• Leadership: “Leadership is not magnetic personality; that can just as well be a glib tongue. It is not “making friends and influencing people; that is flattery. Leadership is lifting a person’s vision to higher sights, the raising of a person’s performance to a higher standard, the building of a personality beyond its normal intentions.” ~ Peter F. Drucker


• Business development: I chose a quote on leadership from the late business guru Peter F. Drucker because we see so few fine leaders today and yet, the impact of good leadership on a small business (or any business, for that matter) is profoundly important. My belief is that no one does a better job producing and training leaders than our United States Marine Corps. So, by way of tribute, the following are the leadership traits they imbue:

• Dependability: The certainty of accomplishing the assignment, plan, or task.


• Bearing: Creating a favorable impression in carriage, appearance, and personal conduct at all times.


• Courage: The mental quality that recognizes fear of danger or criticism but enables a person to proceed in the face of it with calmness and firmness.


• Decisiveness: Ability to make decisions promptly and to announce them in a clear, forceful manner.


• Endurance: The display of sincere interest and exuberance in the performance of duty.


• Initiative: Taking actions in the absence of instructions or direction from above.


• Integrity: Uprightness of character and soundness of moral principles; includes the qualities of truthfulness and honesty.


• Judgment: The ability to weigh facts and possible solutions of which to base sound decisions.


• Justice: Giving reward and punishment according to the merits of the case in question. The ability to administer a system of rewards and punishments impartially and consistently.


• Knowledge: Understanding of a science or an art. The range of one’s information including professional knowledge and an understanding of peers.


• Tact: The ability to deal with others without creating offense.


• Unselfishness: Avoidance of providing for one’s own comfort and personal advancement at the expense of others.


• Loyalty: The quality of faithfulness to your leaders, peers, and subordinates.

Keep these leadership traits top-of-mind and they will work for you both on and off the job. Not only will it help you develop important business and interpersonal skills, it’s also a positive way to pay tribute to our military that are overseas and in harm’s way, protecting our way of life.

Totaline Business Development Manager Bob Carré welcomes your feedback on this column. If you’d like to contact Bob, please e-mail him at Bob.Carre@carrier.utc.com.

Tools of the Trade.