10 Lessons In Leadership From Don Corleone

http://blog.hubspot.com/blog/tabid/6307/bid/2056/10-Lessons-In-Leadership-From-Don-Corleone.aspx

I watched The Godfather this weekend. Don Corleone was quite clever about how we was able
to influence people and get things done. Here are a couple of his leadership best practices:

1. Different Strokes for Different Folks -- He was perceptive about the right way to motivate people
and he used the right method with the right people. He would use fear to motivate some people
(i.e. the undertaker), he was very respectful of some people (Luca Bracci), and he gave others a
swift kick in the pants (i.e. Johnny Fontaine).
2. Two Ears and One Mouth -- He always listened carefully and did not do too much talking. He'd
occasionally ask for clarification, but he never interrupted.
3. Decisions, Decisions, Decisions -- His role was to listen, think, and make decisions. He did not
ever "do" anything in the movie, but made lots of decisions and delegated the actions
efficiently. Good managers are factories for good decisions.
4. No Happy Ears -- After getting the bad news from the movie producer that Johnny Fontaine
wouldn't star in his movie, the consigliere responded that he needed to leave immediately and
fly home because the Don insisted on hearing bad news immediately . As an old manager of
mine once said, "bad news doesn't get better with age."
5. Emotionless Decisions -- There are numerous times in the movie where emotions could have
influenced his decision, but in every case he made a dispassionate business decision.
6. Only the Paranoid Survive -- Toward the end of the Godfather, the Don goes over and over how
Michael (his son) will likely be targeted/assassinated. The Don was paranoid and had a high
attention to detail on important matters.
7. Keep Your Word -- The Don was no saint, but when he said he was going to do something he did
it, always keeping his word. That way, when he promised to do something (i.e. not take
vengeance on the killing of his son Santino), it was believed by all involved without question.
8. Action Reaction -- When he thinks about what to do, he always thinks about the reaction of all
the constituents in an almost system dynamics like fashion. For example, when they asked him
to fund a lucrative drug practice, he said no because the judges/police who were on his payroll
would no longer support him if he entered a "dirty" business like drugs, as opposed to gambling
and prostitution which his constituents thought were harmless vices.
9. Quid Pro Quo -- As on old boss of mine from PTC used to say, "never do something for nothing."
The Don did "favors" for folks all the time, but let them know their time would come for return a
favor.
10. Good Knowledge Management -- During every meeting, he had his "consigliere" with him taking
notes and action items to ensure nothing fell through the cracks.

Of course the Don used one more tool to great effect -- fear. He was a cold blooded killer who
had set some harsh precedents. HubSpot is not condoning that type of thing, but some of his
other practices listed above are pretty smart.

An Offer You Can't Refuse: Leadership

Lessons From "The Godfather"
What does a real-life CEO have in common with the central figures of a fictitious Mafia crime
family in The Godfather? According to Justin Moore, CEO and founder of Axcient, plenty.

Moore is a serial entrepreneur, early-stage advisor, and angel investor. Hes currently at the helm
of Axcient, a company he founded that provides backup, business continuity, and disaster
recovery services to the small and mid-sized business (SMB) market. Right now, Axcient is
protecting more than 2 billion files and applications for businesses across North America.

Moore also happens to think that The Godfather is "one of the best movies ever made" and had a
chance to watch it again when the film was aired extensively last week to mark the 40th
anniversary of its premiere. Though a decade had passed since the last time Moore watched it,
his recent viewing offered an unexpected reward. This time he found the film rife with teaching
moments for CEOs running a business today.

"I certainly dont endorse crime or violence, and Im not suggesting business should operate like
the Mafia," explains Moore, "but there are some universal themes in the movie I can relate to as
a CEO." Moore says The Godfather offers valuable lessons in community and team building,
making tough decisions, and playing to win while not neglecting friends and family.

Here are five essential leadership lessons Moore distilled for Fast Company.

1. Build a powerful community.

Someday, and that day may never come, I'll call upon you to do a service for me. ~Vito Corleone

Uttered in the iconic rasp of Marlon Brando, the words of Vito Corleone illustrate how he creates
a loyal community among those he has helped. Moore says, "By granting these favors and
helping people with their problems, Vito Corleone is building a network of influence
relationships that may or may not deliver a specific or quantifiable return, but all which serve to
strengthen his power base and which have the potential to be reciprocal in the long run."

Moore says building strategic partnerships enables companies to work through challenging
markets and fast-track overall success. "As a CEO, I see it as part of my job to be a super
connector, networking with the technology and investment community without an expectation of
reciprocation. Partnerships forged through time, trust, and mutual benefitsuch as those Axcient
has built with HP, Ingram-Micro, and a vast network of service providers and resellersare the
types of community relationships that bring about the greatest returns."

2. Hold people accountable.

What's the matter with you? I think your brain is going soft. ~Vito Corleone

The Godfather reminds us of the importance of being tough when necessary. "As soon as Vito
Corleone allowed a few moments of weakness to be seen by his enemy, they attempted to
assassinate him. And it was largely because of failures of his team," Moore observes.
"In business, accountability isnt achieved by a murderous rampage. But the lesson is thisto be
successful in business you have to be tough, and you have to be extremely focused on hitting
goals and getting results," says Moore. That doesnt mean patience and understanding dont have
a place, he says, but ongoing tolerance of low-performing people or products just eats away at
the success of the entire company. "You are ultimately responsible for all of your employees and
shareholders, and that requires tough and swift decisions.

