Tag: high performance team

  • Leadership Selling

    Leadership Selling

    “The price of greatness is responsibility.” – Winston Churchill

    I recently watched a documentary about Three Mile Island.  I did not fact check it or try to assess bias but if much of what went wrong were correctly portrayed, leadership was missing in action.  The father of the US Nuclear Navy, Admiral Hyman G. Rickover and his demand for excellence was referred to on several occasions.  He was rightfully positioned as THE sector leader during that era when nuclear power generation was an emerging technology.

    In the context of leadership, the following is attributed to him, “Responsibility is a unique concept… You may share it with others, but your portion is not diminished. You may delegate it, but it is still with you… If responsibility is rightfully yours, no evasion, or ignorance or passing the blame can shift the burden to someone else. Unless you can point your finger at the man who is responsible when something goes wrong, then you have never had anyone really responsible.”  This is a very telling statement that is applicable to the many human foibles that have resulted in cataphoric failures, even warfare and almost all high visibility major industrial incidents.

     A clear explanation of the difference between Management and Leadership.

    What Does All This Have to Do with Selling?

    Typically, organizations refer to the process of revenue generation as Sales.  However, a more accurate description this process is Selling.  The action verb, selling can result in a sale or series of sales.  Yet, for each competitive engagement most of these costly attempts at revenue generation will result in no sales–zero revenue.   Fail at enough opportunities and the firm’s Cost of Sales can skyrocket.

    Moreover, increasingly B2B solutions are a combination of products (seller product line and possibly third parties) as well as services (can include Cloud subscriptions).  By definition, Complex Sales is getting more complex and interrelated with other new/existing systems.

    Failure is Not an Option!

    SUBSAFE was born in 1963, just two months after mechanical failures resulted in the loss of USS Thresher (SSN-593).  The program was started with a simple goal in mind: ‘. . . provide the maximum reasonable assurance that the ship will not have flooding but if flooding does occur, assures that the ship will get safely to the surface.’”  The program is deemed as a major life saving success, partially by enabling real responsibility to all including contractors.

    Safety and Environmental Management Systems (SEMS) are a similar construct.  Most organizations in Critical Infrastructure sectors incorporate SEMS into their Operations Management Systems (OMS).  For our purposes here, we will repurpose and slightly change the nine tenants of the US Bureau of Safety and Environmental Enforcement’s BSEE, SEMS.

    We posit that the following Tenants comprising our Selling Management System (SMS):

    1. Commitment to Values and Actions. Leaders demonstrate a commitment to societal and organizational values in their decisions and behaviors.
    2. Issue Identification and Risk Management. Issues potentially impacting the deal and its successful delivery are promptly identified, fully evaluated, and promptly addressed or corrected commensurate with their significance.
    3. Personal Accountability. All individuals take personal responsibility for process and personal behavior, as well as the stewardship of those entrusted to them.
    4. Work Processes. The process of planning and controlling work activities so that the selling action items are in accordance with organizational mission and policies as well as boding well for success.
    5. Continuous Improvement. Opportunities to learn and codify selling and delivery knowledge, ensuing future success and organizational learning.
    6. Environment for Raising Concerns. A work environment is maintained where personnel feel free to raise issues and concerns without fear of retaliation, intimidation, harassment, or discrimination.
    7. Effective External and Internal Communication. Communications maintain a focus of the selling efforts and processes.
    8. Respectful Work Environment. Trust and respect permeate the organization with a focus on teamwork and collaboration.
    9. Inquiring Attitude. Individuals avoid complacency and continuously consider and review existing conditions and activities in order to identify discrepancies that might result in error or inappropriate action.

    It is not surprising that action items focused on revenue generation should align with business imperatives towards effective and efficient operations.  This is especially true when operations personnel are assigned to the pursuit team as they will play a major role assuring successful delivery, i.e. most capital (CAPEX) goods and services.

    Tenant 6, Environment for Raising Concerns is perhaps one of the most important when enabling junior leadership.  For example, if a material issue is identified by a new college graduate in her or his field and unnoticed by more senior individuals schooled in early technologies, failure to be “heard” may have deal failure ramifications, i.e., engineering or software errors.

    Leadership is not part of a title, except by self-serving politicians who routine call themselves leaders.  Leaders are not born either, they are individuals (all ages and genders) who when needed, rise to occasions great and small.  The Rickover Mind Model enables leaders to emerge and that includes leadership during selling processes.

