There is much talk about building winning teams and how to lead them and much of that centers on “influence” and “visions.”

The ledgendary Alabama coach Paul “Bear” Bryant, an expert on winning teams, provided a far simpler approach that you can be implement in a matter of seconds.

The only caveat is that once started it must be followed exactly and whole-heartedly.

“If anything goes bad, I did it.
If anything goes semi-good, we did it.
If anything goes really good, then you did it.
That’s all it takes to get people to win football games for you.”

If more “leaders” followed this path we wouldn’t be where we are today.

Do you have the courage to implement Bryant’s approach?

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I read a fascinating article today about Americans, their stuff and their penchant for storing it instead of getting rid of it.

“The US has 2.3 billion square feet of self-storage space. (The Self Storage Association notes that, with more than seven square feet for every man, woman and child, it’s now “physically possible that every American could stand — all at the same time — under the total canopy of self-storage roofing. …one out of every 10 households in the country rents a unit…”

According to Derek Naylor, president of the consultant group Storage Marketing Solutions, “Human laziness has always been a big friend of self-storage operators, because once they’re in, nobody likes to spend all day moving their stuff out of storage. As long as they can afford it, and feel psychologically that they can afford it, they’ll leave that stuff in there forever.”

I’ve said for years that people aren’t water faucets, able to turn off emotions and thoughts or change their MAP just because they change environments from home to work or vice versa.

Reading the article made me realize a hidden reason that makes changing culture so difficult.

It’s not just that the parts of the culture changes, but that the employees won’t let go of the parts that are changing or being replaced; instead they store them away to sort later.

But later never comes, so, like the stuff in the storage units, it sits in the back of their minds running up a bill that is paid in energy, focus and productivity.

As a result of the economy, many of the thousands of the units that were in use for no other reason than laziness are being cleared out, or at least downsized, and the stuff gotten rid of.

Perhaps this is a good time to work with your employees to clean out their mental storage places; to purge the cultural residue and clutter that fills them up.

So clear out the rubbish, open the windows and let the fresh air flow through reenergizing everyone.

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Yesterday I described how managers can use ALUC (Ask / Listen / Use / Credit) to engage their teams, whether or not the approach is supported by the overall company culture.

But think how much better it would be to have ALUC embedded in your culture as a part of its infrastructure.

ALUC isn’t something that can be mandated, even by the CEO.

All the proclamations, recommendations and demands aren’t going to force managers to do it if they don’t see the value or their MAP (mindset, attitude, philosophy™) isn’t synergistic with ALUC.

What you can do is instill its value in those managers who report to you; they, in turn, pass the belief to their direct reports and so on down the ladder.

But how do you embed ALUC up your culture?

As Nike says, ‘just do it’—don’t talk about it—and it will spread by osmosis.

ALUC is a major productivity and retention booster, the results will speak for themselves, the how-to will be questioned, copied and implemented.

ALUC should also be a ‘make or break’ for all new hires in management roles, confirmed not only during the interview, but also through reference checking of previous direct reports, not bosses.

Not rocket science; most of the best cultural practices are simple, ignored, but simple.

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Last Monday I said that leadership was another word for initiative and that meant it had to be spread like fertilizer to every level and person if the company wanted to thrive.

Tuesday I followed up saying that leadership fertilizer was better composted than taught.

That thinking made me realize that the best cultures are also composted.

Cultural development follows a Y-shaped path.

Initially, the raw ingredients from the top person’s MAP (mindset, attitude, philosophy™) form the basic building blocks of the culture.

At that point the culture moves along one of two divergent routes—one akin to the controlled manufacturing approach of synthetic fertilizer and the other to composting.

Bosses who opt for the former build out the company’s (or their organization’s) culture with little-to-no input from others. They define it, shape it and present the whole as a set piece that is unlikely to change unless they do the changing.

Bosses who opt for the latter use the basic blocks to create a framework that encourages ideas from all levels and positions within the company. The framework acts as a composter with the ideas being processed by various people. One of the most prominent examples of a composting culture was the development of ROWE at Best Buy.

Manufactured cultures have little flexibility, are limited to their creator’s world-view and often defeat initiative and the spread of leadership; even those that are positive are slower, less empowering, and less welcoming to initiative.

Composted cultures are enabling; they encourage people to have initiative, take risks, step out of their comfort zone, grow, and, above all, think—all without worrying that they will be stomped for doing so.

Manufactured culture makes bosses feel safe; they are non-threatening and within their comfort zone.

Composted culture takes bosses out of their comfort zones, often challenges their world-view and shakes up their MAP—not for the faint-of-heart.

Are you a manufacturer or a composter?

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Continuing with more thoughts on yesterday’s post Leadership Is Fertilizer.

Fertilizer is produced in a lab with scientists controlling which chemicals in what amount are used and then mass produce that particular formula in a factory.

