How 50 Wise Women Are Changing Our World

The Washington Post delivered a wonderful and informative Christmas gift to its readers–an illuminating story about the growing array of talented women in leadership–and the writer and force behind the success of Fortune Magazine’s Most Powerful Women conference, Pattie Sellars.  Written by On Leadership editor Lillian Cunningham the article, The Rolodex that defined power, describes the dramatic success of the Most Powerful Women Conferences and the struggles both inside and outside the editorial salons at Fortune Magazine on how best to illustrate and think about the ranking and portrayal of women leaders on the rise.  In the article, Sellers tells of insisting the women be ranked. “It’s the only way that guys will read this thing, because guys are into stats and status and size and rank.” she told her editors.

In an era of when the gains of women in the workplace are taken for granted by many, Sellers stories, the conference and the team at Fortune Magazine continue to showcase the struggles, disparities and the awkward challenges of being first.  Sellers also showcases the assets and advantages women leaders share, the benefits of using power for good and the strength of camaraderie women leaders find with one another.

Lest you think the Most Powerful Women event exclusively celebrates women, two men made it onto the invite list. You’ll want to read the article to find out who and why.

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How Safe Is Your Organization?

In 2011 approximately 275,000 organizations automatically lost their tax-exempt status because they did not file legally required Internal Revenue Service annual reports for three consecutive years. While the IRS believes the vast majority of these organizations are defunct, a review of the Revocation of Exempt Organizations roster show a surprising number that are not–or at least didn’t intend to be.  Which gives rise to wondering who exactly is leading these organizations and why are they ignoring their fundamental responsibilities?

While it’s easy to dismiss revocation as an action of an out-of-control bureaucracy where complexity rules and common sense is an oxymoron, but that reaction truly misses the point.  Every leader has a foundational set of responsibilities that simply may not be ignored.  Ignoring them risks not only your own career, but in a broader sense the integrity of your profession.  We cannot expect those we lead to respect us, our decisions or our commands when we so blatantly and irresponsibly ignore our most fundamental obligations.

Working and serving with volunteer leaders and voluntary boards it is easy to understand the operational complexities and difficult choices volunteers face serving in these roles and sharing these responsibilities.  Understanding the real challenges facing members, being certain the association is maintaining its outward focus to serve those needs and assessing the effectiveness of it all, is definitely not for the casual observer nor feint of heart.

Still too many boards fumble while working to get it right.  The very nature of their voluntary service—part-time engagement, competing business and family obligations, limited meetings, ill-defined reporting schemes, ideological splinters, and limited or non-existent safeguards—all serve not only to increase the risks but limit the volunteer’s ability to garner perspective, glean incisive intelligence and truly understand just where the organization stands. One place to look is an ineffective or dysfunctional relationship with the chief staff executive.  What do Board’s want from their senior staff leaders?

Research by Tecker International identified four beliefs that volunteer boards want to have about their senior staff.  They want to know senior staff:

(a) Authentically value and appreciate what they do to earn a living
and genuinely like them as people;

(b) Place the needs and interests of the organization and its mission
over personal career goals;

(c) Are sufficiently familiar with the conditions of the organization
and its environment to help them understand what is going on; and

(d) Are sufficiently knowledgeable about the dynamics of associations
to give them good advice about choices in discussions of challenges
and opportunities.

It’s not just Boards.  Staff leaders have a critical role to play in building and sustaining mutual trust and respect.  Sadly, the stories of dishonesty, mis-direction and less than transparent reporting by trusted  leaders are commonplace today. (a rudimentary Google search will bring you over a half million hits)  Some deceptions are big and brash, like the saga of Bill Aramony at United Way.  Others are considerably smaller.  All serve to undermine the essential confidence in our tax exempt organizations and trust in those we call leaders.  So what do you do as a leader to assure greater success?

One place to start is revisiting the core standards of your chosen profession and engaging your team in discussions about just what they mean for your organization.  If your organization has a code of ethics or conflict of interest policies bring those to the table too.  If not, perhaps now is a good time to get started.  You can use the work of your industry, other associations, or the guidance of your legal counsel as a starting point.

ASAE: The Center for Association Leadership established a set of Core Ethical Standards to which it encourages its members to aspire:

  1. Respect and uphold public laws that govern one’s work;
  2. Be honest in conducting the member’s business;
  3. Respect the confidentiality of information gained through one’s work;
  4. Act fairly;
  5. Foster an ethical culture through one’s work; and
  6. Take responsibility for one’s conduct.

