Effectively balancing the “What”…

…versus the “How” as a Leader

One of the most challenging balancing acts a leader faces is determining how much they communicate what they want the desired results and outcomes to be, balanced against how much they tell those who execute the business how to achieve the desired results and outcomes. I would imagine your first response might be something along the lines of, “Whatever it takes to achieve the goals” or possibly, “ If you want it done right, you need to tell them exactly how to do it”. However, if you view the role of leader against the long-term view of business success, the answer is not so simple.

One would think communicating what to do would be the easier of the two tasks. I maintain they are both equally challenging for completely different reasons. A leader who effectively communicates what needs to be done is not merely reciting a checklist of tasks needing to be completed. It starts with translating the Vision of the business into a meaningful and tangible language for those who execute the business goals. Because the leader cannot possibly communicate every minute detail of the strategy, they must outline enough of the “What” and “Why” for the strategy to succeed. In other words, leaders must communicate their intent to the organization and it is where one of the biggest challenges occurs.

A question every leader must clearly communicate is “What does Success look like?” When the business is successful, what are people in the business doing? What are customers of the business saying about you? What are your vendors doing to support you? The more detailed the answers, the clearer the leader’s intent. Notice there is no mention of how all this occurs, only that when success does occur, this is the picture we see.

Which brings us to the communicating how to achieve the desired results. The process begins with an accurate assessment of the Attitudes, Skills and Knowledge of the team. We know that Attitude, or the Want to succeed is 75% of the overall success equation. If those who execute the business do not believe they can carry out the strategy the leader communicates to them, it is a foregone conclusion it will fail. If they believe in the strategy, success is three quarters complete! The team must also possess the requisite Skills, or how to do the functions to succeed and the Knowledge, knowing when and where to leverage the requisite skills for overall success.

Understanding the necessary Attitudes, Skills and Knowledge in the context of the leader’s intent, presents its own challenge because leaders may have differing perspectives than those who execute the business. As Anais Nin once said, “We don’t see things as they are; we see them as we are”. One only has to look at the behavioral differences between a Baby Boomer leading a team of Generation X and/or Generation Y associates. The context of the leader’s intent may be translated differently (not necessarily correctly or incorrectly, just differently) leading to less than desired results.

It all starts with effectively communicating a strategy and strategic intent to those who execute the business. If a total stranger walks up to you and asks you to describe what your success looks like, how clear is the picture you paint for them?

Lead Well!

75% of College Students Admittedly Cheat in School…

…and 45% of College Professors Turn a Blind Eye To It!

Several years ago, I was preparing a presentation on business ethics for a local high school business class. Given the audience, I decided to see what the current mindset was among high school students around cheating – arguably a key indicator of ethical attitudes. The results, including those in the title, were shocking to me. Being a Visiting Professor myself at both undergraduate and graduate level, the toleration statistic was particularly galling.

What does this have to do with Leadership as a Way of Life? Everything! Not a week goes by I do not hear self-proclaimed statements about the positive ethical attitudes and behaviors of individuals and organizations. Given the statistics, which are from multiple studies within the last decade, I would argue this is a greater leadership challenge than we are readily admitting.

What is more concerning about the prevalence of cheating in college is the statistic revealing 85% of college students believe cheating is necessary to get ahead. I suspect it is driven by the “good grades are all that matter” attitude in high school to the “whatever it takes to get ahead” attitude seen in graduate school education. How many times have we heard ourselves say something like “just get it done” or “its all about getting results” without fully understanding the ethical implications? Is the pressure to meet leadership’s expectations turning the organization into a Machiavellian “the ends justify the means” culture? To further support the point for business, The Chronicle of Higher Education raised the point in a September 2006 article that business school students, both undergraduate and graduate level, were more apt to cheat than their non-business school counterparts. Those business school graduates may well be working for you as you read this newsletter!