3. Dont get emotional.

Its not personal, Sonny. Its strictly business. ~Michael Corleone

"Many people dont like to talk about the fact that in business, there are winners and losers.
When Sonny Corleone reacts impulsively and emotionally, he gets taken out. In business, if you
dont take the opportunity to out-sell, out-bid, or out-market your competitor, theyll take you
out. Im not suggesting doing anything outside the boundaries of morality or rightnesssimply
pointing out that when people make emotional decisions, they start making bad decisions. To
lead successfully, you have to take your emotion and ego out of the equation."

Likewise, Moore says its important to play to win. In business, that translates to knowing the
competition and always staying at least one step ahead. "Operate your business with integrity and
have respect for competition, but you also need to seize opportunities to eliminate your
competition and win."

4. Be decisive.

Moore says that he, like most people who appreciate The Godfather, watch the movie with a
combination of shock and respect. "Shock because he is so ruthless that he kills his own family
member, but respect for the fact that Don Corleone knows exactly what he wants, executes
decisively, and commands respect through unwavering leadership."

While you dont have to kill anyone to prove a point, as soon as you know what choice to make,
move forward. "Know who on your team is making the right choices, and trust them to take
decisive action as well. Hesitation too often leads to missed opportunities."

5. Spend time with your family.

Do you spend time with your family? Because a man who doesnt spend time with his family can
never be a real man. ~Vito Corleone

Moore isnt endorsing 1940s machismo, but he is decrying 100-hour workweeks that many
entrepreneurs fall prey to in hot pursuit of the next big thing. Though hes been dedicated like
that in the past, Moore finds its not sustainable in the long run.

"A leader cant be successful in creative problem-solving and making excellent decisions unless
that person is connected to people and passions outside of work. I find that its often time with
family and friends that gives me the perspective I need to build the relationships and make the
decisive actions required for continued success in business," says Moore.

7 Business Analyst Lessons From The Godfather

http://www.batimes.com/articles/7-business-analyst-lessons-from-the-godfather.html

Business analysts have plenty to learn from The Godfather. Whether youre the head of the
Corleone crime family or leading an IT project, analysts and mobsters have a lot in common.
Don Vito Corleone may not have used Excel and Microsoft Project, but he knew a lot about
delivering projects and getting results.

Read on to learn important career lessons from The Godfather. I will be sharing key points of the
story, so stop right now if you are concerned about spoilers from the movie!

1 Why You Need To Build Your Reputation For Results

When you first think about the mafia and organized crime, you probably think about violence.
Certainly, violence is part of the mafia toolbox. Interestingly, violence was not the ONLY tool
that the Godfather employed.

As The Godfather went through his career, he built up a reputation for results. Whether it meant
helping out the local grocer or a tenant, the Godfather delivered. His reputation gradually grew to
the point where violence was rarely needed.

Persuasion and diplomatic tactics were enough for him to reach his goals.

Lesson: What is your reputation at the office? Do you have a reputation as a complainer or
someone who delivers results? Its a difficult question that needs to be answered.

If youre unhappy with your reputation, dont panic. You simply need some focused advice to
improve. You need a trusted advisor for perspective.

2 Recruit A Trusted Advisor

Everyone in the family respects the Godfather for his long experience. You could say that he is
the subject matter expert in many aspects of the family business. Yet, he also knows that there
are gaps in his knowledge. Running a mafia business entails confrontations with the criminal
justice system. So, the Godfather wisely sought a dedicated lawyer.

Tom Hagen, lawyer and consigliere to the Corleone family, advises the Godfather on a range of
matters. I also find it interesting that Tom is one of the few non-Corleones admitted into the
inner circle. His trusted advisor status combines expertise with the detachment of being a non-
family member. Business analysts can learn from Tom and the Godfathers relationship. They
are close enough that Tom can share difficult truths without few of reprisal.
Lesson: To grow your business analyst career, find a trusted advisor outside your organization
who can give you an unbiased second opinion on challenges you face. It could be someone in a
different firm or perhaps a friend from college who went to law school.

3 - Start With Subtle Communication

Communication is one of the most important skills that business analysts possess. Understanding
technology deeply and the practical objectives of the business require empathy and careful
consideration. Bluntly denying a users request for new features may be the right move, but it
matters how you communicate that fact.

Surprisingly, the mafia world also requires subtle communication skills. The careful viewer of
The Godfather will observe that bullets are rarely the first means of making a point.

Early in the film, the Don has to make a point to a movie director. He starts by sending his
advisor, Tom Hagen, to make a subtle request. Unfortunately, that initial attempt at persuasion is
unsuccessful. The Godfather has to turn to radical methods in order to make his point. Knowing
when to escalate a situation into a confrontation is a delicate art that the Don mastered in his long
career.

