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From riding his bicycle to serving countless executives and sales professionals. Adrian Davis... Read More >

 

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Is Your Business on the Right Path to Scalability?

  
  
  
scalable business

There should come a time in every business owner’s career when they should look at their company and ask themselves “Is my business on the right path to scalability?” The answer should always be YES! Scalability, for those not in the know, is the ability to grow a business that can manage an influx of clients and employees while reducing costs and increasing profit margins.  A truly scalable business is one that can virtually run itself, or at least continue to function under new employees, new technologies, and even new management. The first step to becoming scalable is to take a step back from your work, and begin to manage. Only then will you have the creative energy to set up the framework that is necessary for true scalability. So if you answered NO to the question above, here are a few ways to turn your business around and grant it consistency, productivity and profitability.

What Type of Leader Are You? Entrepreneur or Professional Manager?

  
  
  
leadership-qualities-entrepreneur-professional

As I write this, I am on my way home from AceTech's 20th Annual Symposium, which took place in Whistler, BC on March 29 and 30. One can't help but be inspired when surrounded by so many remarkable people. There is something about entrepreneurs which is magical. Let's face it, they create mutli-million dollar companies and sometimes multi-billion dollar companies out of nothing more than their imagination backed up by passion and action. Their charismatic energy is attractive. As a result, they are able to recruit other dynamic individuals with complimentary skills. Despite the odds, they create dynamic work environments, powerful value propositions and shared wealth. Wow!

Entrepreneurs are creators! Yet, so many entrepreneurial companies fail? Why? Of those that succeed, why do so many get burned out? Why do these dynamic enterprises lose their magic? Why are large corporations, who were once entrepreneurial, so constricting?

Playing to Win

When entrepreneurial companies start out, they really have nothing to lose. They give it all they've got and they swing for the fences with their creativity. Eventually, their intense passion begins to pay off and they begin to meet with some measure of success. We call this stage, the Performing Enterprise. The more success they meet with, the more they begin to shift from playing to win to playing not to lose. When one plays to win, one is oriented to the future; one has a vision and marshals all of their energy to achieve that vision. As one becomes successful, it becomes increasingly difficult to imagine a new future. One becomes so immersed in their present success that they inevitably shift gears and begin to worry about keeping what they have rather than achieving something new. We call this stage the Systematic Enterprise.

Playing Not to Lose

This is when the organization begins to implement policies and other bureaucracy. New employees join the company who value processes and repeatability. Initially, their contribution has a positive impact on the business. The business becomes more structured and more disciplined. A lot of the chaos and conflict the company faced is reduced or eliminated. These professional managers take over the leadership from the entrepreneur and the company grows. Eventually, the company gets into trouble. It gets into trouble because the economies we now operate in are dynamic and consequently, the way our customers perceive value is unpredictable. Once the customer's perception of value shifts, everything the Systematic Enterprise does is called into question. Professional Managers don't understand how to cope with these changes. They are good at managing what is. They don't have the talent to create something new out of nothing. This is the realm of entrepreneurs. Entrepreneurs are passionate visionaries and creators. They work in companies of all sizes. Systematic Enterprises view them suspiciously because they create chaos within organizations and Professional Managers exist to stamp out chaos.

Focus on Success

The successful companies in dynamic economies are those companies that understand the value of Professional Managers and the value of Entrepreneurs. Entrepreneurs thrive in uncertainty. They lean into the future, navigate its complexity and create something new. Professional Managers, on the other hand, thrive in certainty. They look into the past in order to uncover root causes and protect the present. They spot chaos and quickly stamp it out to enable the company to perform consistently. Their commitment to discipline bring profitability and scalability.

Entrepreneurs and Professional Managers need each other and only when they work together can we have robust companies that are built to last!

Action Plan:

1. Identify where your organization is in its growth. Are you Entrepreneurial, Performing, Systematic, Adaptive or Pre-emptive?

2. Once you understand where you are, ask yourself what type of leadership dominates your organization - Professional Manager or Entrepreneur?

3. Once you understand what type of leadership is in place, ask yourself how you value the opposite leadership style. If you're a Professional Manager, what can you do to embrace the spirit of entrepreneurialism? If you're an Entrepreneur, what can you do to integrate the discipline of a Professional Manager in your organization?

4. Finally, based on where you are, what is the right type of leadership that should dominate your organization's culture? Like walking, alternatively, the left foot leads and the right foot leads. Similarly, navigating today's economic complexity sometimes demands entrepreneurialism and at other times, strong management.

Stop trying to create value!