    Complex Deal Pursuit Team

    A deal Pursuit Team is a formal group assigned to drive revenue opportunities for a single deal/long-term strategic relationship or even partnership.  It can be an ad hoc assemblage or more effectively the assembly of experts with this type of experience.  Ideally, for a significant opportunity this team has a sole focus during its lifecycle, but that is not always the case or even practical in some firms or deals.

    Team composition can include, Sales Representative(s), Sales Management, Sales Support Team (as required) Executive Sponsor (if appropriate), Subject Matter Expert(s), Project Management, Third Parties (subcontractors and/or technology/professorial services providers), and others as needed.  Not all participants will be required full time.

    Typically, there are three phases to this process:

    • Relationship and Opportunity Development–The relationship building processes between seller and buyer as well as identification of value that can be added from seller products/services/solutions.
    • Formal Proposal Submission–Development and draft (with revisions) of a documented Scope of Work/Products, Deliverables and Pricing.
    • Proposal Assessment and Acceptance–Buyer review, changes and agreement to move forward–The Deal!

    Leadership is required throughout this process, and it may come from very unlikely sources.  Often top-level technologists and engineers are not the most outgoing folks.  However, their thoughts can be game changing.  It is important that those on the quiet side be actively ‘Included,’ and their ideas sought out and given serious discussion.

    Role of AI Agents

    AI sales agents are autonomous applications that analyze and learn from your sales and customer data to perform tasks with little or no human input. These agents can perform a wealth of functions, from top-of-funnel tasks like nurturing leads with email outreach, answering questions, booking meetings with sellers, and quote creation to tasks more deeply integrated inside sales teams, like active buyer roleplays and coaching. What makes them different from simple workflow automation is that agents are capable of learning, using data analysis to work more efficiently, taking action on their own.”

    The Pursuit Team is responsible for winning the deal and AI is another tool, not unlike product demonstrations and marketing efforts.  AI inputs should be calibrated and interpreted just like other data sources and analyses.

    Final Thoughts

    Remember that people buy from people and individuals on both the selling and buying teams have personal agendas, such as getting promoted.  Sellers who identify many/most of these concerns stand a better change of closing the deal.

    Closing deals generates jobs.  Both by the vendor and its ecosystem as well as the client who will use the product/service/solution to increase the stakeholder value ecosystem.  Stakeholders are broadly defined including local communities and customer’s customers.

    It is safe to say that the complex selling process is dramatically changing.  Time to get on board!

    Nothing happens until somebody sells something!  How is your company assuring the selling process is routinely successful?

    Pre order our new book

    Navigating the Data Minefields:

    Management’s Guide to Better Decision-Making

    We are living in an era of data and software exponential growth.  A substantive flood hitting us every day.  Geek heaven!  But what if information technology is not your cup of tea and you may even have your kids help with your smart devices?  This may not be a problem at home; however, what if your job depends on Big Data and Artificial Intelligence (AI)?

    Available April 2025

    We are also pleased to advise our loyal readers that CRC Press has accepted our proposal for this forthcoming book, Nonlinear Big Data and AI-Enabled Problem-Solving: Transforming From A Spreadsheet Society.  Stay tuned for more details.

    For More Information

    Please note, RRI does not endorse or advocate the links to any third-party materials herein.  They are provided for education and entertainment only.

    See our Economic Value Proposition Matrix® (EVPM) for additional information and a free version to build your own EVPM.

    The author’s credentials in this field are available on his LinkedIn page.  Moreover, Dr. Shemwell is the coauthor of the 2023 book, “Smart Manufacturing: Integrating Transformational Technologies for Competitiveness and Sustainability.”  His focus is on Operational Technologies.

    We are also pleased to announce our forthcoming book to be released by CRC Press in April 2025, Navigating the Data Minefields: Management’s Guide to Better Decision-Making.  This is a book for the non-IT executive who is faced with making major technology decisions as firms acquire advanced technologies such as Artificial Intelligence (AI).

    “People fail to get along because they fear each other; they fear each other because they don’t know each other; they don’t know each other because they have not communicated with each other.” (Martin Luther King speech at Cornell College, 1962).  For more information on Cross Cultural Engagement, check out our Cross-Cultural Serious Game.  You can contact this author as well.

    For more details regarding climate change models, check out Bjorn Lomborg and his book, False Alarm: How Climate Change Panic Costs Us Trillions, Hurts the Poor, and Fails to Fix the Planet.

    Regarding the economics of Climate Change, check out our blog, Crippling Green.

