Regenerate!

Scene : A coaching session with a CEO.

CEO: There are now two candidates for the job of the operations head. A has many years of relevant experience and is less qualified. I can get him easily and at a substantially lower CTC. B is qualified, experienced, and very ambitious. He will cost twice as much as A. A is eager to join, whereas B is ambivalent. I think A suits us.

I (the coach): A suits the company or he suits you?

CEO: umm….B seems to have strong views..such people you know..

I: The question is whether A can revamp the operations as you need. If he can not, the entire CTC spent on him will be a waste. As long as B’s strong views are based on facts, logic, and partly gut feeling backed by conviction, there is nothing wrong. One can not achieve anything without these things.

The CEO went into deep thought.

CEO: I see your point. The operations head  will take up the work I was handling so far. I do not want him to leave things as they are and I should learn to deal with a strong person who can change things. But what is guarantee that B will carry out changes and that he is not just a hard headed person? Also, B will upset our salary structure.

I: That is a good question to ask. CTC is less important as long it is market related and as long the company can afford it. Is the salary structure out of step with market? If yes,it will have to change.

The CEO again got immersed in his thoughts.

A leader’s most immediate output is decisions that can leave a lasting impact on their companies and morale of their people. People related decisions fall in this category. Unknown to our conscious mind, we use wrong criteria for making decisions.

A good business \ leadership \ executive coach can help in averting such blunders.

(In this case, the CEO went on to hire B. He also revamped the salary structure realizing that the company was at a risk of losing good people. Some years down line , the  company has revamped its operations and has a stronger and balanced management team.)

Passion for developing people.

An executive coach must be  a person, who is passionate about developing people. How will you find this? This will show up in his \ her track record through

-formal or informal teaching assignments

-learning new thing (people who keep learning new skills, acquire new knowledge find it easier to transfer their learning to others)

-what his \ her former subordinates say

“My people work really hard. Many of my top managers stay up late and then take their laptops home. But somehow we are not turning out any superlative performance. Our customers think we are ok type. Our employees…the other day I overheard one of our bright team leaders say -Oh! forget what the client says. Listen to your boss..  I was shocked.  I do not understand…”

Somewhere deep in her mind the CEO knows something is not right. Many things may not be right. But there is always the next meeting, the next budget, the next forecast, the next report, and the explanations to be given.

Why do your top managers have to slog? Why do your brightest people appear to have given in?

There are more than one factors behind all this. But I think there is one factor which is almost always there. And one can always get down to doing something about it.

This factor is your business processes.

Now when was the last time you used this phrase? During the ISO 9001 or CMM audit? While pitching for a deal? Or while waxing eloquent on the “learning process”?

What if you take this ‘processes’ thing more seriously and actual start getting a fix on them by

-defining some key business processes e.g. client acquisition, order fulfillment, recruitment (call it talent acquisition if you feel better that way), complaint resolution, product creation etc. Your gut feeling will tell you which are the top two or three vital processes for you as of now.

-fixing some process performance parameters, guess current values, and fix a goal

-appointing some as process leaders and form a team of players

-give them powers and resources to run and to improve processes

-ask your top managers and experts to step back and provide support when needed or take direct process responsibility as process leaders

-review process performance and improvement actions in routine management reviews (you can leave out many other review points)

It is not easy.  But if you stick to it you will be amazed to find performance going up and yes, good (talented) people and not so good people will get marked. Many borderline cases will improve and you will know what to do with the remaining minority.

Process management provides your leaders powerful levers to for shifting gears for future. It makes them leaders.

“When Ajit joined our team there was a great hope. After all, he not only had top rated education but he had also worked at the market leader in our industry. I was very proud to net him. But six months have passed and I no more enjoy meeting him”

CEOs go through such disappointments.

Here are some thoughts before you go for your next prize catch:

-Agreed, Ajit came from the same industry. But working with the market leader can be quite different than working for a company which is trying to come up with better offerings. Being a market leader means that the way things are compared by customers has been set already. On the other hand, at a company offering some thing new, you have to change customers’ benchmarks. Your star recruit may not have done this before.

-Ajit’s excellent education: Great. But your company has been built around people with education from different kind of institutions. You culture is that of looking around and learning by trying things out. Ajit is not used to that. He tends to take many things for granted. That would be a cause of some friction between Ajeet and your other people.  And Ajeet being perceived as a new star would have increased the distance further.

It does not mean that a CEO should only recruit ‘our types’. Quite the opposite. People ‘not like us’ can be a good addition if what they bring adds to the business.One should know what it is.

But how does one find this about new comers when one does not know own people well enough -going by those botched up cases of promoting the favorites?

First thing to do is raise your own capability of developing people -you will start understanding people much better. A good resource for this can be Learning Leadership -it is flexible, accessible, and affordable.

