The Go-Giver: a literature review
The Go-Giver by Bob Burg and John Mann
A review of literature
Management 6802
The world can sometimes be a selfish place. Increasingly, business students are taught that in order to “survive” in business they must be a go-getter. Most young professionals inherit the belief that a business operates only to earn a profit and that they must do what is necessary to be profitable. Unfortunately, many professionals live their entire lives believing these assumptions without considering that maybe the business world and the people who thrive in it are not as cruel and shallow as many presume. The Go-Giver is a parable of a young business professional described as a “go-getter” who is struggling to find success in his work. Needing a big sale, the young professional seeks contact with a retired business executive, who decides to help the young professional gain the knowledge that will help him be more successful in the future. The mentor explains that in order to reach “stratospheric success,” the young professional have to unlearn everything he has been taught about being successful in business. The keys to success lie in the five laws of being a ‘Go-Giver’: the law of value, compensation, influence, authenticity, and receptivity.
#1: The Law of Value The first key to being successful is to give. The law of value states that “your true worth is determined by how much more you give in value than you receive in payment. (Burg, 29)” The law suggests that people should focus more on what they are giving rather than what they are receiving. If people focus on giving, then others will treat you as you treat them. . As a result, people will become loyal to your brand, not because of the product, but because of the personal interaction and value that you give to them. This law is hard to imagine in todays ‘dog eat dog’ society. People often believe that everyone must fend for themselves and that do what is
A review of literature
Management 6802
The world can sometimes be a selfish place. Increasingly, business students are taught that in order to “survive” in business they must be a go-getter. Most young professionals inherit the belief that a business operates only to earn a profit and that they must do what is necessary to be profitable. Unfortunately, many professionals live their entire lives believing these assumptions without considering that maybe the business world and the people who thrive in it are not as cruel and shallow as many presume. The Go-Giver is a parable of a young business professional described as a “go-getter” who is struggling to find success in his work. Needing a big sale, the young professional seeks contact with a retired business executive, who decides to help the young professional gain the knowledge that will help him be more successful in the future. The mentor explains that in order to reach “stratospheric success,” the young professional have to unlearn everything he has been taught about being successful in business. The keys to success lie in the five laws of being a ‘Go-Giver’: the law of value, compensation, influence, authenticity, and receptivity.
#1: The Law of Value The first key to being successful is to give. The law of value states that “your true worth is determined by how much more you give in value than you receive in payment. (Burg, 29)” The law suggests that people should focus more on what they are giving rather than what they are receiving. If people focus on giving, then others will treat you as you treat them. . As a result, people will become loyal to your brand, not because of the product, but because of the personal interaction and value that you give to them. This law is hard to imagine in todays ‘dog eat dog’ society. People often believe that everyone must fend for themselves and that do what is
References: Burg, Bob & Mann, John D. (2007). The Go-Giver, A Little Story About a Powerful Business Idea. New York, NY: Penguin Group.