Reduce the Fear

People often experience fear and concern over what is happening or not happening as they perceive it.  As a leader, how do you manage fear?

A good piece of advice from Olivia Blanchard chief economist of the IMF was: “first and foremost, reduce uncertainty….Above all, adopt clear policies and act decisively”. When people have a clear mission then they can transform anxiety into action and productivity.

People need the opportunity, a warning as it were, so they can put themselves in the right frame of mind. When people are aware there is a looming disaster or threat prepare themselves better and become more resilient.

To help your team master their fear, and to use it judo-like to their and your benefit, help them by taking these three steps:

  • Recognize that you and they are afraid – if you can’t be honest with yourself and them about this then you can’t expect them to be.  Being prepared to admit you are afraid and ready to face your fear is not a sign of weakness, but a sign of strength. It also stops people from letting the fear fester causing their energy and self-confidence to be eroded.
  • Frame the situation as an opportunity – this helps people to think more innovatively and creatively.  To quote “When you focus on problems, you’ll have more problems.  When you focus on possibilities, you’ll have more opportunities”  In changing times what got you here won’t get you there.  You need to get different results, and to get different results you need to behave and think differently. As Einstein put it “We cannot solve our problems with the same thinking we used when we created them.”
  • Develop a sense of urgency – help them use and focus their liberated energy and enthusiasm to take action and get some “quick wins” whilst building for the longer-term.

Fear is only in our mind, so use your mind to “throw” it to your advantage.  By doing you also help others to do the same for themselves and become more resilient, flexible and adaptable in the process.

To view or download a PDF version of this article click here.

If you found this article of use or interest please don’t hesitate to share it with others.

Click here to find out more about Andrew Cooke and Growth & Profit Solutions.

Advertisements

The Trust Equation

Trust underpins relationships, and relationships underpin business. Good business is built on good relationships, but we rarely look at how we build good trust.

This is important as when we think of trust and what it means, we quickly realize it encompasses many things. We use the word “trust” to:

  • Interpret what people say
  • Describe behaviors
  • Decide if we feel comfortable sharing information
  • Indicate whether we feel other people have our interests at heart

The Trust Equation

This is a good model to understand, assess and build trust on a two-way basis.

The Trust Equation uses four objective variables to measure trustworthiness. These four variables are best described as: Credibility, Reliability, Intimacy and Self-Orientation.

We combine these variables into the following equation:

TQ1

The four variables include:

  • Credibility – this focuses on what we say.
  • Reliability – this focuses on what we do.
  • Intimacy – this focuses on the feelings of safety or security that we feel when we entrust someone with something.
  • Self-Orientation – this is the extent to which a person’s focus is on himself/herself, or on the other person.

To increase trust you need to either increase the numerators, or to reduce the denominator, or both. Trust, as such, is personal.

Use this tool to assess the level of trust you have between yourself and a colleague, or a customer or partner. Try it from your perspective, and then try to look at the level of trust from their perspective. How do they differ and why? Where are they similar and why? What do you need to do to improve your Trust Quotient score with them?  How might they increase their Trust Quotient score with you?  In short, what do you both need to do to improve your respective levels of trustworthiness?

Scoring:

  • For Credibility, Reliability and Intimacy: Score them out from 1-10 where 1 is low, and 10 is hi
  • For Self-Orientation: if the focus is of the person is on himself/herself then score it high, and if it is on the other person then score it low.

From this you can score a maximum of 30 ((10+10+10)/(1)) to a minimum of 0.3 ((1)+(1)+(1))/10)).

In the example below there is a score of 2.625.  Although there are strong scores for Credibility, Reliability and Intimacy the denominator, Self-Orientation, reflects that the individual is more focused on herself and her interests than those of the other party.  In short, to improve her trustworthiness she needs to be more focused on the other person.

TQ2

Use this for yourself.  What does it tell you about what you have to do, with whom, and how?

 

To find out more and discuss this and other ways to improve leadership effectiveness and organizational performance further contact Andrew Cooke (MGSCC), call Andrew Cooke on +61 (0)401 842 673 or andrew.cooke@business-gps.com.au

You can also find further insights and a wealth of material on business and leadership on Andrew’s other blog – Growth & Profit Solution Blog. There are also a large number of resources at his Blue Sky GPS Website, and these can be found Blue Sky GPS Resources.

