"Opening Closed Doors: Keys to Reaching Hard-to-Reach People", by C. Richard
Weylman, Irwin Professional Publishing (1333 Burr Ridge Parkway, Burr Ridge,
IL 60521) 1994, 260 pages; $20 (list)
 
A Book Review by Norman C. Frank, PE, CQE, CQA
CER Corporation, Washington, DC
 
This book provides knowledge of two types:  synergistic and new information. 
Normally, a person in the quality field would not bother to pick up such a
book, but I reasoned that we are all salespeople in our lives and in our
work.  Thus, this book might help... and it did.
 
For your hard to reach boss, who won't listen to your briefing on quality,
Weylman provides eighteen strategies and 301 tactics for getting the boss's
ear.  These are geared to the sales professional and this is where the
synergism comes in.  The strategies and tactics need to be examined from the
viewpoint of quality.  Ask, "how can that be applied to my job" or "how can I
use this when I talk to my boss next week?"  Answer these questions for each
strategy and tactic and you will have an immense number of new approaches to
try with your boss.  Answering these questions is something you will have to
do.  Having someone do it for you will not make it yours.
 
A special strategy that has immediate use for many companies is Chapter Ten,
"Strategy: Use Targeted Shows for Concentrated Networking".  After being
asked two years in a row how we could have a better booth at a show, I now
have 23 ideas on how to improve our visibility and effectiveness at a
conference exhibit area.  Funny how many ideas from the book are already
being used by other companies...
 
The book covers the tactic of presenting an educational seminar that is truly
useful to your customers.  It provides how to develop the seminar, how to
promote the seminar, how to conduct the seminar, and how to follow up after
the seminar.  These seminars are useful whether you are promoting your
company or yourself.
 
Weylman stresses the courtesy aspects of working with people.  He quotes
George W. Crane, "Appreciative words are the most powerful force for good on
earth".  Everyone likes to receive a thank-you note; everyone likes to
receive flowers (even real men); everyone like to feel appreciated.  Send
cards for "off" holidays: Labor Day, Thanksgiving Day.  These little things
make people feel useful and worthy.  This is one way you can help yourself by
helping others.
 
This book will help make you a more rounded person.  This book will help make
you multi-skilled, as required by the TQM philosophy.  This book should be
read and on your bookshelf, regardless of your title.  Buy it from your local
book store.
----------------
Mr. Frank has over 25 years experience in the field of quality, in the areas
of nuclear quality assurance, research and development, and consulting.  He
is currently in Washington, D.C., with CER Corporation out of Las Vegas,
Nevada.