Have you become disenchanted with your work?

If so, what can you do about it?

ATTRACT Opportunities Instead of Pursuing Them…

…Using Counter-Intuitive Thinking

I had to chuckle when I read the following comment a teacher made to Dr. Thomas Gordon as related in his book T.E.T-Teacher Effectiveness Training www.gordontraining.com/drthomasgordon.html

“When I started teaching I saw myself as the leader of a happy band of students, eager to learn, to explore, to discover.  It didn’t turn out that way.  I don’t look forward to teaching,  I dread each new class, each new day.  So do the students.  I feel like a slave driver cracking the whip over the heads of a bunch of lazy, good-for-nothing slobs whose only interest is to get out of work.  They lie, cheat, put each other down, and seem to be interested only in how little they can do and still pass the course.  Worst of all, I’m now told that I am going to be judged by how well they do on standardized tests!”

I’m not sadistic; I don’t take pleasure in other people’s pain.  Yet I had to laugh because, by simply changing a few words, I could use that commentary to describe virtually any work environment I’ve ever seen.  Even in the best of environments there are days that cause managers  to echo this teacher’s frustration.

Why do we become so disenchanted?  Why do we experience such great frustration?  More importantly, is there anything we can do about it?

Dr. Gordon suggests that this teacher first look toward her own expectations.  In the language of the 7 Steps to Becoming INVALUABLE that means looking at your contribution to the problem.

Regardless of how you frame it, the question is “Is it reasonable to expect human beings of any age, background or temperament to occasionally appear to be ‘a bunch of of lazy, good-for-nothing slobs whose only interest is to get out of work’?”  People also lie, cheat and put each other down.

These are the less attractive aspects of our humanity, yet they exist in each of us.  If we know this, then it’s possible to set realistic expectations that, on occasion, people are going to behave badly. When they do it’s much easier to deal with that behavior because we realize that we’ve had our moments as well.  We can draw upon our less-than-exemplary moments to help the person return to more appropriate behavior.  It also helps if we utilize Step 3 of the 7 Steps to Becoming INVALUABLE, Suspend Judgment, to avoid judging the person or the person’s behavior.

The second thing to explore when feeling disenchanted is how the system might be triggering the behaviors we’re seeing.  If you recall from my November 30, 2009 post “The Propensity for Evil”, Philip Zimbardo in his book, The Lucifer Effect, provides great insight into how situations  trigger behaviors that are atypical for the individuals involved.  If your frustration is on par with the teacher’s commentary above, it may be that the system (remember you’re part of the system) is the true source of your frustration.

It’s counter-intuitive to look at our disenchantment from the vantage points of our personal contribution to the problem (Step 1 Contributory Negligence), the system in which we operate and our natural tendency to judge situations (Step 3 Suspend Judgment) but it’s the most effective way to regain the joy and excitement our work once brought us.

Use these simple concepts to help others overcome their disenchantment with work and you, too, will become INVALUABLE.  It’s another way to attract new leadership opportunities.

Attracting opportunities is only the beginning.  You need to get compensated well for the value you provide.  Visit www.pricingforprofitbook.com to learn how to communicate your value and command higher prices or salaries for that value.

Who’s your strongest competitor?

What are your odds of beating him/her?

Step 3 of the 7 Steps to Becoming INVALUABLE is “Suspend Judgment.” Let’s take a look at how one winner used this concept to his advantage.

As American Idol is about to launch its new season, I couldn’t help but reflect on last year’s contest. The surprise win of Kris Allen over the favorite, Adam Lambert, offers some valuable insights into competition.

The importance of Winston Churchill’s famous 5-word speech to England’s citizenry, “Never, never, never give up,” was exemplified in Kris Allen’s American Idol win. Throughout the competition Adam Lambert was considered the person to beat. His performances were rewarded with glowing reviews from the judges and standing ovations from the audience. Yet, during the final two weeks of the competition it was Kris Allen who garnered the majority of the votes.

It would have been easy for Kris to embrace the idea that:

• Adam Lambert was more talented than he was
• Adam was more popular and, thus, unbeatable
• His chances of winning were nil

All of these thoughts could have, and probably did, enter his psyche. They all have one thing in common. They’re judgments; judgments wrought from emotion. These judgments limit our potential and the value we bring to society.

The reality is that there will always be someone a little brighter, a little more skilled, more experienced or more of a natural talent than we are. Their abilities make life miserable for us. No matter how hard we try we’re never going to surpass these people – or are we?

We can, and we will, if we follow Kris Allen’s example of setting aside these judgments and doing our best every week. It’s counter-intuitive, but there is only one competitor in your life – yourself. If you compare yourself against those who are brighter, more skilled, possess greater experience or are more naturally gifted, you’re likely to become disheartened and give up.

Conversely, if you compete only against yourself, every time you improve upon your previous performance you gain confidence and you position yourself for greater and greater success. It won’t matter what your competitors are doing, you’ll know that your success is assured because you’re continuously improving in areas that have value for your customers.

Learn from Kris Allen! Set aside those judgments that limit your future. Focus on your customers‘ needs and competing only with yourself. You’ll not only enjoy greater and greater success, odds are that you’ll have others in your industry viewing you as the one who is brighter, more skilled, more experienced or more naturally talented.

Not for ourselves…

…but for those who disappoint us.

ATTRACT Opportunities Instead of Pursuing Them…

…Using Counter-Intuitive Thinking

Step one of the 7 Steps to Becoming Invaluable is Contributory Negligence – understanding your contribution to the problem.  Today we’re going to look at how you limit your own success and, consequently, your ability to be recognized as someone with a rare talent for handling difficult situations.  Enjoy!