Rick Cohen writing in The Nonprofit Quarterly tells a story about a building inspector who agreed to wear a wire to help prosecutors catch a crooked developer.  He did it Cohen writes, “to stand up in his own individual way for governmental integrity, for the public interest.”

If you want to lead you must be prepared to “stand-up” every day for what’s right, what’s required and what’s essential for the progress and continuity of your organization.  Don’t let what you don’t know limit that.

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Seven Strategies for Growth in Tough Times

Ever worry that you’ve used up all your ideas for recruiting new customers, retaining long-time clients, or filling up the seats at your seminars? Is your business in danger of being like all the rest?  Try looking beyond your business for fresh inspiration. The following marketing strategies are drawn from techniques that corporations, small business, and “plain old students” of human psychology are using to turn the current hard times into better ones.

1. Show that your firm is aware of your customer’s problems and committed to their success. Empathy can go a long way. These days a surprising number of businesses are stretching payment due dates, forgiving payments for one or two months, and even allowing clients to develop their own payment terms as needed. Your organization may want to do the same as a means of gaining loyalty and retaining customers without incurring huge risk. For example, some gyms offers a six-month dues holiday for unemployed members.

2. Build bridges between those who are leaving the area and those who are just arriving. Consider offering a provisional membership or new customer discounts, a means through which a new person can acquire the remainder of a previous customer’s membership or take advanatge of a loyal customer discount earlier than usual. This kind of carryover can prevent disconnect while building familiarity and then loyalty.

3. Remember that keeping a current customer is cheaper than acquiring new ones time and time again. This subscription-marketing concept translates well to most all businesses. After all, industry estimates indicate that getting a new customer costs seven times as much as keeping the one that you already have. Multiyear service renewals and even discounts for renewing or purchasing early make a lot of sense these days.  Similarly, you may be aware of firms that offer prompt-payment discounts to motivate customers to pay their invoices faster. To accelerate sales and improve cash flow, your organization might consider giving 2 percent off payments received within 10 days of invoicing.

4. Meet the needs of niche markets by segmenting customer products and services. Corporate America provides endless examples of how this can work. American Express offers more than a dozen variations on its charge card. You can get it with bonus points, annual fees, or no fees. It comes in platinum, gold, green, or blue. You can also get it with the option to pay your balance in full every month or the option to stretch your payments out. How many choices do you give your customers? An obvious way to start meeting individual needs is with e-delivery of books, seminars, and other services.

5. Look for opportunities to get and give free items. Nowhere is it written that an organization has to buy all its own materials. Be alert: Firms within your industry that are downsizing probably have surplus gear, supplies, and, yes, even products they need to move. These items may make terrific incentives for signing deals early, signing up for multiyear terms, or simply enrolling for a course. Also consider how surplus items can meet customer needs. For example, do you have affiliate or vendors with goods and services that you can offer to regular customers for charity auctions, purchase incentives, and program support?

6. Always market with an eye to price sensitivity. Often we assume that our customers realize what’s included in the price of our products, services or events. We’re usually wrong. When customers get extra value from your services, spotlight that—especially if you have upstart competitors that charge lower initial fees but add on the price of other services.  Think Southwest Airlines versus the rest on baggage fees.  Make it easy for customers to compare apples to apples.

7. Learn the fine art of bundling. Does your organization offer services or special loyalty programs? Consider including the fee and materials in a bundle at a price that’s slightly lower than the total would be if everything came a la carte.  And do you have a best-selling product or service in your mix? Study purchasing patterns to see which other materials customers order with your best seller, and then market them to customers together or offer them as a bundle on your Web site.  But don’t stop there. Can you combine other services or fees as a one-price package? Is there a way to offer product updates or service renewal as part of a purchase bundle? Make no mistake—smart bundling can bring greater convenience and economy to both you and your customers.
When it comes to making the most of these seven lessons, much of it comes down to being aware of your customers’ unique circumstances—and delivering value even before you’re asked. So be flexible. Use your ingenuity. And stay alert to how learning from others’ experiences can help you find innovative solutions to your marketing problems.

