Archive for April, 2008

Treat people as if they were what they ought to be and you help them to become what they are capable of being” goethe

“Treat people as if they were what they ought to be and you help them to become what they are capable of being”        Goethe

It is important to understand that you can’t motivate anybody except yourself. Motivation comes from within a person, so all you can do is provide the right environment and encouragement for them to motivate themselves. You know, so many business owners and managers are always complaining ‘why won’t my team do what I ask them to do?’ The only person you can change is yourself. Self-management comes before managing others or managing an organization. Understanding the impact of your behaviour is crucial to your leadership.

Being a  leader involves being able to adjust your style to the personality style, skill level and dedication of others in any given situation. You must be able to read the people and task mix and that requires skill, flexibility and intuition on your part. There are many personality programs available, Myers-Briggs and DISC to name a couple but I prefer the one developed by Dr Tony Alessandra because it is so simple to understand and use.

In his program, Dr Alessandra talks about four styles, Director, Thinker, Relater and Socialiser; each style having their positive and negative attributes. For example, the Thinker type personality is a highly organised and dependable worker who focuses on data collection, facts and details. Unfortunately they get so focused on these areas that, whilst they are very accurate, they work very slowly because they want to do everything to perfection and rarely finish things. Because they are so cautious, they are very slow to reach decisions and procrastinate.

This annoys Director and Socialiser type personalities who do everything in a hurry and so these type of leaders want to change their Thinker team members to be quicker and pay less attention to detail. In turn this puts the Thinker under stress and they react by becoming unimaginative, withdrawn, resentful and unable to meet deadlines.

On the other hand, the Director type personality are workaholics who like control and being bottom line goal oriented they make things happen. However, they have a low tolerance for feelings, attitudes and advice of others, they don’t listen and always want to do it their way. Under stress, they need to dictate and be in control so they become impatient, critical, blunt, irritable and even aggressive.

I have chosen to speak about these two styles because they create the most friction in a working environment, but Socialisers and Relaters have their positive and negative points as well. Unless a person wants to work on changing the negative aspects of their personality, you can’t change them and these negative traits will be pronounced under pressure. This means that as a leader  you must learn about the styles so that you can get the best out of each of your team members. Which personality type likes the pats on the back? Which personality likes the financial rewards? When you learn how to respond to the individual you will develop an amazing team.

Leaders are the people who drive and motivate others and set standards so as to achieve a common goal or target in unity

Leaders are the people who drive and motivate others and set standards so as to achieve a common goal or target in unity. Leaders motivate and drive their followers and hence can create a group that can be more productive and efficient. Most of the people would have leadership quality within themselves, in order to make them more focused and successful it is necessary that they undergo leadership training which can tune their in-born leadership thus have control and be capable of leading a group more skillfully. Leaders are driving forces of an organization or a company hence the organizations success depends on their skills.

To develop the leadership quality among the leaders of an organization it is quite essential that they be provided with the most proven training for leadership development. To become a successful and inspiring leader following a few simple steps in leadership development can help and bring in flourishing results. There are a range of leadership qualities to learn and acquire to instill the true leader in you. Behind every successful business there is a hand of a capable leader hence developing the quality to make them more capable and efficient is essential to create the most productive and performing team. Leadership training courses can provide the leaders various skills and knowledge with the help of which they can implement new ideas in their team and make their team motivated in achieving objectives and work in harmony yielding the best results. Leaders are the heads of the team hence have to lead the team and control them for that they have to develop their leadership quality in the following ways Setting up of objectives and inspiring the team to achieve the set targets is the first step in developing leadership quality.

Setting up a common objective according to achievable standards and clearly explaining the goals to the team members and assigning tasks to each of the workers according to their skills would enable the team to achieve the objectives and hence lead to the success of the organization. Controlling the work force and ensuring harmony and cooperation among the team is another way of building up efficient leadership in the team. By setting up an example of a dedicated member of the group would motivate the team members to follow their leaders. Working along with the members and solving their problems at the same time training the team to work focused and with dedication are signs of leadership development. Growing them up by increasing their skills can make you a good leader. Evaluating the team of their performance is another step to develop your leadership quality. Well performing members should be encouraged and respected and those who are weak need to be provided the adequate training and knowledge to improve their efficiency.