About Andrew Cooke & Blue Sky GPS (Growth & Profit Solutions)

 

 

Leading and Succeeding in Challenging Times

Leaders are faced with the on-going dilemma of maintaining long-term and sustainabChallenge & Succeedingle profitability, whilst having to meet the short-term gains demanded by investors. Here are a few insights into how you can lead more effectively in these challenging times.

Andrew’s Top 8 Insights

  1. Change your mindset – instead of looking at the issue of how do you maintain long-term profitability or deliver short-term gains look at changing your mindset by changing one word. Change “or” to “and”. So, it becomes, how do you maintain long-term profitability and deliver short-term gains? Asking “and” instead of “or” opens up your thinking, the possibilities and creativity in identifying potential solutions.
  2. Learn continuously in your work – you cannot know everything you need to know to perform and achieve the results on a sustainable basis. With an accelerating rate of change the currency of what you do know has a shorter ‘shelf-life’ and is increasingly likely to become out-of-date and/or obsolete. So be open to learning from everyone and anyone, from outside your industry, wherever you might find that which can assist you. Make this part of how you work, focusing on those things which are important and relevant whilst keeping a watching brief on other things.
  3. Adopt an ‘investment approach’ – look at what you want to achieve in the long-run and use this to guide what you need to do in the short-run. You need to have clear fundamental principles to guide you and your people in how to do this, without proscribing what they need to do in doing so.
  4. Look for simplicity – this is not to say you want to make things simplistic, rather you want to understand the essence of what you have to deal with. Once you understand this then adopt and adapt what you need to do to be effective.
  5. Be innovative – it is a case of what got you here won’t get you there. In innovating you need to achieve three thing:
  • firstly, create an environment where people are encouraged to and supported in initiating new things and ideas;
  • secondly, act on these things and ideas and invest in them appropriately to implement and commercialize them successfully; and
  • thirdly, bring people along on this journey – both internally and externally (including customers, suppliers and other stakeholders) – to make it a success.
  1. Create a strong leadership culture – leadership is a choice, not a position, and occurs at all levels in the business. You want all leaders to be able to articulate and demonstrate what is expected in terms of business thinking and thought, how to drive results and outcomes, caring for people and holding them accountable, and the key leadership behaviours expected and required.
  2. Be comfortable with ambiguity – the world is not black and white, but rather consists of many shades of grey. As leaders we need to be able to accommodate this, and in doing so be flexible in the decisions and judgements we make, and to do so especially when we lack all the information we would like to have.
  3. Focus business discussions on key areas – there is the risk with so many things affecting us and the business that we will get distracted from the business itself. So bring back your discussions back to what matters:
  • Improving business capability
  • Activities that build and maintain competitive advantage
  • Things that are being done to improve business productivity
  • How you are mitigating current and future risk
  • How you are supporting earnings / funding and how it is tracking to industry standards, and
  • Proposed investments that support business sustainability.

The power of these insights is multiplied when you share them with your team and reports. Use these eight points as a discussion tool to share perspectives, insights and experiences in creating a commonly shared, understood and articulated approach.. Take the ideas and guidelines generated and cascade them throughout the organization. This helps to align and communicate expectations across the organization. This will help you, and them, to succeed in challenging times

To find out more and discuss this and other ways to improve leadership effectiveness and organizational performance further contact Andrew Cooke (MGSCC), call Andrew Cooke on +61 (0)401 842 673 or andrew.cooke@business-gps.com.au

You can also find further insights and a wealth of material on business and leadership on Andrew’s other blog – Growth & Profit Solution Blog. There are also a large number of resources at his Blue Sky GPS Website, and these can be found Blue Sky GPS Resources.

About Andrew Cooke & Blue Sky GPS (Growth & Profit Solutions)

 

 

Can Executives Really Change Their Behaviour?

Can Executives Really Change Their BehaviourMy mission is to help successful leaders achieve positive, long-term, measurable change in behaviour. The following process, developed by Marshall Goldsmith, is being used by coaches around the world for this same purpose. When these steps are followed, leaders almost always achieve positive, measurable results in changed behaviour — not as judged by themselves, but as judged by pre-selected, key co-workers. This process has been used with great success by both external coaches and internal coaches.