Lesson: When you face a conflict, consider your communication strategy. Start with smaller
gestures such as a short phone call to a colleague before you consider escalating a problem to
senior management.

4 - Have A Succession Plan

In the life of a business analyst, people come and go. The Corleone family is no different. When
the Godfather dies, his son Sonny takes over the family in a moment of crisis. This situation is a
textbook case of succession planning gone awry.

In my view, Sonny is not ready to transition to leading the family.

Nominating the eldest son to lead the organization is the succession principle used by the
Corleones. In the corporate world, the analogous situation would be automatically promoting the
most experienced employee to management in the event of manager departure. This approach
has the virtue of simplicity. Unfortunately, promotion based on years of experience doesnt
consider individual skill or leadership ability.

Lesson: when you are involved in long term projects anything over a year succession
planning cannot be ignored. Dont be afraid to bring up the topic, even if you are not formally
assigned to a management role.

5 - Know Your Strengths

Taking on new tasks and responsibilities can be dangerous. In an effort to impress management,
you can offer to automate a process only to realize later that doing so requires programming
knowledge you dont have. Ultimately, you need to focus on your strengths to succeed as a
business analyst.

Don Corleone faced a similar challenge in deciding whether or not to expand his empire to
include illegal drugs. Despite the profit opportunities offered, the Don refused to enter the
business. In the eyes of some, this made him a traditionalist who was behind the times. In his
world, I would argue that the Don made the right decision expansion into the narcotics trade
would attract too much unwanted attention from the authorities.

Lesson: When you encounter an activity that requires new skills, think carefully about deciding
whether it makes sense to learn it. Repairing your weaknesses rarely pays off compared to
investing energy in your strengths.

6 - Understand The Challenge of Change Management

Many business analysts work on projects that include a change management component. This
kind of change includes training stuff on a new process, introducing new habits and altering
reporting relationships. Even long overdue change and improvement can make stakeholders feel
uncomfortable. Without the right preparation and approach, poor change management will doom
a project.

In the Godfather film, Michael initially looks at ways to move away from his family. Early in the
story, he is proud of his accomplishments in the military which sets him apart from his siblings.
Ultimately, Michaels efforts to escape from his familys traditions are unsuccessful. He ends up
running the crime familys operations rather than reforming them.

Lesson: Sometimes, you will fail at change management. Be prepared for that eventuality.

7 - Give Favors To Build Relationships

When was the last time you gave a favour to someone? It could have been a small gesture
getting coffee for a colleague or teaching a technical skill to a new hire. Giving (and,
occasionally, asking for) favors is a key aspect of building relationships. For the best results, set
yourself a goal to make give favors to your colleagues a few times a month.

My favourite example of the Godfather giving someone a favor is one of the least well known.
At one point, an elderly woman is having difficulties with her landlord. The Godfather steps in
and helps her out. In this case, it is unlikely that the woman will be able to help the Don.

Lesson: Sometimes, you give a favor simply to make the world a better place.

Now youve learned about the Godfathers techniques, it is time to put them into action. This
week, choose one of the lessons from this article and put it into practice.
1. Dont make promises you cannot keep.Your word is the most important thing that you have
to offer. Dont take it lightly. Always deliberate whether you can or cannot fulfil a promise. Its
also okay to say no to a request (unless its on your daughters wedding day).

2. Dont involve yourself in other peoples personal lives.Especially, do not involve yourself
in the life of a married couple. Gossiping or giving advice on personal matters is and should
always remain frowned upon. Someones personal life is exactly that its personal and privacy
must be respected. When Connie and Carlo have a fight at the dinner table, Sonny tries to
intervene only to be hushed by Mrs. Corleone, Sonny, dont get involved. Carmela Corleone

3. Family is the most important thing in life.

Blood is thicker than water. A man who doesnt spend time with his family can never be a real
man and the only wealth in this world is children, more than all the money, power on earth.
Don Vito Corleone

4. Dont go against your family.

Dont be like Fredo Corleone. No matter how much you might dislike your family, theyre still
your family. Out of respect, do not go against your own blood, unless youre prepared to suffer
the consequences of alienation (or death). Fredo youre my older brother, and I love you. But
dont you ever go against the family again. Ever. Michael Corleone.

5. Dont act on emotion.

Act only after you have mulled over all of the possible outcomes that will commence after your
action. Think wisely and diplomatically. Emotional outbursts, like those of Santino Sonny
Corleone, eventually lead to his downfall. Why? Because he became predictable. Dont ever
become predictable. Never hate your enemies. It affects your judgment. Michael Corleone.

6. Keep your friends close, but your enemies closer. Always keep a watchful eye on your
enemies and play lifes game of chess with precision, dedication, and tact. Always hold your
ground and never burn bridges, no matter how much you might dislike someone. Especially in
public. When Michael Corleone was bullied by Senator Pat Geary he simply replied My offer is
thisnothing. He kept Mr. Geary in his circle, and played his cards right, eventually landing
the politician in his pocket.

