Dear Madeleine,

I am the COO and founder of what is now being called a “mature” startup. We have been around for 12 years but have not yet exceeded 100 employees or reached our revenue or valuation goals. The company still feels like a startup because we have been experimenting with our business model and the pace of innovation, and the constant pivots are relentless.

Some of our business leaders are tired of it. They are expressing attitudes that are not helpful, such as “If we were going to make it, we’d have made it by now,” or “What’s wrong with things the way they are? We seem to be doing fine.”

We are fine, but we have not achieved our full potential—nor are we as profitable as we need to be to attract investors. My original business partner, who is our CEO, has recently taken a leave of absence to deal with a family matter. He was exhausted. The last few years have been a slog and Covid was a massive setback for us. It seemed like the right time for him to take a break.

I am covering for him and struggling with the Eeyore-like outlook among some of my key people. I’ve been working on finding ways to inspire them. We put a lot more focus on self-care than any other startup I know. I’ve given feedback to some who are resistant to change and to what feels (to them) like risky ideas. It does not seem to be making a difference.

I still know in my heart that we are going to figure things out and break through, but I need everyone to be all in for this last push. How do I get my leaders on board?

Just About There

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Dear Just About There,

I’m a battle-worn veteran of a couple of startups myself—and now that I am nearing the last phase of my own career, your situation only confirms to me that startups are best suited for the young. I say this not to discriminate, but simply to point out that when the slog goes on for longer than anyone wants or expects, it can be hard to hold on to the giddy, cockeyed optimism required to stay in the game. The relentless pace of change can be exhausting, and you are going to need to find a way to tap into some of that initial startup energy you had at the beginning if you want to reach your goals.

I have a couple of ideas for you.

• Pay attention. Ask your people what specific concerns they have and listen in a way that makes them feel heard. I recently heard someone say “Clear communication is the oil that reduces the friction of living.” If your key people are turning into Eeyores (for the uninitiated, Eeyore is a character in the Winnie the Pooh stories who is depicted as having a bleak outlook on life), they probably need some attention. You may remember that Eeyore’s catch phrase is “Thanks for noticing me.” I wonder sometimes if leaders are afraid that listening and acknowledging people’s concerns means you have to do something about those concerns, when, in fact, simply listening often can make all the difference. You may think you are a good listener, and you probably are when you aren’t worn down by resistance. So if you want some technical tips on how to listen, you can find some here. For tips on managing constant innovation and change, you can access an excellent webinar here.
• Tap into personal motivations. It sounds like your leaders have run out of steam. There were specific things that drove them at the beginning, and anything you can do to help them get back in touch with those drivers will help. Maybe it was the promise of a big payout, or the ability to make an impact in the world, or the desire to be part of something cool and sexy. Whatever it was, help them remember it. Or maybe what matters to them has changed. If they are not going to be able to find it in their current role, it could be time for them to find another place that suits them better.
• Reclarify and rearticulate the vision. You and your partner had a big vision when you started. It is normal to assume that everyone has heard it and doesn’t need to hear it again, but that is incorrect. People need to be reminded of the big fat WHY all the time. It gets buried under the rough and tumble of the day-to-day slog. So dig for buried treasure, find the stories that will inspire, and tell them a lot more than you think you need to. This will undoubtedly bore you, because the vision is still so clear to you that you forget it is not as clear to others. Do it anyway.
• Stop giving feedback and start making clear requests. Feedback is tricky. We think if we do everything right when we give feedback, people will hear it, internalize it, and do something about it. That simply is not true. If you want your leaders to do things differently, you have to make a direct request. It needs to be crystal clear so that you don’t run the risk of it sounding like a suggestion. It is a request. For example: “Even if you disagree with the strategy, I need you to commit to supporting it and to make sure your team knows that you support it—even if you have your doubts.” You can point out specific dos and don’ts if you have examples. The kind of clarity you achieve with a direct request will help your leaders decide if they can commit or if they need to leave. This, of course, means some people may leave. But all you have is your people, and if your leaders aren’t with you, you need to replace them with leaders who are. This is harsh, I know. But it is true.
• Catch people doing things right. This is a classic bit of genius from Ken Blanchard and there is literally no situation in which it doesn’t apply. At the end of a long, grueling journey, it can be easy to pounce on every little thing that isn’t perfect. This can lead to an over-focus on pointing out what’s going wrong at the costly expense of directing focus on what is going right. You must make everyone feel that they are winning, even if it isn’t as fast or as evident as you would like.

It really does all rest on your shoulders, my friend. That is what leadership is. If it all goes sideways, everyone will blame you. And if you pull it off, you won’t get nearly the credit you deserve. If everyone could do it, everyone would be doing it, but it is the rare soul who has what it takes.

Put on your listening ears, share the inspiration, find and call out the best in people, and pray the gods will smile upon your efforts. Good luck to you.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I manage a global team of extremely talented scientists. It is clear how the work we do benefits our organization. I got a new boss about nine months ago, and I’m pretty sure my unit was the only one that wasn’t a dumpster fire.

I have been left completely to my own devices. I don’t know if my boss even knows what my team does—and he hasn’t shown evidence that he cares. I was given my budget for 2024, which is fine since it is almost exactly what I had for 2023 and nothing is changing. All our goals are the same because they are all phased out over multiple years.

My annual review is coming up in a month. I want to prepare, but I have no idea what the boss is looking for or what he is going to want to know. I’m not sure how to operate in a vacuum like this. Any ideas would be appreciated.

Left Alone

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Dear Left Alone,

In some ways, this is a best-case scenario. So many people wish they could just be trusted to do their jobs without constant interference. The downside to this situation would only become apparent if you needed resources you couldn’t get, or if you were hoping for recognition you might need to be considered for promotion. If neither of those two things is an issue, I would say no news is good news.

That being said, I think this moment might be an opportunity to:

1. Make sure your boss knows what you do and how critical your team’s work is to the business.
2. Reassure him that you have everything you need to continue your stellar performance.
3. Find out what else he wants to know.
4. Plant some seeds for future plans, if you have ideas.

You might consider writing an email or even creating a presentation that outlines what your team accomplished in 2023 and how those accomplishments contributed to the company’s strategic imperatives. Include answers to questions you think he might have. Then share your goals for 2024. It might also be a good idea to give your boss monthly updates on what has been accomplished, what obstacles you face, and what, if anything, you need from him.

In preparation for your review, send your boss a list of topics you think he might want to hear about from you and ask if it is accurate.

If you do all this, no one can accuse you of not keeping up your end of the manager/employee compact. And you might learn a little bit about how your boss thinks and what is important to him.

You don’t seem to require a ton of affirmation or acknowledgement, which means this kind of arrangement could go on indefinitely. So that’s good. But you don’t want to be surprised, either, so a bit of advance scouting to ascertain what is going on in your boss’s head wouldn’t hurt.

Happy New Year to you!

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I have raised three children while working full time. I am now a senior executive. I love my job and am normally a very even-keeled, cheerful person.

Recently, however, I am feeling out of sorts. What does it mean when everything is irritating and everyone is aggravating? Thought you might have some ideas for me.

Vexed

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Dear Vexed,

These days, of course, my first thought is that you might be coming down with Covid, the flu, RSV, strep throat, bronchitis, or pneumonia.

Once you’ve ruled that out, you have to look at the big life events that, even if positive, can cause massive stress. On the positive list, are you moving your home? Getting married? Planning a wedding for one of your kids? Have you gotten a puppy? (Don’t even get me started on the puppy thing.) All of those events can really knock you off center, even if they are wonderful and fun. And then the not-so-fun biggie: Perhaps you have lost someone you love recently and are still grieving, but are thinking you should be over it by now. I find that grief lasts a lot longer than anyone wants it to . And it can wreak all kinds of havoc.

If you aren’t sure, you can take the assessment on The American Institute of Stress website. There was no mention of global pandemics or significant political unrest, so that page needs to be updated.

If it isn’t big life stuff, it may be that you are tolerating entirely too much.

Tolerations are seemingly inconsequential little things that drain away your energy. Thomas Leonard, a trailblazer in the coaching profession, coined the word to describe all of the small stuff that takes up mental space and distracts us from the task at hand. Tolerations have a way of accumulating, like barnacles on the hull of a ship. A few are not a problem, but layers of them seriously impede the vessel’s speed and seaworthiness. A ship covered in barnacles will require twice the fuel to get to its destination than a ship with none.

It is such a simple construct, the idea of tolerations. These dumb little things, taken by themselves, are not a big deal—but when they add up they can make you feel like you are carrying rocks everywhere you go. Everyone has a critical mass. Some can put up with a lot more than others. The way you know yours has been reached is exactly how you described it: everything is irritating and everyone is aggravating.

Make a list of all the dumb little things you are putting up with around your house, at work, in your relationships. Identify a few you can knock down today or this week. You will be back on an even keel.

Examples might be helpful:

• You walk five miles a day and your shoes are shot.
• Your dog keeps scarfing food off the counter whenever you turn your back.
• The light bulb on your front porch is out and you can’t see well enough to put your key in the lock. And you live someplace really cold.
• Someone at work keeps scheduling meetings over meetings you have committed to. They can easily see your available time but are somehow not checking.
• You never wear half of what’s in your closet, and there is no room for new things.
• You have stuff in your freezer from 2019.
• Your folder system on your computer is outdated and it takes 6 clicks to get to the stuff you are currently working on.
• Someone has stolen your phone charger in the kitchen so you can’t plug it in so you can listen to your podcasts while making dinner.
• You know you are paying for subscriptions you never use but haven’t taken the time to cancel all of them.
• The person in the household who is supposed to take the trash out has to be asked. Repeatedly.
• The person who thinks you should be taking the trash out has a different definition of full than you do.
• You need new windshield wipers, but only remember when it rains.
• Every time you pick up your mail, you swear to yourself you will move everything to paperless billing, but you keep forgetting.
• You need a new battery for your TV remote. It still kind of works, but only sporadically. It needs a special battery that you never have on hand.
• Your favorite plant is doing so well that it needs to be re-potted.
• You are tired of your book club but worry that quitting will hurt someone’s feelings.
• You are a serious golfer and hate your putter.
• Someone in your life does not plan well, and they consistently try to make their perfectly avoidable emergencies your problem.

See? Little things. Dumb. No big deal. But you probably have over 25 right now, which is the upper limit for most people. Get some of them off the list, and you will be back to your cheerful, even-keeled self in no time. I promise.

Tolerations tend to build up over time, and I highly recommend making a list twice a year and creating a plan to address them all. It feels amazing.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I work for a bioengineering company that was a successful startup. It is now well into its seventh year and we still have our founding CEO. As the fairly new COO, I report directly to him and he is driving me insane. Every time he and the other leaders in the organization meet, we have new conversations but never follow up on past conversations. The agenda for these meetings is never clear, much less sent out in advance so that we can prepare.

I knew working for a founding CEO was going to be a challenge, but I just don’t see how anything is going to get done the way we are operating. Any tips for corralling our CEO?

Trying to Get a Grip

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Dear Trying to Get a Grip,

It sounds like your boss fits the classic profile of the entrepreneur CEO: action oriented, risk taking, fast moving, and wildly creative. I grant these kinds of leaders can be maddening for others who are process and detail oriented. Since you are at the executive leadership level, would it be crazy for you to take on organization of leadership team meetings? Obviously you would want to ask your CEO first and get his agreement. He might just be waiting for someone else to take it on.

You could organize the meetings into sections:

• Old action items, with updates on actions taken and obstacles to be aware of
• New topics, with clearly stated owner of each topic and desired outcomes
• News and announcements

This is just off the top of my head, but these are fairly standard. If you feel strongly about having an agenda, you will probably have to put it together yourself. If your CEO has a chief of staff it would be that person’s job, but it doesn’t sound like that is the case. You would have to ask your fellow leaders to give you their agenda items in time for you to put them on the agenda.

Another thing that might help you to gain some clarity on all of the conversations is some distinction for the kind of conversation you are having at a given time. When talking about possibilities, there are three kinds of conversations:

1. Speculative: When you are brainstorming possibilities or an idea for something you might take on.
2. Planning and evaluation: When you are attracted to an idea and are now playing it out and poking at what it might look like to execute if you decided it was worthwhile. You are playing devil’s advocate, sharing examples, anticipating obstacles, and evaluating whether a course of action would achieve the desired outcome.
3. Decision making: You are deciding on a project or course of action and determining whether or not you will go ahead with it. This is where, as a team, you can use a RACI chart to make sure everyone knows (1) who is ultimately responsible for execution and achieving the outcome, (2) who needs to be accountable to that person for specific action items, (3) who needs to be consulted, and (4) who needs to be kept informed. For this conversation, you can flag specific milestone dates to put into that week’s meeting agenda so that the responsible team member can share updates.

I don’t know where these distinctions came from, but I learned them from my husband who is the president of our company and who fits your CEO’s profile. He would throw out ideas only to find out weeks later, to his dismay, that someone had started to execute them. He had to train his leadership and extended leadership team to recognize the difference between speculation conversations, planning and evaluation conversations, and decision making conversations. You might consider sharing these distinctions with your CEO so at any given moment you can ask what kind of conversation you are having.

If you try just these two ideas, I suspect you will feel a little more sane. Your CEO will still be himself, but there will be a bit more discipline in place so that the whole team will feel more grounded.

It sounds like you have your hands full but are in a position to add value and make an impact. Good luck.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I have risen through the ranks of my organization very quickly. Last year I took on a lot of new responsibilities with almost no direction, did a good job, and got a raise and a promotion. My boss, the president of the company, has told me several times that he sees me as partner material.

One of my superpowers is figuring things out—but I fear I have reached my limit in one area.

I keep asking my boss for more clarity on what is expected of me to be able to reach partner. And he keeps saying I need to become “more comfortable with ambiguity.” It is maddening. If I knew what I was supposed to be doing, I would be doing it. But he won’t tell me.

Any ideas for me on how to break through this impasse?

Flying Blind

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Flying Blind,

You have just described the exact conundrum of making the leap from operational leadership to strategic leadership. When you reach the top ranks of any organization, the biggest shift is that there is no longer anyone to tell you what to do. What your boss is trying to express is that at the level you are playing, it is up to you to use your best judgment and make it up.

What most people don’t realize (until they are doing it) is that executive leadership is a wildly creative—and risky—business. When people are young, a little naïve, and lacking in experience, it can be incredibly exciting. When people have suffered the pain of making expensive mistakes, it can be terrifying.

Here is an article published recently: “The Ultimate Test: What I learned about leadership from Covid-19” that lays out exactly what I mean.

Managing ambiguity literally means figuring out how to get things done when things are not clear, nothing is certain, and there is no road map. It means looking at the whole picture and envisioning the path from where things are now to where you and the other senior leaders say you want to be.

Almost nothing you have been good at or thought you knew up till now is going to help you much, but it can be a good foundation. You will be required to let go of your addiction to checking tasks off your list and get comfortable with moving from incomplete task to incomplete task. For people who define themselves by their ability to get things done, this is a mind-bending transition. Get used to spending your time sharing your vision for the direction your people need to go and experimenting with approaches. Be prepared to adapt as new information comes in, and to pivot if necessary.

The metaphor that has been helpful to many is instead of checkers, you are now playing chess. Instead of moving all your pieces across the board quickly in a day or a week, you will now be lucky to make one or two moves in that time. Each move will require a lot of thought and consideration, frequent checking with others on the team, and possibly accepting a temporary fix until new information is revealed. It is dealing with constant change—and the job is never done.

One thing you can’t do on your own is decide on strategic imperatives. If your boss cannot articulate those, you can push for the leadership team to make decisions on what they are. Once you have those, and a sense of a budget, you will have to make up the rest.

Hopefully, you have organizational values to guide your decisions. If you don’t, you will have to decide on your own leadership values. That means you must know what is most important. That is a whole can of worms in itself and you can find more on that here. If your organization has not spent the time to articulate its values, you can advocate for putting some attention on that. Get some arguments for doing that here.

To be a partner means to be a co-owner with the other partners. Your boss is waiting for you to be brave. So be brave.

Make a plan for what you think needs to be done for you and your people to achieve, or even exceed, the strategic goals that have been set. Do you have the right people in the right seats? (Do they have the skills to do the job the way it needs to be done?) If not, how will you address that issue? Do you have all the resources you need? What hasn’t been thought about yet? What obstacles need to be cleared?

Let me be clear here: this is not a plan for how you will make partner. It is a plan for how you will lead your people to accomplish what needs to be done for the organization. It isn’t about you, it is about the success of your team and the organization.

Lay out the path for how you will do everything. Make a list of the unknowns and the obstacles you can see today. You will be worried that you’ve made mistakes, that you’ve missed something, and that it won’t be perfect—which will almost certainly be the case. That’s OK. No one and nothing is perfect right out of the gate.

Take your plan to your boss as your best guess of what you think you should be doing in the next 12 to 18 months and see what he says. Talk it through, get feedback, and share it with other leaders in the organization. If you think you are right about something that others disagree with, have the courage of your convictions and make your case. Or, if you think someone else’s point of view makes sense, let yourself be influenced. Then tweak the plan, share it with your team, and go.

You have passed the point of studying for the quiz and getting 100% and a gold star. You are now in unknown territory where you have to make your own map, and the test is about making decisions in the absence of enough information. Not only are there no gold stars on offer now, you will be surrounded by people who think they could do it better if they were in your shoes.

You say you have reached your limit for figuring things out? I say you are just getting started. Get comfortable with being uncomfortable. You are signing up for a bumpy but exciting ride!

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I work in a company that has recently gone to a matrix environment. It is kind of a disaster because no one seems to know what that means. Trying to get anyone to make a decision so I can move forward with projects on a deadline is making work incredibly stressful. I pride myself on getting things done on time, and I am going to be late on several key deliverables through no fault of my own.

I have at least two bosses now and am not sure which person to go to for what. One of them is not at all interested in letting go of her previous unilateral authority and is resisting my efforts to get the buy-in I need from her before I move ahead with things.

I am really struggling. Any ideas would be helpful.

Matrix Madness

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Dear Matrix Madness,

Yours isn’t the first (and won’t be the last) company to adopt a shift to a matrix organizing structure without properly preparing everyone. (For details on matrix organizations, click here.) It is a source of universal suffering—and until things get worked out, you will have to get comfortable with being uncomfortable.

Essentially, your company (like many others) is trying to get everyone in the organization to be more included, which will eventually help all of you manage the complexity of your business. Moving to a matrix is supposed to break down silos and solve the problem of the right hand not knowing what the left hand is doing. And it can—it just causes a fair amount of chaos first.

I have a few ideas, all of which come from working with clients who have been through a similar change.

1. First, try to relax. Everyone is upside down, not just you. Identify the projects you are responsible for that are critical and time sensitive. Ask yourself: Will a customer be upset if the project is late? Will other projects be held up if things are delayed on my end? Once you have identified those, communicate with anyone who may be affected by your delays. Anything you can do to avoid disappointing people and to manage expectations on your deadlines will help relieve your anxiety.
2. Try to escalate the extent of the confusion to the company leadership. Your organization has adopted a massive change effort without taking the steps to educate and bring people along, which is why one boss is not onboard and is causing static for you. Maybe there is a way for you to ask for more training or more direction on what it means to work in a matrix.
3. A matrix will force you to act more like a leader. Communicate in writing all decisions and all intel you have to anyone who needs to be involved in a decision. Provide deadlines for feedback along with your own recommendations. Make clear when you will be moving forward, so that everyone knows their input is needed by a certain time.
4. Half your problem is that the change has been implemented as you are mid-project with many things, so that makes it harder. In the future, at the beginning of new projects, use a RACI chart so you know who to involve at what step. A RACI is a time honored way for setting up a project that clarifies who needs to be involved and how. I know a lot of people learn this in business school—it seems to be immediately forgotten, but is incredibly useful.

A RACI chart identifies the following:

R — Responsible – who is responsible for doing the work on a daily basis and making sure each item that needs to get done has an owner and is tracked.

A — Accountable – who is ultimately accountable for getting a goal or task completed, has the power to approve or veto actions or final product.

C — Consulted – who needs to have input into how the task gets done, whose opinion must be sought through two-way conversation. This step is often overlooked, which can cause a lot of problems.

I — Informed – who has an interest in the work because it will affect them in some way and needs to be kept up to date and notified of results. This can usually be a one-way communication.

Just because you are midstream with some of your projects doesn’t mean you can’t at least try to figure out the RACI now.

Dealing with your recalcitrant boss is a whole separate issue. You might want to have a one on one with her to explain why you feel the need to loop more people into decision making. Certain kinds of managers who experience having certain kinds of information and making decisions as a form of power can really struggle in a shift to a matrix. You might share this article with her and maybe even the RACI chart idea. You may end up having to go around her—which will certainly decrease her power and relevance—but you can’t really control her behavior.

You are obviously a dedicated and responsible contributor. Learning to navigate this disruption without letting yourself get upset will serve you well. Just keep putting one foot in front of the other. You are going to be fine.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

In the middle of the pandemic, I took a job that I love and am good at. At the time, my boss made it very clear that the job was classified as “remote” and the deal was that I would never need to work in the office. This wasn’t just because everyone was working from home at the time; the job was classified as remote so they could hire the best person regardless of where they were located. It just so happens that I live fairly close to headquarters and presumably could go to the office if I wanted to.

Now that things have eased up, my boss is insisting that I come and work at the office. At every one-on-one meeting, he mentions that he would like to see me in the office. He has no complaints about the quality of my work and has no reason to suspect that I am goofing around instead of working; he just prefers his people to be in the office.

But that wasn’t the deal. I am an introvert, I love working from home, and I have a great rhythm in my workday that doesn’t include a 45-minute commute each way—not to mention the price of gas! I enjoy many of my colleagues and meet them occasionally for coffee or happy hour. Several of them were also originally classified as remote and some do occasionally go into the office because they are super social types who like it.

I feel that there has to be some reasonable way to push back on this constant pressure from my manager, but I don’t know how to do it without harming the relationship. I am now at a point where I am actually feeling bullied and considering looking for another job. Would appreciate any thoughts on this.

Feeling Pressured

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Dear Feeling Pressured,

A lot of managers don’t realize the power they hold or the impact of subtle little remarks. Your manager might be shocked that his nudges are having this effect on you. So if you are serious about possibly leaving, I think you need to come right out with it. You can tell your boss that you are worried about harming your relationship because you really love your job, but that the pressure being exerted on you to come into the office is becoming burdensome.

Before you do that, however, it might be wise to dig up your employment contract and make sure that you are in full command of the fine print. If, in fact, you have it right and there is no indication that your remote status is at risk due to the slow receding of Covid concerns, then you have a contractual agreement to support your position. Hopefully it won’t come to the point where you have to involve HR, but if you are clear about your contract it might highlight the fact that your boss is, perhaps inadvertently, creating a hostile work environment.

As you prepare to open the topic, consider what kind of compromise might work for you. I understand your reflexive reaction that you took the job with the understanding that you wouldn’t have to be in the office, but it might not kill you to meet your boss halfway. Perhaps he wants everyone in the office for specific kinds of meetings. Or maybe he is an extrovert who has trouble bonding with people if he can’t be with them in person. In our own business, I have heard several people who have to come in the office mention that they are lonely.

Asking some questions to really understand what is at the root of your boss’s insistence will help to frame and support your own position. You will want to avoid why questions such as the most obvious and natural one, “Why do you want me to come to the office?” Why questions tend to put people on the defensive. Open-ended questions, on the other hand, help to focus the conversation. For example: 

“What would be different if I were to come into the office?”

“What would I accomplish by coming into the office that I am not already doing?”

“Is there something you would like me to do differently that you haven’t mentioned yet?”

“Are there concerns about the quality of my work that you want to share with me?”

“What would satisfy you, if I were to come in to office?”

It might be hard for your boss to admit that your going into the office once in a while would just make him happy. It might be that simple.

Once you understand what is driving your boss, it might be easier for you to consider a small concession as a peace offering. Maybe you would be willing to show up in person at the office once a month or bi-weekly. You might ask your boss to consider paying for your gas, especially since your salary was negotiated as a remote worker. In California, where I live, gas prices are so insane that they are having a big impact on household budgets.

It will take some courage to pipe up—but really, no manager wants to find out from an exit interview that they lost a good employee over something that could have been avoided. If you aren’t confident about being good on your feet in the moment, practice what you want to say with a friend to get comfortable with your points so your emotions won’t cloud your reasoning or cause you to forget. During the conversation, listen carefully to what your boss says. Maybe even take notes and repeat back what you heard so you are sure you got it right. Take your time and breathe. Remember that, in response to anything, you can always ask to take some time to think about it.

I really hope you will be able to work this out.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I am a senior leader who reports to an SVP. I lead a business unit for a region. I recently had a one-on-one with my boss—a rare thing—and she gave me some feedback I am grappling with.

My company recently started doing pulse surveys, so I thought she might want to talk about the scores from my business unit that made it seem people’s morale was low. I was right.

She said I was very good at processes and systems and she was pleased with my unit’s results. Then she told me she thought I needed to work on being more inspirational. She asked me what my vision is for my business unit and I had to admit, beyond hitting our numbers and deliverables, I don’t really have one. Then before I could get more detail, she was called away and that was that.

I don’t even know where to begin on how to create a vision—or what to do with it once I have it. Any insight would be useful.

Feeling Blind

_______________________________________________________________________

Dear Feeling Blind,

This is a very common predicament for people who are straddling senior management and executive management positions. You have been consistently promoted because you are great at setting up processes and systems, holding people accountable, and executing results. But until someone points out that you need to start developing your ability to inspire and motivate people, it just doesn’t occur to you. So here you are.

It’s okay; you can do this. It might be uncomfortable but getting good at it at this point in your leadership journey will serve you very well.

The first step is to remember a leader you had in the past who did inspiration and motivation well. Try to remember what that leader did that worked. You can also ask your SVP for her vision so that you have an example of what she means—but the fact that you are drawing a blank on this leads me to think your boss may not have a vision either. Or if she does, she hasn’t shared it or it is unremarkable.

For guidance, I turned to the book FULL STEAM AHEAD! Unleash the Power of Vision in Your Company and Your Life. Authors Ken Blanchard and Jesse Stoner define vision as “knowing who you are, where you are going, and what will guide your journey.”

Essentially, it means you are providing the why—the context and meaning of the work your people are doing. You are painting a compelling picture of a job well done that will Be motivating for your team.

People often talk about creating a vision—but I would argue that you probably have one already. It’s clear that you are super motivated, which is probably because you have a strong sense of what is possible and how the success of your team connects to the success of the organization. So your job is to articulate those things as simply as possible. My experience is that many leaders think these ideas are obvious to others because they are obvious to them. And this is never the case. You have to spell it out, and then you have to repeat it like you are broken record.

Blanchard and Stoner lay out the elements of a Compelling Vision. The questions and comments below each element are mine:

• It helps us understand what business we are really in.

You know what results you are after. But what will those results do the for the company? The world? What does your team do that no other team does? A great example is Disney, who we all know is in the theme park business but they say they are in the business of making memories.

• It provides a picture of the desired future that we can actually see.

What is possible for your BU if you continue to do well? Maybe you could grow? Attract top talent? Be a role model for other BUs?

• It provides guidelines that help us make daily decisions.

What values do you use to make decisions? Have you shared those? What behaviors do you expect from your people? Do they know?

• It is enduring.

What makes your team great? What makes it special?

• It is about being great, not just about beating the competition (or in your case, hitting the numbers.)

You and your team are doing a lot of the right things. What do you do? How do you do it? How can these things be replicated? How are you different from other teams or business units?

• It is inspiring, which is not expressed solely in numbers.

A vision is different from a goal, which can usually be expressed in measurable terms.

• It touches the heart and spirit of everyone.

It may feel too arrogant or touchy-feely to express possibility or highest ideals and use language that it isn’t brass tacks. This can be what makes it so uncomfortable for many. It took me twenty-two years to get the courage to include the word love in the vision for Blanchard Coaching Services. 

• It helps each person see how they can contribute.

More than ever before, employees are seeking meaning and connection. When people can see how what they do connects with the bigger picture, it makes their job much more compelling.

Once you have your answers to some of these questions, you are ready to get a draft vision down on paper. Don’t worry about getting it right the first time—just get it all down. Then revise, word craft, and keep at it until you have something simple. Short and sweet is much easier to remember.

You might want to follow your vision statement with a mission statement. The vision is what is possible, and the mission is why you do what you do, and for whom. A mission statement structure could look like this:

Our mission is to __________ (do something) for __________(what people?) so that __________(those people can have something, do something, and feel some way).

There is no reason you can’t involve your team at this point. Let them poke at it and provide further input.

Then share it. With everyone. Start meetings by restating the vision. Ask people to print it out and put it over their desks. If you are all in the office, have posters made. In the rough and tumble of the workday, it is easy to lose sight of the vision. You should take any opportunity you can to remind your people what it is.

This will undoubtedly feel downright weird and risky to you. Feel free to share your discomfort with your people so you aren’t trying to pretend to be someone you aren’t or be good at something you are doing for the first time. You can also share that the whole exercise is a work in progress and that you are open to reworking it.

The key is to start. Examine what drives you, what makes what you do matter. Get all of your thoughts down on paper and then start shaping them. Take your time. Be prepared to have things sound hokey, or high minded, or farfetched. It will all come into focus.

I have no idea if this is what your boss meant. But I can promise that the work you do on this will not be wasted time. It will give you new insight into your team and yourself as a leader—and it almost certainly will be inspirational.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

The business world is only going to keep moving faster, which is forcing leaders to become increasingly adept at managing their team’s priorities and delegating tasks. But that can be a tricky undertaking.

The way leaders manage their team’s priorities and delegate runs the spectrum. On one end are leaders who don’t know what their people are working on, can’t set priorities, and have delegated to the point of abdicating their responsibility. This style is obviously dysfunctional. On the other end are leaders who are doing the work of their employees, micromanaging them, and disempowering them. This style denies people the chance to learn and grow on the job. It makes employees dependent on their managers.

You want to be in the sweet spot when managing your team’s priorities and delegating, adjusting the direction and support each person needs in each case. That will balance performance with learning while helping your people develop and be successful. It’s a place where your people truly work as a team and you provide inspiring leadership.

Here are some tips for getting there.

Define Priorities and Goals

Defining goals and objectives with your people is the first step. This might sound obvious until you consider that only 50% of employees strongly agree that they understand what is expected of them at work.

A useful practice is to ask your people to listen to the goals you verbalize and restate them in their own words. It sounds simple, but there are many layers of interpretation, storage, recall, and reinterpretation that can change the meaning of even simple goals. How well can you expect someone to fulfill a goal if they don’t even start out on the same page as you?

Defining goals and objectives shouldn’t be done just at the start of a project. For most of us, goals will evolve along the way as new information becomes available. That means revisiting the goals regularly to keep people on track.

Collaboration is Key

Prioritization should be done collaboratively. Great managers treat their people as intellectual peers, discussing tricky choices with them and debating tradeoffs. This includes empowering them to make their own decisions. Even if people don’t have answers at the ready, they feel highly respected when their leaders treat them as equals.                                                                                         

The key is to make your people real partners when setting priorities. When you do this, you show you care what they think. This inspires them to be more invested in their work. These exchanges also give you an opportunity to emphasize timelines and stakeholder needs.

Delegation Depends on Follow-Up

Delegation isn’t a one-and-done affair. Assigning a job and not following up on the task isn’t a successful strategy. The better practice is for the leader to check in on the assignment and offer support when needed. Your goal is not to hover or micromanage but to show you are still aware and interested about the assignment. If your people know something is important to you, it will be more important to them.

Praise Regularly

Praising people when they do a good job is one of my favorite practices Ken teaches. It makes the receiver feel good, drives engagement, and brings a host of other benefits. It also plays an important part in delegation.

When you’ve delegated a big project, praising is a great way to sustain a person’s enthusiasm. Think of praising as a way of locking in the best behaviors of your staff to leverage in every future task they take on. You’ll help them be more successful in the future if you recognize praiseworthy behaviors now.

Delegation and Trust

As a leader, delegating a task requires a certain amount of trust on your part. You are trusting people to complete a project without much oversight. But what can you do when your trust level is moderate or variable?

It helps to view trust as an analog variable—ask yourself “how much can I trust them?” rather than “Do I trust them?” 

For most tasks and projects, delegation doesn’t have to be a black or white request. For instance, if the project is to create a final report, you can ask people to complete tasks ranging from small (e.g., pull together some talking points) to medium (e.g., draft some slides) to large (e.g., deliver the final presentation on your own).

It’s also helpful to consider the stakes. Does this task have a high-risk profile? Are the consequences significant? If the stakes of a task are low, little trust is required to delegate. You might decide to hand the task off and make it a learning opportunity for the individual. If the stakes are high, you would more likely need to have considerable trust in the person and may want to check in regularly.

Leading from the Sweet Spot

Managing your team’s priorities and delegating work requires skilled leadership. If you do it well, you’ll empower your people with new skills and confidence. And you’ll have more time to work on other projects.

It might be challenging, but the rewards are worth it.

Dear Madeleine,

I run a large team for a media company. The CEO has a lot of strengths but is inconsistent and often irrational. My team is constantly on the hook to respond to endless PR issues, so we never quite know what is coming at us.

Before Covid we all came to the office early and stayed late—it was just a given. My job is global, so it is literally 24/7. Now the CEO has told his management team he wants everyone back in the office, but he won’t make it company policy because he is afraid people will quit en masse. Instead, he has tasked his management team with lowering the boom and insisting that people come back to the office.

My team members and I managed remotely through Covid. I think we are far more effective in person, but none of them have an interest in coming back to the office. In fact, they seem emboldened with their newfound freedom to the degree that they are now telling me what hours they will be working.

It would be so much easier for me if the company would just create a back-to-office policy instead of forcing all the managers to be the bad guys.

How should I approach this?

Hate Being the Heavy

_________________________________________________________________________

Dear Hate Being the Heavy,

It is so easy to blame upper management for things people don’t like. I understand your resenting being left holding the bag on this issue; however, I think the opportunity here is to create a hybrid environment that works for everyone on your team. If your senior team won’t insist that everyone come into the office every day, you don’t have to either. You can’t be held accountable for something your senior team refuses to say out loud.

What was it, do you think, that made you more effective pre-Covid? It’s true that when working remotely you lose the opportunity for quick after-meeting chats and catch-ups in the hallway—so think about how you might build those into your remote day schedules.