If the coach will follow these basic steps, clients almost always get better.

  1. Involve the leaders being coached in determining the desired behaviour in their leadership roles. Leaders cannot be expected to change behaviour if they don’t have a clear understanding of what desired behaviour looks like. The people that I coach (in agreement with their managers) work with me to determine desired leadership behaviour.
  2. Involve the leaders being coached in determining key stakeholders. Not only do clients need to be clear on desired behaviours, they need to be clear (again in agreement with their managers) on key stakeholders. There are two major reasons why people deny the validity of feedback – wrong items or wrong raters. Having clients and their managers agree on the desired behaviours and key stakeholders in advance helps ensure their “buy in” to the process.
  3. Collect feedback. In my coaching practice, I personally interview all key stakeholders. The people I coach are executives or aspiring executives, and the company is making a real investment in their development. However, at lower levels in the organization, traditional 360° feedback can work very well. In either case, feedback is critical. It is impossible to get evaluated on changed behaviour if there is not agreement on what behaviour to change.
  4. Reach agreement on key behaviours for change. My approach is simple and focused. I generally recommend picking only one to two key areas for behavioural change with each client. This helps ensure maximum attention to the most important behaviour. My clients and their managers (unless my client is the CEO) agree upon the desired behaviour for change. This ensures that I won’t spend a year working with my clients and have their managers determine that we have worked on the wrong thing!
  5. Have the coaching clients respond to key stakeholders.The person being reviewed should talk with each key stakeholder and collect additional “feedforward” suggestions on how to improve the key areas targeted for improvement. In responding, the person being coached should keep the conversation positive, simple, and focused. When mistakes have been made in the past, it is generally a good idea to apologize and ask for help in changing the future. I suggest that my clients listen to stakeholder suggestions and not judge the suggestions.
  6. Review what has been learned with clients and help them develop an action plan. As was stated earlier, my clients have to agree to the basic steps in our process. On the other hand, outside of the basic steps, all of the other ideas that I share with my clients are I just ask them to listen to my ideas in the same way they are listening to the ideas from their key stakeholders. I then ask them to come back with a plan of what they want to do. These plans need to come from them, not me. After reviewing their plans, I almost always encourage them to live up to their own commitments. I am much more of a facilitator than a judge. I usually just help my clients do what they know is the right thing to do.
  7. Develop an ongoing follow-up process.Ongoing follow-up should be very efficient and focused. Questions like, “Based upon my behaviour last month, what ideas do you have for me for next month?” can keep a focus on the future. Within six months conduct a two- to six-item mini survey with key stakeholders. They should be asked whether the person has become more or less effective in the areas targeted for improvement.
  8. Review results and start again.If the person being coached has taken the process seriously, stakeholders almost invariably report improvement. Build on that success by repeating the process for the next 12 to 18 months. This type of follow-up will assure continued progress on initial goals and uncover additional areas for improvement. Stakeholders will appreciate the follow-up. No one minds filling out a focused, two- to six-item questionnaire if they see positive results. The person being coached will benefit from ongoing, targeted steps to improve performance.

While behavioural coaching is only one branch in the coaching field, it is the most widely used type of coaching. Most requests for coaching involve behavioural change. While this process can be very meaningful and valuable for top executives, it can be even more useful for high-potential future leaders. These are the people who have great careers in front of them. Increasing effectiveness in leading people can have an even greater impact if it is a 20-year process, instead of a one-year program.

People often ask, “Can executives really change their behaviour?” The answer is definitely yes. At the top of major organizations even a small positive change in behaviour can have a big impact. From an organizational perspective, the fact that the executive is trying to change anything (and is being a role model for personal development) may be even more important than what the executive is trying to change. One key message that I have given every CEO that I coach is “To help others develop – start with yourself!”

To find out more and discuss this and other ways to improve leadership effectiveness and organizational performance further contact Andrew Cooke (MGSCC), call Andrew Cooke on +61 (0)401 842 673 or andrew.cooke@business-gps.com.au

You can also find further insights and a wealth of material on business and leadership on Andrew’s other blog – Growth & Profit Solution Blog. There are also a large number of resources at his Blue Sky GPS Website, and these can be found Blue Sky GPS Resources.