So just how bad is this cheating epidemic? The November 2010 issue of The Chronicle for Higher Education ran an article written by a paid academic ghostwriter. The writer documents in clear detail writing papers for undergraduate, graduate and doctorate students. The writer completed papers for nursing students, seminary students and education administration students including papers for these groups dealing with ethical issues such as academic integrity! The worst part of the article is, to the writer’s knowledge, none of the students were ever caught. (Click here for online chat results with the ghostwriter).

You can argue, is the problem the cheater or the organization for poor enforcement? In truth, it is both. Leaders set expectations deeply rooted in their own core values as well as the values of the organization. Having core values implies both the leader and the organization enforce them with clear consequences for operating outside these values.

One of the most inspirational speakers I know, John Blumberg, speaks to this topic in his book Good to the Core. My favorite quote from the book is:

“We don’t go running away from our values. We go drifting away, and one day wake-up in a place we never meant to be, drifting in a direction we would have never chosen.”

As you reflect on your core values, are 85% of the recent college graduates in your circle of influence seeing you drift?

Lead Well!

Your Mission...

…Should You Choose To Accept It

Many of you recognize this line from the Television series or movie (or both depending on your generation) called Mission: Impossible. I recently had the privilege of delivering the Keynote Address to a group of military veterans at a career transition event the day after Veterans Day. The theme of mission is one our military veterans clearly understand so I and the other speakers leveraged the same theme throughout the event. It also provides the theme for this issue as we head into the holiday season.

Last month, we talked about information overload and its impact on a leader’s ability to make knowledgeable decisions. I would submit having a clear sense of mission is just as important to making meaningful decisions as it creates the tangible importance of making the decision to begin with. When a leader loses the understanding of importance, the overall mission begins to falter. We see organizations in many corners of our environment that have lost their sense of mission. In recent years we have seen examples of government, financial, religious and educational institutions with documented lapses in their sense of mission.

So how do leaders renew their sense of mission? They must first ask themselves why do they exist. Corporations, Entrepreneurial ventures and Not-For-Profits all exist for a defined purpose. The second question every organization must ask is, “Whom do they serve?” We use the word “serve” specifically because it creates the mindset of service as opposed to asking, “Who do we sell to?” or “Who is in our market?” Whenever I work with clients whose business has leveled off or hit a plateau, I always start with some variation of that same question. In answering the question of whom they serve, they renew the line of thought creating the guidelines for their organization or business.

The sense of mission also implies the entire organization is engaged to effectively complete the mission. Leaders must be able to effectively communicate the mission to their teams and herein lies part of the challenge – they may not know how or they overestimate their ability to do so. A recent survey by Developmental Dimensions International and published in the Wall Street Journal suggests managers struggle with the necessary skills necessary to execute a sense of organizational mission. Of the 1,100 respondents, only 36% felt they were strong in coaching their teams while only 34% felt they were strong in gaining commitment from their teams. Lastly only 32% mentioned delegating as their strength. These types of blind spots can cause an organization’s leaders to lose their way. Leaders cannot accomplish the mission alone and thus must be able to not only communicate the goals of the team but also the purpose as well. The goals address what needs to be done, the purpose addresses why the goal is important to the organization.

What separates the great leaders from everyone else is their sense of mission and the personal accountability they have to the mission and those they serve. As we head into the holidays and time for reflection, what mission will you choose to accept?

Lead Well!

Lead, Follow…

…or Get Out Of The Way.

This well-known quote from Thomas Paine serves as the basis for the second segment of the Total Leadership Process. Thomas Paine has been called the Voice of the Common Man and as such serves as a backdrop for the People aspect of Total Leadership. Last month, we established Purpose as the foundation of Total Leadership revealing itself through the organization’s Vision and Strategy. This month we invoke the People aspect of Total Leadership as we look at organizational development processes organizations use to determine who can communicate the strategic objectives, execute those strategic objectives and provide feedback on progress made on the strategic objectives. In other words, how are organizations developing leaders at all levels of the organization? (click here to continue reading)

In today’s competitive and turbulent, fast-moving economy developing the right leaders becomes an imperative for survival of the business, whether for-profit or not-for-profit. In much the same context as my comments last month where previous strategic assumptions are likely not to work in our current economy, so too are the attitudes and methods traditionally used to develop leaders called into question. We can no longer assume leadership is about possessing certain personal characteristics but rather about the ability to set goals and achieve desired results.