It is not appropriate for your employees to inform you what their working hours will be—but it does make sense for you to speak with each team member to get insight into what would work best for them. You can be clear that you are gathering intel to make the best possible plan and you can’t promise your final plan will suit every individual perfectly. As long as your people feel heard and understood, and they trust you to use your best judgment, you should be okay.

Once you have heard from everyone, you can create a plan for your team. Maybe everyone comes in the same two days every week, each person can choose which day will be their third day, and everyone WFH on Fridays. Do whatever you think will work best.

You can make almost anything work if you follow these tips:

• Have at least one all-hands meeting in person per week. Maybe include a lunch to sweeten the deal. Use lunch time as an opportunity to socialize, letting people catch up on personal news.
• Make sure everyone is crystal clear about deliverables and deadlines. Provide ways for people to keep you up to speed on what they are working on. Anything you can do using technology to increase visibility into workflow will increase trust and communication.
• Create some rules about communicating and being available on chat during working hours.
• Have a dedicated office hours time each day where you can be free for a quick check-in with whoever might need one.
• Have team members choose one day a week to be on call, since part of the job is crisis management at all hours.
• Send the message that “showing up” can mean either in person or virtually—but showing up is an expectation.

Once people have a taste of the freedom that comes with remote work, it is hard to go back. In fact, I suspect there is no going back to the way things were. But this is an opportunity for you to get input and create something new that will afford some of the freedoms your people have become accustomed to even as you insist on some new norms.

A lot of leading indicators point to what we are going through as not so much The Great Resignation as The Great Switcheroo. People are taking advantage of the opportunity to move to jobs that are more aligned with their passions and values, with the kind of flexibility they have become accustomed to. So the more you can include your people in the design of your new work structure, the more successful you will be.

Do your research and then be bold and clear. You are the boss of your team, even if some of your team members may have forgotten.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I am a VP in an organization and I have a decent team, all of whom I inherited when I joined the organization two years ago. Everyone on my team is experienced and considered senior.

I have done everything I can think of to make everyone’s role and responsibilities crystal clear—yet I find myself constantly disappointed in my people. Examples of shenanigans I run across: one team member consistently fails to upload a weekly report that is required and needed by others and has to be reminded. Another creates emergencies where no emergency should be. And yet another recently failed to prepare adequately for a presentation to a team of my peers and my boss.

Am I overly critical? Are my standards too high? Should I be giving passes when I know people have a lot on their plate? Is it me? Is it my team? What is going on? Any light you are able to shed would be great.

Disappointed

_______________________________________________________________________________

Dear Disappointed,

It’s you. Sorry.

You know this isn’t personal because I don’t know the details. But it is always the leader. Always. When a leader is complaining about their people, it is time for the leader to look in the mirror. You’re the leader, so, yeah, it’s you.

So let’s look in that mirror. Have you always been disappointed in people on your previous teams? If the answer is yes, it means you have high standards that you have not properly shared with the people who work for you. If the answer is no, it means you have not done a good enough job of sharing your standards with this particular team. It isn’t that your expectations are too high; it’s that your people aren’t aware of what they are.

Somehow, although you have been clear about roles and responsibilities, you have not been explicit enough about your expectations. Somehow, you have sent the message that it is OK to miss deadlines with reports; you have sent the message that creating an emergency where none should exist is a judgment call that can be made without your input; and you have allowed your team members to think that showing up inadequately prepared is acceptable.

It is a common mistake to think that just because people are experienced and, as you say, “senior,” it means they will have the same professional standards as you. That just is not the case—standards for professionalism are all over the board. If you want your team members to rise to yours, you must tell them what they are.

I recently had a client ask “Do I really need to tell people I expect them to show up on time to meetings?” The answer is yes. Yes, you do. These days there is such diversity of culture, context, generations, and backgrounds that you just can’t expect everyone to read your mind. There is a good chance your team’s last boss either had different standards than yours or didn’t hold people accountable for the same things you think are important.

Just because something is obvious to you does not mean it is obvious to everyone else. So here are some examples of expectations you might want to share with your people:

• If you are presenting to people outside the team, please schedule time to review the content with me and make sure you do a practice session with the technology before go time.
• If you are considering escalating anything to emergency status with another department, please consult with me on the tactical approach first.
• Do what you say you are going to do.
• This report needs to be submitted on time and here’s why ________________.
• Submit all work at or before deadline or inform me you will be delayed and negotiate for more time.
• Be on time for meetings or let me know you will be late.
• Proof all final work before sharing it with anyone outside the department.

I just kind of made these up based on what you shared and some whoppers I have heard from clients. The beauty of disappointment is that it is data—it is information about something you think is obvious to others that, in fact, is not. Every time you are disappointed, it points to a standard you have that you have not made explicit.

Assuming you have good rapport with your people and they know you have their back, you can share your expectations and remind them as needed without judgment. In most organizations, people have more work than they can handle, so they will always look for places where they can cut. If they know you are paying attention, they won’t choose the places that matter to you if they know what they are.

Your job is to help your people do their best work and help them shine. As long as your standards are designed to do that, you will be just fine.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I work for a company that required everyone to come back to the office the second week of November. I thought it was too early, and was proven right by Omicron. The company is a traditional, conservative kind of place, and the CEO lost patience with the whole remote thing. I was happy to come back to the office because I was tired of not seeing people in person. We are a government contractor so we all had to comply with the federal vaccine mandate. I didn’t care—I was first in line to get my first vaccine, and then again when the booster became available. We all had to submit pictures of our vaccine cards.

I recently overheard a conversation I shouldn’t have heard, and now I have an ethical dilemma. I heard someone I know tell a friend that she got a fake vaccine card and hasn’t been vaccinated. They were laughing about it and ridiculing our HR department, which has worked really hard to manage our return to the office. (I only know because I have a friend in HR.) It makes me so mad that people think it is OK to play fast and loose with other people’s health and safety.

I am really torn about what to do. I haven’t said anything or tried to get advice from anyone I know. This is a company town where everyone knows everyone, and it could blow up in my face.

I am losing sleep over this. What do you think?

Blow the Whistle?

_____________________________________________________________________

Dear Blow the Whistle,

Well, this is a bracing question! And such a perfect representation of these very weird times.

Let me start by clarifying that I am no expert on ethics. I read a regular column on ethics and am constantly learning and reminded of my lack of expertise. I am also forced to examine my own unconscious biases and how my politics might sway my response. (Note: Anyone who wants to see an incredibly cool compilation of unconscious biases, click here). Unfortunately, this issue has become so political and divisive that it is breaking up families. I might lose a little sleep myself over this one.

Because I tend to think in the context of organizations, my first thought was that if you are a manager, especially the person’s (shall we call her Vax Card Faker? VCF for short?) manager, you would be obligated to confront VCF and escalate to HR because managers are de facto agent of the organization and owe a duty of responsibility as such. But it doesn’t sound like this is the case in your letter. It sounds like VCF is a peer, not even a close co-worker.

Because this felt so far over my head, I consulted our CHRO, Kristin Brookins Costello, who has impeccable integrity and is brilliant. She said:

“Everyone in the workplace shares responsibility to keep each other safe. Companies can and should look at the cards to ensure that they appear to be valid. That being said, there is no incredibly effective way to ensure card validity beyond the eyeball test, and there can be no expectation that the company can or should confirm the validity of every card. In the end, this is where trust and corporate citizenship come into play. It’s a team effort to keep the workplace safe.” 

I also googled a little and stumbled over this very interesting article: How Can Employers Recognize Fake Vaccine Cards? It gave me the distinct impression that it is really up to the authorities in the organization to monitor authenticity of vaccination cards if they feel strongly about it. I know plenty of people who work in companies that are not at all committed to the enforcement of mandates. Of course, when people got their initial vaccine and were given a flimsy, hastily created card, who ever thought it would become a legal document?

Ultimately, though, I keep coming back to your description of the conversation as one that you “shouldn’t have overheard.” That leaves me to wonder if you could have made more of an effort to make your presence known. But then, I recall a moment long ago in a ladies’ room when I was in a stall minding my own business only to overhear participants in my training session (I was the facilitator) rake me over the coals. Once I realized what and who they were talking about, I couldn’t for the life of me think of any benefit to drawing attention to my presence. So I can understand how this can happen. Still, it was an accident that you overheard something potentially compromising.

Deciding to be a whistle blower is a huge, sometimes life-altering, decision. Most people who do blow a whistle on bad behavior wish they could do it anonymously. But it is almost impossible to avoid consequences of standing up for what you think is right. You must weigh the worst-case scenario of escalating what you heard. The last thing you want is a reputation for lurking around, listening to conversations you weren’t invited into, and then tattling. In my Googling, I found some research on what motivates people who report lying: Nobody likes a rat: On the willingness to report lies and the consequences thereof. Fascinating stuff, really, and far too involved to dissect here. But it does raise the questions about your motivation.

Even if you could report the violation anonymously in a way that would never blow back on you, here are some questions to ask yourself:

• What would your intentions and motivations be to report what you heard? Is it your anger at someone who feels differently than you do about how our government is handling the pandemic? Is it your sense of protectiveness for your pal in HR?
• Does the part of you that feels morally superior (and let me be clear, I am not judging you on this) want to see VCF punished? Are you 100% certain that one unvaccinated person will truly put everyone at risk? (Lately, it seems to me that everyone in California is getting COVID regardless of vaccination status!)
• What consequence do you expect might be imposed on VCF? What if she were fired and that caused any number of hardships that you can’t anticipate? Would her family suffer? Would her team be left shorthanded in the middle of a talent shortage? Would that make you feel good?

Whatever opinion you might have about the approximately 38% of unvaccinated people in the US, it is really not up to you to impose your viewpoint on others. If your organization were to directly ask all employees to report on scofflaws, it might be one thing, but no one has appointed you to be a compliance officer.

I keep coming back to tried-and-true principles that have stood the test of time:

• Judge not lest ye be judged.
• Mind your own business.
• Keep your own counsel.
• Don’t gossip.
• Nobody likes a tattletale.

If you were to follow these principles, you might decide to confront the speaker you overheard. Tell her you accidentally heard what she said, that you are going to keep your mouth shut, but that you have concerns. Even as I write this, it seems like a terrible idea. Why would anyone want to step into that bear trap? But it is an option, and at least it’s direct. I ran your question by several people and a couple of them said this is what they would do.

You have followed the rules and have done what you think is best. VCF is not following rules she doesn’t agree with. But who is to say who is in the right? Certainly not me. I would submit that it is the 100% conviction of being right that is causing strife, not just in the US but all over the globe. And I think you actually know this, or you wouldn’t be so torn.

So, here we are. I can’t tell you what to do. I am not at all sure what I would do.

I know two things for sure:

1. It is a good idea to hum or whistle as you go about your merry way so that you never accidentally overhear anything you shouldn’t, ever again. After my horrifying experience in the bathroom, I always clear my throat or shuffle my feet when people might think they are alone.
2. Every little thing a person does gives you one data point about their character and trustworthiness. Now you know a lot more about VCF than you ever wanted to, and if you ever must work closely with her, well, you know what to watch out for. Remember it is just one data point. No one is all good or all bad. We are all just muddling along trying to figure it out as we go.

I hope this helps.

I hope this will all be over soon.

I hope no one around you, or you, God forbid, gets desperately ill.

I hope we can all give each other a little more grace.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

Dear Madeleine,

I am an EVP of sales in an organization that is growing insanely fast. I have a brand new Chief Sales Officer and my regional counterpart just quit—so I have gone from four direct reports leading 300 people to seven direct reports leading 700 people.

I would have thought my number one job would be to make sure everyone is on track with their quotas—but, as it turns out, no. I mean yes, but in addition to my new boss being hell-bent on my getting everyone to quota, I have to complete 27 projects. I am not kidding. I sat down over the weekend to create thumbnail project plans for each project and there are literally 27.

I tried to talk her out of my needing to complete all 27, and to get her to prioritize them—you know, the 80/20 rule—but she just waved her hand and said: “You are such a rock star; I know you will figure this out.”

I am so overwhelmed, I don’t even know where to start. Everyone is barely keeping up as it is because there has been so much change in the organization. I can’t even begin to imagine how we are going to get everything done.

Any thoughts will be appreciated. I think …

My Boss is Nuts

____________________________________________________________________

Dear My Boss is Nuts,

Well, she might be. Or, more likely, she is just very green. She is making the classic rookie error of so many who want to make a splash when they hit the C-Suite: too much, too soon, too fast.

If your new CSO is like any other in a fast-growing organization, she is probably being driven by a relentless CEO who is being driven by an uncompromising board and very vocal investors or shareholders. She hasn’t figured out how to discern between what really matters to her CEO and Board and what is just an idea—so she is just going to pile it on you. It is the senior leader equivalent of throwing spaghetti at a wall to see what sticks. It is a terrible strategy, but a lot more common than you’d think.

So it is up to you to figure out what matters most and what is actually doable. The first thing to do is create a matrix of all the projects and organize them by:

1. the ones that will make the biggest impact on revenue generation; and
2. the level of difficulty.

Since hitting or exceeding quota is job number one, prioritize everything that will help everyone to do that. Start with the least complicated and get a toehold on the more complex, longer term ones.

Everything else can get slotted into the calendar after these get going. You may or may not ever get to them—but if you are crushing the numbers and most important projects, it won’t matter that much. Then the projects that are still important will bubble to the top and the rest will just fade away.

Don’t forget that you have seven VPs, they all presumably have multiple directors, and you actually have 700 human beings to deploy to make this all happen. That is a lot of manpower available to you. Last time I checked, sales people tend to be very motivated by bonuses.

So sit down with your seven VPs and think this through. Spread the work. Be creative. Be clear about outcomes. Create timelines. Share them with your boss and invite feedback. You probably won’t get much—she obviously trusts your judgement.

You probably can’t get everything done, but you can absolutely get the most important things done.

Trust that your boss trusts you and that you will absolutely figure it out. Breathe, keep your wits about you, and rock on.

Love, Madeleine

About Madeleine

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response soon. Please be advised that although she will do her best, Madeleine cannot respond to each letter personally. Letters will be edited for clarity and length.

A misnomer is floating around—the concept of return-to-work. This phrase conjures up images of coming back from a sabbatical, a leave of absence, or maternity/paternity leave. But today, return-to-work is used to describe how employees should return to the location where they did most of their work prior to the pandemic.

We have to be clear: this term is not about returning to work. Employees have been working—hard.

The issue employers are struggling with is the decision to return-to-office—and to what degree they should accommodate employee preference. Just as important is the question of what employees can do when they are not aligned with their employer’s desires—and subsequent policies—about returning to the office full time. How do organizations develop a strategy that both addresses safety and shapes policy? How do leaders flex and have conversations with their employees when preference and policy aren’t aligned?

Balancing Safety and Increased Flexibility

Most organizations today are trying to determine if formal policies should dictate an employee’s work environment. Prior to the pandemic, work-from-home policies existed but weren’t widely adopted.

Now, as requirements begin to relax, organizations find themselves at a crossroads. What policy updates should be made, if any? Should organizations mandate that employees be vaccinated and return to the office? When should organizations encourage working remotely vs. working from the office? How should organizations accommodate employee preference?

For instance, Microsoft has prioritized physical, mental, and emotional well-being to guide decision making. The office is a place where employees and teams can choose to come together to innovate and collaborate. The focus isn’t on return-to-office, but on flexibility in the environments where employees and teams prefer to do their best work.

Enabling People to Do Their Best Work

Leaders have an opportunity to interpret evolved policies and navigate their people’s anxiety, uncertainty, and preferences in a way that is a win-win for both employer and employee. Keeping an open mind and flexing leadership styles based on each employee’s individual needs is leading in a way that allows for a hybrid approach to management.

To lead employees through continued change and evolution, leaders must:

• Adopt a learning-focused mindset. Employees are going to have concerns about returning to the office. Leaders need to explore the views of each employee and realize the leader’s and the organization’s views may contrast with those of the employee. Even though many employees are ready to return to the office, not all are.
• Identify blind spots. Organizations and leaders are making assumptions about what employees want right now. Some employees have strong feelings about continuing to work remotely rather than returning to the office five days a week. How might leaders partner with their employees to develop a plan that honors organizational policy as well as individual employee preferences?
• Be curious. Leaders must ask what employees want—genuinely ask, and listen to the answer. Leaders also need to ask if they see themselves remaining with the organization if there is a mandate either for continuing to work from home or for returning to the office. When leaders are sincere and humbly inquisitive, employees are more apt to share and less likely to minimize their needs and feelings.

This is a time to be transparent and direct about the direction of the organization and the strategy for whether to return-to-office. It’s also a time to listen attentively to employee preferences and desires—consider it a temperature check of your team. Otherwise, all the productivity gains made with remote work will reverse and employees will look for new ways to do their best work—at a different organization.

Editor’s Note: Would you like to learn more about successfully navigating the future of the work environment? Join us for a free webinar. Over the next five weeks, The Ken Blanchard Companies® is hosting weekly webinars focused on the different aspects of work post-COVID. Join us for one, two, or all five events. The series is free, courtesy of The Ken Blanchard Companies. Learn more here.

About the Author

Britney Cole is Associate Vice President, Solutions Architecture and Innovation Strategy at The Ken Blanchard Companies. With more than 15 years’ experience in organization development, performance improvement, and corporate training across all roles, Britney brings a pragmatic and diverse perspective to the way adults desire to learn on the job.

As one of the first female F-14 Tomcat fighter pilots in the US Navy, Carey Lohrenz knows all about pressure. During her intense training, she learned critical lessons about navigating in the most demanding, high-pressure environment imaginable—the cockpit of an F-14 fighter jet. The genius of her latest book, Span of Control, is how she applies those lessons to everyday life and shows you how to do the same.

Lohrenz shares a process for managing uncertainty, stress, anxiety, and pressure to not only survive, but to thrive. The first step is to define the signs of crisis in your life so you can begin to take control. Once you are aware of what is causing the most stress, Lohrenz explains how to shift your mindset to focus on the most important things, define what you can and can’t control, and make better decisions. The last step is to create a personal action plan for moving forward that is based on a simple yet profound framework:

• Focus on what matters most by identifying your top three priorities and removing distractions.
• Formulate a flight plan for success by preparing, performing, prevailing, and never leaving success to chance.
• Communicate what’s possible and make sure it is concise, clear, and consistent.

Lohrenz offers powerful coaching throughout the book. One of her most impactful quotes tells us where to begin: “I gave up feeling like I had to be able to do everything right. I had to give up right for right for the moment.”

Span of Control is not only a great read filled with research and personal stories, it is a guidebook complete with step-by-step activities to help you take charge of your life. Be prepared to use the tools in this book to harness opportunities you might be missing and to take action. Give yourself the time to do the work Lohrenz presents, and you’ll navigate fear, ambiguity, and uncertainty to succeed in a difficult—or even chaotic—work environment.

To hear host Chad Gordon interview Carey Lohrenz, listen to the LeaderChat podcast and subscribe today.

For more information about Carey Lohrenz, visit www.careylohrenz.com.
To pre-order Span of Control by Carey Lohrenz, click here.

Dear Madeleine,

I am so frustrated with what I am calling the “in-person addiction” in my new company.

I started here two months before COVID sent everyone home. It was very much a traditional “everyone comes to the office” place before that. I am surrounded by people who are still struggling with the virtual aspect of our work. Everyone is complaining about working from home and all the web conferencing. Many are juggling home-schooling their children along with their work commitments.

My boss is convinced that everyone is less productive working from home—and that may be so with other groups. There is a bit of an attitude that we are going to wait this thing out but, frankly, I have doubts that anything is going to change soon. If we could just shift the mindset we could really get some very cool things done.

I came from an organization that was much more geographically spread out. In fact, my entire team was virtual and in different time zones. It worked great! I just don’t get it. I am far more productive when I don’t have to deal with a commute and the time it takes to get dressed and do hair/makeup. I do have kids at home, but they have always known Mommy has a job. We have created a daily routine that works well for all of us. I am not saying it is perfect—and I will be grateful when they go back to school—but geez. I think people let their children get away with bratty behavior.

My problem: how do I get my colleagues out of their constant moaning about our new way of working? I mean, it’s been six months now, with no end in sight. How do I prove that my new team is crushing it (because they are) despite the WFH thing? Most importantly, how do I develop the relationships I need to influence the way I need to move forward on my very ambitious goals? Many of my colleagues act like they aren’t going to trust me until we can spend time in person together. How do I get everyone to get on board with reality?

Way Ahead

Dear Way Ahead,

I understand your frustration. I led a completely virtual team in our very “headquarters-and-in-person-centric” company for years! We all worked from home for two decades before virtual was the norm, and it was a constant battle to remind people we were out in the field making things happen. Now at least the playing field has been flattened for virtual teams—but it sounds like for you, things have just gone flat.

Here are your concerns, in order. You want to:

1. Get your colleagues to stop complaining.
2. Prove that your new team is highly productive virtually, and that others can be, too.
3. Influence your new colleagues in this virtual environment.

Let’s unpack all of this and look at what you can control, what you might be able to control with some help, and what is probably out of your hands.

You can’t make your colleagues change but you can change your own attitude. I wonder if your colleagues feel your judgment and if that might be getting in the way of building strong working relationships. I am not doubting your superiority at working virtually, but nobody likes to feel inferior. If senior leadership seems willing to suffer the consequences of waiting it out, you may be asking a lot to expect the extra effort required to shift the collective mindset. I suggest you focus less on how to fix your colleagues and more on how you can add value and—without blame or judgment—be a role model for how to operate in this new environment.

Regarding the kid thing: If you are betraying your opinion that your colleague’s children are bratty, that is not going to win you any friends. You can think whatever you want, but I suggest you keep your opinions to yourself. Nothing causes people to get defensive faster than someone criticizing their kids. You got a serious head start creating a culture of “Mommy works” in your own home—and it may be a little unfair to expect your colleagues with kids who are suddenly at home to crack the whip and get everyone to behave. One thought on that topic is for you to create something you could share with colleagues about how you managed it—something like “Tips for Getting Your Kids to Respect Your Work Time.” I Googled around and, I have to say, there isn’t much out there. You must have some good ideas based on your experience! My memory is dim—my children are grown—but I am pretty sure I resorted to threats of bodily harm, which is probably not recommended.

The first stop is a conversation with your boss re: your concerns about the disdain for the virtual WFH office. There are two issues here: the fact that your boss seems resigned and unenthusiastic about how to help people people be successful virtually, and the fact that you are not able to get acknowledgement for how well your team is doing. I think the approach for both is curiosity. You might ask questions like:

• Is it your experience that people are not being productive working from home? What are you seeing that leads you to that view?
• May I show you how my team and I are handling things? Might that be helpful?
• Do you worry that our lack of productivity could hurt us long term? What are your thoughts about how might we counteract that?

With any luck, you can shift your boss’s perspective with open-hearted inquiry. Your confidence could be catching if people don’t feel belittled by it.

Now let’s talk about your need to make friends and influence people. The #1 key is to get curious and interested in each and every person—and show it. Make the time and put some real effort into it. You might check out Keith Ferrazzi’s new book, Leading Without Authority.

Some ideas:

• Set up individual time with each person and do a “Getting to Know You” questionnaire. Provide the questionnaire in advance and be ready with your own answers. You can be creative and ask whatever you want, but make sure the person knows they can choose not to answer what they don’t want to answer! Favorite book or movie, pets and their personalities, favorite job you’ve ever had, fantasy travel spot, what would you do if you won the lottery? Favorite holiday and why? What is something I would never know about you if you didn’t tell me? What is your superpower? Hobby? What is your least favorite work task? Are we all sick of Zoom calls? Yes, but this would be a fun one!
• Suggest social distancing picnic lunches or coffee or happy hour (BYOTreats) at a nearby outdoor spot.
• Create an opportunity for your team to do a group Pecha Kucha over Zoom (20 slides, 20 seconds each) and everyone gets the same assignment—again, you can make it up. A Day in The Life is a fun one, or My Life Story. The idea is to use images and photos to create a super efficient story. Stories are powerful and people remember them.
• Our company has some amazing on-demand free webinars for increasing productivity when working from home and leading virtually. You could share these with select folks who are open.
• If you think you might have already done some damage, do ask for feedback and clear the air. If people do give you feedback, do not defend your position, simply say “thank you.”

You can’t change people, but you can be a role model for the behavior you think is appropriate in the situation. And you can extend an invitation: anyone who is interested in how you are sailing through what seems like a big challenge can ask for your help.

Compassion, humility, patience, and generosity will go a long way for you right now.

Love, Madeleine

About the Author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

We are often asked how managers can support direct reports who are going through a learning and development or coaching journey. As it happens, manager support is the most overlooked leverageable asset for ensuring the success of any development activity. Many organizations have “Develops Others” as a competency—and supporting people who are engaged in learning provides an often disregarded opportunity for managers.

It is an accepted truth that training is more effective when the manager is involved when their employees are going through a learning or development process. No one disagrees in principle. But managers already have so much on their plates, it can be a challenge to add one more thing. And what exactly can a manager do? Most end up being only tangentially involved, if at all.

Here are some ideas. If managers committed to only a few of these, employees would not only take the development opportunity more seriously, they would also pay closer attention to the content they are learning and be more likely to share their learning with others and apply it to their jobs.

It all starts with the Executive Sponsors—business leaders and OD/LD professionals. Ideally, they would:

• Craft and share the criteria for who is invited to training/coaching and involve managers in those decisions.
• Provide the business case for training/coaching along with expected outcomes and impact on business results.
• Articulate specific connections between learning outcomes, career paths, and job role aspirations.
• Attend an executive overview of the content with managers so everyone has a solid understanding of what their people are learning.
• Share examples of how managers can model behaviors expected from those who go through training/coaching. There is nothing so demotivating to employees as the suspicion that their managers have not learned what they are learning. We have lost count of the times we have heard “Is my manager getting this training?”

Managers whose employees commit valuable time to learning/coaching should also dedicate ample attention and time to demonstrating their support. They could:

• Make sure they have had conversations with each of their people about their current tasks and goals, satisfaction in their current role, and career aspirations. If the organization has defined job role/career paths, discuss objectives and manage expectations.
• Inquire with each employee at the beginning of a learning/coaching journey what their preliminary learning objectives might be, both personally and in light of job roles and aspirations for future.
• (For coaching) Provide frank feedback directly to the participant as well as in any interviews or online multi-rater 360s. Managers should be prepared to support any feedback they give and to provide more detail and rationale should the employee want to discuss this. It is not fair for the manager to hide behind anonymous feedback or hope that what is said won’t be taken to heart.
• Share what they learn in an executive overview and ask for feedback on their own behaviors/practices and how they do or don’t align with new content. Leaders must at the very least try to be role models for the behaviors they expect.
• Dedicate time in each one on one meeting to what the individual is learning and how it can be applied to their daily work.
• If all employees are going through training or coaching together, spend some time debriefing in team meetings.
• If only a few employees are going through training or coaching, ask each participant to share one learning tidbit per team meeting.
• Recognize and reward completion of development journeys and allow time in team meetings for each participant to share any takeaways.

Managers are responsible for creating a safe learning environment in which all employees can practice a growth mindset. People want to be seen and heard. They need to experience that their manager has their back, in terms of enabling both best results and professional growth. A little bit of extra attention to what people are learning and how they can apply it will go a long way toward ensuring strong return on investment of time, money and effort.

About the Author

Madeleine Homan Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 150 coaches have worked with over 16,000 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services.

Dear Madeleine,

I run operations for a regional (UK/Europe) division of a real estate and relocation company. I have several functions reporting up to me, and right now two of them are at war. All day every day I have emails flying in from both sides, pointing fingers, blaming, asking for the other side to follow the rules, and generally whining.

I am hindered by two things: the affinity I have for the function I used to lead before I was promoted, and a history of having experienced bullying from the other function. It is almost impossible for me not to take sides. I get angry as I find myself getting dragged in while feeling both emotionally involved and ineffective.

There is so much work to do—and the pressure to perform with an increased workload due to new projects brought on by the COVID virus is only half the problem. I can barely think straight.

I am sure there are some logical steps to take and I am hoping you can help.

At War

Dear At War,

This sounds like situation normal to me. There is a lot of guidance and information out there for how to get a team to work together more effectively, but not a whole lot for how to get two separate functions or teams to interface without constant tension. In fact, most organizations are set up in such a way that natural tensions are common—sales vs. marketing, delivery vs. operations, you name it. It’s the Shirts vs. the Skins at work for most people every day. Leaders like you tend to be able to keep the static at a dull roar until extraordinary pressure is applied—and then, well, all hell breaks loose. And who isn’t feeling extraordinary pressure these days?

So, yes, I do have some logic for you. Let’s remember, though, that humans aren’t logical—and when their brains are flooded with adrenaline 24/7 they tend to get less logical. But let’s apply some logic and see if it helps.

First, calm your own fight response. You recognize that you are part of the problem, which is great, and now you need to cut it out. Step back, take some deep breaths, remember that you are the leader, and ask yourself how you can rise above the fray. The best way I know of to do this is to remember that all of the offenders are just people, acting like people, with their own reasons for doing what they are doing. Put yourself in the shoes of the people who are making you furious. How? Talk to them. But not until you are sure you can be curious and ask questions in a non-defensive way. We’ll get to how to do that in a minute.

To prepare, you will need to practice in whatever way you have previously learned to manage your own emotions—exercise, meditation, prayer. If you don’t have a way, now is the time to learn one. I know, it is hard to try something new when you are already overwhelmed, but you must. If nothing else, try taking deep breaths, counting your breaths, counting to 10, turning off your video and going on mute to scream (don’t scare the dog!). Here is another post on this topic that may help. Do whatever it takes—your leadership effectiveness depends on your ability to self-regulate.

Next, reach out and make time to meet with the leaders of the two functions. Prepare some good questions and just listen. When you do speak, start with candor: “I understand there are tensions between your team and another team. I would like to understand your perception of what is going on, and I’m hoping we can find a way to smooth things out.”

Note: You are going to want to get in there and explain your position and try to solve the problem by getting others to see it your way and behave themselves. That never works. So park that impulse.

You must go into conversations ready to deeply empathize with the person’s experience and point of view. You earn the right to advocate for your own position only by fully understanding theirs—and demonstrating that you understand it. It can feel like belaboring the issue to repeat back in your own words what you have heard, but it is an extremely effective way of allowing people to feel heard. And it can change your own thinking to boot.

Then and only then can you share your point of view. Some sentence stems that may help:

“This is how I see things—how is your perception different?”

“I may have a blind spot here, help me to see it.”

“It would be useful if you could help me to improve how I am looking at this.”

“What would our critics think of how we are shaping our approach?”

I am not making this up—it comes from our new Conversational Capacity^® program that I am just crazy about. The whole idea is to find the sweet spot between curiosity and candor. I tend to err on the side of candor and have to work awfully hard to settle into the curiosity portion of the program.

Finally, remember that, like you, everyone is doing the best they can given their level of awareness and their experience. No one wakes up in the morning with the intention to go to work and bully people. (Well, most don’t.) If there really are some nasty, bad apples in the mix, they will be exposed—and it will be up to the functional leaders to address. But the truth will be revealed only through deep and courageous conversations, and you will provide the leadership for making that happen.

This is your moment, At War. Your testing ground. You must rise and you can rise to the occasion. It will probably take everything you have, and it will be worth it.

Love, Madeleine

About the Author

Madeleine Homan Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 150 coaches have worked with over 16,000 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services.

Dear Madeleine,

I manage a department in a large manufacturing organization. Some parts of our business are going gangbusters, but my area is suffering from a slowdown due to the restrictions and economic impact of Covid-19.

We were able to redeploy some of my people to the busier parts of the business, but still ended up furloughing about 25% of them. The net loss is about 45% when you add up the people who were furloughed or redeployed.

Even though our workload is still reduced, and things should be balanced, my remaining people are telling me how overly busy they are. I am still trying to figure out why that is so. I am madly trying to balance workloads and hoping you have some thoughts.

Failing at Furlough

Dear Failing at Furlough,

This seems to be situation normal these days—but that doesn’t make it easier, does it? I can certainly relate. We are in the same boat and I’m getting a crash course in posting on our Instagram account—which is, frankly, hilarious. It turns out you can teach an old dog new tricks, but it’s a little painful.

It’s hard to think straight with all the high emotion, so that’s probably affecting you and your people. I would advise, first, to be kind with yourself and everyone else. Take the time to listen to everyone—the folks who moved, the ones who’ve been furloughed, and the ones in your department who are left with the work. Just listen. Breathe and listen. Reflect back what you hear, empathize, or cry with your people if that’s what makes sense.

You might feel like a therapist, but listening skills and empathizing are simply refined human skills. Using them does not make you a mental health professional. It just makes you a better human. People are sad, people are mad, and everyone is exhausted. Max Dupree, in Leadership is An Art, said “Leaders don’t inflict pain, they bear pain.” Maybe if people are allowed to express themselves honestly they will be able to think (a little more) clearly.

Once you have listened and everyone is on a more even keel, your next job (also according to Dupree) is to “define reality.” Sit down with your team, probably on Zoom, and take stock. Identify every task that each individual employee owned before, as well as all of the outstanding orphan tasks.

Make a whole list or whiteboard a mind map. Get it all down. Then, as a group, prioritize: what is absolutely, positively mission critical?

Now begin the big discussion, which goes like this:

• What must we absolutely do now—or maybe even do more of?
• What can we do less of?
• What can we stop doing, at least for now?
• What can we stop doing that we should have stopped doing it before this crisis anyway, but were in the habit of doing—because it isn’t working any more, producing a result, or adding value?
• How can we change up the systems, processes, and workflows to simplify or streamline for the non-negotiables?

Duke it out. Argue. Hold on to your top priorities. But now is not the time to focus on B-list activities. Be prepared to go to your boss with a new list of what’s possible with your new team. Don’t be bullied into trying to deliver on goals you were once going after with your full team. That is simply unreasonable. It is fine to ask people to be heroic for a week, maybe two. But we are now 100 days in—with no end in sight—so come on.

You are the boss and your people are looking to you for direction. First, listen. A lot. Then, act. If you need to take the heat from above, so be it. That is why, Failing at Furlough, I say that being a manager is hard, and being a manager who cares is even harder. And you so clearly do care.

Love, Madeleine

About the Author

Madeleine Homan Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 150 coaches have worked with over 16,000 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services.