About Andrew Cooke & Blue Sky GPS (Growth & Profit Solutions)

 

Your Boss – Seriously Successful or Downright Deluded?

Seriously Successful or Downright DeludedWhich answer do you think is most common? Strangely enough, the answer is probably both!

Marshall Goldsmith shares a story:

One night over dinner, I listened to a wise military leader share his experience with an eager, newly minted General, “Recently, have you started to notice that when you tell jokes, everyone erupts into laughter—and that when you say something ‘wise’ everyone nods their heads in solemn agreement?” The new General replied, “Why, yes, I have.” The older General laughed, “Let me help you. You aren’t that funny and you aren’t that smart! It’s only that star on your shoulder. Don’t ever let it go to your head.”

Marshall continues. We all want to hear what we want to hear. We want to believe those great things that the world is telling us about ourselves. Your boss is no different. It’s our belief in ourselves that helps us become successful and it can also make it very hard for us to change. As the wise older General noted – we aren’t really that funny, and we aren’t really that smart. We can all get better -if we are willing to take a hard look at ourselves. By understanding why changing behavior can be so difficult for our leaders, we can increase the likelihood of making the changes that we need to make in our quest to become even more successful.

In the video below Marshall shares his insight into “The Success Delusion”, a short but powerful video. When watching it remember, this not only applies to you but also to others – so remember that when you work with your team, your peers, your bosses and others.

Why We Resist Change

We all delude ourselves about our achievements, our status, and our contributions. We

  • Overestimate our contribution to a project;
  • Have an elevated opinion of our professional skills and standing among our peers;
  • Exaggerate our project’s impact on profitability by discounting real and hidden costs.

Many of our delusions come from our association with success, not failure. We get positive reinforcement from our successes and we think they are predictive of a great future.

The fact that successful people tend to be delusional isn’t all bad. Our belief in our wonderfulness gives us confidence. Even though we are not as good as we think we are, this confidence actually helps us be better than we would become if we did not believe in ourselves. The most realistic people in the world are not delusional—they are depressed!

Although our self-confident delusions can help us achieve, they can make it difficult for us to change. In fact, when others suggest that we need to change, we may respond with unadulterated bafflement.

It’s an interesting three-part response:

  1. First we are convinced that the other party is confused. They are misinformed, and they just don’t know what they are talking about. They must have us mixed up with someone who truly does need to change.
  2. Second, as it dawns upon us that the other party is not confused—maybe their information about our perceived shortcomings is accurate—we go into denial mode. This criticism may be correct, but it can’t be that important—or else we wouldn’t be so successful.
  3. Finally, when all else fails, we may attack the other party. We discredit the messenger. “Why is a winner like me,” we conclude, “listening to a loser like you?”

These are just a few of our initial responses to what we don’t want to hear. Couple this with the very positive interpretation that successful people assign to (a) their past performance, (b) their ability to influence their success (as opposed to just being lucky), (c) their optimistic belief that their success will continue in the future, and (d) their over-stated sense of control over their own destiny (as opposed to being controlled by external forces), and you have a volatile cocktail of resistance to change.

So, as you can see, while your boss’s positive beliefs about herself helped her become successful, these same beliefs can make it tough for her to change. The same beliefs that helped her get to her current level of success, can inhibit her from making the changes needed to stay there – or move forward. Don’t fall into this trap!

As the wise older General noted, as you move up the ranks and get that star – don’t let it go to your head. Realize that every promotion can make it harder to change. Always balance the confidence that got you here = where you are – with the humility required to get you there – where you have the potential to go.

I am passionate about helping executives and leaders become more successful and, in doing so, help others become more successful in turn.  As an accredited Marshall Goldsmith Stakeholder Centered Coach (MGSCC) I partner with executives and leaders to help them achieve real tangible improvement in leadership effectiveness and organizational performance.

To find out more and discuss this and other ways to improve leadership effectiveness and organizational performance further contact Andrew Cooke (MGSCC), call Andrew Cooke on +61 (0)401 842 673 or andrew.cooke@business-gps.com.au

You can also find further insights and a wealth of material on business and leadership on Andrew’s other blog – Growth & Profit Solution Blog. There are also a large number of resources at his Blue Sky GPS Website, and these can be found Blue Sky GPS Resources.

