What’s in It for Them

In this episode, Sam Shriver, Chief Sales and Marketing Officer at The Center for Leadership Studies, talks with George Morrow, who shares his thoughts on an important question leaders should ask themselves frequently.

Episode Transcript

Introduction

Welcome to The Center for Leadership Studies podcast, an exploration of contemporary leadership issues with experts from a variety of fields and leadership backgrounds. In this episode, Sam Shriver, Chief Sales and Marketing Officer at The Center for Leadership Studies, talks with George Morrow, who shares his thoughts on an important question leaders should ask themselves frequently.

Sam Shriver

What is the one key question that leaders should be asking themselves every day?

George Morrow

When you’re working with your team, always be mindful that what’s in it for them is a primary thought that they have, and what’s in it for them is not always am I going to get promoted? Am I going to get a bigger bonus? Am I going to get a bigger raise? It’s what’s in it for them? What should make them feel really good about coming to work and working with you in particular? So that’s a very important thing to have at least a hypothesis with people and make sure that if there’s something you can do that easily answers that question, what’s in it for them? And it’s a very motivating situation. So what I’m saying is, what makes people tick? What makes people want to run through brick walls for you and the company?

Try to figure that out, and if it’s completely above board, try to fuel that sort of thing. And there are people who did that for me. I look back on those times when wasn’t really work; it was about as much fun as I could possibly have. I felt like I was making a contribution. I felt like I was getting these psychic rewards that just made me feel like a million bucks kind of thing. That made me feel really good about myself as a human. And if you can make that kind of connection with people, and it’s not possible probably with everybody, but if you can make that connection with certain people, it’s not only going to have a great business relationship, it’s going to be a hopefully lifelong relationship.

Conclusion

As an Executive Vice president at Amgen, the world’s largest independent biotech company, George Morrow led global commercial operations, the division responsible for the commercial activities of approximately 3800 staff in over 50 countries. He also oversaw global government affairs, which manages Amgen’s policy and strategies with various government agencies. Before joining Amgen, George had 20 years of commercial pharmaceutical experience, with 10 years at Merck and 10 at Glaxo.

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