    For those start-up firms addressing energy (including renewables) challenges, the author can put you in touch with Global Energy Mentors which provide no-cost mentoring services from energy experts.  If interested, check it out and give me a shout.

  • Why Corporate Initiatives Fail

    Why Corporate Initiatives Fail

    According to the Cambridge Dictionary, one definition of initiative is. “A new plan or action to improve something or solve a problem.”  In corporate parlance this often translates into yet another short-term and often politically correct effort to demonstrate forward motion/social citizenship.  Often forgotten faster than the evening news cycle as new searches for performance take their place.

    Organizations of all types, public, private, profit and nonprofit etc. tend to announce new initiatives with great fanfare and pronouncements about ‘transforming our culture.’  So why do they continuously fall short of expectations?

    According to a Forbes Survey released just before the pandemic, “When participants in our survey were asked to create a list of reasons for (change programs) failure, ‘insufficient budget’ was cited by 23% and ‘insufficient time’ by only 17%.  Instead, participants ranked poor communication (62%), insufficient leadership and support (54%), organizational politics (50%), lack of understanding of the purpose of the change (50%), lack of user buy-in (42%) and lack of collaboration (40%) as the most critical issues.”

    In aggregate, the article suggests a total failure rate of70%.  This percentage level was first put forth in the early 1990s and is accepted by many as still correct today.  While empirical evidence is sketchy, none-the-less, the perception of failure remains high.

    This tracks with other project failure statistics this author has seen over the years.  Yet, all of these failure attributes are human and therefore, manageable and correctable.

    Today’s Buzz

    The economy is always front and center.  More so today given Inflation and Supply Chain problems.

    In this blogger’s opinion and in order of priority other key issues include Diversity, Inclusion and Equity (DEI), Climate Change and Environmental, Social and Governance (ESG).  While different organizations may face other challenges, these Four tend to dominate the news.

    Often issues overlap or compound, thus exponentially amplifying the impact on society.  For example, the electric vehicle (EV) is touted as a lynchpin to ‘fixing’ the Climate Change issue.  However, supply chain issues currently limit battery production and one can surmise this is a long-term problem and not simply current shortages or delays.  If this is correct, meeting desired climate metrics is problematic.

    Diversity, Equity and Inclusion

    Perhaps the most emotional of the Big Four, DEI seeks to level the so-called playing field for all regardless of ethnicity, gender or behavioral preferences.  Almost all organizations have a DEI Initiative underway.  Yet, they seem to be stalling much to the frustration of advocates.

    According to one source, “The DEI industry is dominated by what scholars call ‘personnel managers,’ employees in human resources.”  This is also the observation of this pundit as well.

    LinkedIn profiles include, Chief Diversity Officers, any number of DEI consultants and others carrying similar titles as well as commercial organizations offering DEI products and solutions.  Much like the plethora of Safety Culture ‘experts’ and tools that emerged after Deepwater Horizon offshore drilling rig disaster in 2010.

    From a recent Korn Ferry article, “Experts say companies must treat DE&I as they would any other business issue and use data analytics to understand why things aren’t working.”  This author interprets this to mean that DEI must be incorporated into ‘the way we do business‘ or part of the organization’s culture.

    No longer a simple initiative, the next Chief Diversity Officer may be a Caucasian male or even redundant.  Then, DEI will no longer be seen as a separate and different department.

    Energy Transformation

    The president of the United States recently said, ““ it comes to the gas prices, we’re going through an incredible transition that is taking place that, God willing, when it’s over, we’ll be stronger and the world will be stronger and less reliant on fossil fuels when this is over.”  As many countries implement Climate Change policies, this transition is economically rough to say the least.

    And with no guarantees that these efforts will actually reduce the earth’s temperature decades out, is this a Big Bet with major consequences to all of us.  In our last blog, Innovation: The Key to the Global Future we addressed the economics in detail.  Interested readers should refer to that piece.

    An extensive assessment was developed by Bjorn Lomborg in his latest book, False Alarm: How Climate Change Panic Costs Us Trillions, Hurts the Poor, and Fails to Fix the Planet.  His credentials include the fact that he believes in global warming and is not a ‘denier’ as the phase goes.

    Caution to the lemmings jumping off the Energy Transition cliff, this is the ultimate initiative as it is political by nature.  Fickle by nature, political winds can change quickly and with that the value proposition.

    To some extent we are seeing this already as governments seek to address spirally energy costs, i.e., Germany restarts coal-fired power plants.  We might see more of this after the US midterm elections in November.

    ESG

    This initiative is treated as if it is new.  Well run companies have always enjoyed higher equity value.

