Reality Check

There are two really appealing things about this book. First, it's an easy read. It's long – don't get us wrong – but it's easy. There are a whopping ninety-four chapters, but they're all short, and set up so you can open at any page and find useful nuggets of wisdom. The author uses plenty of bullet points and subheadings, and there is no fluff or wasted space.

The other appealing thing is that it's funny. The author uses wit and humor on every page, and he's created a book that you won't want to put down. He keeps you entertained because he tells the truth about the business world, while at the same time, not taking himself too seriously.

In Reality Check, the author manages to say what the rest of us may be thinking, but don't have the guts to say out loud. The result is a wild ride that most people will easily identify with.

So who is the author anyway? Guy Kawasaki is the co-founder of venture capital firm Garage Technology Ventures, and he's the author of nine books, including The Art of the Start, a BusinessWeek bestseller. His blog is one of the top fifty most-popular blogs on the Internet, and considering his writing style, it's easy to see why.

So, keep listening to find out how to work independently, even when you're part of a large organization; how to captivate your customers; and, how to avoid being an A-hole at work. No, we're not kidding. That really is one of the chapters in the book. And it's a riot.

Reality Check begins with five chapters focused on the realities of starting a business. One of them, The Art of Intrapreneurship, is written for people who act as entrepreneurs and innovators within large organizations.

There's always been some tension between entrepreneurs and intrapreneurs. Entrepreneurs think their corporate counterparts have it pretty easy. After all, they've got a support system in place. They have funding, salespeople, support staff, and an umbrella brand to help them out.

But this is a classic case of the grass being greener on the other side. Intrapreneurs don't always have it better. The reality is that they're often fighting against the staid bureaucracy of upper management, and dealing with people who aren't that eager to see new products and ideas come to fruition.

The author's advice here is blunt. He advises intrapreneurs to seek out a separate building in which to do their work – one that's not too close to the main building, but not too far away either. Why? Well, he says you need to be close enough to corporate to access resources, but far enough away so that upper management isn't breathing down your neck all the time.

He also gives intrapreneurs tips on who they should hire for their research and development team, how to win over the accounting department when it's time to ask for financing, and why you need to stay under the radar until your big idea is ready to unveil to the executive team. If you want the answers, then you'll want to pick up the book.

Because the book is so well organized, it's easy to find a lot of information on a number of key topics. Yes, there are ninety-four chapters, but they're all grouped under specific themes. For example, if you want to learn how to beguile someone, then you'll want to turn to page two-hundred and forty-three, which kicks off a set of eleven chapters that all focus on the art of ingratiation – what the author calls "sucking up." He includes excellent customer service in this theme.

His tips here are specific and very useful. For instance, he advises readers always to put the customer in control. For managers, this means giving employees the freedom to give power to the customer. This takes two leaps of faith. It means that you have to trust your customers not to take advantage of the situation, and you've got to trust your employees to make good decisions. But if you can do this, you're golden.

The author gives us other useful nuggets here, like never train your reps to read from a script, never use a computer system to answer your phones, and always take responsibility for your own shortcomings. He explains in detail why each of these is so important. And, he gives us a dozen others to think about as well.

Another great chapter in this section is The Art of Schmoozing. The author offers up some of his own tips here, with more from another expert on the subject. So, how do you schmooze effectively without looking stupid?

Well, the author's first tip is to understand your goal. He believes that successful schmoozing is all about discovering what you can do for someone else, not the other way around. So, your goal is to help others.

He also advises us to shut up. Good schmoozers are good listeners – they're not the ones yammering away all night. So ask good questions, and then listen. If you do start talking, don't just stick to business. That's boring! Reveal your passions, because they're what make you interesting. If you talk about anything, talk about what you, and the other person, do when you're not at work.

He also advises wannabe schmoozers to read voraciously, and not just trade magazines. He urges readers to start creating a large base of knowledge they can draw from in any situation. This includes national magazines, blogs, newspapers, and the latest books. The better read you are, the more interesting you are to talk to, he says.

After The Art of Schmoozing, the author transitions effortlessly into The Art of Sucking Down. This chapter is an eye-opener, because Kawasaki suggests that people don't always suck up to the right people. Knowing who truly has what you need is vital to getting what you want.

He relates a good example to illustrate what he's talking about here. One of his friends worked at a major airport, and one day saw a passenger screaming at a ticketing agent, who remained completely calm during the onslaught. After the fuss was over, the author's friend asked the agent how she could remain so composed while being screamed at. She smiled, and told him that although the passenger was headed to Paris, his bags were now on their way to Sydney. The point here is that often, it's not the people with the big titles you need to be aligning yourself with. Being nice to the person with true power is key to getting what you want. Often, people like secretaries, waiters, customer service reps, or ticketing agents are the people who can make or break your life.