7. Establish friendships out of respect, business, and trust.Family you cannot chose, but
friends you can. Consider the benefits that a certain friendship can bring. Likewise, consider the
disadvantages. Weigh the pros and cons and choose carefully. Friendship is everything.
Friendship is more than talent. It is more than the government. It is almost the equal of family.
Don Vito Corleone.
8. White-collar criminals are the most powerful criminals. From Wall Street to Bay Street, to
international investors and politicians, people in high places of power can create more chaos and
impact your family in a much more negative way than your average criminal. Thus, education
and working your way up into the upper echelons of society is a life lesson that you must adhere
to if you want to become successful and powerful. The average street criminal is not glorified in
the grand scheme of things. The lawyer with the briefcase can steal more money than the man
with the gun. Mario Puzo, The Godfather

Michael: My father is no different than any powerful man, any man with power, like a president
or senator.

Kay Adams: Do you know how naive you sound, Michael? Presidents and senators dont have
men killed.

Michael: Oh. Whos being naive, Kay?

9. Keep your business private; only discuss it amongst family members. Michael Corleone:
Dont ask me about my business! Dont discuss your personal or family business to strangers.
You never know who will use this information in their own favor, for their own personal gains.
Its best you keep business private to outsiders.

10. Violence is the last option. Throughout The Godfather, the theme of diplomacy over
violence cannot go undetected. Once a war begins, lives are lost, business slows down or
completely halts and its financially deflating. I dont like violence, Tom. Im a businessman.
Blood is a big expense. Solozzo.

11. Dont sell drugs. There exists a hierarchy of crime, and drugs rank at the top. Selling drugs
taints ones public image. Its true I have a lot of friends in politics, but they wouldnt be so
friendly if they knew my business was drugs instead of gambling which they consider a harmless
vice. But drugs, thats a dirty business. Don Vito Corleone.

12. Never make a request without offering your respect and friendship in return. Making a
formal request to someone be made with respect and your offer of friendship and loyalty.
Otherwise, you will be considered weak, unreliable, and untrustworthy. Now you come to me,
and you say: Don Corleone, give me justice. But you dont ask with respect. You dont offer
friendship. You dont even think to call me Godfather. Instead, you come into my house on the
day my daughter is to be married, and you ask me to do murder for money. Don Vito Corleone.

13. Build a powerful community. By helping others, you will receive help as well. You will
also receive respect. Don Vito Corleone built a powerful empire by building a strong community.
He helped his local neighbours and friends and established a strong reputation. Someday, and
that day may never come, Ill call upon you to do a service for me. Don Vito Corleone.
14. Be prepared ahead of time. Never make a move or judgement without careful planning
ahead of time. Patience is also key. Hey, listen, I want somebody good and I mean very good
to plant that gun. I dont want my brother coming out of that toilet with just his dick in his
hands, alright? Santino Sonny Corleone.

15. Dont take things too personal. Sometimes, you simply need to remember that, its not
personal, its business. Michael Corleone.

1. Keep your friends close, and your enemies closer.

2. Composure is everything, never let people know what you're thinking.
3. Always be respectful to people.
4. Earning respect is more important than earning money.
5. Sometimes it's okay to make a truce with people you hate, if doing so will prevent more
damage.
6. There is a sick, manipulative, shrewd bastard in all of us.
7. Some people don't respond to violence. You cannot intimidate such a person till you
figure out what is most precious to him.
8. Even if you've grown up with someone and you go way back, always watch your back.
9. Dissent brings out the worst in people.
10. Gangsters are but human. They respond to incentives like we do. They feel similar things
as us. And they are fiercely protective of their families much like us. Most importantly, it
inspires us to look deep within and find the gangster in all of us. Maybe given similar
circumstances, we'd be no different.

15 Life Lessons From The Godfather

The Godfather (Parts I, II, and III) are classic movies (adapted from a bestselling novel) that
have all stood the test of time. Not only is The Godfather an entertaining gangster saga, but it is
also a story about power, family, and capitalism. It has so much substance, and it offers some
very important life lessons. Thats certainly an offer you cant refuse.

1. Dont make promises you cannot keep. Your word is the most important thing that you have
to offer. Dont take it lightly. Always deliberate whether you can or cannot fulfil a promise. Its
also okay to say no to a request (unless its on your daughters wedding day).

2. Dont involve yourself in other peoples personal lives. Especially, do not involve yourself
in the life of a married couple. Gossiping or giving advice on personal matters is and should
always remain frowned upon. Someones personal life is exactly that its personal and privacy
must be respected. When Connie and Carlo have a fight at the dinner table, Sonny tries to
intervene only to be hushed by Mrs. Corleone, Sonny, dont get involved. Carmela Corleone

3. Family is the most important thing in life.

Blood is thicker than water. A man who doesnt spend time with his family can never be a real
man and the only wealth in this world is children, more than all the money, power on earth.
Don Vito Corleone

4. Dont go against your family.

Dont be like Fredo Corleone. No matter how much you might dislike your family, theyre still
your family. Out of respect, do not go against your own blood, unless youre prepared to suffer
the consequences of alienation (or death). Fredo youre my older brother, and I love you. But
dont you ever go against the family again. Ever. Michael Corleone.

