10 Feb

Atrendia Friday Video 38: Two reasons companies fail and how to avoid them

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In this TED talk Knut Haanaes aims to explain the difference between “exploiting” thinking and “exploratory” thinking and how you must strike a balance between the two in order to run a successful business. Ending his talk, he lays out four suggestions to have not only a better professional life, but also a better personal one.

Duration: 11:00

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Click HERE to watch the video.

Happy Friday!

 

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07 Feb

Want stability in your organization? Move fast. No. Even faster.

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In his book, Thanks For Being Late, Thomas L. Friedman recounts the advice from an Olympic Kayak medalist: To enhance stability in rapids it’s important to move as fast or faster than the current. Every time you rudder or drag your paddle in the water to steer you lose momentum and that makes you more vulnerable to flipping over.

This should be a warning for leaders who believe that they take the safe route when they choose a wait-and-see-attitude when things heat up. I am not promoting that we jump on every band wagon traversing the horizon, and if you know anything about me, you know I’m a plan freak, but keeping up with technology is becoming the single most important competitive edge for companies of any size. When I say keeping up with technology, I include upgrading tools, but it’s the mindset of expecting, managing, and even pushing for even faster change, that I am addressing here.

How often are projects put on hold while you implement the reorg; the new ERP system; the migration to Office 365; the latest acquisition? Stressed? Think about this: If Moore’s Law doesn’t care about your need to find islands of time to get settled in the “new environment” now, how do you think it will feel like in five years or ten? Now imagine that things will change more in the next ten years than they have in the past forty. For many, that’s a reasonable assumption.

The new environment is: move fast now. Ironically, it’s also the old environment. Heraclitus, in about 500 BC. commented, The only constant is change. And so it goes.

But it’s different now. Change is happening so rapidly that we must scrupulously re-examine and adjust our companies’ cultures to not fall into the trap of promoting the idea that change comes in the form of projects; little packages that are neatly planned, executed and integrated. Instead, we should be heralding in a new age of permanent flow. Actually, flow sounds too relaxed. Tsunami?

We still, and forever — mark my words, will need priorities and deadlines, but as technology propels us at greater and greater breakneck speeds, it will become increasingly important that individuals are given more responsibility for judgement and decision making. Steering from the top, as one president will soon learn, is over. An organization fighting to navigate rough waters by attempting to go against nature will, like a kayak, flip over because the uncontrollable flow of technology runs too quickly to navigate top down and trying to slow it or ignore it, as the case may be, only creates instability.

To compensate, organizations will need to better communicate goals and objectives at much faster velocities. More than ever, connecting with company values (not the ones on the wall, but the ones that are supported and referred to on a regular basis in all parts of the organization) will need a resurgence and its function raised to a higher status than is usually the case.

This requires us to not only upgrade communication tools, but also educate and support the soft skills that all too often take a beating around budget time.

What does this mean from a practical standpoint? It means that if you haven’t mapped out your workflows to enable rapid continuous improvements; if you are not becoming flatter as an organization to shorten the distance between the leadership and the ground forces; if you continue to do massive reorgs (waterfall) instead of continuously adjusting (agile); and if you keep pushing off projects based on what your organization can absorb instead of making projects more absorbable, your kayak is going to flip.

We used to say, Embrace change. Today it’s: Don’t stop to embrace change.  The mindset, therefore, should be: Paddle faster when the flow is going too fast. Counterintuitive? Not really. As long as you’ve got a value-based culture, capable direction, great teams, continuous improvement, and your eye on the customer, you’ll still be paddling because inertia will be on your side. The alternative is much worse.

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27 Jan

Atrendia Friday Video 37: How to start a movement

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Derek Sivers, in this humorous short TED talk video, aims to explain how movements begin, and especially how leaders should treat and cultivate their first few followers.

Duration: 3:02

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Click HERE to watch the video.

Happy Friday!

 

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13 Jan

Atrendia Friday Video 36: Why good leaders make you feel safe

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Simon-Sinek

In this TED talk video, Simon Sinek tries to connect how military leaders are willing to sacrifice themselves for their subordinates but how ordinary business leaders are not known for this quality. In a compelling way, he explores how leaders should prioritize its people, not the financials.

Duration: 11:59

Find out more about our Executive Leadership Coaching Program.

Click HERE to watch the video.

Happy Friday!

