Tag Archives: focus

Start With the “Why?”

You must inspire people to drive business executionDan Pink argues that three surprising things motivate people: mastery, autonomy, and purpose. In business execution, I argue, you need to start with the purpose.

That’s what I wrote for this month’s article at RESULTS.com – You must inspire people to drive business execution. Check it out and let me know what you think?

Question for the Comments:
What is your purpose for working or running a business, beside just making money? How do you inspire people?

Other articles you may find interesting:
Why Are You Hiding Your Values
Deep Survival: Business Lessons From the Wild
What Do You Want to Be the Leader Of?

Bernie works as a leadership and business coach, consultant, and facilitator. He believes there are simple things outstanding leaders do well, and that not to do anything about bad leadership once you know about it is abuse. Check out what he does with RESULTS.com

Stop Interrupting Yourself

I love working with new clients. There are simple things that outstanding managers and leaders do well, and introducing a new client to those simple (but not always easy) things pays off so quickly. I don’t even want to charge them for it. But of course I still do.

Last week I introduced some time-management concepts to a group of front-line managers at a construction company. Of course their biggest personal challenge is having enough hours in the day to react to everything be instantly available to everybody all the time.

Now when I say it that way it doesn’t sound very appealing. Re-framing our work day in these terms gives us a different perspective, and maybe even an “Aha! No wonder my head feels like it’s exploding with this feeling of being constantly overwhelmed!” Now we can shift our perspective.

The Power of Interruptions

In “The Mythical Man Month”, published in 1975, Frederick Brooks talks about how programmers are more efficient, correct, and productive when they can close their doors, transfer their phones, and focus on their work. Even a 30-second interruption from a single phone call would mean they would have to spend the next 15 minutes getting their state of mind back to where they were before they were interrupted.

Those four phone calls you answered in the last hour? That’s why you didn’t get that report / estimate / article done.

The Power of Being Focused

For one particular manager, that shift was simply reducing office noise. By asking his office peers to close their door when they were having meetings (or closing his own door), turning off his email notifications, and not answering his phone for an hour (he still kept an eye on who was calling, just in case it was a client), he was able to get done in that hour what usually took him two.

We use “courtesy flags” in our office when the noise gets out of control. We like to have fun, but that’s not always appropriate when somebody is on the phone with a client and they can’t carry on a normal conversation. It’s a simple pendant on a straw that gets waved when somebody needs things to calm down. It works well.

A Minute a Day

Here’s the interesting bit. One hour saved in a day doesn’t seem like that much. But if our construction manager does that every day he’ll have 200 extra hours in a year. That’s five weeks. Maybe he won’t have to come in on the weekends any more. That’s not a small shift any more. That’s a huge shift. For him personally, for his family, and for the company. He’s better rested, better energized, and working harder when he is there.

Even small changes, continually applied, add up. It’s like the power of compounded interested. Finding even a minute a week, over 52 weeks, isn’t just 52 minutes. It’s 23 hours: 1 minute the first week, 2 the second week, and so on.

That’s the part I love, making my clients eyes go wide when they realize how small changes sometimes have huge impacts. In this case not continually allowing ourselves to be interrupted. It’s doing the basics right. Being focused. It’s sharpening the axe before cutting down the tree. Being productive and working on what we want to work on.

Your Actions:

If you’re a fireman, you’re exempt from this question:

Is there something you can do to stop being interrupted at work when you need to focus? What’s the worst thing that will happen if you don’t answer your phone or every text right away every time? What can you do to build at least some uninterrupted time into your daily routine?

No Points for Difficulty

Running a business is not like Olympic diving. You don’t get points for difficulty. Which is why is was a little frustrated with one of my clients last week. We were talking about role scorecards – a one-page description of the key responsibilities, measures, and expected behaviour of any position.

We’d done a good job of walking through the CEO role, but when I’d asked them to replicate the same for other roles, she sent me a two page description of roles and responsibilities. She said it’s what “she needs”.

OK, fine, but in the end it’s not about us. It’s about them. It’s about making clear to the people working for us what’s expected of them. But the longer we talk about it (or the more we write about it) the less clear it becomes. Which is why getting a job description down to one page is really really hard, but really really worth it.

I was emptying the dishwasher and catching up with my teenage daughter on the weekend, telling her about my week. Now maybe I’ve just rubbed off on her a bit, but she got it.

This is a girl who wants to open her own retail fashion store one day, and gets that if she wants to design and manufacture her own clothing line, she’s going to have to a) make money, and b) have people working for her that can do the job. Business is hard enough. Why make it harder?

I hugged her. She doesn’t let me hug her very often, but this time I insisted.

Deep Survival: Business Lessons From the Wild

What does survival in the wild, my recent computer woes, and running a business have in common?