5. Dont act on emotion.

Act only after you have mulled over all of the possible outcomes that will commence after your
action. Think wisely and diplomatically. Emotional outbursts, like those of Santino Sonny
Corleone, eventually lead to his downfall. Why? Because he became predictable. Dont ever
become predictable. Never hate your enemies. It affects your judgment. Michael Corleone.

6. Keep your friends close, but your enemies closer. Always keep a watchful eye on your
enemies and play lifes game of chess with precision, dedication, and tact. Always hold your
ground and never burn bridges, no matter how much you might dislike someone. Especially in
public. When Michael Corleone was bullied by Senator Pat Geary he simply replied My offer is
thisnothing. He kept Mr. Geary in his circle, and played his cards right, eventually landing
the politician in his pocket.

7. Establish friendships out of respect, business, and trust. Family you cannot chose, but
friends you can. Consider the benefits that a certain friendship can bring. Likewise, consider the
disadvantages. Weigh the pros and cons and choose carefully. Friendship is everything.
Friendship is more than talent. It is more than the government. It is almost the equal of family.
Don Vito Corleone.

8. White-collar criminals are the most powerful criminals. From Wall Street to Bay Street, to
international investors and politicians, people in high places of power can create more chaos and
impact your family in a much more negative way than your average criminal. Thus, education
and working your way up into the upper echelons of society is a life lesson that you must adhere
to if you want to become successful and powerful. The average street criminal is not glorified in
the grand scheme of things. The lawyer with the briefcase can steal more money than the man
with the gun. Mario Puzo, The Godfather
Michael: My father is no different than any powerful man, any man with power, like a president
or senator.
Kay Adams: Do you know how naive you sound, Michael? Presidents and senators dont have
men killed.
Michael: Oh. Whos being naive, Kay?

9. Keep your business private; only discuss it amongst family members. Michael Corleone:
Dont ask me about my business! Dont discuss your personal or family business to strangers.
You never know who will use this information in their own favor, for their own personal gains.
Its best you keep business private to outsiders.
10. Violence is the last option. Throughout The Godfather, the theme of diplomacy over
violence cannot go undetected. Once a war begins, lives are lost, business slows down or
completely halts and its financially deflating. I dont like violence, Tom. Im a businessman.
Blood is a big expense. Solozzo.

11. Dont sell drugs. There exists a hierarchy of crime, and drugs rank at the top. Selling drugs
taints ones public image. Its true I have a lot of friends in politics, but they wouldnt be so
friendly if they knew my business was drugs instead of gambling which they consider a harmless
vice. But drugs, thats a dirty business. Don Vito Corleone.

12. Never make a request without offering your respect and friendship in return. Making a
formal request to someone be made with respect and your offer of friendship and loyalty.
Otherwise, you will be considered weak, unreliable, and untrustworthy. Now you come to me,
and you say: Don Corleone, give me justice. But you dont ask with respect. You dont offer
friendship. You dont even think to call me Godfather. Instead, you come into my house on the
day my daughter is to be married, and you ask me to do murder for money. Don Vito Corleone.

13. Build a powerful community. By helping others, you will receive help as well. You will
also receive respect. Don Vito Corleone built a powerful empire by building a strong community.
He helped his local neighbours and friends and established a strong reputation. Someday, and
that day may never come, Ill call upon you to do a service for me. Don Vito Corleone.

14. Be prepared ahead of time. Never make a move or judgement without careful planning
ahead of time. Patience is also key. Hey, listen, I want somebody good and I mean very good
to plant that gun. I dont want my brother coming out of that toilet with just his dick in his
hands, alright? Santino Sonny Corleone.

15. Dont take things too personal. Sometimes, you simply need to remember that, its not

personal, its business. Michael Corleone.

Lessons from the Godfather Trilogy: Universal Principles and Practical

Advice
Few movies are as revered or have reached the iconic status in American culture as the movies
that make up The Godfather Trilogy. Obviously, the great acting by many incredible actors in
these films plays a major part in achieving that status. But perhaps even more appealing is the
writing behind the film which has generated many lines that can not only be considered quotable
quotes but also, in a broader sense, universal principles of life. These universal principles are
applicable to all walks of life from the mob underworld to all levels of the business world and
can provide practical instruction to all who are open to such advice.

Its not personal Sonny. Its strictly business

Michael to Sonny in The Godfather
There may be nothing more important to sound business practices than the principle that
decisions to be made should never be motivated by personal or emotional animus but rather
should always be the result of an objective decision-making process. All too often, the actions
and adverse positions of opposing parties are taken personally and retaliation is sought without
first thinking through and formulating an appropriate response on an objective basis and in
accordance with the circumstances.

The pros and cons of a business decision cannot be properly and professionally evaluated if
ones judgment is clouded by emotionally charged and negative feelings towards the opposition,
particularly during the course of negotiations. Accordingly, if you find yourself unable to
separate yourself from an emotional opinion of the situation presented, it may be wise to run the
matter by a colleague for a fresh and objective viewpoint.

It is particularly important to remain objective when evaluating matters and engaging in

settlement negotiations. Emotions have no place during negotiations but can run high and get in
the way of an objective evaluation of the matter at hand. Ultimately, in all cases, its not
personal, its strictly business.