 

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18 Jun

Hey Mr. Sales Director, George Trachilis is NOT nuts. Are you nuts?

by Michael Hoffman

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dedoOne of your prime objectives as a sales director is to get your teams out of their inbox and in front of the customer as much as possible. I’m not knocking the importance of email, I’m just saying that you probably see a huge benefit to having your teams managing their inboxes at twice their current rate, with 90 percent fewer errors and 80 percent more attention to priority.

A lot of leaders see email as a personal time management problem. They’re nuts.

Email, is a process. It’s a factory. Mail comes in, gets processed and goes out. It’s what transports your business all day long. If you see that as a personal problem, then you, indeed, need your head examined. Luckily, processes can be tuned up my friend (we can still get a bit personal).

Since you and your teams have been managing email about the same way since ’94 (mail comes in, you poke at it, you go home), it’s not that difficult to imagine that a company like ours could completely transform the process if we made it our core business, but to achieve a 95% adoption rate of a best practice in any area is nothing short of amazing.*

George Trachilis, the founder of the Lean Leadership Institute with Jeff Liker – and one of many Lean experts who recommend LeanMail, says,
“…It has personally helped me reduce my email management time by 50%…”

Now we can’t guarantee those insane results for everyone, but 30 percent improvement? No problem. Don’t reach 30 percent? Don’t pay. Which KPI’s do we use, you ask? Yours. Whatever you throw at us — or we’ll suggest what we think are important ones since most organizations haven’t put that much thought into inbox KPI’s. They should though, since the time spent managing email represents a whopping 25-40 percent of salary spend. Yes, if you spend 25-40 percent of your day managing email it means that 25-40 percent of your salary goes to processing email. That’s an enormous amount of money in ANY organization isn’t it? (By the way, have you ever wondered who’s responsible for this area in your organization? Good luck. They don’t exist.)

So, Mr. Sales Director, your nuts if you don’t at least pause for a second and imagine what your sales teams would be able to achieve if they doubled their productivity and focused on the 20 percent that brings you 80 percent of your profits in an area they spend a huge part of their day in. You heard me. Nuts.

*According to our 6-month post-training survey with 82% responding.
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22 May

Atrendia Friday Video 29 – Everyday Leadership

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In this TED video, Drew Dudley (tell me his parents didn’t name him after some fictional cowboy figure), helps us recognize the power of everyday leadership.  It’s an amazing concept that we should all aspire to.  Drew talks about a “lollypop moment”.  It’s a moment that I think many of us, as leaders and as regular “Joes”, can relate to.

An inspiring talk.

Duration: 06:14

Find out more about our Executive Leadership Coaching Program.

Click HERE to watch the video.

Happy Friday!

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21 Apr

Guest blog: Do you want to lead? or have someone follow?

by Sharon Drew Morgen

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Sharon-Drew Morgen

I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower.

Much of what is written about leadership falls into the category I call ‘trait-centered leadership’: someone deemed ‘at the top’ who uses his/her personality, influence, and charisma to inspire and give followers – possibly not ready for change – a convincing reason to follow an agenda set by the leader or the leader’s boss. Sounds to me like a mixture of Jack Welch, Moses, and Justin Bieber.

What if the leader’s goal overrides the mental models, beliefs or historic experiences of the followers, or the change is pushed against the follower’s values, and resistance ensues? What if the leader uses his/her personality as the reason a follower should change? Or has a great message and incongruent skills? Or charisma and no integrity? Adolf Hitler, after all, was the most charismatic leader in modern history.

IF YOU CAN’T FOLLOW, YOU CAN’T LEAD

Whether it’s for a group that needs to perform a new task, or someone seeking heightened outcomes, the role of leadership is to

  1. Facilitate congruent change and choice,
  2. in accordance with the values, skills, and ability of the follower,
  3. enabling them to shift their own unique (unconscious) patterns,
  4. to discover and attain new behaviors congruently and without resistance,
  5. within the parameters of the required change.

It demands humility and authenticity. It’s other-centered and devoid of ego, similar to a simple flashlight that merely lights the existent path, enabling followers to discover their own excellence within the context of the change sought. It’s an inside job.

Being inspirational, or a good influencer with presence and empathy, merely enlists those whose beliefs and unconscious mental models are already predisposed to the change, and omits, or gets resistance from, those who should be part of the change but whose mental models don’t align.