My blogging vacation was a little longer than expected because of a hard-drive failure. I’ve just finished rebuilding my third drive (and operating system) in the last six months.

But I did have time to do some non-business reading. This year I chose “Deep Survival: Who Lives, Who Dies, and Why“. I admit it’s a little weird  that my idea of a relaxing read includes people being dropped in the jungle  from 28,000′ wearing high-heels and a dress, surviving 60 days in a raft with a broken water purification system, or the analysis of a mountain climbing accident that kills a dozen people.

Darn-it if I didn’t see some parallels between those life & death situations and strategic business planning and execution. Those that didn’t just lie down, give up and die had some common characteristics:

They Accept Reality

Survivors were quick to accept  their situation and deal with the here and now. They did not waste time and energy railing against the gods, grieving, or crying about what should have been. They figured out where they were, what resources they had, and what they needed to do next to live another hour.

They Have Something Bigger to Live For

All survivors who went through grueling physical, emotional, and mental anguish to live and escape their situation (like walking down off a Andes mountain with a shattered knee bone poking through their pants) had a powerful motivation to keep themselves alive. Usually it was a child, spouse, or loved one that kept them going.

If your business does not have a higher purpose other than just making you money, then how do you get other people to care about it as much as you do?

They Are Disciplined

Survivors are incredibly disciplined. Whether is was drinking only a litre of water a day on the high seas in an open raft, or simply taking the next physical step down the mountain or through the jungle, they gave themselves a cadence by which to govern themselves.

What’s the rhythm of your business? Do you have the discipline to get things done? Do you regularly follow through on commitments?

They Have Focus

Survivors often have to just wait, saving their energy for a burst of activity when it’s needed the most. They don’t waste their energy (or time) pursuing activities that don’t directly benefit their main goal: staying alive.

This is similar to Covey’s “big rocks first” principle. Often I see clients let day after day slip by chasing the latest fire in their business, when what they said they needed to do was spend time making sure those fires didn’t happen in the first place. What are your big rocks, and how much time do you spend on them?

They Adjust Their Plan

Survivors don’t just slavishly follow a presumably good plan when circumstances change. They are prepared to take advantage of opportunities as they come along, or adjust their plan when fate throws a coconut or avalanche at their head.

What’s your plan and how often do you review it?

They Listen to the Experts

What does all this have to do with my computer? I could have avoided some of my recent technical grief if I’d taken the advice given at the end of the book about how not to get into a life-and-death situation in the first place:

My technical guy tried to tell my that a faulty voltage regulator was frying my hard-drives. Had I heard him I would have been able to choose the time of buying a new lap-top. I didn’t want to hear him because it didn’t fit into my model of the world (not wanting to spend the cash right now).

You are good at what you do. You might even be the expert. You’re not good at everything. Get the right advice from the right people, and listen to them.

They Have a Plan B

. . . or sometimes even a plan C if the possible failure is critical enough. What are you going to do if your plan A fails?

In my case Plan B was to recover my files from the old hard drive, something I’ve successfully done a couple of times before. Plan C was to use the on-line backup service to recover my file. It would take a bit longer as long as the backup service didn’t corrupt my files . . . Oops! Three weeks later and I’m just getting back to scratch. Without a plan C I still wouldn’t be able to do the accounts, invoice my clients, or pay my taxes.

Now I have a plan D as well – a backup to an external hard-drive on my desk.

. . . and for those of you who enjoy adventure reading, I highly recommend “Deep Survival: Who Live, Who Dies, and Why

Question for the Comments: 

Has your business career had a “near death” experience? What did you have to do to survive?

Other Articles You May Be Interested In:
What Does Your Reality Look Like?
When “Big Rocks First” Fails
What Do Rituals Have To Do With Business?

Bernie works as a leadership and business coach, consultant, and facilitator. He believes there are simple things outstanding leaders do well, and that not to do anything about bad leadership once you know about it is abuse. Check out what he does with RESULTS.com

Fire the Creeps and Bums

Fire the Creeps and Bums

Firing a non-productive or anti-social (in the destructive sense) member of a team actually increases the team’s productivity by 30 to 40%. That means that on a team size of 4, productivity will stay the same or get better even if you don’t replace them,  Yet your payroll drops by a quarter.

On a larger team then you’re making money by getting rid of the bully / degenerate  because of the bump to productivity. If they’re at the managerial or executive level your return on investment is even higher. The higher up in an organization the greater their impact, positive or negative.

Cost of a Bad Hire

If that doesn’t convince you then consider the cost of make a bad hire, or keeping them around. It starts at five times their annual salary and goes up from there, depending on their impact within the organization. Up to 27 times.