The second thing to do is to prepare yourself well before you start looking for new people. If you do the first one well you will have much to build on for this.

What to do about Ajit who is unfortunately so off-color now?

Perhaps a short assignment to investigate competitive landscape to come up with some ground up thinking might bring him out of his shell? Perhaps.

Any more guesses?

Sounds familiar. The signs were all there.

She would come up to you and make some good suggestions. You would say ‘great’ and give her a know-all look and an indulgent smile. She would speak with conviction in meetings.  But she would not get a clear mandate from you. At the times of important decisions, she would observe you silently but relentlessly. You would of course indulge her once in a while.

Then one day she quits and you say ‘Oh!I was going to promote her.’ You even make an offer to her. But she has a better opportunity and she has made up her mind.

Sounds familiar. But preventing this takes much more.
-Do you promote people for performance (you can see that) or for potential (not obvious)? One needs to be clear on what additional competencies are needed to perform the next job. Your people too need to be clear about what do they need to learn for their advancement. Read this career planning.
-Do you have an ongoing mechanism for finding out the leadership potential of your people? And for ‘improving’ their potential? For knowing more about a tried leadership development process available, register at Learning Leadership and join the free program Leadership -learning, coaching, and developing.

If you do not a have a confident YES as an answer to each of the questions the above familiar incident might also be a recurrent one.  It is difficult to handle talented people as compared to the mediocre. The mediocre would be happy to plod around.

The talented people must be engaged with twin challenges of learning new skills and taking on more responsibilities. They also need to be coached well.

Learning Leadership brings such leadership coaching to your people through the internet.

Leadership is often described in terms of vision, inspiration, courage, passion, dynamism, motivation, change & transformation, mobilization etc. While all these are important outcomes or facets of leadership they do not offer many clues about how to get there if one wants to develop leadership skills.

When I think about leadership, I can think about feeling responsible and doing something about it. If I think of leadership in the context of organizations I can say that to improve leadership skills one needs to get better at a range of competencies.

A leader should be able to grasp and face reality in all its complexities. The reality must cover ‘own and internal’ reality. The leader should be able to both handle and harness emotions well. He \ she should be able to identify and implement values.  The leader should be able to generate and harness small and big ideas, generate excitement and develop them into overarching vision. The leader should be able to connect with the organization’s goals and generate breakthroughs in projects and processes. He \ she should be able to learn quickly and teach for developing people. The leader should be able to develop an agenda covering all above and should be able to communicate it simply and directly.

At different points of an executive’s career and depending on the organization’s situation the emphasis would shift, but I have come to believe that above competencies remain core.

Having defined the competencies in these specific terms it easier to think about ways of getting there.

There are many facets of leadership -vision, values, transformation, and others. Leadership competencies include ability to understand reality, ability to see the larger picture, ability to marshal resources, passion for developing people, and more.

But if I am asked,  “what is a leader’s ‘output’” or “what is the ‘outcome’ of leadership?”, I will say that on a day-today basis the outcome of ‘good’ leadership is inspiring people to accomplish something, making a routine job worthwhile.

And what is ‘inspiration’? It is feeling which gives that booster dose of energy. If the primary outcome of good leadership is inspiration, can there be able leadership without good emotional capabilities?

Emotional capability is that X-factor behind successful leadership. Emotional capability is not just emotional intelligence.

Without the ability to understand emotions, without the ability to deal with them, and without the ability to harness them, much of a leader’s thinking will remain just thinking and every action will need exercise of formal authority. No matter, what position a leader occupies there are many crucial aspects that are beyond his formal powers. He or she must have that X-factor.

Given the way in which people get their education and ‘training’ on the job, most have learned and have come to believe that emotions are bad, particularly in business or in serious work. This becomes a major factor that hinders capable people from realising full potential -theirs’ and others’.

Development of this X-factor, therefore, is one of the cornerstones of developing leadership skills.

Personality tests are very popular amongst users as well as corporate HR people. Personality tests seek to profile people. They make sense to the extent that they supplement a chaotic personal interview by something in which one will not miss asking obvious questions. They also make sense when large number of people have to be screened by automating the task.

For a low down on personality tests, visit wikipedia .

But personality tests have limitations. In addition to the limitations the above link mentions, I would like to say that personality tests neither provide diagnostics nor do they offer any action-ability. They are like your health report that tells about your cholesterol levels and other indicators. The report may itself be incomplete (needing more tests) or the report may need an expert’s diagnosis that prescribes a course of actions.

Personality development, leadership development and in general, developing people is far more complex than that. If your aim is to develop your people, you will need a development process which combines training, with exercizes and coaching. You need to pace your people through such process.  This requires a commitment by the CEO andthe management team. That’s why there very few companies who achieve success in this area.