Ken Blanchard says it is difficult for leaders to plan for the future while they are also managing the day-to-day. For that reason, he suggests organizations have two groups of leaders: one that focuses on the present and a second that looks toward the future. In their new book Lead from the Future, Mark W. Johnson and Josh Suskewicz recognize this same challenge and provide a playbook to help leaders envision the breakthrough opportunities that will drive long-term growth.

We often look at visionaries like Steve Jobs, Elon Musk, and Jeff Bezos as having extraordinary talents that can’t be duplicated. But Johnson and Suskewicz believe developing and deploying an inspiring and actionable vision of the future is a skill that can be learned. Many leaders use present-forward thinking, which focuses on extending the life of their existing business by way of continuous improvements. But Lead from the Future illustrates the idea of future-back thinking—a method of achieving breakthrough growth through anticipating and shaping the market of the future. Rather than approach business with a mindset of describing what is and how to sustain it, the authors ask readers to think about what could be and then transform processes and systems to support that vision.

Johnson and Suskewicz’s research indicates that 75 percent of organizations base their strategic plan no more than five years into the future. Organizations that extend their five-year plan to ten years, however, give themselves a competitive advantage. Planning for three to five years keeps a company in the same competitive market, while planning ten years into the future creates a new market where that company can be the leader that others want to emulate.

Future-back thinking consists of three major phases.

• In phase one, leaders develop a vision. This includes exploring what the future is likely to hold, understanding what customer needs will be, identifying threats and opportunities, and creating a point of view to serve that future.
• Phase two is where leaders translate the vision into a clear strategy by walking back in stages to create initiatives that need to be in place to achieve the vision, including explicit benchmarks and goals.
• In phase three, leaders implement the strategy. The authors emphasize the importance of creating new structures, processes, and norms to drive the new initiative rather than trying to roll out a significant change using conventional methods.

Ultimately, leaders who embrace future-back thinking must be able to deal with ambiguity while giving themselves time to explore, envision, and discover. According to the authors, they need to be “comfortable being uncomfortable.” And when these leaders develop a narrative that supports the company’s future, the passion and opportunity that now lie dormant will be unleashed throughout the organization.

An easy-to-read and engaging book, Lead from the Future is filled with examples of leaders who have successfully practiced the future-back thinking method.

To hear host Chad Gordon interview Mark Johnson, listen to the LeaderChat podcast and subscribe today. For more information on Mark W. Johnson and Josh Suskewicz, visit www.innosight.com.

“So many of us are dealing with changes to our work routines. It’s generating a mountain of new requests and tasks that require us to get things done using new guidelines, practices, and procedures,” says bestselling business author Dr. Vicki Halsey, VP of Applied Learning at The Ken Blanchard Companies.

“Leaders need to: (1) be sure direct reports are clear on what they have to do; (2) work with each of them to diagnose where they are on each task; and (3) get them the resources they need to succeed,” explains Halsey. “Managers need to be as clear as possible about what a good job looks like.

This can be more difficult than it seems on the surface—for example, when there are conflicting priorities. Managers are often asked to hit output quotas at a high level of quality but under a certain budget. In a call center, this might translate to workers being urged to solve every customer’s problem the first time they call while also maintaining a call volume of more than 20 calls answered per hour. That’s a huge challenge. The best organizations get clear on what is most important and set specific, trackable, and attainable goals while striving to maintain motivation and avoid burnout.”

Once goals are set, leaders need to be attentive to each individual’s level of competence and commitment for the new task or new way of doing things. Diagnosing development level is key, says Halsey.

“Help people see where they are on a specific task in terms of ability and motivation, which we describe as competence and commitment. A person can be high or low on either scale. When these measurements are combined, the person will end up at one of four development levels such as Disillusioned Learner (low on commitment, low on competence) and Self-Reliant Achiever (high on commitment, high on competence).

“As a leader, you need to listen and observe very carefully. If the person is a learner, you help solve the problem for them. If they’ve had some demonstrable success but they’re a little hesitant, you flip the conversation and ask them how they think they should solve the problem.”

Halsey says in all cases, the leader must stay involved.

“If you leave people alone, that’s when they will move the task to the next day’s to-do list. If you want to keep accelerating their performance, you have to stay with them. Are they letting you know their status on a task, or have they gone silent? Go and check with them. If you notice you’re not seeing the person as much as you used to, you need to connect with them, figure out where they’re stuck, and get them back on track.

“Your goal as a leader is to keep the conversations flowing. That’s the secret to productivity—clear goals, people aligned on performance, and being able to diagnose and then give what is needed to ensure they get the job done. When you accomplish that, you are working in a highly productive, aligned manner,” says Halsey. “That’s good for you, your people, and your organization!”

Would you like to learn more about helping the leaders in your organization have effective conversations in a changing work environment? Join us for a free webinar!

3 Performance Conversation Skills All Leaders Need to Master
Wednesday, June 10, 2020, 7:00 a.m. Pacific Time

Join Dr. Vicki Halsey for an in-depth look at the three skills today’s leaders need to master in our changing world—goal setting, diagnosing, and matching. Halsey will show you how to help your leaders diagnose people’s development levels on new tasks and goals and how to provide the proper amounts of direction and support to get people up to speed quickly. You’ll explore how leaders can:

• Structure new goals, tasks, and processes for team members
• Diagnose a direct report’s current development level for mastering a new skill
• Provide a matching leadership style with the right amount of direction and support

Don’t miss this opportunity to get people performing at a high level quickly in a changing world.

Register today!

Dear Madeleine,

My team is losing it. I have eleven employees, all of whom are used to coming into the office daily with the occasional WFH day for doctor appointments, big deliveries, that kind of thing. When we all were told to WFH a few weeks ago, I thought getting everyone set up with the technology would be the biggest hurdle. I was wrong.

It. Is. Not. Going. Well.

• Two employees have young children who are supposed to be doing school at home. The kids are running amok.

• A few people have high school or college kids who are out there running around, doing God-knows-what and making their parents sick with worry.

• Two employees are taking care of elderly parents because the regular caregivers stopped showing up. They are trying to figure out how to keep the folks safe and in groceries.

• One person is quarantined with a new boyfriend who, it turns out, is not a nice guy.

• Two people live alone and are so lonely, I can feel the loneliness vibrating through the phone. They IM me in the middle of the day and ask what I am doing.

• I am almost 100% certain that one person is day drinking. Others have talked about problems with eating junk food while they are stuck at home and have gained weight and feel cruddy about it.

How do I know all of this? Because they all tell me. Everything. I’m not sure how it happened, but suddenly I feel like a full-time therapist. This has not always been the case. I’ve always maintained proper boundaries when we were all at work. But now life and work are all scrunched together and it is messy. I feel like my historically very solid team is made up of a bunch of lunatics who can’t get a hold of themselves.

We are all sick of conference calls where everyone is on camera. I am tired of looking at people’s messy hair and sweatshirts. I am tired of hearing cats, dogs and screaming children in the background of every call. BOY, am I sick of people’s children.

Frankly, I am sick of people’s lives interfering with their work. What can I do to stop the madness?

Sick of It All

Dear Sick of It All,

All of life is certainly being thrown into the blender right now, all on camera, and messy is right.

I worked from home for many years, and people would always ask me how I stayed focused and managed to not just watch TV all day. I always just treated my working hours like working hours—and it never crossed my mind to not just work during my working hours. My kids were trained, literally from birth, that when Mommy was working, she was not to be disturbed. My team was made up of professionals who behaved the same way. I never realized until this new WFH explosion how much most people rely on the structure of coming to work to manage themselves as human beings in relation to all of their other commitments.

But it makes sense. We create daily routines, practices, habits, and boundaries to be successful at work. When all of those get blown up in one fell swoop, well, you get what you’ve got—which is a 3-ring circus.

You’re already doing something very right, which is listening. People will tell you stuff only if you listen—so if you feel like your group’s therapist, at least you know you have their trust. This is not nothing. It is a really good thing to have going for you. Well done.

Now you need to step up as a leader and rise to this occasion. It’s time for you to stop judging and blaming your people—who, to be fair, have no prior experience in how to handle themselves in this new environment. It’s time for you to put yourself in service to your people. It’s time, Sick of It All, for you to suck it up and lead.

Stop complaining about the chaos. It’s your job to create order. You’ve allowed your team to drop their professionalism and default to just scraping by. It’s your job to call on your people to get a grip and step up to meet this new challenge. It’s time for you to step into the ring and be the ring master. Put on the top hat; pick up the megaphone. And keep the whip and chair handy. You may need them.

Here are some ideas for how to tackle this situation:

• Call a mandatory team meeting as soon as possible. Make the entire meeting about chartering the team to function at its best under the current circumstances. Share your observations about the reality you’re observing; i.e., how messy things have become. Say that you need to call a time out, get a re-do, and start over with some new rules. Share that you have some ideas for some possible rules but that you want the team to create them together. Have everyone on the team share their biggest challenges and brainstorm as a group how you might help each other overcome each one. No blame, no judgment, just reality. Discuss what would work best as norms that each team member can adhere to. The more you can agree as a team, the more likely everyone will make the effort to comply with the team standards.

• Reduce the number of group meetings to a bare minimum. The fewer meetings you all have, the easier it will be to be on best behavior for each one. Here’s an article you can share with your folks about how to best manage the home situation to meet the needs of working parents.

• Request that every team member come to any and all required meetings dressed for work. You can be a role model for looking like you are at work. My own boss—who is easily putting in 12-to-14-hour days—showed up on a 6:30 am call this morning in full makeup, superb hair and her usual elegant professional outfit, complete with jewelry. I guarantee that all 127 employees on the call noticed and sat up a little straighter. It makes a difference.

• Try experimenting with shifting work hours. Some of your people may find it easier to go back to work after the kids have gone to bed. It might help to give some of your employees the flexibility they need to meet all of their responsibilities.

• Have one meeting a week that’s just for connection and fun. Presumably, you are all in the same time zone, so you could do a coffee hour, lunch time, or maybe a happy hour where everyone comes dressed as their favorite rock star, animal, etc. And everyone gets to introduce their significant others, kids, or pets. One of our sales leaders recently showed up to a web conference as Britney Spears before her famous meltdown. It will be talked about forever and become part of company lore.

• Work with each individual to tackle their more private challenges. Be in touch with your HR leader to get details on your company’s Employee Assistance Program—it almost certainly has one. EAPs can address a broad and complex body of issues affecting mental and emotional well-being, such as stress, grief, family problems, psychological disorders, or alcohol/other substance abuse. As a lifelong addict (cigarettes—I’m not proud of it and have used the AA system to manage it my entire adult life), I can attest that addictions are skulking in the corner waiting for just the right crisis to pounce. I’m grateful to have an addiction, because it has given me a lot more compassion than I would otherwise have. I think it would be nearly impossible for someone to understand just what a struggle addiction can be if they’ve never experienced it themselves. If you don’t have any experience with managing one of your own, I encourage you to dig deep to find some compassion. I think it’s fair to share your suspicions with your day drinking employee and simply request that they wait until the end of the workday to indulge. Maybe it would be as simple as saying “I notice the work you do toward the end of the day tends to have more errors. I wonder if you might think about taking a stretch break in the afternoon?” It’s easy to rationalize behavior when we think no one notices, so just making the person aware that someone is paying attention might do the trick. Of course, if you’re worried that bringing it up may damage the relationship, don’t do it. You’ll use your best judgment. The thing that matters most is the quality of the work, so stay focused on that.

• Be clear with each of your people that if there’s ever a time for them to call in the cavalry, it’s now. There’s no shame in asking for help. I just saw an interesting article today about the dangers of extreme loneliness. Combined with the toxic effects of anxiety and depression, it’s no joke and should be taken very seriously. Don’t be the only one that your lonesome, stressed employees lean on—it’s too much for one person.

The fundamental requirement for being successful at work is that your people be:

1. Crystal clear on expectations and deliverables; and
2. Constantly reminded how vital they are and how valuable their contribution is.

Your job is to make sure that each team member stays focused on their daily tasks and is clear about how they add value. This will keep them more engaged and also set the stage for you to re-charter the way your team operates under these new, extremely challenging conditions.

A fun e-book about the qualities of High Performance Teams can be found here—and any practices you glean from it will help you under any circumstance. But for now, you need immediate help on how to rally your troops, right this minute. Here is a useful article on leading in a virtual environment—and there is a free webinar on the topic coming up on April 16.

I really do hear your frustration. It’s hard. You’re probably reading all these suggestions and thinking “OMG, this is so much more work for me.” Yes. Yes, it is. Leadership is figuring out what to do when there’s no one to tell you what or how to do it. Leadership is going the extra mile (or ten) to help your people thrive and shine. No one is going to fix this for you. You’ve got yourself and your team and you’re going to have to muddle through it together. It’s up to you to call the reality as you see it and extend the invitation to your team to pull it together and re-group. You can be firm with your expectations as long as you are also patient, kind, and generous.

Remember to do whatever you need to do to take care of yourself so that you can be the leader your people need right now. The good news is that by the end of this experience, you’ll be a stronger leader in general and you’ll have a whole new set of skills. This is your chance to become the leader you were truly meant to be.

Love, Madeleine

PS: I know, children are annoying. And Other People’s Children (referred to as OPCs in our household, along with OPDs—Other People’s Dogs) are even more so. Just remember that they are the future. Somebody’s ten-year-old is going to do your hip replacement in 30 years, or will be your dependable plumber, mayor, or dentist. And your employees or someone just like them had to raise her. So when you hear one in the background sounding like a howler monkey, you can console yourself with that thought.

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Most people will agree that ongoing professional growth and development is important. That said, most people also know it can be quite challenging to establish new skills and behaviors. Competing priorities make it hard to focus, motivation comes in fits and starts, and there just never seems to be enough time.

There is a great way to improve your chances of working on your development—and that’s to enlist an accountability partner. What is an accountability partner? It is a neutral and supportive person who helps you stay on track with your development.

Time and again, it’s been shown that people are more successful when accountability measures are built into any self-development program. We just do better when we have support. An accountability partner can make the difference between someone who succeeds in their development and someone who loses focus.

So what could you achieve with an accountability partner in your corner? It could help you:

• Figure out what and who you want to be when you grow up. So many people are not fulfilled professionally and really have no idea what professional fulfillment might look like for them. An accountability partner can help you determine what makes you tick. Why is this important? Someone once said “Choose a job you love, and you will never have to work a day in your life.” But in order to choose a job you love, you first need to figure out what you are all about and what that job would look like.

You and your accountability partner can come up with questions to answer for clarification about who you are and what you want—such as What do I value? What matters to me? What’s interesting to me? What motivates me? What’s important to me professionally? It’s surprising how rarely people ask themselves these kinds of questions. Many seem to think they aren’t worthy of finding a job that honors their values or is interesting. An accountability partner can help them see not only that they are worthy, but that answering these questions can be integral to their well-being, given that work is such a huge part of life.

• Expand your options. When left to our own devices, most of us tend to see ourselves in a very limited manner. In other words, we aren’t very good at seeing our lives from multiple perspectives. We might think “I can’t figure out what I want professionally, I’m too busy making a living,” or “Who am I to think that I can do what I love?” An accountability partner probably won’t have those same limiting beliefs about you. They can get you to suspend reality for a time and dream dreams that may be big, but are also obtainable with some elbow grease. Often when brainstorming with others, we come up with ideas that may seem crazy but are actually seeds of brilliance. I can’t tell you the number of times someone has told me their professional dream and then immediately said it was unattainable—whereas from my perspective, their goal was not at all farfetched; it was, in fact, quite doable.

• Figure out where you go from here. Let’s say you did find answers to the questions above, and you suspended your self doubt at least for the time being. Now what? How does one make their hopes and dreams actionable? On your own, it can be challenging to figure out a course of action. But brainstorming potential actions with someone else can often spark big ideas you might not even have considered by yourself.

• Recognize accomplishments along the way. We often don’t recognize our own incremental changes—when we make progress and close the gap between where we are and where we want to be. But someone else can see our progress more clearly, help us recognize it, and keep us moving forward.

• Keep going when the going gets tough. Having a cheerleader is a very powerful thing—especially if it’s someone who will encourage you to take risks and do things that are uncomfortable. We’re much more likely to challenge ourselves when we have someone watching from the sidelines. Sometimes we will stumble, but we tend to get up much quicker when there’s somebody saying “Come on, keep trying—I believe in you.”

So where do you find an accountability partner? It could be your boss, a coworker, or a friend—or you could enlist the help of a professional business coach whose stock and trade is being an accountability partner. Many people have experienced how a professional coach has helped them by leaps and bounds.

Where you find your accountability partner doesn’t matter as much as getting someone in your corner to maximize results for you—or maybe your direct reports. You don’t have to go it alone!

About the Author

Joanne Maynard is a senior coach with The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services.

Dear Madeleine,

I am an attorney in a government office. I was just promoted and have inherited four new direct reports. Although I have trained interns in the past, I am feeling overwhelmed with the fact that I still have my full time job and am now managing people. My first week was essentially all meetings, and I had to go home and work another full day to stay on top of my own work. How on earth do people do this?

It feels like, instead of a promotion, I now have …

Two Jobs

Dear Two Jobs,

You feel like you have two jobs because you do. The days of middle managers who get to just manage and not have a full workload of their own deliverables are long gone. I have never met anyone in your position who didn’t feel overwhelmed pretty much all the time.

My first recommendation is to get used to choosing what is less important so that you can focus on the most critical tasks. It will take a while to get used to this, especially if you are the kind of person who needs to check off everything on their list.

There are a ton of books written specifically for folks in your position—and, as a matter of fact, we have a training program designed exactly for you. So you can add a book or three to your towering pile, or beg your leadership to send you to a class. I recommend both. In the meantime, I will give you my first-time manager survival kit.

• Get clear about your key deliverables: Make sure your leader has been clear about what a good job looks like. Ask them to list their top five priorities in order of importance. Don’t try to guess. Research shows that when managers and direct reports are asked separately to make a list of their top five priorities, there is only about 25% agreement. Also, some things just aren’t going to get done. So make sure you are focused on the most critical things.

• Arrange for the same clarity in your entire department: Do the “top five” exercise with each of your direct reports. Ask yourself whether each of them knows exactly what is expected of them—what you think is most important. Of course, to do that, you have to decide what is most important. You are going to say “It’s all important,” and I am going to say “Yes—and some things are more important than others.”

• Arrange for resources: Once your reports have clarity about each of their goals and tasks, make sure they have what they need to deliver on those tasks.

• Be religious about having one-on-ones with each of your people. You can do this weekly or bi-weekly, but you must do it. Make sure each of your direct reports knows this is their time to discuss their agenda. Encourage them to send you an agenda in advance so they are forced to organize their thoughts prior to the meeting. This will set them up to get the most out of their time alone with you.

• Be ruthless about eliminating, delegating, and shortening meetings. Examine the meetings you are in. There are two kinds of meetings: the ones you don’t call (which you have very little control over) and the ones you do call. Decide if it is humanly possible to send someone else to the meetings you do not call. Sometimes it can be a way to develop another person on your team: task them with taking excellent notes and reporting back anything you need to know.

Meetings you call, you rule. Make sure there is a crystal clear agenda and focus relentlessly on the outcomes you seek. Keep a list of tangential issues that crop up and don’t let your group get off track. Shorten all meetings: most hour-long meetings can really be done in 40 minutes.

• Do not accept tasks someone else can do. You have enough on your plate! If someone else has the competence and skills to do something, give it away.

You are going to feel overwhelmed for awhile, Two Jobs, and that’s okay. You’ll settle in and be fine—just remember that you are in charge now, and that means making hard decisions about where your focus goes and how you invest every precious minute of your time.

Love, Madeleine

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

A new year is upon us. For many people, this time of year represents “out with the old, in with the new”—a new start or a new opportunity. I believe right now is the best time for self-reflection toward creating goals and identifying behaviors you need to become the person you want to be in 2020!

Imagine your desired future self. Who is the person you want to be? Is it someone who exudes executive presence, communicates eloquently, is a subject matter expert, is outgoing, or has confidence? Think big! Don’t limit yourself!

Next, what are the qualities you need to become this person? For example, would you like to be seen as charismatic, direct, self-aware, self-assured, sociable, empathetic, sincere, determined? It may help to think of the behaviors and qualities of a person you admire. Identify one or two behaviors to focus on to move toward your authentic future self.

Being your authentic self means being genuine and real. The way someone chooses to express confidence may be interpreted by others as cocky, fake, or power hungry. Be sure you are authentic and that you exhibit behaviors that complement your style. Let me share a story to help illustrate this point.

As an introvert, my natural tendency is to be a quiet observer and very guarded with what I say during a conversation. My goal is to be more outspoken and social. I once received feedback from team members who felt I was disengaged at times and who wanted me to share my opinions more often. I realized I was slow to respond and sometimes missed the opportunity to respond, which led to their perception that I was not engaged. I decided to make a change—and, most important, to do it in a way that was consistent with who I am.

I made an agreement with myself that I would start sharing my thoughts early in discussions, even if I did not have all the details or the time to process input from others before I stated my opinion. I gave myself permission to be vulnerable and uncomfortable with being more outgoing and outspoken.

Since then, I have been intentional with initiating conversations in social settings and speaking up during meetings and in group settings. I share my thoughts when appropriate, but I still engage through listening and processing what others say before I give my opinion.

Fast forward to today. During a large gathering of family and friends over the holidays, I was part of a discussion about the differences between introverts and extroverts, and being reserved versus outgoing. I stated I am an introvert, reserved, an observer, and not very comfortable in large settings. I was surprised to hear many state they disagreed with me. They gave me examples of when I was outgoing, displaying behaviors of an extrovert and a “social butterfly.” Looking back, I was happy I had accomplished an authentic behavior change, becoming more outspoken and social in a way that was still me.

How about you? Are you ready for a genuine change? Here are four steps to authentically change a behavior:

• Identify a behavior you want to change, such as shifting from timid to confident.
• Link the behavior to your values to be authentic. For example, being confident helps build positive relationships.
• Visualize the effectiveness of the behavior—a situation where you are confident and receive positive feedback from others.
• Create a plan of action. For example, be prepared for meetings, practice positive self-talk, learn presentation skills, etc.

It takes time, focus, and determination to change a behavior. But through self-awareness and being intentional with your actions, it can be done!

About the Author

Terry Watkins is a coaching solutions partner with The Ken Blanchard Companies Coaching Services team. Since 2000, Blanchard’s 150 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services.

Dear Madeleine,

I am a senior leader in a mid-sized organization. I introduced a new strategic approach to the organization about six months ago. In some parts of the organization, things are going well. In other areas, however, people are just not catching on. Specifically, four departments are still doing things the old way and acting as if nothing has changed. I am sick of people “yessing” me and then ignoring the new procedures.

What to do? I feel like a …

Broken Record

Dear Broken Record,

There are a minimum of 200 excellent books on managing change—and there is a reason for that. Change is the boogie monster of all leaders because people resist change. What most leaders forget is that they spent between six and twelve months thinking about the change before it was announced to the people. They are bored with all the conversation about change and are ready to move on long before anyone else is. So yes, you probably sound like a broken record to yourself, but I guarantee you will be playing your song a lot longer than you ever thought you would. But you can vary it.

Change happens one person at a time. Each person goes through predictable and sequential concerns about change. These concerns, if not surfaced and addressed, can present formidable roadblocks to the successful implementation of change. You can identify where each person is in their change process and meet them where they are. It sounds like several of your key folks are still in the first couple of stages, so you must breathe deeply and be patient.

The Stages of Concern are:

Information Concerns. People want specifics about the change process. They want to have the chance to ask questions about the gap between what is and what could be. They want honest and direct answers. Key questions at this stage include:

• What is the change?
• Why is it needed?
• What’s wrong with the way things are now?
• How much and how fast does the organization need to change?

A good assumption at this stage is that people are smart, and if they had access to the same information their leaders had they would come to the same conclusions. Leaders need to be careful at this stage to provide information about the change process rather than try to sell it, and to talk in terms of what the change is and what it could mean to the organization.

Personal Concerns. This stage of concern is often ignored, which is the primary reason so many change initiatives fail. I mean, really, every human being wants to know how things are going to affect them. Our first question is always What about me? It is simply human nature. At this stage, people want to know either how the change initiative will benefit them or what they will lose. Specifically, people want to know:

• How will the change affect me personally?
• What’s in it for me?
• Will I win or lose?

Implementation Concerns. At this stage, leaders need to specifically spell out a detailed change plan about how and when the change will be launched, what resources are available, who will test the change, and how the change will be measured and supported. Questions include:

• How will I find time to implement this change?
• Will I need to learn new skills or do I have the necessary skills now?
• Where do I get help?
• How long will this take?
• Is what we are experiencing typical?
• How will the organization’s structure and systems change?

Remember, the change leadership team needs to include informal leaders and advocates for the change who can help craft a realistic and credible project plan.

Impact Concerns. Now the change is underway and people are interested in learning whether the change is starting to pay off. People focus on issues such as:

• Is the change making a difference?
• Is the effort worth it?
• Are we making progress?

If leaders have done a good job addressing the first three stages of concern, this is the point in the process where people will begin to sell themselves on the benefits of the change. By successfully addressing the initial stages of concern, leaders will find that their employees are more open to the change at this point, willing to advocate it, and ready to evaluate the change on its merits. It is at this stage that an organization will also want to give focus to building change leaders for the future.

Refinement Concerns focus on continual improvements. At this last stage, the change is well on its way and employees are now focused on new ways to innovate. People may wonder if alternative approaches would work better. They may want to play a role in helping to modify the approach to the change process to leverage lessons of the past. The leader’s role is to encourage this refinement, support further innovation, and invite others to challenge the status quo. At this stage, leaders might ask:

• What ideas do you have for further improvement?
• What might work better?

Most leaders think so much about the change before announcing it that, after the launch, they are immediately ready to have in-depth conversations about refinement—but everyone else is at square one. The status quo is what people know. They have figured out how to be successful in it. The status quo will eat your good strategy change ideas for lunch unless you walk people through their concerns step by step.

Are you bored yet? You probably are. Get the help of someone who is extremely disciplined with process and put them in charge of being the broken record, with constant communication targeted toward alleviating people’s main concerns. People are yessing you because you either stopped listening to them or never listened to them in the first place. You need to listen and listen and listen. Meet people where they are and show them you care about their concerns.

Take a deep breath, Broken Record, and slow way down, listen, and then listen some more. People will come around just in time for you to launch your next big change, and you can start all over again!

And just so you know: as a leader, if you don’t sound like a broken record, you are probably doing it wrong.

Love, Madeleine

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Many leaders I work with know they would benefit from developing new skills but aren’t sure how to fit learning into their already packed schedule. I encourage them to think of their workplace as an on-the-job learning lab or playground where they can experiment with a new skill or behavior. I use this language because I think it’s best not to think of skill development as a big, serious task. Learners can relax into the learning by playing with it from different angles.

How about you? Are you putting off learning new things until the time feels right? Here are five strategies to help you get started.

• Choose one skill or behavior you want to acquire or improve. Get clear on one tool you want to add to your repertoire. Developing a new skill or behavior takes your best effort, so focusing on just one development area at a time prevents you from getting overwhelmed or diluting your efforts.

• Check your motivation. Do you truly want to develop this skill, or is it something you’ve selected because you think it might look good on your resume? Skill development requires that you be intentional and roll up your sleeves to hone what you want to learn. Internal motivation makes it much easier to put in the time and do the work.

• Create an image of what good looks like. Let’s say you want to become a more effective presenter. Once you determine you want to add that skill, create an image for yourself of what being a more effective presenter would look like. You can start by noticing good and not-so-good presentation skills of others around you—including people you work with, friends, family, or even the person giving away samples at a grocery store. After observing for a while, you will have created your vision of an effective presenter.

• Put your development plan together. Once you have your image defined, what you will you actually do to gain this new skill? If you aren’t sure, watch other presenters in person or online to see what they do that feels authentic to you. Seek advice and support from people who have presentation experience. Read books or articles on the topic. Look for tips, tricks, and suggestions that motivate you and resonate with who you are as a person.

• Ready, set, go. On the job is the best place to practice a new behavior—but use care. If you want to add presentation skills to your tool kit, it’s probably not best to start by volunteering to present to your executive leadership team. Start small, then build up your opportunities for practice as your skill level increases.

You don’t have to wait until your calendar opens up to work on skill development. You can practice on the job in the learning lab that is your workplace. Put these five strategies to work and take the first step today!

About the Author

Joanne Maynard is a senior coach with The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services.

Drawing a page from his newly released third edition of Leading at a Higher Level, bestselling business author Ken Blanchard asks senior leaders, “Have you set up your organization to be high performing?”

Blanchard identifies seven focus areas to make sure that a company is positioned to be the employer of choice, provider of choice, investment of choice, and corporate citizen of choice.

1. Information and Open Communication—people have easy access to the information they need to do their job effectively. Plans and decisions are communicated so that they are clearly understood.
   
2. Compelling Vision: Purpose and Values—leadership is aligned around a shared vision and values. People have passion around a shared purpose and values.
   
3. Ongoing Learning—people are actively supported in the development of new skills and competencies. The organization continually incorporates new learning into standard ways of doing business.
   
4. Relentless Focus on Customer Results—everyone maintains the highest standards of quality and service. All work processes are designed to make it easier for customers.
   
5. Energizing Systems and Structures—systems and structures, are integrated and aligned. Formal and informal practices make it easy for people to get their jobs done.
   
6. Shared Power and High Involvement—people have an opportunity to influence decisions that affect them. Teams are used as a vehicle for accomplishing work and influencing decisions.
   
7. Leadership—leaders think that leading is about serving, not being served. Leaders remove barriers to help people focus on their work and their customers.

Blanchard also offers a quick 14-question quiz and a link to a 60-page Leading at a Higher Level eBook summarizing the key points.

You can access both here at Blanchard’s recent blog post.

Most people will tell you they are working as hard as they can, says bestselling business author Vicki Halsey. “The problem is, they still aren’t able to keep up with the workload. Today, people need to work smarter, not harder,” says Halsey.

“That means leaders need to (1) be sure direct reports are clear on what they have to do; (2) diagnose where they are on each task; and (3) get them the resources they need to succeed. People are doing activities—and lots of them. But the activity may not be targeted toward the critical goal, task, skill, or strategy that is actually needed for the organization to hit the target.”

According to Halsey, productivity improvement begins with observation. She likes to compare behaviors of the most productive people in organizations and the ones who struggle to keep up. One difference is that the former group has a laser focus on the work that needs to be done to achieve strategic goals.

“As Ken Blanchard says, all good performance begins with clear goals. So begin with clear expectations such as what someone needs to achieve, and by when. This is the essence of smart goal setting. Your goal is to create a crystal clear picture of what a good job looks like.”

It’s also important to check for understanding, says Halsey.

“As we think about setting clear expectations with people, it’s important to remember our differences in communication and learning styles. I teach a graduate class at the University of San Diego and also gave the same learning preference survey to my MBA students that measures if they are visual, auditory, kinesthetic, tactile kinesthetic, or auditory verbal. Results from students representing 35 different cohorts showed only 5.4 percent in the category of strong auditory learners. Consider going beyond telling—to showing. For example, in addition to explaining what a good job looks like, provide a video so that learners can actually see the behavior in action.”

Once goals are set, next comes diagnosing competence and commitment, says Halsey.

“Help people see where they are on a specific task in terms of ability and motivation, which we at The Ken Blanchard Companies® describe as competence and commitment. A person can be high or low on either scale. When these measurements are combined, the person will end up in one of four different development levels including Disillusioned Learner (low on commitment, low on competence) and Self-Reliant Achiever (high on commitment, high on competence.)

With an accurate diagnosis, a leader can put together a clear plan to accelerate the person’s productivity, says Halsey. But it requires a rethinking of the SMART goal setting model.

“I love the SMART acronym—Specific, Measurable, Attainable, Relevant, and Trackable. But for it to be most effective, change the “M” in the model to motivating instead of measurable.

“People want to see the impact of their work and they want to know they are making a difference. The original version of SMART begins with Specific and Measurable, which works well for identifying what needs to occur by when. But it doesn’t take into account the very human need of doing work aligned with our purpose, values, and who we want to be in the world.

“Sometimes leaders wonder why they should care how committed a direct report is to a task. When I am training a group of leaders and I hear that, I ask, ‘How many of you have something on your to-do list that you’re not motivated to do?’ Everyone raises their hand! And what happens to those things on our to-do lists? They go to tomorrow’s to-do list. And the next day’s. And what does that do to productivity? It impacts the quality and quantity of work done. So it’s critical that a leader has a very finely tuned sense of observation. They are observing their direct reports either moving toward what needs to happen, or moving away from it.”

That’s the commitment part of the equation, says Halsey—but remember it is critical to also diagnose competence.

“In its simplest definition, competence answers the question Has a person done this before successfully? If a direct report is new to a task with very little experience, the leader will need to provide a lot of direction and access to resources. If the person has accomplished the task successfully with high levels of reliability, the leader can delegate the task to them confidently. If the person is somewhere in between, the leader needs to adjust the mix of direction and support to match the person’s development level.

“So as a leader, you listen and observe very carefully. If the person is a learner, you help solve the problem for them. If they’ve had some demonstrable success but they’re a little hesitant, you flip the conversation and ask them how they think they should solve the problem.”

Halsey says in all cases, the leader needs to stay involved.

“If you leave people alone, that’s when they will move the task to the next day’s to-do list. If you want to keep accelerating their performance, you have to stay with it. Are they letting you know their status on a task, or have they gone dark? Go and check with them. If you notice you’re not seeing the person as much as you used to, you need to connect with them, figure out where they’re stuck, and get them back on track.

“Your goal as a leader is to keep the conversations flowing. That’s the secret to productivity—clear goals, people aligned on performance, and being able to diagnose then give what is needed to ensure they get the job done. When you accomplish that, you begin to work in a highly productive, aligned manner,” says Halsey. “That’s good for you, your people, and your organization!”

Would you like to learn more about creating a culture of high productivity in your organization? Join us for a free webinar!

3 Keys to Creating a High Productivity Work Culture
Tuesday, April 30, 2019, 9:00 – 10:00 a.m. Pacific Time

Research shows that most organizations operate at only 65 percent of their potential productivity. In this webinar, bestselling business author Vicki Halsey shows leadership, learning, and talent development professionals how to reduce the productivity gap in their organizations by improving the performance management skills of their leaders. Halsey will share how to improve leadership skills in three key areas:

• Collaborative goal setting—how leaders create a partnership approach that improves accountability and gets results
• Diagnosing development level—how leaders identify the skills and motivation level of a person being asked to take on a new task
• Providing a matching leadership style—how leaders flex the amount of direction and support they provide to create the perfect environment for goal achievement

Don’t miss this opportunity to learn how to equip leaders with the skills they need to align and coach people to higher levels of performance and productivity. The event is free, courtesy of The Ken Blanchard Companies.