Never hate your enemies it affects your judgment

Michael to Vincent in The Godfather, Part III

A corollary to the general rule that negative emotions should have no place in business matters is
that one should never allow issues to become personal with the opposition. When one allows
their emotions to intrude into their dealings with another, the ability to evaluate any and all
issues that arise is clouded by such negative feelings.

As difficult as it may be, one must attempt to disassociate and cut out any negative feelings or
animosity (even when such emotions may be warranted under the circumstances) towards a
business associate. Only then can a proper evaluation and handling of the issue or case be
completed. After all, remember what happened to Sonny Corleone in The Godfather when he
allowed his emotions to cloud his judgment and get the best of him.

Keep your friends close, but your enemies closer

Michael to Pentangeli in The Godfather, Part II

No advice may be as difficult to heed than the caution to keep your enemies or adversaries
close. Unfortunately, there are some adversaries in the business world who thrive on petty
confrontation and routinely taking matters to a personal and negative level. Such people seem to
enjoy pushing buttons and disrupting the normally smooth handling of business
transactions. While there is no valid place in business for such boorish behavior, there is usually
no recourse against the same and one must be prepared to deal with such people effectively in
order to provide their clients with the representation they are entitled to and/or to obtain the
result desired.

One way to deal with such enemies, or all adversaries for that matter, is to keep them close. A
way to keep them close is to be more knowledgeable on the issue at hand in order to keep a step
ahead. Additionally, as aggravating as the adversary may become, it never fails to remain in
control of your own emotions and hit them with kindness, good humor, and/or rational
explanations supporting your position. Also, a positive way to view the difficult situation of
having to deal with such people is to remember that each communication will move the parties
one step closer to the eventual resolution of the issue at which point you will no longer have to
deal with that person on that matter.

Im gonna make him an offer he cant refuse.

Don Corleone to Johnny Fontaine in The Godfather

In terms of settlement negotiations, it may be said that you can not sell something to someone
they do not want to buy. When negotiating, one should put themselves in the position of that
opposing businessperson or client and attempt to frame any settlement offers in the best light
from that perspective.

For example, the value of settling a matter now as opposed to after many more months of
negotiation can be emphasized. Where the parties are engaged in a non-binding mediation and
have reached an impasse, perhaps the offering of paying for the mediators services by one party
can spark further discussions to an ultimate resolution. By thinking of settlement from the other
partys perspective and being creative and positive in framing your settlement offers, one may be
able to effectuate a settlement of a case within ones range of range of value.

In trying to reach any resolution of a matter, it must be remembered that emotions have no place
in negotiations. If at all possible, check any emotions generated by the case or your interactions
with the opposition prior to entering into any settlement negotiations. All attempts should be
made by both parties to participate in the settlement discussions in the most objective and
business-like manner possible.

I have always believed helping your fellow man is profitable

in every sense, personally and bottom line.
Michael to reporters in The Godfather, Part III

Although Michael Corleone may have issued this statement with a sense of irony, it cannot be
denied that helping your fellow man is indeed profitable in every sense. In addition to assisting
all of our clients with their business matters, a businessperson may also profit on a personal level
by volunteering ones services within the scope of their expertise wherever possible.

In addition to the altruistic reasons in support of volunteering in the community, such activities
have the consequent benefit as a source of networking and advertisement. By participating in
charitable activities, one can come to know many different people as well as have your name or
your firms name disseminated to the public in a positive light.

a man who doesnt spend time with his family can never be a real man.
Don Corleone to Johnny Fontaine in The Godfather
While the demands and pressure associated with developing a business are great, there is no
opportunity to replace missed moments with ones family. Life is short and there are no second
chances to recover such priceless moments.

Whenever possible, a balance between work and life outside of work should be sought and
encouraged. It can be said that people who develop their life outside of work, particularly with
their families, but also in terms of their hobbies, recreational activities, and in exploring creative
outlets, are more apt to have a higher productivity level when it comes to work. Spending and
enjoying more time with ones family will tend to serve as a release from the pressures of work
and lessen ones overall stress level which, in the end, results in a more healthy lifestyle
overall. A more healthy lifestyle, in turn, may render you a more productive and efficient
worker. In the end, all aspects of your life both in and out of work will benefit.

Conclusion

An understanding and application of the universal principles enunciated by the great characters
in The Godfather Trilogy to ones business practices can improve ones abilities and may also
serve to ease the stress generated by the profession. All in all, with the business world as
demanding as it is in and of itself, an effort should be made by people to deal with each other in
an objective and professional manner without descending into personal animosity and
attacks. Ideally, we should treat others as we desire to be treated and should maintain positive
and objective arguments as opposed to attempting to pursue or defend a matter through negative
and emotionally charged tactics or personal attacks. In the words of Clemenza from The
Godfather, we should metaphorically, Leave the gun. Take the cannoli. In the end, by leaving
behind a negative or personal handling of a matter and instead taking a positive business-like
approach to all issues, the business world as a whole will benefit.

