"The nice guys are all over there. In seventh place."

This is the original quotation which has been simplified over the years to "Nice guys finish last."  At 170 Systems, we have spent a lot of time with AP professionals over the years and the consensus opinion is that AP professionals are really, really nice people.  Probably too nice - certainly for the business world.

If you are afraid to speak up because you need to be liked ... back down too easily when confronted ... fret about offending others ... work tirelessly without breaks ... then you are probably sabotaging your chances for promotion. 

Does this mean you have to be an ogre or a jerk to get ahead? 

Not according to Russ Edelman, CEO of Corridor Consulting, and author of a new thought-provoking book titled "Nice Guys Can Get the Corner Office."  The book details how to succeed without being an SOB ... or a spineless pushover. 

Russ originally authored "The Nice Guy" in the Harvard Business Review in 2006 which explored the impact of being too nice in business. It turned out to be one of the most popular articles of that year.  That tremendous response led to the book where Russ had the opportunity to interview 350 business professionals including 25 CEOs of major companies including SouthWest Airlines, Disney, Proctor & Gamble, Dunkin Brands, Boston Market and Life is Good.

For today's blog entry, I have the pleasure of introducing Russ, who relates his extensive "nice guy/gal" research to the world of Accounts Payable.

Enjoy.

-Rakesh
                                                                                              

As a general and unfortunate rule, the important role played by AP professionals is under-appreciated at most companies.  In fact, one could legitimately argue that AP professionals are often the recipients of the S*#t that rolls downhill.  For many of us, we have no choice but to be "nice" and smile.  And for those of us that put up a fight, we are fired ... or promoted! 

Let's face it, the world of AP is a challenging one and if you are "too" nice, you can be eaten alive.  The constant pounding of suppliers looking for payments and/or credits;  internal client support and requests, finance planning demands from Treasury and coordination with Procurement.  With all of these demands, is it any wonder that those worn, squeezable stress balls can be found at the desks of most AP team members.

Let's take an example.  Betty is the Director of AP and has a team of 22 people working for her.  Betty is also an Overly Nice Guy as when any of her staff members are unable to complete their workload, she is the first one that they ask to lend a hand.  And each time, she does it using one excuse or another.  She rationalizes by thinking that it is an undue burden to place upon her team members rather than having them remain accountable for the processing of their backlog.  Nights and weekends have become the standard for Betty.  Ultimately, she becomes a "corporate martyr" by sacrificing her time and energy.  Instead, she should define boundaries and hold her team accountable; changes that may require some form of training and potentially the increase in headcount if the workload is too excessive.

So, how can Mary or any other AP representative stay true to Nice while at the same time, finding the power to be assertive and effective? 

The answer...to become "Effectively Nice"
    Kind, Empathetic, Concerned, Honest 
        AND
    Assertive, Able To Speak-up, Confront Situations and Define Boundaries

In the absence of finding a path to becoming Effectively Nice, most business people will continue to struggle with behavior that is Overly Nice.  To start down this path, we've taken a bold step by writing "Nice Guys Can Get The Corner Office - 8 Strategies for Winning in Business Without Being a Jerk".  It provides guidance to Overly Nice Guys in their mission to become more balanced...to become Effectively Nice.  The book is also designed to providing strategies for people who manage the Overly Nice Guys as they are largely a resource pool that has not reached their full potential.   

Here is a quick summary of the 8 strategies that we call "The Nice Guy Bill of Rights":

Nice Guys (including Women) have the right to:

• 1. Self-Awareness - Learn about yourself -- know your strengths and weaknesses.
• 2. Speak Up - Learn to express your opinions and be heard.
• 3. Set Boundaries - Learn to set clear, strong, and appropriate boundaries.
• 4. Confront - Learn to face issues directly and without fear.
• 5. Choose - Learn to make choices without guilt.
• 6. Expect Results - Learn to hold others and yourself accountable.
• 7. Be Bold - Learn to take chances and push the envelope.
• 8. Win - Learn how to finish first respectfully and fairly.

The reality is that when people are too nice in business, there is a real cost to their careers and their organizations.  Becoming Effective Nice can make the difference!

-Russ
http://www.niceguystrategies.com/