    In 2011, we published our White Paper, Asset/Equipment Integrity Governance: Operations–Enterprise Alignment.  In that paper, we quoted, “During that period (2002), McKinsey & Company in conjunction with the Global Corporate Governance Forum conducted a study and found that over 75% of over 200 fund managers would value a stock at a higher price point if the company could demonstrate it had strong governance in place.  Moreover, the study also revealed that for western markets, firms with strong shareholder rights averaged 12-14% higher stock prices.”

    We previously addressed ESG in detail and how it fits in our Relationships, Behaviors, Conditions (RBC) Framework  (risk mitigation).  The operative word is Relationships.  This will include every stakeholder, so the impact can be substantial.

    For some organizations, ESG is new and the source of value in the annual Letter to Shareholders.  For others, business as usual incorporates those premises.  Begs the question, which organization would you like to invest in?

    Concluding Thoughts

    In this corporate animal’s experience, initiatives are seen as short-term events.  Leadership’s ‘rubber stamp’ does not carry gravitas.  Employees often ‘wait them out’ and go just about their business.  Others create media splash which dies quickly as well.  Only when change is codified in the organization’s culture do new approaches add sustained value.

    Initiatives fail because neither the board room nor the factory floor see them as adding value.  Fads driven by political winds, activists or social desires come and go.

    Strong governance is a proven value add.  A diverse workforce can add value but climate change as currently practiced will most like fail and fail Big and Expensive.  Society has addressed similar economic issues and will again.

    Are Your Organizational Initiatives Sustainable or Simply Fads?

    For More Information

    Please note, RRI does not endorse or advocate the links to any third-party materials herein.  They are provided for education and entertainment only.

    The author’s credentials in this field are available on his LinkedIn page.

    Disclaimer, the author has no personal or business relationship with Bjorn Lomborg or his publications other than reading and commenting on his latest book, False Alarm: How Climate Change Panic Costs Us Trillions, Hurts the Poor, and Fails to Fix the Planet.

    For those start-up firms addressing energy challenges, the author is a member of Global Energy Mentors which provide no-cost mentoring services from energy experts.  If interested, check it out and give us a shout.

    For more information on Cross Cultural Engagement, check out our Cross Cultural Serious Game.  You can contact this author as well.

     

  • 100

    100

    This edition marks the 100th post in our Critical Mass Blog series.  We have sought to provide thoughtful, unbiased insight into the contemporary business and organizational challenges we all face.  Since our first blog post on November 27, 2017 our world has turned over in ways none expected.  Likely, this trend will continue.

    This series continues a tradition of newsletters, opinion pieces and other on line punditry first begun in 1998 with our New Millennium News.  A bi-monthly email with a subscription base of approximately 7,000 readers.  A huge number at that time.  We estimate that hundreds of thousands or more have benefited from this knowledge transfer.

    Coincidentally, we reach this milestone as we begin the new year–a time of renewal.  We will continue to address critical issues individuals, businesses, agencies and others face as we all navigate an increasingly perilous path.  This series has addressed Human Resource issues including Diversity, Equity and Inclusion (DEI) Teams , the arrival of Smart Technology, International Business, Covid-19, Supply Chain Management, Operational Excellence, Cultural Transformation (including Safety Culture) Sales, Risk Mitigation and of course Leadership.  Today’s organizations must be very good at all of these disciplines!

    Available Tools

    The mission of the Rapid Response Institute (RRI) is to enable our clients with the ability to posture themselves in their market segments so that they can thrive in volatile markets and capitalize on uncertainty, not suffer because of them.  This is especially important for those economic actors in Critical Infrastructure sectors.

    In support of this mission the firm has developed a suite of Intellectual Property (IP) which includes Know How, practical roadmap Books and guidelines as well as Software as a Service (SaaS) solutions among others.  Many readers know that once a process has been standardized with minimal configuration required, the data is the ultimate driver.  This is the heart of most Enterprise Resource Planning (ERP) solutions.

    With advances in technology, RRI has taken these once multi-million dollar solutions to a price point as well as Use Case where all organizations can utilize this capability.  Moreover, our advancements in work flow such as epitomized in our Cross Cultural Serious Games, Economic Value Proposition Matrix, and Smart OpEx (Operations Management System) and Risk Simulation Modeling add immediate and significant value to the challenges faced as articulated above.  Other Free Tools are available as well.