So what does this mean exactly? It means we have to get beyond the development process that assumes if you grow certain leadership qualities in people then somehow this will positively impact operational results. Too much time, money and energy is wasted creating a yardstick of designated leadership characteristics only to find they are yesterday’s news based on the fact changing external and internal forces for change all organizations face. It becomes a journey of hope that is no more effective in today’s market than the “Field of Dreams” (build it and they will come) business strategy.

The solution is all about defining and justifying leadership development on the tangible outcomes it is intended to produce. It drives a strategy focused on the desired results and then grows and develops the people (and processes) to realize those results. As Peter Drucker so aptly stated, “Leadership is all about the Results”.

The challenge with this solution is it assumes the People development process throughout any organization is aligned to its Purpose. This is true regardless of the size of the business or non-profit organization. Is the Leadership Development process in your organization linked tight enough to the Vision and Strategy so when the Strategy changes to adjust to the post-recession economy your organization automatically adjusts the leadership development to develop new skills to deliver new results? If not, are these leaders really leading or are they just in the way?

Lead Well!

You Cannot Control The Wind…

…But You Can Adjust The Sails.

These words to the Ricky Skaggs song Can’t Control The Wind are a great entrée into the first of four monthly segments on the Total Leadership Process. These particular words came to mind as I was reading a recent Fortune article about Larry Ellison and the BMW Oracle Racing Team returning the America’s Cup Trophy back to the United States after a fifteen-year absence. His thoughts on the victory centered on the right combination of technology, sailing skills and strategy.

Strategy is the focus of this segment as it forms the foundation of the Total Leadership Process and reflects the Purpose of the organization. In actuality, the organizational Purpose is a combination of Vision, Values, Mission and Strategy but it is the Strategy that determines how the organization will compete in its current market and industry. Understanding the importance of this definition is crucial as the competitive landscape and assumptions in every industry are changing.

What strategic assumptions worked when economic and industry growth rates were 10% - 15% before the recession will be different in the 2% - 3% growth economy of the next several years. Likewise, targeting double-digit growth rates will require different strategic assumptions than in previous years where that level of growth was not the norm. A strategy setting a path to 12% growth year-over-year sounds good at face value. However, if the industry is growing 15%, the strategy loses market share.

Like the wind challenges sailors, we may have difficulty totally understanding and reacting to the competitive landscape. Some events we can see well in advance. The recent healthcare reform legislation was announced well in advance, enabling organizations to think through various contingency plans on how to react to the final version. In effect for less than a week, several large companies already announced changes as a direct result of the new law.

Other competitive events are not well known, yet must be anticipated in order to put forth a reasonable strategy for success. Most of us cannot accurately predict the future. But the issue is not to predict the future; it is to prepare for the future. Successful leaders continuously run scenarios for their market or industry helping them adapt quickly to their changing competitive landscape.

With so many changes happening at an ever-increasing rate, do you have a means to capture what your market is telling your organization every day in a way that is meaningful to the contingency scenarios relevant to your strategy? Ask yourself how much time your organization spends managing the past versus navigating towards the future. If we drove our cars the same way how much progress would we make?

When the wind changes direction, which way will your crew be facing?

Lead Well!

We Can Learn a Lot about Purpose Driven Leadership…

From the Super Bowl Champion New Orleans Saints.

