Innovation

Pervasive Relativism Stymies Leadership

15 Oct
by Bridget DiCello

Creativity blossoms out of individual and innovative thinking, a variety of viewpoints, and personal and professional confidence.  And no leader in their right mind would minimize the need for their team members to be thinking independently in order to pursue the company’s goals and objectives.

On the other side of that same coin is often the belief of individuals that they are entitled to act on their opinions, should be able to do things their own way, and do not need to be burdened with unnecessary rules and restrictions.  The incredible rise of pervasive relativism, defined by dictionary.com as “any theory holding that criteria of judgment are relative, varying with individuals and their environments,” has made it significantly more difficult to lead a group of people to achieve the company’s goals and adhere to company values and mission.

Relativism, as it rears its head in the workplace, does not recognize right or wrong, and believes more in the value of the individual’s preferences and style.

The problem is that when you, as the leader, have a powerful vision of how you want your company to operate, how you want to do business and how you will treat your customers – there is a right and wrong way to do things.  Your powerful vision is not only your passion in business terms, but also enables you to define a niche which is what provides competitive advantage in the marketplace.

Is it the only right way?  Not necessarily.  But it is the way you have decided your company or department will operate.  And within that, creativity can blossom. (Check out blog post on Processes are Strong Basis for Creative Thinking)

There is a right way and a wrong way to take care of a customer.  At times, an employee will do it the wrong way.  Excuses such as, “That is just my approach; the customer took it the wrong way,” or “They should not have approached me with that attitude,” are not okay.  The employee may have tried their best, but the fact is, it was not good enough.  It doesn’t mean they have to be fired, but they do need to realize that they did not act in a way that the company deems acceptable.

For example, Chick-fil-A believes it is right to smile and say, “My pleasure,” when a customer says, “Thank you.”  An employee could do the same thing at McDonald’s if they wanted to.  However, at Chick-fil-A, it is expected and the only right way to take care of the customer.

If you have an employee who demands to be able to do things their way, and it is directly in contrast to the behavior that you as the leader have communicated as acceptable, then their behavior is unacceptable and they must change.  This seems so simple.  Yet, over and over, I see situations where the pervasive cultural focus on relativism is brutally pushing companies to mediocrity.

What do you see?

Processes are Strong Basis for Creative Thinking

15 Oct
by Bridget DiCello

Few and far between is the entrepreneur who enjoys writing processes.  After all, starting and running a business is much more about doing that writing, right?

Many an ambitious entrepreneur has worked tirelessly in a labor of love to create something really awesome without ever documenting a process.  Then, maybe someday, when the company gets large enough to involve levels of management and departments, it might be time to write processes.

This thought processes misses an enormous opportunity!!

The process of documenting processes in writing has multiple, powerful benefits:

  1. It extracts, from the entrepreneur’s brain, the brilliant details of how they want things done, which have been the basis for their success.  These are things they often fail to mention, think others will automatically do, or don’t even realize they do themselves.  Gold mine of information!  Leads to consistency.
  2. When followed by others, it leads to more effective communication of expectations, and enables employees to be more successful at completing tasks as expected.  Many processes can be turned into checklists to ensure quality performance. Leads to increasingly successful employees.
  3. Maybe most exciting, they provide a basis for creativity.  How can you improve a process unless you know how it works now?  How can you know if a process needs to be improved if it is not done consistently in the first place?  By looking at and documenting each step of the process, each step becomes an opportunity for creativity and improvement.  Flowchart the process and circle the areas with greatest risk exposure, greatest opportunity to create awesome customer experiences and greatest chances to innovate and move ahead of the competition.  Leads to innovation and growth!

It can be quite a painful exercise to document processes – especially to getting started.  And, as innovations happen, the processes really should be updated.  But, even in a very growth-focused, entrepreneurial organization, there are still some people who ‘ground’ the rest of the team who, if supported by others, would gladly do this for you.  Who are these individuals in your organization or department?