About Andrew Cooke & Blue Sky GPS (Growth & Profit Solutions)

 

 

How to Challenge Your Team & Take It to the Next Level

Challenge Your TeamI am passionate about helping executives and leaders become more successful and, in doing so, help others become more successful in turn.  As an accredited Marshall Goldsmith Stakeholder Centered Coach (MGSCC) I would like to share with you a simple process which can deliver real tangible improvement in leadership effectiveness and organizational performance. I have also included a short video by Marshall Goldsmith that shares this process with you.

Let me share a story with you on how to Team Build Without Time Wasting.

A team was being coached as a group,. When asked to rate themselves they scored themselves, on average, as a 6.1. Each team member was asked to reflect on a challenge that he/she was currently having and  to share with the group. There were about 10 people and 6 focused on changing what they could not change. It was an epidemic! The team prioritized this behavior – to focus on what they could change and not what they could not -as the one to focus on in their team change efforts. Over the next six months, the group took part in the Team Building without Time Wasting process and I it is now a highly functional team, with members rating the team an 8.6!

Video:Team Build Without Time Wasting.

In the video above Marshall Goldsmith provides a brief overview of how this process works, and how you can use it for your own benefit.

Following are the steps the team took to change this endemic challenge of focusing on what they could not change. Note step 7. All of the steps are critical in the process, and step 7 is the one that will take your team to the next level – it is Follow-Up – and it will ensure that the change sticks!

  1. Ask all members of the team to confidentially record their individual answers to two questions:
    1. “On a 1 to 10 scale (with 10 being ideal), how well are we doing in terms of working together as a team?” and
    2. On a 1 to 10 scale, how well do we need to be doing in terms of working together as a team?”
  2. Have a team member calculate the results. Discuss the results with the team. If the team members believe that the gap between current effectiveness and needed effectiveness indicates the need for team building, proceed to the next step in the process.
  3. Ask the team members, “If every team member could change two key behaviors that would help us close the gap between where we are and where we want to be, which two behaviors we all should try to change?” Have each team member record his or her selected behaviors on flip charts.
  1. Help team members prioritize all the behaviors on the charts (many will be the same or similar) and (using consensus) determine the most important behavior to change (for all team members).
  2. Have each team member hold a one-on-one dialogue with all other team members. During the dialogues each member will request that his or her colleague suggest two areas for personal behavioural change (other than the one already agreed on above) that will help the team close the gap between where we are and where we want to be.
  3. Let each team member review his or her list of suggested behavioural changes and choose the one that seems to be the most important. Have all team members then announce their one key behavior for personal change to the team.
  4. Encourage all team members to ask for brief (five-minute), monthly three question “suggestions for the future” from all other team members to help increase their effectiveness in demonstrating 1) the one key behavior common to all team members, 2) the one key personal behavior generated from team member input, and 3) overall effective behavior as a team member.
  5. Conduct a mini-survey, follow-up process in approximately six months. From the mini-survey each team member will receive confidential feedback from all other team members on his or her perceived change in effectiveness. This survey will include the one common behavioural item, the one personal behavioural item, and the overall team member item. A final question can gauge the level of follow-up – so that team members can see the connection between their level of follow-up and their increased effectiveness.

This process works because it is highly focused, includes disciplined feedback and follow-up, doesn’t waste time, and causes participants to focus on self-improvement.

Let me close with a challenge to you (the reader) as a team leader. Try it! The “downside” is very low. The process takes little time and the first mini-survey will quickly show whether progress is being made. The “upside” can be very high. As effective teamwork becomes more and more important, the brief amount of time that you invest in this process may produce a great return for your team and an even greater return for your organization.

To find out more and discuss this and other ways to improve leadership effectiveness and organizational performance further contact Andrew Cooke (MGSCC), call Andrew Cooke on +61 (0)401 842 673 or andrew.cooke@business-gps.com.au

You can also find further insights and a wealth of material on business and leadership on Andrew’s other blog – Growth & Profit Solution Blog. There are also a large number of resources at his Blue Sky GPS Website, and these can be found at Blue Sky GPS Resources.

About Andrew Cooke & Blue Sky GPS (Growth & Profit Solutions)