    Pulling It All Together

    The method to our madness is–Operations!!  As some are fond of saying with derision, “It’s All About the Benjamins.”  Well, it actually is.  If ‘for-profit’ firms are not profitable, they fail.  No amount of Environmental, Social, and Governance (ESG) will save them if they cannot deliver to paying customers.

    Everything RRI does helps organizations to deliver stakeholder value, compliant with ESG standards.  That is our Bottom Line and we are also pleased that Dr. Shemwell, Managing Director has been an independent advocate for responsible corporate success since 2004.

    FYI, major losses and legal actions do not enhance stakeholder value.  Neither for employees, local communities or equity holders.  Everyone loses when in terrible scenarios such as Deepwater Horizon, internal bias corporate hubris, poor high reliability processes/human factor shortcomings or lack of actual DEI.

    This journey continues.  Stay tuned for the next 100 editions where will continue to provide our thoughts on relevant matters.  Thank you very much for your readership and support.

    How is Your Organization Positioned for the Next Four Years?

    For More Information

    Please note, RRI does not endorse or advocate the links to any third-party materials.  They are provided for education and entertainment only.

    For more information on Cross Cultural Engagement, check out our Cross Cultural Serious Game

    We presented, Should Cross Cultural Serious Games Be Included in Your Diversity Program: Best Practices and Lessons Learned at the Online Conference, New Diversity Summit 2020 the week of September 14, 2020.  Check Out this timely event and contact the organizer for access to the presentations!!

    For more on DEI Standards, see the newly released ISO-30415.

    You can contact this author as well.

  • Its the Heart

    Its the Heart

    “A good, quick, small team can beat a big, slow team any time.”

    Paul William “Bear” Bryant, legendary college football coach

    In the early 1990s my former wife and I, both avid sailors decorated our boat for the local Christmas Boat Lane Parade.  While we had some help, most of the work was performed by the two of us.  That 27 foot sailboat, one of the smallest in the fleet that year won the overall Best In Fleet Grand Prize.  During the presentation, we were asked how many worked decorating the boat which had over 10,000 Christmas tree lights mounted on several three dimensional frames.  At the awards ceremony, when we told them that it was a very small team–this explanation was met with disbelief.

    During World War II, the mathematician, Alan Turing led a small tightly knit team breaking the German Enigma code, saving upwards to several million people.  A dramatization of his team’s challenges were captured in the 2014 movie, The Imitation Game.

    These two very different examples have one thing in common–Coach Bryant’s admonition.  Entrepreneurs such as Steve Jobs, Sir Richard Branson, Elon Musk and others have long argued that one should hire the best people and turn them loose.  Looks like sound advise.  This may be the reason start up firms consistently beat established larger organizations with greater resources.

    Inclusion

    Teams often appear to be cliques.  Much like the kids game where teams are divided up based on favoritism as ‘buddies’ are selected.  Any non-buddy can be effectively excluded since he or she may not be part of the in-crowd.

    In the movie, Turning was initially shunned by both team members as well as his superior.  He did not fit in.  In a large team he may have drifted into the background where his perspectives might not even be heard.  However, as a key ‘different’ member of a small team, his views could not be easily dismissed although they were disagreed with and even hated.  Yet they became part of the discussion and eventually the entire team supported him and ‘now their’ solution saved millions.

    During this period, the Tuskegee Airmen faced even greater challenges.  While some individuals and units may have been forced to accept them, their highly visible contributions could not be denied by those directly benefiting from their inclusion into the air bombardment task force.  Likely, this would not be as conspicuous if they were part of a larger organization.

    Bottom Line

    Not only are small high performance teams usually more successful, they offer all team members a better opportunity to be included in the activity.  This is even more true virtually when it is often difficult to prevent one party from attempting to dominate meetings.  Talking over people and/or raising one’s voice is a tried and true way to bully in a meeting and it is almost impossible to control virtually with a large group.

    Similar to atomic energy, it is not the amalgamation of large quantities of dynamite that makes the biggest bang.  It is the release of the smallest that is the Big Bang!  Harness the power of your team atom.

    What is Your Organization’s Small Team Strategy?

    For More Information

    Please note, RRI does not endorse or advocate the links to any third-party materials.  They are provided for education and entertainment only.

    For more information on Cross Cultural Engagement, check out our Cross Cultural Serious Game

    We presented, Should Cross Cultural Serious Games Be Included in Your Diversity Program: Best Practices and Lessons Learned at the Online Conference, New Diversity Summit 2020 the week of September 14, 2020.  Check Out this timely event and contact the organizer for access to the presentations!!

    You can contact this author as well.