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TOM is an acronym. It sets out three simple to remember principles that help you manage people effectively. The three principles of TOM are Trust, Objectives and Motivation.

• Trust. You need to build trust with your people. Note the emphasis on trust with, i.e. you trust them and they trust you. You can do this by observing, questioning, listening to and socializing with your people. Manage their expectations and keep your word. Always be reasonable. Building trust takes time, and you don’t command trust just because of your rank or job title. Avoid ‘micro-management’ – don’t expect hourly progress reports. Step back and let people get on without your constant supervision.

• Objectives. You need to set objectives that have clear desired outcomes. These can be short-, medium- or long-term objectives. They can be based around activity and effort or results, as appropriate, so long as the way you will (and therefore the individual can) assess success is clearly understood. Chapter 3 covers the required elements of a good objective.

• Motivation. You must ensure that the individual has adequate motivation. Recognize that sometimes the responsibility alone is motivation enough and that at other times it will not be. Like the objective, the motivation can be short or long term: “If you get all this filing done today, you can do the research you enjoy tomorrow. If you get all the research finished by the end of the day tomorrow, you can have Wednesday afternoon off!”

Business gurus who have successfully managed people in the real world agree with the TOM approach:

“If you pick the right people and give them the opportunity to spread their wings [Trust] and put compensation as a carrier behind it [Motivation] you almost don’t have to manage them” [just set the Objectives] Jack Welch, former Chairman and CEO of General Electric

“I have no secret. There are no rules to follow in business. I just work hard [set and achieve Objectives] and, as I always have done, believe I can do it. [Trust myself] Most of all, though, I try to have fun” [Motivation] Sir Richard Branson, Chairman of Virgin Group

“Tell them what you want [Objectives], reward them for it [Motivation], and get out of the way” [Trust] Gordon Bethune, former CEO of Continental Airlines

Agree objectives, check people are motivated and then get out of the way!