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Why Quick Thinking Helps You Thrive

If changing an unproductive habit, resolving a professional stumbling block or making mistakes were as simple as being aware of it, we’d all be living perfect lives. For most of us linear living is simply not possible, so we live messy, imperfect lives in which mistakes, shortcomings and outright failures stand alongside our most joyous, successful and exuberant lives.
Change has always been part of our landscape. To say so is almost cliché. What is less recognized and rarely acknowledged today is the velocity and complexity of change. Ad F. Scheepbouwer, CEO of KPN Telecom Netherlands points out that in telecommunications, “We have seen more change in the past ten years than in the previous 90.”  One of the results of this rapid influx of change is the equally rapid development of a change gap—the disparity between how much change is expected and how much leaders believe they can successfully handle.
Research conducted by the IBM Corporation reports that between 2006 and 2008, the “change gap” jumped from 8% to 22% among CEO’s responding to the survey. The rapid pace of change creates fresh challenges throughout organizations as efforts are made to integrate a fast moving array of new technologies, market opportunities, and people skills. Technological advances are reshaping value propositions, influencing products and services and changing how organizations interact with their members and customers. As specialized information businesses, associations and professional societies are well positioned to successfully get ahead of change and potentially drive it for their members and stakeholders. The key to doing so is to recognize that speed and urgency are the currency of the day.
An imperfect swift decision may still offer greater benefits than a slow agonizing one when it comes to leveraging change, capturing new markets and expanding the influence of your organization.

 

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Steve Jobs and His Legacy

Steve Jobs died yesterday at the age of 56.  I always found a bit of childish delight in knowing that someone of such extraordinary accomplishment shared by a coincidence of life the exact same birthday as my own.  Steve Jobs was a passionate and unrelenting innovator who taught us the importance and essential beauty purposeful design brought to our lives.  He gave us things we didn’t even know we needed, until they arrived.

In a post earlier this year I shared a story told by Steve about his meanderings during college and the resulting impact on typography.  His ideas and his work altered the future of industries and individuals.  There was no small change in his undertakings.  “Think Different” wasn’t an advertising slogan, it was a mantra for his leadership and success.  That Steve Jobs will be missed is undeniable.  That he will forever be remembered is too.

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Why Leaders Need To Think Creatively

“The formulation of a problem is often more essential than its solution…To raise new questions, new possibilities, to regard old questions with a new angle, requires creative imagination and marks real advance…”               – Albert Einstein

Often thought to be the exclusive domain of artists, actors, scientists and writers, creativity is oft deemed an unworthy tool for business. Innovation and creativity rise and fall in popularity as a business tool never quite rising to the level of a fad, but oftentimes equally disregarded in good economic times.  After all, in the world of business one dwells in the probable, likely, financially sustainable, and most fancifully market-driven economics. If creativity and capitalism co-exist, is it only for the temporal purpose of competitive advantage?

Joseph Schumpeter, the noted economist thought otherwise. “This process of Creative Destruction is the essential fact about capitalism.” he wrote. “It is what capitalism consists in and what every capitalist concern has got to live in.” For all practical purposes embracing a willingness to cannibalize our greatest works in search of even greater achievement is inherently an essential component of both capitalism and mission success.

Embracing the concept of fresh eyes—the sense of seeing something for the first time even though you have witnessed it many times before—is an essential mindset for Creative
Destruction.  Coming to understand our creativity is entwined with coming to understand
ourselves as leaders both in a personal and professional sense.  When it comes to rethinking the future, it helps to know about where you are now.  Ask yourself these questions and start thinking forward.

Awareness:
What am I feeling right now?

Focus:

What do I want right now? Do I need to step back, pause
and look at this moment more objectively?

Fresh Eyes:

What’s happening here? How did we get to where we are?

Choice:

What am I doing right now to prevent myself from getting what I want?

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Leading in the Wilderness

We are definitely in leadership wilderness.  As a leader, finding true north—even with a compass in hand—seems nearly impossible some days.  Let’s suppose as an example, you are in the business of producing and selling single-use plastic shopping bags.   You know, the type given out at the grocery, bookstore or your local pharmacy.  Now meet the city fathers and mothers of Manhattan Beach, California who decided taxing plastic bag use (like Washington, DC and other cities do) wasn’t enough.  Instead they voted for (and the California Supreme Court upheld) a total and complete ban of the single-use plastic bag.  Boom.  Your product just became public enemy #1.  What’s your next step?  You’re leading in the wilderness.

A prominent evangelical leader and former Presidential candidate announces that a man whose wife was far “gone” with Alzheimer’s should divorce her if he felt a need for new companionship.  Say what?  Whatever happened to the notion of compassion or the sanctity of marriage vows?  Does the Alzheimer’s Association need a guidebook on abandoning one’s spouse in the face of dementia brought about by the onset of Alzheimer’s?  What association would ever be faced with such a ridiculous notion?  What’s your next step?  Leading in the wilderness, once again.