Dr. Thomas Gordon in his book, T.E.T.-Teacher Effectiveness Training, talks about ineffective communication styles between teachers and students.  Some of those styles are reassuring, sympathizing and consoling the student.  Here are some questions that a teacher employing these styles might ask:

• Are you feeling well?
• Did you have problems with the assignment?
• What didn’t you understand?

In essence, the teacher is offering the student an array of excuses for not performing according to expectation.  As Dr. Gordon suggests, this approach rarely produces a desirable outcome.

This behavior isn’t limited to the classroom though, is it?  Who among us hasn’t said to a reticent prospect “I don’t want you to violate a confidence, but…”  Or, during a follow-up phone call to an indecisive prospect, “I know that you’re busy.”  Or to a poorly performing employee, “Maybe I didn’t communicate my expectations clearly.”

These kinds of excuses are offered to prospects, customers, employees, vendors, stockholders, board members, family, friends, children – anyone with whom we interact who isn’t performing according to expectation.  Why do we do that?  Primarily to avoid confrontation.

We think that if we use a measured approach we’ll avoid confrontation and get the results we desire.  It’s at this point that Dr. Phil would ask “How’s that workin’ for ya?”  Can you remember a time when this approach accomplished what you’d hoped to achieve?  I can’t.

It’s counter-intuitive, but when we make excuses for others all that we’re doing is postponing the inevitable confrontation we’re going to have.  Fortunately, these confrontations don’t have to be emotionally charged.  Here are a few tips to take the emotion out of the exchange:

• Ask “What got in your way?” – this language is non-judgmental.
• If the response is reasonable, ask “What can we do to avoid these delays in the future?” – this language lays the foundation for a collaborative approach to solving the problem.
• If the response is an excuse, ask “If you were sitting where I am, how would you respond to that statement?” – this asks the respondent to evaluate his/her own response; follow up with more questions if the response seems flippant.
• Get a new commitment and an understanding of the consequences of continued failure to perform.

These simple steps will help you gain a reputation for producing results and strengthening relationships.  Soon people will be seeking your advice on how to handle their sticky situations.  That’s how you become invaluable; that’s how you attract new opportunities.

Attracting opportunities is only the beginning.  You need to get compensated well for the value you provide.  Visit www.pricingforprofitbook.com to learn how to communicate your value and command higher prices or salaries for that value.

A reader shares a news piece…

…touting counter-intuitive thinking.

My thanks to Christy Beckmann for bringing this piece to my attention.  It’s a November 14, 2009 New York Times article entitled “At Bloomberg, Modest Strategy to Rule The World,” written by Stephanie Clifford and Julie Creswell.

Christy was intrigued by the following quote.  “We need a broader audience,” says Daniel L. Doctoroff, Bloomberg’s president.  “The history of this company is you do the counterintuitive , countercylical thing.  It’s part of our DNA.”

Indeed, Bloomberg’s success stems from it’s financial information systems software called terminals that offer the quick, reliable financial data and analysis to the trading desks of Wall Street firms in formats not available elsewhere.  Bloomberg built a better mouse trap and have maintained their competitive advantage for nearly three decades.  And they did it using counter-intuitive thinking – by looking at financial information in a new light.

Does their new strategy “to be the world’s most influential news organization”  fit their counter-intuitive, countercyclical DNA?  On the surface it doesn’t seem so.  If anything Bloomberg may be on a slippery slope of financial decline.  Why?  Here are the insights Clifford and Creswell provided:

• The vast majority of Bloomberg’s $6.3 billion in revenue and nearly all of it’s profit comes from its financial information systems.
• In 2009 Bloomberg will see a drop in the number of terminals in use.
• Bloomberg feels the need for “a broader audience.”

Let’s explore each of these insights in greater detail.

The fact that nearly all of Bloomberg’s profits come from it’s terminals suggests that its media expansion efforts aren’t producing much, if anything, in the way of profits.  If that’s true Bloomberg is adding a lot of infrastructure cost with little return on its investment.  That’s not a financially sustainable business model.

Bloomberg’s core business is declining as evidenced by a decline in number of terminals in use.  Their desire to expand into other new coverage indicates that they don’t know what to do to fix this problem.  That’s not intended as a criticism.  All companies that enjoy tremendous success eventually face this dilemma.  The intuitive (not counter-intuitive) solution is to look for new lines of business.

Bloomberg is utilizing the intuitive approach by seeking “a broader audience.”  The fact that it is doing so at a time when the world seems to be devaluing news coverage is counter-intuitive.  What’s missing is an indication that Bloomberg has found a formula that will once again entice consumers to pay for that coverage.

While it is my sincere wish that the Bloomberg organization continue to enjoy tremendous success, I have serious doubts that their new strategy will allow that to happen.

To view the rest of the New York Times article visit http://www.nytimes.com/2009/11/15/business/media/15bloom.html?_r=2&scp=1&sq=bloomberg%20rule%20the%20world&st=cse

The 7 Steps to Becoming INVALUABLE program is designed to help you see more effective ways of doing business – ways that dramatically improve your bottom line while making your life easier.  In today’s blog I used Step 5, Contrarian Mindset, contrast Bloomberg’s previous counter-intuitive business strategy with its more intuitive new strategy.  For more information on the 7 Steps to Becoming INVALUABLE visit www.furtwengler.com/7steps.htm.

If you’d like to receive a weekly email reminder with a link to The Invaluable Leader blog or if you’d like me to address specific topics, please send me an email at dale@furtwengler.com.  Please share your experience with our readers by posting a comment.

For examples of how counter-intuitive thinking can help your break the bonds of industry pricing visit my Pricing for Profit blog at www.pricingforprofitbook.com.  Enjoy!