Preparing reports of individual work force and evaluating the results would help in monitoring the works and assessing the possibility of achieving the targets. Monitoring the work progress would help achieve the targets more effectively and prevents slow down in the process. Undergoing leadership training is another most important step that can develop the most efficient and skillful leaders in the organization. Leadership training programs can build up potential leaders capable to lead to the growth of the business and bring in success all through the year.

The organizations success depends on the leaders that works and drives the workforce to work in unity to make them contribute to the growth of the business. Creating a plan and a workable solution in achieving the targets is another step that can help in leadership development. Planning can organize a leader’s task and enable him in achieving the set goal more systematically. More detailed plans can make the process of achieving targets tangible.

A leader’s job involves a lot of responsibility since they lead a company or a team. Leaders are held responsible for combined actions of his team members hence they need to be very careful while monitoring the works of his followers. Leaders should set standards to their subordinates as they are being followed and are not represented as an individual but as a group. They should be able to maintain a good communication channel and observe each and every process under their control. In order to obtain these skills and develop into a real hero in the business, leaders have to be trained and updated with various leadership strategies and techniques.

It’s often said that people don’t leave organizations; they leave bosses

It’s often said that people don’t leave organizations; they leave bosses.  That has lead me to wonder why.  We all know of horror stories involving verbal abuse and even harassment from a boss.  That kind of behavior tends to get noticed, talked about and sometimes litigated over.  But what I think is more often the case (and talked about less) is the boss who simply hasn’t learned a very simple process and made it a habit.  What’s missing is in fact a key leadership tool that is easy to learn, simple to do, and cheap to implement.  What’s missing is acknowledgement. 

The next time your flight is on time or even close to being so, think about the astounding number of things that had to have gone right in order for that to happen; the number of people who in fact did their jobs and did them well. 

At times in my career when I have had direct reports, it has been my pleasure to acknowledge people for a job well done.  I made it a point to be on the lookout not just for what was going off course, but also for what was being done well.  Acknowledgement is a great way of reinforcing the behavior that you want. 

As an entrepreneur, even if you are a one-person organization, you can benefit from stepping up your acknowledgement of others.  Whether it’s the delivery driver, the printer repair person, your virtual assistant, or even a client or customer, people respond to acknowledgement.  Patrick Lencioni, in his book “The 3 Signs of a Miserable Job,” describes the critical nature of acknowledgment when he writes that anonymity and irrelevance are 2 of the 3 conditions that can have members of a team or organization feel disconnected and dissatisfied from their work.  

Acknowledgement helps reduce both anonymity and irrelevance because you are explicitly letting the person know that you appreciate something specific that they recently did—that it actually mattered to someone.  It also lets people know that you are paying attention, and I believe it builds loyalty and reduces turnover.  Whom would you rather work for or with–someone who notices when you do something well and says so, or someone who either only criticizes, or actually says very little at all?

Let’s take a look at the steps of acknowledgement :

  1. Get in the habit of noticing when things go well.  Not only does this set you up for a nice bit of acknowledging, but it also tends to keep you in a better mood
  2. Look them in the eye if you are in person, don’t rush, and be specific.
  3. If you can do the acknowledging publicly—and it’s appropriate—do so.

Try including acknowledgement as part of your leadership routine.  Chances are, you will increasingly become the business partner and leader that people prefer to be around.  Your business will be better off, and so will you! 

When you find someone you believe in, do not hesitate to stand by him through thick and thin

“When you find someone you believe in, do not hesitate to stand by him through thick and thin.” – Bryce’s Law


There is a general consensus today that there is a complete breakdown in corporate loyalty, that employees no longer maintain allegiances to their companies or their bosses. Years ago people joined companies usually for life. Workers figured if they worked hard enough and kept their noses clean, the company would take care of them. This is no longer the case. Due to the corporate changes implemented over the last twenty five years to remain competitive in a world economy, workers now typically live in a state of paranoia and think short-term employment as opposed to long-term, thus affecting their perspective on loyalty.

As some very visible examples of this, consider the dismantling of the studio system in Hollywood and the farm system in Major League Baseball. Instead of being groomed and nurtured from within the system, employees have been forced to become free-agents. Obviously, this encourages individualism as opposed to teamwork. I chuckle when I hear an executive become exasperated that there isn’t any loyalty in his company anymore. Why should there be if he promotes a corporate culture that doesn’t encourage loyalty?