The newly elected President of your Association is arrested by police on charges of soliciting a minor child online.  While the case has yet to produce a verdict, the individual is suspended from their job, receives extensive local and national news coverage including the posting of the police “mug-shot” accompanied by a reference to your organization by name.  An elected volunteer leader charged with a any crime is a full blown crisis and something that risks trust, confidence and respect for your organization.  What’s your next step?  We are truly leading in the wilderness.

So what’s a leader to do in the face of the wilderness?  Here’s some advice:

Grasp as much calm space as possible.  Close your eyes for a few minutes.  Think of a favorite place or activity that helps you relax and go there in your mind—if only for a few moments.  A clear mind can help you refocus quickly.

Move to action by being transparent and communicating clearly.  Acknowledging the situation, communicating the facts as they are known and your organization’s plans moving forward will help immensely.  To their credit, the Alzheimer’s Association declined to comment on the remarks of the evangelical leader.  Instead they stayed focused on the association’s mission and message of compassion.

If you mess up, fess up.  Straightforward apologies resonate strongly with the public and places you in situational control while giving you time to explain what has happened.  Candace Belair a respected communication advisor recommends you, “Be proactive rather than reactive…It’s best that you tell your story first. The American public has a great ability to forgive as long as you step up and fix the problem.”  Belair also encourages leaders to pick their words carefully to avoid making the problem or situation worse.

Finally, find a way to move forward.  That doesn’t mean forgetting or dodging the problem.  Rather it means extracting the “lessons learned” and moving ahead to resolve the issues and continue working toward your overall goals.

It’s not what happens to you, but how you react to it that matters especially when it comes to leading in the wilderness.  What’s your next step?

Posted in Executive Development, Leadership, Volunteers | 1 Comment

How Are Your Poll Numbers?

The latest NBC News/Wall Street Journal poll of 1,000 adults taken between August 27-31, 2011 found that generally speaking 44% of Americans approve of the job President Obama is doing.  51% disapprove.  The other 5% aren’t sure.  The President’s poll numbers improve when respondents were asked about issues—his handling of foreign policy (50% approval) or Libya (46% approval).

What is absolutely certain is that generally 82% of these polled Americans disapprove of the job the United States Congress is doing.  Men and women alike.  Surely as the leaves changing color in fall, we can expect a new cycle of polling numbers in the months ahead as the Presidential election cycle heats up.  Some of those numbers may give us pause.  Some will reflect our own feelings.  Our perception after all is our reality.

What is more interesting in general is that many disdain polls in governing.  There is a notion that somehow, great leaders and their visions rise above the lowly poll.  Being your own person, setting your own course or hearing the beat of your own drummer is celebrated in American leadership.  Yet too many organizations are led by the tone-deaf leader—a person unable or unwilling to listen to those around them, hear the voice of the customer—or reflect on the data streaming their way to take meaningful actions in response.

How many times have you spoken directly with a customer in the past week?  Not the ones who have called you, but ones that you have personally dialed up for a conversation?  What are they telling you about your organization?  About your team?  What perceptions are your customers/clients/members sharing with you?  Even the President holds “town hall” sessions to gather ideas and insights.

So what questions are you asking to better understand where your organizations stands?   For example, asking someone, “Based on your experience, what could we do to improve our [product/service/quality] here?” may reveal some clear action steps.  Or try asking, “If you were in my shoes, how would you respond to this situation?”  Sometimes the simple act of asking someone to “tell you more” about a given situation or issue will yield significant value.

These personal conversations go far beyond what you might discern from a member research project, an educational event evaluation or a client satisfaction survey.  As a leader, your personal outreach and your willingness to listen—and to act—are paramount to understanding and bettering your own leadership “poll numbers”.  Time to get busy.

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Inattention and Failure

Failure does not occur in a vacuum. In most instances, a failure is the result of several, perhaps dozens or even hundreds of decisions and choices made along the way. Sometimes those decisions are sufficient to avoid outright failure but just barely sufficient to create success.

One of the great failures of leadership and management is that we tend to recognize and reward outcomes without much regard to the decision-making leading up to achieving those results. How much better would our successes or outcomes be, if we improved and assessed the quality of our decision-making along the way? Creating a culture in which your team and colleagues invest time to think, decide, and assess their actions is vital to the healthy operation of your organization.