Now this may seem like a strange way for me to discuss leadership as those who know me know I am a lifelong Colts fan. However, I did spend half my military career in Louisiana and Mississippi only hours from New Orleans and the French Quarter. It is during these times we came to appreciate the food, music and culture of the city. I do know what it feels like to have to evacuate in front of an oncoming hurricane and if nothing else, Sean Payton, the Saints coach is from our hometown of Naperville, IL. So it is with some attachment I use their recent Super Bowl victory as a backdrop for Purpose Driven Leadership.

Purpose Driven Leadership supposes, in spite of all the talk of the recession, jobs, expenses and profits, people want more. This translates through the organization’s Vision and Values. Organizations (public, private and non-profit alike) who have a clear Vision of what they want to become have a distinct and clear advantage over their competitors over the long haul, especially when dealing with change. These same organizations have and live a set of Values embraced by all in the organization and reinforced daily by their leadership. The Saints had a purpose that transcended what happened on the football field earlier this month. They played to not only win the Super Bowl but to provide a sense of higher belief in a home city still rebuilding both physically and culturally. What makes the ideal even more important in my mind is by staying true to their purpose, leaders must take risks to achieve the desired results. The Saints certainly made that point clear with several risky plays including the now famous on-side kick to begin the second half of the game.

Earlier this week I had the opportunity to hear from another member of a Super Bowl team, Jim Covert from the 1985 Chicago Bears. In his speech on leadership he highlighted the idea of Values. As the President and CEO of The Institute for Transfusion Medicine he sees his purpose as creating fundamental and sustainable change through leadership. In doing so, he identified three Values he uses to achieve his Purpose:

➢ Honesty and Integrity – Lead By Example
➢ Set Expectations – Use Effective Goal Setting
➢ Accountability – For You and Those Around You

A story he relayed was of Mike Ditka, the Bears coach at the time, setting a goal to win the Super Bowl at the beginning of the 1983 training camp. What stood out is he also said half of the assembled players would likely not be there, which turned out to be true two years later when they did win the Super Bowl.

So what is the Purpose of your team and is everyone on board to help you win your Super Bowl?

Lead Well.

41% of small businesses are paying their employees…

…just to show up at work!

That is they are not held to any performance standard that somehow ties their paycheck to the results they are responsible for. According to a recent survey released last month by George S. May International 45% of the respondents also indicated their business is not profitable. Why do I mention this survey? Last month I introduced a survey from McKinsey & Company that suggested why larger companies with multiple layers of management might be struggling in this current economic environment. This month I continue the same idea and discussion with smaller businesses (annual revenue between $1M and $200M) as the backdrop.

More specifically, the discussion goes to the critical leadership function, for companies large and small, of successfully setting goals and achieving their desired results. Not only were 45% of the surveyed companies not profitable, the same percentage of companies did not have specific and measurable goals for their employees. This creates a leadership challenge when the correlation is clear between having specific and measurable goals for employees and the impact it has on profitability.

So why do so few businesses have specific and measurable goals for their employees? Again I offer three reasons why this may be the case based on my own experience.

Lack of Vision for the Business – Many small businesses make it up as they go by reacting to the ebb and flow of their specific industry and customer base. However, without a clear direction of where the business is going, as the Cheshire Cat in Alice in Wonderland said, “…any road will take you there”. The view of what the business is doing is typically through the rear view mirror.

Ill-defined Strategy – Strategy reflects the competitive direction of a business. How does the business compete in its industry? An ill-defined strategy creates a scenario where there is little to anchor organizational or individual goals to. The uncertainty of what is happening in the industry and with the competition makes it very difficult to establish SMART (Specific, Measurable, Attainable, Reasonably High and Time-Bound) Goals for employees and align them to the business strategy.

Measuring Activities versus Results – Even if a business has established goals tied to an overall strategy, if they can’t measure progress the negative outcome is the same. It is important to ensure the business is tracking and measuring results and not activities and doing so in a manner that yields new knowledge as opposed to restating or repackaging existing information.

How do your goals reflect your business strategy?

Lead Well.

Rick Lochner