Lessons Learned from The Godfather

If I have not mentioned it before; gangster crime films and series provide some of the best
entertainment and education for me. The strategic planning and business savvy these stories
depict demonstrate the complexity of human nature and the lengths people go to in order to be
well off in this tough competitive world. About 2 weeks ago it was the 40th anniversary of The
Godfathers creation so the film saga was being shown throughout the week. While watching the
films I begin to really see the entrepreneurial and the business mindset that was an important
aspect within the films storyline. Even though the film saga revolves around crime the business
element speaks loudly and illustrates that entrepreneurship was an integral part of the Corleone
crime empire.

Many people will probably look at The Godfather and wonder what positivity can you really pull
from a film saga that contains many negative elements? Well there are plenty of lessons you can
take away from The Godfather if you open your eyes took look beyond what was intended to
stand out. The complexities of running a crime empire can be similar to the complexities of
running a legitimate business organization. They both share the same purpose; to exploit an
opportunity and succeed at it but differ in how they are operated and the tactics used to ensure
success. Lets pinpoint where the similarities intersect and learn how The Godfather provides
important lessons for entrepreneurs and business owners to follow.

Lessons from The Godfather:

1) Respect is Earned not Given. No matter how important you think you are, it means
absolutely nothing if other people do not hold the same opinion. For instance Vito Corleone
earned the respect of the people in his community by handling whatever issue they brought to his
attention. Unlike other Dons who terrorized their own communities, Don Corleone made sure his
community had a leader that addressed their concerns. Also, Don Corleone made sure his
competitors knew he was a man to be taken serious. People knew that Don Corleone was a man
of his word and a man not to be crossed. As an entrepreneur you must work to earn peoples
respect for your products and service. You can have the most innovative idea possible but that
means nothing if you cannot prove to people why its worthwhile. You have to reach out to
people, learn what issues they may be having and let them know how you plan to fix them. Make
people realize you and your business are serious and that you deserve and will work for their
respect.

2) You Have to be Diligent & Persistent. The Corleone crime empire did not appear overnight.
The empire was built through years of strategic planning and precise execution. As an
entrepreneur you have to connect a lot of random dots and ensure that these connections work in
your favor in the long-term rather than the short-term. Everything for the most part will not just
fall into your hands, you really have to put in the necessary work and then some to see the
wanted outcome. This exact thing though is what creates the beginning of failure for many would
be entrepreneurs. They expect things to work in their favor as soon as they begin their
entrepreneurial operations and never realize that it may take years before anything substantial is
gained. If you are expecting overnight success forget about it. Do what is required of you and do
it with 100% effort every time in order to build a background that exemplifies you are
determined to succeed.

3) Loyalty is Everything. Without loyalty and trust you will not gain the respect and support of
people. When people around you suspect you are disloyal, they begin to plot your demise or pull
away from you and limit their interaction with you. In The Godfather disloyal behavior usually
produced the consequence of death. In entrepreneurship disloyal behavior will produce alienation
and your eventual failure. For instance Michael Corleone alienated his brother Fredo before
killing him off because of his lack of loyalty towards him. A very brutal message that speaks
volumes about how important loyalty is and that the disrespect of its importance will not be
tolerated. As a business owner, if you show no loyalty to your customers then why should you
realistically expect their loyalty in return. Take a look at a business such as Bank of America
which is experiencing many attacks directed at their behavior towards their customers. People
are praying for their eventual downfall because they consistently show lack of concern for their
customers and therefore create a great sense of anger towards their business. Whatever you do,
do not fall into the category of disloyal and untrustworthy. Stand by your word and let your
actions speak louder than your words in the process.
 4) Its Only Business Cannot Always be the Excuse. In The Godfather, Its only business
was always the #1 excuse for having someone killed off. If that is the case business has no
boundaries to operate within then. That is not the case though in the legitimate business world
were rules of conduct do apply. Trying to make a profit should not come at the risk of causing
harm to the relationship established with your customers. Unfortunately many business owners
operate their business with this mindset and therefore shorten their probability of longevity.
Doing business has now become more than revenue, sales, expenses and profit; businesses now
have to be socially involved in the communities around them. You can say this has always been
the case but now the focus on being a business that provides an exceptional social impact is
seeing increased importance. Your business has to function with the mindset of solving some
valid issue or concern amongst people and in turn have people buy into your businesss mission
through these concentrated efforts.

The Godfather saga provides many examples on how to operate towards being a successful
entrepreneur and business owner. You just have to extract the positivity from within the
negativity in order to realize the many messages portrayed throughout the films.

Ten (10) Business Lessons from The Godfather

Francis Ford Coppolas popular movies The Godfather Parts I and II aired on AMC on
Thanksgiving Day. The movies are based on Mario Puzos novel titled The Godfather. I have
watched it countless times. But, this time I took notes. The Godfather, Vito Corleone was a
mobster. But, he was also a shrewd businessman. He owned Genco Imports and trucked goods
from New York to destinations such as Havana, Canada, and Nevada.

Here are some of the business lessons I gleaned from the movie:

1. Build Relationships

When a fellow wanted a favor from the Godfather, his response was: I cant remember the last
time you invited me over for coffeeyou never wanted my friendshipnow you come to me for
justice. Putting the criminal element aside, what I learned from this is the importance of staying
in touch, developing friendships, sharing and giving before you need a favor. Folks help those
that they like, know, and trust. Folks buy from those they like, know, and trust.