Register today!

If someone asks my opinion about their organization making a shift to a coaching culture, I won’t say “think again, my friend”—but I will say “let’s think this through before you go spending a lot of money on consultants and a lot of time and energy rallying the troops.”

Who am I to say anything? I am a passionate advocate for all things coaching. I have devoted the last thirty years of my life to the ideas and technologies that have emerged from the birth and maturity of the coaching profession. I am a champion for leveraging coaching professionals in all areas of life and work. I have created classes and taught managers and leaders to apply coaching tools to increase their effectiveness with their people. I have taught coaching skills, the coaching mindset, and variations of coaching processes to HR and OD professionals—folks who are tasked with being mentors in organizations. I have spent the last twenty-five years deploying coaching in diverse forms in companies all over the world. And I have worked with several organizations seeking to implement a coaching culture.

Here are a few things nobody (except me) will tell you about creating a coaching culture:

Culture Change Is a Very Big Deal

Creating a coaching culture is culture change. That statement alone should make any experienced organizational citizen pause and cringe. It is not unlike asking an individual human being to change—to literally alter their personality. And we all know how rarely that succeeds. Culture change is huge and it is difficult. It takes years of dedicated—actually, let’s go ahead and call it obsessive—focus. And never mind senior level support: if the CEO isn’t frothing at the mouth to make it happen, forget it. In fact, the CEO will need to fire any senior executive who isn’t walking the talk, and for that they will most likely need Board approval. Do you see the problem here? There just isn’t a way to do it halfway. It’s all or nothing, from the very top to the guy who delivers the water.

A Coaching Culture Is Not for Everyone

Each organization must define what coaching culture means to them. I can tell you what I think it means but that won’t help you; it will only give you ideas. Many organizations I’ve worked with became so bogged down trying to get agreement on the definition that the effort actually died of its own weight before it got past the first stage. Other organizations, through their efforts to define and distinguish exactly what kind of culture they wanted and needed to succeed, realized they did need culture change—but the culture they needed was not a coaching culture. It was something else. I considered this outcome a success.

Coaching Is Service

The dirty little secret of coaching that nobody really talks about is this: being an effective coach involves being a better person. Asking people to coach is quite literally asking people to become the absolutely best part of themselves. Many people are drawn to being a coach. Many describe it as a calling. And this is accurate—because coaching is a form of service. It requires the coach to practice enormous self-regulation and demonstrate a highly refined way of relating to others. It requires the coach to put aside all distraction and be fully present in service to another. It requires the coach to manage their impulses to interrupt, solve the problem, or give the answer. These things are much easier for a professional whose only agenda is the success of the individual they are coaching. To do this as a manager or a leader—to constantly balance the needs of the organization, the team, and the individual—requires a very special kind of person. Most people who are successful in organizations are successful precisely because they do have good answers, they do forge ahead, they do solve problems, and they do not let the development of others get in their way. So for them to shift to a coaching culture, we are literally asking these folks to stop the behaviors that have made them successful and exchange them for behaviors that will make others successful. The top sales manager who crushes the numbers every year by scaring the living crap out of his people cannot be exempt. Good luck with that, my friend.

Every Employee MUST Buy In to the Culture

A coaching culture only works if every single individual contributor is fully engaged, bought in, and ready to give 100% to the job. This might seem obvious, but it must be said: for coaching to succeed, the players have to want to be coached. They have to have a strong desire to grow, develop, and improve. They have to be eager for feedback. They have to have a deep locus of control. And these are all traits the organization will need to hire for—they cannot be instilled in people. They can, however, be coaxed from folks who have been beaten into numb submission by nasty, stupid, or just plain careless managers. So a certain number of employees will need to be asked to leave and replaced. Can you imagine a more unpopular reality?

For a long time, coaching was a fad. I am thrilled to report that it seems to be here to stay. But I want to be clear: creating a coaching culture in an organization isn’t a quick fix, and it isn’t easy.

About the Author

Madeleine Homan Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 150 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services.

Want a more purposeful, aligned, and engaged organization? “Make sure managers and direct reports are taking a collaborative approach to performance,” says Susan Fowler, senior consulting partner with The Ken Blanchard Companies and coauthor of the company’s Self Leadership training program.

“It starts with agreed-upon goals,” Fowler continues.

“In my early days as a consultant, I was asked by leaders of an organization to help improve telephone communication skills. I soon realized that the organization wasn’t actually interested in general telephone skills but only wanted to address the mistakes being made at their front desk—especially the negative feedback from employees and customers about one telephone operator in particular. I decided to work directly with the operator on goal setting.

“She had been in her role for a long time but her manager had never attempted to work with her on setting goals—he had only expressed frustration about the complaints. Her service position was primarily reactive and the manager had found it too challenging to set goals for a job where there was little control.

“She and I tackled the negative feedback regarding mistakes by setting a goal to reduce mistakes by 50 percent over the next two months. We identified actions she could take to improve accuracy and customer service. We also asked company employees to monitor their messages for mistakes and to report any customer complaints.

“After a couple of months, I checked in and was dismayed to learn that inaccuracies and complaints had actually increased! We attributed the bad news to the fact that we had brought attention to the problems and asked for feedback. We decided to consider the feedback a gift and began analyzing the data we’d received.

“Together, we discovered that most of the mistakes were occurring between the hours of 2:00 and 4:00 p.m. Pacific Time. When the business day ended in the Eastern and Central Time zones, calls were routed to the California office. The extra volume was too much for one person to handle, putting an unreasonable expectation on the operator and her ability to deal with calls in a friendly and effective manner.

“The data gave us the evidence we needed to ask for help. We asked the operator’s manager to put a second person at the switchboard for those two hours. Two months later, the operator had not only achieved but exceeded her goal,” says Fowler. “It was a simple solution—but without a collaborative goal-setting approach, we never would have understood the underlying cause of her poor performance. She would have continued to get negative feedback—and maybe lost her job.”

That’s why Fowler is so adamant about approaching goal setting as a joint responsibility where managers and team members work together to clarify expectations, identify challenges, and develop a plan for accessing the resources each person needs to succeed.

“Managers and direct reports need to sit down and talk about what it would look like if each of them were doing the best possible job. It is a rich, deep conversation that clarifies expectations on both sides about what the job is and how they can work together to create alignment in a way that is effective, engaging, and worth pursuing.”

Rethinking SMART goals

Fowler says this type of approach requires tweaking the SMART goal criteria used in most organizations.

“Most people know SMART as specific, measurable, attainable, relevant, and trackable. At Blanchard, we recommend changing the M to motivating.”

Fowler explains that if managers don’t explore a team member’s motivation and create a way for each individual to connect their work to personally meaningful values, the manager ends up having to hold them accountable.

“Managers who focus on only being specific and measurable in goal setting end up spending their time holding people accountable. Why? Because the goals weren’t personally inspiring to the direct report. Help people be accountable so you don’t have to hold them accountable.”

Fowler teaches managers to make sure they have a conversation with each direct report where they explore the individual’s self motivation to achieve each goal. This ensures the person’s motivation isn’t dependent on external factors they can’t control.

“When someone can connect a goal to their personal values, the result will be a person who is accountable—because they have clarified, negotiated, or reframed the goal in a way that is personally meaningful and important. That’s a key learning objective in our Self Leadership program. We teach individual contributors that when they are given a goal, it is their responsibility to:

• Clarify the goal if it is unclear
• Negotiate if they don’t believe the goal is fair or relevant to their job
• Reframe a goal if it’s not personally compelling or in line with their values or sense of purpose

“Working collaboratively to clarify, negotiate, or reframe goals sets up a joint accountability between manager and direct report that leads to goal achievement.”

From goal setting to goal achievement

Clear goals set the stage and make it easier for the manager to provide the appropriate levels of direction and support a person needs to get the job done, says Fowler.

“The reality is that most managers have their own work goals at the same time they are managing the work of others. I’m always surprised when organizations expect managers to be aware of what is going on inside the heads of every one of their direct reports while they are each working on their different tasks.  We know from experience that even our loved ones—the people we are closest to—often don’t know what we are thinking. Why would we expect managers to know what each of their direct reports is thinking?

“At Blanchard, we teach managers and direct reports how to use a shared language to describe the four stages of development everyone goes through when presented with a new goal or task. This ranges from enthusiastic beginner when someone is just starting out, through the motivational dip we describe as disillusioned learner, to capable, but cautious contributor as they build competence and commitment, and finally, to self-reliant achiever when they’ve mastered the task.

“When managers and direct reports have a shared understanding of development levels, it provides them with a means to have effective conversations every step of the way. Now a person can go to their manager and say, ‘I’m at the D1 level of development (or the enthusiastic beginner stage) on this goal. I’m excited about the challenge but since I’ve never done it before, I need direction from you.’”

A shared language also makes it easier for the manager to respond appropriately and more effectively, says Fowler.

“If an individual needs direction, a manager can immediately provide it or find a resource that can. This same shared language can make it easier for a manager to say, ‘I don’t know how to do that either—let’s find a resource for you.’

“When goal achievement is pursued as a collaborative responsibility, it gives the manager permission to talk about other resources and ways of getting the team member what they need.”

An important twist when engaging in one-on-ones

One additional recommendation Fowler has for managers is to share ownership of one-on-one meetings.

“A lot of people think the one-on-one should be driven by the manager.  What we’re saying is that the agenda for the one-on-one should be directed by the direct report. If the manager is leading the one-on-one, it’s pretty hard to distinguish it from other kinds of performance management discussions, such as goal setting or feedback conversations. When the direct report sets the agenda, they are saying, ‘I understand this is my goal. Here is the progress I’m making and here is what I need, either from you or from another resource, to keep moving forward.”

A key skill for today’s successful organizations

Fowler encourages leadership, learning, and talent development professionals at companies of all sizes to consider how they can bring a more collaborative approach to leadership in their organizations.

“In the last 15 years I have seen a tremendous increase in research that identifies the importance of self leadership. In fact, increasing the proactive behavior of individual contributors has been identified as the single most important ingredient for the success of organizational initiatives.

“Teaching people how to use a shared language to self diagnose and partner with their managers is a great way to get started. It creates an engaging and motivating environment for the individual and helps the manager and the entire organization move forward more quickly to succeed.

“Don’t delay—start using a more collaborative approach today!”

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Would you like to learn more about taking a collaborative approach to performance management? Join Susan Fowler for a free webinar!

Partnering for Performance: 3 Ways to Help Your Managers and Direct Reports Collaborate to Achieve Goals

March 27, 2019 / 9:00 a.m. Pacific / 12:00 p.m. Eastern / 4:00 p.m. UK Time / 4:00 p.m. GMT

If you are a leadership, learning, or talent development professional, you know that it takes two to optimize performance—the manager and the direct report. As their leader, your dilemma is how to encourage and facilitate the crucial relationship between the two.

In this webinar, bestselling business author Susan Fowler shares how you can promote a collaborative approach to performance management that has been proven to get results with high levels of engagement. Fowler reveals the latest research-based strategies on self motivation and how to combine it with the time-tested principles of Situational Leadership® II (SLII®)—the most widely-taught leadership development model in the world.

Participants will learn how to position performance management as a joint responsibility—with managers and direct reports working together to make sure they set clear, motivating goals and effectively diagnose competence and commitment on key tasks so that everyone has what they need to succeed.

You will explore how to help managers and team members:

• Take a top-down, bottom-up approach to SMART goal setting with a focus on motivation and task competence
• Build mutual accountability for achieving agreed-upon goals
• Take a situational approach to performance management where direct reports self diagnose their development level and ask for the direction and support they need to succeed

Fowler will share how this joint approach achieves outcomes faster, more efficiently, and with a greater sense of engagement. It’s a 1+1 = 3 approach that yields much better results than when managers and direct reports work independently.

Don’t miss this opportunity to get your managers and direct reports collaborating for goal achievement!

Use this link to register today!

Dear Madeleine,

I was recently hired into a manufacturing company in the engineering department. I am leading two different teams. One of the teams is running smoothly, and the other one is a disaster.

Disaster team is in constant turmoil— to the degree that some members of team are not even speaking to each other. The work output isn’t a complete mess yet, but we seem to be headed that way. I am leading both teams in the same way, so I can’t identify what I should be doing differently. What to do?

A Tale of Two Teams

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Dear A Tale of Two Teams,

Wow. The good news is that you aren’t responsible for creating the mess. The bad news is that once a team has gotten off on the wrong foot, it can be really hard to put things right. But there are some things you can do—and everything you learn from this experience will serve you well.

It sounds as if you are on your own when it comes to becoming a better team leader. This is not unusual. Our research shows:

• Over half of all work is done on teams, and most of us are on five or six teams at any given time. It is how the really complicated work gets done.
• Most teams are suffering—only 27 percent of people would say that their teams are high performing.
• Just 1 in 4 people think they have been well trained by their organization to lead teams.

The top obstacles to teams working well are familiar to all of us. Teams fall apart because of:

• Unclear purpose of team and/or unclear goals
• Murky roles and decision rights
• Lack of accountability (some people pull their weight and others don’t), which leads to resentment.
• Lack of candor and openness, which leads to the death of constructive conflict
• Poor tracking and no celebration of wins and progress

All of these complications undermine trust and collaboration. Not surprisingly, lack of clarity is the ultimate undermining factor. If you look carefully at your team that is working, you will probably find that its members have somehow created clarity around the team’s purpose, goals, and behavioral norms, and that they know how to solve problems and resolve disagreements. Those areas might be a good place to start with your disaster team. Call out that they are in crisis, and request that you all go back to the beginning and start over to get clarity on all of the above dimensions

It might be helpful for you to know about the study that Google did on teams that work well. They found these to be the most important elements for high performing teams:

• Psychological safety: Team members feel safe to fully express themselves, share ideas, and take risks free of the fear of humiliation, punishment, or judgment.
• Dependability: Team members can depend on each other to do what they say they will do, mean what they say, and have each other’s backs.
• Structure and clarity: Everyone on the team is crystal clear about the overarching objectives of the team and their own individual goals and tasks for the team.
• Meaning: Each person must find their own emotional connection to the work or the outcomes of the work. It will vary for each individual.
• Impact: Each individual, and the team as a whole, must have a clear line of sight between their own work, the work of the team, and the big picture strategic goals of the organization.

As the team leader, you can help create or increase psychological safety by role modeling certain behaviors—the behaviors you seek in your team members.

• Pay close attention to each individual, use active listening techniques, don’t interrupt, and acknowledge all contributions.
• Be fully present and engaged while with the team.
• Be accessible, share information about yourself, and encourage others to do the same.
• Include all team members in decision making and explain your final decisions in detail so that everyone understands your thinking.
• Show that you will not tolerate bad behavior by stepping in when you see it.

It all starts with you. Creating psychological safety is a tall order, so I would recommend starting with the behaviors that make sense to you and come easily. Then drive for clarity, clarity, clarity. My experience tells me it’s very possible you have one person on the team who benefits from creating chaos and keeping things muddy. You know the adage: one bad apple spoils the barrel. If this is true, it will be revealed as you drive for clarity and you can remove that person from the team. If it isn’t true, clarity will reduce the friction and the team will balance out.

Love, Madeleine

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Best-selling business author Scott Blanchard says managers who are effective at goal setting with their people keep two things in mind:

1. The big picture—why we are doing it and what matters about it?
2. The short term—what do we need to do now to move forward toward the larger goal?

Blanchard gives an example of this process:

“I just finished some work with a fairly large organization that has sixteen general managers. I asked if I could interview two of the GMs who were achieving the best results. Even though I interviewed them independently, their approach to goal setting was remarkably similar.

“Both of these GMs set big goals and have clear expectations with their people that the goals will be met. They also stress the importance and discipline of a weekly Monday meeting to discuss with their team what’s in front of them this week, what they can handle, and what they need to do to accomplish the larger goal. They succeed in the long run by focusing on the short run and connecting the two.”

Blanchard says another important key for successful goal setting is resilience—the ability to adjust when things don’t progress as planned.

“Rarely do things go exactly as planned. But too often when things go awry, instead of talking about what can be done to get things back on track, people come to a full stop.

“My clients referred to what they call “mental toughness”: the ability to keep performing when things change, go sour, or take longer than planned. Early in the process, teams are primed with the mindset that things aren’t always going to go smoothly—and they are given ways to respond in the moment to achieve the best possible result. Goal setting is not meant to be static. If the team is stuck or heading in the wrong direction, the manager works with them to restate the goal and make adjustments.”

Blanchard also emphasizes that regular check-ins are especially important when the goal is new, difficult, or one the team has not achieved successfully in the past. “When a team is focusing on something new or challenging, frequent check-ins with the manager are essential. As the team gains confidence and demonstrates competence, these meetings can be scheduled further apart.

“In both our SLII® and our First-time Manager programs we teach that once goals are set, managers need to check in with team members on a regular basis to remind them what they are trying to accomplish and why it matters. Managers also need to take opportunities to have praising conversations when things are going well and redirection conversations when things deviate from the plan.  

“Over time, as people become more confident and trusted, the manager can delegate more and pull back on the frequency and intensity of these conversations. As people become self-reliant, the manager can turn over the responsibility for achieving the goals to the individual or the team.”

It’s all part of seeing the leader/direct report relationship as a partnership, explains Blanchard.

“It’s about working side by side with people—providing direction and support in a way that lets them grow into their autonomy. For example, when a salesperson is working for a sales manager, their goals are interdependent. As the salesperson demonstrates an increased capacity to achieve the goal, the manager can direct a little less and use more of a coaching style. Instead of telling, the manager is asking and listening.

“Setting goals is a foundation for success,” says Blanchard, “and having clear agreements about performance expectations, with regular check-ins, is the process for getting there. Obstacles that can undermine relationships and results are a lack of clarity and a lack of clear agreement.

“When things really matter, effective managers make the effort to ensure the team is crystal clear on goals and procedures. This takes extra time at the beginning of a project, but it will pay dividends in the long term. Plus, it sets a process in place that the team can use on future projects.

“That’s a win-win for everybody,” says Blanchard.

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Would you like to learn more about helping your managers develop their goal-setting, direction, and support skills? Then join Scott Blanchard for a free webinar!

3 Steps to Building a Purposeful, Aligned, and Engaged Workforce

February 20, 2019, 9:00 a.m. Pacific Time

In this webinar, best-selling business author Scott Blanchard will share a 3-step process for creating a focused, purpose-driven, and engaged work environment. Blanchard will show participants how to

• Set clear goals at the individual, team, department, and organizational level
• Identify motivation and competency for identified tasks
• Ask for—or provide—the resources needed to get the job done

This webinar is designed for leadership, learning, and talent development professionals charged with improving leadership skills and overall organizational performance. Don’t miss this opportunity to learn how to create a focused, purposeful, and aligned work environment in your organization.

Use this link to register today!

I work in sales in a large medical device company. I kill my numbers and have been number one in my region for the last six quarters.

I need your advice. My company continually makes errors in creating inventory of the devices we are selling. I just don’t think that I, in good conscience, can continue to sell my heart out when I know that the company will not deliver on its promises of continual customer service and care.

I am at the beginning of my career so maybe I’m just being naïve—but I would like to think that a company like ours understands that when it’s a life or death situation for our customers, keeping some inventory would make sense.

I mentioned this concern to my boss and she looked at me funny and said, “Well, I’m not sure everyone would agree with you.”

I understand that holding inventory is seen as a liability on the books, but it’s becoming clear to me that in the name of better quarterly numbers and shareholder value, the company is literally okay with putting lives at risk.

Am I being a goody two shoes? Should I look for another job?

Outraged

Dear Outraged,

No, you’re not. Yes, you should.

Oops, I’m letting my own moral outrage color my coach approach here, so let’s back up.

The good news is that you’re killing it despite having serious reservations, so it sounds like you really could find a job elsewhere if you decide you can’t stand the situation you’re in. However, big public pharmaceutical and medical device companies have a fiduciary responsibility to their shareholders and must manage the numbers for the Wall Street optics—so I’m not sure you’ll find a different company with customer service as its honest-to-goodness number one priority. Exceptions might be found in privately held firms.

You could look for a company, a product, and a go-to-market strategy with less problematic integrity issues. Or, because your values are such a strong driver for you, you might think about how to apply your sales skill set, brains, and stamina to an organization that does something you believe in deeply.

What you’re seeing is probably the tip of the iceberg. Forgive me if I sound cynical, but I have been working in organizations for long enough to know that people at the individual contributor level only see about half of what’s really going on. So if you’re outraged now, you would probably be incensed if you knew everything.

You say you’re young, so maybe you’re not already wearing the golden handcuffs that come with a big mortgage and children who will require a college education—so the time to make the big decision is probably right now.

Nobody’s perfect and companies make questionable decisions all the time, so you’ll need to decide what you can live with and what is unacceptable. What I do know for sure is that people who spend too much time working in situations that force them to act in direct opposition to their own values eventually run out of steam. Somebody else might say, “Oh for goodness’ sake, grow up and get over yourself.” If you were supporting a family and had no other choice at all, I might say that. But it sounds like you do have a choice, and you have personal agency.

So here we are, back at the beginning. Yes. Get out. Go find yourself a situation where you can make a significant contribution to something great. You will never look back.

Love, Madeleine

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

If you are a leader looking to improve your organization’s current culture and work environment, here are five steps used by change practitioners that can help with your next change initiative.

1. Look at what needs to change. Ideally, a leader should do this collaboratively with the organization’s leadership team or the entire management team. Examine culture and behavior norms as well as strategic goals. Ask these questions: “How big is the gap from where we are today to where we need to be?” “What cultural behaviors do we want to keep?” “What behaviors do we need to get rid of?” Describe the ideal state. Now ask: “What will people be doing differently?”
2. Create a scorecard. What are the leading—and lagging—indicators of success? Prioritize short-term as well as long-term goals. What are expectations within the next six months? By year one? By year three? A scorecard allows everyone to see the targets as well as the progress.
3. Get feedback. Leaders need to embrace feedback to understand where they may be helping or hurting the change process. Leaders set the tone for organizational culture. When the culture isn’t working, the leader must look in the mirror and ask “What am I doing that may be either serving or not serving our culture?” It may be time for a 360° leadership assessment.

A good 360° assessment is one that gets specific. The best ones I’ve seen have the leader  work with a coach to create questions for the leader’s direct reports, peers, and boss. The coach conducts the interviews, pinpoints themes (similar responses from three or more people), then prepares a report and delivers it to the leader.

4. Be a role model for receiving feedback. A best practice for receiving feedback is for the leader to share with their team what they learned and what they are committed to improving, and then to ask the team to help keep them accountable. This is where the shift in culture begins to take shape. The leader is demonstrating that they are serious about the change and that they personally believe it “starts with me.” Leaders who take responsibility for what’s working and what’s not, and for the behaviors they personally need to embrace, will be the ones who can look back months or years later and be proud of the culture they helped create.
5. Get a coach. You’ve heard that behavior change, no matter how small, can be difficult. Habitual behaviors are often years in the making. Regular coaching sessions help leaders not only make needed behavior shifts but also practice those new behaviors. Some coaches will even shadow a leader and give them timely feedback.

Today’s companies need to be agile and reinventive to keep up with the changing demands of their clients—and the organizational culture plays a significant role in whether those demands will be met. The culture can determine whether people will embrace a change or block it.

The leader sets the tone for leading the change to create a new culture. When implementing change in your organizational culture, use these five steps to get management and employee commitment to making a difference!

About the Author

Joni Wickline is a Vice President with The Ken Blanchard Companies. You can read Wickline’s posts as a part of Coaching Tuesday here at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

In his work consulting with business leaders at top organizations around the world, best-selling author Ken Blanchard explains that for best results, leaders need to combine a focus on people with a simultaneous focus on results.  It’s this one-two combination that delivers the greatest impact.

Managers need to have a shared responsibility with direct reports for achieving goals, explains Blanchard.  As an example, Blanchard points to the philosophy of Garry Ridge, CEO of WD-40 Company and Blanchard’s coauthor on the book Helping People Win at Work.  At WD-40, if a manager is considering an unfavorable review for a direct report, the first question asked of the manager is: “What have you done to help that person succeed?”

One of the benefits of this mutual accountability approach is that it gives leaders permission to step in when tough love is called for—for example, when performance or behavior is off-track.

Colleen Barrett, former president of Southwest Airlines, shares her organization’s philosophy about joint accountability: “We are very clear in telling our people what our expectations are. We hold them and ourselves accountable for meeting those expectations every day. Sometimes this means having a real heart-to-heart with someone and reminding them what our values are. If we have been intentional and firm in explaining what our expectations are, that gives us the opportunity to point to specific examples where the person hasn’t exhibited the required behaviors.”

Blanchard believes that this approach to management requires a special kind of leader—a person who sees leadership as an opportunity to serve instead of being served.

“We have all seen the negative consequences of self-centered leadership,” says Blanchard.  “Today we need a new leadership model—one that is focused on accomplishing the goals of the organization as a whole, with an equal emphasis on people and results. The best leaders identify the hidden strengths in people and organizations and lead them to a place they couldn’t get to on their own.  In this way, they truly serve.  And when the leader’s work is done—to paraphrase Chinese philosopher Lao Tzu—the people will say, ‘We did it ourselves.’

“The most effective leaders realize that leadership is not about them—they are only as good as the people they lead. It’s what servant leadership is all about. Once a vision has been set for the organization, servant leaders move to the bottom of the hierarchy, acting as cheerleaders, supporters, and encouragers for the people who report to them.

“The best organizations don’t see relationships and results as an either/or proposition,” says Blanchard. “They know if they focus on both people and profits, success will follow.”

Would you like to learn more about creating an others-focused culture in your organization?  Join Ken Blanchard for a free webinar on September 12,

Servant Leadership: 4 Keys to Leading at a Higher Level.

The event is free, courtesy of The Ken Blanchard Companies.

You have to resist the temptation to treat a servant leadership initiative as just a training intervention and instead see it, ideally, as a gradual way of being—a slow, consistent approach that embraces hiring practices, vision and values work, and teaching and encouraging the skills that allow leaders to enter into a deeper trusted partnership with their people.

“A mindset of partnership and safe conversations are the cornerstone of any successful program—but you need to have the vision and values in place first,” says Freytag. “You also need alignment at the top.”

In developing a holistic approach, Freytag points to research conducted by The Ken Blanchard Companies that looks at the connection between leader behaviors, impact on the work environment, and the way employees make decisions about whether or not they will support the mission of the company.

“People always have a choice —we call it discretionary effort,” says Freytag. “Compliance may work in the short term, but if you truly want the type of commitment and effort that sustains high performance, you have to tap into something more. You have to meet people’s needs. You have to make it safe for people to tell you what they need. It’s about reciprocity. If you can identify and help others take action on what they hold most dear, they will do the same for you.”

Freytag believes a partnering approach—managers and direct reports working together to achieve goals—is best.

“A partnering approach requires higher skill levels in conversation, listening, receiving and delivering feedback, and coaching—but it’s the only way I know to consistently deliver sustainable results and achieve high levels of performance with the workforce,” says Freytag.

Turning into people’s needs

Freytag says servant leadership is a partnership that makes it safe for people to express their needs on the job. It’s about leaders being approachable and turning toward their direct reports in a spirit of partnership to discuss those needs and provide support.

“As a leader, you must realize you don’t have to know it all. You must listen to learn—and make every person you talk to feel heard. When you do that, you set up a sense of approachability. People start bringing their concerns to you because they see you are not only well-intentioned but also available to listen. Your focus must be more on them and less on yourself. This is an essential of coaching. Servant leaders understand that they are always leading by example. Servant leaders also choose and behave so that they reflect the very behaviors they wish to see in the workforce.”

“When having discussions with some leaders in my past, I’ve had some give me their full attention and acknowledge my position only to let my suggestions fall on deaf ears and go nowhere. As a result, I didn’t really feel heard. The leaders I have had the highest affinity and respect for are those who were willing to have a discussion and to do more than just acknowledge my point of view. They got their arrogance and pride out of the way so they could hear my comments. They didn’t have to agree but they certainly made me feel heard.”

“As a servant leader, you have to raise your hand and show others it’s okay to raise their hand if they don’t know the answer. Leadership is about leading by example. You’re always doing that—it’s your choice whether the example is a good one or a bad one.”

Once you give yourself a heart check and are working on being more open, approachable, and available, Freytag says you’re ready to return to the basics of performance management—goal setting, coaching, and review—but with a different mindset.

“So what does it mean to serve—and what do you do differently? We use an operational leadership model called Situational Leadership^® II (SLII®.) SLII® teaches leaders first that people have needs and how to diagnose the different levels of needs people go through on various tasks and goals, and then how to help their people with those needs at their level.

“When aspiring servant leaders take a situational approach, they learn how to help their people grow and develop by meeting their needs for competence and autonomy. It’s a great model that lets leaders know where they are in a conversation. Using this approach puts the leaders focus on the needs of their people first and foremost.”

Freytag asks himself a simple question at the end of every performance related conversation to make sure he stays focused on meeting the needs of others.

“I ask myself: is this person more or less dependent on me on this topic as a result of this conversation? If they are more dependent on me, I’ve missed an opportunity. If they are less dependent on me, I’ve helped them grow and develop competence—which meets a basic psychological need. Now they feel more viable and are able to thrive. That’s a practical, real time, conversation-based perspective. It’s how you stay valuable to others.”

For leadership, learning, and talent development professionals considering a servant leadership initiative in their organizations, Freytag offers some caution on going too big at first.

“Don’t start with the training initiative right away. Start a little smaller—begin with vision and values. Where are you going? What’s important and why? Where are the gaps? I always guard against going too large or too fast with the aspiration of a large-scale training intervention, especially at the beginning of the conversation.”

Freytag also encourages senior leaders to walk the talk.

“It can be as simple as catching others doing things right. Develop recognition programs that recognize when others exhibit behaviors that serve the needs of others. Demonstrate that you value both relationships and results. Slowly you will plant the seeds and prepare the soil for a larger initiative. Once that gets rolled out through the ranks, you can focus on feedback, listening, and accountability.

“Now, piece by piece, you are building a servant leadership culture—and creating a work environment where people can grow and thrive.”

Would you like to learn more about creating a servant leadership curriculum for your organization? Then join us for a free webinar!

Creating a Servant Leadership Curriculum

Wednesday, June 20, 2018

9:00 a.m. Pacific Time

Join Blanchard senior consulting partner Bob Freytag as he explores how to create a servant leadership curriculum in your organization. In this special session designed for leadership, learning, and talent development professionals, you’ll learn:

• What servant leadership is—and what it isn’t
• Research on self-oriented vs. others-oriented leaders
• The power of vision, values, and purpose
• Identifying your Leadership Point of View
• Taking a 4-step head, heart, hands, and habits approach to skill development

Don’t miss this opportunity to learn how to apply servant leadership principles to improve satisfaction, performance, and engagement in your company. You’ll walk away from this session energized and encouraged with fresh ideas to apply in your organization.

Register using this link!

Dear Madeleine,

I am an experienced manager but I am in a situation that is stumping me. I have a large team, and we have a reputation for getting a lot done, very efficiently. One team member—L— has been with the team since before I took it over. She is in her early 40s, a single mom, and very good at her job.

The problem is that she is too nice. People on the team who are behind on their tasks always go to her for help. She is a wiz at certain obscure programs that we must use from time to time, and people get her to help them instead of learning the programs themselves.

L is very active with our company foundation and is often involved in big events that take up her time. She participates in several other committees for the company as well. I can’t keep track of them all. She is always the one to show up with a home-baked cake when there is something to celebrate. She even made gluten-free cupcakes recently for my birthday! She has to leave at a set time to pick up her kids from daycare and I know she goes home and does volunteer work.

This would be all fine and well if L didn’t miss her deadlines on a regular basis. We recently met for her performance review and I was chagrined to see that she hadn’t hit any of her goals at 100%. I was forced to give her a lower rating than I would have liked. I feel like a jerk because she is such a strong addition to the team. I don’t want to demotivate her. How can I fix this?

Feel Like a Jerk

Dear Feel Like a Jerk,

You clearly value your “giving” employee, as well you should. Adam Grant, a highly regarded organizational psychologist, has researched the phenomena he calls givers, takers and matchers, and has established that givers make organizations better. According to Grant, it is not unusual for givers to do less well on their performance metrics than takers or matchers. The key here is to find a way for L to win at work doing what she does naturally and well.

What if you were to shape into goals the things L does naturally, so that she is measured on things she will definitely excel at? Make her Team Den Mother (or come up with a name that suits) so remembering and honoring notable events among the team is a task she is measured on and acknowledged for. Make being a high contributing organizational citizen a goal and map out a limited number of committees she will be on and what her goals will be. Again, she will no doubt knock that out of the park.

Finally, you can designate one of her key responsibility areas as being an expert on certain processes or programs that the team uses. This way, when she spends time helping others, it is actually part of her job. This means some of her other tasks or goals will have to shift to others on the team.

Discuss this idea with L. She will probably help you think it through so that you can arrive at a fair way to recognize her contribution.

Love, Madeleine

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

In a recent video interview about the release of The Ken Blanchard Companies new Legendary Service program, co-creator Dr. Vicki Halsey shares how vision, learning, and self-reflection can be used to improve service.

An Inclusive Service Vision

“You need a service vision as a first step,” says Halsey.  “Otherwise, people can see service as someone else’s responsibility that’s not really related to their own job.”

To illustrate her point, Halsey shares a story about work she did with the major league baseball team the San Diego Padres.

“We when began our work with the San Diego Padres, they saw themselves as being in the Sports Entertainment business—so employees taking tickets or selling drinks really didn’t have a service vision.”

That’s what led Halsey to work with the Padres executive team to develop a vision all of their employees could rally around: the business of Making Major League Memories.

“Now what is everyone trying to do?  They are trying to deliver a major league memory. A great service vision like this can make it easier for each employee to know how to behave on a day-to-day basis to really serve people at a higher level.”

The Gift of Learning

Halsey also suggests service providers get into the learning business by teaching their customers about their products and services.

“People love learning—including the distinctions of how your product was created, what makes it exceptional, and how it makes them, the customer, exceptional for purchasing it.”