Too many leaders are afraid to replace, move, or let go somebody they know needs it. Perhaps they’re in a key position. Perhaps they’re a family member (tough one for sure). Perhaps they’re a loyal, long-term employee whose performance has dropped in recent years.

So decide now what’s best for the business and all the people in it. If you can’t do what’s right, maybe the problem is you.

Let the Facts Judge Them

I like John Spence’s approach as outlined in his book “Awesomely Simple“. You’ll need four sheets of paper: On the first one have thee employee write  what they believe is expected of them. It’s important that expectations are clear and agreed, and that they have agreed deadlines.

On the second they write what they need (training, staff, support, equipment) to accomplish what they’ve committed to. On the third what their reward should be if they accomplish their goals. On the fourth, what they believe the consequences of failure should be.

The key to this approach is regular (weekly) face-to-face review. Regular review is where accountability happens. We don’t need to judge our employees. Presenting the facts will do that for us.

What Took You So Long?

A common reaction when they finally do get asked to leave? “What took you so long?” Everybody else knows what needs to be done. Why don’t you?

What’s the hardest fire you’ve had to make? Do you have somebody you need to let go but just keep putting it off? Let us know in the comments.

You Talk Too Much

It is better to keep you mouth shut and be thought a fool than to open your mouth and confirm it.

Ever worked with or for somebody who thinks out loud? Who says: “My point is . . . ” and then spends the next five minutes looking for it with his lips? If you don’t know somebody like that . . .

. . . it might be you.

Here’s What They’re Thinking

Here’s what everybody else wants you to know: they stop listening after the first sentence.

You’re wasting their time, and they resent it. They’re bored, they’re frustrated, and the more you talk the less credibility you have. Even if you did have a point, nobody can hear it for all the words. The more you talk, the less they hear.

You’re Not Communicating

You’re not communicating, you’re just talking. Frankly, you make others feel like you don’t care about them. The only thing you seem care about is the sound of your own voice. What you might think of as “connecting” to other people is doing exactly the opposite.

Your Actions

This could apply to everybody, especially if you think it doesn’t apply to you:

  • Think before you speak. Take a deep breath and decide what you’re going to say before you say it,
  • Keep it to one sentence, then…
  • Stop talking.

If you know somebody that fits this profile:

  • Give them a copy of this blog article. How is up to you. I suggest some straight talk, but that doesn’t mean you have to be mean.
  • Review the first three bullets above and figure out what you can use. It never hurts to get even a little bit better.

Other Reading:

The Lost Art of Brevity – Mike Myatt, N2Growth blog
Your Emails Are Too Long – Leo Babauta, Zen Habits blog
Quiet Leadership – Six Steps to Transforming Performance at Work
– by David Rock

Discussion:

How have you dealt with blabbermouths in the past? What worked and what didn’t work?

What other techniques have you used yourself to communicate more clearly?

What affect did cutting your speech down to one sentence have?

Better E-Mail Made Simple

E-mail is a great medium for communicating simple facts, figures, and actions. It is best written in short, declarative sentences. It is not best for socializing, explaining, or instructing. Especially in a work context. That’s best done face-to-face, or if need be, over the phone.

You can help other (and yourself of course) by keeping your e-mail relevant. Relevant e-mails get better results.

You may also be interested in:
E-Mail Made Simple: tricks for getting through the daily e-mail storm
Career Gotchas: guidelines for keeping your e-mail use professional
What Goes In An E-Mail: and when you shouldn’t send that pithy rocket that will make stupid people quiver in their booties.

Writing That Doesn’t Suck

One of my favourite video from one of my favourite author: how to write a mission statement that doesn’t suck. Keep it short, use concrete language. Good advice for any writing. Including résumés.

Why You Shouldn’t Get Started

Another perspective on the homily “Just get started.” Cal Newport argues that not starting drives success. Stop distracting yourself, and focus on what it is that’s important to you: business or personal, skill or endeavour.

Focus is key. It works for resumes, for hiring, and for driving business results.

Deflate Your Resume for Better Results

Taking out the little white lies keeps your resume focused and increases interviewer good will.

Other quick tips:

1) Figure out what you’re good at, what you enjoy doing, and where you want to be in five years. Your passion will show through if you know what it is.

2) Use the STAR format: Situation/Task, Action, Result. What was the situation or task you performed, challenge you faced, or responsibilities you were assigned? What actions did you take? What results did you acheive?

This is the format you’ll be facing when asked behavioural interview questions anyway. Might as well prepare.

3) Keep it short and focused. Keep your résumé to one, maybe two pages. Unless you’ve been the President of the United States or an astronaut that’s been to the moon you’re not really that interesting. If you have been one of those things you’re not really going to need a resume, are you?

Going into excruciating detail is going to make it even less interesting. Do the work for your reader and boil things down for them.