Let’s understand this from the outset, loyalty represents trust. It means a person is confident that something will behave predictably, positively, and to their benefit. As a result, they will willingly pledge their allegiance to it. If it doesn’t behave in this manner, loyalty will be shattered.

There are three types of loyalty we commonly come in contact with: Product, Institutional, and Person:


I’m sure we all know someone who has allegiances to products. For example, I have a friend whose family has been buying Buick automobiles literally for generations. Even though the body styles have changed over the years, they have found it to be a trustworthy product and have remained loyal customers for decades. I also have a business contact who refuses to fly on anything but Boeing aircraft. Back in 1985 there was a consumer uproar when Coca-Cola changed their formula and introduced “New Coke.” Loyal customers finally forced the company to reintroduce the original formula under the name, “Coca-Cola Classic” (as we know it today).

People form attachments to products because they like it, have become familiar with it, and are confident it will perform routinely and to their benefit. They will even go so far as to adapt their lifestyle to the product and become dependent on it, just like a drug, even tolerating modest changes in price and attributes. But if the product changes radically, becomes unreliable, or skyrockets in price, then loyalty is shattered and the consumer looks for other alternatives. To illustrate, consider the American automotive industry; for years, people loyally purchased American automobiles because they believed them to be well built and tailored to the needs of the American public. Foreign automobiles were originally considered as nothing more than a curiosity that was out of step with the public. But because of some serious missteps by Detroit, consumer loyalty was shattered and transferred to foreign car manufacturers, particularly the Japanese and Germans who worked overtime to cultivate consumer loyalty.

Loyalty in this regards does not require a product to be best in its class. In fact, a lot of mediocre products command consumer loyalty simply because consumers perceive them as quality goods. For example, I do not consider Microsoft products to be the best of their kind, yet they command incredible consumer loyalty as people perceive them as “state of the art.” Even though there are many other excellent products out there with superior features, Microsoft commands the PC simply because they have been able to cultivate consumer confidence. But if they ever lose this confidence, there will undoubtedly be others to take their place.


We see instances of institutional loyalty in such things as political parties (Democrats, Republicans), branches of the military (Air Force, Army, Coast Guard, Marines, Navy), countries and communities, charities, sports teams, fraternal organizations, and companies. Here, people fervently believe in the institution they belong to and proudly display their loyalty though such things as lapel pins, bumper stickers, tattoos, web sites or whatever. Most people realize such institutions are not perfect. Nevertheless, they support it through thick and thin simply because they believe it to be a good and noble institution. The only time they will break with it is if the institution radically changes course and is no longer in line with their personal interests and values. For example, we have seen examples of people switching from one political party to another due to a change in policies and interests.

Quite often, the loyalty for an institution or office within it supersedes the loyalty to the person holding the office. We see numerous examples of this in the military and government alone. True, soldiers are more apt to follow certain leaders into battle they believe in, but they will also perform their duty out of a greater sense of loyalty to the institution.

Corporations tend to be a bit different though since the integrity of such institutions are being questioned today. This is probably due to corporate cultures that are failing to maintain the interests of the workers. Whereas I still have friends employed by big businesses who have long tenure with their companies, younger workers tend to lack faith in the institutions and find the company’s interests are not compatible with their own. Their only motivation is to pick up a paycheck, nothing more, nothing less. This is somewhat sad as it means their work is not aligned with their interests which does not promote a sense of craftsmanship.


Loyalty to a particular individual is perhaps more common than the other two. This is because people are social animals and tend to identify with the interests of others (the “birds of a feather” phenomenon). In terms of superior/subordinate relationships, with rare exception, we want to believe in our leaders. We want them to worry about charting the right course of action while we worry about tending to our own particular work effort. People are more inclined to follow a leader, even through the most difficult of times, whom they are loyal to than someone they do not trust. But understand this, loyalty at this level is a two-way street; not only does a manager require the loyalty of his workers, the workers require the loyalty of the manager. This requires effective social and communications skills (people skills). The manager must demonstrate he knows what he is doing, knows the right path to take, and maintains the interests of his subordinates. Conversely, the workers must demonstrate to the manager they are willing to put forth the necessary effort to see a job through to completion. In other words, both parties depend on each other, which brings us back to trust. And if the trust is ever broken, harmony is disrupted, and the manager and workers begin to work at odds against each other, which, of course, is counterproductive and a very unhealthy working environment.


