CHAPTER 5: MAKE A DIFFERENCE

1. Martin Linksy and Ronald A. Heifetz, Leadership on the Line .

2. Dan Ciampa and Michael Watkins, Right from the Start .

3. Catalyst, The Bottom Line .

4. On an anecdotal basis our commentators confirm the findings Jim Collins reports in Good to Great . Great companies, Collins discovered , are those that bring talented people together and enable them to make a difference simultaneously encouraging their contributions and valuing them.

5. In Good to Great Collins applies the "curse of competence" to companies that become so enamored of their technological or marketing advantage that they cannot innovate. The observation is equally relevant for individuals.

6. Paul W. Mulvey, Priscilla M. Veiga, and John F. Elsass, "When Team Members Raise a White Flag."

7. Women are much less likely to use self-promoting tactics than men are. This accounts, in part, for the lower salaries they negotiate. Lisa Barron, "Talk That Pays."

8. A taboo on bragging is one of the conversational prohibitions among women that Deborah Tannen singles out in You Just Don't Understand . See Chapter 8, "Damned If You Do."

9. Forty-three percent of law associates at Boston firms leave before three years, but the primary economic return on a firm's investment comes in years five through ten. Accounting firm Ernst & Young estimates that it takes $150,000 to hire and train an associate. Boston Bar Association, "Facing the Grail," footnotes 48, 59.

10. Bob Weinstein, "Supplies in Demand"; "How We Got Started: Tom Stemberg."

11. Amy Bodow, "Risk and Reward: Jeanne B. Lewis."

12. Harvard Business School. Jeanne Lewis at Staples, Inc. (A).

13. In organizations decisions are influenced by previous decisions. The need to justify project funding decisions can skew future decision-making in favor of continuation so that "sunk costs" can be recovered. Individuals can also surrender to " group think." See B. M. Staw, "Knee-Deep in the Big Muddy: A Study of Escalating Commitment to a Chosen Course of Action" and Irving Janis, Victims of Group Think .

14. "How We Got Started: Tom Stemberg,"

15. Weinstein, "Supplies in Demand."

16. Harvard Business School. Jeanne Lewis at Staples, Inc. (A).

17. Harvard Business School. Jeanne Lewis at Staples, Inc. (A).

18. A federal judge scuttled the merger on antitrust grounds in July 1997.

19. Harvard Business School. Jeanne Lewis at Staples, Inc. (A).

20. Harvard Business School Jeanne Lewis at Staples, Inc. (B).

21. Michelle Conlin, "The Glass Ceiling: The CEO Still Wears Wingtips." Wellington was talking specifically about paths to the CEO job, but lack of visibility hampers progress in senior management as well.

22. Ramon Ray, "Interview with Jeanne Lewis."

23. Amy Bodow, "Risk and Reward: Jeanne B. Lewis."