Using a “Listening Tour”

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One of our associates at Fulcrum Associates, Rick Maurer, is an expert in how to bring about change in an organization. Rick just written an insightful article that I think every manager would benefit from. Here is his piece, our first guest post on the Build Best Bosses blog. "How to Use a Listening Tour to Communicate, Learn What’s Going on, and Earn People’s Trust" Every executive knows that massive changes are often extremely difficult. Although you need to be adept at all aspects of leading change, there is one area that often gets too little attention. People must trust you. They must believe that they are in good hands and that you won’t let them down. I have seen … [Read more...]

Article: What to Do When Your Team Gets "Stuck": 7 Ways to Get It Moving Again

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There is no question about it. A team can be a powerful vehicle for accomplishing a major project, guiding a unit to superior performance, or bringing together diverse perspectives to solve a pressing problem Have you ever been a member of a smooth functioning, high performing team? Those of you who have, no doubt, harbor fond memories of how energizing it is and how great that rush of pride feels when you achieve great things together. The best teams, including certainly that great team you were on, are not just adept at driving outcomes. They also monitor their process,–how the group deliberates and makes decisions–the morale of the group and the well-being of the … [Read more...]

Article – Down the Slope and Up Again: Seven Strategies to Lead Your Team through the Recession

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by Ian Cook and Scott Campbell Wherever you look, news about the economy is bad. Layoffs abound. Pfizer, a pharmaceutical giant, recently announced 8,000 job cuts. Home Depot, the biggest home improvement retailer in the U.S., said it will eliminate 7,000 jobs. Even the State of California is letting 20,000 go. The economy lost 2.6 million jobs last year, the most since 1945, and it shows no signs of improving in 2009. Large companies are hemorrhaging. General Electric Co., a bastion of the economy, posted a 46 percent drop in fourth-quarter earnings. Aetna Inc., the third-largest U.S. health insurer, reported a 57 percent drop in profit. Coca Cola, American Express, and J.C. … [Read more...]

Article – Want Greater ROI From Your Meetings? Six Questions That Will Make The Difference

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First there’s the suffocating volume of e-mails. That’s complaint number one. But the next biggest gripe I hear from my clients is that they are spending way too much time in meetings. Do any of these comments ring true about meetings where you work? too long no agenda (or, if there is one, we don’t follow it) rambling, we get off topic a lot little is actually decided could have just circulated a memo the boss does all the talking no follow-through on commitments made I can never quite figure it out? With people so strapped for time, it seems clear that excessive meetings consume a “mother load” of time that busy people today could put to better use. Why … [Read more...]

Article – A Lesson for Managers from the World of Sales

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By far the single biggest concern I hear from managers I work with is, "How can I get my people to do more?" Their number one challenge is how to ensure their employees are motivated. For the answer to this question we turn to the sales professional. Superior salespeople do many things well but one thing stands out. They get into the head of their prospect/customer! They start where their customer is—cognitively, emotionally, even physically. How do they do this? By becoming curious—asking questions and listening intently—about their customer's: hopes & dreams (what they want) fears and concerns (what they don't want) Our sales star now determines whether his … [Read more...]

Article – Dealing with Resistance: the 4 + 2 Method

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We've all lived this before. Sally, the manager, asks her employee Gary to prepare a market analysis report for next week. Gary moans and says he doesn't think he can do it by then . . . too much work and, besides, why not give it to Sherry who has a marketing background. The manager detects the "I don't wanna" whine and feels the heavy inertia of Gary's heels digging in. "Seek first to understand and then be understood" At that moment what Sally really wants to do is to respond in the old style of leadership, with both barrels blazing: "I don't want any excuses, Gary, just see that YOU have that on my desk by Tuesday!" or the much more subtle "There you go again, Gary. Don't … [Read more...]

Article – Delegation: The Forgotten Management Tool

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"I never get to the truly managerial parts of my own job." "I'm staying too late at night and working too many weekends." "________is really ready to advance but I have no job to promote him/her to right now." "If I don't give my best people some new challenges soon, I may lose them." Sound familiar? Is this what you find yourself saying (or thinking) these days? You've tried all the time management techniques. You've even upgraded your solfware and tried (unsuccessfully) to re-negotiate your job objectives with your boss. And you have some talented people that are demotivated by doing the same duties month-after-month. "Delegating is a great way to create that 'right fit.'" … [Read more...]

Article – Executive Coaching: On The Rise

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Isn't it funny what we assume about leaders in senior positions. They no longer have anything to learn about interpersonal relationships or leadership. They have arrived, proof positive of their skill level! Furthermore, only a fearless few people will give them the honest, useful feedback that self-development requires. The "culture" expects them to be role models and our models are supposed to get it "right." Showing their vulnerabilities is a "no-no," not to be done in front of those who report to them and certainly not advised in front of competitive colleagues on their leadership team. Of course, the CEO is too busy (and often not sufficiently skilled) to help them grow … [Read more...]

Article – Kickstarting a Brand New Team

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Do you remember the last time you attended the initial meeting of a new task force or project team at work? No one could agree on the goals. A couple of people complained about all their other work demands. Someone was pushing a personal agenda to become the team "leader." After a couple of hours of struggle, with the "team's" wheels totally spinning, you began to ask yourself why you were here. In high performance organizations with project-oriented environments, ad hoc teams are becoming the norm. Examples are companies like Levi Strauss, ABB, and 3M. Temporary teams differ from permanent teams. Most importantly, they have high demands placed on them to produce results quickly … [Read more...]

Article – Ouch! It Hurts To Think This Much! (Communicating Performance Targets)

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Are your employees clear about what you expect from their performance this year? I should be able to come in as a consultant, sit down one-on-one with any individual who reports to you and ask him or her, "What will constitute 'fully satisfactory' and 'outstanding' performance by you over the current year? Please describe it for me." When I then meet with you and ask the same question about the individual, your answer and theirs should pretty well match. In working with organizations large and small, I am repeatedly amazed at how few people really know what their priorities are and what performance standards their boss expects them to meet. As a result they assume certain … [Read more...]