  
  
  
Stop TryingWe hear a lot of talk these days about "adding value". We describe new services as "value added", but this is highly presumptuous. If you ask most sales professionals to clearly define value, they will stutter, hesitate and then be unconvincing.

Industrial Age Thinking

HR.com - Becoming a Trusted Advisor

  
  
  
hrcom logo

Feature Webcast: Becoming a Trusted Advisor

Rated as a top webcast on HR.com, click here to access the "Becoming a Trusted Advisor" presentation and find out what people are saying.

What You Will Learn

When Good Founders Go Bad...

  
  
  
Tantrum

Do you know how old you are (as a company)? I'm not referring to chronological age. I'm talking about maturity. Like people, companies mature. Like people, they mature at different rates. While everyone can appreciate the fact that we all mature according to slightly different schedules, no one likes to see an adult who throws temper tantrums or a teenager who sucks his/her thumb. There are certain points in one's life where one just has to simply grow up.

What Got You Here, Won't Get You There

Are You Trust- or Untrustworthy?

  
  
  
Untrustworthy?If you're like most people, you are trustworthy. After all, you consider yourself honest, virtuous, ethical - a person of character. Yet, you don't have the "Trusted Advisor" relationship that you'd like to have with many of your clients. Why is that?

Conditions for Trust

Did you know that good character is important, but insufficient for building trust. Trust depends on something else.

Think about it. Why is it that gangs enjoy the highest levels of trust when compared to other social groups? Hardened criminals who have poor character enjoy more trust with their peers than many Christians who are in church every week. Every week, in any church comprising more than a handful of people, you don't have to look far to find slander and struggles for power. Yet, among hardened criminals there are high degrees of loyalty. A gang member can be wrongly convicted and will serve time rather than turn in a fellow gang member. Why the discrepancy?

Rather than think of trust as a function of character, we need to see it as a function of something else. That something else is "buy in". How much and how deeply do people buy into a vision, a mission and/or a set of core values? The extent to which there is buy in, there will be corresponding levels of trust.

Gang members buy into a code of conduct that says you never "rat someone out." If you become known as a "rat", your career is over!

Organizations that suffer from infighting really suffer from a lack of buy in to a common vision and set of core values.

Get to Work on Trust

Use this revised definition of trust to help you build stronger relationships with your family, friends, co-workers and clients. With respect to your clients,

1) How well do you understand their long-term goals?
2) Do you really buy in to their long-term goals?

To the extent that you a) understand and b) buy into their goals, you will create the conditions necessary for trust.

Be careful, however, not to be inconsistent. Inconsistency is a destroyer of trust. Inconsistency creates unpredictability. When someone is unpredictable, they cannot be trusted. Do the things you say you will do. Develop good habits. Get back to people when you say you will. Always follow through on the things you've promised. If you are aware that something is not going as well as it should, be the first to bring it to your client's attention. Don't wait for them to ask you about it. If you're going to be late, call as soon as you know. Always be courteous. These habitual ways of being will broadcast consistency. Buy in combined with consistency will create the ideal conditions for trust.

Action Plan:

1) Take the time to learn the long-term goals of your clients.
2) If you buy in to their goals, let them know. Show them that you are emotionally engaged and you want them to win.
3) Aim to be predictable. Be consistent.

The Hidden Power of Core Values

  
  
  
Costa ConcordiaOn January 13, the Costa Concordia, a ship twice the size of the Titanic, ran aground. The rocks on the coast of the small island of Isola del Giglio tore a 50-metre hole in the ship. In the end, 32 lives were lost and the ship's captain was charged with manslaughter.

What Happened

The ship ran aground at 9:42 PM. The order to abandon ship, however, was not given until over an hour later. When it was finally given at 10:58 PM, Captain Francesco Schettino and his first officers were nowhere to be found. When questioned why he was not the last person to leave his ship, the captain explained that he "just happened to fall" into the same life boat that all of his senior officers were in and that was one of the first to head for shore. The more than 4,200 passengers and crew that were on board were kept in the dark and left to fend for themselves. With half the life boats unusable, the passengers and crew were in panic and confusion. Most of the passengers had never had a safety drill and consequently, had no idea what to do.

Captain Francesco Schettino was in a secret competition with another captain who had passed within five miles of the island of Gilio. Captain Schettino sent an email to this captain stating, "Next time I will do it better than you." Schettinto took the ship within a 1/2 mile of the island. Within minutes he was informed of the magnitude of the situation, the complete loss of power and the fact that the ship was taking in water. He never called the coast guard to report what happened, lied to the passengers informing them that it was just a minor technical glitch and ensured that he and his officers were the first to get to safety.