Halsey shares a fun story of how one car dealer used this approach with her husband to increase his loyalty.

“This dealer sat with my husband for two hours, teaching him the history of the engine and everything that had gone into that car. As a result, over the years, my husband has gone back to that dealer again and again to buy new versions of the same car.

“Teach your customers,” encourages Halsey.  “It makes them feel smart and keeps them loyal to your organization.”

A Little Self-Reflection

Finally, Halsey recommends taking a second look at your beliefs around customer service.

“Customers are the reason we are in business—so we need to be responsive in the way they want us to respond. Are we empowering our people in a way that lets them bring the best of who they are to the moment of care when they are serving others?

“Our Legendary Service program gives you a chance to look at your customer service vision and values and choose what you want to be remembered for so that you can create those lasting memories of care that drive customer devotion.”

Use this link to see Halsey’s complete interview, along with other resources, in the Research & Insights section of The Ken Blanchard Companies website.

“The mindset is to recognize that there are two parts of servant leadership, says Blanchard. “There is the vision, direction, and goals—that’s the leadership part. Everybody needs to know where you’re going and what you’re trying to accomplish.

“The servant leadership skill set is turning that vision into action. Now you are looking at the day-today management behaviors people need from their leader to succeed.”

Blanchard shares some examples:

Developing Others: “Servant leaders are always preparing people to be their own boss by helping them own their job and be in charge. This means identifying a direct report’s development level and providing the direction and support they need to grow and develop.”

Delegating: “Servant leaders first make sure that people know what the goals are. Then they turn the organizational pyramid and the reporting relationships upside down. They ask questions like How can I help? and What can I do to make a difference to help you accomplish your goals?

Directing Others: “It’s not really about directing them,” says Blanchard. “It’s about helping them. Sometimes when people are new they need clear direction—it is a temporary leadership behavior to help someone take ownership of their job and get to where they want to go.”

Servant leadership is a journey, says Blanchard. It’s both a mindset and a skill set. Once you get it right on the inside you can begin to develop the skills related to goal setting and performance management. Blanchard points to two of his company’s flagship programs as examples of how servant leadership principles can be taught as a part of a larger leadership development curriculum.

“In many ways, servant leadership is the overarching theme that covers the concepts of two of our most popular programs: Situational Leadership® II and First-time Manager.

“For example, Situational Leadership® II has three skills that generate both great relationships and results: goal setting, diagnosis, and matching. Notice that the first skill is goal setting. All good performance starts with clear goals—which, for a manager, are clearly part of the leadership aspect of servant leadership.

“Once clear goals are set, an effective situational leader works with their direct report to diagnose the direct report’s development level—competence and commitment—on each specific goal. Then together they determine the appropriate leadership style—the amount of directive and supportive behavior—that will match the person’s development level on each goal. That way the manager can help them accomplish their goals—the servant aspect of servant leadership. The key here is for managers to remember they must use different strokes for different folks but also different strokes for the same folks, depending on the goal and the person’s development level.

“In our First-time Manager program we teach the concepts of One Minute Management. The First Secret of The One Minute Manager is setting One Minute Goals—which for a manager is part of the leadership aspect of servant leadership. Once employees are clear on goals, an effective One Minute Manager tries to catch people doing something right so that they can deliver a One Minute Praising—the Second Secret. If the person is doing something wrong or not performing as well as agreed upon, a One Minute Re-Direct is appropriate—the Third Secret. When effective One Minute Managers are praising or redirecting their employees, they are engaging in the servant aspect of servant leadership—working for their employees to help them win.

“Why are the concepts of Situational Leadership® II and The One Minute Manager so widely used around the world? I think it’s because they are clear examples of servant leadership in action. Both concepts recognize that vision and direction—the leadership aspect of servant leadership—are the responsibility of the traditional hierarchy. People need to be clear on their goals. Implementation—the servant aspect of servant leadership—is all about turning the hierarchy upside down and helping employees accomplish their agreed-upon goals.”

Mindset and Skill Set

“Saying you’re a servant leader is a good start, but it is your behavior that makes it real for people,” says Blanchard. “Servant leadership is a combination of mindset and skill set that focuses on serving others first so that organizations develop great relationships, achieve great results, and delight their customers.”

Would you like to learn more about implementing a servant leadership mindset and skill set in your organization? Join Ken Blanchard for a free online Servant Leadership in Action Livecast on February 28!

Blanchard will host 20 authors, CEOs, and thought leaders from all walks of life as they discuss strategies and offer encouragement for leadership, learning, and talent development professionals interested in discovering more about servant leadership concepts.

The event is free, courtesy of Berrett-Koehler Publishers and The Ken Blanchard Companies. Learn more here!

In working with clients on setting One Minute Goals, Blanchard would often have managers and their direct reports identify their top five goals separately and then compare them.

As Ken Blanchard tells it, “Any similarity between the two lists was purely coincidental—especially later in the year.” In most cases, the work priorities were rank ordered quite differently by manager and direct report, with some important goals missing.

Digging into causes, Blanchard found that a day-to-day emphasis by managers on tasks that were urgent, but not necessarily important, was often to blame. Managers tended to focus on short-term issues when delivering feedback, which caused important long-term goals to fade into the background. Only when performance review came around were the long-term goals reidentified. Of course, by then it was often too late to make any real progress. The result was missed targets and, often, hard feelings.

Don’t let this happen with your team. In addition to setting clear goals at the beginning of the year, take some time, at least quarterly, to check in on what you are emphasizing as urgent.  Maybe priorities have changed.  Maybe the goals are outdated.

Good goal setting is not a once-a-year process.  In the best organizations, goals are reviewed on a regular basis and updated as needed.  Once goals are set, be sure to continually manage and review performance to stay on track throughout the year.

“We have to look at leadership as a two-sided coin,” says Fowler. “Some people in organizations don’t realize that the quality of their work experience depends on their being a good follower. They don’t know how to manage up—to help their leaders give them what they need to get their work done.

“As a result, leaders are left to guess what their people need, and they often don’t guess correctly.  Direct reports must accept responsibility for knowing and communicating to their manager what they need to succeed.”

Fowler believes communication is important in every relationship—and especially those in the workplace.

“The importance of communication in our personal lives can’t be overstated. But we don’t expect our significant others or our friends to always know what we need—we have to communicate it,” says Fowler. “So why do we expect our leaders, who don’t know us nearly as well, to always understand exactly what we need?”

In a work environment where managers have two or more direct reports, each working on different tasks, it can be even more difficult for managers to know the needs of their people.  “It’s unfair to expect a manager with multiple direct reports to figure out what each individual needs, let alone always provide it.”

The key to effective leadership is to see it as a partnership process and to use a common language, says Fowler.

“The good news is that we can teach people how to be good partners in leadership. We can teach individuals to ask for feedback, collaborate on making goals SMART, and go beyond problem spotting to problem solving.

“Our Situational Leadership® II program helps leaders understand that they need to be flexible and match their leadership style to the development needs of their direct reports.  In our Self Leadership program, we teach individual contributors the mindset and skillset to communicate what they need.  When direct reports can meet their leader halfway, the potential for achieving goals and peak performance improve exponentially.”

Having direct reports become more active in the management process can take some getting used to. After all, it can be a little unsettling when people start telling you what they need from you.  But Fowler says that managers whose direct reports have gone through Self Leadership training actually experience a profound sense of relief.

“Imagine,” Fowler says, “if a direct report comes up to a manager and explains, ‘I’m clear on what you want from me, but given that I’ve never done this task before, I need clarity, direction, and an action plan on how to do it.’ Everyone wins when people have the mindset and the skillset to diagnose their situation and ask for what they need. You avoid wasted time and missed expectations.”

Fowler shares three skills from the Self Leadership program that direct reports can use to meet their managers halfway. These skills are parallel with what is taught in Blanchard’s Situational Leadership® II program.

Goal Setting. “Self leaders learn how to clarify a goal that isn’t specific, measurable, or trackable, how to negotiate a goal if it is not attainable or relevant, and how to reframe a goal if it isn’t optimally motivating for them.”

Diagnosing Development Level. “Who better to diagnose an individual’s development level than the individual themselves? Self leaders learn how to diagnose their own competence and commitment on a goal and how to share their development level with their manager.”

Asking for what you need. “This means being able to say ‘Here is my development level and here is the matching leadership style I need from you.’ Self leaders learn how to use the same language and the same model as their managers, which makes one on one conversations more effective.”

“When direct reports become better at self leadership, they enable their managers to be better leaders,” says Fowler. “Research has proven that when the direct report proactively asks for feedback, the feedback is more likely to be received and acted upon in real time.”

Fowler admits that seeing leadership as a partnership requires a shift in perception—especially within organizations that believe managers have primary responsibility for the performance management equation.

“The focus on the manager as the seat of power is a relic of the old command-and-control approach to leadership,” Fowler explains. “When top leaders believe the only people who need training are those in a position of authority, it limits opportunities for creativity, innovation, and optimally motivated employees. Why not train both sides of the equation? Continue to invest in your managers, but leverage your investment by training the other side of the partnership—the direct reports. Don’t ignore half the equation. Make effective leadership everyone’s job.”

Interested in learning more about leadership as a partnership?  Join Fowler for a free webinar!

Self Leadership: The Rest of the Story

Online—September 28, 2017

In this webinar, bestselling author Susan Fowler reveals three key strategies for taking advantage of your organization’s greatest secret weapon—individual contributors. Leadership works best when it is a partnership. Managers and direct reports both have roles to play. Don’t suffer the opportunity loss of just training one-half of the equation. Discover the power of equipping both managers and direct reports with the mindset and skillset to set goals, diagnose development level, and match leadership style.

Register for this free webinar today!

The same can be said for a person with integrity. I like to define integrity as a unifying way of being. It integrates all of the aspects of a person.

But many work cultures promote a compartmentalized view of life—for example, an expectation that you use only your brain (your head) at work and save emotions (your heart) for what is going on at home. Such an expectation is unrealistic, unhealthy, and exhausting. When you compartmentalize, you lose the integration and integrity needed to make wise choices.

Instead of compartmentalizing, I ask my clients to consider integrating their brain and their emotions more fully and to use both in a complementary fashion as they make decisions.  By removing the blinders of compartmentalizing, they can become more aware of what is going on inside themselves. This increased self-awareness creates new choices and opportunities.

Have you been trying to compartmentalize your heart from your head? How would your life be different if you checked in with all of yourself instead?

Select a few of the following activities to expand the use of all aspects of yourself—not just your head or just your heart—to see where else you can open yourself and better access your integrity.

• Write in a journal, seeking to address thoughts, feelings, and sensations
• Practice meditation
• Discuss what you’re learning with a caring colleague, friend, or family member
• Adopt a new physical activity and let your mind wander in this kinesthetic experience

Create the opportunity for greater integrity in your life. Rather than using your mind to have the last say in all your decisions, allow yourself to check in with your heart, your body, and your soul.

By reinforcing your awareness that your heart, mind, body, and soul are integrated, you will expand your ability to benefit from all aspects of yourself—and you will fully benefit from being in integrity instead of just having it.

About the Author

Mary Ellen Sailer, Ed.D., is a Coaching Solutions Partner with The Ken Blanchard Companies’ Coaching Services team. Since 2000, Blanchard’s 120 coaches have worked with over 15,000 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

Hi Madeleine,

I have a great job that I love in a fast paced, entrepreneurial young company.  We are a small shop, so for some projects I work directly with the CEO. I’ll call him Rob. 

My problem is that Rob seems to expect me to read his mind. He rarely gives me any specific direction.  If I try to go it alone, he finds fault with my approach.  But if I try to explain the situation so he can advise me, he gets frustrated and testy with me and says, “Oh forget it, I will just do it myself.” 

Everyone has been under a lot of pressure to perform. I know I can do better with just a little extra direction but I don’t know how to get it. 

Not a Mind Reader

Dear Not a Mind Reader,

You have perfectly described the classic CEO of a fast paced, entrepreneurial start up.  Wildly energetic, visionary, creative leaders make big cognitive leaps and connect dots that others don’t. They are rarely able to slow down long enough to think through their own thought processes, much less take the time to articulate them as step-by-step directions for someone else. Often this type of person simply can’t understand that what is obvious to them is not obvious to everyone else. This can be extremely frustrating for employees and, in some cases, has been known to actually derail the growth of an organization. People like Rob are successful in the long term only if they can depend on people like you to be the bridges between them and the rest of the world.

The good news is that it isn’t personal. He doesn’t seem to be holding your mistakes against you, so he must know he needs you.

The key to being successful in this situation is to make it easy and quick for Rob to give you clear direction.  Just asking “What should I do?” will put him on tilt, as you have experienced, so meet him halfway. When you are unsure how to proceed, stop and check in with Rob. I suspect he prefers texting and is okay with any hour of the night or day.  Give him a brief, brief, brief outline of the situation and the ways you think you could respond to it as two or three multiple choice options.  If one is spot on, he will text you back “C” and will maybe add some quick additional thoughts.  If you are completely missing the boat, he may pick up the phone and explain how. But you will have at least thought it through to the point that he doesn’t have to start at square one with you, and you will likely get you what you need to move forward.

It sounds like you are having a lot of fun, and I hope this approach makes it even more so.

Love, Madeleine

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

“The research shows that the front line people are the ones who are essential to making your initiatives work—whether it’s implementing a change or a customer service program. You have to depend on those self leaders to make it happen.”

In Fowler’s experience, when L&D professionals equip individual contributors with the mindset and skillset of self leadership, they build a healthy and empowered workforce that is productive, innovative, and committed to getting results for their organizations.

In developing the learning design for the new Self Leadership training program from The Ken Blanchard Companies, Fowler begins by addressing mindset—Challenging Assumed Constraints, Activating Points of Power, and Being Proactive. This mindset is a real shift in perspective for most individual contributors who come into a training not understanding the benefits of self leadership.

Fowler explains that without the right mindset, individuals are less likely to embrace, learn, and apply the skills of Setting Goals, Diagnosis, and Matching (getting an appropriate leadership style), which are taught later in the program.

“Our Self Leadership program provides the skills individual contributors need to take the initiative and be responsible for their own success—for example, to proactively clarify goals and seek out the direction and support they need.”

Fowler is excited about the opportunities a renewed interest in self leadership offers to organizations—and she is appreciative of new research that helps make the business case for investing in self leadership training.

“When we first offered our self leadership program back in the early 1990s, we knew it worked from the results our clients were achieving, anecdotal data, and our own impact studies. What didn’t exist back then was outside empirical research that made the case for investing in individual contributor training.

“Over the last 15 years, there’s been a relative explosion of academic research that confirms our experience. Current research validates our approach to self leadership, which includes proactive problem solving, asking for feedback, selling your solutions, and negotiating for authority.

Blanchard’s own research into Employee Work Passion informs other aspects of the program.

“Teaching self leaders to activate their own points of power is important in helping them understand that they shouldn’t depend on someone else’s power to get the job done. In every case, the program teaches participants to challenge assumed constraints and take positive action.

“Performance in organizations is often stalled because employees don’t know how to ask for what they need when they need it. Our Self Leadership program teaches individuals the mindset and skillset to proactively take the reins, achieve their goals, and accelerate their own development.”

PS:  Interested in learning more about the Blanchard approach to creating a culture of self leaders?  Join Fowler for a free webinar on May 31–Creating a Culture of Self Leadership. It’s complimentary, courtesy of The Ken Blanchard Companies.

Step 1: What is the goal? What outcomes do you want coaching to achieve? Is a behavior change required? Is a shift in thinking necessary? What exactly has to change? Being specific about outcomes is surprisingly hard for people. Earlier this year, we worked with an organizational sponsor to set up coaching for an executive. When we asked the desired outcome, the sponsor replied, “I’ll know it when I see it.” Needless to say, the target was constantly changing. Coaching is an exploratory process but it must be done with a clear target in mind.

Step 2: Prepare the person to be coached. This includes going over a set of expectations prior to the launch of coaching. Be sure to include expectations around feedback. Share that requests for behavior change will be made in a clear and specific manner along with discussions that ensure feedback is understood and acted upon. Discuss how to create the space for the person being coached to reflect how they might best use coaching and what outcomes they want to achieve.

Step 3: Stick with it. Discuss follow-up. Organizations often expect overnight results. Coaching does not replace the need for internal organizational support—in other words, the manager of the person being coached is not off the hook. In fact, this is a time for the manager to step up, lean in, and follow through. Set up a plan to recognize and acknowledge the growth of the coachee and then support that growth with positive and specific feedback.

Step 4: Gather success stories. Ensure your coaching interventions have some method or process to capture the successes brought about by coaching. Use a post-coaching interview process to capture the changes made and their impact on not only the person being coached but also those around her. Help the coachee to link those successes to business strategies or imperatives. Document the successes and leverage them as a way to influence others to take advantage of coaching.

Coaching will have an impact on people who engage in the process. Careful thought, planning, and follow-through can dramatically increase the effectiveness of coaching, which will pay off a hundred fold in your organization.

About the Author

Patricia Overland is a Coaching Solutions Partner with The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 150 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

Dear Madeleine,

I am a manager of a large team. I like my work, the mission of the company is meaningful, and we make a difference in the world. I have a reputation for being a good manager and getting things done on time and under budget. My boss, who is fairly new—and, frankly, in over his head—is constantly coming to me with new projects and never seems interested in the projects we are already working on. He says he trusts me to get it all done.

My problem is that the strategic direction and priorities are constantly shifting and I can’t keep up. I can’t possibly get it all done, and my team is maxed out. I am becoming demoralized by not really understanding the point of what we are being asked to do. I know I need to talk to my manager, but I don’t want to come off as a whiner. How to proceed?

Shifting Winds

Dear Shifting Winds,

This must be so frustrating. It sounds like you do need to talk to your manager and get some clarity on what to focus on and the timelines for each item. You appear to have a low opinion of your new manager’s capabilities—and you may be right about him—but you also don’t know what he is up against. Until you actually know what is going on, I’d suggest to start off by assuming the best of intentions.

In any case, definitely get a meeting on the calendar and set the context carefully. Make it clear to your manager that you appreciate his trust; however, there is more work here than can be done and you need direction in prioritizing the projects. Tell him that to set priorities you normally use your knowledge of the strategic focus for the company—but lately you have been confused about what that is and you need his help.

To communicate with your boss as effectively as possible, first you need to assess his style. Which do you think would work best: Charts outlining all of the different projects on a big whiteboard? An excel spreadsheet with all of the project plans? A presentation with a little bit of story? Your manager needs a quick and easy way to grasp all of the assignments you are working on and how many hours are needed to complete each project. That will help him see how overworked your team is and will help you make the case for getting another person on board to ensure you can complete everything.

Having each project visually represented might also make it easier for you to see the point of each one—but even if it doesn’t, it will make it easier to talk to your boss. You can explain that your people get inspired when they understand the reason they are working away at something. Most people—especially millennials, research is showing—want to know the context and meaning for their tasks.

Next, rehearse, prepare, and be succinct. You won’t be perceived as a whiner unless you actually whine.

You are going to have to stand up for yourself and your people at some point. Many managers are so overwhelmed themselves that they will just keep throwing work at their people until someone cries uncle. He may be waiting for you to do just that.

Good luck.

Love, Madeleine

About the author

Madeleine Homan Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

What happens on the front end of coaching is critical for identifying results on the back end. Depending upon which role you play related to coaching, properly setting up coaching can go a long way towards meaningful measures of coaching. Let me share four perspectives with some questions that will help.

The Organizational Sponsor. This is the person who is providing the coach for someone in their work environment.  Beyond connecting client and coach, the sponsor must be able to articulate the expected outcomes of the coaching.  Two questions that will help are “How will we measure effectiveness?” and “Who gets to evaluate that effectiveness?”  It is the role of the sponsor to ask both of these questions to ensure that coaching achieves the desired outcomes. You can’t expect the client and coach to hit the right target if you don’t show them the bullseye—but it is surprising how often this is not clearly identified up front.

The Internal Coach.  This is the person working in the same organization as the client, and responsible for the coaching.   In addition to meeting the individual needs of the client, the internal coach must be able to show direct value—even when not specifically tasked to do so—for keeping a coaching initiative alive in an organization.  Questions for the internal coach to ask include “How am I expected to show value for the work I am doing?” and “What contribution does this work make to the company’s vision, mission, and strategy?” It is imperative that the internal coach address these questions to the satisfaction of the people making budgetary decisions.

The Client. This is the person being coached.  If the client’s organization is making the coaching investment, there is usually an automatic—yet unspoken—expectation about outcomes. In more than twenty years as an executive coach, I rarely have seen an organization that can readily describe desired outcomes. The client must be willing to engage in conversations with their leader and others in the organization to say “Here is what I’m working on, and why” and “This is the outcome I achieved.” The client should able to complete this sentence “The impact on our business was…”

The External Coach. This is the person who has been asked to coach someone, sometimes at the request of the client, sometimes at the request of the organization. The external coach has a responsibility to help the organization and the client determine a clear line of site between desired outcomes and what happens in coaching (aka the outcome.) It is important to ask the client “What expectations does your organization have regarding outcomes?” and “What expectations do you have?” It is also important to ask “What methods will we use to show that you have achieved your objectives and goals?” as well as “Who needs to know?” Of course there is a whole series of questions that will help the client determine the link to business outcomes and impact as well. Asking “What impact will meeting this objective have on your team and your business?” is a great place to start.

Because external coaching is often a significant investment, showing the value makes an important difference in how coaching is perceived. In all cases, it is important to understand the purpose of coaching—the ultimate reason for the investment in time, effort, and dollars. Equally important is to understand what needs to change and how that change will be measured and, finally, articulating an outcome that shows impact on both the person being coached and the organization. When these factors are addressed appropriately up front, the coach and client are much more likely to be able to show measurable success.

About the Author

Patricia Overland is a Coaching Solutions Partner with The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 150 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

Dear Madeleine

My question is: how does an organization scale their management team and keep skills sharp as they grow?  We are a software development services shop and we are growing fast—we currently have 30 people in management positions.

It’s getting more difficult each day to make sure everyone is managing from the same playbook.  We have seen many of our customers reach this stage and fail.  We don’t want this to happen to us.

Growing Fast

Dear Growing Fast,

Well, thanks so much for asking! How smart you are to notice the chaos out there and to be extremely intentional as you grow. I will try to keep this short because, honestly, the answer could be a Ph.D dissertation, and also because I need to keep this from being a long plug for everything we do here at The Ken Blanchard Companies.

Begin with the end in mind.  I have two words for you: Vision and Values.  Vision means that you know exactly where you are going and how you are going to get there.  The book to help you with this is Full Steam Ahead. Values means identifying what is most important to you in your culture and your employees.

A lot of lip service is given to values—but once an organization decides what they are and prints them up, they are generally forgotten. All you have to do to see what happens when organizations do this is to read the news. If you don’t want your employees writing blogs someday about what a nightmare it is to work for you, you can avoid it right now at the beginning of your journey.

The organizations that last and make it are the ones with values that are used to make decisions. You are still a small shop. You and the other founding leaders can get together and work to get crystal clear about where you are going and what is most important about how you’ll get there.

Next, you need absolutely solid operational leadership.  Jim Collins nailed it in his book Good to Great. Collins says you have to get the right people on the bus, in the right seats, and get the wrong people off the bus. This means keeping the people who can be aligned with the vision and values and who have the right skill sets and attitude to go the distance.  It sounds so stunningly simple, but I can assure you it is fiendishly difficult to achieve. It’s much easier to start with this idea rather than having to retrofit later.

Finally, you will want to absolutely bullet proof your day-to-day performance management—and I can say with confidence that our Situational Leadership® II model is what you need. Learn it and teach it to every manager in your organization, because it is a no-brainer.  Seriously, I managed people for a decade before I stumbled over it and thought, “OMG where has this been all my life?” I just can’t imagine how anyone manages people without it.  Well, actually, I take that back, you don’t have to imagine it—all you have to do is look around at all the terrible managing that is going on.

The fundamentals are:  it starts with crystal clear goals and tasks for each employee. Then the manager and employee work together to assess the employee’s competence and confidence on each task or goal.  From there the manager and employee identify the right mix of direction and support so the employee gets exactly what they need to win.  Finally, the manager and employee check in regularly to go over goals, tasks, and development needs so there is no confusion. As Ken Blanchard says, “Common sense, but not common practice!”

If you focus on these fundamentals, the good news is that you won’t have to be worried when it comes time for performance reviews.  As you probably know, many companies are getting rid of them—see our recent white paper here.

I suppose you were hoping for something a little less involved.  Sorry.  But if you have your company’s vision and values articulated in a way so that there can be no confusion, and if you have the right people in the right jobs and everyone actually knows what their job is, you will be ahead of the game.

The upside to getting all of this even kind of right is incalculable.  It will mean staying in business when your competitors flame out.

Love, Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

However, encouragement and recognition shouldn’t be a once-a-year event—it ought to be a leader’s constant mindset, according to Ken Blanchard, management expert and coauthor of The New One Minute Manager® and Leading at a Higher Level. In Blanchard’s opinion, the most effective leaders focus on serving the needs of their people all year long.

Blanchard’s belief is that organizations run best when leaders at all levels see themselves as servant leaders. As he explains, “The best leaders turn the organizational pyramid upside down so that they are at the bottom of the structure, serving their people who are at the top. The leaders provide support, remove obstacles, and act as cheerleaders. They are there to serve their people—so that their people can better serve their customers.”

The good news is that leaders at all levels can serve their direct reports at an individual, team, or department level. Blanchard explains a step-by step process.

Get clear on goals. “All good performance begins with clear goals. Make sure that individual, team, department, and organizational goals are clear and written down so that they can be seen, communicated, and referred to frequently. Goals are too often unclear, poorly communicated, not written down, or never referred to until performance review. “

Discuss competence and commitment. “Managers must sit down with their teams to discuss what’s required to achieve each goal. In Situational Leadership® II we teach that people approach each new task or goal from one of four development levels: the Enthusiastic Beginner, where an individual is excited but inexperienced at the task; the Disillusioned Learner, where an individual becomes discouraged; the Capable but Cautious Performer, where an individual has some experience but still needs occasional support; or the Self-Reliant Achiever, where an individual has a track record of success. It takes time to make this diagnosis at the beginning of a task or when setting a goal, but it will save time in the long run by avoiding misunderstandings, motivation issues, and rework.”

Match your leadership style. “Depending on a person’s development level on a specific task or goal, the leader provides a matching leadership style—either by Directing, Coaching, Supporting, or Delegating. The objective is to provide the direct report with the correct amount of direction and support to get the job done while avoiding over-supervision or under-supervision. This is the essence of servant leadership. The focus is on helping direct reports achieve their goals.”

Blanchard encourages leaders to practice a servant leadership mindset with direct reports every day, not just at year end. “Your job as a leader is to help your people succeed. Set clear goals with them, diagnose their development level on each goal, and then provide them with the direction and support they need to achieve those goals. It’s the best way to serve your people—not just now, but throughout the year.”

You can read more about Blanchard’s approach in the December issue of Ignite!  Also check out stories on two companies putting these concepts into practice with great results—CHG Healthcare Services and WD-40 Company.

Dear Madeleine,

I recently joined a small but global organization as COO. I am tasked with looking at all of our systems and processes and finding ways to streamline, upgrade, and reduce our manual processes and the resulting human error. My problem is that the team I inherited is committed to keeping things exactly the way they are. Many of them are the inventors of the current systems and home-grown software programs. I’m not very optimistic about getting anything done with this group.

I asked the CEO and the Board if I could bring in some of my own team—fresh eyes, people who don’t have any attachment to the way things are now—but they want me to make a concerted effort to change the systems while keeping these people. I just don’t know how I can do it.

Hobbled

Dear Hobbled,

It sounds like your CEO and Board missed the memo that the biggest impediment to change is …people. People hate change. Not all people, but most people. We are evolutionarily wired to hate change—even good change—because, simply put, it forces us into the unknown. The human brain is predisposed to avoid the unknown at all costs.

It sounds like you were hired because you are an expert in systems, not because you have a lot of experience leading change. But leading change is what is required of you now, so you are going to have to saddle up and work harder than you ever thought possible.

Before you change anything, though, you are going to have to work with your group to shift the culture. Tell your people that you are explicitly requesting shifts in their outlook. Make the shifts you are asking people to make absolutely crystal clear. For example:

I made these up, but you get the idea.

You cannot underestimate the power of the current culture to kill any change you might conceive of, no matter how brilliant it might be.

Tell people the qualities you are looking for in the team. I am assuming it will be things like open mindedness, innovation, creativity, and eagerness to experiment. Tell them that these qualities will be expected and measured.

Tell your people what will not be tolerated, such as: protecting turf or systems; unwillingness to try new things; gossip about anyone. Again, clarity is key here. Give examples. Explain what will happen when you notice intolerable behavior, and what the consequences of such behavior will be. You don’t have to be mean about it, just clear and consistent.

Your new bosses have asked you to make a concerted effort, so you have to define for yourself exactly what that means. Maybe it means that you give every person 3 chances to get on board, or maybe 5. Whatever it is, tell people what the criteria are and track behaviors like the analytical thinker and Excel spreadsheet user you are. Then you can share your method of making decisions about who stays and who goes with the powers that be and they will know that you have acted in good faith and have made a concerted effort to keep as many people as possible.

Without the kind of clarity, criteria and scorecard I am recommending, you will be floating around in feelings and subjective opinions. Don’t do it—you will get lost and confused and you will fail at your task.

Our change model directs you to talk to people about their concerns, and there are many. Most people are simply worried about losing their jobs, which is fair. Get on board with helping the company figure out what’s needed in team members to be invited to stay, or the consequences of resisting at every turn and being invited to leave. Put the options in their hands. That way you at least have the right people on the bus—over time you will figure out where the bus is going and how to get people into the right seats. And you can deal with concerns as they surface, such as being asked to learn a lot of new things, etc.

Does this sound like more than you signed up for? I suspect it does. Many people sign up for a job they thought was about processes and systems only to realize that it is about leading people through change. This requires a sophisticated and advanced set of leadership skills you may not have been asked to develop in the past.

But you can win if you want. You will need to gather your warrior energy and be fearless and fierce. There are a bunch of great books on managing change—some of them Blanchard books. Get one and use it. You have an opportunity to have an extraordinary leadership journey.

Good luck.

Love, Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Here is the synthesis of the brilliance from amazing leaders just like you.

To rally your people to unleash the dream of Legendary Service and fuel repeat business, drive customer loyalty, and increase employee devotion, you must:

• Listen to people’s ideas for improvement. Really listen. Spotlight situations where you have acted on their ideas. Listen with curiosity, not necessarily to find solutions.
• Empower your team. Set clear agreements about their decision making authority. Ask them to describe circumstances where they would like the power to solve a customer’s issue without manager approval. Continually build their authority by increasing their scope of influence.
• Generate Meaning for the work they do. Let them see the impact of their efforts on the greater purpose of the organization and the world. People thrive when they know their work is meaningful.
• Energize others. To keep people energized, hold standing or walking meetings—20 percent more energy goes to the brain when you are standing! Get them to set a goal for taking better care of themselves. Help them remember to take regular breaks during the workday. You can also energize emotionally by asking them to share with you what they are proud of or how they achieved one of their great successes.
• Notice Your People. Look at them when you walk by. Ask them about the project they are working on. Pay attention to what they say and ask questions to engage. Start sending out birthday notes. In addition, help them to notice each other. People often tell me after the training experience how much they loved being with and learning about their peers. They say it enabled them to better serve their external customers—and they felt more inclined to find opportunities to serve at the highest level.
• Develop Their Capacity. Send people videos, white papers, books, links to TED talks, and articles you think will up their game. Educate them through the power of learning and have them teach each other what they put into action from that learning.
• Attend to their needs to either be taught or teach others. When they come to you with something to discuss, ask my favorite question: “Would you like me to share my ideas for how to do this, or would you like to share your ideas for how to do this?” If they want your ideas, they are asking for help. If they want to share their ideas, they are ready to unleash their talents.
• Recognize their efforts. Celebrate small and large successes. Start meetings with status reports where people share what they are proud of or how they made a difference due to their ingenuity. And give them opportunities to praise each other at meetings.

There is one last, vital element:

• You! You are the person everyone is watching at work and discussing at the dinner table. How are you taking care of you? Are you leaving your people with the same legacy of service that you want them to leave with external customers?

Use these nine ideas and strategies to create L-E-G-E-N-D-A-R-Y (can you see the acronym?) internal and external service in your organization!

About the author:

Dr.Vicki Halsey is VP of Applied Learning at The Ken Blanchard Companies and coauthor of Legendary Service: The Key Is to Care. 

Surprisingly, while meetings should include discussions about goals and objectives, it’s not happening as often as it should.

Survey participants were polled on a wide variety of issues related to one-on-one meetings—including frequency, duration, and topics discussed.  In three key performance management areas—goal setting, goal review, and performance feedback, respondents identified a serious gap between how often they discussed these topics versus how often they wish they were discussing them.

Here are some of the key takeaways:

Goal Setting Conversations—Some 70 percent of people want to have goal-setting conversations often or all the time, but only 36 percent actually do. And 28 percent say they rarely or never discuss future goals and tasks.

Goal Review Conversations—Some 73 percent of people want to have goal review conversations often or all the time, but only 47 percent actually do. And 26 percent say they rarely or never discuss current goals and tasks.

Performance Feedback Conversations—Some 67 percent of people want to have performance feedback conversations often or all the time, but only 29 percent actually do. And 36 percent say they rarely or never receive performance feedback.

IMPLICATIONS FOR LEADERS

The performance management literature is clear on the importance of setting goals, providing feedback, and reviewing performance on a frequent basis. How is your organization doing with helping managers get together with direct reports to set goals, provide feedback, or discuss direction and support where needed?

If people haven’t been meeting as regularly as they should, use this survey data as a starting point to encourage managers and direct reports to schedule their next one-on-one soon. People want and need to have conversations with their immediate supervisors. It’s one of the foundations for strong, productive relationships that align people with the work of the organization in a satisfying and meaningful way. Don’t wait—your people and better performance are waiting!

*Learn more about the original survey and view the complete results by downloading the Blanchard white paper Are Employees’ Needs Being Met by One-on-Ones?  Also check out Blanchard’s brand new look into The Problem with Performance Review, just released this month.

Want to share the infographic?  Use these links to download a PDF or PNG version.

Dear Madeleine,

I am a VP of supply chain in a vast multi-billion dollar global consumer products company.

