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The Leadership Spotlight

the leadership spotlightI was standing before a group of managers and supervisors with whom I’d been meeting monthly for exactly one year. Each month we had explored those things “leaders ought to know,” but which too often get overlooked, underestimated or disregarded completely. On this, our 12th session together, I began our group discussion with a simple question.

“So, it’s been a year,” I stated flatly. “How are you different today, as a leader, than you were one year ago?”

The question caught the group unprepared. Participants immediately saw the need to inspect their fingernails or the ceiling tiles. None seemed willing to make eye contact. I just waited. Eventually, a couple of them ratcheted up the courage to offer some over-simplified self-evaluations like: “Well, I think I’m a better listener,” or “I’ve been trying to get to know my followers better.”

Embracing the Leadership Spotlight

It was then that one of the younger members of the group spoke up. This young man, in his late 20’s, had been in his first supervisory role for less than three years. Quiet by nature, I was surprised to hear him speak up voluntarily.

“I’m different in every way,” he began. “Phil, a year ago in our first session you said something that caught my attention. You stated that as a supervisor — as a leader — our actions and attitudes are always in the spotlight, always being scrutinized. I knew that was true — over the years I’d watched my supervisor closely. I watched the way he talked and the way he reacted under pressure. I studied his body language, facial expressions and voice inflection. I learned who and what he liked — and who and what he didn’t. Along the way I mentally processed those observations, interpreting them based on my past experiences, assumptions and perceptions.

But, Phil, I’ve got to admit, before that day I had never considered that someone might be doing the same to me. I thought of myself as just one of the guys. I now realize that’s not how they saw me. I was their leader, or at least they expected me to be. It finally dawned on me that others are watching and studying me. It’s me that’s in the spotlight. As a result, literally every day since that first session I’ve worked to consciously choose what I would do or say, or how I would act or react to various situations, understanding the spotlight is on me and everyone is watching.”

I couldn’t have been more proud. One of my training participants had come to realize that the best leadership is intentional, not accidental. Employees will always be watching. With that in mind, leaders ought to choose their actions and words carefully, remembering the leadership spotlight is bright, forever illuminating and quite unforgiving.

What about you? What do you find most difficult about working in the leadership spotlight? What are your best ideas for managing the constant scrutiny? Please share your comments.

Leaders Ought to Know book videoPhillip Van Hooser
Leadership Expert, Keynote Speaker
Author of Leaders Ought to Know: 11 Ground Rules for Common Sense Leadership

 

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How to Turn Even the Most Difficult Customer into Your Biggest Fan

How to Turn Even the Most Difficult Customer into Your Biggest FanToday, I’ve invited Marilyn Suttle and Lori Jo Vest, authors of “Who’s Your Gladys? How to Turn Even the Most Difficult Customer into Your Biggest Fan,” to share an excerpt from their bestselling business book. While the focus is on customer service, I think you’ll agree these concepts work for leaders and their employees too. Give it a read!

This excerpt from chapter 1 is based on interviews with Professional Movers, a world-class moving company located in Walled Lake, Michigan.

Eighty-seven-year-old Gladys has a reputation among her fellow retirement community members. She’s known as a cranky complainer who is impossible to please. But to her surprise, when she called Andrew Androff’s company, Professional Movers, to move her into her new apartment, she was treated with warmth and respect. When her sales rep, Chris, visited her home to quote the job, he noticed her prickly personality and made a conscious decision to focus on her spunk and tenacity. By the end of his visit, Gladys had bonded with Chris and booked the move.

On moving day, there was a mishap. One of the movers accidentally cracked Gladys’s marble tabletop. Andrew knew that she would be furious. Determined to set things right, he prepared himself to let her vent before she could even think about possible solutions. As predicted, Gladys had steam shooting out her ears.

Andrew felt compassion for her while she vented and assured her that his company would have the table repaired, and that if she wasn’t satisfied with the results, he would replace it. Although he continued to reassure her that things would be set right, she was still spitting mad. Gladys wanted to talk to Chris, who had sold her on the company in the first place, and Andrew promised to have Chris call her as soon as he came into the office.

