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Archive for November, 2009

How to develop leaders differently to “think and act faster”

November 24th, 2009 by Steve Barry

We are using this space as a means to answer your questions from a recent webinar we hosted on the 10 Ways Fast Companies Accelerate Strategy Execution.

Here is part 3 of our answers to your questions.
Please click here for a recording of the webinar

Question: How do you measure alignment?

This is a tough question to answer without knowing the context.  Alignment can be measured in lots of different ways, on macro or micro scales, depending on what you are looking at.  If you are talking about organizational alignment, it can be measured with organizational assessments.  Regardless of the content or focus of the assessment, alignment can be determined by the extent to which groups answer in the same way.  In other words, ask this question:  Are there statistical differences between groups in terms of items deemed important to the organization?

Question: Is there any reason you focused on financial and professional services organizations?

EIU sent surveys out to its database of senior leaders, many of whom happen to work in financial and professional services.  This is beneficial for us in that several of our client organizations are in these verticals.

Quesion: What could be the impact on the Learning & Development strategy/offering?  How should we develop leaders differently to “think and act faster” (according to clarity/unity/agility)?

Well, for starters, there are four main leadership abilities we’ve discovered—and specific behaviors and tactics associated with each one.  This blog space is not sufficient for doing them justice.  But here is a high level overview of the four abilities:

1) Affirm strategies.  This is the first step to take to drive speed, because people need to know where they’re going and need to be motivated to go there.  An affirmed strategy is not only correct, it’s also alive—that is, complete, clear, well communicated, and well understood by all stakeholders.

2) Drive Initiatives.  This ability involves follow-through.  Our research shows that, after affirming the strategy, leaders cannot simply “sponsor” the initiative.  Many of the skills that support this leadership ability are project-management skills:  unfamiliar territory for many senior leaders, but territory that they need to master.

3) Manage the Climate.  Climate is what it feels like to work in a place.  Managing climate is a matter of understanding its dimensions and the leadership tactics whose use improves it.  If you can change your organization’s climate in positive ways, you will also improve your employees’ motivation and increase speed of execution.

4) Cultivate Experience.  Like solar, wind, and water power, experience is everywhere—and it’s rarely captured and put to good use.  Many leaders don’t know how to cultivate the experience of their employees and colleagues—how to capture it, make it visible, refine it, and harness it so that it becomes a powerful driver of results.

For a recording of the North America and Europe Webinar, click here

The 4 Speed Trap Profiles

November 16th, 2009 by Steve Barry

In a previous blog entry, I wrote that we would use this space as a means to answer questions from our recent webinar on the 10 Ways Fast Companies Accelerate Strategy Execution.  (Please click here for a recording of the webinar).   Here is part 2 of our answers to your questions.

Question:  Can you elaborate on the four speed traps?

Sure.  In each of these scenarios, the organization has strengths upon which to build, but it also has identifiable vulnerabilities that slow or even derail sustainable strategy execution.  Here are some brief snapshots of some other common organizational speed traps.

Speed Trap 1:  “Not My Problem”

–     This is where clarity is emphasized to the exclusion of other people factors.

Common symptoms:

  • People are clear about what the strategy is but less clear about how to execute it. 
  • The strategy turns into fragments that each function or division interprets differently, causing people to selectively execute the strategy in ways that protect their turf.
  • Silos result from conflicting priorities; data and resources are withheld; trust erodes.

Speed Trap 2:  “Everything to Everyone”

–     Agility is emphasized, while clarity and unity are overlooked.

Common symptoms:

  • If you asked seven different people to describe the company strategy, you’d get seven different answers.
  • Strategy is too high-level:
    -People don’t know what they should start and stop doing—so they do everything.
    -Leaders state initiative objectives that seem to link to strategy, but at too high a level.  It’s difficult to know how to act on them, measure progress and hold people accountable, or even identify projects that don’t align.
  • Every “hot opportunity” in the marketplace is pursued, confusing customers and eroding profits.

Speed Trap 3:  “Myopia Utopia”

–     Unity is emphasized at the expense of clarity and agility.

Common symptoms:

  • A strong push to maximize shareholder value through “all hands on deck” efforts in order to hit the numbers.
  • Agreeable, loyal team players are rewarded even if that means avoiding obvious strategic issues.
  • Pressure for short-term performance is so high that there’s little experimentation or reflection.

Speed Trap 4: “ Boiled Frogs”

–     These firms have high clarity and unity, but low agility (this was the profile of all of the webinar participants’ firms).

Common symptoms:

  • These firms have a very clear strategy and strong execution abilities.
  • A high degree of pride in the company excludes thoughts or events outside the company.
  • Too narrow a focus on internal process improvement can overvalue quality, while undervaluing speed to market.
  • Susceptibility to losing market share to smaller, more nimble competitors.