Our CEO is really smart—a true visionary—and I have a great relationship with him. We always have good conversations when we are together. He works out of the European headquarters while my division is in the US, so my colleagues and I don’t see him much.

Here is the problem: the CEO is wildly erratic.

As a leadership team we make decisions about our big strategic plans, with full budgets and timelines for execution, and everything is signed off on by the CEO.

Then, disaster.

He comes for a visit and starts challenging our timelines and everybody freaks out. We pull together emergency meetings to revise everything, which forces our manufacturers to rush and escalates costs. My poor employees are driven to the brink working extra long hours. Marketing has to go into hyper drive where everyone starts running around like Chicken Little when the sky is falling.

Not a single one of my peers is willing to stand with me on pushing back against the CEO, essentially saying, “We made the plans, you signed off on them, and we were going along just fine until you came crashing in here and blew everything up. What’s up with that?”

They all basically get behind the CEO, repeating his rationale for the changes as if it actually makes sense, which it never really does. This has happened a couple of times and it is making me feel crazy. It all seems to be needless drama and waste to me and I can’t tolerate it. I love the organization and was planning to work hard for a promotion to EVP but I am seriously rethinking that now.

How can I affect change in this situation without risking my job? Or should I just keep going along with it?

Made Crazy

Dear Made Crazy,

I once coached a CEO who behaved this way. Sometimes he did it because of changes in the market that he could feel but couldn’t really explain. Other times he did it because he thought a division was getting complacent and needed to have a fire lit under them. Once he proposed something completely irrational to see who would push back on him, just to find out how many yes men he really had. (It turned out he had a lot, and it was an important data point for him.) I find it hard to believe that a CEO whom you experience as an intelligent visionary, who is doing a good job growing such a huge complex organization, is actually erratic. I suspect he has a plan and is doing what he is doing on purpose.

It sounds like the cycle of crazy is causing you extreme stress, and you and I both know that kind of stress isn’t good for your health. Putting up with things you can’t tolerate is an enormous energy drain. So I don’t think just going along with it is a viable solution for you. But you don’t want to put your job in jeopardy, either—you just can’t go calling out the head person in front of others. Here’s a thought: what if you were to arrange a private chat with the CEO and ask him about it? It appears you have enough of a relationship with him that you could do this. Ask politely—simply explain what you observe, without blame or judgment, and ask him to help you understand his angle on it.

He may not be aware of the havoc he is wreaking, in which case it would be good for him to know. Or maybe he does know and doesn’t care. Or maybe he is entertaining himself, or punishing your whole team for not having the guts to push back. You will no doubt get some insight into his thought process and he might even appreciate your asking. Whatever you find out will help you anticipate future bouts of crazy and even plan for it so you aren’t constantly caught off guard.

Perhaps the conversation won’t go well or you won’t like what you hear—for example, that your CEO is a sociopath who enjoys seeing people suffer. Or perhaps you’ll learn something new and interesting about your CEO’s leadership style. In any case, you will probably get the information you need to make a decision about your future.

Love, Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Sometimes when things don’t go my way, I need a reality check—and I ask myself a few simple questions.

What do I want from my job?

Six years ago I took a Situational Self Leadership course. One of the questions was What do you want from your job?  My top 3 answers were interesting work; promotion and growth within the organization; and good working conditions. Ask yourself the same question.

Everyone in my group had different answers—and supervisors did, too. Your manager is not a mind reader. Tell them what you want from your job. If they can’t or won’t help you achieve what you need, think about who else can help.

Do I have assumed constraints?

When circus elephants are babies, they aren’t strong enough to break free from the chain around their ankle that connects them to a stake in the ground. By the time they reach adulthood and could easily break the chain, they have given up trying. Why? Because they assume they can’t, based on past events. Has this happened to you? Have you stopped trying because something didn’t go your way in the past? Don’t let assumed constraints hold you back.

Am I still leading my one to one meetings?

One to ones should be led by the direct report, not the manager. Are you going to your one to ones with agenda items you want to discuss, or are you being told what to discuss? Step into your one to ones prepared with answers, solutions, and recommendations. Lead the conversation and become empowered and autonomous.

When we get knocked back in life, it is really easy to resign ourselves and just do the day to day. I find that the above questions really help empower me to strive for more.

What do you do that makes you a self leader?

If you are suffering from “excessive productivity,” here’s what I would recommend as your prescription.

Get rid of those things that don’t add value to your life. Take a moment to think of those things that are in your life that just don’t carry their weight. This could be at work or in your personal life; they aren’t necessarily bad, but are time wasters masquerading as productive efforts. There are many things in your life that can take your energy and time that aren’t adding value. They could be excessive meetings to satisfy your own need for control, social media that isn’t beneficial, or people in your life who don’t help you grow.

Learn to say no. This might be a hard one for you. To some, saying no implies that you can’t handle it or don’t have the skills to take on the task. Remember, everything that you say yes to means you are saying no to something else. Does what you are saying yes to align with your current focus? Is there something better that you could be doing? Take a serious moment to think about those things in your life and learn what to say yes to and what can wait. If you are focused and have a good sense of the big picture, then saying no will become a lot easier.

Get focus and clarity. Do you value being focused and clear? If not, maybe it’s time to take a brief self-inventory. Slowing down and processing your feelings and goals will help you to get really clear on where you want to be. Remember, this is about you and your focus on life and work. No one else is going to live your life. Be careful of being pulled into too many different directions that need to be taken care of “immediately.” If everything is urgent, then nothing is urgent. Be clear, focused, and methodical.

Slowing down is not stopping; it’s not being less productive. It’s being more focused on those things that really matter: what you value. Take control of your surroundings and make sure you are the one driving your life and not being a passenger.

A new book by Michael Bungay Stanier, The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever, just might be the solution every well-meaning manager has been looking for. I finished the book during my recent vacation. (I can hear the groans—Reading a business book on vacation; really?—but it was definitely worth it.) Stanier, an acclaimed executive coach and former coach of the year in his native Canada, shares seven questions any manager can use to increase their leadership effectiveness—especially during One on Ones.

I don’t want to give it all away here—you really need to read the book to appreciate the nuance and genius of what Stanier shares, but in a nutshell the seven questions are

1. What’s on your mind? A brilliantly simple way to open up a one-on-one conversation, invite people to share, and get at what is most important in the moment
2. And what else? Three little words that open up possibilities, insights, and increased self-awareness
3. What’s the real challenge here for you? The question that slows down the rush to find the first answer instead of solving the real problem
4. What do you want? Taking the time to discover the need and the desired outcome that makes charting the journey easier
5. How can I help? Insisting on a clear direct request that you as a leader can respond to
6. What will you say no to if you’re truly saying yes to this? Life is about choices. This question identifies the tough trade-offs.
7. What was most useful for you? Gathering feedback and extracting value from the conversation

If you are a well-meaning manager who wants to have more-productive conversations with your people, try these questions. Bonus: They also work great for those work-related conversations at home—you know, right after you ask, “How was your day?” You’ll see the power of these questions immediately.

For those interested in learning more about the method behind the magic, be sure to check out all the praise and positive reviews on Amazon. See why Dan Pink, Brené Brown, and Dave Ulrich, along with 300 other positive reviewers, are so excited—including me!

Conducting successful One on Ones are a key leadership competency. Learn how asking these seven questions can help you be the manager you want to be.

About the Author

David Witt is the Program Director for The Ken Blanchard Companies. A business-focused writer, researcher, and speaker, David is the editor and lead columnist for The Ken Blanchard Companies Ignite! online newsletter, moderator of the company’s LeaderChat blog, and host of the company’s monthly webinar programming.

Hi Madeleine,

I work in the health profession and I’ve just accepted a position in management at a new facility. I don’t know the staff at all. All I know is that the senior leadership wants a change in the management at the facility.

What advice would you have on how to tackle a new job at a new place with a heavy agenda? What should I do first???

 New Healthcare Leader

Dear New Healthcare Leader,

Well, congratulations! Isn’t this exciting? It sounds like you have a great opportunity here! I can’t tell from your letter if the facility is new overall, or if it is just new to you. If it is actually new, this could be good because you won’t have the burden of history—it can be hard to make changes when it’s “always been done that way.”

If it is just new to you, you will need to spend some time asking questions and listening to understand the culture of the organization. Working with people to change things begins with understanding and meeting them where they are.

In terms of change, you will want to press senior leadership to understand what exactly the prior management did wrong, so you don’t repeat those mistakes. If they won’t tell you, it was probably something illegal, immoral, or both. I imagine this won’t be a problem for you.

What they must tell you though is what a good job looks like. This answers the question, “How will you know you are successful?” You say “heavy agenda” but you have to make sure you know what it really is. Ask them for crystal-clear goals, and if they don’t provide them, come up with your own and present them for approval. Some senior leaders simply don’t have the skills or the patience to articulate the vision or the goals of the organization, so if they won’t do it, do it for yourself.

Once you have your goals set, work with your people to get their goals super clear. Also, spend as much time as you can getting to know your people and assessing their strengths. Work with each of them to ensure that their goals leverage their skills, interests, and talents.

Once everybody knows what they are supposed to be doing, make sure they are getting the proper direction and support they need to do it. Make sure everyone, including you, has a short-term goal that they can achieve so that you all have the experience of early success together. Share stories of any and all wins. People will remember stories and it will feel good.

Finally, we have a lot of books here at The Ken Blanchard Companies, but the definitive one on this topic is not by Ken or any of us. It is The First 90 Days by Michael Watkins and I have worked through the book with many clients. Google it, read summaries, and be sure to look at the templates of what to do in your first 30, 60, and 90 days. I highly recommend it.

Best of luck in your new role!

Love, Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Continuing this theme, another primary dance we may find our clients in is between someone who may be the middle person in a situation who is torn between two end people—for example, a manager who is in the middle between someone on their team and a senior leader.

This challenging relationship can be made even more complex when there happen to be multiple people at each end.  Individuals or parties at the ends have their own agenda and will look to a common party—the middle person—to help support their cause by influencing the other end or ends.

If you are a coach, this scenario may sound quite familiar.  Managers often find themselves in the middle between a person or people on their team and a senior leader.  It’s important for us to know these patterns that emerge in relationships—especially when they aren’t helpful.

Here is a little more information relating to this second “Dance”:

People at the ends who feel unsupported may see themselves as victims. They can become inflexible and put their faith in the middle person to be a liaison who they think can get the best deal for them and their cause.

People in the middle often feel burdened. Interestingly, for some, this role may actually become somewhat addictive. Someone in the middle role may enjoy being needed by both end parties and may relish the trust and insight gained from both sides.  The potential danger is in not pleasing or helping either side, or even encouraging the toxic relationship, if the person in the middle is unaware of the dance they are doing.

As a coach, do you ever go into rescue mode before taking a step back to look at any game the client may unconsciously be playing?  Commonly, coaches feel the urge to take on an executive’s burden—sometimes working even harder than the client is working. The coach goes into rescue mode, creating a brand new end-middle-end pattern.  But the role of coach should be that of a human mirror. In this case, we may need to figuratively hold our clients’ feet to the fire to help them recognize the relational game they are playing. In doing so, we help them move toward healthier relationships.

Here are three tips to consider as coaches:

• Use your coach position in the middle to help the executive at one end uncover information about the other end—whether it be a team member, their boss, or someone else.
• Hold the executive accountable for owning the solutions and decisions.
• Remember that our role as coach is secondary. The primary focus needs to be the relationship between the middle person and the people on both ends.

When we can perceive the existence of these relationship “dances,” we can move to healthier interactions where trust and creativity are fostered for both the people we serve and ourselves.

About the Author

Judith Donin is a Senior Consulting Partner and Professional Services Mentor for North America with The Ken Blanchard Companies. You can read Judith’s posts as a part of Coaching Tuesday here at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

Essentially, the first order of business when you set out to work with a coach is to establish where you are right now: Point A. This requires a cold, hard look at your current reality.

Next, figure out the place you want to end up in the not-too-distant future: Point B. Your coach may start with the question What will be different in six months because of the changes you are about to make?

Once you are clear on Points A and B, you and your coach can put together a plan. When creating the plan, it is important to choose areas where change is actually possible—you want to set goals that may require you to stretch but not ones that would require a personality transplant. This is what’s called “reaching for low hanging fruit.” You can’t ask a chicken to climb a tree. Ask yourself: What can I do—maybe with a little extra direction and support—that makes sense for me?

During the conception of the plan, your coach will help you figure out not only how to leverage your strengths and stay engaged, but also how to choose goals that feel fun and exciting to you. You will gain some clarity about your weaknesses and learn to mitigate them and work around them. You may decide to shore up an area in which you are weak—but I recommend working on only one weak area at a time. Better to leverage strengths.

As the coaching sessions progress, you’ll find yourself stumbling over some attitudes or beliefs that have been holding you back—blind spots, if you will. You’ll think through and perhaps shift some long-held perspectives. Finally, you’ll uncover some new emerging strengths you can build on.

When the coaching is drawing to a close, you will review with your coach everything you have accomplished and what you have learned along the way. This will reinforce changes you have made and highlight new habits you have established.

In the crazy rush of everyday life, it can be really hard to stay focused on the stuff that is important but not necessarily urgent. Ultimately, that is what coaching will help you do.

About the Author

Madeleine Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

Most organisations have mission statements—a clearly defined and articulated purpose to focus energy and help leaders make decisions.

But what about a clearly defined and articulated personal purpose? While most of us have some idea about what we want to do with our lives, many of us don’t have a personal mission statement.

This is an important concept. A personal mission statement harnesses energy and enables us to have a greater sense of well-being—especially if we can connect our personal purpose with our department’s purpose as well as our organisation’s purpose.

Let me give you a personal example. In the mid-nineties while I was in the Royal New Zealand Navy, I attended a Situational Self Leadership training session. As part of the workshop, I spent some time developing and refining my life purpose statement. It required reflection and effort, and eventually I came up with a statement that felt right:

“My life purpose is to use my knowledge, skills, and abilities to work with others in order to create an environment in which people feel valued, content, and fulfilled as they contribute to society.”

Creating my purpose statement was just the first step. In order to leverage and maximise my personal and professional alignment, I printed out the statement, put it into a picture frame, and placed it on my desk. This was a very important second step for me. When it came time to make significant career decisions, I would look at my purpose statement and ask myself What course of action will best help me fulfil my life purpose? 

The framed statement was a great reminder—and it helped immensely when I had difficult decisions to make, such as changing roles and up-skilling in support of training and development. It was an area that fulfilled my purpose more than the operational role for which I was initially selected.

How about you? Have you identified a clear sense of where you want to be, or is it more of a general idea? Why not challenge yourself? Develop a purpose statement for your life. Then align your role with that of your organisation, reflect, and make adjustments as necessary.

I’ve long since left the Navy and am currently a director and consulting partner with Blanchard International New Zealand. In part, I can trace my journey here to the decision I made years ago to identify, write down, and reflect daily on my life purpose statement.

Your future is waiting for you. Don’t wait. Take the first step by writing down your personal mission statement. You never know where it will lead!

About the Author

David Cordery is a Company Director and accredited Consulting Partner with Blanchard International in New Zealand.

“Once managers realize they’re supposed to maintain their own workload, coaching and support quickly gives way to ‘Here’s the assignment. Do your best. You’ll be fine. I figured it out when I was in your position—I’m sure you will, too.’”

But when managers don’t take time to connect with direct reports other than issuing orders, the result is work that proceeds slowly and often needs to be redone. By the time its gets to that point, the relationship is already strained. The manager is annoyed at the lack of progress; the direct report asks “Why you didn’t you tell me this in the first place?’ and the manager reacts defensively, saying ‘I thought you knew.”

Phillips’s advice is to not let the situation go that far. Spend a little time up front discussing the person’s skills and their development level on the task you’re asking them to do.

“If they are a beginner, prepare to provide a lot of direction. If they are more experienced, it can be a combination of direction and support. And if they are very well versed in the task, a delegating style is completely appropriate.”

For time-starved managers , Phillips recommends short, regular meetings that are well organized and focused.

“Always start your conversations within the context of what the goals are. Are they clear? What are the shared expectations around those goals? Next, identify the direct report’s capability and commitment to the task. Identify where the person is in terms of development level. What is their ability to do the task? Have they ever done it before? What is your confidence level with them succeeding at the task? This where you begin to surface their feelings around confidence and competence.

“Leaders can build on that when they discuss what they need to provide to make sure the direct report has the direction and resources to move forward.”

One caveat to leaders—be on guard. Phillips says direct reports tend to overcommit or overestimate their ability to get things done.

“People want to project that they are confident and competent and can get things done. They sometimes don’t think things through in a logical way, which can lead to them agreeing to do something when, in fact, they have no experience.

“People also want to be perceived as highly skilled. It’s rare that someone will say, ‘I don’t know how to do that,’ or ‘I’m going to need extra time to learn how to do that.’ As leaders, we need to make it safe for our direct reports to tell us when they don’t know how to do something.”

Phillips reminds us that surfacing concerns and determining skill levels ahead of time can save a lot of trouble and heartache down the road. “If you don’t take the time now, you’ll be taking the time later, and under more difficult emotional circumstances.”

Make the best use of that time. It may take some effort, but in the long run time saved is something we could all use.

Interested in learning more? Join Phillips for a complimentary webinar, Finding the Time to Manage: 3 Key Skills, on July 27. The event is free, courtesy of Cisco WebEx and The Ken Blanchard Companies.

Dear Madeleine,

I am a newly promoted senior VP of sales for the North American division of a medical devices manufacturer. My boss is a new COO brought in from the outside. He lives in Germany and I live in Colorado, although I am on the road constantly.

I’ve met this guy only once and he shared almost zero information about himself. I went to LinkedIn to find out more, but there’s not much information there, either.

I have no idea what his plans are for sales—all he told me is to keep the numbers up and it’s all good. I don’t have a clue how I am doing in his eyes. I’ve asked for feedback but his response on the last monthly report I sent him was—I am not kidding—one word: “Good.” What should I do? The silence is killing me.

Need Feedback

Dear Need Feedback,

Welcome to senior leadership—the land of no feedback. You’ve heard it’s lonely at the top? This is why. The only feedback you may get is how your people are doing vis-a-vis goals. Everything else you’ll have to provide for yourself.

Just like you, your new boss has a big new job and he’s trying to figure out how to win. You’re keeping your numbers where they need to be, so right now you’re the least of his worries. I would say the fact that you got a response at all is positive—and the response itself is probably high praise coming from someone who plays his cards that close to the vest. You are a warm, extroverted communicator; he is a private, introverted, analytical type. Don’t take his style personally.

What exactly are you worried about? Did your old boss give you a lot of feedback? If you need to know how well you are doing, check in with your people. Ask them what you could do more of or less of. Ask them what they think you should start doing or stop doing. Ask them if there is anything they think you should know. Ask them what you could do to help them be more successful.

If you need more affirmation, develop a relationship with your counterparts in other regions. Build your network of peers so that you have a sense of how you are doing in relation to them. It’s not that I am big fan of comparison per se, but this will give you at least a bit of a reality check.

Finally, do anything you can to spend more time with your new boss. Include him in your travels. Show up at any and all leadership team meetings. Keep communicating with him, and keep up the good work. And relax. When he has feedback for you, you’ll hear it.

Love Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

A survey of 450 human resource and talent management professionals by Training magazine and The Ken Blanchard Companies found gaps of 24–39 percent between what employees wanted from their leaders and what they were experiencing in 10 key areas.

Performance management is a key leadership responsibility. This survey suggests that significant gaps exist between employee expectations and what they are experiencing at work. And research shows that left unaddressed, these gaps represent a drain on overall organizational vitality through lowered employee intentions to stay, endorse, and apply discretionary effort as needed.

Better Communication Is the Key

For leadership development professionals, these survey results point to the need for including workplace communication skills as a key part of any leadership curriculum. For example, in Blanchard’s First-time Manager program new leaders are taught four key conversations:

Goal Setting: All good performance begins with clear goals. New managers usually prefer to be seen as supportive and try to avoid appearing overly directive—but that approach can backfire as soon as the first project deadlines are in jeopardy or performance standards aren’t being met. Being skilled at goal setting helps people start off on the right foot.

Praising: Ask some people how they know they are doing a good job and they will say, “No one yelled at me today.” Don’t make the mistake of not noticing. Are managers taking the time to catch people doing things right by calling out a team member’s specific behavior and the positive impact it had when they do things right?

Redirecting: When managers are not skilled at redirecting, they tend to be either unduly critical or so vague that the direct report walks away not sure what to do next. Do managers know how to use open ended inquiry questions to get the other person to talk about what is happening and ways to get back on track? Redirecting conversations are best when the direct report is doing most of the talking.

Wrapping Up: Are managers providing feedback on a frequent and consistent basis? A wrapping up conversation allows managers to measure success, review performance, and keep things moving forward. This is not a once-a-year conversation—it has to happen after the completion of each task or project if you want good results.

A renewed focus on improving workplace communication can have significant results on the performance of an organization. How’s the everyday leadership in your organization? Strong operational leadership with a focus on better communication is the key.

It’s a phenomenon that is quite common in many organizations—one that business author Barry Oshry describes as the “Dance of the Blind Reflex” in his book Seeing Systems: Unlocking the Mysteries of Organizational Life.

Oshry’s contention is that leaders and direct reports can become locked into a dysfunctional, self-sustaining cycle when each group has behavior patterns that are the result of unconscious behaviors in the other group. For example, leaders complain about the burdens of extensive responsibility but cling to that power for fear that a planned system or change initiative will fail. And frontline workers complain about non-involvement, oppression, and lack of responsibility while they cling to the same things.

Might this dysfunctional dance be occurring in your organization? Here are some of the telltale signs.

At the senior leader level:

Leaders worry about losing control during change—that their team won’t feel as responsible, skilled, or passionate as the leader does. As the leader’s fears and responsibilities increase, they worry about letting their people down and compensate by taking even more responsibility away from direct reports. Signs leaders must watch for in themselves include:

• Checking up, not checking in, on team members
• Frustration in thinking that the team doesn’t care

As a result, these leaders lie awake at night thinking about what they still have to accomplish on a never ending to-do list.

At the frontline level:

The perceived lack of trust, respect, sensitivity, and insight from their leader frustrates team members and they yield responsibility quickly. They feel they have no role in the change and have lost their autonomy and their value. When this occurs, they begin to withdraw, self-preservation kicks in, and they simply keep their heads down and do what leaders say. Typical behaviors include:

• Increased scrutiny on what leaders are doing and not doing
• Anger and resentment at having things done to them—instead of with them

If these underlying beliefs are not surfaced and acknowledged, organizational culture can remain stuck in this cycle. But it doesn’t have to go that way. Here are some strategies to help interrupt this dance.

1. When a one-on-one relationship feels inequitable, each person needs to notice their language and thoughts as they converse and ask themselves: What is my intent and how might my words be misinterpreted?
2. Leaders need to think about how they are dragging the responsibility upward rather than across their team.
3. Direct reports need to think about how to repackage their message so that the leader recognizes their honorable intentions and willingness to accept responsibility.
4. Finally, both sides need to understand that these behaviors are often subtle and hard to self-diagnose and consider enlisting a qualified coach to help identify patterns and develop an action plan.

Note to coaches: Remember—you are not immune to the Dance of the Blind Reflex and can actually become an unwitting dance partner. Are you working harder in your sessions than your client is? Are you taking on their burdens? If so, you may want to consider changing the record and dancing to a different tune.

About the Author

Judith Donin is a Senior Consulting Partner and Professional Services Mentor for North America with The Ken Blanchard Companies. You can read Judith’s posts as a part of Coaching Tuesday here at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

Dear Madeleine,

I am a senior director at a big pharma company. Our company has grown quickly through mergers and acquisitions—four in the last four years, in fact. I’ve noticed a big problem with what seems to be an “us and them” culture. Even some of my peers forget that we are all one company now. We’ve spent a lot of time talking about values and strategy, and people seem to be on board with it. It’s the little stuff that concerns me. 

For example, some of my colleagues still come to work wearing shirts that have their old company logo on them. They’ve been given new gear, but still think it’s okay to wear the old stuff. I’ve also noticed that there is a lot of “we/you” language: “We’ve always done it this way.” “We’ve been successful, and you need to think about…” It’s very frustrating. What can I do to convince my peers that these small, subtle things actually have a big impact? 

—Trying to Shift Things

Dear Trying to Shift Things,

You are frustrated by something that is nothing more or less than fundamental human nature. We are essentially tribal. We automatically create “in-groups” made up of the people we see as most like us—and we prefer them to anyone else. This is a well known phenomenon; there are reams of research proving it. The minute you have teams made up of the shirts vs. skins, team members will fight on behalf of their own. It made me laugh that in your situation you are literally dealing with shirts! So classic.

You are clearly a senior person on the acquiring side, so you have an expectation that the conquered nations will bow to the triumphant one. But it doesn’t work that way. Essentially, you are asking people to shift loyalties, which can certainly happen—but it does take time.

What you are dealing with here is affecting culture change. There about a million books and blogs available to you on this topic, so I am not going to try to be an expert on it here. But I do have one approach that can get things moving in the right direction.

Put the problem, as you see it, to your group. Ask for their perspective on it. As a group, agree on one or two behavioral changes that support a feeling that you all are pulling for the same team. Get the conversation going and have them talk to their own people about the impact of the subtle things. You cannot convince anyone, but you can arrange for dialogue with your peers.

And get help! Since you are big pharma, I am almost certain that you have at your disposal an HR partner who lives and breathes this kind of problem and would be delighted to work with you to solve it. This is so much bigger than something you can accomplish by yourself—but you certainly can be a champion for change.

Good luck,

Love Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Is your organization experiencing heart trouble?  This can be not only frustrating, but also damaging to performance in today’s fast paced business environment that requires a lean and agile approach.

Blanchard explains, “Managers working in the heart of the house play a couple of different roles. First, senior leaders look to middle managers to put goals and action plans in place to achieve strategic results.  But that is just one side of the coin.  Middle managers are also responsible for the environment in which the work is accomplished. So the middle manager’s job is twofold: to get things done and also to manage people’s emotional relationships to their work, their company, and their coworkers. Middle managers set the tone for the workplace.”

Blanchard says that to be successful, middle managers must be skilled in communicating what is expected and how it is to be achieved.  That means connecting the dots from the boardroom to the frontlines. If middle management is ineffective, the staff both above and below this level suffers.

This can be a challenge if managers don’t get the training and support they need.

“If managers are not getting the support they need from the organization to grow and to meet challenges, they can feel stuck in the middle. When this happens, mid-level managers can become disengaged and fall back into transacting business with their people in a way that causes the people to not care as much, to not understand as much about the importance of their work, and to not be as connected to the mission and vision of the company as they could be.”

The good news, according to Blanchard, is that there are approaches organizations can use to help mid-level managers get things done and build commitment in a way that creates positive regard and advocacy from employees.

Blanchard points to a couple of programs in The Ken Blanchard Companies portfolio as examples.

“It’s important to take a foundational approach when helping managers develop skills. The goal is to provide a framework managers can use to guide performance. Two of our training programs can help: Situational Leadership® II, which is our flagship product and the most widely taught leadership framework in the world; and our new First-time Manager program, which is designed specifically for people stepping into leadership for the first time. Both programs teach managers important skills including how to effectively set goals, how to provide day-to-day coaching and support, how to engage in a partnership with direct reports, and how to have effective discussions around performance.”

On the emotional side of the equation, Blanchard refers to the Building Trust and Optimal Motivation programs as examples of content designed to help managers create a safe and engaged environment where people thrive.

“It’s about having useful conversations.  Leadership is about getting things done with and through people. Performance and results are one side of the coin and environment and commitment are the other side. You can’t do one without the other.”

You can read more of Blanchard’s thinking on taking care of your middle managers in the May issue of Ignite.  Also, check out a complimentary webinar he is conducting on June 1, Designing a Leadership Curriculum for the Heart of Your Organization.  It’s free—courtesy of Cisco WebEx and The Ken Blanchard Companies.

Dear Madeleine,

I am afraid I am a jerk.

I currently have twelve direct reports and I swear, every single one of them is deficient. My wife is so sick of my complaining about what numbskulls they all are, she actually said “Have you ever considered that the problem might be you?”

And honestly, I never have, until now.

I am constantly disappointed in my people’s work. Some of them have worked for me a long time—I don’t know what their excuse is. Five of them are newbies who are flailing around, turning work in with spelling errors, failing to go the extra mile. I am wondering if these people even went to college. I am ready to scrap the whole team and start over, which of course is wildly unrealistic. But I have to do something because this group is out of control. Is it me? How can I fix this?

Afraid of Being a Jerk

Dear Afraid,

Well, you may be a jerk. I would need more detail to know for sure, because I don’t know what you actually say to your people or how you set them up for their projects. But let’s look at what you might do to turn the tide and increase the standards for your work team, and we’ll see if it makes a difference.

I think your team might be suffering from a lack of clarity around your expectations. Perhaps you have been doing your job for so long that you forget there was a time when you didn’t know what you know.

At Blanchard, we have a story we tell around setting goals. The boss asks the employee to bring him a rock. Back comes the worker with a nice big rock, the size of grapefruit, kind of rough on the outside. “No,” says the boss, “I want a smaller, smoother rock.” And now here comes our worker with a smaller, smoother rock. The boss throws up his hands and says, “No, no, no, it needs to be black! And smoother than this.” The frustrated employee goes looking for something that fits the bill and comes back with a lovely, smooth, black, small rock. The boss loses his temper and raises his voice, saying, “Well, now that’s too small!”

The question is, how clear are you when you set expectations, especially with the newbies? They really may have no idea what you want, even if you think it is obvious. You need to paint a detailed picture of what a good job looks like, and maybe even provide an example. Then—and this is the step most people skip—you need to ask them to repeat the instructions back to you, to make sure you expressed what you wanted in a way they understood. It can be surprising to compare what you think you said with what someone actually heard. If the instructions are complex, write them down—or even better, ask the employee to do it and then review the written instructions together. This is one way to avoid confusion from the beginning. You’ll want to ask to review drafts of work along the way before the deadline so you can provide course correction. If you want them to go the extra mile, explain in no uncertain terms what an example of that might be.

You can also be super clear from the start that you expect everyone to review their work and correct typos before putting anything in front of you. A lot of people don’t know the technique of reading through work out loud to catch errors that spell check doesn’t always catch. Or putting a slideshow presentation into Presentation mode for review—it’s somehow easier to catch mistakes in Presentation mode. Teach these techniques to your people and impress upon them how important it is to you.

What other expectations do you have? Think them through carefully, articulate them accurately, put them in writing, and share them with your people. They really won’t know unless you tell them. You have to accept that just because you think people should know about something before they get to you, they may not. So teach them. And make it crystal clear.

With your longtime employees, I think the only way you can find out what is going on is to sit down with each one of them in private and ask. You can tell them you are confused by the drop in performance and express concern. Ask them what you might do differently to support them in getting their standards back up to par. Be prepared to hear some feedback about yourself as a boss, and also some things that might surprise you. For the longer term folks who have been great performers in the past, you owe them that.

The longer you manage people, the easier it is to forget that people can’t read your mind. Make the implicit explicit. Be clear, consistent, and generous with feedback. And if you do it all kindly, you won’t be a jerk.

Love Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Dear Madeleine,

I am a new manager in a fairly small startup who is just now getting my feet under me. I fought hard to get a new employee—I had to show exactly what he would do and make a business case for him. My new hire, Bill, is great—smart, hard working, and easy going. I’m working hard, too. We’ve set clear goals with weekly to-dos and we have weekly one-on-one meetings where we talk about each goal, how things are going, and what he needs from me to succeed.

Things were just fine until a new person joined the company. I’ll call her Linda. She is senior to me and needed someone to help her so it was decided that 30 percent of Bill’s time could go to Linda’s projects.

What a disaster. Linda has still not given Bill any clear goals; she kind of throws stuff at him and is constantly interrupting him for help with little things like technology stuff for social media. Bill can’t plan out his work and is no longer getting anything done on my projects! He is making mistakes and is clearly stressed out. He says some personal issues are throwing him off, but I’m pretty sure Linda is just driving him crazy.

I have tried talking to Linda on a couple of occasions and she keeps promising to set goals and get more organized in her directions for Bill. Months have passed and Bill is running out of steam. I am his official manager but I have no control here because Linda is above me and has the ear of the founder and president. I feel so angry that our excellent setup has been ruined and I feel powerless to fix it.

Powerless

Dear Powerless,

Wow. You are certainly getting an education in management right out of the gate! No honeymoon period for you. Sharing a direct report is tricky at best and a total curve ball in this instance.

It sounds like your basic managing got off on the right foot, but now you are struggling with a situation that is outside of your control. Of course I wonder whether you have thought of enlisting your boss’s help with this situation—presumably they would have the seniority to confront Linda on her slipshod management methods. But it sounds as if your boss might not be textbook management material either.

So let’s talk a little about power, and allow me to challenge you a bit.  Many people—more often women, but not always—think power is bestowed by someone else, someone more senior. It is not. The dirty little secret about power is that it belongs to those who take it. And even though the rest of us wonder “who the heck does she think she is?” seized power is rarely challenged. And it is certainly not challenged if the person who seizes it is trustworthy and an all-around decent person.

You are thinking of power as position power. A lot of power in organizations, especially these days with matrixes and herds of very young leaders, is actually personal power. Personal power is built on strong convictions with well thought out rational arguments to support them. Those with personal power are able to ask for what they need, draw clear boundaries, and make specific requests. They are trustworthy because they are competent, relate well to others, pay attention and keep their promises.

You may have more power than you think—after all, you did fight for your employee and you are his official manager. You had the wherewithal to get yourself a new hire, and now your job is to fight for your person and your own sanity.  Plan to articulate what you need to say, in clear language and a neutral tone. Practice with a friend. Think through all arguments and be ready to negotiate.

Brook no opposition—mark your territory and be ready to hold it. Step up. Stand up for yourself and your employee!

Love Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

I’ll take that last part first. For the record, I prefer to pretend that the concept of luck doesn’t really exist—because if it didn’t, any magical thing that happened to help us along the way would just be a bonus.

Now for the main question. In my experience, there is no one thing that makes someone successful. I believe real success involves a combination of eight critical components—and that a person needs all eight of these qualities to truly succeed. I’ve found that someone who has most but not all of them will almost always fall short of achieving what they think they are truly capable of. The good news is the majority of these things can be acquired or learned—and a coach can help a client uncover which elements are missing and which to focus on first.