Strengthening Customer Relationships

14 May
by Bridget DiCello

Are your customers happy? How do you know? Because they pay the bill and haven’t complained? Do you think there is a level of service you could provide that would take your customer relationship to a new level?

I’ll be honest, there are definitely times when talk of customer service wears me out! My customers are wonderful, I enjoy every moment with them, am delighted when I find a way to serve them even better and find innovative solutions that facilitate their even greater success.

But, when I think about how I can serve the customer better, the first thought is that I need to spend more time, more energy and give more for each dollar received. Then, I realize that there is great potential to deliver more value in innovative ways.

And the most innovative solutions ever discovered, especially in less technical businesses, come from an understanding of the customer’s need more clearly and delivering a service or product that meets their needs, solves their problem and deliver results they never thought were possible.

In a way, it’s the old, “Work smarter not harder.” But, let’s pinpoint the ‘smarter’ work to be purposeful conversations with customers about their needs and expectations. They may never have had the time to spend to get a very accurate and clear picture about what they need from you. They say they need X, you do a good job with X, offer it at a fair price, have built a strong, trusting relationship, so you do business together.

When you want to know if you are doing a good job. You may send a survey or call and ask:

“How are we doing?” The customer says, “Fine.”

You say, “How did we do on the last order?” Customer says, “Good, it went well.”

You say, “Is there anything else we can do to make life easier for you?” Customer says, “I don’t think so, you are all doing a really great job. Thanks!”

You say, “Okay. Please feel free to call if you need anything!” Customer says, “Okay!”

You invite them to golf, talk about the spouse, children and football, and the relationship builds.

There is still valuable information in their head that could take that relationship to the next level. This standard conversation is pleasant, the customer may feel like they are being honest, and you are showing your concern. If there was a problem with the order, this is an opportunity to find out, rectify this situation, and make sure it does not happen again.

What if you asked questions more along the lines of:

“Thank you for your business! On your last order, how did we do on a scale of one to ten?”

“If we could change one thing, anything, even if it seems impossible, about the process, what would you like to see change?” Customer says, “You’re great!” You respond, “Really, I’d love to know, even if it seems impossible.”

“What is a frustration in your business in the area [of your expertise, industry, the area in which you interact with them] that you’d love to see resolved?

Don’t take their time with nicety conversations and surface questions. Spend your time with them wisely. Find out what they really think, desire and would love to see different. Even if it’s impossible now, keep it on your radar and look for the next opportunity to build a relationship based on amazing service, not just a consistent good job.

Your Nemesis & the Battle Plan

08 Jul
by Bridget DiCello

Your Nemesis – that one thing in your business that continually haunts you and inhibits your success. Identify it and Battle it.

Maybe this situation describes where you are right now: You are experiencing success. You have a good team. You have a plan to get better, to grow, to expand and to reach 2011 goals. But something is holding you back from the greatness you could achieve. Although you can picture even more success, it seems to be just out of reach.

Maybe just when things are good, you have turnover in your team and that slows you down.  Maybe when sales are being closed left and right, you lose a large existing customer and the back door seems as open as the front door. Maybe although your employees do a good job, there are just enough errors to make the fire-fighting a significant part of your week. Maybe your employees do what you ask, but don’t seize opportunities they see and add to the potential of the team. Maybe everyone does a good job, but there is tension between key managers or key employees. Maybe… The list could go on.

What is it for you that keeps you from achieving an even greater level of success that you know you could or that your boss is demanding that you do?

What to do? Identify your Nemesis and Correct it.

Identify Your Nemesis. Finish this sentence: “In an ideal world, we would…” At some point we all let mediocrity take over. Even successful companies rest on their laurels in certain areas or at a certain point in their success. Reach back to what you really want to accomplish and determine what is in your way to achieving that.

Then summarize your quality issues, fires fought, frustrations for you as a leader, expectations not met and customer complaints in the first half of the year. Pinpoint common themes and the root causes behind them. What is the problem or challenge that repeatedly comes up? What is your Nemesis?