The author offers several pieces of great advice here, and one is to start practicing a little empathy. Many times, the person you're dealing with isn't making a lot of money to put up with all they have to put up with every day. Understanding their needs, and their situation, might prompt you to treat them a little better. After all, they're working and trying to make a living just like you.

Another insight the author offers us here is to take advantage of the first thirty seconds you spend talking with someone. If you can make a person smile in the first thirty seconds, you're well on your way to getting what you want.

The reason for this is that most people don't make other people smile. Most people think about themselves first, and are too busy to look up from their BlackBerries to notice they're interacting with a human being. Even doing something small, like asking someone how their day is going, will set you apart from the rest of the pack.

As you can probably tell by now, many of the author's tips can be applied to daily life, not just business. Many of the sections in Reality Check remind us to appreciate the little things in life – and they're a true joy to read. You don't just get business advice here. You can also learn how to be a better person.

For example, chapter eighty-three is titled, Why Smart People Do Dumb Things. The author begins with a situation from his own life, when he spent a weekend trying to get his laptop to work, only to realize that the thing was dead.

Why, you wonder, did a business expert like Kawasaki not have his hard drive backed up? Well, the short answer is that he lacked maturity. But don't worry – he explains it all.

The first reason why he, and other smart people, do dumb things is hubris. When you no longer fear the consequences, you're headed for trouble.

Another reason is arrogance. If you start to feel you're entitled to a corporate jet or fancy car, it's time to slow down and take a second look at your life. In this chapter, and throughout the book, he offers real solutions to the problem of immaturity.

One piece of advice is to start accepting yourself, instead of trying to be something you're not. Another is to accept the people around you. If you're not getting along with others, it's not because you're smart and they're dumb. It might be because you still need to grow up in some essential part of your being.

Other solutions – like enjoying simple pleasures and keeping a sense of humor – are all antidotes to doing dumb things.

Now, if these sound like simple answers to a complex question, it's because they are simple. But why does it have to be complicated? These tips, and the others he offers up in this chapter, are short and to the point. But instead of thinking they're trivial, you're left with the feeling that it really is that simple. Basically, if you want to avoid making dumb decisions, then don't be narcissistic. Don't be arrogant. Keep a sense of humor.

Simple, right?

Now for the one you've probably all been waiting for. The chapter on how to avoid being an A-hole. As you can probably imagine, the author keeps us laughing in this one, but the chapter manages to maintain a fine balance between entertainment and seriousness.

He starts off by advising us how to spot an A-hole, and quotes a list of twelve things to look for. What's on the list? Well, personal insults top the chart. But the list also includes things like invading personal space, using sarcastic jokes to deliver insults, and interrupting rudely. If someone you know does these things, they just might be an A-hole.

Once he's told us how to spot these people, the author moves on to advising us how not to be one. And, his list is spot on.

For instance, don't make people feel oppressed, humiliated, de-energized, or belittled. If you find yourself having this effect on people, change your behavior immediately.

Another great tip is do not, under any circumstances, mistreat people who are less powerful than you. If you treat service people like clerks, flight attendants, and waiters like garbage, then you've got a serious problem.

He also advises us to remember that we're no better, and no worse, than the people around us. When you start thinking you're smarter, better looking, or funnier than other people, you will eventually turn into an A-hole. Always remind yourself that you're equal to those around you. Nothing more.

This chapter goes on to teach us how to deal with A-holes, and then advises us what we should do if our boss is an A-hole. Is this section funny? Absolutely. Is there good stuff in here? You bet.

As in the rest of the book, the author manages to make us laugh here, while still tackling something serious. He's charming and insightful at the same time, and that's why this book is a must-read for anyone with an office job.

Whether you're dreaming of starting a business or not, Reality Check is full of useful tips and advice from one of the world's most popular business writers.

And there's so much here that we couldn't cover. Like, for instance, the top seventeen lies that CEOs tell. This chapter will have you rolling on the floor, because you've probably heard these clichéd phrases come out of the mouth of your own CEO. If you're currently a CEO, then you need to read this book, just to make sure you don't say any of these things at your next meeting.

Kawasaki has written a real winner with Reality Check. You'll laugh and learn your way through all four-hundred sixty-one pages, and we promise – you won't even notice the time passing.

Reality Check, by Guy Kawasaki, is published by Portfolio Books.

That's the end of this episode of Book Insights.