To start, a client must have three prerequisite qualities:

1. Reasonable Intelligence. You don’t have to be that smart, just smart enough.
2. Talent. No matter your desired area for success, you do need to have some natural ability in that area.
3. Passion. You really have to want it.

Then here are the five elements where a coach can step in and help:

4. Goal Orientation. “If you don’t know where you are going, any road will get you there.” This quote is attributed to both George Harrison and Mark Twain, but it is essentially a paraphrase of what Cheshire Cat said to Alice in Wonderland, who did not know where to go. To be goal oriented, you need to have a sense of where you want to go. A coach can help with designing and articulating the vision and can teach fundamental goal setting skills. Excellent models are out there, and a little practice and attention go a long way.
5. Discipline. An unwavering work ethic may come naturally or it may be achieved with a great deal of accountability. Either way, it is non-negotiable.
6. Patience. Nothing moves as quickly as we want it to. Staying the course through elongated timelines can be easier with support.
7. Persistence. Disappointment is extraordinarily difficult and requires resilience. A coach can offer a variety of mental tools to help get you back on your feet after you fall down.
8. The ability to build and nurture a network of relationships. This is natural for some, but can be slap dash and a learned behavior for others. A little analysis, focus, and planning can really make the difference.

How are you doing in each of these areas? Which are your strengths? Which are your personal weak spots? With focus, assistance from others, and a disciplined, patient, persistent approach, a coach can help a client attack each component and stay with the job as long as it takes.

And a little pinch of luck never hurts!

About the Author

Madeleine Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

“I’ve always talked about helping people get As. Early in my career as a university professor, I was often in trouble because I would give my students the final exam on the first day of class. Then I would spend the semester teaching them the answers so that they could pass the exam. I didn’t see why I should spend time trying to sort people out. It makes even less sense in a business organization where leaders should want everyone to succeed.

“For example, a manager who wants a direct report to get an A wouldn’t say to the person, ‘One of your goals is to set up a major client conference by the end of the year’ and then just wait around to see if it happens. Instead, the manager would say, ‘This is January and the client conference needs to occur in October. So within the next month, I’d like you to identify clients we should invite and maybe get a start on organizing the publicity.’ The manager would work with the direct report to identify all the different pieces that need to come together for a successful conference.

“There’s no value in seeing where everybody falls on a standard distribution curve. Organizations focused on that usually don’t have their eyes on the goals they are trying to achieve. Why would you want a certain percentage of your people to accomplish their goals and not the rest? Why wouldn’t you want everybody to get an A?”

Helping people get an A begins by setting clear goals for them at the beginning.  In the latest issue of The Ken Blanchard Companies’ Ignite newsletter, Blanchard explains that, “The best organizations hire high potential people, set clear goals with them, and help them achieve success. All good performance starts with clear goals. If people don’t know what you want them to accomplish, what are the chances they will be successful? Not very good.

“It’s very important to have work goals that are observable and measurable,” explains Blanchard. “Peter Drucker used to say, ‘If you can’t measure something, you can’t manage it.’ Measurements are important to give both managers and direct reports more clarity when assessing performance.”

The difficult part of goal setting is that it takes real focus and time, says Blanchard. “You have to think it through. You can’t do it by yourself.  It works best when it is a continuing dialogue with your boss and coworkers.”

Blanchard points to leaders like Garry Ridge, CEO of WD-40 Company, who coauthored the book Helping People Win at Work. “At WD-40, everyone sees the organizational goals, which are observable and measurable. Then the managers and direct reports work together to examine the individual’s job responsibilities and identify three to five observable and measurable individual goals that will contribute to the organizational goals.

“We want individuals to focus on the 20 percent that will give them the 80 percent. That doesn’t mean they don’t do some activities that aren’t on the goals, but you want to make sure goals are set on the key activities that will help the person become a high performer.”

Blanchard encourages all organizations to take the time to make goal setting a priority.

“Whatever you do with people, it has to start with clear goals. Identify what are you working on and what good behavior looks like. If you take the time up front to do it right, it really makes all the difference down the road.”

You can read the complete article with Ken Blanchard in the January issue of Ignite.  Also, be sure to check out the free goal-setting webinar Ken Blanchard is conducting on January 27.  Blanchard will be personally helping over 500 individuals and teams from around the world complete their 2016 goal setting during the online session.  The event is free courtesy of Cisco WebEx and The Ken Blanchard Companies.

“Leadership is about going somewhere. Being successful at that requires a combination of clear goal setting, providing positive reinforcement or redirection as needed, and finally closure at the end of a project or assignment. While leaders in the past may have been accustomed to telling others what to do, we are finding that today’s managers are not as comfortable with an authoritative, directing style of leadership.”

Blanchard explains that although a supporting leadership style is suitable when working with direct reports who are skilled and confident in their ability to accomplish a task, it is not appropriate when managing someone who is new to a task and has little experience to draw from. In this case, even if it is out of the manager’s comfort zone, they need to be very directive—setting milestones and timelines for the direct report.

In co-developing the curriculum for the First-Time Manager program, Blanchard looked at four key conversations every new manager needs to master—Goal Setting, Praising, Redirecting, and Wrapping Up.

“We help new leaders examine and remove their assumed constraints about stepping into a position of leadership and directing others at work,” says Blanchard. “By default, when you make the shift from individual contributor to leader you are now responsible for everyone’s performance, not just your own. This means dealing with an entire bell curve of performance—the people who are doing really well, the ones who are struggling, and the ones whose performance is somewhere in the middle.

“In designing the four key conversations for the First-Time Manager training program, we were inspired by the concepts of One Minute Management. We started with the Three Secrets: setting clear goals, praising when things go well, and redirecting when things don’t go well. We added the necessary component of an honorable closure when a goal is accomplished. And we combined these elements into a valuable communication competency every leader must have: well developed conversational skills.”

Being a manager is about empowering and encouraging others. Conversation is the lifeblood of that process. Blanchard encourages HR and OD professionals to help new managers begin learning the skills necessary to have effective conversations with their people today.

You can read more of Blanchard’s thinking in the December issue of Ignite. You can also view an on-demand recording of Blanchard’s recent webinar on Four Conversations All New Managers Need to Master. It’s free, courtesy of The Ken Blanchard Companies monthly webinar series with Cisco WebEx.

We spent several days, each taking turns on the hot seat to examine a big goal and troubleshoot the obstacles keeping us from achieving it. The group offered ideas, perspective, and loving support—and, to a person, we all had amazing breakthroughs.

At one of our meals as a fun way to engage all of us in conversation together, I asked a question (a Blanchard tradition, as anyone who has ever shared a meal with a Blanchard will attest). The question was: What is one of your biggest regrets?

We went around the table, each woman answering the question in turn. I was astonished when I realized that every single person had the same essential regret. Each story was different in terms of the details so it took me awhile to grasp that all of the stories were alike in one fundamental way. One woman regretted that she had let a toxic relationship go on too long. For someone else, it was a business venture she had known from the outset was doomed to fail. One person lost a business; another, a staggering amount of money. For me, it was both.

It wasn’t until my turn came that I recognized the common theme. At the root of each regret was that, at the outset, we hadn’t listened to the small voice that piped up in the quiet moments. The voice that said, “Don’t do it—this person does not have your back.” The voice that said, “If it sounds too good to be true, it probably is.” The voice that said, “Stop. Look again. Slow down.” The voice that got buried under the excitement of the moment, the time constraints, the unbridled passion and enthusiasm for an idea, and the clutter of countless daily tasks. The voice of intuition that registered the tiny red flags in an otherwise perfect scenario. The voice of the “gut” that detected a pattern it had experienced before, even if the brilliant brain in our head didn’t. In every single case, stopping the action to avoid what would ultimately be a major life regret would have involved disappointing others, disturbing a well-laid plan—generally upsetting the apple cart.

I would submit that if any of us had been working with a coach at the moment of impact, we might have avoided the heartaches, the headaches, and the losses. A coach would have encouraged us to think through to that extra deep layer. A coach would have heard the uncertainty in our voice and asked what was beneath it. A coach might have noticed the red flags we were unable or unwilling to see ourselves. Where was my amazing coach, who once yelled into the phone “Mad, I am standing up now, that is how strongly I feel that you are making a mistake. I don’t stand up very often, Mad. Mad, are you listening to yourself? Explain to me how this is going to work out well for you!”

Of course, the operative phrase there was: Are you listening to yourself?  This story makes me laugh today. I don’t even remember what I was thinking of doing, but I can guarantee I didn’t do it—and today it’s one regret I don’t have.

Many misconceptions still exist about what a coach really does. I would say one of the most important things they do is help us listen to that small voice we often ignore—the one that keeps us from making terrible mistakes. For those who are moving at lightning speed and juggling responsibilities and opportunities, I really can’t think of a more valuable service.

About the Author

Madeleine Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

During our coaching, my client and I spent much of our time uncovering what was going on and what he might be able to do differently. He narrowed in on some actions he could take and he set to work. Here’s what he did:

• Identified top priorities. My client made a commitment to himself that every morning he would schedule an hour alone to identify his top five priorities. He thought clarifying his priorities each day might stop the constant feeling of being pushed and pulled by whatever was shouting the loudest.

• Stopped saying yes to everything. As a smart, hardworking, and knowledgeable manager, he often was the person others came to when they needed something done. He initially appreciated being the go-to guy, but eventually realized he always had more work than time to do it. Through our coaching, he acknowledged to himself that he was a very hardworking and capable person. This helped him see that the reason he couldn’t get all his work done was because he was taking on too much. He realized he didn’t have to try to be all things to all people. Using his newly established priority list helped him determine when to say yes and when to say no.

• Guarded his calendar. Setting priorities and being willing to say no created another new awareness for my client—that he was getting sucked into multiple meetings every day. No wonder he was always on the run! He determined that he didn’t have an active role in many of those meetings, nor was he gaining mission critical information. So he slowed down and considered what meetings he could drop off his calendar. In their place, he worked on his priorities.

I want to point out that these action steps were not easy for my client—because he wanted to be known by his colleagues as a team player. He wanted to be readily available to his direct reports. He wanted others to recognize his can-do attitude. But, more than all of these things, he wanted to stop working twelve-hour days.

I spoke to my client a few months after he began implementing this action plan. There was a lightness in his voice. He told me he felt his efforts were truly paying off. He was finding himself working more on tasks that were really important, which was resulting in better quality work. He was now able to give higher quality attention to his staff and co-workers. All of this had produced a greater sense of accomplishment—and, most days, he was able to leave the office on time.

If you can relate to the feeling of not enough hours in the day, maybe you’d benefit from affirming your priorities, learning to say no, and controlling your calendar. Implement these three changes and let me know how it goes!

About the Author

Joanne Maynard is a senior coach with The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

Dear Madeleine,

I am a relatively new manager at a not-for-profit organization. During my first two years working here, my boss told me exactly what to do all the time. A classic micromanager, he constantly breathed down my neck.

He left the organization and I now I report to the woman who was his boss. She is the polar opposite of my old boss and gives me zero direction.

This, it turns out, is even worse.

All she does is pile on more work, saying things like, “Oh, could you just take care of this? You are so smart and you always get things done.” Nice to hear, but how can I do it all?

To make matters worse, because of her constant piling on of work, I have no real idea what I am supposed to be focused on at any given time. She keeps claiming an open door policy, but in real life her door is never open—and I can’t get on her calendar to get the clarification I need. I feel lost. This situation is affecting both my own work and my ability to set goals for my new hire. Help! —Overburdened and Feeling Lost

Dear Lost,

Don’t you just hate that—one manager drives you crazy breathing down your neck and the next one drives you crazier by paying no attention to you at all. If nothing else, you have two excellent models for how not to manage your own direct report.

I am thrilled to hear that you are working on goals with your new hire—this is an excellent first step. Ken Blanchard, in his book The New One Minute Manager, says the first step to success is to write down crystal clear goals and post them someplace extremely visible. Ask your new person to double check all of their activities against those goals on a regular basis to make sure everything they are doing is moving them toward accomplishing the right things. If you are familiar with Situational Leadership® II, be very clear about what leadership style your employee needs for each task and goal. This is so that you can provide extra direction when needed, but you also can leave them alone when appropriate. When used correctly, extra direction when your employee is new to a task won’t be perceived as micromanagement—and extra autonomy when they are competent at a task won’t be perceived as abandonment, which is how it probably felt when each of your bosses used only one style with you in all instances.

Now this is specifically for you: Anyone who has a clueless boss must take the reins and bring the boss up to speed by any means possible. This will mean you, alone, need to clarify the goals and tasks you are currently working on. Take your best guess to start. Write them in the briefest, simplest way possible and put them in front of your boss. Get creative and use several types of communication to find one that gets her attention—a hard copy left on her desk, an email, or even a text if that makes sense. If she listens to voice mail, leave your goals and tasks in a message. Then write them big and bold and put them over your desk so your boss sees them when she passes by. If you are on the wrong track, she will notice and tell you.

Once you’ve clarified your goals, communicate with your boss often and without fail. I recommend weekly, but bi-weekly will do—or, worst case, monthly. This communication should list your goals and all actions taken in relation to those goals. As a side note, list in a Miscellaneous bucket any tasks you are working on at your boss’s request that aren’t connected to your goals. That should be instructive.

If your boss won’t provide clear goals, direction, and support in the proper amounts, you’ll have to take the bull by the horns and provide them for yourself. Hopefully, your boss will get the message—and in the meantime, this exercise will remind you of how important it is to provide the same for your direct report. Let me know how it goes.

Love, Madeleine

About the author

Madeleine Homan-Blanchard is a master certified coach, author, speaker, and cofounder of Blanchard Coaching Services. Madeleine’s Advice for the Well Intentioned Manager is a regular Saturday feature for a very select group: well intentioned managers. Leadership is hard—and the more you care, the harder it gets. Join us here each week for insight, resources, and conversation.

Got a question for Madeleine? Email Madeleine and look for your response here next week!

Can’t we just get to work? Why do we have to spend time getting all touchy-feely about how we will work together?

The most effective virtual teams have a clear agreement—often called a charter—that spells out how they will work together on a project. Will Felps, senior lecturer and associate head of the school of management at University of New South Wales Business School, along with recent postgraduate Virginia Kane, have clarified in new research that a team without a charter wastes time and energy and produces lower quality results. Depending on the work of the team, a charter can be brief or extensive—but all good charters address a team’s purpose, goals, team norms, roles, and decision making.

Despite what we know about the value of chartering, taking time at the beginning of a project to talk about how the team will work together often meets with tremendous resistance. So how do you get experts to charter? The secret to effective chartering is to take advantage of what scientists, engineers, programmers, and technical experts all have in common—the love of problem solving.

Consider positioning the chartering process as a series of problems to solve. Here are some examples:

Problem: On my last team we had a problem with team members duplicating each other’s work. Solution: Let’s make some agreements about roles and responsibilities.

Problem: I had an experience where team members were not sharing all their information, so we made a bad decision. Solution: Let’s create some practices to ensure everyone gets the information they need before we make a decision.

Problem: Our team wasted a lot of time because people had different ideas about the goal and deliverables. Solution: Let’s talk freely and decide goals and preferred outcomes together.

Problem: A previous team I was on spent way too much time on conference calls that were disorganized and boring. Solution: Let’s decide together via email about creating an efficient standardized agenda for our calls.

Problem: I was on a team once where we couldn’t find the most up-to-date documents because there were no naming conventions—and no one ever deleted old versions from the shared drive. Solution: Let’s agree on a document sharing system at our first meeting.

At the beginning of a new project, establish the need for a team charter by acknowledging a few of the typical problems new teams encounter. Then say, “In everyone’s experience, what problems do you think we might need to solve before they happen?”

Don’t feel you have to use the word charter. Feel free to call the team agreement anything you want—internal service level agreement, way of working, problem solving strategy, action agreement—anything that appeals to the team. The goal is to get each team member fully engaged in problem solving and norm creation.

Smart, ambitious experts are motivated by competence and accomplishment. Use this technique to leverage the team’s love of problem solving toward creating a powerful team agreement for success.

About the author

Carmela Southers is a senior consulting partner with The Ken Blanchard Companies who specializes in increasing organizational, team, and leader effectiveness in the virtual work world.

Instead, I recently have been working with clients to approach performance management as a way to leverage an employee’s contributions toward organization goals.

The subtle but important distinction between performance management and contribution management can turn a once-negative process into a positive “How can I help you succeed?” approach.

For this kind of partnering to work, managers need to have a few prerequisites in place.  Without them, you will continue to find yourself assessing and evaluating performance instead of working in tandem with direct reports to help them succeed. Think you are ready for this more positive approach?  See how you would score yourself in each of these key areas.

Well defined goals with a clear line of sight. Employees need to own their contribution. This occurs when they can clearly map their work to overall department and organization goals and are empowered to take action.

Surprisingly, though, survey results of over 500 managers in our leadership development classes show only 20 percent of managers reporting alignment between themselves and their direct reports.  Without defined goals and a clear line of sight, people are left in the dark. Work becomes a guessing game where workers are on a need-to-know basis. This creates a dependency, not a partnership.

Identification of current development level. For contribution management to truly work, a manager has to be able to accurately assess the employee’s development level on a given task, identify what the person needs to succeed, and then partner with them on the proper amounts of direction and support.

Assessing these needs accurately requires identifying an employee’s current competence at a task and commitment to achieving it. Competence is the knowledge and skills an individual brings to a goal or task and is best determined by demonstrated performance. Commitment is a combination of an individual’s motivation and confidence on a goal or task.

Ongoing coaching. Once clear performance objectives have been set, the next step is to set up recurring one-on-one meetings to regularly monitor progress against goals. This time also can be used to problem solve roadblocks, change goals as business direction changes, and re-evaluate training and resource needs.

The one-on-one conversation is critical and allows leaders to leverage the competence and commitment of their people in an efficient way. A coach-style approach allows managers to connect with each employee, focus the conversation, develop an action plan, and review next steps and resources needed to succeed. 

More Than a Name Change

It’s time to think differently about the relationship of the individual to the organization. Instead of assessment and evaluation, focus on alignment of goals, identification of development level, and providing day-to-day support.

When it is done right, contribution management is much more than a name change. It is a complete rethinking of the performance appraisal process that offers managers and direct reports the opportunity to build their relationship as they work together on objectives and create a road map for success.

About the Author

John Slater is a Senior Director, Client Solutions for The Ken Blanchard Companies working out of Blanchard’s Toronto, Ontario regional headquarters in Canada.

For example, one client I was working with wanted to say “no” to committing to weekly one-on-one meetings with a new direct report. My client did not feel she had the time to commit to another meeting due to competing priorities.  Plus, she wanted to accept a complex project that would increase her professional development.

During our coaching sessions we discussed the impact of her committing to weekly one-on-ones and how it might serve her, the direct report, and the overall department. My client soon realized it was her responsibility to provide support and direction to her direct report to help her be successful. She understood that saying “no” would negatively impact her as well as her direct report. My client also recognized that saying “yes” to meeting more often might eliminate some of the frustration she was feeling as her direct report was challenging her on requests while missing deadlines.

As a result of our discussion, my client committed to weekly one-on-ones with her new direct report to increase her competency in specific tasks. The “yes” response supported the direct report’s growth and development that led to the accomplishment of departmental goals. Over a period of time, the direct report needed less and less support and direction from her manager. This allowed my client more time to take on a complex project to increase her own growth and development.

How about you? Are you thinking through the implications before you say yes or no? Below are a few questions to ask yourself prior to making a knee-jerk decision.

• Who will benefit from this decision?
• What am I not going to be able to do if I say yes or no?
• Will this decision help me accomplish my goals or will it take time away from my efforts in reaching my goals?
• How much time will I need to invest?

What situations have you said yes or no to recently? Are the decisions you make increasing your leadership effectiveness? YOU have the power of choice to make conscious, informed decisions.

About the Author

Terry Watkins is a coaching solutions partner with The Ken Blanchard Companies Coaching Services team. Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

We have been building on the idea I have always used as a coach, which is that an interaction is either useful or it’s not.

A useful conversation leaves you clear and ready to take action. A conversation that is not useful leaves you muddled and feeling a little paralyzed. A useful dialogue results in your feeling confident and good about yourself. A dialogue that is not useful leaves you with a lingering sense of self doubt.

As a coach, I strive to engage in useful conversations where my clients can say “yes” to three questions.

1. Did I feel heard and understood—does my coach really understand who I am and what I am up to?
2. Did I learn something—either from the coach or from my own thought process?
3. Did I leave the coaching session feeling ready, willing, and able to take the action I committed to?

As a manager, you may want to use this same measure for the conversations you have with your direct reports. How can you be a better listener? How can you promote more self-discovery? How can you provide the direction and support that sets people up to take self-directed action?

Could your conversations be more useful? Challenge your people, hold them to high standards—but never in a way that makes them feel undermined. Try the coach approach.

About the Author

Madeleine Blanchard is the co-founder of The Ken Blanchard Companies’ Coaching Services team.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

I recently coached an ambitious sales person with ten direct reports after he attended a three-day Managing People workshop customized for his employer by The Ken Blanchard Companies.

This leader was very busy, working an average of twelve hours a day. Due to scheduling conflicts, we set his first coaching session three weeks after the workshop took place. Research indicates that you lose 70 percent of what you learn within one week if you don’t use it, so we started the session by clarifying his top two challenges.

The first challenge was that he wanted to contribute more to his company and achieve a higher leadership position. The second was his desire to have his direct reports take over more of the routine problem solving so he could better balance both his managing up and managing down duties.

I asked him, “From what you learned in the workshop, what do you think would help you with your priorities?”

After a little time with him not really answering the question, I gently asked again, “So in your opinion, which of the workshop concepts would help most with your priorities?”

It took a few more seconds of thought, but then the answer came to him: “I feel that I need to strengthen my relationships with both my boss and my direct reports.”

“How do you see this happening?” I asked.

“I think I can achieve it through the one-on-one meetings they talked about in the workshop,” he replied.

From there, he swiftly identified how implementing one-on-one meetings could help him both upstream and downstream:

1. Strengthening relationships through more communication: One-on-ones would allow him to spend more time with his boss learning about corporate projects and identifying opportunities where he could contribute more to the organization. The one-on-ones with his direct reports would help strengthen relationships by allowing a time to discuss their needs in a more scheduled way than through quick hallway consultations.

2. Improving competence all around: He could learn from his boss how to manage big picture items and projects, and his direct reports could gain competence through his increased direction, coaching and support to help them solve problems that arise from day-to-day operations.

3. Increasing delegation: As his direct reports’ competence improved, he could delegate more to them—and thereby open up time for him to be involved in big picture projects. Also, with the one-on-one meetings’ recommended best practice of the manager setting the time and the direct report setting the agenda, direct reports would become more empowered and would take more charge of the items under their responsibility.

4. Clarifying expectations: One-on-one meetings would also provide the occasion for him to clarify his direct reports’ goals as well as to provide feedback on desirable behaviors within the organization. Additionally, these meetings would present a great opportunity for him to catch his people doing things right!

One-on-meetings become time savers with the mentioned relevant benefits for all parties involved when used on a recurring basis. Follow these five tips for getting started:

1. Make one-on-one meetings short: 15 to 30 minutes in length.
2. The leader sets the meeting date and time and the direct report provides the agenda.
3. Meet at least once every two weeks.
4. Focus on what the direct report wants to talk about; i.e., progress reports, obstacles, concerns.
5. Show direct reports that meetings are valued and important by treating them as a priority. If a meeting has to be postponed, reschedule promptly.

It was fascinating how this leader—by identifying the need for one-on-one meetings with his supervisor—also recognized how this could help his direct reports. Need more time in your work life? Make sure one-on-one meetings are a managerial resource in your toolkit.

About the Author

Antonio Estrada, MBA, Certified Professional Coach is a member of Blanchard Coaching Services network of executive and leadership coaches.  Since 2000, Blanchard’s 130 coaches have worked with over 14,500 individuals in more than 250 companies throughout the world. Learn more at Blanchard Coaching Services. And check out Coaching Tuesday every week at Blanchard LeaderChat for ideas, research, and inspirations from the world of executive coaching.

“Think of Yelp or TripAdvisor,” says Kathy Cuff, coauthor of Legendary Service: The Key Is to Care. “You can go online and read hundreds of experiences other people have had with individual employees at thousands of restaurants, resorts, and other companies. What does this mean to you? It means that one customer’s good or bad experience with one of your employees can become front page news for other prospective customers at precisely the time they are considering buying a product or service from your company.

In an interview for this month’s issue of Blanchard Ignite! Cuff explains that, “Today’s customer has a big megaphone in that small mobile device and isn’t afraid to use it. Here’s an example: I was on a flight recently that was delayed because of weather. Finally, at midnight, the flight was canceled. As the airline was trying to rebook all of us, a young man behind me logged into Twitter and started tweeting about how frustrated he was with the airline and how horrible they were.

“I got on standby for the first flight out in the morning because I had mileage status with that airline, but the young man was rerouted on a later flight and wouldn’t get to his destination until 24 hours later. I settled into a chair to take a nap until morning.

“When I got in line for my flight, I was surprised to see this man at the gate. I asked him what had happened and he said, ‘I’m on this flight—my tweets did it.’ So apparently as a result of the man’s incessant negative tweeting about his experience, the airline put him on the same flight I was on.”

Any experience a customer has with one employee suddenly can become accessible across the entire mobile platform, says Cuff. This means that now more than ever, every employee has to be responsible for customer service—and that can only happen if you build service into the culture of your company.

“The best companies exhibit a service mindset throughout the entire organization. It’s not just a frosting of friendly people on the front lines,” explains Cuff. It’s baked into the entire organization.

“It’s great when an organization has good people dealing with external customers on the front lines. The problem arises when those people need help and are not supported by their coworkers or managers. Colleagues don’t return phone calls or are short with each other, or managers are unresponsive.

“If you want a true customer focused organization, start internally. You can’t just have a few people out there serving the customer. Today’s customers interact with all aspects of your organization and you need to be strong at all levels. Directly or indirectly, everyone needs to be serving someone.”

In the new issue of Training Industry magazine best-selling business author Ken Blanchard outlines an effective 7-step process for redirecting behavior that is off-track.  Drawing from his just released book with Spencer Johnson, The NEW One Minute Manager, Blanchard shares a model for leaders looking to provide feedback in a way that helps people learn and see what they need to do differently.

Re-direct the person as soon as possible. Do a re-direct as soon as you become aware of the mistake. When you catch mistakes early on, you can give feedback in small doses and the person can learn from it.

Confirm, review, and be specific. Review what went wrong. Make sure the goal you originally set with the person was clear. If it wasn’t, take responsibility for that, and clarify the goal. Specify exactly how the person’s behavior didn’t support your mutual goal.

Express how you feel about the mistake and its impact on results. Don’t attack the person, but do share how you feel about it. Sharing honest emotions about what you see going wrong—as well as concern about the possible negative effects on results highlights the importance of the work and your shared responsibility for succeeding.

Be quiet for a moment.  Allow people time to feel concerned about what they’ve done. Once you’ve told the person how you feel, pause for a few seconds to let it sink in. This quiet time is surprisingly important. It gives the person a chance to feel concerned about their mistake and think about the impact it might have.

Remember to let them know you think well of them as a person. Now your focus turns from the behavior to the person. Let them know that they are not their behavior; they’re the person managing their behavior. Assure them you think well of them personally. Tell them you don’t expect a repeat of that mistake and that you look forward to continuing to work with them on the goal.

Remind them that you have confidence and trust in them, and support their success. No matter how delicately you’ve redirected someone, they may still be feeling defensive. By reaffirming that you value and appreciate them, they’ll be more apt to learn and less prone to rationalize or blame somebody else. When you walk away, you want the person to think about what they did, not talk to a coworker about how they were mistreated.

Realize that when the re-direct is over, it’s over. The re-direct only takes about a minute, and when it’s over, it’s over.

Blanchard shares that handled well, redirection can be a learning experience for both leaders and direct reports. By refocusing on the goal, together you can strategize how to align performance with the desired result. And because the situation ends positively, it can help you forge an even stronger relationship.

What’s your approach to redirecting unwanted behavior? You can read more in Ken Blanchard’s column, Leadership 2.0.  It appears quarterly in Training Industry magazine.  To learn more about Blanchard’s book with Spencer Johnson, visit The NEW One Minute Manager book page.

In The New One Minute Manager, just released this week, authors Ken Blanchard and Spencer Johnson lay out a time-tested approach to help managers deliver needed feedback. Here are some key takeaways you can use to improve your feedback skills.

Do Your Homework

Before you rush to deliver feedback, make sure clear agreements about goals, norms, roles, and expectations have been established. Often the root cause of poor performance is a lack of clarity around goals. Verify with your direct report that the two of you are operating from the same set of expectations. Many performance issues can be rectified at this stage.

Focus on Behavior

If goals were clear and there is a gap between expectations and observed performance, talk about it. Describe the behavior in specific, not general, terms. Use a neutral tone to ward off any sense of blame or judgment—remember that you are addressing the behavior, not attacking the person. The goal is not to tear people down, but to build them up. As Blanchard and Johnson explain, “When our self-concept is under attack, we feel a need to defend ourselves and our actions, even to the extent of distorting the facts. When people become defensive, they don’t learn.”

Let it Sink In

After giving feedback, pause for a moment so you both can process the situation. Let your direct report feel your concern as well as their own.

Move On

When it’s over, it’s over. Don’t dwell on the experience. Be sure to reaffirm your belief, trust, and respect for your team member so that when your meeting is over they are thinking about how they can improve their performance, not about how you mistreated them. Expect that the feedback will be received and acted upon. Be ready to endorse and praise performance when you see improvement.

Take an Extra Minute with Your People

Blanchard and Johnson like to say, “The best minute I spend is the one I invest in my people.” Feedback is an essential managerial skill. Take an extra minute to improve your skills in this important area.

To learn more about the authors’ approach to performance feedback, check out The New One Minute Manager book page. You’ll learn more about the book and see what others are saying. You can even download a free chapter!

The article summarizes some of the key takeaways from the book, and shares important concepts for individuals and leaders to consider when evaluating their own motivation—or when they are trying to help others with theirs.

1. Recognize that each of us is already motivated—it just the quality of our motivation that might be a problem. Some forms of motivation are sustainable, satisfying, and promote well-being while others don’t.  Fowler explains that leaders need to ask why people are motivated to do what’s been asked of them.  Otherwise we end up with well known examples such as the young student who hates law school because of the pressure his parents put on him to succeed.
2. Encourage autonomy. Give people options.  Even when you are discussing deadlines, frame them as useful information for achieving important goals rather than hammers for applying pressure.
3. Deepen relatedness. Appreciate the vital role emotions and feelings play in creating connection.
4. Develop people’s competence. At the end of the day, it’s not just about what a person accomplishes; it’s also about how they are growing.
5. Promote mindfulness. Prompt awareness of options a person may not have considered. Ask open ended questions to help individuals rise above old, unhelpful patterns of behavior.
6. Align with values. Help others align their work to meaningful values that generate positive energy, vitality, and sense of well-being.
7. Connect to purpose. Few things in life are more powerful than acting from a noble purpose.

You can read the entire Costco Connection article here.  For more information on Fowler’s new book—including a free chapter download—visit the Why Motivating People Doesn’t Work … And What Does book page.

But as Edmonds points out, “Culture is the engine—it drives everything that happens in an organization each day.”

In working with organizations for more than twenty-five years, Edmonds focuses on three key activities: Define, Align, and Refine. By focusing in these three areas, Edmonds has helped senior leaders clarify their organizational purpose, values, strategies, and goals, and along the way taught leaders throughout the entire organization how to build engaging, inspiring workplaces.

DEFINING YOUR PURPOSE, VALUES, STRATEGIES, AND GOALS

According to Edmonds, a strong culture begins with rules for citizenship, values, and teamwork. One tool that Edmonds recommends is the creation of an organizational constitution.

As Edmonds explains, “An organizational constitution outlines your team’s purpose, values, strategies, and goals. It paints a vivid picture of success, values, and behaviors. It maps out how to work from that picture each day. An organizational constitution gives employees’ jobs and roles meaning and clarity. Through their organizational constitution, leaders make expectations explicit and describe what a good job and a good citizen look like in specific, tangible, observable terms.” 

ALIGN LEADER BEHAVIORS FIRST

Once your organizational constitution is written and shared, leaders need to live by it, lead by it, and manage to it.

“In some ways you are formalizing rules about being nice,” says Edmonds. “And while people might laugh, this second step helps you get more intentional about the way you want people treating each other. And that is critically important when you are asking people to hold themselves to a higher standard. Anytime you change the rules, people are going to want to see if the leaders are living and embodying the values. As a leader you’re going to be put under great scrutiny. So the first thing is to take a look at yourself and what the values are that guide you. Get clear on what you are trying to do as a leader.” 

REFINE AND ADJUST AS NECESSARY

It’s also important to remember that culture is not a one-and-done type of initiative. Culture is constantly evolving based on the actions and experiences occurring throughout the organization on a daily, weekly, and yearly basis. Without constant attention and tending, it is possible for even the best companies to lose some of the magic that made them special in the first place.

Edmonds points to Starbucks and its founder Howard Schultz as a case of a good company and a good CEO stepping in and taking proactive steps when they notice things slipping.

In 2008, when Howard Schultz stepped back into an active management role with Starbucks, a lot of customers—and certainly a lot of analysts—would have told you that the company had lost its way and needed to begin an immediate cost-cutting program to get the company back on track. But that wasn’t Schultz’s plan. Instead he decided to refocus on the company’s values and culture.

As Schultz explained in a Harvard Business Review article at the time, “I shut our stores for three and a half hours of retraining. People said, “How much is that going to cost?” I had shareholders calling me and saying, “Are you out of your mind?” I said, “I’m doing the right thing. We are retraining our people because we have forgotten what we stand for, and that is the pursuit of an unequivocal, absolute commitment to quality.”

Edmonds says that Schultz “stopped the Starbucks world” and did a reset, a return to the beliefs and values that made your local Starbucks a friendly, inviting place.

DON’T LEAVE CULTURE TO CHANCE 

Edmonds always finds it interesting when people look at companies like Starbucks (or Zappos) and think they were just started that way and it was a weird kind of lucky business. In Edmonds’ experience the best companies get really clear on the performance they want. And then they get really clear on the citizenship values and behaviors that they want—and they measure and monitor both extensively.