Anyone who gardens knows that there are a multitude of brands that produce different fertilizers, some considered “general purpose,” but most with specific formulas to accomplish specific goals, including forcing growth.

Experts say compost is a better choice.

Compost is natural, produced when multiple kinds of organic matter are brought together and left to decompose with the aid of a variety of organisms. The result is an incredibly rich material that produces sustainable results without damaging the environment.

Leadership is similar.

You have the kind that is produced in colleges and MBA programs, learned in a sterile environment, with ingredients that parallel the thinking of selected experts’ mindsets and attitudes. Thus, the student is indoctrinated in a set of specifics and is often prejudiced against anything that falls outside those boundaries.

Leadership learned through doing—taking the initiative and accepting the risk of failure—is different. It combines a variety of experiences, good, bad and indifferent and adds a variety of organisms in the form of the varied humans that populate the organization. The effect of those organisms on the experiences of individual initiative produces a deeper, richer, more flexible form of leadership.

Chemical fertilizer needs to be applied again and again as it wears out.

Compost mixes with and enriches the soil itself, so that the more you add the better the growth medium.

In which do you want to plant your people?

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When it comes to company success there is much talk about leading and influencing, visions and inspiration, but when the subject of benefits comes up then it’s all about the bottom line.

Did you know that no benefits (other than those negotiated by a union) are actually required by law for any worker, full or part-time?

So why should companies have benefits? Just think about how much better their bottom line would be without them. Wow!

Then think about how demotivated, unproductive and disinterested their employees would be. Double wow!

The smartest employers (AKA good leaders) offer all the benefits they’re able to offer to the people who work for them, even part-timers. Sure, they’re limited by financial consideration, but they do as much as they can.

• A startup CEO told me that he had insisted on good insurance coverage in spite of his investors’ gripes. Why? Because, he said, his people were more willing to put in 80 hour weeks when they didn’t have to worry about their families. Interestingly enough, his company also offered slightly below market pay and far more modest stock options and still filled their openings with top talent (this was during a boom period, too).
• Another small biz owner I know, with sales of less than $2 million, offers Aflac, exceptional working flexibility, including working from home, and just added a 401K, although many similar-sized companies just moan about how they can’t afford anything.
• My friend, who owns a tiny, neighborhood restaurant, gives her waiters their birthday off with pay—and has almost no turnover.

Part of the problem in large companies is that Wall Street penalizes companies that do take care of their people (Costco) and lauds those that use every trick to avoid spending that money (Wal-Mart).

But make no mistake—taking the best care possible of your people will yield a high return in the form of lower turnover, higher productivity and more creativity.

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Is your company fair? Are you fair to your people? Is fairness part of your MAP?

How often have you heard (or said), “That’s not fair!”

People more or less accept that life isn’t fair, but are more than likely to walk from a company or manager they perceive as being unfair.

What do people expect within the business world in terms of fairness?

The obvious is that they don’t want to be shafted a la Enron. But fairness refers to more than the obvious, most often to the company/manager doing what they said they would do, i.e., walking their talk.

Fairness is what people want and companies/managers promise, but frequently don’t provide. For example:

Fairness excludes politics

• Official – people will be promoted based on what they do
• De facto – people are promoted based on who they know

Fairness is egalitarian

• Official – everybody will fly economy class when traveling
• De facto – senior managers fly first or business class

Fairness includes parity

• Official – similar skills are compensated similarly with any differences the result of merit
• De facto – compensation differences result from expediency, prejudice, or favoritism

All that’s fine and sounds wonderful if, in fact, fairness is part of your MAP.

Why be fair? If ‘doing the right thing’ doesn’t come all that naturally to you, is there a reason to embrace it anyway?

In other words, what’s in it for you?

Quite a lot, actually.

Fairness reduces turnover (and its associated costs), increases productivity, and fuels innovation.

These, in turn, make you look good as a manager, help your company’s street rep, which has a major impact on the caliber of the people applying for positions, making it easier to higher great people.

Bottom line: better reviews and increased compensation for you.

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Innovation is crucial to success, especially in today’s economy, and diversity is crucial to innovation.

But diversity refers to much more than race, creed, or gender.

Juicing creativity and innovation requires a strong diversity of both thought and skills within your organization—homogenizing your workforce dilutes the juice.

Thought Diversity

True mental diversity is about MAP and mental function, not just a race and gender. I’ve known managers whose organizations were mini-UNs with equal numbers of males and females, but they might as well have been cloned from the boss, their thinking was so identical.

There are three main ways to homogenize thought

• Hire all the same types, most often “people like me;”
• scorn/belittle/reject anything that doesn’t conform with your own MAP/ideas/approach; or
• allow others in your organization to do the first two.

As your organization grows more diverse you want to celebrate controversy, encourage disagreement, and enable discussions—all within a civilized framework that debates the merits of ideas, not individuals.