Thomas J. Watson, the founder of IBM when asked about success replied, “Would you like me to give you a formula for… success? It’s quite simple, really. Double your rate of failure. You’re thinking of failure as the enemy of success. But it isn’t at all… you can be discouraged by failure — or you can learn from it. So go ahead and make mistakes. Make all you can. Because, remember that’s where you’ll find success. On the far side.”

The greatest shortfall of failure is simply our own unwillingness to learn from our own experiences and those of others. While many are reluctant to engage is a systematic study of failure, there is a treasure trove of insight to be gained from exploring and understanding the situation, circumstances, personalities and mind-sets experienced by others in their most pressing moments of failure.

How many times have you heard someone say, “I didn’t see that coming” or “We were completely blind-sided by the reaction to our plan”? “I knew that would happen” is the classic “I told you so” framework following a significant event or failure. It’s easy to understand how people might think that way, especially in light of newly emerging research on cognitive behavior and thinking of adults. “We miss things simply because we aren’t looking at them.” writes Drake Bennett in his article How Magicians Control Your Mind. Bennett cites recent research by Gustav Kuhn, Alym Amlani and Ronald A. Resnik offering insightful lessons about magic and the human mind such as the ability to control attention, to distort perception, and to influence choice. In their white paper, Toward a Science of Magic, the authors argue that the time has come to examine the scientific bases behind such phenomena.

If the idea of using magic tricks as a means to understanding risk and failure strikes you as a “stretch” you may want to reconsider. There is a growing library of research supporting the notion that some of our human abilities act to inhibit our certainty and understanding rather than expanding our grasp of complex data and images conveying information.

The Human Factors and Ergonomics Society reports that cell phone distraction causes 2,600 deaths and 330,000 injuries in the United States every year. “If you put a 20-year-old driver behind the wheel with a cell phone, their reaction times are the same as a 70-year-old driver who is not using a cell phone,” said University of Utah psychology professor David Strayer. “It’s like instantly aging a large number of drivers.”

Russell Poldrack, UCLA associate professor of psychology points out that multi-tasking creates working distractions in our brains.”Multi-tasking adversely affects how you learn…even if you learn while multi-tasking, that learning is less flexible and more specialized, so you cannot retrieve the information as easily. Our results suggest that learning facts and concepts will be worse if you learn them while you’re distracted.”

You are reading Inattention and Failure on the Wired 4 Leadership Blog written by Kerry Stackpole. For more information, contact Kerry at kerry@kerrystackpole.com

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Why Systems Thinking Makes You Smarter

When it comes to understanding risk and the complexity of change and decision, looking carefully at systems thinking and systems theory can offer a valuable framework for understanding. Working from this framework offers the opportunity to examine your decision-making in the context of the whole system, recurring patterns and their relationship to sub-systems in motion throughout the organization.

How many times have you or someone in your department made a decision only to discover that while you have successfully solved the problem, the decision has created an entirely different set of problems for someone else, another department or the organization at large?

System thinking encourages you to view your organization systems from a broad perspective including overall structures, patterns and cycles, rather than seeing only specific events. Doing so oftentimes helps quickly identify the real causes of risk in your organization. How one chooses to apply remedies is key to avoiding failure. Systems thinking focuses on the entire system, helping you work to identify solutions that address as many problems as possible throughout your organization. The effect of those solutions is that they leverage improvement throughout the system.

When it comes to personal decision-making another sort of system is in play and it too relies on a broader understanding of your own experiences, preferences and biases. When we make day-to-day choices, most everyone utilizes two types or systems of thinking.

System 1 Thinking – That’s our most intuitive form of thinking. We use it unconsciously in most cases and we rely on it to guide us through much of our day. This approach relies on “rules of thumb”, experience (known in their origin as mistakes) and “gut instinct” among other habits.

System 2 Thinking – This is our slower, more conscious, effortful, and logical means of thinking. When you are carefully considering options, you are using System 2 thinking.
One of the greatest challenges busy people, especially managers and leaders face is the tendency or habit of falling back on Systems 1 thinking, when a Systems 2 analysis would really be far more productive and beneficial.

When you consider your day-to-day life, which system do you rely upon more and why? Given how smart you already are, it’s definitely worth thinking about.

You are reading Why Systems Thinking Makes You Smarter on the Wired 4 Leadership Blog written by Kerry Stackpole. For more information, contact Kerry at kerry@kerrystackpole.com

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