You can learn more about Edmonds approach to improving your company’s culture in the December issue of Blanchard’s Ignite newsletter.  Also be sure to check out a free webinar Edmonds is conducting on December 18, courtesy of Cisco WebEx and The Ken Blanchard Companies.

“But I already know each person’s goals,” he said. “We all always have goals. In fact, we just did a midyear review to make sure all the goals are still on target. How on earth would people know how they are supposed to be spending their time if they didn’t have their goals?”

I had to laugh and answered, “You’d be surprised how many managers out there are not at all clear about their own goals, let alone their peoples’ goals.”

He was absolutely appalled at the idea that anyone would try to achieve anything in an organization without clear goals. Goals aren’t important only for helping people prioritize their time; having goals and becoming more successful at reaching them are key motivators for learning new skills and trying on new behaviors.

There is so much excitement about elearning—but engagement and completion are a real issue. MOOCs (massive open online courses) may have record attendance, but no one is really talking about the fact that completion rates are somewhere around 3 percent. Online learning is proving to be extremely successful in the university setting, and I would submit that’s because attendance and online module completion is mandatory for a degree. In organizations, however, learning competes for precious resources: time and bandwidth. The only way to win with learning in an organizational setting is to somehow hook into each individual learner’s inherent motivation to make the effort by making the learning experience immediately, bracingly relevant to success on the job. How to do this? We’ve had good results with Impact Mapping.

The Impact Map, widely used in Blanchard programs, is a highly useful management tool developed by Robert O. Brinkerhoff. It provides a big picture view, or “line of sight,” of what an individual’s department and company are trying to achieve and connects what a person is learning to the behaviors needed to be successful in the job role. It also allows the tracking of learning alongside the job by adding action items that are meant to put learning to use at work immediately.

It isn’t hard to create an Impact Map, but it does take some thought and a little footwork. Allow me to detail the components of an effective Impact Map.

• Organizational Goals are the most important goals everyone in the organization is working to accomplish within a certain time frame. They provide the big picture direction of where the organization is headed.
• Departmental Goals are the key goals the department is trying to achieve so that it can best contribute to the overall goals of the organization.
• Key Results are those items that are the mission critical focus for any specific job role.
• Critical Actions and Observable Behaviors are what the exemplars or most successful people in the specific responsibility area use to achieve the Key Results. They also paint a clear picture of what a good job looks like for people in that role.
• Individual Goals are generated for each learning experience. Individuals can map their learnings and new behaviors to everything else on the map, creating a compelling alignment.

You may find in your organization that organizational or departmental goals aren’t as clear as they could be. Possibly, individuals aren’t at all sure about expected outcomes. Just answering the questions that arise during the creation of an Impact Map will result in a healthier organization.

Blanchard Online Learning offers dozens of lessons and tools that are focused on development. Adding the Impact Map to the mix is a differentiator for us because it aligns the learning journey with what is relevant to everyday work. It is much more compelling for workers to spend time in the lessons, learning and practicing new skills, when they know it will make them more successful on the job.

Now if I could only find a tool like this to help my high-schooler find the motivation to learn algebra!

______________________________________________________________________________________________

Editor’s Note:  This is the third in a 3-part series by Madeleine Blanchard, co-founder of Blanchard Online Learning.  Madeleine’s first two posts looked at eLearning – 8 Ways to Set the Expectation for Involvement and eLearning: Make It Social For Best Results—5 Ways to Support Change. To learn more about the Blanchard approach to designing high impact online training, join us for a free webinar on September 10. That’s when Scott Blanchard will be presenting on Building Effective and Engaging Online Learning Solutions.

There are three phases in selling ideas or initiating a new approach. There is the pre-sell. Then there is the sell. And then there is the after-sell. The actual sell may be the least important element.

Persuading people to adopt something new is tricky. It requires them to move away from their current thinking and embrace something different. Sometimes the real challenge isn’t getting them to like the new way—it’s getting them to let go of the old one.

If you are looking to launch an initiative and are hoping to get buy-in and agreement, it’s important to take a realistic approach. None of this is apt to happen if this is an agenda item that only gets ten minutes at a one-hour meeting. It’s even less likely if the meeting is virtual—it’s hard to read people when you can’t see them. Double this if people routinely multi-task. And triple it if there are political implications to the issue.

Focus on the Pre-Sell and the After-Sell

To increase the chance of a successful sell, it’s important that there be time and opportunity for some pre-sell activity. Most success stories don’t come from magic answers and silver bullets. It’s rare that you’ll be able to merely announce “Do this and your problems will be over. This will fix everything.”

Give people significant time to get up to speed on the upcoming proposal before any meeting is held.  A useful concept to keep in mind is what the Japanese call nemoashi. It means “building consensus and respecting the individual.”  Maximizing the likelihood of success requires some pre-sell effort to let people know what the issue is. This includes advocating a solution and making your case ahead of time.

During any sell meeting, manage the agenda to avoid snap decisions with little opportunity for meaningful discussion.

Most important, leave ample time for after-sell discussions. After the sell, attendees may be thinking about potential drawbacks of the new process or decision or the unforeseen disadvantages that the new order of things could cause. They may begin to regret what they agreed to. Of course, we know this as buyer’s remorse.

To avoid this, restate objectives and clarify goals to assuage fears and support the new decision. Give attendees an opportunity to state their concerns. Be responsive to their resistance. Be grateful that they are willing to surface their candid objections. And then deal with resolving those objections.

Take Time So Decisions Stick                             

If you really want to advocate progress, you have to do whatever it takes. “Let’s just wait until the Friday meeting and decide when we’re all together,” sounds good, but how realistic is it, really? Even if you do get it on the agenda, even if there is a discussion, there is a good chance that the final outcome isn’t going to work. Attendees may agree with it. There may be a show of hands or a successful vote. But will it really happen?

Increase your chance of success by taking the time to get people up to speed. Allow them the opportunity to surface concerns and resolve issues.  It’s the thoughtful approach that leads to better results.

About the author

Dr. Dick Ruhe is a best-selling author, keynote speaker, and senior consulting partner with The Ken Blanchard Companies.

But discussing motivation in terms of how much someone has is not very useful, so I’ll ask if we can rephrase “more motivated” to something more specific.  In these cases, “more motivated” usually should mean that the manager wants an employee to voluntarily—and without manipulation or coercion from anyone else—align with what is expected of them.  From there the discussion would go to, “How can I help employees align?”

The answer to that question starts with who the employee is and what she or he wants for her or himself.  But for many managers, it’s easy to mistakenly think that alignment shouldn’t have to consider those things.  After all, isn’t an employee responsible for what an employee is responsible for?

But when employees are asked for their side of these motivation stories, they often report that alignment is hard for them because their personal goals and those the organization is asking them to be responsible for are out of alignment.  It is just like when a car is out of alignment.  They know it should go one way, but it pulls another.  When misalignment persists for a long time, managers start to think that the employee may not be a good fit for the organization, and the employee thinks the same thing.

But, what if the misalignment was not a bad thing?  What if the pull in a slightly different direction meant that the employee was hungry for new projects, a role, or a job in the company that lined up better with who they are and what they find personally interesting, fulfilling, and meaningful?  Many employees have told me that if they could design a job they really loved with their current employer, they would be much happier, “more motivated,” and more productive.  So, here are some initial steps you can take if you (or someone you care about) is struggling to fix an alignment problem:

– Examine:  What specific projects, tasks, goals, or situations do you (or they) really enjoy working on, especially when the work gets complicated and difficult?  Examine the aspects of the current work that you dislike and that you dread doing.

– Evaluate:  Take an inventory of your technical skills.  Where do you have proven expertise that others would readily recognize and value?  Which skills are you good at but don’t enjoy using?

– Decide:  Make a clear decision about whether you want to be a manager or an individual contributor.  Great managers want to be managers; they don’t resent the responsibilities that go with the territory.

– Explore:  What cross-functional projects or teams, roles, or jobs might allow you to do most of what you love and are masterful at most of the time?

– Investigate:  Begin to look for ways to truly create such a role, and be sure to share with others that you are looking into this so that you, they, and the company all benefit.

These steps are just the start of the process of creating alignment between work that brings you alive and the work the company needs done.  After all, the pull you feel can be a really good thing when you use it to serve everyone involved.

About the author:

The Motivation Guy  (also known as Dr. David Facer)  is one of the principal authors—together with Susan Fowler and Drea Zigarmi—of The Ken Blanchard Companies’ new Optimal Motivation process and workshop.

–If I do it alone, I can make decisions quicker. I don’t have to sort through alternative ideas. I don’t have to persuade people to change their opinions. I don’t have to wait for others to do their part before I can do mine. Besides, chances are it will be a pretty good result—even if I do work on it by myself. But on the other hand … 

–If I do it with others, there could be a better output because more ideas are on the table. A debate over issues will identify potential blind spots. The more involved people are in a decision, the more likely they are to support the final decision, even if it didn’t go the way they would have preferred. 

To summarize, going it alone is probably quicker, but doesn’t consider as many alternatives. Doing it in a group probably results in a better outcome, but has the potential challenges of dealing with people.

The good news is that you don’t have to make it an either/or decision.  Here are three strategies that combine the best parts of both approaches:

1. Keep everyone focused by addressing bystander effect. When people are working in groups, they are less likely to feel the same sense of responsibility for results than if they were acting alone. They are less inclined to take action. For example, if a group of people sees an individual struggling to carry a heavy load, each of those people is less likely to jump in and help than if it were only one person making the same observation. “When all are responsible, no one is responsible.” Focus responsibility. Don’t say, “Everyone should be more present at our meetings.” Instead, say, “We need each one of you to increase your level of involvement on this agenda.”
2. Replace competition with collaboration. Competition is not as big a problem within groups as it is among groups.  The same individuals can act very different in the two settings. Specifically, research indicates that people are 50 percent more competitive when on a team. Rarely do you hear someone say “it’s him or me”; but you do hear “it’s us or them.” The root cause seems to be trust. People are suspicious of other groups, reasoning that the individual members may be okay but the group can’t be trusted.
3. Reduce inattentional blindness. Minimize outside distractions during discussions. You’ve probably seen the Simons and Chabris video of the gorilla that walks through a basketball scrimmage and isn’t noticed by most observers because they are watching the ball. People are already overloaded with stimuli. Put them in a meeting, and it turns into chaos. That chaos ends the focus on results. 

Teams need great performers, but great performers need teams. Those teams need leadership. When leaders hold teams and individuals accountable, foster collaboration instead of competition, and maintain team as well as individual focus, they bring out the best in both.

About the author

Dr. Dick Ruhe is a best-selling author, keynote speaker, and senior consulting partner with The Ken Blanchard Companies.

I was recently working with a client in Toronto where one of the company’s salespeople was emphatic that a certain customer “belonged” to him, not to the organization.

The organization, on the other hand, tried to get the employee to see that while he did serve this particular customer, others in the organization did, too—not only other departments within the company (finance, project managers, shipping, etc) but also other salespeople in other geographic areas .

The bottom line is that a customer can “belong” to both the employee and the organization.  Let me give you a perfect example of this.  While staying at a hotel, I ordered room service for dinner. Upon entering my room and throughout the seven minutes he spent verifying my order and having me sign my bill, the hotel employee made small talk with me and made me feel welcome by asking if there was anything else he could do to make my stay more enjoyable.  For those seven minutes, I was his customer—the customer he was serving and focusing on at that moment—and I was also still the customer of the hotel overall.  He wasn’t responsible for taking care of everything I needed during my stay, but for those brief minutes, he understood that his full attention should be on me.

This is a very important concept to teach your employees—how to take ownership in serving “their” customers while recognizing that others in the organization will be serving them as well. Here are 3 ways to do it:

1.  Discuss with employees what their specific role is with their customers. Get them to identify ways they can build a unique relationship with the customer based on their role.
2.  Help your employees understand how the same customer can also “belong” to others in the company who serve the customer—the finance department that deals with billing questions; the project managers who may answer questions or provide information; the shipping department that may send materials to them; etc.  Your employees need to see the big picture—customers are probably dealing with multiple touch points in your organization, not just them.
3.  Encourage your employees to partner and communicate with others in the organization who interact with the customer to make sure there is consistency in service and nothing falls through the cracks. 

Ideally, we want our employees to take ownership of their relationships with their customers but at the same time recognize that they share this customer with others in the organization. The better we can make the overall customer experience, the more likely we are to build customer loyalty.

About the author:

Kathy Cuff is a senior consulting partner and one of the principal authors—together  with Vicki Halsey—of The Ken Blanchard Companies’ Legendary Service training program.

At work our team has been stuck trying to choose between spending money on one strategy and finding out more information about an alternative choice. It’s been on our meeting agenda for almost a month now and, really, it’s not that big a deal.

Ever been there? The more you think about the options, the more it seems like a tie. One is just as good as the other, but you can only pick one. So you pick nothing. You procrastinate. Well, not exactly—because after all, you are doing something: you’re thinking this over. Right?

This dilemma has been around for a while.

Fourteenth-century French philosopher Jean Buridan suggested that if you put an ass (the donkey type, not the human type) between two identical piles of hay, it would be unable to choose between the two and would die of hunger. This became known as the Paradox of Buridan’s Ass, whose picture you see above. (We can’t guarantee the authenticity of the photo.)

Even further back—in 350 B.C., to be exact—Aristotle proposed that a person who is equally thirsty and hungry and has to choose between food and drink might stay exactly at that position and starve to death.

More recently, the character Tevye in Fiddler on the Roof had trouble making decisions because of his annoying habit of always saying “…but on the other hand, this, and on the other hand, that …” Fiddler opened in New York in 1964.

You may notice that all these observations happened long before multi-tasking as we now know it, incoming cell phone calls, being buried in emails, etc. By the way—should you pay to drive in the car pool lane today, or stay right where you are?

So what’s a procrastinator to do? Here are three suggestions:

1. Just do something. Anything. Have you ever noticed that if you are trying to push a stalled car off the road, it’s very difficult to get it moving initially? But once it is moving, it’s relatively easier to keep it going. Physicists call this “static friction.” It’s harder to move things that are currently stationary than things that are already in motion. You might think of it as activation energy.
2. Don’t delay. There is a business theory that delay is better than error. Actually—no, it isn’t. First of all, the opportunity you’re putting off now will not be identical to what might be the case in the future. It will likely become more complex as you hold off taking action. Conditions change, and dilemmas usually intensify. Secondly, doing something provides you with some helpful information because you’ve got observed data. Call it a “pilot,” if you prefer. Keep in mind that very few decisions are absolutely final. During implementation, there will be opportunities for adjustment.
3. Pick a small first step and add that to your to-do list. Don’t write “Income tax.” Write “Get forms,” or perhaps “Gather expense receipts.” The smaller the line item, the more doable it will seem. And put a deadline on it.

Of course, having a goal is helpful. In fact, it’s downright essential. But it’s not enough. Progress is all about taking action. Goals without action are merely dreams. So if you’re serious about productivity and execution, you’ve got to get active. As Einstein said, “Nothing happens until something moves.”  Inactivity breeds discouragement. In real life Buridan’s ass acts and sounds a lot like Eeyore.

Finally, to close the loop after you’ve done something—even an eensy, teensy, stupid little something—celebrate. Even if your celebration is merely a private party in your brain that you hold for yourself. Take a breath, smile in satisfaction, and feel good. And then move on. Come on, we don’t have all day here.

About the author

Dr. Dick Ruhe is a best-selling author, keynote speaker, and senior consulting partner with The Ken Blanchard Companies.

This is a simple form of teamwork that is well suited for routine projects. But this team structure will not create innovation, the sharing of best practices, or the competitive advantage that can occur when you bring people together to work toward a common goal.

The best teams don’t quilt, they weave. Each individual’s contribution is woven together with the contributions of others, strand by strand. The end result doesn’t resemble any one individual but instead creates a new pattern—a tapestry of innovation.

Quilting and weaving are both valuable ways to create results—but if you want to innovate or implement best practices, weaving is what you need.  Here are five tips to move your team in that direction.

1. Be clear about the group’s vision. Clarify which aspects of project work are independent and which require the collaboration and innovation unleashed through teamwork. Set clear expectations so individuals know how to be successful.
2. Stop rewarding solo acts. Individuals naturally align to the measures of performance they are held accountable for. If you want people to innovate or implement process improvements, measure and reward collaboration and innovation.
3. Build a safe place to share incomplete ideas. Build team time for brainstorming, the sharing of ideas, and “what if” thinking, safe from criticism or sarcasm. If you push for quantity of initial ideas, quality usually improves as well. Implement team practices to encourage healthy conflict.
4. Partner team members based on diversity. Ask individuals with diverse backgrounds, expertise, and cultures to work together to pressure-test ideas or work on small tasks together. This reinforces respect for diversity and pushes everyone to think differently. Diversity raises the collective intelligence of teams.
5. Help team members get to know each other. Innovative teams usually know and like each other. Use team directories to facilitate the sharing of personal photos and ideas for hobbies and holiday practices to foster trusting relationships built on personal knowledge and shared experiences.

Make the move from quilting to weaving

For routine, low-impact projects, quilting can be a good enough structure for getting the job done. Just don’t fall into the habit of using a quilting technique when you need something more. If you want innovation, process improvement, or new creative solutions, you must move beyond the limitations inherent in a quilting approach to virtual teamwork. Instead, weave ideas, skills, and talents together with a truly collaborative and co-designed approach. Quilts are nice and comfortable, but for truly innovative solutions, weave a collaborative tapestry instead!

About the author

Carmela Sperlazza Southers is a senior consulting partner with The Ken Blanchard Companies who specializes in increasing organizational, team, and leader effectiveness in the virtual work world.

Now, I have a version of the golden rule I would like to share specifically with you in your role as a leader:

“Do unto your direct reports as you would have them do unto your customers.”

One of the primary drivers of customer devotion and retention is the quality of the relationship the frontline staff has with customers. As a leader, what’s the best way you can impact the service your customers receive from your staff? It’s simple. Model the behavior you want to see in your people. Our research has shown that employees’ willingness to create positive relationships with their customers is a direct reflection of the relationship they have with you, their leader.

If you want your staff to care for, and about, your customers, you have to care for, and about, your staff. If you want your people to be service-minded and work to create loyal, committed, Raving Fans customers, you have to be willing to do the same for them.

Creating a Personal Connection

How’s your current relationship with your people? Could it use a boost? Here are three ways to get started.

1. Take some relational risks. Find out what matters to your people—yes, each one of them. (People are different—that pesky DNA!) In this case, apply the platinum rule, or at least a version of it. “Care for your people the way they want to be cared for.”

2. See people differently. People are not a part, component, or even an asset of the organization. As Ken Blanchard says, “People are the organization—everything else is assets.” We may love automation, but somewhere along the line flesh and blood will get involved—whether it be to flip the switch the very first time, to write the initial code to be programmed, or to double-check the self-service receipt.

3. Make sure your people know the difference they make in the lives of others. Staff should have a direct line of sight from what they’re doing (no matter what it is) to the impact that job or activity has on the customer. Help your people make that connection.

Take Care of the People Who Take Care of Your Customers

People may get paid by the organization, but they work for you. Great customer service is a relationship—an emotional connection that is built between a customer and your company. The people who create and maintain that relationship on the organization’s behalf are your frontline people. The quality of that relationship is a direct reflection of the relationship your staff has with you.

If you want your people to care about your customers, you have to care about your people. Get started today!

About the author:

Ann Phillips is a Senior Consulting Partner with The Ken Blanchard Companies where she specializes in consulting and keynoting on customer loyalty, employee engagement, leadership, organizational change, and team building.

That analysis found a 14-point customer satisfaction gap, a 16-point employee productivity gap, and a 45-point employee retention gap which translates into over $1 million dollars for the average organization.

In looking at the ways that leadership impacts each of these three areas, separate Blanchard research into the Leadership-Profit Chain and Employee Work Passion has found that better day-to-day operational leadership practices—including those that promote autonomy, collaboration, connectedness, and growth can significantly improve employee intentions to stay with a company, perform at a high level, and apply discretionary effort in service of company goals.

Taking some first steps

Looking to identify and address operational leadership in your own organization?  Here’s a three step process for getting started.

1. Double-check on goal alignment at the team and department level.  Make sure that all team members are working on the highest priority tasks.  Ask managers to check in and review priorities with their people.  Make sure the work is meaningful, on-target, and contributing to overall organizational goals.  You’ll be surprised at the amount of misalignment that occurs over time.
2. Identify what people need to succeed at their high priority tasks.  Depending on their experience and confidence with the tasks they are assigned, people can be Enthusiastic Beginners, Disillusioned Learners, Capable, but Cautious Performers, or Self Reliant Achievers.  Each of these development levels requires a different style of leadership—either Directing, Coaching, Supporting, or Delegating.  (Surprisingly, without training only 1% of managers are skilled at identifying and being able to deliver all four styles when needed.)
3. Make sure managers meet with their people on a regular basis.  While it is always best for managers to be able to adapt their leadership style to perfectly meet employee needs, that doesn’t mean that they should put off meeting on a regular basis to review goals and provide direction and support as best as possible while learning.  Even if managers aren’t perfect, people still appreciate a chance to talk, discuss progress, and ask for help.

Begin today

Academic research has established a strong correlation between leadership practices, employee engagement scores, and subsequent customer satisfaction scores.   The bottom line is that leadership practices matter. Encourage your leaders to review goals with their people, identify how they can help, and set up a regular time to review progress.  Take care of the people who take care of your customers.  It’s good for them—and your business too!

Interested in learning more?  Join me for a free webinar!

On October 30, I am going to be presenting a more in-depth look at the Cost of Doing Nothing analysis and sharing some strategies for addressing it.  This is a free webinar courtesy of Cisco WebEx and The Ken Blanchard Companies.  Over 500 people are registered and I hope you’ll join us also. Use the link below to learn more.

High Potential Leadership: Three Strategies to Boost Your Bottom Line

You’ll learn that:

• Less-than-optimal leadership practices cost the typical organization an amount equal to as much as 7% of their total annual sales
• At least 9% and possibly as much as 32% of an organization’s voluntary turnover can be avoided through better leadership skills
• Better leadership can generate a 3 to 4% improvement in customer satisfaction scores and a corresponding 1.5% increase in revenue growth

LEARN MORE >

That’s the question I was looking to answer when I asked 700 webinar participants what they experienced most often in their organizations.

I showed them a 2×2 grid with Plan along one axis and Execution along the other. I asked the participants to identify where they saw initiatives ending up in their organizations. More than 375 people responded. Here’s where they located most initiatives in their experience:

Bad Plan – Good Execution (13%) 
Good Plan – Good Execution (4%) 
Bad Plan – Bad Execution (8%) 
Good Plan – Bad Execution (74%)

The problem, as this group saw it, was execution.

Are these numbers unusual?  No. In Navigating Change: How CEOs, Top Teams, and Boards Steer Transformation, authors Donald Hambrick, David Nadler, and Michael Tushman reported similar research numbers with 70 percent of their respondents also falling into the category of Good Plan – Bad Execution.

What does it mean?

Planning and strategic thinking get things started, but it’s in executing that we find the greatest opportunities for improvement. When you look at organizations, you frequently see the vestiges of prior intentions—evidence of previous flavors of the month. But execution is what it’s all about.  Unexecuted plans are a waste of time … they accomplish  squat.

Execution is people. It’s fixing little things in the plan, and sometimes big things. People are the implementers who can see those things.

But how do you get people on board with embracing a plan and working with it, or refining it as necessary, to bring it through to a successful conclusion?   People—particularly powerful people—may be sensitive to others suggesting changes.  Conversely, people might be reluctant to rock the boat when dealing with a plan put forward or supported  by a senior executive. But that is exactly what is necessary if you want to successfully beat the odds identified in the grid above.

3 ways to improve execution

Here are three ways you can improve the odds of successful implementation with your next initiative:

1. Include street-wise operators in the planning group. We need real-world thinking when we plan. Lack of reality = little to no execution.
2. Hold people accountable for making the plan work. Measure against standards that are appropriate for the initiative.
3. Establish crystal-clear norms around communication. During execution there is no such thing as “better left unsaid.” People who feel threatened by a change may hold back on giving critical feedback or recommending fixes. Make sure people speak up, and make sure you listen hard when they do. Peter Drucker said that, “The most important thing in communication is to hear what isn’t being said.”

Think about an initiative currently underway in your organization.  How would you evaluate it in these three areas?  If you can see that conditions are not where they need to be to provide a decent chance for success, encourage people to share this message with others.

On your own teams, recognize someone who identifies a fly in the ointment. Help identify ways to improve implementation of an existing plan. Remove an obstacle to execution.

From a personal perspective, apologize when someone identifies something that should have been included in the original idea. Involve them in helping to fix it. Thank them when they do. Plan how you’ll incorporate what you learn in the next initiative.

Encourage still other people to share the same message. Wash, rinse, repeat. You’ll be glad you did—and the improved execution will show it.

About the author

Dr. Dick Ruhe is a best-selling author, keynote speaker, and senior consulting partner with The Ken Blanchard Companies.

PS: You can experience the entire original webinar by using the following link: http://webex.com/web-seminars/enroll_recording/662336164?sid=KBC081109rec.

His firm had just released a new product that his company leaders believe has the potential to become a real game changer.

Development time lines have been aggressive and productive. A company-wide, cross-functional team has created major innovations in the product itself, along with new distribution methods and a streamlined go-to-market strategy.

“All of that is so positive,” he said.

Then he started to choke up.

“I’m now being told to ask my team for even more effort, even more time.  But they’re already fried.  They are working crazy hours and losing time with their families and friends as it is.”

“They have been pushed to the limit,” he continued.  “There is just no way I can ask them for more effort.  The rumor is that some are beginning to question whether they want to continue working here. They’re worn out, and so am I.”

This executive is known for delivering on his promises, and for caring deeply about his team.

Knowing this, I asked, “The emotion that is welling up right now may be trying to give voice to something big.  What does it want you to say?”

He said, “I fear we are dangerously close to losing some of our integrity as a company.  We tell the world that one of our core values is relationships and caring deeply about one another.  Yet, we just keep squeezing each other harder.  Do we value relationships or don’t we?  What do we really value?  Who are we really being?”

His questions hung heavy in the air like a dense fog.

Enhancing Motivation and Well-Being

How would you respond if you were in this manager’s shoes?

The challenge here is a group of high performers who are feeling the relentless demands imposed by senior management is negatively impacting and imposing upon their well-being and quality of life.  This is causing them to question the company’s sincerity when it claims to care deeply about people in addition to results.

In some organizations, the grumbling and questioning might just be an expected part of the process when people are asked to put in extra effort.  In those organizations, traditional approaches to spurring employee motivation might emphasize accountability.

In other organizations, another common leader response is to avoid the subject and just keep the conversation focused on the task at hand.  Maybe a reminder that the project will eventually be completed and if the staff could just push through a little more it will all be worth it in the end.

But in motivational terms, these employees are no longer aligned with their work—and maybe the company.  Here is an additional course of action that might not be as typical but would certainly better address the situation with a more optimally motivating approach.  (Send us a note with your added suggestions!)

1. Hold an out-in-the-open discussion either one-on-one or in small groups about the company stated values and how people are feeling right now.  The first skill of a mature motivational leader is empathy.  Let people express themselves clearly and boldly.  Listen, listen, and then listen some more.  Be careful not to respond defensively.

2. Seek suggestions from the staff about how they might work together to lessen the pressure, first without extending delivery timelines.  Generate a dozen suggestions.

3. Allow the staff to choose implementation strategies for two or three of their suggestions.  Modify as needed.  The key here is the employees get to choose ways to address the issue productively.

4. Discuss how each chosen suggestion would demonstrate that everyone in the company honors the relationships value, without undermining goal achievement.

5. Lastly, make sure the leaders who have been applying the pressure are part of the process and are fully aligned with the adjustments.

6. End the meeting by celebrating the collective effort and affirming everyone’s dedication to continually enriching the work relationships while striving for meaningful results.

7. Monitor progress as needed—and be careful not to slip back into the old, habituated ways of doing things.

Think Motivationally

In today’s hyper-competitive business environment, employees everywhere are being asked to constantly focus on increasing performance.  Too often leaders see results as an either/or choice that requires sacrifices in other areas—such as honoring core values.  It doesn’t have to be that way.  Think motivationally—consider how you can achieve results and promote autonomy, values, and relationships along the way.  You don’t have to choose—a focus on results and relationships will create the results you want and promote the sense of well-being that employees genuinely need in order to thrive.

About the author:

The Motivation Guy  (also known as Dr. David Facer)  is one of the principal authors—together with Susan Fowler and Drea Zigarmi—of The Ken Blanchard Companies’ new Optimal Motivation process and workshop.

Years ago, the woman had worked as a barista at a coffee house. The holidays were just around the corner and she was asked by her manager to get the store ready for the holidays.  It was almost closing time and she told her manager that she was happy to stay late and get it done, but also that she had never done displays before and wasn’t quite sure what to do. Her manager responded with a quick, “You’ll be fine,” and left for the night.

She stayed for a few extra hours after closing and put all of the holiday decor on display. It took awhile but she got it done and thought it looked good.

That’s why she was so surprised when she walked into the store the next day and saw that all of her displays had been completely rearranged. When she asked her manager about it, the first thing he said was, “You set it up all wrong—you didn’t follow the book.”

“What book?” she replied.

“The book that is in my car—I guess I forgot to give it to you.”

Use behaviors that help (and especially don’t hinder) performance

As you might expect, this young woman walked away feeling frustrated. The sad part is how many times this happens to people in their jobs every day. I don’t think managers intentionally forget to give employees the book, but unfortunately, employees don’t know what your intentions are—they only see your behaviors.

If you are a manager, keep these three things in mind to set your people up for success:

1. Do your homework.  Check to see if employees have experience with what you are asking them to do.  And if they don’t, teach them.
2. Praise employees’ progress or redirect them if they are still learning.
3. Never reprimand a learner.

Don’t frustrate, or even lose, good employees because of your lack of leadership. Remember, your first and most important customers are your employees.

About the author:

Kathy Cuff is a senior consulting partner and one of the principal authors—together  with Vicki Halsey—of The Ken Blanchard Companies’ Legendary Service training program.

To help with the process, Blanchard recommends that leaders help their people make this shift by providing leadership in three key areas: defining reality, setting a clear direction, and managing people’s energy. 

Defining Reality—acknowledge the present situation and fill people in on where the company is. People are probably unsure of exactly where the company stands financially.  Without accurate information, people usually imagine the worst.  Share what you know as completely as possible. People understand the challenges of today’s economy, and it is reassuring to know that their leader is on top of it too. 

Setting a Clear Direction—the second step is to share the company’s plans and key objectives for the coming year. Charting a course, or setting up a plan, is vitally important because leadership is about going somewhere. In order to get people out of the inertia of their worry, leaders need to point to the direction that the organization is going. The good news is that there is tremendous opportunity in recovery from a recession. But in order for that to happen, there needs to be a plan in place and that plan needs to be communicated clearly. 

Managing People’s Energy—the final step to getting people back on track is to pay special attention to how people are feeling. It’s important to acknowledge where people are at individually and at the same time give them hope and get them excited about the direction the organization is going. 

Find out how people are feeling by encouraging managers and supervisors to schedule one-on-one conversations with their direct reports.  Discuss organizational objectives and individual roles.  Ask about employee concerns and challenges, both at work and in general. During these conversations managers can identify individual needs and look at ways to provide direction and support. In addition to showing that you care, authentic conversations leave people feeling good about you as a manager, as well as good about where the company is going.

You can read the full article here.

PS: Interested in learning more about the role that leaders can play in creating an energized and focused organization?  Join Ken Blanchard for a complimentary webinar on January 19.  Details here.

In an article for the January 2010 issue of Ignite!, Setting a Leadership Point of View for Yourself and Your Organization, Ken Blanchard reminds leaders that, “Without a compelling vision and clear goals, your leadership really doesn’t matter, because leadership is about going somewhere.”

Blanchard explains that in order to create the alignment and collaboration needed to succeed, senior leaders need to provide a simple meaningful picture of where the organization is headed, how everyone fits in, and what are the values that will guide day-to-day interactions with customers.

It’s important to keep the vision-setting process simple he says, because employees are quick to dismiss visioning efforts as word-games.  One successful company that Blanchard holds up as an organization that does it right is Southwest Airlines.  As Blanchard explains, “At Southwest Airlines, they believe that they’re in the customer service business—and that they just happen to fly airplanes.”

This common vision reminds everyone at Southwest that customer service is the foundation of their organization in a way that is memorable. And when you add in Southwest’s values of warrior spirit, servant heart, and a fun-loving attitude, you have all of the ingredients for a simple and memorable vision that can guide behavior among employees and with customers.

What’s your vision for the coming year?  To what extent has that vision been shared and embraced by others in the company?  Before you start leading, it’s important everyone knows where you’re going.

You can access the complete article here.  Also, don’t miss a free webinar that Ken Blanchard is conducting on January 19, From Recovery to Prosperity: The Power of Vision and Leadership.

The article focused on a concept that Ben Zander, the highly regarded conductor of the Boston Philharmonic Orchestra shared with our company a couple of years ago. Ben had spoken at our annual Week of Excellence all-company meeting and encouraged all of us to replace “downward spiral thinking” with “possibility thinking” instead.  Ben also cautioned us not to fall into the trap of thinking that leadership is just for those people at the top of the organization.  For an organization to truly move forward together, everyone has to be involved and feel that they play a role. 

To illustrate his point, Ben told the story of an accomplished cellist in his own orchestra who was disappointed when she found herself ranked as the 11th cellist among the twelve seats available.  It was the kind of position where it would be easy to get lost and feel insignificant.  Zander knew it was important not to let that happen and so he made a special effort to reach out to this woman. At Ben’s urging, she eventually volunteered an idea of how to play a certain section of a symphony the orchestra was scheduled to perform. 

“From then on,” he continued, “this cellist who sat in the 11th seat played like a completely different person.”  Instead of just being technically correct, her playing took on an added dimension that she hadn’t displayed before.  When Ben asked her about this, she explained that ever since that night when she first saw the possibility that she could influence the orchestra from her modest position in the 11th chair, she felt like she had been leading the orchestra every night since then. 

Would that type of attitude be helpful in your organization?  Is your company encouraging people to seek out and lead from their position in the company?  If not, you’re missing a great opportunity for innovation, alignment, and passion.  No matter where we sit in the organization, we all have an opportunity to contribute.