Skills Diversity

Skills homogeny is just as detrimental to innovation. As with MAP, people tend to gravitate towards people whose skills are within their or their group’s comfort zone; worse, managers may be unaware of the full range of skills available within the group.

The fix for skills homogeny is far simpler, since it requires awareness and mechanical action, rather than changes in MAP.

Use this three-step process to better identify and access your group’s skills

1. Skills survey: Have each person in your group create a complete list of all their skills, not just the ones they’re using in their current job, but also those from previous positions and companies, as well as skills they’ve developed outside of work. Have them rate each skill 1-5 (five being the strongest) based on their expertise. (I’ve yet to see a manager do this who wasn’t surprised at the results.)
2. Skills set matrix: Using a spreadsheet, create a matrix of the information.
3. Repeat and update: go through the entire process and update the matrix twice a year; add every new hire’s info immediately.

Be sure to consult the matrix every time you develop a new position or replace someone, whether through promotion or attrition.

Knowing all this gives you tremendous staffing flexibility. For example, you may have someone in your group who’s developed the needed skills on a new project and would be thrilled to move to the it. Then, using the matrix, you can design the new position to fill other skill gaps, both current and future.

The end result is a well-rounded organization of people inspired to learn new skills, because they know that they won’t be relegated to a rut just because “that’s what they’ve always done.”

Viva La Difference is the rallying cry for the anti-homogenizing movement.

(For more on how to diversify click here, here and here.)

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Remember employee commitment? Buy-in? Ownership?

These days it’s called ‘engagement’ and smart managers are looking for ways to increase it. They want to incorporate practices and attitudes in their group’s MAP (mindset, attitude, philosophy™) that will improve productivity and increase engagement.

Two such items are

• basic business knowledge and
• a large dose of pragmatism.

Business 101

Naiveté regarding business frequently leads to non-reality based ideas and attitudes. If people have a fuzzy or rose-colored view of what has to happen for the company to be successful, there’s no way they can contribute effectively.

Worse, this lack of knowledge can make them resistant to the procedural changes necessary to the company’s successful evolution as it grows, shrinks, or changes.

It’s not necessary, or even possible, to provide the in-depth business knowledge that comes from an MBA or 30 years as a successful CEO, but wise managers can provide basic understanding of the actual forces at work within the company, industry and even the economy in general at times such as this.

You want your people to understand

• the Business Mission Statement;
• customer desire as the driving force behind product development (why build it if they won’t buy it?);
• financial controls, what they are and why you need them;
• why/how to avoid blue sky approaches and impossible wish lists;
• the reasons for requiring excellent documentation;
• the importance of quality and manufacturability; and
• other business-specific subjects.

Teaching these should be active, not passive; merely posting the information on your intranet won’t get it done. Use brown bag lunches or company-wide webinars, followed by local discussions, to create a positive learning process.

Finally, be sure you encourage people to use what they’ve learned.

Pragmatism

Pragmatism should permeate your MAP, the groups and the company culture. It should be like stain as opposed to paint—not just covering the surface, but also sinking in.

By practicing pragmatism as well as preaching it, you encourage a reality-based culture where

• setbacks are easier to deal with because they are recognized and acted on quickly;
• employees speak up because they are assured that the messenger will not be shot;
• rose-colored glasses are obvious;
• growth and change of the culture without corrupting it is encouraged; and
• “not-invented-here” syndrome is veer batten.

Pragmatism works best as a part of a MAP that everybody is encouraged to embrace.

It helps to create a company in which not only can everybody see what the Emperor is wearing, but also have no compunction about discussing it.

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Most managers know that lousy customer service is one of the fastest ways to reduce the bottom line.

But what most managers forget in the daily press of doing way too much with drastically reduced resources is that their employees are also their customers.

As I’ve said in the past, one of the hats every manager wears is employee service manager (ESM) and reviews are a critical part of that.

Done right, reviews are a positive experience for both manager and employee; in some cases even a time to bond.

If the goals in January were done well, which means that they had a deliverable date and were quantified and measurable, then evaluating how someone is doing is simple.

An article in Business Week discusses the added weight being given to mid-year reviews as a result of business turmoil in the current economy.

In fact, the only goals that are fair to employees and managers alike always include those three points.

As a manager you should never forget…

As an employee you should always request…

• Due date
• Quantified action
• Measurable results

And while a good review means that you’re honest and authentic with your people, that doesn’t translate to abusive or destructive.

Offering

• recognition of what the person does well; and being
• candid about areas that need improvement

are two hallmarks of a good review.

The third is no surprises, which means that you’ve been giving candid feedback throughout the year.

Skipping any of these is setting you and your people up for review hell.

For more specific assistance, read how to give performance reviews and how to give a disciplinary review.

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