Chris arrived dead tired after a long day filled with meetings with potential new customers. When Andrew told him about Gladys and asked if he’d be willing to call her, Chris responded, ‘‘No way. She’s going to need more than a phone call. I’ll stop by her house on my way home.’’ Chris arrived at Gladys’s house ready to comfort her through her anger and outrage. Then he assured her that he would personally oversee the repair of her table. This calmed her down, and she thanked him for coming over.

Unfortunately, the repair was less than perfect. Andrew knew that he had to set things right, even though doing so would be expensive. He called Gladys and promised that she could meet Chris at the marble store and personally pick out her new marble tabletop. Since Chris knew that Gladys didn’t drive, he called and arranged to pick her up and take her to the store himself.

Gladys is now living at one of metropolitan Detroit’s premier retirement communities with her new marble table. While it cost Andrew and his employee Chris extra time and extra money to make things right, the payoff was outstanding. Gladys tells everyone moving into or out of her assisted living complex that they have to hire Professional Movers if they want to work with the best movers in town. High and persistent praise from such a hard-to-please person attracts attention. As a result, Andrew’s company is now the number one choice of movers for Gladys’s retirement complex. By creating a culture that values compassionate connection with his customers, Andrew has built a referral base that has helped his sales grow by over 40 percent in two years.

This culture of connection has been particularly effective in building a strong business with senior citizens. Seniors often move from their homes to be nearer to their children or to retire to a senior community. Professional Movers has found this population to be a good fit for its particular style of customer service, so it put a great deal of effort into developing the market segment. Everyone at Professional Movers makes a practice of creating a human connection with her clients. The staff members show respect for their clients’ wisdom, experience, and opinions.  They also know how moving affects their clients, both physically and emotionally. It isn’t easy leaving behind the security of their homes, their friendships with neighbors, and the familiarity of their routines. Andrew’s employees are trained to be sensitive to the unique issues of downsizing. They are sensitive to the emotional connection to their precious family heirlooms that senior citizens feel as they leave behind the past. Professional Movers strives to give seniors the sort of service they would receive if their own family were doing the job.

‘‘It’s like we’re their sons,’’ Andrew said with a laugh. ‘‘We get very close with their families. We interview their caregivers and their social workers. It really helps us develop a customized process to address their concerns.’’ This needs-based approach to both customer service and sales has helped the company become the top provider of moving services in metropolitan Detroit’s retirement market.

To celebrate the release of the paperback version of “Who’s Your Gladys? How to Turn Even the Most Difficult Customer into Your Biggest Fan,” the authors are giving away free gifts with purchase — check them out here: www.whosyourgladys.com/paperbacklaunch.

Leaders Ought to Know book videoPhillip Van Hooser
Leadership Expert, Keynote Speaker
Author of Leaders Ought to Know: 11 Ground Rules for Common Sense Leadership

 

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In Search of Excellence Revisited

In Search of Excellence RevisitedBesides How To Win Friends and Influence People by Dale Carnegie, the first real business book of substance I read and studied was the groundbreaking, In Search of Excellence by Tom Peters and Robert Waterman.

The common sense success characteristics practiced by excellent companies and discussed throughout In Search of Excellence — like staying close to the customer, productivity through people, hands-on value driven, stick to the knitting —  unquestionably captured my imagination and focused my thinking in the earliest days of my professional career.  As my attention and focus shifted to studying and understanding the power of a properly prepared leader, I remember distinctly one of the most personally relevant aspects of their work.

Skipping the One Thing In Search of a Thousand

The authors suggested far too many companies regularly engage in what amounts to a fool’s errand.  They feverishly form committees, hire consultants and chase the latest management fads, searching for that one thing (my emphasis added) bound to guarantee a thousand percent improvement for the company and its fortunes going forward.  Unfortunately, for the vast majority of organizations, large and small, that one thing simply doesn’t exist.

Conversely, a handful of successful organizations and the steady, forward thinking individuals that lead them continually register growth and improvement year in and year out as a result of discovering a valuable truth that lays hidden in plain sight.  This truth is so simple most organizations choose to overlook, disregard or discount its value completely.

The foundational truth that leaders ought to know is this: We should abandon our fruitless search for that one thing that might change our fortunes by a thousand percent and instead turn our attention to the one thousand things that can be improved one percent consistently, thus assuring never ending continual improvement.

