An Approach to Solving People Problems
People problems are very varied; they can also be complex. There is no all-embracing theory for
understanding them and no magical formulas guaranteed to solve them. The problem-solver, where people problems are concerned, must be an experimenter. There are, however, a few guidelines which, if observed, will help to save the problem-solver from wasting time and effort on ultimately unprofitable activities…
Managing Change for Competitive Success – Questionnaire
This interview structure is designed to help interviewees talk about their principles and core values about leading which guide their behavior at work. In each section, interviewees are asked about their proposals for change and how they should be implemented and then asking why they feel implementing such proposals are necessary. It is this “why” question which is the most important…
Key Account Management Series: Getting Over Quote & Hope – Team Exercise
In one of my clients in the food engineering sector, I estimated that only 1:12 quotes were successful. What are the implications of this situation, apart from not making your “Nut”…
Key Account Management Series: Hicks Negotiation Model – Still valid today?
This model is a tool for summarizing the planning process before negotiations commencing and plotting progress towards agreement during the negotiation. Basic assumptions are that…
Presenting a Persuasive Case – How do you sell an idea?
A frequent and often crucial situation in management today is one in which one person is seeking to persuade another to accept proposals for change. This situation commonly occurs when a subordinate presents a case to his or her boss…
Getting the Best from your Sales Training: Methodological Agnosticism?
Sound weird, doesn’t it? Truth is . . . being tied to one training methodology simply isn’t productive.
There’s no “perfect training methodology” – whether it be focused on selling, managing or coaching. Any training should Advance Competence while Advancing Sales. Complex sales organizations need methodological purpose rather than one methodology piled on top of existing methodologies.
Additionally, people have been trained a lot in their lives. It seems obvious that we should also give them credit for the concepts, processes, and skills they have already learned. Adding methodologies (no matter how good they are) risks creating indifference. We know indifference does not change behaviors! Conversely, building commitment relies on giving your people and managers credit for what they already know, while at the same time changing behaviors that do not work.
So How about . .
• Working with what your people have?
• Delivering specific learning at the time of greatest need?
• Focusing on advancing sales rather than installing a methodology?
• Treating learners as adults and help them solve real problems?
• Using any necessary forms to advance sales and competence simultaneously?
Simply expressed, organizations need to “make hay” with planning tools their sales people already call their own! This makes economic and “good learning” sense!”
Here’s some things to consider:
Strategic Alignment
“Feeding the Bear”
Human Resources Alignment
Develop Evaluation Strategies
Getting People on the Same Page – Preparing for Change
In this blog I want to focus on Preparing People For Change by over viewing improving people productivity and it’s connection to gaining people’s commitment…
Ensuring Oilsands Project Success – Whitepaper
Mobilizing armies of skilled labor from diverse locations and cultures, moving large equipment into remote locations in harsh climatic conditions and managing to budgets while costs are escalating make oil sands projects among the most challenging ever undertaken. Perhaps the most critical success factor in managing such complex projects is establishing and developing productive relationships. This key factor is very difficult to measure yet is cited repeatedly as the
number one reason for project failure. Consistently, project managers’ expectations of, colleagues, teams, subcontractors, workers and project partners are substantially different from what they actually think is expected of them. Such misalignments result in expected tasks not being completed in the way required for project success, tasks being completed in a sub-optimal sequence or excessive time invested on “low return” tasks.
These misalignments cascade into scheduling conflicts, delays, cost overruns, personnel turnover, increased stress, safety and legal issues.
The take-away: New methods have been developed for the gathering and analysing of expectations from both the expectation originator’s and expectation receiver’s point of view. This enables the diagnosis of misalignments critical to project success, and facilitates the timely conversations required to align expectations and to keep projects on track before they become critical variables. Resource and competency gaps are exposed and addressed. High achieving managers can be identified. A culture of communication, alignment and accountability can be measured and developed.
Getting People on the Same Page – Seven Leadership Challenges
Like most consultants, we are often accused of borrowing the clients watch, tell them the time and then hand it back with a bill………So, given the threats to our economy, it’s a statement of the obvious. We live in turbulent times… only this time what follows is free…
Improving the Payoffs from Oil Sands Projects
In a recent survey of Oil & Gas Industry executives, most said they were:
Dissatisfied with project performance (40% of capital projects overrun); Highest ever level of dissatisfaction
Agreed that poor project performance is not acceptable when the market expects predictable strong returns.
Agreed that they can’t afford to miscalculate project risks, yet they don’t have a good grasp of how manage them.
(Booz Allen Hamilton “Capital Project Execution in the Oil & Gas Industry”)
You would think these executives would have their act together by now. What sorts of things did the survey identify were going wrong?
Good question. Another survey identified several things, includin
At the start of a project, construction people are under enormous pressure to “get on with it!’. So, they agree too readily to others’ expectations of them and accept others’ agreement of their expectations. This ready acceptance of expectations is especially true between professional disciplines and companies. The problem is people don’t really specify what is being agreed to. This only emerges when the expectation’s Receiver doesn’t deliver what was expected by the Originator and then the remedy is usually expensive. At its core is a lack of understanding of what alignment is really about. Alignment requires a Responsibility Shift between an expectation’s Originator and Receiver.
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