For a recording of the North America and Europe Webinar, click here

5 New Strategic Initiatives That Are Creating Business Impact Right Now

November 13th, 2009 by Forum Corporation

Reflecting on Strategic Initiatives

We asked our colleagues across Forum to share strategic initiatives that have a positive impact for clients.

We see a gradual shift away from short-term focus on results, and a renewed emphasis on the implementation of strategic initiatives to take organizations forward.  Here are some examples:

1. Re-engage employees through focus on growth
Clients are re-engaging their people and developing new products, services and markets. The enthusiasm generated by these ‘growth’ conversations positively impacts their organizational climate and injects renewed optimism for 2010 and beyond.

2. ”Back to Basics”
Several clients are using this time of economic turmoil to re-assess their strategic plan and focus on the individual gaps standing between them and their strategic goals.

For example, a regional energy company is ‘going back to the basics’   They have placed an emphasis on understanding the fundamental service skills and are focusing time and energy on the critical skills of customer service for front line representatives.    

Another example is a not-for-profit organization embarking on a 24-month plan to enhance leaders’ abilities to sustain success and to develop new opportunities for growth.

3. Retain Talent
I have noticed increased thinking about how to retain and motivate top talent. For example, a leading investment firm is assessing the climate of its sales force and preparing managers to create a high-performance environment.

4. Leverage Six Sigma
A global pharmaceutical company has started a thorough Six Sigma initiative.  However, rather than focus on systems, they are focusing on the numbers (increasing consistency and reducing variation).  Initially they are aligning their revenue-producing sales and marketing teams, attaining their buy-in using basic indicators such as call rates and customer segmentation data.  The business then plans to focus on high performance, enriching and improving every action based on global benchmarks.

5.  “One-firm firms”
Organizations seek to gain market share by pooling their combined capabilities to better serve clients in “one stop”.  Collaboration is the key to this initiative.  For example: 

• A large Middle-Eastern conglomerate with global operations is breaking down internal barriers to communication and collaboration in order to accelerate growth.  They see learning as the key lever in this effort, and they’ve created a common language and approach across the sales organization.

• One of our Asian clients implemented a successful, cross-functional collaboration initiative to deliver customer value. This initiative is championed by the General Manager, which has enabled it to gain traction.

What strategic initiatives would you add to this list?

Going Fast in Resource Constrained Companies

November 12th, 2009 by Steve Barry

For a recording of the North America and Europe Webinar, click here

I recently co-hosted, along with my colleague Henry Frechette, a Forum webinar for North America & Europe entitled “The 10 Ways Fast Companies Accelerate Strategy Execution.”    The topic of Acceleration seems to be a hot button topic – participants had more questions than we had time to answer.  We’ll use this blog to answer these questions over the next week.  The first question was:   Can you expand your message to include how to be successful in resource constrained firms?

Though Henry answered this question on the webinar, here is a bit more food for thought regarding resource constrained firms.  Consider the following equation from Bigler & Norris’ book, The New Science of Strategy Execution:

Cycle time = Actions in progress / processing speed

In the webinar, we talked a lot about the denominator (processing speed).  But simply reducing the numerator (the # of strategic initiatives you have in place) may actually be a good place to start for resource constrained firms.  Take a thoughtful approach to reviewing the strategic initiatives you have in place.  Does the estimated cash benefit outweigh the time and resources they are using?  Are they truly helping your firm improve or innovate?  Prioritize them.  Are there any “pet projects” that can be eliminated?   This should help to free up resources and enable you to be more strategic and successful.

For a recording of the North America and Europe Webinar, click here

What Managers Often Overlook

November 10th, 2009 by Tom Atkinson

For a recording of the North America and Europe webinar, click here.

Here is the final question raised by participants in our recent Forum webinar for North America and Europe entitled “Using Climate to Drive Employee Engagement.”  I was joined by climate expert Henry Frechette of Forum and by Joe Price of Aflac—which has recently boosted the performance of its sales force by helping managers shape climate.

What employee-related things does the manager overlook most often?  How does this influence climate?

Managers often focus on achieving business results—and rightly so.  But, in order to be effective, they must focus not only on the result but also on the process.  For example, when a production problem occurs, does the manager use it as an opportunity for the team to learn and develop new capabilities, or is she more focused on just getting the product out the door?  The most effective managers look through two lenses:  one on the business results (what the team accomplishes) and the other on the “people processes” (how the team achieves results).  We’ve noticed a blind spot of even the most effective managers:  losing touch with how the team is working and how their own actions as managers affect the team, especially in stressful situations.  The value of assessing climate involves managers becoming aware of this blind spot and taking action to illuminate it.

For a recording of the North America and Europe webinar, click here.