From Leaders Ought To Know:11 Ground Rules for Common Sense Leadership, here are just a few of the thousands of things leaders can improve one percent for dramatic results:

*  Take action on behalf of our employees.

*  Stop manipulating to get results.

*  Take responsibility for our mistakes.

*  Ask what our followers expect of us.

*  Maintain honesty and confidentiality.

*  Be consistent.

*  Control our emotions.

*  Apologize when we mess up.

This is just the tip of the iceberg — what small changes can you suggest that would guarantee leadership excellence revisited over and over? Please share your ideas with us.

Phillip Van Hooser
Leadership Expert, Keynote Speaker
Author of Leaders Ought to Know: 11 Ground Rules for Common Sense Leadership

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Two Ways Leaders Get to the Top

two ways leaders get to the topMost people who’ve known me for a long while know that I’ve been driven to excel in almost everything I do.  Note, I didn’t say that I actually excel in everything I do; I said I’ve been driven to excel in almost everything I do.  As a young boy I took to heart my father’s advice:  “Anything worth doing is worth doing right.”

As I began the task of setting professional goals for myself, then creating specific plans to achieve those goals, I began to realize that my quest for goal achievement would inevitably intersect with others doing the same.  What then?

Two Ways Leaders Get to the Top

From my thirty-plus year study of leaders—good and bad—I’ve discovered there are multiple routes that can lead to personal leadership achievement.  The first approach may be hard for some to accept initially.  Frankly, it was for me.  While still young and naive, I found it hard to believe that individuals could actually rise through an organization and arrive at the top by intentionally, methodically climbing over others, holding others back and un-apologetically promoting themselves and their own personal agendas over others.  The very thought was distasteful to me on several levels.  Nevertheless, I found it to be true.  I came to know people in top leadership positions who prided themselves on their ability to “play the game” and to adroitly manipulate circumstances—and people—to achieve their personal goals with little or no regard for friend or foe.

Fortunately, I’ve also studied individuals who have taken a different route on their way to the top.  These thoughtful leaders never varied in their open commitment to support the efforts of their followers, encouraging, instructing, directing and praising these same followers at every turn.  The result?  Eventually, followers respond in such a way that propels their leaders to the top based on the team’s achievement of their collective goals.  What’s more, the leadership foundation is always firmer and more stable when the leader is lifted up by his or her followers than when he or she must continually strive to stay on top as others are praying for and plotting their ultimate fall.

As I describe in Chapter 7 of Leaders Ought to Know: 11 Ground Rules for Common Sense Leadership, when followers realize their leader is focused on what can be personally gained from the work relationship, followers become reluctant to accept or aid his or her lead. (Download a sample chapter now)

Yes, there are two distinct ways leaders get to the top — each with advantages and consequences. In your opinion, what’s the best leadership approach to the top? Feel free to share your insights here.

Leaders Ought to Know book videoPhillip Van Hooser
Leadership Expert, Keynote Speaker
Author of Leaders Ought to Know: 11 Ground Rules for Common Sense Leadership

 

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3 Truths on Transformational Leadership

3 Truths on Transformational LeadershipSo many leaders inadvertently begin their organizational transformations in the wrong place. In this latest Leaders Ought to Know blog post,  my colleague Dr Jim Harris discusses why for organizational transformation to be successful, leaders need to understand the truths about transformational leadership first.

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How Leaders Handle Favoritism

how leaders handle favoritismHow leaders handle favoritism impacts how they are perceived as a leader. Think your favorites like the special treatment? In this latest Leaders Ought to Know blog post, I explore why leaders should set standards then expect everyone — not just their favorites — to perform at those levels.

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Leaders Say Yes to Success

leaders say yes to successDead set against taking on a new opportunity? In my latest Leaders Ought to Know blog post, I explore why saying “yes” may lead to your success.

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Avoiding Common Leadership Pitfalls

avoiding common leadership pitfallsThere are many ways a leader can fail – many are obvious, some not so obvious. In my latest Leaders Ought to Know blog post, I discuss ways wise leaders acknowledge and plan for avoiding common leadership pitfalls.

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MBA, CSP, CPAE
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