else would make it their goal to undermine and sabotage.
Nice post, it inspired me to write about what makes a great leader http://bit.ly/aSIuFK. While Saul is not a good role model or leader, I have seen much worse in the cut-throat arena. Saul plays the game well, and has a plan but the real flaw or negative I see is his selfishness and lack of caring about others. Over time it will catch up with him. Also, you cannot be a truly great leader without the support of the people you lead or come in contact with. I have seen this hold leaders back from moving further up the ladder or getting the support they need. A truly great leader supports and cares about others as much as themselves and leaves a path of inspiration, not a path of dead bodies.
If it works for Saul, fine. Sounds like a very empty person though.
Sounds like Patrick Bateman “American Psycho” by Bret Easton Ellis.
I love all the jealous people accusing him of emptiness.