2. Stay Flexible

The Godfather went as far as saying, as friends, your enemies become our enemies and you
become feared. Well, in business, the enemies could be perceived as competitors. Your friends
can help you position yourself where your competition fears you. However, nowadays with
increasing collaboration, we may be competitors one day and partners the next.

This happened to the Godfather in another scene when he needed to keep the peace and needed
to partner with a rival. So, the lesson here is to stay flexible.

3. Make all inquiries

Before the Godfather met with his rival, he told his son Michael: I want all inquiries made. We
call that gathering intelligence. It is best to team with channel partners that are in your industry,
but offer different services and products. So, when you decide to team with a competitor, it is
best to make inquiries and gather as much information as possible about your competition.

4. Make them an offer they cannot refuse

When the Godfathers godson asked for help with getting a movie studio to agree to give him a
part in the movie, the Godfather told him he would help. When the Godfather said he would
help, the godson asked how. The Godfather said he was going to make them an offer they could
not refuse.

Again, putting the criminal element aside, when negotiating deals, you should make them an
offer they cannot refuse. Dont waste your time or the other partys time.

I finished law school back in 1994. I invested in books on negotiating. One that I keep on my
shelf is Tim Hindles Negotiating Skills. Tim advised to put forth your proposal with as little
emotion as possible. Another book that I have kept over the years is Neil Shisters 10 Minute
Guide to Negotiating. Neil advised that it is to your advantage to present a higher authority
from which you must seek approval in finalizing the negotiation.

The Godfather sent his pseudo-adopted son, the conciliator out to California to handle
negotiations. As Tim Hindle advised, this guy was cool, calm, and collected. He was fluent and
confident. He never lost his temper. He was always complimentary and polite. The conciliator
also used the Neil Shister tactic of presenting a higher authority. He later revealed that it was the
Godfather

The conciliator was prepared to share the whats in it for them. The Godfathers conciliator
told the movie executive that they could deal with the unions for him and help him in other ways.

I teach government contracting for Georgia Techs Procurement Assistance Center (GTPAC)
and we teach business owners to focus on building relationships and helping the customer and
the sale will follow. The key is to meet with the prospect face to face and to be prepared with a
proposition of whats in it for them.

5. You can do something about it

When the godson told the Godfather about the movie deal, the godson was upset and said that he
could not do anything to change the studio executives mind. The Godfather told the godson that
he could indeed do something about it. To do so was to be a man.

This reminded me of a friend of mine who is an extremely negative, naysayer. I cannot stand it. I
know I cannot change him. I can only control my reaction to it. At some point, I may need to
distance myself from the negativity. But, this guy always says, no, it cannot be donenothing
can be done about it. Like the Godfather, I believe where there is a will, there is a way. Go
around, over, or under obstacles.
6. Never tell anyone outside the family what you are thinking

I love this. Whether you work in a government agency, corporation, or have your own business,
there needs to be loyalty. The work teams function best when they function as a family unit. The
leaderships strategic thoughts need to stay internal to the family. Communication outside the
family needs to be controlled.

7. Tell them what you want

I won one year of free business coaching in 2008 when I won a Sam Walton Emerging
Entrepreneur Award. One of the lessons I was taught was to get in the habit of saying I want
this and that when I want to get something done and need to give others directions. This is a
great leadership skill.

Well, I noticed that the Godfather used this technique. Here are some examples of the
Godfathers I want statements:
I want no acts of vengeance.
I want you to arrange a meeting with the five families. This war ends now.
I want all inquiries made.

As a child, I was taught to ask, May I have?. Well, in business, it is I want.

8. You lose your political connections, you lose half your strength

You know, I have never been a political person. As a child growing up in Chicago, my mom was
an advocate of helping the local alderman. We were good citizens and we helped. As a city
planner, I helped mayors, city council and county commissioners members. I never had money
to donate to campaigns. But, I have observed over the years how folks with political connections
have stronger organizations than those that do not. So, there may be some merit to this.

9. Dont ever take sides with anyone against the family

This lesson is similar to No. 6 in that whether you work in a government agency, corporation, or
have your own business, there needs to be loyalty.

10. Women business owners cannot be careless

I took creative liberty on this one. The Godfather actually made the male chauvinistic statement:
women and children can be careless but not men. Well, we can naively sweep that under the
rug as a sign of his time. Alternatively, we can face the fact that men that thought this way raised
men to think this way and therefore, this type of thinking is likely to still exist.

I am a lawyer, civil engineer, city planner, certified public manager, and business strategist. I
have been on male dominated career paths for nearly 30 years. So, the lesson I learned from the
Godfathers statement was that since men may think that like children, women can be careless
women need to counter this stereotype. We cannot be care free and careless. This is especially
true of women business owners. A lot has been written about how women owned businesses are
less successful than male owned businesses. Perhaps the concept of carelessness needs to be
studied. If levels of care could be measured, could it be proven that women business owners care
less than men?