If our trust in someone or something is broken, it is difficult to repair, but not impossible. If Product Loyalty is broken, consumer confidence has to be rebuilt; If Institutional Loyalty is broken, the corporate culture has to be overhauled, and; If Personal Loyalty is broken, it will be the most difficult to correct due to the human dynamics involved. In any event, rebuilding loyalty will be a long and costly process. The best thing to do is not to lose it in the first place.

Loyalty is broken when expectations radically diverge from what happens in practice. People are willing to forgive errors or indiscretions to a point, primarily because as creatures of habit we are comfortable with the status quo and do not necessarily want to change. But if problems become significant without any sign of being remedied, people will lose patience and faith in the object of attention. Let’s take the 1985 Coca-Cola incident as an example; had the company made a minor change in the Coke formula, it probably would have been accepted. They didn’t. The “New Coke” formula was a radical departure from the old formula. Regardless of the considerable marketing hype of the new product, customers lost confidence in it and started a rebellion to reintroduce the old formula.

Worker loyalty is lost when they become convinced their interests are not being maintained by management, and lack confidence in the direction of the company. This typically occurs when:

  • Promises are not kept by management.
  • Worker jobs are in peril of being outsourced.
  • The company is losing market share.
  • The workers do not understand the deployment or withdrawal of certain products or services.

Whether such scenarios are real or not, worker loyalty will be lost if management’s judgment is perceived as questionable. A lot of this can be corrected simply by effective communications to clear up misunderstandings and to explain the rationale for a course of action. Even if the chips are down, workers are more likely to remain loyal if they understand and believe in the course management has plotted.

Worker loyalty in management is also based on ethics and quality. If the actions of management are perceived as unscrupulous or unsavory, workers will quickly lose faith in them. Further, if workers do not have confidence in the quality of the products or services they are producing and selling (that they know them to be based on inferior workmanship), this too will be a bad reflection of management’s integrity.

Look, its really quite simple, workers want to be treated fairly, lead a worthy and meaningful life, and have confidence in the direction of their company. This requires management to improve their people skills, refine the corporate culture, and enact effective communications. In return, management should rightfully expect loyalty from the work force.

Deeds speak louder than words. In order for management to be credible with workers, they must demonstrate they have the best interests of their employees in mind. Let me give you an example, every once and awhile in Major League Baseball you see a manager charge out to an umpire during a game to challenge a call and becomes quite vocal and animated (Earl Weaver and Billy Martin were legendary in this regard). Quite often, such challenges are done more for demonstrative purposes as opposed to actually refuting a call by the umpire. Basically, the histrionics are used by the managers to tell their own team that he believes in his players and is willing to fight to protect their interests. Now I’m not suggesting that a corporate officer or manager needs to pick a fight with someone, but some public demonstration of his sincerity is needed to express his commitment to his workers, be it a reward, a testimony, a recognition or whatever; something to demonstrate he has the best interests of his employees in mind. This includes affecting the corporate culture and establishing the proper work environment. Some managers have little sensitivity for the type of work their people have to perform. In fact, they prefer a master/slave relationship thereby elevating their ego. But if they create an environment that empowers employees and treats them like professionals, thereby giving them a sense of purpose, they tend to become more dedicated and loyal to the company.

Some people contend you can buy loyalty. I do not subscribe to this notion. In this situation, people will only be loyal as long as the cash continues to roll in. When it stops (or if someone outbids another), people move on. Do not confuse loyalty with bribery. Loyalty means you believe in something and are willing to stand by it through good times as well as bad.


Years ago, Les Matthies, the legendary “Dean of Systems” admonished me, “As long as someone provides you with a job, be loyal to that person; don’t gossip and ridicule him; do your job, and do it right. If you don’t like the person, then get out and do something else.” What worries me is that Les’ sentiments are lost in today’s world. Loyalty is rapidly becoming a lost virtue. Interestingly, I have met a lot of people in recent years complaining how loyalty is lost in corporate America, as well as other institutions such as nonprofit organizations. These same people all want to see loyalty become part of our core values again, but they are all waiting for someone else to take the first step in making this happen. If you believe in the necessity of loyalty, that it adds value to our lives, then it behooves all of us to take the first step.

Always remember: Loyalty = Trust

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