This form of leadership has pluses and minuses.

  • Minuses: the final outcome may look different than originally envisaged because the followers set the route according to their values and mental models.
  • Pluses: everyone will be enthusiastically, creatively involved in designing what will show up as their own mission, with a far superior proficiency. It will more than meet the vision of the leaders (although it might look different), and the followers will own it with no resistance.

Do you want to lead through influence, presence, charisma, or rationality? Or facilitate the unique path to congruent change? Do you want people to see you as a guide? Or teach them how to congruently move beyond their status quo and discover their own route to excellence – with you as a GPS system? Do you want to lead? Or enable real change? They are opposite constructs.

POWER VS. FORCE

Here are some differences in beliefs between trait-centered leadership and more facilitative leadership:

Trait-centered: Top down; behavior change and goal-driven; dependent on power, charisma, and persuasion skills of a leader and may not be congruent with foundational values of followers.

Facilitation-centered: Inclusive (everyone buys-in and agrees to goals, direction, change); core belief-change and excellence-driven; dependent on facilitating route between current state and excellence, leading to congruent systemic buy-in and adoption of new behaviors.

Real change happens at the belief level. Attempting to change behaviors without helping people change their beliefs first meets with resistance: the proposed change pushes against the status quo regardless of the efficacy of the change.

New skills are necessary for facilitation-centered leadership:

  1. Listen for systems.This enables leaders to hear the elements that created and maintain the status quo and would need to transform from the inside before any lasting change occurs. Typical listening is biased and restricts possibility.
    2. Facilitative Questions. Conventional questions are biased by the beliefs and needs of the Questioner, and restrict answers and possibility. Facilitative Questions enlist the unconscious systems and show them how to adopt change congruently.
    3. Code the route to systemic change. When asking folks to buy-in, build consensus, and collaborate, they don’t know how to make the necessary changes without facing internal resistance, regardless of the efficacy of the requested changes. By helping people move from their conscious to their unconscious back to their conscious, and facilitating buy-in down the line, it’s very possible to avoid resistance.

If you seek to enable congruent change that captures the passion and creativity of followers, avoids resistance, and enables buy-in, open the door and follow your followers.

Sharon Drew Morgen is the author of 9 books, including NYTimes Business Bestseller Selling with Integrity, and What? Did You Really Say What I Think I Heard?  She has developed facilitation material for sales/change management, coaching, and listening. To learn more about her sales, decision making, and change management material, go to www.sharondrewmorgen.com. To learn more about her work on closing the gap between what’s said and what’s heard, go to www.didihearyou.com. Contact Sharon Drew for training, keynotes, or online programs at sharondrew@sharondrewmorgen.com. Sharon Drew is currently designing programs for coaches to Find and Keep the Ideal Client, and Lead Facilitation for Lead Generation

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15 Apr

8 strategy questions every CEO should ask

by Jeroen de Flander

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With 300+ likes and 1K shares, the strategy article 8 things every leader should know about strategy somehow struck a nerve. But as many readers pointed out correctly, it’s one thing to know what strategy is all about, but it’s another to get out there and come up with one.

As you will probably agree, there is no magic formula for crafting the perfect strategy. If there was, the business world would look a lot different. But that does not mean there aren’t a few shortcuts that you can take. Here are 8 strategy questions to inspire your strategic thinking.

1. Should I strengthen my current strategy? And if yes, how?

Are you doing ok today? If yes, ask yourself how you can strengthen your existing strategy. Look for ways to improve what you do well already. Think about introducing new technology, features, products or services that leverage other areas in the value chain and fit with the current strategy. In short, build on what you already have.

2. How can I copy with pride?

Copying what others in your industry in your main markets are doing isn’t smart. You will start competing on the same axes and this competition will lead to price erosion. But copying can still pay off big time. The world is a big place and many great companies only operate locally. But in this information era, it’s easy to find them, learn from their success and see if some of their ingredients for success can be copied.

By spending only one evening on the internet, 56 out of the 80 companies that participated in my research found at least one great example in another geographical area that fuelled their strategic-thinking process

3. How can I go beyond product innovation?

Don’t focus only on the product or service – a risk, especially in an engineering environment. There are more things to a value chain then the product itself. The key to a sustainable competitive advantage is that ALL activities are tailored to the value proposition.

