The Dennis Mudd School of Quality

As an executive coach, I have a unique compensation system — I only get paid if my clients get better. “Better” means my clients achieve positive, measurable change in behavior, not as judged by themselves but by their key stakeholders. This process usually takes about 18 months and involves an average of 16 stakeholders.

My coaching approach has been described in several major publications, such as Forbes and The New Yorker. I have been asked many times where I came up with this “pay only for results” idea. The answer is from Dennis Mudd, who was my boss 43 years ago.

Growing up in Valley Station, Ky., my family was poor. Dad operated a small, two-pump gas station. The roof on our home was very old and starting to leak badly. We had no choice but to get a new roof, although this would be a painful expenditure for us. Dad hired Dennis Mudd to put on the roof. In order for us to save some money, I worked as his assistant.

Putting on a roof in the middle of the summer in Kentucky is incredibly hard work. I never have done another job (before or since) that required this degree of physical exertion. I was amazed at the care Mr. Mudd put into the laying of the shingles. He was patient with me as I made mistakes and helped me learn how to do the job right. After a while, my attitude toward this project changed from “grudging acceptance” to “pride in a job well-done.” In spite of the heat and pain,

I looked forward to working with Mr. Mudd every day.
When the project was finally…