A Real Hero

In contrast to Schettino, Gilio's Deputy Mayor, Mario Pellegrino, who was on shore, took the first life boat back to the ship, got on board and along with rank and file crew members, coordinated the rescue of the many frightened passengers. Pellegrino was one of the last people to leave the ship alive.

I was quite taken with this story because of its dramatic nature and also because my family and I had only just returned from our first cruise. I recall some of the veteran cruisers commenting on how brief our safety drill was. This brings me to the hidden power of values.

Core Values and our Businesses

Values are absolutely critical to our businesses today. Core values say more about what we will not do than what we will do. As we round the corner on the end of the Industrial Age, we also come to the end of predictable environments. We now conduct business in an environment of unpredictability. We have no idea what will happen tomorrow. We find ourselves taking on employees, customers and partners in much more collaborative ways than in the past. These collaborative ventures are great when everything is going well. However, in an unpredictable world, crisis is always lurking around the corner and opportunities can spring up from surprising places.

We no longer have the luxury of telling people exactly what to do because we can no longer predict what situations we will find ourselves in. We need people who are comfortable with being empowered and who can make the right decisions at the right moment. In these situations, what people won't do is more important than what they will do. Our core values represent concrete boundaries on our behaviour. They create a sandbox that clearly defines where we can play creatively and where we will not go.

Schettino and Pellegrino faced the same situation and behaved completely differently. In hind sight, we can see Schettino's core values are self-aggrandizement and personal safety. Schettino would NOT put himself in a situation where he would be blamed for error (hence the lies about the severity of the situation to the passengers and the Coast Guard) and he would NOT put himself in danger (hence the rapid dash to personal safety). On the other hand, Pellegrino, who is on shore, takes the very first lifeboat heading back to the ship to get more passengers. He gets on board and directs the emergency rescue operation. He would NOT stand by and watch vulnerable passengers lose their lives. His values forced him to take heroic action.

One of our clients, Trinity Communication Services Ltd., is in a business where their employees are continually put in dangerous situations (high above telephone poles or deep below ground). One of their core values is safety. They will NOT compromise the safety of their people. As a result, they lead their industry in awards for safety. On the other hand, they have large customers who pressure them for lower pricing. While other vendors may compromise on safety to meet pricing demands, Trinity will not. They ensure safety is never compromised.

Corporate Culture

Schettino is not solely to blame for the Costa Concordia tragedy. He was able to thrive within a corporate culture. If that culture had safety of passengers and crew as a core value, Schettino would not have been so successful. He would either adapt or he would have been reprimanded or fired for the many safety violations that preceded the fateful day of January 13. The whole cruise line industry is at fault. It has been allowed to build bigger and bigger vessels with no practical consideration for passenger safety beyond legal requirements. Its core value appears to be profit. In our post-industrial age, disregard for customers will always result in loss.

We are in an age of transparency and in this age, what happens on the inside will eventually be seen by everyone on the outside.

Action Items

1. Have you defined your core values? Are they really core? Would you fire someone for violating one of them?

2. Have you articulated them clearly? Do your people know them?

3. Do you scrutinize your key partners and suppliers for value alignment? Do you know what they would NOT do in a crisis?

4. Do you let your customers know who you are and what your core values are? Are you willing to commit to your customers and inform them of the principles you will never violate?

Sales in the Info Age: It's About People not Product

  
  
  
Communitech

I recently sat down with Anthony Reinhart, Communitech's staff writer and a former reporter at The Globe and Mail, to discuss the upcoming Commnitech Level Up event in Waterloo. Click here for the full article titled "Sales in the Info Age: It's About People not Product"

Your Five-Year Plan: Adaptable Advancement

  
  
  
5 year plan

The success of your future business depends upon meeting the objectives that you established as part of your master business plan. When you engineered your master plan, you may have included projections with multiple options. Now that your business has been through a several real-life scenarios, you can clearly see that some of the projections were realistic, and some were not. This is to be expected in any business and it creates opportunities to realize a more refined perspective.

What's Installed on My iPad?

  
  
  
describe the image

The iPad is a spectacular device! Although I have a laptop (MacBook Pro), I hardly take it with me. 99% of the time, all I head out the door with is my iPad. Almost all the applications in my business are cloud-based, and almost all the documents I deal with are digital. I use a case from iLuv, which can quickly convert my iPad into a computer with a keyboard for those times when I need to create more extensive content. 

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