4. How can I recapture company heritage?

If your company has been around for some time, it follows that it has been doing something well for at least a certain time period. Finding out what that uniqueness is/was and reapplying it to boost your strategy is an interesting way of fuelling your reflection process about strategy. This doesn’t mean that you have to re-do it in the same way, but an adapted version might be just what you need.

5. How can I take advantage of a crisis?

Take a look at these figures from an article in the Harvard Management Update(Baveja, Ellis, Rigby, March 2008). A study of more than 700 companies over a six-year period found that “Twice as many companies made the leap from laggards to leaders during the last recession (90-91) as during surrounding periods of economic calm”. And most of these changes lasted long after the recession was over − a clear indication that what you do during the crisis determines your position when it’s over. Put differently, what you do during a crisis determines your strategic position once it’s over. So when the going gets tough, the tough get going. And win in the end.

So keep going, even when it’s tough out there.

6. How can I build an execution edge

Strategy Execution provides a competitive edge. A strategy needs to reinvent itself every five to seven years. Execution capabilities last much longer. So it pays off to invest in strategy execution excellence.

7. How can I innovate my business model?

A business model is a fancy word for the combination of choices you have made in your activities – your value chain – to bring your value proposition to life. The concept has been around for a long time, but for some reason, everyone apart from strategy consultants have forgotten about it. A recent book by Alexander Osterwalder in which he puts thinking about business models in an easy-to-use format has been a big hit. If you want to get going, identify activities and ask yourself some questions for each block.

8. How can I create Shared Value?

Sustainability is a hot topic today and I believe it is more than a fad. Shared Value is a new concept that helps strategists to incorporate social value into the strategic positioning of an organisation. And it goes far beyond philanthropy.

Michael Porter’s definition of Shared Value is: “You create shared value by enhancing the competitive position of a company while at the same time advancing the society in which it operates.”

The words ‘at the same time’ are very important. When people look at the relationship between a company and society, they tend to think it’s a zero-sum game, a game with only one winner. The strategy concept of Shared Value looks at the positive sum. It means that certain choices will strengthen the strategic position of the organisation and at the same time offer benefits for society.

It’s your challenge as a strategist to find that sweet spot.

There’s an active discussion on LinkedIn Pulse. You can join it here

Original source: The Performance Factory by Jeroen de Flander

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05 Jan

Why Fix It If People Don’t Know Email Should Be Prioritized

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shutterstock_141066781

I just read an article by a very smart man, Nathan Zeldes, who believes that we need a benchmark for email classifier performance.  In other words, some way of gaging how well auto-prioritization Maybe.  Maybe not.

It seems that most email apps these days are looking for this algorithm as if it were the Holy Grail that will finally set us free from the bonds of email slavery, when in fact prioritizing email is the easiest part for people to do. Our brains are perfect for this kind of work and we do it very quickly. Delete, delete, file, normal, high, normal, delete, etc. Most people can go down their list of mails and figure it out just by the sender and subject line, and perhaps a glance in the preview pane. This is not the bottleneck and nor is it a problem that people are looking for a solution to — because there is no recognition that prioritizing email helps.

To be clear, I am in the “prioritize before doing” camp, but this is only because I am able to enjoy the benefits of SYSTEMATICALLY prioritizing my mails before processing them every day. Most people (99%) have no real prioritization system – even the ones that think they do.

This is a latent challenge. Only when enough people understand the benefits of SYSTEMATICALLY prioritizing before responding reaches a tipping point will the masses understand the travesty of lost productivity and profitability.

Perhaps we will find this amazing algorithm one day, and benchmarking seems like one way to expedite the process, but first we have to educate leaders about the very thing they extol to their subordinates: Prioritize what’s important. It doesn’t happen automatically (yet) and until it does, you have to do it yourself – systematically. Yes, for email too.

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12 Jul

Atrendia Friday Video 20 – John Kotter: The Heart of Change

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In this Youtube video, Dr. Kotter talks about how to win over both hearts and minds in his book The Heart of Change. Within Dr Kotter’s 8 Step Process winning hearts and minds is an important part of business thinking and a way to change behavior in an organizational or a cultural change.

John Kotter

If you are not familiar with John Kotter, he is one of the most important change management experts of our time.

Duration: 5:19

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Click HERE to watch the video.

Happy Friday!

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