Correct it. If this problem or issue was easy to correct, you would have done it already, it wouldn’t be recurring and it wouldn’t be your Nemesis.

How to correct a Nemesis? You’ve got to come up with a battle plan. If you want to win against your enemy in battle, try these tactics:

Know your enemy better than they know themselves. A quick look at a recurring problem and an easy solution is not the answer to address something that recurs consistently. Your Nemesis will only be addressed if you really understand it. What is the problem? What is the root cause? How is it affecting us? When does it occur? What have we done to try to correct it? What are best practices in our industry? Why does it occur? How does each person contribute?

Arm yourself with the right weapons. When you know the enemy/problem well, you learn how it fights, what makes it occur and you must identify how to attack it with what it won’t expect. This may mean your managers need new and different tools in their leadership tool box, new technologies or software, or good old fashioned face time with customers, vendors, colleagues or employees.

Attack with the element of surprise and destroy the enemy’s will to fight. In business, this means that you can’t just try the same old approaches and expect they will fix a long term problem. You might need to do something a little crazy. Although it’s hard to “destroy the will” of a turnover problem, the other side of that is your team being committed enough to fixing the problem that they stay focused and committed. When you are successful, the risk is that your team will tell you, “We’re successful. We are doing great. Why upset the applecart by addressing this issue – it’s just part of doing business in our industry. It’s always been that way. Our competitors face the same issue.” And on and on. A true Nemesis takes a lot of courage to fight because it’s a long term problem that may be seen as acceptable.

Fight on the terrain where you are strongest. In the Bible, the Israelites win a battle with foot soldiers against chariots because they are in a valley deep with mud. Use your strengths and your team’s talents and abilities to engage the problem.

You and your team can accomplish greatness! What is standing in your way? Identify your Nemesis and work diligently to correct it.

Can you not see the forest for the trees? A true Nemesis in your business is not easily discovered or corrected. Sometimes it requires a set of eyes from the outside. Someone outside your company can often lead you through the analysis and resolution of a long term, recurring problem. Contact Bridget if you’d like to talk about setting up a company meeting or team retreat to take your company to the next level.

New Beginnings

12 May
by Bridget DiCello

I guess it’s only natural to start thinking about new beginnings in business when one has a baby!  Typically, I see business owners and managers fall somewhere in between constant newness and staleness in their business.

Are you the type of owner or manager who needs newness just for the sake of newness?  Are you trying new ideas, strategies and processes because they are exciting but don’t check if they are needed?  If you are, you might spend unnecessary dollars, experience limited return on your investment and use a lot of employee energy for limited success.

Or are you the type of owner or manager who believes that if it isn’t broke, we should not spend our time trying to fix it? If you are, your processes, systems and strategies may get a bit stale and work, but fall short of their potential.

Is there a happy medium? I think there is and it is found in the answers to these two questions:

1.       What is it that we are trying to achieve?  What does our vision of a successful company look like?  What do we want to be known for?  How do we want to do business (our values)?

2.      What do our metrics tell us about how well we are achieving our desired vision, results and values with how we currently do things?

Any exciting new idea should be tested with, “What do we hope to achieve with this change?” and “What is the probability that the benefits will occur?” and “What resources will be needed to test and implement this new idea?”  In other words, what are the good reasons to implement this change, and how do they weigh against the costs and probability of success?

Every process, especially when there is a problem or issue, should be met with, “Do we need to revisit this process overall?” and “What do our metrics tell us about how well we are doing?” and “When’s the last time we looked critically at how we run this process?”  If the issue is an anomaly, there is no reason to spend time analyzing the whole process, but if the issue is in fact a warning sign of a larger problem, it is time to revisit the process before it crashes.

What is something new and exciting that you decided to implement?  How did you make the decision to put energy in that area?  Do you have a process that needs to be revamped that you are avoiding?